Building Products Digest - February 2004

Dean Johnson wants to help you sell Wolmanized'Natural Select* wood

When you choose your brand of nextgeneration treated wood, consider this: Wolmanized@ Natural Selectru wood is being recommended by Dean Johnson, host of Hometinte, the popular, longrunning TV series seen on PBS, The Learning Channel, and syndicated stations across North America.

For 17 years, consumers have watched Dean show them how to improve their homes. Now - in print ads, literature, and P.O.P. items - he is showing them the benefits of Wolmanized ^ wood oroducts.

Add this to the national advertising, in-store support, brochures, publicity campaign, trusted brand name, compatibility with galvanized fasteners, and widely respected producers, and you have solid reasons to stock Wolmanizedi Natural Select" wood.

Real wood. Natural beauty. Tiusted name.

T/^''j' ; Dek;- Midrruest Paddins - ^Nqrl'/.

Typical patio replacements involve demolition and disposal of concrete, with expensive heavy equipment or backbreaking labor. Then you have to set the forms, pour and level the cement, and wait days for it to dry before you can use it. Now you can cover that old patio yourself with KwikDek'" in only an hour or two and be ready entertain on it the same day!

':):ii:r:m

. Easy interlocking assembly for Kwik installation

Great for: ,.,,,,iii

. Patio Face Lifts

Three-season Porches

. Flat Roofs

. Damp Basements

Campgrounds/RV Parks

. Garages/Sheds

Rental Property

. Boats/Docks

. Hot Tub Pads

Flower Garden Paths

. And much, much more

BPD

Bun onve ^kooucrs Drcesr

Serulng lumber Et, building products retailers 8t utholesale distrlbutors FEBRUARY

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler EDITOB David Koenig (dkoenig @ building-products.com)

ASSOCIATE EDITOB Lisa Maresca (lmaresca@ building-products.com)

ADVERTISING SALES MANAGER Chuck Casey (ccasey@ building-products.com)

ADMINISTRATION DIRECTOR/ SECRETARY Marie Oakes (mfpoakes@aol.com)

CIRCULATION Heather Kelly (hkelly @ building-products.com)

Composites todcrylhe ftird wonc ol the vinyl revolution

Composites lonorrow: w-ood sul$itute!-.d{ve deching denond

Another lound for flexible noulding

Flexible'millwork monufocturers continue developing new profilel moteriols, longer lengths.

0lulqms benefit fron lrend toword lorge.uston hones

Texos deoler builds o niche in engineered wood soles to the luxury morket.

16 $tten up! the five keys to negotiotive selling

BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1 990, FAX 949-852-0231 , www.building-products.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently-owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright@2004 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner withoui written permission. All Rights Reserved. Building Products Digest reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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How to Advertise

Contact our advedlsing olfices for rates:

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ww.AtlasRoofing.com

Get away from the high cost and unstable availability of some wood based sheathing products. Consider the everyday advantages of Atlas polyiso insulating sheathing:

STABLE PRICING AND SUPPLY

. SUPERIOR THERMAL PERFORMANCE

LONG-TERM ENERGY SAVINGS

. REDUCES MOISTURE & CONDENSATION POTENTIAL

Make the switch now and experience the powerful Atlas Polyiso advantage. lt's a win-win scenario: the Builder has lower construction costs and the homeowner has higher energy savingsl

StuccoShield'

ALAN OAKES publisher a.joakes (@aol.com

Red Alert: Public Health Safety Announcement

This is a column I have wanted to through the sarne issues. She was gen- and as many as one in eight rvomen write for almost three years, and is erous rvith her time to me, and after- rvill suffer from this insidious disease dedicated to Ren6e Bates of Fontana rvards I called her or her colleagues to that has no age or race barrier. This is Wholesalc Lumber. Fontana. Ca. follow her progress. a staggering statistic.

A young lady of 46 years of age, About a year before her passing. Hearing the "C" word brings with it she passed arvay around Thanksgiv- she eagerly called me, and asked me if the almost unbearable sense of hopeing, succumbing after a four-year fight I was attending an upcoming associa- lessness and helplessness. It comes rvith breast cancer. Rende was one of tion event, so rve could meet facc to likc a kick in the stomach. and time the first people in the industry I spoke face. She rvas excited to -so out and seems to stand still. The doctor's "I rvith rvhen I joined Cutler Publishing meet her industry friends for the first am sorry but..." sends the room lnto a three years ago, but it rvas not until time in a long rvhile. It rvas not in my spin. ind the weeks that follorv our third phone conversation before travel plans, but I immediately agreed become a blur. Yet, our nature ls to she told me what she was going to go. I remember her beaming smile come to terms with what we need to through. She was so grateful to those that night and her obvious delight in do to survive. Ren6e fought long and in the industry who kept her spirits being out and about with many friends hard and positively tried io overcome high. Our conversation came at a time r'vho cared so much for her. the many setbacks she endured. rvhen my immediate family was going Unfortunately, betrveen one in 10

