Building Products Digest - January 2011

BPD

TECH TIPS & TRENDS IN LBM SOUTHERN PINE SALES RESOURCES

Building Products Digest

JANUARY 2011

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

BPD

January 2011

Volume 29 Number 11

Building Products Digest

Special Features

In Every Issue

9 INDUSTRY TRENDS HYBRID SITES INCORPORATE SOCIAL MEDIA

10 FEATURE STORY GET DIALED IN TO THE BUSINESS ADVANTAGES OF SMARTPHONES

12 PRODUCT SPOTLIGHT NATURAL BARK SIDING

14 MARGIN BUILDERS ABUNDANT RESOURCES HELP SELL SOUTHERN PINE

18 COMPETITIVE INTELLIGENCE VIRGINIA LUMBER & MILLWORK DEALER GOES GREEN TO GROW

26 FAMILY BUSINESS USING MODERN COMMUNICATIONS

30 SPECIAL SECTION: WESTERN WOODS UPDATE ON WESTERN PRODUCTION, EXPORTS & OPPORTUNITIES

6 TOTALLY RANDOM 20 OLSEN ON SALES 22 GREEN RETAILING 28 MOVERS & SHAKERS 36 OVER THE COUNTER 38 NEW PRODUCTS 42 ASSOCIATION UPDATE 42 IN MEMORIAM 43 BUSINESS CARD ADS 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

Online

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

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Building Products Digest January 2011

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

TOTALLY Random

By Alan Oakes

BPD

Building Products Digest www.building-products.com

A publication of Cutler Publishing

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

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I do love a good whine!

IRST, I HOPE YOU HAD a Merry Christmas and a happy holiday, and I wish you a healthy and successful New Year. Let’s hope that at some point in 2011 will be the kick-off to the turnaround we are all waiting for. As I wrote last month, I am seeing more optimism, but remain cautious.

I have never been one to make resolutions, since I know there is a fat chance of keeping to them, especially any involving weight loss. I have put on about 2 lbs. a year since joining the industry 10 years ago. Like everyone, as I get older, it is harder and harder to take it or keep it off. So my big first resolution is that I am not going to put those 2 lbs. on this year! Big deal, you may say, but now my second: I shall try to not eat that candy at my desk three or four times a day, I will not eat those cakes at lunchtime, and I will moderate all the free drinks I am offered during the year. Okay, on second thought, as I said, fat chance.

But it was reading an article out of the U.K. that has really made me think twice for 2011. It turns out in a recent survey that Britain is a nation of moaners (as I was born there, I guess I qualify). Research showed that the average adult complains four times a day and spends about nine minutes a day doing it. So by extrapolation, the average Brit has 1,400 gripes a year and spends 53 hours a year complaining and whining.

Government annoys 50% of the population, 52% complain about money worries, and 58% complain about household tasks. TV and the cost of goods get 65% grumbling at least once a week. Monday is the worst day (which is why I have always found Mondays to be the worst sales day).

Now, if they are a nation of moaners, what about the U.S.? Frankly, after the last few years, it is probably just as well that the survey was not taken here, as I suspect the percentages would be even higher. Wouldn’t, for example, government and money concerns be in the 90-percentage range?

I find myself complaining more than I have ever done in my life. I just cannot stand some of the so-called advances today. All those companies who state their customer service is the best should be on the other end of a call one day.

Like the call centers where you are hold for an hour and can never get a straight answer, or the health insurance companies (I have been fighting one for four months now for a measly $200, which has cost them about eight hours of labor so far), or the myriad places that give you misleading information.

You know what I mean. Everything seems a hassle today. You have to fight for everything. And, I have found the only way to get things resolved is moan, moan some more, and moan again, and maybe, just maybe, you might get some attention. Indeed I think I am becoming a professional moaner, which confirms I still have my British genes—not jeans, as they do not fit any more!

But I am going to change! I am going to become calmer, take everything in stride, and let it all flow over my head. I am going to become kinder, gentler and more tolerant. But on second thought, why should I? I have decided there is nothing better to get it out of your system than having a good moan. But, perhaps 2011 will give us a little less to moan about.

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest January 2011

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

How to Advertise

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

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

How to Subscribe

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

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping

BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2011 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

Building-Products.com

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T R I M B O A R D

INDUSTRY Trends Builder Community Websites

Hybrid sites use social media to hook builders

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SITES SUCH AS BuilderLink provide tools to help businesses thrive, while also providing space for interaction and networking.

Mark Zuckerberg once remarked about his own sprawling creation: “It’s not done, and we don’t know what we’re doing yet.” Faced with the task of figuring out how to make social media work for our businesses, we in the construction industry might be thinking: If he doesn’t know, how are we supposed to?

Sites like Facebook, Twitter and YouTube are fueling a social-media revolution. Ninety million tweets and two billion YouTube videos watched per day… more than half a billion Facebook users around the globe… the numbers are staggering. The conversation is big and loud. But is there any value for the building community?

Second-hand promotion is one tactic. Many companies use social media as an inexpensive marketing tool to reach large audiences with minimal investment. This can be as simple as setting up a profile and attracting a following of friends, clients and colleagues. Yet, passive promotional strategies rarely offer the clearly measured deliverables craved by the hammer-in-hand, old-school audience.

“There is a generation gap,” explains Leah Thayer, publisher and editor of daily5Remodel, an online publication for remodeling professionals. “Social media is a fast, interactive communication channel that many business owners in our industry aren’t inclined to keep pace with.”

Undaunted, Thayer, formerly an editor at Remodeling, created daily5 as a one-stop digital resource for her core professional audience. It’s an online destination for news and updates that matter to the remodeling crowd, from young, tech-savvy newcomers to veteran tradespeople.

So, it saves time. Now we’re talking about tangible benACEBOOK FOUNDER

efits that transcend generation gaps. Other industry-related sites are getting in on the action, combining Web 2.0 functionality with back-to-basics builder sensibility.

BuilderLink is an online community of builders, lumberyards and manufacturers who aren’t necessarily posting pictures of their pets, but they are taking care of business.

On the site, more than 1,000 builders are gathering technical data and getting real-time estimates on lumber and building materials, lumberyards are creating new channels of access to their customers, and manufacturers are reaching a whole new focused, web-based audience. And they’re all gathering in one place. So is that social media?

“With a twist,” explains BuilderLink president Steve Killgore. “There’s a social media function, but BuilderLink is really based on tools that offer time- and money-saving value. Within the context of an online community, we’re supporting lumberyards with the estimating tool, offering a technical library with product specifications and tech guides, and giving a platform for webinars on relevant industry topics.”

About this hybrid form of social and business mediums, Killgore lauds “the possibility of increased efficiency,” which, tech wiz or not, is something for which everyone in the building industry is still striving.

The social-media universe will no doubt continue its rapid evolution, as the early adopters break away from the Facebook and Twitter masses to offer industry-focused content and tools. If these new hybrid players can offer the promised efficiencies of information and transactions, the benefits of the union between social media and the building sector just got a whole lot easier to measure.

Network with Builders

A sampling of construction-related web destinations with social-media functionality:

BuilderLink (www.builderlink.com) Online tools connecting lumberyards, builders, engineers and manufacturers.

Cadreas (cadreas.com) Web-based platform to unite consumers and home design professionals.

Daily5Remodel (daily5remodel.com) Online info hub for remodeling industry professionals.

Hard Hat City (hardhatcity.com) Professional networking site for construction industry members.

My Online Toolbox (myonlinetoolbox.com) Platform to help contractors manage their jobs and businesses.

Remodel Crazy (remodelcrazy.com) Ongoing dialogue of blogs, news and chatter from the remodeling world.

FEATURE Story

By Ford Saeks

Use smartphones to energize your business

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Alexander Graham Bell that one day his invention would evolve into a device that could turn your lights on and off, he would have taken your temperature with a mercury thermometer, which incidentally, in 1876, hadn’t changed much in over 100 years.

Remember when cell phones first emerged? Chances are, you were just as cynical as Mr. Bell. You probably made that first call with a furrowed brow, skeptical to the possibility it promised. You were certain that your call wouldn’t connect, or at the very least your voice would be overridden by static. Like the rest of us, your bulky cordless phone had conditioned you to only walk within a certain range to avoid disconnect. Then you made that first call… from an oversized bag-type cell phone and—shazam—how cool was it to have the umbilical cord of your landline cut and the freedom to connect anywhere in cell-phone range?

F SOMEONE HAD TOLD

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Building Products Digest January 2011

What started as a must-have device that didn’t tie you down has morphed into a texting, tweeting, multi-tasking productivity, and entertainment gadget that offers a wide range of possibilities for you and your business.

The lightning-speed advancement of the smartphone has left many companies scrambling to keep up with the technology and new opportunities.

According to ComScore, 45 million smartphones are now active just in the U.S. Like social media, they are the new wave of communication and the only place they are going is into the hands of more and more consumers.

So, how can you capitalize on the growing popularity of this new technology? Here are four things you can start doing today to increase brand awareness, build relationships and grow your business: 1. Use text message advertising 2. Create a smartphone app 3. Make your website smartphonecompatible 4. Engage mobile customers via social networks

Text Message Advertising

More people now use their mobile phones for texting, rather than making a phone call. Plus, most users have it attached to their hip, figuratively speaking. Imagine the impact of advertising to your target market via SMS (Short Message Service) text message: you have the opportunity to get their attention, anytime, anywhere.

Smart marketers get creative with these campaigns and often include a chance for the recipient to win something by responding to the text. Other ideas include mobile coupons, event invitations, mobile alerts, and special promotions.

SMS text marketing works for virtually any industry, is relatively inexpensive, and allows creation of highly

targeted campaigns. The first step in launching a text-messaging campaign is to find a company that provides subscriber lists and can distribute your ads. Search your favorite search engine for “mobile marketing,” “SMS text marketing,” or “SMS advertising,” and you’ll get plenty of options.

Create a Smartphone App

Like most things, smartphone apps have been created to solve a problem, increase productivity, offer an intrinsic benefit, or for pure entertainment.

Apple’s iPhone store alone has more than 150,000 apps available for download and users have downloaded more than 3 billion apps. The HTC and Motorola Droid (a.k.a, Android phones) also have millions of users and offer thousands of apps.

You don’t need to be a member of the geek squad to capitalize on this trend; all you need is an idea for an app. There are plenty of companies who can help you develop an app to sell or to offer for free. A word of caution: do your due diligence and check the developer’s references to ensure your intellectual property and ideas are protected.

If your app can solve a problem (i.e., the Jott app records voice messages and converts them to text messages), then you’re on the right track.

If you own a smartphone, think about your favorite apps and how you heard about them. Most likely you heard about them from a friend. Viral wordof-mouth marketing is why popular apps can grow in use so fast with virtually little marketing expense.

Make Your Website Smartphone Compatible

The Internet is going mobile. Have you visited your website using a smartphone? What type of user experience did you get? If you want to gain a Building-Products.com

competitive advantage over your competition, your brand needs to be as mobile as your customer. Your customers and prospects don’t have the patience to view websites on their phone that aren’t user-friendly.

Start by viewing your current website on a smartphone or iPad. If you haven’t designed a mobile-specific site, it probably won’t look the same.

Text is smaller, graphics may not show up, and you have to scroll up, down, left or right to view content.

You’ll get much more targeted traffic and improved conversions if you create a mobile-enabled version of your site’s main content to meet the demands of today’s multifaceted Internet mobile user.

Smartphone Brands

Apple iPhone BlackBerry Bold, Curve, Storm, Tour Dell Aero, Venue Pro HTC Desire, Droid, EVO, Fuze, Hero, Pure, Snap, LG

Surround, Tilt

Arena, Dare, eXpo, Incite, Neon, Optimus, Prime, Rumor, Vu Plus, Xenon

HP/Palm iPAQ, Pixi, Pre, Treo Huawei Ascend Motorola Charm, Cliq, DEFY, Evoke, Flipside, i1, Milestone

Nokia Surge Samsung Acclaim, Behold, Blackjack, Caliber,

Captivate, Code, Craft, Delve, Epic, Eternity, Exec, Fascinate, Flight, Focus, Gravity, Highlight, Impression, Instinct, Intercept, Intrepid, Jack, Mesmerize, Mythic, Omni, Propel, Reality, Seek, Solstice, Transform, Vibrant

Pantech Ease, Laser, Pursuit Sanyo Incognito, Innuendo, ZIO Sharp FX Sony Ericsson Xperio T-Mobile Comet, MyTouch

Creating the mobile version of your website’s content from a layman’s point of view requires reformatting the navigation, text and graphics to fit the smaller screen size of smartphones.

The files are then published on your web server, and special code is added to your regular website to identify the type of device accessing your website.

