Engineered wood products on fast track

Ff ETAILERS need to realize that FI engineered wood product use will continue to increase at breakneck speed, fueled by a combination of residential design and timber supply changes.

Jim Walsh, sales manager at Bohemia, Inc., one of the largest manufacturers o[ glulams, says residential designers are moving toward open spaces that require long spans. At the same time, the timber supply is shrinking due to the spotted owl controversy and the resulting loss of old growth timber.

The timber available today comes predominantly from second growth forests, Walsh points out. This usually is faster growing and tends to be smaller and less stable than old growth. As a result, solid sawn timber production is often of lower quality, less stable and more expensive with availability of long lengths and large sections a problem.

With modern manufacturing techniques and machine stress rated capabilities, laminated lumber can be engineered to be more uniformly strong than lumber produced by nature. In addition, engineered wood products are environmentally favorable because they utilize second growth, Walsh explains.

Designers and builders are beginning to realize that building systems costs are reduced with the use of engineered wood products, even if the component cost of the engineered product is greater than that of conventional solid sawn timbers, he adds. The general population from designer to wholesaler to retailer to end user is becoming better informed on engineered wood products. A reputation for strength, stability, uniformity, reduced checking and greater design flexibility is earning the engineered products a permanent place in today's building systems.

"ln the last few years we have seen an explosion ofnew engineered wood products in the marketplace," Walsh says. "Manufacturers of glulam beams, laminated veneer lumber, parallel strand lumber and wood l-joists have increased their capacities over the last several years to meet demand and adjust to the changing timber supply."

The engineered wood products industry can no longer be considered a cottage industry, he points out. Most major wood products manufacturers are producing one or more engineered products.

The wood products distribution system must be able to handle and market engineered wood products if they are going to be players in the 1990s, Walsh cautions. Wholesalers and retailers alike are beginning to realize the impact engineered wood products can have on the overall volume and profitability of material sold.

Although engineered wood is a natural product for wholesale and retail distribution, dealers must learn to properly sell these products,

Story at a Glane

Architectural design changes and shortages of old growth timber drive engineered wood products...distributors ready to make commitrnent to product, develop specialists. tremen* ous growth anticipated.

Walsh emphasizes. Salespeople at all levels need to become educated on the different products. The best structural products salespeople will be those who know where and when to use each product within the system. A properly specified system is cost efficient and will perform to the end user's expectations. It is important to note that it is not necessary for salespeople to become engineers, he adds. Once they overcome the fear of dealing with engineered wood products, most enjoy the challenge.

Virtually all manufacturers offer training and sales assistance to their customers as well as to designers, architects, engineers and contractors. The most successful sellers of engineered wood have developed specialists within their companies.

"It's a mistake to try to market an engineered wood product as just another item without making a commitment to the overall program," Walsh maintains. "The most successful distributors in the next decade will employ people who understand engineered wood products and strive to be problem solvers for their customers."

Most lumber dealers are aware that fundamental changes are taking place in the wood products industry and have begun to sell one or more ofthe structural product lines. A tremendous opportunity exists for these companies, he concludes.

D ESIDENTIAL remodeling in n the U.S. is a more than $100 billion a year business. And attracting small remodeling contractors can ensure a steady slice ofthat business on basic high margin items.

Entirely built up areas are especially ripe for remodeling sales. New construction is minimal. Projects are usually small scale and done by smaller contractors. Unlike the huge contractor who puts in a 100 or even l0 unit project, they aren't staffed with a person whose job it is to search everywhere for the best deal and squeeze margins to the absolute minimum.

"Our area is all built up. You have to tear something down to build something new," says Bob Clauss, general