www.capital-lumber.com

Our magazines, including pass-

through readership, are read by some 60,000 subscribers monthly. I am so grateful to be part of an industry that is so community and family-oriented, and I hope that this column will serve as a reminder for any of our many female readers to immediately pull their calendar and recheck the dates of their last mammogram. If you are a male reader, I hope you will go home tonight and inquire from your partner their last date tested. Do not delay! Time is of the essence.

Today, medicine is so improved from 20, even l0 years ago, when treatment of this illness had a high failure rate. The good nervs is that 9OVo of women will live five years or longer with treatment. Yet. this same number in Eurclpe is 80c/r. It may be that medical care in the U.S. is suoerior lo Europe. More so. the ltct that women are tested there on average every l\vo year\ versus hcre a recommended one year. might suggest that early detection is the key to overcorning this disease.

I hope no one reading this column rvill ever have to deal rvith this issue. but I also know that early detection rvill save lives. and the "C" r,vord can be overcome.

Ren6e, rest in peace.

Let Capital's

decking

specialists help select the best materials for your needs.

Burr.uNt; Pnooucls Dr<;osr Frenunnv 2004

Ipe is a REAL \fOOD outdoor decking product

Ipc Dccking is 5 amcs harder than ffcatccl Pine, Cedar or lledrvoor

Ipc Decking has a {irc ratin.g of Class "A," the same as concrcte or

Ipe Decking is free from the concerns of maintenence & decar

Ipe's durability' means the applicatjon of sealcrs is purelv optional

Ipe is a clcar procluct that has a beautiful natural Teak color

Ipe naturallv r.vcathers to a bcautiful silr-er-gra1' parina

Ipc is one of the most cternal crtcrior u,oocls kncxvn in the wnrld Used in such high clemand proiects as the Atlantic Ciry Boardwalk

Possible applications include:

Decks, Stairs & Ramps, Bridges, Shcirers, Pedestrian Trails & Boardwalks, Picnic Tables, Picnic Benches, Docks & Marinas and Sound Barrie:

Gomposltest The tllird wave of the vinyl revolution

By John T. Forbis President and C.e.o. Kroy Building Products

rTIHE impact of vinyl products on I the building industry over the past 30 years has been nothing less than revolutionary. The introduction of vinyl siding in the 1960s and 1970s ushered in a dramatic rethinking of the ways in which exterior building products are designed and manufactured. New materials meant new choicesand important new opportunities.

Composites have the

potential to reshape builders' and homeowners'thinking in a way that hasn't been seen since the introduction of vinyl more than 30 years ago.

Looking back on it now we can see this revolution actually comprised at least two phases. The initial phase saw the introduction and popularization of PVC-polyvinyl chloride-as an innovative new alternative to wood, metal or other siding choices. The second phase saw this thinking expanded as PVC was applied to a wide range of other exterior Products-window and door frames, gutters, shutters, fencing, decks and railing, to name just a few.

Today an important third Phase has begun in the "vinyl revolution." This new phase has the potential to be just as revolutionary in its impact on the industry as the two phases that pre-

ceded it. In many ways its long-term impact may be as significant as the original introduction of PVC building products, since this new Phase involves the introduction of yet another new type of building material: sophisticated composites that offer many of the best features of both wood and vinyl.

These remarkable new composites have the potential to reshape builders' and homeowners' thinking in a waY that hasn't been seen since the intro-

duction of vinyl more than 30 years ago. More importantly, this third wave of the vinyl revolution presents significant opportunities to those building industry professionals who are farsighted enough to be part of it.

In general terms, wood composites are produced using wood that has been ground into flour-like powder. This powder is mixed with a plastic that binds all of the wood together when melted. The mixed and melted composite substance is then extruded into

RAILING and decking manulacturers predict that the Age of the Composites is upon us.

components with various dimensions.

Wood composites offer many important advantages over either traditional wood or all-vinyl components. Like pure PVC components, they will not split, splinter, rust, rot or corrode,

and never need scraping, sanding or painting-advantages which made vinyl such a hit with maintenanceweary homeowners. Composites are also unaffected by termites or other wood-boring insects, and have added

Composites drive decking demand

environmental appeal because they are manufactured using recycled wood scraps.