When a user visits, the appropriate version of your site is displayed. It’s a good idea to provide links from your mobile version to your full site.

missing out on a lucrative opportunity to connect and engage with your target market. Social networking has leveled the playing field; it’s no longer just the companies with an over-inflated ad budget who can make waves. If you learn to add value and create a presence on websites like LinkedIn, Facebook and Twitter, you can expand your reach, increase awareness of your brand, and create a loyal following of customers who will help promote you.

Research shows that more people access social media via smartphones than with their desktop computers.

People who access the Internet with their smartphones are more likely to socialize online than their desktop counterparts, according to a Ruder Finn study. The study found 91% of mobile Web users socialize online, while just 79% of desktop users can say the same. The average American spends 2.7 hours a day on the mobile Web, the study found, with 45% of those users commenting on social networking sites and 43% contacting with friends through the sites.

Imagine the impact you can have when your customers can view your YouTube videos anytime they want using their smartphones. Just think of the effect a viral video could have on your business success. This can only

happen if you create and upload the videos to content sharing websites like YouTube or Vimeo. There are hundreds of video-sharing websites, but start with YouTube since it’s the second largest search engine.

Keep your videos short, authentic and to the point. If you have a larger message, you may want to break it down to shorter segments as user’s attention spans have shortened.

Don’t Wait…

Make Your Brand Mobile

Not only is mobile marketing a great way to gain and connect with new customers, it also enables you to add value for your current customers.

By making your brand mobile, you will increase awareness about your company, products and services.

The future of your business is in the palm of your hands, and in the handheld devices of your customers and prospects around the world. If you aren’t on board already, make sure you jump on—or you and your business will surely get left behind.

– Ford Saeks, a business growth expert specializing in integrated marketing and social media campaigns, is a speaker, author and c.e.o. of Prime Concepts Group (www.primeconcepts.com).

Southern Pine Customers Are Looking for YOU!

Southern Pine Council promotions generate thousands of inquiries from folks who want to know where to find Southern Pine materials. Our web site, www.southernpine.com, features an easy-to-use "where to buy" directory.

n I buy Where ca ine?

P Southern

If you are a dealer or distributor of Southern Pine lumber products, add your company to our directory so that interested buyers can find you! The listing is FREE, and signup is easy. Just go to www.southernpine.com/joinlocator.

Engage Mobile Customers with Social Networks

If you’re not friending and following, tweeting and YouTubing, you’re Building-Products.com

www.southernpine.com January 2011 Building Products Digest

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PRODUCT Spotlight Poplar Bark Siding

Bark hopes to take bite out of siding market For a tree, bark acts like a suit of armor, protecting it against extreme weather and insect attack. Consequently, a small but growing market has surfaced for siding made of bark, to provide similar protection to homes.

BPD asked Patrick Parton, bark siding specialist at hardwood manufacturer Parton Lumber Co., Rutherford, N.C., for a rundown on the bark siding market:

BPD Is this a new trend, or has bark siding been around for a while?

Parton Actually, bark siding has been around for more than 500 years, dating back to the North American Indians.

Modern use of bark, however, began in the mid-1800s.

The original tree of choice for bark siding was the chestnut. So, with the decline of the chestnut tree went the decline of chestnut bark siding. Later, in the 20th Century, another suitable species was identified—yellow tulip poplar. Found throughout the eastern U.S., yellow poplar has many of the same—and some would say better— cladding qualities as chestnut. With the switch to poplar, bark siding is making a comeback.

How is it used?

Typically bark siding is used as full siding on the building or as an accent on various areas such as dormers or gables. This gives the structure a durable, tough and visual-

Weatherability then must be its strongest selling point?

Poplar bark siding is extremely rugged and durable.

Houses 75 years old exist that still have the original bark siding intact. Remember, bark is a non-living, protective covering for trees, comparable to a human fingernail. Its weather surface lasts the lifetime of the tree.

In addition, bark siding is kiln-dried to reduce moisture content, further increasing its strength and long-term integrity and reducing the chance of shrinking, cracking, staining and decaying.

Photos by Parton Bark Siding

Does bark siding needed to be treated with preservatives or sealant?

No, it’s naturally weather resistant. Bark siding doesn’t require sealants, chemicals or preservatives, meaning there are no additives to potentially seep into the ground.

NATURAL BARK provides a rustic, weather-resistant siding material.

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ly appealing exterior cladding, as well as a unique rustic appearance. It is generally installed over housewrap and roofing underlayment, with only a few simple tools. Bark siding can also be used inside the home, as paneling.

Bark shingle thickness ranges from 1/4” to 9/16” for interior application, and 5/8” to 1-3/8” for exterior. Bark outside this range is rejected. A minimum thickness of 5/8” makes it better able to withstand harsh weather conditions.

Shingles come 18” and 24” long. The width of the shingles varies randomly between 4” to 18”, but can be recut.

Building Products Digest January 2011

Is bark siding resistant to insects?

Yes. The kiln drying process ensures that insects and their eggs are killed when the wood is heated above 130 Building-Products.com

degrees, especially at high humidity.

Also, bark does not attract carpenter bees or termites.

How much does it cost, relative to other siding materials?

The bark is expensive to acquire and process, so bark siding will cost more than, say, vinyl or hardboard.

But when you take into consideration that it is maintenance free, will last the lifetime of the home, and provides that distinctive look, the cost becomes quite reasonable.

What are the prospects for growth in the bark siding market? Can its popularity grow beyond Appalachia?

The fact that poplar bark is a beautiful, resilient and renewable siding material makes it appealing to individuals in all parts of the country.

Since it is such a versatile material, it can be used in both residential and commercial applications.

With the growing consumer demand for sustainably harvested wood products and eco-friendly building materials, the market for bark siding shows a lot of potential for growth. In addition, an increase in demand for bark siding would help make it a more affordable option— meaning buyers would get ‘more bang for their bark.’

Bark Siding Manufacturers Barkclad Natural Products Canton, N.C. www.poplarbarksiding.com (distributed in West by Bridger Forest Products, Belgrade, Mt.) Everhart Lumber Co. Tellico Plains, Tn. everhart-lumber.com

Furniss Enterprises Lake Toxaway, N.C. www.naturalbarksiding.com

Hardin Creek Boone, N.C. www.hardincreekmillwork.com Highland Craftsmen Spruce Pine, N.C. barkhouse.com

Parton Lumber Rutherford, N.C. www.partonbarksiding.com Building-Products.com

January 2011 Building Products Digest

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MARGIN Builders

Abundant resources help sell southern pine

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HILE THE DISMAL economic conditions persist, the southern pine lumber industry is working hard to manage the long, painful climb back to healthier markets.

For more than 25 years, the Southern Forest Products Association has operated a comprehensive marketing program to grow demand for southern pine lumber products.

Working under the banner of the Southern Pine Council, SFPA staffers are in front of key audiences advancing the merits of one of America’s first building materials: southern pine.

Lumber dealers know the versatility and value southern pine affords their customers: exceptional strength, treatability and attractive appearance.

And SFPA supports dealers with abundant resources to help them sell more lumber.

More than 15 years ago, SFPA was one of the first wood products associations to host a website. Today, www. southernpine.com is the authoritative resource for product information, with a product locator to help dealers and their customers find materials. The site has recently been remodeled and upgraded, offering more features, easier navigation, and the latest product details. Span tables, treated lumber

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Building Products Digest January 2011

information—it’s all here—a dealer’s one-stop resource for southern pine lumber information.

SFPA’s lumber library is a collection of helpful publications dealers can rely on to help educate both their sales staff and their customers about the proper selection and use of southern pine materials. Online, dealers can download a free PDF to use as a handy reference at their sales counters.

For $10, dealers can receive a CD containing the entire library (email info@south-ernpine.com and order #130).

Green & Growing

When Captain John Smith landed at Jamestown, Va., in 1607, one of his first missions was to secure a suitable building resource for housing the colonists. By 1609, he was operating a crude sawmill to process the abundant southern pine forests of Virginia. Ever since, southern pine timber has provided a wisely managed, renewable supply.

Wood products remain the preferred choice when it comes to building materials. More than nine out of 10 homes in America are framed with wood. Wood is a natural insulator, and it far exceeds alternative materials

All photos courtesy Southern Forest Products Association

Southern Pine

such as concrete and steel in terms on impacts to the environment. The manufacture of southern pine lumber alone requires much less energy to produce than concrete and steel components.

Plus, the forests of the South are properly managed to assure future generations an ample supply as global wood product demand continues to grow.

SFPA has summarized the facts lumber dealers need to know in a new two-page fact sheet. This new publication explains the life cycle of wood building products, the role of Life Cycle Assessment in comparing environmental impacts of various materials, and how wood products help reduce carbon emissions. The significance of certification programs is also explained. A PDF of “Wood Facts” can be downloaded free from the publications section of southernpine.com.

Raised Floor Foundations

Successful dealers know when they promote raised wood floor foundation systems, fully one-third more lumber is added to the typical new home framing package.

“Choosing the right foundation is an important decision for both the builder and the home buying client.

For today’s informed homebuyer and Building-Products.com

builder, a raised floor foundation system is the premium choice, with exceptional advantages in terms of aesthetics, comfort, security, and ease of construction,” comments Cathy Kaake, SFPA’s senior director of engineered and framing markets.

SFPA sponsors a dedicated website, www.raisedfloorliving.com, that provides all the facts and selling points of this proven foundation concept. The site is conveniently divided into two sections—one for consumers thinking of building a new home and one for building professionals. The pro side offers a handy locator where a search can be conducted to find a local architect, engineer, designer or contractor that has experience with raised floor construction techniques.

Opportunities Indoors

With the absence of markets for new construction, repair and remodeling activity is generating demand for southern pine specialty products— materials available in a wide range of patterns, sizes and grades that are ideally suited for projects all around the home.

Dealers know a wood floor adds comfort and value, not to mention being a more healthy, allergy-free alternative to carpeting. Southern pine flooring can enhance the look of any indoor space, whatever the décor.

Southern pine patterns are readily available in long lengths to eliminate or reduce splicing. Clear or semitransparent finishes draw attention to southern pine’s distinctive grain.

When it comes to being energy-efficient, wood is a natural insulator. The look of real wood for wall paneling and ceilings adds a dramatic flair to all rooms of the home, while contributing to lower utility bills.

Dealers can sell more southern pine flooring, paneling and other specialty items by knowing the proper installation and maintenance tips. SFPA and the Southern Pine Council offer comprehensive guides for both interior flooring and exterior porch flooring.

PDFs can be download free from www.southernpine.com.

A two-part DVD program covers installation of both materials from start to finish. For $10, dealers can obtain a copy for their next employee training session (email info@southernpine.com and order AV80).

SFPA also has three staff members, certified by the National Wood Flooring Association as installers, to Building-Products.com

answer any questions dealers might encounter with customers (email inquiries to info@southernpine.com).

Questions???

When it comes to the proper specification and application of lumber products, dealers are faced with plenty of questions from customers. What’s the maximum span for this load?

What grade of lumber is required here? What type of finish is best for this flooring? Savvy lumber dealers already know how to find comprehensive product information online at www.southernpine.com. In addition, the Wood Products Help Desk offers personal assistance with more specific questions.

The Help Desk—a collaborative effort of the SPC and APA—is located in Tacoma, Wa., and operates Monday through Friday, 9 a.m. to 6 p.m.

Central Time. Product support special-

FLOORING is one of many interior applications for southern pine.

Southern Pine Producers Ready for Rebound The absence of any significant homebuilding activity across the country, magnified by continuing record foreclosures and a painful employment picture, has virtually eliminated the market for new home construction. As a result, Southern Forest Products Association is taking aggressive steps that equip the southern pine lumber industry with the best promotional strategies for moving forward.

Since 1915, the association has promoted members’ products for a wide variety of residential, light commercial, and industrial applications.

Dealers stocking southern pine products know this material has the attributes their customers want: strength, treatability, exceptional appearance, and, of course, outstanding value. With mill operations located in or near major markets, special-order items can be readily obtained.

The National Association of Realtors’ most recent forecast estimates 590,000 and 808,000 singlefamily home starts for 2011 and 2012 respectively. This compares to 1.7 million single-family home starts in 2005 when the southern pine lumber industry shipped 19 billion bd. ft. With this magnitude of a contraction in the residential construction sector, many in the wood products industry are uncertain when a return to historical averages will take place. There will be no new demand for

housing until a substantial portion of the millions of homes now on the market become occupied.

Despite the poor business climate, SFPA is moving forward. Collaborating with members, SFPA’s marketing program continues to make progress in promising target markets. Repair and remodeling markets offer some activity for room additions, decks and other outdoor improvements calling for treated lumber. The Raised Floor Living campaign seeks to increase the raised wood floor market by 5% in each of three target markets—a performance target representing more than 2,500 home conversions or some $5.2 million in incremental softwood lumber value.

As SFPA approaches its 100th year, the association continues to conduct a wide range of promotional programs, weathering every cyclical downturn. SFPA is kicking off 2011 with a comprehensive strategic plan to guide activities through the recovery. The association is positioning itself for the commodity check-off program that may become a reality next year. Providing the necessary services to its member companies and the industry while healthier markets are on the horizon, SFPA can help assure the long-term success of the southern pine lumber trade. Complete information about SFPA programs and services is available at www.sfpa.org.

January 2011 Building Products Digest

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ist Merritt Kline regularly fields questions on a wide range of subjects, including roof and floor framing, wood foundations, interior flooring, and outdoor decks. To reach the Help Desk, call (253) 620-7400 or email help@southernpine.com.

New for Deck Builders

GREEN DEMO home near Baton Rouge, La., is a virtual “field classroom” for builders.

Demonstration Homes Promote Better Building

Nothing beats seeing successful construction techniques demonstrated, up close and personal. Building professionals interested in the many advantages of energy-efficient home construction are discovering the latest facts by touring a unique site near Baton Rouge, La. Going Up, Going Green is the name of this educational project, a cooperative effort spearheaded by builder Roy Domangue of Wooden Creations Inc. Three homes demonstrating raised wood floor foundations and greenbuilding techniques are being used for a series of educational events for builders and designers over the coming months. Each home has 1,912 sq. ft. of living space, with a total of 2,945 sq. ft. that includes the porch, deck, carport and storage areas. The homes conform to three different levels of the National Green Building Standard—bronze, silver and gold—developed by the National Association of Home Builders and the International Code Council.

Currently, there is no prescriptive code for pier-and-beam foundations in the International Residence Council.

The Going Up, Going Green project will demonstrate cost and safety factors that may be used to develop uniform codes for the construction of homes on piers. This virtual “field classroom“ provides unique opportunities to host training programs for the construction industry and other groups.

The homes also demonstrate best practices for raised wood floor foundations, a popular architectural style in Louisiana and much of the coastal southeastern U.S.

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Building Products Digest January 2011

Through its Raised Floor Living program, APA and Southern Pine Council partnered with Wooden Creations and the Louisiana State University AgCenter in the project. “These homes and seminars give builders and designers hands-on experience with different products and applications, with raised wood floor foundations as one of the main focuses,” said SFPA’s Russell Richardson.

Treated southern pine products are featured in the floor systems, porches and decks of each home.

So far, a half dozen seminars at the site have welcomed dozens of builders, contractors, designers, architects and engineers wanting to see firsthand the intricacies of building successfully and cost effectively with wood. Seminar attendees hear Domangue’s testimonial to the success of building green and see multiple insulation and weatherization systems, options for product choices, and cost comparisons for the various systems.

LSU Ag Center’s Pat Skinner stresses the long-term educational value of the demonstration homes: “Best practices learned from this project will be formally submitted to the Louisiana State Uniform Construction Code Council and the IRC in hopes of improving standards and educational programming for members of the construction industry and other groups.”

Once the educational goals of the project are achieved, Domangue plans to sell the homes to three fortunate buyers. To learn more about the project, visit www.raisedfloorlivingpro.com/ goingupgoinggreen.shtml.

Dealers can spark sales of treated southern pine for outdoor projects using new resources from the Southern Pine Council. Pro deck builders can find the key information needed to build safe, durable decks and porches by visiting a new website, southernpinedecks.com.

“There’s a lot of information and misinformation out there about the pros and cons of using real wood versus composites,” said SFPA’s Russell Richardson. “We thought it was time to tell people why pressure-treated southern pine remains the best material available when building outdoors.”

The site explains why treated southern pine decking is the preferred material, offers specification tips, covers steps in the building process, and more. Links to the American Wood Council’s publication, Prescriptive Residential Wood Deck Construction Guide, appear throughout the site.

Help for building outdoors is available in print, too. SPC has highlighted the information contained online and fashioned a new booklet: Southern Pine Decks & Porches. This 12-page publication is aimed at professional deck builders and advanced do-ityourselfers, offering design and construction guidance. It’s loaded with striking photos—impressive views of completed decks and porches that showcase what treated southern pine lumber can do to naturally enhance any landscape. Like the online material, generous references to AWC’s construction guide are included. A PDF of this new publication can be downloaded free at www.southernpine.com.

Building-Products.com

COMPETITIVE Intelligence

By Carla Waldemar

Virginia’s Better Living gets better yet

B

L IVING I NC ., Charlottesville, Va., was saluted last year with a Governor’s Environmental Excellence award for its new, eco-forward millwork shop.

Most often, in outfits that have been going since 1893—the year the original lumber company was founded—it’s tradition that’s trumpeted. So why lead the vanguard—why take the pains—to become the first LEED-certified building in central Virginia, instead of simply glorying in the good old days?

“It just made sense,” says president John Nunley, the fourth generation of his family to lead the company, in his gentle, no-big-deal Virginia accent.

Well, “sense” is what Better Living (formerly Charlottesville Lumber) has employed all along. So, it seems, we’re looking at tradition after all.

John’s father, Richard, demonstrated his own brand of forward-thinking by purchasing (gasp!) a forklift way back in 1958, then presenting his ETTER

unwitting boss (and father-in-law) with the bill. In 1960 he went on to open a furniture store as a sideline.

It’s still going strong. Richard also guided the company, his son, John recounts, in opening a second building center in 2007, located 30 minutes distant, to capture further market share.

Today that vanguard forklift has grown to a versatile delivery fleet of 40 vehicles, all painted the same distinctive green-and-yellow colors and sporting the company’s logos on both doors as free advertising as the company keeps on trucking forward.

To justify the new “green” millwork shop was a no-brainer, according to John’s mode of thinking: “We’ve been in business since 1893 and plan to be around a whole lot longer.” Thus, a solar-assisted heating system that will pay back after five years. An 80,000-gallon water storage tank under the parking lot that collects rainwater (“With so much sawdust,

FOLLOW THE FLEET: Virginia dealer has built its delivery service up to 40 multi-purpose vehicles.

18

Building Products Digest January 2011

we’ve got to think of fire retardation”). In addition, low, or no, VOC materials were employed in its construction, and over 92% of building debris was recycled.

Do Better Living’s customers, 85% of whom are pros, give a rip? Maybe they ought to. “It’s the trend of the future,” John declares.

Looking ahead is a huge part of what’s helped Better Living grow from its three original employees to a current staff of 110. “We watch trends through a very good group of managers heading our four departments: building supplies, cabinets, the door/mill shop and furniture. Each department is run as its own profit center by those managers, who foresee and meet market demands—by reading, attending shows, and seeking out customer feedback,” says their boss.

Keeping abreast of technological innovations as well, five years ago Better Living adopted a delivery/dispatch software model with GPS that allows the sales department to track trucks; each driver is equipped with a mobile communications device as well. A recent decision to update its electronic network now assures that everyone is on the same page (well, screen).

Managers, schooled to sell addons, take advantage of those weekly meetings to report on jobs they’re quoting as a nudge to other departments to get in on the bid and snare the whole package—the stairs man passing on leads to the lumber guy, and so on. In an even more robust marketing strategy, if a contractor is known to shop at Rival X for a certain item, he’s likely to be visited by a Better Living salesperson who can demonstrate why his company’s simiBuilding-Products.com

lar product is more efficient, cheaper, a better choice.

These folks check building and remodeling permits on a weekly basis, then set out to woo those builders with insights on superior customer service (the company had developed and built many homes and commercial buildings on its own for years, so they demonstrate they can walk the talk.) As well as guaranteeing adept delivery, they set forth how they can deliver on their promise of easy, one-stop shopping—for Better Living not only has added millwork to its dance card, but the Nunleys also own Better Living Components, maker of wall panels and trusses.

And for its customers’ customers—the home owners themselves—its design department gladly hand-holds prospective buyers through 3-D computerized demos of their options, from trusses down to cabinets. Add in the furniture line in a third, adjacent location, and folks are ready to move right in. “Furniture sells better in the opposite cycles, when home construction doesn’t,” notes John, who keeps eggs in several baskets. (“Except this time,” he groans.)

Better Living recruits d-i-y devotees through “advertising that explains our products and promotes confidence in shopping here,” says marketing manager Pat Mete, who

EACH of four departments—door/mill shop, cabinets, building supplies, and furniture—is run as its own profit center.

also heads the furniture store. Traditionally, she has chosen a mix of radio, print and TV to convey the company’s message, but when faced with budget cutbacks imposed by the recession, she decided to focus solely on print, explaining, “By shifting dollars to a single media source, we were able to increase buying power and exposure while lowering our overall advertising expenses—and it’s working effectively.

Because of our longstanding support of public television, however, we continue to underwrite Home Time, a targeted home-renovation program.”

The company also actively updates its website, www.betterlivingvirginia.com, as a customer resource for product and service info as well as to spur the more warmand-fuzzy hometown connections fostered by sharing the history of a committed, fourth-generation family business.

It also adds modestly stated insight into the huge impact on local quality of life its charitable giving program has effected. The Better Living Foundation, launched in 1988, focuses on education and feeding the hungry, John reports.

But beyond donations ($313,000 in 2008 was typical), he and employees volunteer their time as well. “The commuBuilding-Products.com

nity made us successful, so we want to give back,” John explains.

Contractors are reached, and rewarded, with programs of their own, beginning with imprinted give-aways like carpenter pencils, sweatshirts and hats, chosen not only for quality but to convey a specific message. For instance, says Pat Mete, “Our mill shop wanted to bring attention to its onsite measuring service for stair systems, so ‘Better Living…We Measure’ was imprinted on the pencils.”

The company regularly hosts appreciation events such as barbecues, in-store trade shows, golf tournaments, and outings that range from football games to concerts. But Mete doesn’t simply toss tickets at anyone who wields a hammer. “Each social event is well-planned,” Mete insists.

“We would never just throw something together because the quality of the experience should reflect the quality of our business and the respect we have for those who trust us with their business,” she emphasizes.

In hiring employees, John places prime importance on a strong work ethic, unearthed by “putting a lot of time into our interviewing process.” Once on board, they receive cross-training to insure a backup for every position, as well as ongoing education in new products, including emphasis on the growing ‘green’ movement to which Better Living is committed.

And why do these staffers stick around? “Because we care about them!” John responds. “We’re very conscious of putting the shoe on the other foot in the way we handle things. And my door,” he likes to stress, “is always open.”

Facing up to today’s Slim-Fast economy, John has eliminated slow-moving SKUs from the company’s diet. He’s also curtailed overtime and bundled deliveries by geographical route. Prices are kept in line by shopping the competitors (“unfortunately, they are many”), and utility bills are pared by dimming lights and lowering thermostats in off-hours.

Every little bit helps the bottom line. But the big switch—focusing on remodelers—is what’s keeping Better Living alive and kicking in these troubled times.

Fortunately, there’s a little gravy at the high end, too. “If people have the money, now is a great time to build, while labor costs are low and materials can be had at very competitive prices,” John underscores.

Looking ahead, 2011 will be no picnic: “Rough,” he intones: “Pretty flat. But things should get better by 2012, when we get out from under the blanket.” In the meantime, calling on both his MBA and OTJ training (He’s clocked time in the family yard since he turned 13), John, by his own admission, is “always looking for ways to improve the processes and the equipment—finding efficiencies and passing those savings on to the customer”—which means moving forward with everything from new software to greening his corner of the world, because he’s in it for the long run. “Never a dull moment, and that’s what I love about the business: our employees, our customers, visiting the jobsites—it’s all about the people!”

Carla Waldemar cwaldemar@comcast.net January 2011 Building Products Digest

19

OLSEN On Sales

By James Olsen

Tough is not enough

Our customers don’t know how we are selling. They do know and feel how we act. If we act proud of what we do, they will buy more.

Underachieving sellers are ashamed. They talk and carry themselves in a way that screams second-class citizen. Life is a mirror, so these salespeople are treated poorly and blame it on the customer.

I

N THE MOVIE Pretty Baby, Clint Eastwood plays a wizened boxing trainer who has seen it all and more than he’d like. He has a sign over his office door: “Tough Is Not Enough.” Later in the movie, Clint explains, “Show me a kid with nothin’ but heart, and I’ll show you a kid who’s ready to take a beating.”

Many struggling sellers are hard working and honest, stand behind their products 100%, and offer a good product mix, great service, and competitive pricing. Many think this is enough. It’s just the sit-down money.

There are high stakes poker games where all you need is the money it takes to sit down. The less you know, the better. There are “different” and “secret” rules that the professional player of any activity knows that the amateur does not.

Rule 1: Pareto’s Cruel Truth: If there are 10 salespeople in any territory, two of them are getting 80% of the business.

What are the top two doing differently than the other eight? The bottom 80% are: • Information dispensers: They give the customer anything they ask for, but don’t ask for anything in return.

• Product presenters: They are knowledgeable about product and are glad to talk to potential customers about specifications, about anything—except purchasing.

• Service agents: Service is a sub-set of sales. The bottom 80% think they can service their way to the top of a sales business. Master sellers sell and service their accounts.