What's more, construction materials made of wood composites are stronger than vinyl alone. Yet wood composite components handle and cut like traditional wooden counterparts and routes better than vinyl, making it simple for crews trained in traditional wood construction to pick up on composite construction techniques quick- Iy. Because of these advantages, wood composites were gaining widespread market acceptance in a very short time.

f, S recently as 1992. wood deck.Cl,ing represented nearly 98Vo of total decking demand, with only minimal use of alternative decking materials such as wood-plastic composites, vinyl and polyethylene.

Over the next 10 years, however, the replacement of natural wood materials with alternative materials accelerated significantly, and by 2002 alternative decking materials captured 9vo of the 4.9 million bd. ft. U.S. decking market.

According to a new study, "Wood & Competitive Decking," by The Freedonia Group, alternative materials will continue to lead gains in decking demand through 2007, further eroding the share of the market held by wood.

Composite decking will exhibit

the most robust growth, rising over lTVo per year to 748 million bd. ft., or about l4Vo of the aggregate decking demand. Rising demand for composite decking will be driven by favorable performance characteristics such as high durability and low maintenance requirements, increasing consumer and contractor acceptance, a widening distribution network, and product improvements that enhance appearance.

Other alternative decking materials such as vinyl and polyethylene will also exhibit strong gains, rising over lOVo annually through 2007. Demand for these materials will be bolstered by many of the same variables that support demand for composite decking, including low maintenance requirements and a long life. However, the overall market penetration of these specialty decking materials will be moderated bv their relatively high purchase priie and often less favorable aesthetics, which will limit use in the large residential building market.

The rapid growth of the alternative decking material segments will have a moderating effect on demand for wood decking through 2007, with sales of wood decking projected to rise less than IVo per year. In addition to competition with alternative materials, the wood decking segment stands to be affected by the withdrawal of CCA preservatives from the residential market.

Moreover, a recent regulatory development helped to further speed the popularity of composites. As of December 31,2003. the EPA has banned most residential uses of wood products treated with CCA, the most widely used chemical in the manufacture of pressure treated lumber. The change added urgency to the introduction and adoption of wood composites for outdoor construction applications such as fencing and railing.

As with any trend, contractors are wise to be careful about jumping on board before they fully understand the underlying technology involved. There are important quality issues that should be understood and, while dealers and contractors do not need to be experts on composite manufacturing, they should understand what sets one type ofproduct apart from another.

For example, material consistency is crucial to product performance, especially for use in exterior construction such as railing, an area in which manufacturers have been actively pursuing the use of composites. It is essential to eliminate pockets of air within the product, and to ensure a correct ratio of wood to plastic throughout the process.

At Kroy, we recognized the process of manufacturing composites was outside of the scope of our immediate manufacturing capability and technical proficiency, so we sought a partner who could provide technical knowledge and manufacturing guidance to assist us in implementing a state-ofthe-art extrusion manufacturing facility for the production of wood polymer composite railing systems.

Ultimately we selected Strandex Corp., based on their patented method of extrusion, which offers excellent material consistency and assures all the individual wood particles or fibers are encased in plastic. This is essen-

The Fresdonia Group

tial to protect the railing systems from rot, decay or termite damage.

Another important quality issue is the selection of raw comPonents including the wood type, the wood mesh or particle size, the type of plastic and the source of plastic. The various wood or plastic choices are dictated by three factors: the specific manufacturing process that is being used, the desired performance of the end product, and its cost. The processes and technology options for manufacturing composite materials are abun-

dant and growing-a sign that this new type of exterior building product will continue to evolve and improve over the next few years.

The wood flour used in comPosite material is manufactured by recycling the waste from other woodworking processes such as furniture and cabinet making. The process can Produce powder in a varying range of particle or mesh size, made from either softwood or hardwood.

In terms of the plastic binder materials, manufacturers use a broad range

Composite wood-not iust decking

By Jim Wright

rnHE emergence of composite

deck boards has consumers and contractors looking at their deck from a whole new light. With all the advantages of composite decking, we tend to think that it is only good for decks, dock planking and rail systems. Not sol

Composite manufacturers are looking at ways to make their products more versatile. Simple projects such as picnic tables, planters, benches and storage boxes can be made from some composite wood. Several municipalities are looking at composite wood to replace the wooden portion of park benches and other applications from arena seating to decorative partition screens.

Although composite wood is not covered in the building code as a structural member for building the deck support structure, other structural applications have been applied to composite wood to create unique projects.