Rule 2: Be Proud to Be a Salesperson. The difference between the top and the bottom is pride. The top 20% are proud to be salespeople. The bottom 80% are ashamed.

They don’t like salespeople. How can you compete against someone who loves themselves and what they do, when you hate yourself and what you do?

20

Building Products Digest January 2011

Rule 3: Prospect. The top 20% prospect for new business all the time. The bottom 80% prospect when times are tough. Too late! Master sellers make prospecting an ongoing part of their business. Minimum 10%, that’s one full day every two weeks. We do it and our business grows—guaranteed.

Rule 4: Promote, Don’t Quote. If we are asking customers what they need after the needs analysis step in the sales process—master sellers are thorough and meticulous in this step—then we are in the bottom 80%.

The top 20% offer products and solutions. They ask lots of questions, listen for pain, and then prescribe a solution(s). We cannot have a good life as sellers if we chase customer inquiry/RFQ. Customer desires are too diverse and frivolous to chase. We must uncover customer need and sell to that need.

Rule 5: Ask More Often. The bottom 80% are waiting for the magic phrase that will change their sales lives.

Working with a group of new sellers, I had Donnie, a master seller, come into class to show them how it was done. Donnie is self proclaimed “Mr. Wonderful.”

(Another characteristic of many master sellers—they live in their own dream world.)

Donnie is not smooth. He is not artful. He does not have the magic turn-of-phrase that makes customers buy.

He is positive and he is persistent. Donnie asks for the order—a lot.

The biggest “technical” sales difference between the master producer and the rest: The top 20% ask for the order and ask more often. I repeat, they ask more often.

The underlying psychology: Master sellers understand that the basics are just that—basics. Tough is not enough. Master sellers add the element that makes all the difference: salesmanship.

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

Building-Products.com

GREEN Retailing

By Jay Tompt

Taking the long view

“I

N THE LONG RUN, we’ll all be dead.” That unfortunate utterance from a now-dead economist has provided a handy excuse for shortsighted business planners focused only on extracting the maximum profit from the here and now. That kind of thinking is responsible for many business failures, yes, but also many environmental problems more daunting even than the federal deficit. Failure to consider the future implications of decisions made today virtually guarantees a legacy of difficulty and hardship for the next generation.

Taking the long view, on the other hand, is at the heart of green thinking. Therefore, this January, I encourage you to forget about 2011’s top trends for a moment and invest some quality time considering the next decade, and the opportunities and threats it will present to your business and community.

The best place to start is at the end—what will your business look like in 2020? Has it been passed down to your children? Acquired, shut down or thriving with you securely at the helm? Is it connected to the same old supply chain? Is the local economy vibrant and strong, or struggling along? Most importantly, what do you want your business to look like and what sort of realistic scenarios will lead you there? To answer these questions, one must first consider the long-term forces reshaping our industry.

The next decade will see plenty of change and probably as many surprises as the last. Obviously, green building is on its way to becoming the new normal. Whether it’s LEED or another approach, it creates new opportunities for growth. Transport fuel prices are trending higher with the very real possibility that periodic episodes of price volatility will devastate marginal businesses. Households, businesses, and governments will continue to shift purchasing

22

Building Products Digest January 2011

to less toxic and more eco-efficient products from socially responsible producers. Competition between “big box” chains and independent dealers will continue, with increasing activism from localization groups. The green d-i-y and urban agriculture movements will continue to take root across the country. And a host of global and domestic macroeconomic factors will attenuate or amplify these opportunities and threats.

But underlying whatever scenario one wants to envision for the next 10 years, there is the inescapable reality that the global climate system is changing, most likely due to human activity. The last decade was the warmest on record, but more important to consider are the local and regional impacts. Extreme weather is becoming more common.

NASA has published a slideshow depicting the number of temperature anomalies each decade going back to 1880 (earthobservatory.nasa.gov/features/worldofchange/). The trend is unmistakable, which should be cause for concern, especially in the context of the massively destructive heat wave that hit Russia last summer.

Regional climate patterns are changing in ways that dealers and distributors should understand and anticipate.

The U.S. Global Change Research Program (www.globalchange.gov) provides useful analysis for each region of the country. Depending on your location, expect more drought, more fires, more floods, more heat waves and cold snaps, and more precipitation when it comes. And when these “anomalies” occur, they will probably be at the wrong time, disrupting water supplies, agricultural harvests, supply chain logistics, and more.

These broad trends suggest that merchandising and business model innovations will be required to sustain a successful business. Households, businesses and governments will be forced to invest in mitigation and adaptation strategies. Dealers will, too. But the long-term planners among them will be prepared to weather whatever the decade has in store, with solutions that will help their customers and communities, too.

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

Building-Products.com

DEALER Briefs

Northeastern Supply , Balti-

more, Md., has purchased the former

84 Lumber yard in Pocomoke City,

Md., as its 34th location. 84 shuttered the 17-acre site nearly two years ago.

Crain Lumber, Port Matilda, Pa., closed Dec. 31 after 65 years.

Mary Jane Crain, 80-year-old widow of the founder, retains the property and may lease some of the business’s five structures.

Modern Builders Supply , Youngstown, Oh., has opened its 25th branch, in Muncie, In.

ProBuild Closes 20 Facilities

ProBuild, Denver, Co., has shuttered 18 facilities, with two more closures yet to be announced.

According to a company spokesperson, ProBuild is aligning its business with current market needs by closing facilities in markets where customer demand no longer requires multiple locations or where market demand does not exist.

Some facilities were consolidated with nearby locations, while others are being mothballed in hopes of quickly reopening once the construction market improves.

Closures included a lumberyard with gypsum and millwork plants in Jacksonville, Fl.; framing/gypsum facility in Augusta, Ga.; millwork/ window shop in Gainesville, Va.; components plant in Franklin, Tn.; gypsum facility in Easton, Md.; truss plants in Waldorf, Md.; Dry Ridge, Ky.; Phoenix, Az., and National City, Ca.; lumberyards in Jackson, Wi.; N. Charlotte, N.C.; Newberg, Or.; Sequim, Wa.; Sacramento, Ca.; Cottonwood, Az., and Orem, Ut.; framing plant in Auburn, Wa., and home center in Poway, Ca.

ProBuild, St. Cloud, Mn., suffered extensive damage to a warehouse and two trucks in a Nov. 29 fire.

Quitman Building Supply , Quitman, Ms., has been opened by Larry Loftin.

Weaver’s Hardware Co ., Fleetwood, Pa., received preliminary approval for a 4,500-sq. ft. addition to For overFor 30over years30 For over 30 years years For over 30 years store and display lumber.

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Mary Jarvie, co-mgr. of hardware; Scott Shaffer, mgr. of outside sales & building products; Cindy Gemmell, sales supervisor, and John Mock, pole building design and metal sales rep.

84 Lumber has sold the site of its stores in Tonawanda and Orchard Park, Pa., to a real estate investment trust group and will lease back the properties.

Lowe’s opened a 103,000-sq. ft. store Dec. 17 in S. Naples, Fl. (Cecil Riner, mgr.).

Home Depot opened a new $25million, 657,000-sq. ft. rapid deployment distribution center Dec. 14 in Westsfield, Ma., to serve 115 stores 7KH 0LFUR3UR 7UHDWHG :RRG 3URFHVV LV FHUWL¿ HG throughout New England.

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President Rick Roos noted that the 81-year-old business, while marginally profitable, was less valuable than the land. The 5.5-acre site has five buildings and is listed for $3.2 million.

Hammond Consolidates Competitorʼs Yard

Nine-unit Hammond Lumber Co., Belgrade, Me., has purchased the assets of Pineland Lumber Co., Lewiston, Me., and will serve the city from its yard in nearby Auburn.

Hammond has moved Pineland employees, including president Neal Ouellette, to other branches and is contemplating the fate of Pineland’s property.

New Owner to Resuscitate Mississippi Sawmill

Lincoln Tie & Timber, Brookhaven, Ms., has acquired Sam Mabry Lumber Co., Liberty, Ms. Lincoln Tie president Cortez Byrd hoped to restart the shuttered sawmill this month, initially with 15 employees. The workforce will increase to 60 or 70 once the facility reaches full production.

Connecticut Yard Selling Out

Centerville Lumber, Hamden, Ct., closed at the end of the year and placed its property up for sale.

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Building Products Digest January 2011

DEALER Briefs

Menards proposed a 162,000-sq. ft. store in Ann Arbor, Mi. Tatum Brothers Lumber Co., Lawtey, Fl., lost a lumber shed in a Dec. 15 fire.

D.W. Moody True Value Hardware , Montgomery, Al., has

closed its McGhee Rd. location, but continues operating its original, 61year-old store on Decatur St.

Boliantz Hardware opens this month in the former home of Shelby Hardware, Shelby, Oh.

Bailey’s Carpet & Hardware, Salyersville, Ky., was destroyed by a Dec. 14 fire.

Goodman’s Hardware , Fair Lawn, N.J., closed, following the Nov. 13 death of Richard Singer, 60, who owned the store for more than 40 years.

Valley Hardware , San Juan, Tx., is closing after 86 years.

Ace Hardware will open a 10,000-sq. ft. store in Falmouth, Me., in the spring.

Langula’s Hardware , W. St. Paul, Mn., is closing after 96 years, with the retirment of owners Gary and Mary Langula.

Holmes Building Materials, Baton Rouge, La., acquired industrial/ commercial supplier Pelican State Supply, Baton Rouge. Existing management and staff remain.

THV Stores , Paducah, Ky., added its 4th exterior products showroom, in Madisonville, Ky.

Aubuchon Hardware , Westminster, Ma., reopened its store in Easton, N.Y., which was destroyed in a June 27 fire.

Habitat for Humanity opened ReStore discount LBM outlets Dec. 7

in S. Buffalo, N.Y.; Nov. 16 in Mooresville, N.C.; is doubling the size of its branch in Chattanooga, Tn., to more than 9,000 sq. ft.

Anniversaries: Red Wing Ace Hardware, Red Wing, Mn., 25th.

Building-Products.com

SUPPLIER Briefs

Lumber Timber Group has relocated its corporate office from Winter Haven to Cape Canaveral, Fl.

Dudley Lumber Co. has acquired Potlatch’s former sawmill in Prescott, Ar., to use some of its machinery to rebuild its Salem, Al., sawmill destroyed in a Sept. 14 fire.

Nicholson’s Lumber Yard, Springfield Township, Pa., was destroyed by a Nov. 16 arson fire.

The sawmill’s owner is embroiled in litigation with his son, whose property was set fire to about 20 minutes prior.

Wasco Skylights is relocating its headquarters and plant to Wells, Me., after 55 years in Sanford, Me.

PGT Industries is shutting down its plant in Salisbury, N.C., and consolidating window and door production at its facility in Venice, Fl.

Tarkett, Chagrin Falls, Oh, acquired Centiva, Florence, Al., from International Floors of America, Florence.

Dixie Plywood & Lumber Co.’s Atlanta, Ga, DC is now distributing AZEK products in Georgia. DixiePly already sells AZEK products in Florida and Tennessee.

iLevel by Weyerhaeuser’s DCs in Charlotte, N.C.; Richmond, Va., and Atlanta, Ga., are now distributing Versatex PVC trim. iLevel DCs in Baltimore, Md., and Easton, Pa., are now stocking Kleer cellular PVC trimboard.

Boise Cascade , Houston, Tx., is now distributing Curtner Lumber’s Ozark Natural Paneling in east Texas.

Ainsworth’s three Canadian mills have earned SFI certification. All Ainsworth wood products are now available chainof-custody certified under SFI and PEFC. AbitibiBowater emerged from Chapter 11 bankruptcy.

Fortune Brands, Deerfieled, Il., will spin off its home and security products division, to focus on its liquor unit.

Home and security brands include Moen, Aristokraft, Omega, Diamond, Kitchen Craft, Therma-Tru, Simonton, Master Lock, and Waterloo.

SRS Acquisition, McKinney, Tx., acquired Acadian Roofing Supply, Lafayette, La., to fold into its Southern Shingles division.

Decorative Panels International, Toledo, Oh., has merged with American Standard Brands. DPI c.f.o. Tim Clark is now president of DPI, succeeding Mike Kilbane.

CMI’s CraftMaster doors have been certified for pre-consumer recycled wood content by SCS.

MoistureShield’s new DeckLife online design tool is free of charge at www.moistureshield.com/deck-design-tools.

Relaunched websites: Smith Flooring, Mountain View, Mo., at www.smithflooring.com; Enduris, Jacksonville, Fl., www.enduris.com, and American Wood Council , www.awc.org and woodaware.info.

Building-Products.com

Irving Upgrading Maine Mill

Irving Forest Products has begun a $3.5-million renovation of its sawmill in Dixfield, Me. More than half of the budget is being spent on replacing an edger. The facility will also add steam turbines and generators to convert steam from its largest boiler into electricity, providing 25% to 30% of the plant’s power. The mill’s existing biomass boilers heat the buildings and dry wood.