Recently the engineers at Nexwood Industries Ltd. built a gazebo entirely out of Nexwood 2x2, 2x4,2x6 and fascia board. Small sheds and fencing have used composites to create a different look and a long-lasting, maintenance-free project that will last for Years to come.

At the recent Royal Agricultural Winter Fair in Toronto, an entire exhibit called "The House That Agriculture Built" was dedicated to agricultural projects that showed products made from agricultural waste. Because composites use wood flour, rice hulls or Peanut

shells as a major part of their make up, a picnic table was constructed from composite wood to show the versatility of composites and the contribution they make to the recycling effort.

So what is in store for comPosites? Looking down the road, manufacturers are turning their eyes to building products not associated with traditional dimensional wood. Composite shingles and siding are already being tested in the marketplace and, with some imagination, who knows where this former waste will end up?

Continued testing and some Production is taking place to make composite railway ties. Railway tie producers include Tie Tek. U.S. Plastic Lumber and Polywood.

At a recent NAWLA conference in Dallas, Tx., some dimensional wood producers were visiblY opposed to composite wood as a "wood" product. Others have embraced it, realizing that using recycled plastic and wood flour or agricultural byproducts to create a product that will help to preserve both our forest and landfill sites, and put dimensional wood to use where it can't be easily and economically replaced, is a positive step in the right direction.

The composite wood industry is still relatively new as products go but as acceptance grows and ecology plays a larger part in our lives, this type of product will become as common place as PVC pipe. Remember when we thought copper couldn't be replaced?

of substances including HDPE, LDPE, PVC, PP, and polystyrene. Some manufacturers use virgin plastics, others use only recycled, while others use a combination of the two.

Photos by Nemood

Round Two for fle

lng

EILEXIBLE moulding

l' seems to have kent a lower profile since bendable trim made its muchheralded introduction in the 1980s.

That doesn't mean the market hasn't continued to evolve and expand as more buyers and manufacturers catch on.

Change, in fact, has been a constant, says Rick Hemsworth, Profile Mouldings, Surrey, B.C. "Consumers are becoming far more choosy now that there are more suppliers compet- ing in this arena," he explains. "Producers of flexible mouldings that snap or break easily are being replaced by manufacturers with better flexible formulas."

He adds, "Some producers are now

manufacturing flexible mouldings on large spools rather than specified custom lengths. While this works well for some commonly ordered profiles, 'special order' for individual pieces is still necessitated for the most part, owing to the number of profiles and required radiuses available. "

Research is ongoing even at veteran manufacturers. "Flex Trim is constantly developing and creating," says Billy Ward, Flex Trim Technologies, Rancho Cucamonga, Ca. "In 2003, we launched a brand new product called Xtrulinear. Prior to the introduction of Xtrulinear, the flexible moulding and trim industry were only delivering l2-foot lengths. We have developed the technology, Xtrulinear, to deliver our same product, with all the same sizes and shapes, in lengths up to 500 feet. Yes, that is 500 feet of continuous flexible moulding on a roll!" The product makes it easier to store and dispense trim on the job site, as well as at the lumberyard or home center. In addition, new this year is the XDisplay which, according to Ward, "takes the rolls and allows the distributor/home builder store to easily display, store, sell and dispense Xtrulinear in any length, with minimal floor space needed and

the ability to maximize the square foot usage dollars." The display holds six reels.

Joe Morin, El & El Wood Products, Chino, Ca., adds, "New developments have occurred in a few-perhaps unnoticeable-areas, such as lighter weight and tear strength. Flexible moulding prices are determined by weight ani yield and then converted to a per foot price. If material can be developed

With flexible trim.

"imagination has been permitted to return to the architect's drawing board."

that weighs substantially less, it will reduce the cost of flexible mouldings. The problem with lighter weight systems is the integrity or strength of the material weakens causing the material to crack or split. We are in constant research and development to improve both the weight and strength of the flexible moulding."

As for other trends. Hemsworth notes, "In the flexible moulding market, crown mouldings are definitely picking up in popularity as architects learn more about their availability and ease of installation. With this knowledge, one's imagination is the only limitation. Rounded stair cases, drop ceilings and bulkheads can now be less square in appearance without limiting the extent of decor and adornment."

lN A JAMB: Flexible moulding is tackling increasing applications, inside and out.

Dick Gorostiza, Ultra Flex Moulding, Escondido, Ca., sees growth due in part to "the ability to use urethane-based flexible moulding for exterior applications."