Anthony Wonʼt Rebuild Mill

Anthony Forest Products Co., El Dorado, Ar., has decided against rebuilding its Atlanta, Tx., sawmill, which was destroyed in a Feb. 27 fire.

President and c.e.o. Aubra Anthony Jr. pinned the decision on two problems—“the exceptional business risk of the continuing weak demand for lumber for homebuilding and, second, the daunting financial risk of proposed new Environmental Protection Agency regulations related to industrial boilers using wood waste for fuel.”

Council Refuses to Open Up LEED

Wood certified by the Forest Stewardship Council will continue to be the only kind qualifying for LEED points, after a motion to open it up to other certification programs failed to win a two-thirds majority from members of the U.S. Green Building Council.

Of the 965 members who voted, 55% voted yes, 42% voted no, and 3% abstained.

Although certified wood earns just one LEED point, Sustainable Forestry Initiative, American Tree Farm System, and Programme for the Endorsement of Forest Certification Systems are fighting to be included.

Fulton, Mississippi • www.homanindustries.com (662) 862-2125 • Fax 662-862-4900

True 2&Btr. with # 1 Stamped ___________________ Lumber Protected against Sapstain, Mold, Fungi with AntiBlu ___________________

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• CCA ___________________ Special Sizes & Lengths 2, 3 & 4 inch T&G Sourced from

SFI Certified Forests January 2011 Building Products Digest

25

FAMILY Business

By Stephanie Brun de Pontet

Modern family business communication A

for modern communication has radically changed over the past decade, there have been countless articles and opinions offered on how to best reach your audience, in particular a younger audience. A whole new set of communication verbs and nouns have emerged in our vocabulary: “blogging,” “social networking,” “Web 2.0,” and “tweeting,” that testify to the changing landscape of information delivery.

Yet, while we clearly need to understand how to use these new vehicles of information delivery, there seems to be less thought or discussion around what we are actually saying to one another. What seems to have been lost in the discussion about medium is some renewed thought on the message.

Message is particularly important in a family business. “Who we are, and what we stand for” is often the key differentiator and competitive advantage of a family enterprise. As you think about the message you are crafting for your customers, ensure that no matter what platform you use to communicate—the essence of who you are—is not lost in translation.

This is not to suggest that your business identity needs to stay stuck in the age of the dinosaur.

Family business brands and identities (like those of any company) do well to evolve and stay current with the times. However, if your clients perceive value in the personal touch of your company, you want to be sure that any new communication platform you embrace will not take that away S THE PLATFORM

26

Building Products Digest January 2011

from your customer’s experience. The point is not to get so distracted by the rush to jump onto the latest platform, or message system, that the communication you put out there is inauthentic to your business.

In addition to communicating with customers, families that are in business together need to communicate with one another on a regular basis— and many are making use of more contemporary methods. Increasingly, we see families setting up Facebook pages or Yahoo groups to share information and encourage the involvement of the younger generation. Some families have set up blogs to journal a family member’s or the company’s activities.

While one could imagine how more channels of communication might facilitate the flow of information, it is also true that these additional channels can provide more opportunities for miscommunication—especially if they are used to deliver the wrong message.

Given the emotional load of both business and family issues, communication is a struggle for many family Building-Products.com

enterprises. Even just on family matters, different communication norms (for example, notions of confidentiality) that might be found between the generations is a source of problems.

In fact, poor communication is the undoing of many otherwise strong family businesses—and has often also spelled the demise of family unity.

Yet, the worst kind of communication is no communication, so this represents a challenge. We want to maximize the flow of information and communication, but we must be mindful of communicating in a productive and healthy manner. What to do?

Assume good intentions. Language is limited, not matter what the platform. When you are reading or listening to communication from a family member, assume they mean well and not harm. Not everyone is a skilled communicator and it is easy to be misunderstood, so it is important to actively seek the most positive spin you can put on a communication.

Be straightforward. No one likes to feel someone is trying to keep important information away from them—and the younger generation is particularly sensitive to this. If there is information you cannot share, or that should not be communicated through a particular medium, simply state this and explain why. It is reasonable to indicate that financial results should not be shared via email (who knows where that information can end up?), but you must then clarify how or when this information will be made available.

Understand the protocol.

Different platforms of communication have different norms. For example, if you use CAPITAL letters in an email, the norm says you are yelling. Be sure that when you use a given communication tool you have good knowledge of how your message can be interpreted on this platform.

Be authentic. This comes back to the flavor of the message. When communicating with clients, ensure the personality of your business is shining through, no matter what platform you use.

Have tone fit the message. When communicating with family, the tone of the message should vary depending on the content you are communicating. There are some messages that should be delivered with a sense of Building-Products.com

professionalism: information about the company, minutes from a board meeting, etc. But when communicating about the annual family BBQ, the message should not be formal or it will be experienced as cold.

Clarify norms and expectations.

It is important that everyone who will receive a communication understand what they are expected to do or not do with this information. If a reply or response is required, the family should establish norms around how fast responses are expected. Some people feel a three-day delay is fine, whereas others perceive anything longer than 24 hours as rude.

Likewise, when information is sensitive, or should not be shared with others, it is important to explicitly clarify (especially to the younger generation) what this means.

Don’t sacrifice the human touch.

While modern technologies can allow us to feel more connected, and certainly can facilitate the frequency of communication, electronic platforms should never replace face-to-face interactions. If you work down the hallway from your sister, walk over there to chat rather than send an email every time. Do not get let electronic communication take the place of regular family meetings, shared vacations, or other opportunities to more deeply reconnect with your family.

The challenge of modern communication is another example of the tension between the old and the new. We want to be able to stay current and embrace new technologies in ways that will be to our advantage. But we need to be mindful of valued traditions and the older ways of doing things, which may continue to have some currency and should not be discarded lightly. The close connections of family are a vital ingredient in family business success. While you should embrace all the communication technologies that will help you in the business, don’t let these technologies damage the positive family feeling for your clients or your family!

– Stephanie Brun de Pontet is a consultant at the Family Business Consulting Group, Marietta, Ga.; (800) 551-0633.

She can be reached at brundepontetat@ 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.

January 2011 Building Products Digest

27

MOVERS & Shakers

Herschel Redding has joined the sales team of Brannock-Lynch Lumber Co., Rural Hall, N.C. Peter Bernier, ex-Downeast Building Supply, has been named mid-coast general mgr. for Hancock Lumber, Brunswick, Me., supporting yards in Yarmouth and Damariscotta.

Jeff Stephens, ex-Quality Wholesale, is now a lumber buyer at Arkansas Wholesale Lumber, Searcy, Ar. Tammy Adams is the new sales coordinator at Smith Phillips Building Supply, Statesville, N.C. Zack Nobles, store mgr., McCoy’s Building Supply, Pasadena, Tx., has transferred to manage the Okmulgee, Ok., branch.

Camille Dubois, ex-Hancock Lumber, is now with Jim Gillies Lumber, Gray, Me. Jon Cushman has joined the sales staff at Cushman Lumber, Bethel, Vt. Gerry Wille, president, Edward Hines Lumber Co., Buffalo Grove, Il., will retire Jan. 31, after 34 years with the chain. He will be succeeded by Doug Jones.

28

Building Products Digest January 2011

Bill Brooks is a new kitchen & bath cabinetry specialist and inside salesman at ProBuild, Detroit Lakes, Mn. Tracy Olson, ex-ProBuild, has joined Stenerson Lumber, Detroit Lakes, Mn., as a cabinet specialist.

Judy Covert has joined Taylor Brothers Lumber, Lynchburg, Va., as a window and door specialist.

Dominick Pileggi III has been named v.p. of product development for Wolf’s building materials division, York, Pa. Barry Graboski is now v.p. of product development for kitchen & bath products; Michael Sessinger, v.p. of sales for both divisions, and Jason Foura, product mgr. for PVC trim. Paul Kovach and Robert Lett Jr. are new product specialists.

Jim Humphrey will retire as c.e.o. of Andersen Corp., Baywood, Mn., March 31, but will remain chairman. Jay Lund, president, will succeed him as c.e.o.

Phil Wengerd has been promoted to v.p. of market strategies for ProVia Door, Sugarcreek Oh. Joe Klink is

now director of corporate relations; Dave Miller, corporate director of pricing; Cindy Miller, corporate director of marketing, and Jerome Zenoby, Heartland Siding brand mgr.

Cary Baetz has been named senior v.p. and chief financial officer for Atrium Cos., Dallas, Tx., replacing Wayne C. Terry, who has left to pursue other opportunities.

Lisa Indgjer has been promoted to v.p. of associate services & human resources for ABC Supply Co., Beloit, Wi. Joining ABC’s national support center in Beloit from Bradco Supply are Steve Kubicka, director of commercial products; Walt Zimmerman, director of metal products; Rick Jenkins, director of commercial sales; Jeff Dietz and Jeff Leyden, national account execs; Lee Stockhammer, product sales mgr.; Mark Singer, director of real estate; Mike Foss, operations specialist; Richard Massenzio, network administrator; Pete Sharkey, safety/transportation training specialist; Mark Miller, application administrator, and Chris Cariello, Gretta Kelly, and Bob Perhacs, internal auditors.

Building-Products.com

Chuck Dana has been named group president-building materials for Owens Corning, Toledo, Oh., replacing Karel Czanderna, who has resigned. Arnaud Genis succeeds Dana as group presidentcomposites.

Eddie Barham, senior field rep for North Carolina and Virginia, has retired after 28 years with Pennsylvania Lumbermens Mutual Insurance Co. Greg Bloom has been promoted to chief sales & marketing officer for Allied Building Products Corp., East Rutherford, N.J. John McLaughlin is now president of exterior products-eastern division, and Jamie Kutzer, president of exterior products-western division.

Anthony Hatch, veteran transportation analyst, has joined the board of directors for Axion International, New Providence, N.J. Georgiann Gullett has resigned after three years as communications mgr. for Southern Forest Products Association, New Orleans, La., to relocate to Dallas, Tx. David Huntington, Huntington Lumber, Hazlehurst, Ms., was elected to the Independent Building Supply

Building-Products.com

Association board of directors.

Paul Isabella has been named president and c.e.o. of Beacon Roofing Supply, Peabody, Ma., replacing Robert Buck, who continues as chairman. Named executive v.p.s were James MacKimm, Patrick Murphy, and c.f.o. David Grace.

Kent Gardner and C. Munroe Best III are now senior v.p.s.

Charles W. “Nick” Canter, executive v.p.-merchandising, Lowe’s Cos., Mooresville, N.C., retires March 4 after 36 years with the chain.

Jameson “Jamey” French, president and c.e.o., Northland Forest Products, Kingston, N.H. was elected to the board of trustees for the Nature Conservancy of New Hampshire.

Lorin Rydstrom, president, Seaboard International Forest Products, Nashua, N.H., was elected vice chair of the Nashua Bank board.

Dan Wallace, president, Wallace Molding & Millwork, Columbia, La., was appointed to the Louisiana Forest Products Development Center’s advisory board.

Raymond A. Peters, v.p. of human resources, RoyOMartin Lumber

Co., Alexandria, La., is presidentelect of the 2011 Louisiana Health Care Quality Forum.

Doug Hoal is the new landscaping specialist at Mungus-Fungus Forest Products, Climax, Nv., report coowners Hugh Mungus and Freddy Fungus.

SPYING SFI: iLevel by Weyerhaeuser has begun stamping the SFI Certified Fiber Sourcing logo on all lumber and engineered wood products and featuring the logo on product wrap, providing quick recogniton that all of its manufacturing facilities are certified to the fiber sourcing standard.

January 2011 Building Products Digest

29

WESTERN WOODS

Sawmills hope slow recovery gains momentum

T

industry plunged into in 2008 and 2009 will take some time to climb out of, with many mills starting that long journey back this past year.

Lumber markets hit the lowest level in modern history in 2009, according to the Western Wood Products Association. Lumber demand totaled just 31.3 billion bd. ft., the lowest annual volume since WWPA began tracking statistics in the 1940s.

Production at western mills plunged to 10.39 billion bd. ft., a new industry low and down almost half from the 19.3 billion bd. ft. produced five years previously.

Any recovery for the wood products industry will be dependent on housing. However, based on 2010 activity, it appears housing construction will come back much slower than in previous recessions as the country struggles with foreclosures and financial changes.

The 554,000 housing starts recorded in 2009 was the lowest in a half century. More construction was seen in 2010, but it’s expected that only HE HOLE THE LUMBER

30

Building Products Digest January 2011

about 600,000 new houses will be built for the year.

The anemic construction activity is reflected in production statistics.

Western mills increased production just 6% in 2010, to just above 11 billion bd. ft. In the South, mill output should match 2009 totals of 11.7 billion bd. ft.

Import volumes fell more sharply than domestic production. After reaching a record 24.7 billion bd. ft. in 2005, imports plummeted to 8.86 billion bd. ft. in 2009.

Canada, which supplies most of the lumber imports to the U.S., began increasing shipments in mid-2010 and were expected to finish the year up nearly 10%. In contrast, Europe— which five years ago sold nearly 2 billion bd. ft. to American customers— shipped just over 100 million bd. ft. to U.S. destinations in 2010.

Exports, particularly shipments to the Far East, have been a bright spot for many mills. China has emerged as a key export market, with U.S. shipments more than doubling in 2010 to total some 120 million bd. ft.

Business to Japan has also expanded, with American mills exporting some 160 million bd. ft. to the island country in 2010, a 50% increase.

Looking to 2011, housing is expected to pick up the pace. Many anticipate housing starts to grow to between 725,000 and 800,000 in 2011, with increases gaining momentum in the second half of the year.

Lumber production should follow the same path, with western and southern mills increasing output by as much as 8% to 10% in 2011. Canada is expected to gain more market share and increase shipments to the U.S. in 2011 by 15% or more.

Exports to Japan and China should remain strong in 2011, although they may not grow at the same rate as seen in 2010.

New Grading Rulebook

One of the lumber industry’s most recognizable books, WWPA Western Lumber Grading Rules, has been revised for 2011.

The distinctive “brown book” details lumber grading rules covering all commercially available western species, including Douglas fir, hem-fir, ponderosa pine, and western cedars. The 2011 edition includes all approved grading rule changes since the previous edition, published in 2005.

Essential for anyone making, selling or using western lumber, the book lists grades for nearly all products produced by sawmills. This includes framing lumber, joists/planks, timbers, common boards, shop, selects and special products such as MSR lumber. Each grade lists the characteristics and limiting provisions as well as the standard sizes.

All grading rules are approved by American Lumber Standard Committee’s board of review.

The book is $10 each from www2.wwpa.org.

Building-Products.com

WESTERN WOODS

By Craig Larsen, Softwood Export Council

U.S. softwood shipments rise to international markets T

HE INTERNATIONAL MARKETPLACE

RECENT TRADE MISSION to China included a tour of a distribution yard in Tianjin.

All Eyes on China by Bob Maurer, Swanson Group

One success story to emerge from an otherwise slow third quarter of 2010 is the sharp increase in softwood lumber exports. Offshore business has been good in a number of countries with an overall increase in the third quarter of 52% over the same period a year ago, according to Random Lengths.

Of particular interest is the volume going to China, as exports there more than doubled last year’s numbers.

Bolstered in large part by our weak dollar and increased taxes on Russian logs coming into the country, the Chinese have been looking more and more to U.S. mills to provide the products they need to satisfy their appetite for wood fiber. And with domestic prices at record lows, many producers see the China market as a better alternative.

One result of this flurry of business is that new floor levels have been established for domestic prices.

Recently, a number of producers and exporters took part in a trade mission to China that was organized by the Evergreen Building Products Associ-

32

Building Products Digest January 2011

ation. EBPA is a nonprofit trade group whose members are interested in promoting western-style construction, U.S. building products, and related services in international markets.

EBPA has worked in conjunction with the U.S. Department of Commerce to create the U.S./China Build program, and they have been conducting two “missions” a year to China since 2001.

The program consists of seminars presented in different cities to promote, educate and illustrate the value of U.S. building products and building techniques. The program regularly attracts close to 400 designers, architects, builders, distributors, remanufacturers, landscapers and students.

While this program may not be responsible for the recent surge in business in China, it has certainly been busy laying the ground work to familiarize the end users in China with U.S.based products.

Fifteen companies participated in the most recent U.S./China Build program last October (photo above).

for U.S.-produced softwood lumber is one of the few lumber markets that have continued to grow over the past few years.

As recently as 2005, during the height of the U.S. housing market, international markets dropped to $449 million and 76,424,000 bd. ft. By 2008 the market had climbed to $584 million and 86,814,000 ft. After a small retreat in 2009, exports for 2010 were 51% ahead and expected to top the 2008 figures, at $600 million.

U.S. softwood producers are still small suppliers in the international markets. Europe, Canada, Chile and New Zealand are the major exporting regions or countries for softwood lumber products.

International markets requirements are widely varied by species, sizes, grade requirements, and end use of the materials. Traditional U.S. structural species, such as Douglas fir and hemlock, are found in many non-structural products. Lower grades of all species, which have limited value in structural applications, find a home in crating, pallets and packaging. They are used in many remanufacturing and gluing facilities, in parts of the world with much lower labor rates, for furniture and millwork components.

Wood frame residential construction is mostly limited to North America, Japan and parts of Oceania.

Even in those markets, the North American framing system using 38mm x 89mm (2x4) structural members is limited to the U.S., Canada and a small segment in Japan.

Japan is the second largest woodframe building country in the world, but of the almost 500,000 wood frame units in Japan last year, only 91,000 were 2x4 based. The vast majority were traditional Japanese metric postand-beam timber construction using Building-Products.com

metric sizes.

Most of the U.S. softwood exported is for non-structural uses. Interior applications, such as doors, windows, frames, moulding, flooring, paneling and other millwork, is a prime destination for pine and fir species. Furniture parts and glued panels are also a destination for softwood lumber.

Douglas fir and hemlock in the clear and other upper grades are prized in Europe for wooden window and door parts and frames. Ponderosa and other western pines are used in rustic pine furniture and for upholstery frames in Mexico, China and Vietnam.

A large portion of exported lower grade softwoods is used in concrete forming for forming, wailers and support posts. Much of the worldwide structural construction is based on the use of concrete, so there is large demand for formwork materials at all levels.

The Pacific Rim is the leading market for western species, and Japan is the leading destination. Japan is the major export market for U.S.-produced Douglas fir, importing $77 million (98,435,000 bd. ft.), which was 50% of all Douglas fir exported in 2009. The vast majority of the product is in metric sizes and lengths for post and beam construction. For 2010, exports are on track to increase by more than 60% over 2009.

China is another market that has grown over the past five years. In 2005, American lumber exports to China were $23 million (33,072,000 bd. ft.) and rose to $35 million (49,566,000 ft.) in 2009. With the change in the Russian export taxes, China is looking to the west for increased supply for raw materials and low-cost remanufacturing stock.

Hemlock was the leading U.S. species imported in 2009 at $7.5 million (13,356,000 ft.), which is 29% of all hemlock exported. By December 2010, shipments had already surpassed 2009 totals, running 105% ahead.

Mexico is the second largest market for western species. Its imports have followed the U.S. economy downward, from $102 million in 2006 to $83 million in 2009. But 2010 looked to be a strong turnaround, running at 37% over 2009, with the market value topping $100 million again.

Mexico is a low-grade market for ponderosa pine. Uses include furniture components, pallets and millwork.

Canada is a perennial top destination for U.S. softwood species, but Building-Products.com

there is limited data as to how much is transported to the Pacific Rim via Vancouver and to Europe via the St Lawrence, although anecdotal data points to a large percentage.

Region

North America East Asia

Caribbean

Southeast Asia

European Union World

Looking at all U.S. softwood exports by region and leading country, Canada and Mexico are by far the leading markets for softwoods, with eastern Asia following.

2009 Softwood Lumber Exports

by Destination Country

Countries

Canada, Mexico

Percent

Increase

$148,204,000

28%

76%

$218,309,000

Japan, China, Taiwan

DR, Jamaica, Bahamas

Philippines, Indonesia, Vietnam Italy, Spain, U.K., Germany

2010

Value

$61,941,000 $40,009,000

$27,917,000

$528,755,000

41% 12%

55% 46%

8%

-22%

100%

51%

5%

36%

January 2011 Building Products Digest

33

WESTERN WOODS

By Bryan Schuyler

T

YEARS AGO , a Building Products Digest article introduced readers to WoodWorks, the first large-scale program with the objective of growing wood’s share of the U.S. non-residential building market. An initiative of the Wood Products Council, WoodWorks is a collaborative effort of wood associations, research organizations, and WO

Go to the Fair

Wood Solutions Fairs are North America’s premier educational forums for non-residential wood design, featuring a full day of seminars combined with a wood-exclusive trade show.

They have proven highly successful during the WoodWorks pilot, attracting an average of 500 architects, engineers and others with an interest in wood’s exciting design possibilities.

WoodWorks is seeking exhibitors and sponsors for the following Fairs: February 15 – Raleigh, N.C. February 17 – Atlanta, Ga. March 2 – Long Beach, Ca. March 16 – San Francisco, Ca. April 7 – Minneapolis, Mn. Visit woodworks.org for details.

34

Building Products Digest January 2011

government agencies. It was introduced as a pilot program in seven states and is now being evaluated to determine whether it should evolve into a national program serving the entire continental U.S. The purpose of WoodWorks is to encourage the use of wood as a structural and finish material for buildings typically designed in steel and concrete, even though wood is permitted by code—such as schools, big box retailers, recreational facilities, offices, and mid-rise/multi-family.

Through the program, architects, engineers and others can request free oneon-one support to address technical or code issues. They can attend free educational events or take advantage of the many online resources available at woodworks.org.

Although three years is not enough time to assess the program’s influence against its ultimate objective of market share growth, opinion data collected during the pilot phase, combined with the results of two third-party program audits, provide strong indications that the program is indeed working.

Based on benchmarks established in 2008 and re-measured in 2010, opinion research firm Ducker Worldwide concluded that “clear improvement in the perceptions of wood for non-residential use have

Photo by Arch Wood Protection

WoodWorks demonstrates early gains in non-residential

been made on the key attitudinal variables used to measure industry decision makers.” These variables include: awareness of WoodWorks (up 20%), interest in learning more (up 18%), overall satisfaction (up 3%) and likelihood to recommend (up .5%).

The “net” attitudinal improvement for wood—as compared to specifier opinions regarding steel and concrete—was also measured across a wide range of variables. Although wood didn’t advance in every category, it did so in the vast majority, which greatly closed the historic gap or preference for steel and concrete in non-residential construction.

These shifts in opinion were influenced on numerous fronts, by the combination of many activities. For example, with several months remaining in the pilot, WoodWorks has provided support for 135 building projects completed or under construction and another 270 projects at the planning stage. Field teams have made more than 32,000 direct contacts with design and building professionals through face-to-face meetings and educational events. Advertising and other communications efforts have reached more than 10 million people.

WoodWorks has produced a wide range of resource materials, and Building-Products.com

ty-level engineering students, partnered with WoodWorks California Polytechnic State University. Working with universities and colleges nationwide, Cal Poly is leading the development of 30 wood design modules that can be used in undergraduate and graduate-level engineering programs and provided online for practicing engineers.

One of the most promising findings of the evaluation process is that WoodWorks has already surpassed its five-year objectives and, depending on the level of funding moving forward, is expected to increase these

targets by between 25% and 50%. For lumber, this represents a total increase in consumption of 1,280 million board feet to 1,540 million board feet (respectively).

If you haven’t already done so, we hope that you will leverage the achievements made to date for the benefit of your own organization—by making use of materials developed on behalf of the entire wood industry, for example, or by participating in WoodWorks events.

– Mr. Schuyler is California regional director for WoodWorks.

Photo courtesy Eric Owen Moss Architects; Tom Bonner Photography

design professionals can visit woodworks.org to earn AIA/CES LUs and PDH credits without leaving their desks.

The program has also tackled a number of fundamental impediments to non-residential wood use in the U.S. For example: • To address a lack of wood design software being used by engineers, WoodWorks partnered with RISA Technologies. As a result, RISA developed a full range of wood design features for its popular RISAFloor and RISA-3D software programs— which users can now use to design all-wood and hybrid buildings. As part of the agreement, WoodWorks bought 200 licenses to give away free to engineers who agree to design a wood building within six months, which has already resulted in the design of more than 120 wood buildings.

• To address the lack of wood design education offered to universi-

PRIZED ADDITION: The 3555 Hayden building in Culver City, Ca., featuring a 6,000-sq. ft. rooftop addition onto a 1950s-era brick and concrete warehouse, won the 2009 California Commercial Wood Design Award.

Building-Products.com

January 2011 Building Products Digest

35

OVER THE Counter

By Mike Dandridge

Counter intelligence Learning without limits

W

HEN I FIRST STARTED working in a building supply house, I underwent some extensive training. On my first day on the counter, the manager said, “Go ask that guy if you can help him.” That was it. Training complete.

Things have changed since then. Today, most companies recognize the value of training. Almost all jobs— regardless of the industry—require more and different skills than the jobs of the past. However, trying to decide on the best program for teaching those skills, from virtual classrooms to e-training to podcasts, not to mention all of the conventional training options, can seem downright overwhelming. But, all of the different channels of learning can easily fit into any of the following three categories:

Online Learning, or E-learning. Web-based, technology enabled training requires that your company have the infrastructure to support it. The biggest advantage to elearning is its around-the-clock availability. Learning can be broken down into smaller modules providing greater flexibility for individual learners.