In addition, he notices "more and more applications to replaced curved wood millwork. Ultimate Flex is easily stained or painted to match up with the straight wood parts."

Ward forecasts: "We see (flexible trim) headed from the professional contractor venue to the do-it-yourself home center arena as we create more user-friendly technology."

Gary Uecker, ResinArt West, Costa Mesa. Ca." considers flexible moulding "stable and growing, to the tune of about l07o to 157o. All is based on higher-priced homes being built. The areas of growth seem to change among regions."

"We see continued growth, esPecially with restoration and new construction," predicts Michael Glicksman, Flex Moulding, Inc., Hackensack, N.J. "(Our) area has seen tremendous growth in new construction, and it is expected to continue. We expect to see continued growth with preformed arch moulding as window and millwork peoPle refer or resell our products."

Morin also views the product's continuing success tied to new construction. "Flexible moulding sales continue to rise with housing growth and increased architectural elements such as arched doorways, radius windows, curved walls and ceiling domes," he saYs. "Virtually anything can be reproduced to match a wood component when a curved part is necessary. All casings, base, and crowns are extensivelY used, but even carvings. raised paneling and other decorative elements can be created to meet architectural demands."

Hemsworth, too, sees a rosY future. "The Baby Boomers are kicking their kids from the nest and inheriting large sums of money from their parents over the next 20 years," he explains. "This is a crowd that will have the money and the interest in having something a little different, a little custom-and 'square ain't that custom.' Round is where it's at...have you seen a picture of the Earth lately?"

"For years," Hemsworth continues, "contractors have complained when an architect sends them drawings with anything round in it, so the architects started backing off. We are now witnessing a rebirth of round. Bullnose corners are now accePted as a norm for medium to upscale housing. Imagination has been Permitted to return to the architect's drawing board."

PROLIFERATION of crown mouldings is among the trends in llexible millwork.

Glulams enioytrend towards customhomes

Hope Lumber are used for door and rvindow headers as well as floor and roof framing. Farmer reported that many large modern custom homes also include a nostalgic link to the past-the covered patio-back porch. The roofs over these porches are usually framed with a high-strength glulam, such as the 3000f glulam Power Beam from Anthony Forest Products.

Hope Lumber's Raul Garcia said the camber of the Power Beam is popular with builders because it avoids sagging and deflection under heavy loads. This means fewer call-backs for builders and for dealers. Since the Power Beam bccame available in 3000f, it has replaced 2400f glulams in many applications, Garcia said.

Hope Lumber has held product information events for builder customers in the past, but Farmer said that glulams are now so widely used that most builders no longer need engineered wood "education."

"Contractors who formerly nailed three 2x12s together for garage door

headers now specify the glulam Power Beam because of its strength and onepiece application at the job site," Garcia noted.

Hope Lumber offers engineering and estimating assistance for engineered wood, both from CAD programs and on-site consultations.

Another reason that rvide-width framing lumber is being replaced by engineered wood in many applications is because kiln dried (727o motsture content) glulams offer greater stability and resistance to twisting and warping at the job site. And unlike LVL and PSL beams which can change size when they absorb moisture, individually wrapped glulams are less susceptible to weather problems during construction.

Kiln-dried glulams also have the stability to resist warping and twisting, a problem that develops with conventional solid sawn beams in this climate. They are wrapped and come in pre-cut lengths up to 60 fr. with the strength and camber to resist sagging.

GLULAM sales have benefited from the tren.d toward larger cuslom homes, such as this 7,600-sq. ft. showplace. lts glulam beams are covered with plywood ind housewrap.

-l.HE CROWING marker for large I. custom homes has been good news fbr the engineered lvood market, particularly glued laminated beams.

Robert Farmer, a practicing architect and engineered wood specialist with Hope Lumber Co., Conroe, Tx., said his company's volume of glulam beams has doubled in the past four years.

Most of the bcams supplied by

FBAMING CREW for Jefl Paul Custom Homes. a Hope Lumber customer, prefers glulam headers and floor beams because of lheir built-in camber, strength and competitive cost. This 7"x12"x18'beam will support a custom home balcony above an open-porch area.

Listen up-and sell Keys to negotiative selling

By Jeffrey Hansler Oxford Co.

determine the facts.

f, S the world becomes smaller fl,through technology and overnight delivery, as quality becomes the norm, and as customers learn of vast alternative sources for similar products, selling loses any association with oneway communication and enters a new era of "negotiative selling."

Negotiative selling is the act of assisting someone in coming to a decision about a product, service or idea. Successful negotiative sellers help buyers discover their underlying needs and resolve any conflicts between those underlying needs.