Active Learning. Typically active learning refers to the traditional student-teacher roles. However, modern trainers present content that follows a more interactive learning design. Participants are interactive. They may work in pairs or form teams. Guided discussions, role-playing, and learning tournaments are examples of active learning.

Blended Learning. Blended learning combines formal learning tools with informal tools. This method of training mixes multiple media formats, such as streaming video, audio media, and Web-based tutorials, as well as hands-on

The 5 Core Customer Service Competencies

Communication – Understanding how to communicate using verbal and non-verbal techniques. Listening skills and interpreting body language.

Ingenuity – Anticipating customers’ needs and exceeding their expectations.

Critical Thinking – Identifying problems and developing quick solutions using creativity and logic. Issues include conflict resolution, negotiation, and troubleshooting.

Planning – Preparing, organizing and managing daily tasks and projects.

Teamwork – Constantly improving interpersonal skills; collaborating with co-workers.

36

Building Products Digest January 2011

experiences. The philosophy behind this method is that training should be a continuous process. In other words, learning moves out of the classroom and into the workplace.

Here’s an example of how blended learning works. A branch manager wanted her team to internalize a customer service philosophy. She gathered her staff together and they shared personal stories about poor customer service they’d received from their own experiences. They analyzed each story to identify the areas of incompetence and discussed what the service reps could’ve done differently.

Next, the manager instructed each staff member to write a customer service slogan on a card. She collected all of the cards and read each one, and the group discussed them.

Eventually, staff members collectively created their own customer slogan. In the process, they learned teamwork, initiative, creativity, empowerment and communication.

Customer service training needs to take place on two different disciplines. One discipline is about providing the technical information needed to sell products and services.

The other focuses on the interaction with the customer.

Both disciplines must be part of an ongoing learning program, so that staff members communicate a sense of competence and convey a helpful attitude to customers.

As a customer, when you go to a restaurant, a store, or any other retail business, you recognize the difference between a trained service rep and one that’s been hired and told to “go help that person.” It affects your overall perception of the company. You believe that a company that spends the time and money to train its employees must care about you as a customer. So it is with your customers.

Don’t fall into the old belief that customers have one set of expectations for retail and another, slightly-less-demanding set, for wholesale. In fact, along with the rise of big box building centers, your customers’ expectations continue to climb.

If you want to thrive in this new decade, you’re going to need to invest in a coherent training program for your company. Your customers deserve it.

Now, go see if you can help that guy at the counter.

Mike Dandridge High Voltage Performance highvoltageperformance.com (254) 624-6299 mikedan@mac.com

Building-Products.com

Composite Deck Tops Green List

Nyloboard’s NyloDeck composite decking made from recycled carpeting has been named one of BuildingGreen’s top 10 green building products of 2010.

The ninth annual listing is drawn primarily from new additions to BuildingGreen’s GreenSpec product directory.

Approximately 180 products were added to the GreenSpec database during the past year.

Perhaps the most unique winner is Arnold Glas’ Ornilux bird-safe glass. The glazing material has a UV-reflective pattern that is highly visible to birds, yet largely transparent to humans, to help prevent bird collisions.

Five products on the list save energy: Pittsburgh Corning’s Foamglas cellular glass insulation, featuring excellent compressive strength and no flame retardants; Bensonwood OBPlus modular wall system insulated with cellulose; Wilo variable-frequency-drive “smart” pumps with ECM motors; Halton Heat Recovery Unit for commercial kitchens, and Xicato LED Spot Module, offering longlasting, halogen-caliber light quality, while using minimal electricity.

Rounding out the list are Knoll’s FSC-certified office furniture, Electec’s halogen-free EZ-Wiring and EZCabling systems, and Niagara Conservation’s Stealth toilet.

HOOD LUMBER “We go to great lengths to ensure your satisfaction”

Trex Throws Contractors a Curve

Trex Co. has entered into a licensing agreement with CurveIt LLC, Castle Rock, Co., to market a device for heating and bending composite products on the jobsite.

Trex CustomCurve bends all varieties of Trex products, and features adjustable legs to simplify on-site leveling.

The lightweight unit can be transported easily between jobsites and no specialized crew is required for operation.

Specializing in quality Southern Pine Lumber with mills located in Mississippi and Georgia.

We provide a full product mix of 2x4 thru 2x12, small timbers, and lengths up to 24 feet.

All lumber is treated with anti-mold protection.

HARDWOOD BOARDWALK: To replace its aging Harborwalk, the historic city of Georgetown, S.C., went for a modern look that will last for generations. The half-million-dollar renovation features ipé and the Ipe Clip hidden deck fastener system. “They opted to go with both for their strength and long-term durability,” said Christopher Shope, national sales manager for Ipe Clip Fastener Co. “The fasteners were also the smart choice for safety concerns, as there were nails sticking up everywhere.”

Building-Products.com

Phone

601-264-2559

Fax 601-296-4740

www.hoodindustries.com January 2011 Building Products Digest

37

NEW Products

Driver for Metal Roofing

Simpson Strong-Tie’s Quik Drive BGP300 is designed for installation of metal roofing and siding.

The auto-feed driver has multiple profile guides for installing collated fasteners.

A locking depth control ensures proper fastener seal and prevents overdriving.

STRONGTIE.COM (800) 999-5099

38

Building Products Digest January 2011

Energy-Efficient Deck Lights

Energy-efficient LED deck lights from Trex combine beauty with safety.

Compact for easy installation, the lights can be used on post caps, deck rails, risers, and in recessed areas. They can be built into the deck or retrofitted into an existing outdoor area.

TREX.COM

(800) 289-8739

Building-Products.com

Dual-Sided Deck Boards

Wolf is now the exclusive distributor of CEVN dual-sided, dual-colored cellular PVC deck board produced by Inteplast Group.

Six complementary colors are offered, along with single-colored fascia and single-colored deck boards for stairs and other applications.

The entire line is engineered to provide traction and resist scratching.

WOLFLEADER.COM (877) 315-6669

It’s a Wrap

Versawrap from Versatex offers a quicker way to wrap columns.

The one-piece PVC cladding eliminates the need for field cutting and mitering; just apply PVC glue to the joints.

Lengths of 8’6” and 10’ are available for both 4x4 and 6x6 posts.

VERSATEX.COM (724) 857-1111

Color-Matched Deck Fasteners

Timbertech’s TOPLoc deck and fascia fasteners are colormatched with the company’s decking products.

A tri-lobular design reduces compression within the board, while an undercut head has three annular rings to eliminate mushrooming.

Fascia packs contain 100 fasteners, while face fasteners come in 100- and 500-sq. ft. packs.

TIMBERTECH.COM (800) 307-7780

Wood-Sizing Software

iLevel’s free sizing software now sizes both vertical and horizontal framing members.

Forte 2010 software can be used to size freestanding posts, studs, and columns embedded in wall systems, as well as beams, joists, and headers.

Other enhancements include the ability to size dimension lumber and engineered wood products, plus the capacity to account for seismic and wind loads.

ILEVEL.COM/FORTE (888) 453-8358

Building-Products.com

January 2011 Building Products Digest

39

The Look of Stones

Glazed porcelain tiles from Eliane have the look of white, gray, beige and brown natural stone.

Sardegna floor tiles measure 18”x18” and 12”x12”, while wall tiles measure 10”x13”. Quarter-rounds, quarter-round beaks, and multi-colored mosaic sheets are also offered.

ELIANEUSA.COM (972) 481-7854

Naturally Rustic Hardwood

Ozark Natural rustic planks for walls, ceilings and wainscoting have been introduced by Curtner Lumber.

The 1/2” planks are made from sustainable-growth hardwoods such as red and white oak, wormy maple, knotty alder, cherry, walnut and rough-sawn canyon oak. Tongue-and-groove edging allows the planks to be fitted together like a puzzle, with glue and/or nails.

OZARKNATURALPANELING.COM (870) 523-6701

Classic Fiberglass Doors

New fiberglass doors from Therma-Tru are available in a range of architectural styles, in heights up to 8 ft. and widths up to 3 ft.

The Fiber-Classic Mahogany Collection have composite top and bottom rails for rot-resistance. Options include Low-E glass, decorative glass designs, and full-lite sidelites in 12” and 14” widths.

THERMATRU.COM (800) 537-8827

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Building Products Digest January 2011

Building-Products.com

Multi-Faceted Saw

Shock-Free Pounding

Bosch’s new power hammer is designed to get the job done with up to 50% less vibration.

The Brute Breaker weighs just 65 lbs., but delivers up to 68 ft. lbs. of impact energy. Shockabsorbing handles provide maximum comfort during use.

BOSCHTOOLS.COM (877) 267-2499

Fancy Faucets

New single-lever models from California Faucets can be customized for a variety of sinks.

Options include extended heights, interchangeable levers, and the choice of more than 30 decorative finishes.

CALFAUCETS.COM (800) 822-8855

Building-Products.com

The ZipSaw from RotoZip is designed to handle multiple applications, from challenging installations to tile projects.

Features include a 7-amp grinder motor and drivetrain, an ergonomically designed body, and universal wheel flanges.

Paired with the company’s Xwheels, it can handle straight, curved, or notched cuts in a variety of materials, including tile, wood, and metal.

Matching Drywall Fix

A drywall repair tool from Template LLC simplifies the messy, costly, time-consuming process of repairing drywall knockdown treatments.

Once repairs are finished, three different flexible plastic templates allow users to replicate the three most common patterns used in commercial and residential construction.

DRYWALLREPAIRTOOL.COM

ROTOZIP.COM

(800) 331-6637

(877) 768-6947

Your Midwest Redwood Specialist

REDWOOD DECKING THE NATURAL ALTERNATIVE

Full Range & Large Inventory for all your redwood lumber needs

Clear All Heart Clear Mixed Grain Construction Heart Decking Pattern Stock • Bevel Siding • Beaded Ceiling Quality Products • Orders Pulled to the Piece Over 60 Years of Quality Service We Ship by the Unit or by the Piece

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

7459 Franklin St., Forest Park, IL 60130

Fax: 708-771-7391 • Email: jra54@comcast.net

January 2011 Building Products Digest

41

ASSOCIATION Update

Northeastern Retail Lumber Association is preparing for its annual LBM Expo Feb. 2-4 at the MGM Grand at Foxwoods, Mashantucket, Ct.

IN Memoriam

Jack Patterson Fite, 89, retired president and owner of Gobble-Fite Lumber Co., Decatur, Al., died Dec. 19 in Decatur.

He joined Gobble Lumber in 1939, later becoming co-owner of the mill with his brothers, Roy and Jim. The siblings retired in 2002.

Harold Louis Schreiber, 84, founder of Cumberland Lumber and Schreiber Lumber, Indianapolis, In., died Dec. 2 in Indianapolis.

A U.S. Army veteran of World War II, he was a past president of the Indiana Lumber & Builders’ Supply Association.

Thomas E. Jones, 61, president and manager of Legg Lumber, Coldwater, Mi., died Dec. 7 in Kalamazoo, Mi. Before joining Legg, he worked at Hall Bros. Construction and Hall Lumber from 1967 to 1985.

Richard Singer, 60, owner of Goodman’s Hardware, Fair Lawn, N.J., died of cancer Nov. 13.

The store, which had been in the family for 60 years, has closed.

The huge trade show will be complemented by a host of seminars on such topics as universal design, building better decks and rails, how to Fanny L. Chewning, 94, retired owner of Chewning Lumber, Spotsylvania, Va., died Nov. 28.

Mike Burnett, 58, owner of Puckett Lumber, Martin, Tn., died Nov. 30.

Betty Hellenthal, 76, administrative assistant for the Mid-South Building Material Dealers Association, Brandon, Ms., died Nov. 10 in Ridgeland, Ms. Betty and her husband, Bob, have served the association for the past eight years.

Samuel J. Trapasso, 84, former manager of Harris Lumber, Rockaway, N.J., died Nov. 3 in Riverhead, N.Y. A U.S. Navy veteran during WW II, he spent 20 years at Harris.

Gordon Arthur Wheeler, 67, a lumber buyer for Ace Log & Lumber, Higbee, Mo., died Nov. 23 in Higbee.

William H. “Bill” Weber, 63, an employee of Tri-State Forest Products, Indianapolis, In., died Nov. 18 in Granger, In.

achieve LEED certification, and relationship selling skills.

Kermit Baker, Harvard Joint Center for Housing studies, will discuss what’s ahead for the residential building market. Mike de Wein, Alliance to Save Energy, will speak on opportunities in energy efficiency in the Northeast.

Southern Building Material Association’s annual LBM buying show takes over the Showplace, High Point, N.C., Feb. 2-3.

Seminars will address successful product launches, growing remodeling business, and National Association of Home Builders-led topics, including green building and business management for construction professionals.

Wisconsin Retail Lumber Association will elect new officers and select its Lumberperson of the Year during its upcoming annual meeting and convention Feb. 9-11 at Kalahari Resort & Convention Center, Wisconsin Dells.

Seminars will cover understanding and specifying engineered wood products, changes to health care, and selling in today’s marketplace.

Northwestern Lumber Association’s Future Lumber Leaders group will meet Jan. 29 at Holiday Inn, Grand Island, Ne., and Feb. 11 at Radisson Suite Hotel, St. Cloud, Mn. NLA’s annual lumber conventions are set for March 3-4 at Marriott Hotel & Convention Center, Coralville, Ia., and March 9-10 at Embassy Suites

Sparkman, Arkansas

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

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

42

Building Products Digest January 2011

Building-Products.com

Hotel & Conference Center, La Vista, Ne. As a social event, NLA is organizing a theater night to see Chicago Feb. 26 at the Des Moines Civic Center.

New Jersey Building Material Dealers Association will host regional meetings through the end of the winter.

Members will gather Jan. 20 at La Griglia, Kenilworth; Jan. 25 at Rams Head Inn, Absecon; Feb. 8 at Maywood Inn, Maywood, and Feb. 17 at Erini’s, W. Trenton.

American Fence Association will travel to Mandalay Bay Convention Center, Las Vegas, Nv., for FenceTech and DeckTech, Feb. 8-10.

Actor Henry Winkler, “The Fonz” from Happy Days, and Lt. Col. Oliver North will be the keynote speakers.

Educational seminars will cover such topics as bidding for government projects, maximizing profit in a recovering economy, low-cost marketing leads, social networking, principles of deck safety, and employee monitoring.

American Wood Council elected Joe Patton, Westervelt Co., Tuscaloosa, Al., as its new chairman during its recent annual meeting in Chicago, Il. Joining him are new 1st vice chairman Brian Luoma,

LP Building Products; 2nd vice chairman Fritz Mason, Georgia-Pacific, and immediate past chairman Marc Brinkmeyer, Idaho Forest Group. George Emmerson, Sierra Pacific Industries, was elected to the board.

North American Wholesale Lumber Association is holding its Southeast regional meeting Feb. 24 at Valley Tavern, Birmingham, Al.

MID-STATE LUMBER hosted more than 300 tri-state lumber dealers and North American Decking & Railing Association contractors at a recent fall product fest in Branchburg, N.J. On hand were (left to right) Mid-State v.p.-operations Gary Bernstein, v.p.-finance David Bernstein, keynote speaker New Jersey Senator Leonard Lance; v.p.-marketing Ken Bernstein, keynote speaker Ron Kaplan, chairman, president and c.e.o. of Trex.

These business card ads in BPD and The Merchant Magazine raised $2,000 for Susan G. Komen for the Cure, which for 30 years has been leading the global movement to end breast cancer.

Happy New Year from…

BPD

Building Products Digest

Building-Products.com

January 2011 Building Products Digest

43

CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets the type), $65 if we set the type. Send ad to Fax 949-852-0231 or dkoenig@ build-

ing-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month.

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

WANTED TO BUY

WE BUY AND SELL PANEL STRIPS

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

HELP WANTED

Let us quote

FOR SALE

CUSTOM LUMBER COVERS

ROLLS • SEALED BAGS Available for Delivery Rolls 10 x 300ʼ Bags 4 x 4 x 8ʼ & 4 x 4 x 12ʼ Shrink Wrap Available L. I. INDUSTRIES 800-526-6465

WHOLESALE LUMBER BROKER looking for experienced trader. No relocation. Build your own sales force. Send resume to: Deep South Lumber Resources, Inc., P.O. Box 8087, Meridian, Ms. 39303. Call Scott Jay, (800) 3941910. All communications confidential.

5

ways to increase your profile among customers & prospects.

Select the best advertising vehicle for your company to target-market a particular region or market segment—or choose multiple publications to reach the entire industry, nationwide.

Building Products Digest.

28-year-old sister magazine reaches dealers & wholesalers East of the Rockies. Controlled circulation saturates the South, Midwest and Northeast.

1.

FAX 718-793-4316 apronaz@aol.com

www.lumbercoversprotect.com

BuildingProducts.com.

Features digitized editions of our magazines, event photos, and news updated daily to keep industry professionals constantly returning.

3.

The Merchant Magazine.

88-year-old magazine reaches LBM dealers & wholesalers West of the Rocky Mountains.

Circulation is primarily paid, ensuring high readership.

2.

Deluxe Industry Calendar of Events. 12month, wall-hanging calendar with hundreds of industry events and one sponsor per month for exclusive, extended exposure.

4.

Traderʼs Preview.

Special supplement in November Merchant and BPD for NAWLA Traders Market.

Circulation of over 21,000 lumber buyers. Discounted advertising rates.

5.

For rates and more info, contact Alan Oakes or Chuck Casey at (949) 852-1990 ajoakes@aol.com • ccasey@building-products.com

44

Building Products Digest January 2011

Building-Products.com

DATE Book

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

Northwestern Lumber Association – Jan. 10-11, building products expo, Grand Casino, Hinckley Conference Center, Hinckley, Mn.; (763) 544-6822; www.nlassn.org.

International Builders Show – Jan. 12-15, O.C. Convention Center, Orlando, Fl.; (800) 368-5242; www.buildersshow.com.

Mid-America Lumbermens Association – Jan. 13-14, Kansas winter meeting, Pratt, Ks.; (800) 747-6529; www.themla.org.

Mid-South Building Material Dealers Association – Feb. 3-5, annual meeting & show, Marriott Grand Hotel & Resort, Point Clear, Al.; (877) 828-3315; www.mbmda.com.

American Fence Association – Feb. 8-10, FenceTech & DeckTech, Mandalay Bay Convention Center, Las Vegas, Nv.; (800) 822-4342; www.americanfenceassociation.com.

New Jersey Building Materials Dealers Assn. – Feb. 8, Maywood, N.J.; Feb. 17, West Trenton, N.J.; (800) 269-9603; njbmda.org.

Indiana Hardwood Lumbermen’s Association – Feb. 9-10, convention & expo, Indianapolis Marriott Downtown, Indianapolis, In.; (800) 640-4452; www.ihla.org.

Buttery Co. – Jan. 15-16, dealer market, Bell County Exposition Center, Belton, Tx.; (800) 880-1515; www.butterycompany.com.

Wisconsin Retail Lumber Association – Feb. 9-10, annual convention & meeting, Kalahari Resort & Convention Center, Wisconsin Dells, Wi.; (262) 250-1835; www.wrlamsi.com.

Monroe Hardware – Jan. 22-23, market, Cabarrus Events Center, Concord, N.C.; (704) 289-3121; www.monroehardware.com.

Florida Hardware Co. – Feb. 12-13, market, Doubletree Hotel, Orlando, Fl.; (904) 783-1650; www.floridahardware.com.

New Jersey Building Materials Dealers Assn. – Jan. 20, regional meetings, Kenilworth, N.J.; Jan. 25, Absecon, N.J.; (800) 2699603; njbmda.org.

Do It Best Corp. – Jan. 22-24, winter conference, Red Rock Resort, Summerland, Nv.; (260) 748-5300; www.doitbestcorp.com.

Northeast Window & Door Association – Jan. 24-25, winter education meeting, Heritage Hills Golf Resort & Conference Center, York, Pa.; (609) 799-4900, www.nwda.net.

Surfaces – Jan. 25-27, Mandalay Bay Convention Center, Las Vegas, Nv.; (972) 536-6358; www.surfaces.com.

Guardian Building Products – Jan. 28-Feb. 3, dealer market, Caesar’s Palace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

True Value Co. – Jan. 31-Feb. 2, spring market, Orange County Convention Center, Orlando, Fl.; (773) 695-5000; www.truevaluecompany.com.

Southern Building Material Association – Feb. 2-3, show, Showplace Convention Center, High Point, N.C.; (704) 376-1503; www.southernbuilder.org.

Northeastern Retail Lumber Association – Feb. 2-4, annual expo, MGM Grand at Foxwoods, Mashantucket, Ct.; (800) 292-6752; www.nrla.org.

Handy Hardware Wholesale – Feb. 3-5, dealer market, George R. Brown Convention Center, Houston, Tx.; (713) 644-1495; www.handyhardware.com.

Building-Products.com

House-Hasson Hardware Co. – Feb. 10-12, market, Opryland Resort, Nashville, Tn.; (800) 333-0520; www.househasson.com.

National Roofing Contractors Assn. – Feb. 14-18, annual expo, Las Vegas, Nv.; (847) 299-9070; www.nrca.com.

WoodWorks – Feb. 15, Wood Solutions Fairs, Raleigh, N.C., and Duluth, Ga.; (866) 966-3448; www.woodworks.org.

South Dakota Retail Lumberman’s Association – Feb. 15-16, annual convention, Best Western Ramkota Hotel & Conference Center, Sioux Falls, S.D.; (605) 665-5089; www.sawbucks.com.

Roof Coatings Manufacturers Assn. – Feb. 16-18, expo, Las Vegas, Nv.; (201) 207-0919; www.roofcoatings.org.

Peak Auctioneering – Feb. 19, LBM auction, MCC Exhibit Hall, Kansas City, Mo.; (800) 245-9690; www.peakauction.com.

Long-Lewis Hardware – Feb. 19-20, market, Montgomery Civic Center, Montgomery, Al.; (205) 322-2561; www.long-lewis.com.

Progressive Affiliated Lumbermen Co-op – Feb. 22-24, annual conference & buyers mart, Rosen Plaza Hotel, Orlando, Fl.; (800) 748-8900; www.pal-coop.com.

North American Wholesale Lumber Association – Feb. 24, regional meeting, Village Tavern, Birmingham, Al.; (800) 5278258; www.lumber.org.

Orgill Inc. – Feb. 24-26, dealer market, Orange County Convention Center, Orlando, Fl.; (800) 347-2860; www.orgill.com.

January 2011 Building Products Digest

45

ADVERTISERS Index

IDEA File Smart Cookies Market Delicious Homes

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

Advantage Trim & Lumber [www.advantagelumber.com]..........39

Anthony Forest Products [www.anthonyforest.com] ...................5

Business Card Ads.........................................................................43

Cabot [www.cabotfactoryfinish.com]..................................Cover II Capital [www.capital-lumber.com]................................................29

Chicago Suburban Lumber Sales .................................................41 Columbia Vista Corp. [www.columbiavista.com] ........................33 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................40 Elder Wood Preserving [www.elderwoodpreserving.com] ........23

Enduris [www.enduris.com]................................................Cover III

Guardian Building Products [www.guardianbp.com] .................17

Hood Industries [www.hoodindustries.com] ...............................37

Spreading holiday cheer is a cherished tradition at Ace Hardware, Lahaina, Hi., where it unites the community, brings in customers, and encourages employees to work as a team.

“We invite the community to come in and take part in the fun—get involved in the holiday spirit,” said store supervisor Korleen Puou, who suggested a “Gingerbread Lane” theme for the recent event.

In late November, employee Kellyn Miller built a frame in the store’s center aisle for a 7-ft.-tall gingerbread house. Then other employees decorated it with gingerbread walls, candy canes, graham cracker-framed windows, and 40 dozen cookies—and parked Santa’s sleigh alongside.

Once the house was complete, customers could buy kits on sale at the store and create their own gingerbread houses. Store employees also participated, courtesy of kits paid for by manager Timmy Yamasaki.

Twenty of the best entries were put on display in mid-December and prizes were awarded a week later in both the adult and kids’ divisions, for first, second, and third place. First prize for customers was a $100 Ace gift card. In the employee division, first price was a $100 gift certificate to a local restaurant.

“Everyone came in and took holiday photos,” said Puou. “They enjoyed themselves and got into the holiday spirit. ”

Idaho Forest Group [www.idahoforestgroup.com] .....................31

Krauter Solutions [www.krauter-storage.com]............................41

Master Mark Plastics [www.rhinodeck.com]..................................4 Nordic Engineered Wood Products [www.nordicewp.com].........3 Peak Auctioneering [www.peakauction.com]..............................24

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....13

Potlatch [www.potlatchcorp.com] ................................................35 Ray White Lumber ..........................................................................42

RISI [www.risiinfo.com/crows] ......................................................45

RoyOMartin [www.royomartin.com]...................................Cover IV

Simpson Strong-Tie [www.strongtie.com]...........................Cover I Smith Millwork [www.smithmillwork.com]...................................28 Snider Industries [www.sniderindustries.com] ...........................38

Southeastern Lumber Manufacturers Assn. [www.slma.org] ....21 Southern Forest Products Association [www.sfpa.org].............11 Tri-State Lumber Co. [www.homanindustries.com]....................25

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

Viance [www.treatedwood.com] .....................................................8 Western Red Cedar Lumber Assn. [www.wrcla.org] .......26-27, 31

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

Send us your news!

BPD Building Products Digest

46

Building Products Digest January 2011

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