I call the process used in effective negotiative selling "directed communication." Directed communication is a part of natural conversation. It's honest, straightforward and nonmanipulative. Most importantly, it guides a negotiative salesperson to uncovering the needs ofthe buyer.

The major contributing factor to the success of negotiative selling is the large quantity of questions. The best negotiative salespeople are open to receiving as much information as possible, factual and otherwise. Emotions contribute to a conversation, sometimes bringing forth facts and sometimes assumptions presented as fact. The greatest benefit from the five-step directed communication process to the negotiative salesperson is that it enables the salesperson to successfully

Step one is t|r,e CONTACT. In it, you briefly state your product, service or idea, and focus on learning about the prospect with your eyes and ears. You need to be aware of your personal strengths and weaknesses and those of your product or service. You should have a clear idea of what you intend to happen and several ideas on how it should happen. Your plans may be based on a great deal of information about the prospect, some facts, or only assumptions. Great negotiative salespeople realize that every situation is different and the process is dynamic.

Step two is QUALIFICATION. This is an evaluation of the resources you will need to invest to make a sale, and the prospect's ability to come to a "yes" decision. Qualification is a critical part of negotiative selling because it provides the salesperson with the ability ro spend time with the right prospects. It's great to have a prospect who really needs your product, but unless they can afford it you will be wasting valuable time.

Step three is NEEDS ANALYSIS. This is where the successful nesotiative salesperson spends the most-time. In this step, you help the prospect reveal the underlying needs for a product, service or idea. One of the best methods for determining a prospect's needs is to find out how they have satisfied their needs in the past. This is accomplished by asking a great many questions beginning with who, what, where, when and why, why, why? If any conflicts come up, you ask questions about which needs are most important and why, why, why? By questioning, you assist the prospect in realizing their own decision-making process.

Step four istheAGREEMENT. ln this step, you and the prospect discuss possible options available and you demonstrate or explain the ways your product or service will better meet their needs, if it does. Then you assist the prospect in making a decision based on their needs.

This is the point where the prospect says yes and becomes a satisfied customer, if the product addresses their needs, or you decide that the resources required to change his mind from a no will be too great. A maybe is merely a postponement of a decision, and indicates that underlying needs are still in conflict. Remember, many people who need your product, service or ideas will never purchase them. A negotiative salesperson's responsibility is only to bring the process to a decision for that moment in time, not force a desired decision.

Step five is FOLLOW-UP. Itprovides you with the customer's perception of their needs satisfaction. This, more than anything else, guides the salesperson to providing better service to this customer, all current customers and future customers.

Follow-up should be done with those who purchased and those who did not. Obviously, everyone who did not purchase cannot be followed up on, but some of your greatest learning lessons about you and your communication with others come from those who did not purchase.

Negotiative selling works well because it uncovers the underlying needs of the prospect. Needs that they themselves may not have been consciously aware of before they began answering your questions.

- Jeffrey Hansler is a professional speaker, sales educator, and president of Oxford Co., 213 Second St., Huntington Beach, Ca.92648; (714) 960-746L

hriels

Rrrm:ns

Builders FirstSource will build a 125,000-sq. ft. DC and rebar fabrication plant on 23 acres in St. Lucie County, Fl.; operations should start in the summer and the complex eventually will include a floor/roof truss plant ...

Ken's Lumber & Hardware, Frisco, Tx., closed Jan. 16 after 30 years under owner Ken Talley, who has sold the property

Carter Lumber Co. is moving its Royerton, In., location after 38 y€ars to the vacated Furrow Luwber store as early as the spring

Stock Building Supply is evaluating sites on I-75 from Acworth to Cartersville, Ga., for a new retail and wholesale location ...

Perry County Building Center, Pinckneyville, Il., was permanently closed lan.24 by Richard and Judy Bathon, owners for the last 17 years...

Noble Ace Hardware is the new name for Etbridge True Value, Elbridge, N.Y., with its sale to Kenneth and Robert Noble, operators of four ather Ace stores; Fred and Linda Weisskopf, owners for the last 27 yearc, have retired

Little & Steele True Value Hardware, Franklin Pike. Tn., is closing

Lowe's Cos. recently opened ne$/ stores in Lincolnwood, Il.; Pembroke Pines, Fl.; Sterling Heights, Mi.; Glenmont, N.Y.; Green, Milford and Mt. Vernon, Oh., and Montgomery, Pa.

Lowe's will build a $17.8 million, 228,000-sq. ft. replacement DC on 52 acres in Hagerstown, Md.; will open a store-later this year in Oswego, N.Y., and received planning board approval to build a 165,830-sq. ft. store in Brunswick, Me.

Lowe's is expanding its number of operating divisions from three to five: the Northeast (headed by Rick Damrom), Southeast (under Greg Wessing), North Central (Nick Canter), South Central (Mike Brown), and West (Robert Wagner)...

Home Depot will spend $3.7 billion in fiscal 2004 to open 175 new locations and upgrade older home centers ... the company plans to buy back as much as $1 billion in stock

Menard's is seeking approval to build a 162,000-sq- ft. store in Cicero, Il.; is nearing completion of a 250,000-sq. ft. replacement store in Duluth, Mn.; will expand its 90,000-sq. ft. Hermantown, Mn.,location to 168,000 sq. ft. and its 165,000-sq. ft. Superior, Mn., unit to 250,000 sq. ft., and completed its sale of 19.3 acres near its Winona, Mn., store to Wal-Mart for $4.9 million ...

West Branch Paint Supply, West Branch, Mi., has acquir6d ihe former site of Scott's True Value to expand existing operations...

Scotty's has converted its Plant City and Bradenton, Fl.. stores into "flea markets," leasing sales space to individuals by the square foot; if the Plant City Outlet Mall and Brsdenton Outlet Mall arc successful, the concept could be rolled out to other locations ...

Custer's Cashway Lumber, Marion, In., closed since 2001, was leveled by a Jan. 16 fire; arson is suspected ...

Ilnor:slrrns/tlrurrcrun:ns

Saxonville USA sold its 30,400sq. ft. DC on three acres in Pennsauken, N.J., for $900,000 to Aruvil Properties, a division of building material/fencing accessory distributor Aruvil International /nc.: Saxonville had shuttered the warehouse last year

Mebane Lumber Co., Mebane, N.C., has permanently closed its sawmill, sold the property for residential development, and will auction off all buildings, equipment and machinery March 13

Thomas Wood Preserving, Elliott, Ms., lost a lumber drying building to a Jan. 11 fire caused by a short in an electrical motor

Pine BeIt Wood Products, LLC, Picayune, Ms., has filed bankruptcy and will liquidate its treating facilities, equipment and inventory at a Feb. 19 auction

Eltis Lumber Co., Shelby, N.C., has added pallet heat treating systems ...

Trex Co., /nc., Winchester, Va., has selected a 100-acre site in Olive Branch. Ms.. for its third composite decking and railing manufacturing plant; a mid-2005 start-up is anticipated ...

Hoover Treated Wood, Products, Thomson, Ga., opened a FRTW treating plant in Winston, Or. ...

Ward Clapboard Mill, Moretown, Vt., lost its planing operations in a Jan. 5 fire evidently started by a wood stove; sawing"operations were spared

Me adWe sn ac o C orp., Stamford, Ct., early this year will begin trimming about 1,000 jobs (3-3Vo of its workforce) and closing unspecified plants in hopes of increasing eamings by $500 million

Potlatch Corp. sold a 96-acre tract along the Mississippi River in Brainerd Lakes, Mn.. to the state of Minnesota...

Housing starts in December (latest figures) increased l.l%o to a seasonally adjusted annual rate of 2.088 million ... single-family starts slipped 0.6Vo to 1.664 mil-

(Please tarn to page 38)

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

Frsnunnv

Illinois Lumber & Material Dealers Association - Feb. 9.10, show, Peoria Civic Center, Peoria, Il.; (800) 252-8641.

Wood Moulding & Millwork Producers Association - Feb. l012, winter meeting, Amelia Island, Fl.; (530) 661-9591.

Indiana Lumber & Builders' Supply Association - Feb. 11, customer service seminar; Feb. 12, yard foreman seminar, Indianapolis, In.; (3 l7) 87 5-3'137.

Wisconsin Retail Lumber Association - Feb. 11-12, annual convention & show, Green Bay, Wi.;(262) 250-1835.

Mid-America Lumbermen's Association - Feb. 12, yard foreman training, Tulsa, Ok.; (8OO)'747 -6529.

Builders Trade 04 - Feb. 12-13, Worcester Centrum Centre, Worcester, Ma.; (508) 7 43-Ol5l.

DeckExpo - Feb. 12-14, Reno, Nv.; (678) 344-6283.

Orgill, Inc. - Feb. 12-14, spring dealer market, Orange County Convention Center, Orlando, Fl.; (901) 754-8850.

Anderson, Ca.: (800) 427-8253.(530) 378-6980

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Fax 530-378-6987 .Fred Duchi Don Cherovsky

Mike Webster .Darren Duchi .Dean Duchi

Weed, Ca.: (800) 374-0210 .(530) 938-2771

Fax 530-938-3227 Bill Duchi .Dennis Duchi

Handy Hardware Wholesale - Feb. 13-15, market, Houston, Tx.r (713) 644-1495.

Mid-America Lumbermen's Association - Feb. 16-17, basic estimating, Oklahoma City, Ok.; Feb. 18-20, estimating seminars, Kansas City, Mo.; Feb. 19, yard foreman training, St. Louis, Mo.; (800) 1 47 -6529.

Southeastern Lumber Manufacturers Assn. - Feb. 17, regional meeting, Snider Industries, Marshall, Tx.; (404) 361-1445.

South Dakota Retail Lumbermen's Convention - Feb. 17-18. Ramkota Inn, Sioux Falls, S.D.; (605) 336-3460.

Midwest Hardware Association - Feb. 17-19, product knowledge expo, Grand Geneva Resort & Spa, Lake Geneva, Wi.; (715) 341-7100.

Sioux Valley Hoo-Hoo Club - Feb. 18, concat, Ramkota Inn, Sioux Falls, S.D.; (605) 336-3460.

Monroe Hardware Co. - Feb. 2O-22, sping show, Birmingham, Al.; (704) 289-3r2r.

Window & Door Manufacturers Association - Feb. 2l-25, annual meeting, Litchfield Park, Az.; (847) 299-5200.

Builder Marts of America - Feb. 23.24, spring market, Paris Hotel, Las Vegas, Nv.; (864) 29'7 -6101.

Northwestern Lumber Assn. - Feb. 23-24, estimating courses; Feb. 25, management & collections seminars, Shakopee, Mn.; (800) 896-5140.

FenceTech - Feb. 25-27, Orange County Convention Center, Orlando, Fl.; (800) 822-4342.

National Frame Builders Association - Feb. 25.27, expo, Louisville, Ky.; (800) 557-6957.

Appalachian Hardwood Manufacturers, Inc. - Feb. 26-29, annual meeting, Marriott, Ponte Vedra, Fl.; (336) 885-8315.

North American Wholesale Lumber Assn. - Feb. 29.March 3, management school, Downers Grove, Il.; (800) 527-8258.

Mnncn

Northwestern Lumber Association - March 4.5, Iowa lumber convention, Polk County Convention Center, Des Moines, Ia.; 612\ 544-6822.

Florida Hardware Co. - March 6-7, market, Radisson Twin Towers & Convention Center, Orlando, Fl.; (904) 783-1650.

Hardware Distribution Warehouse - March 6-7, spring dealer market, Mississippi Trade Mart, Jackson, Ms.; (318) 686-8527.

Hardwood Manufacturers Association - March 10-12, national conference, New Orelans, La.; (412) 829-0'170.

Ohio Lumbermen's Association - March 10, annual board meeting, Dayton, Oh.; March 16, product knowledge seminar, Wooster, Oh.; (614) 267-7817.

Kentucky Lumber and Building Material Dealers Association will hold its annual convention & product expo May 3-4 at Caesars Riverboat Complex in Elizabeth, ln.

Speakers include University of Kentucky basketball coach Orlando "Tubby" Smith; builder Gary Katz on the latest techniques with miter saws, mantelpieces and crown mouldings; representatives from the law firm of Goldberg and Simpson on toxic mold, construction defects and lien law, plus experts on housewrap, fasteners for the new generation wood preservatives, and loss control.

Michigan Lumber & Building Materials Association is sponsoring seminars on disaster recovering planning Feb. l7 in Lansing: managing account receivables/lien law review March 2 in Ann Arbor; powered industrial trucks March l0 in Lansins:

key account management March 16 in Lansing, and blueprint reading & material take-offs March 30 in Traverse City.

Lumbermen's Association of Texas has booked Greg Brooks, president and c.e.o., Building Supply Channel, to speak at its annual convention & buying market April 15-18 in San Antonio.

Illinois Lumber & Material Dealers Association is sponsoring Bill Darling classes March 8 for small project estimating and March 9-11 on basic residential estimating.

Northwestern Lumber Association is staging its 2004 Iowa Lumber Convention March 4-5 at the Polk County Convention Complex in Des Moines. Ia.

Seminars include "A Key to Protect Your Botton Line: Mechanic's Lien.

Iowa Debt, Credit & Collections Statutes," and "Key in on Mold-Prevention in Building & Remediation."

Oklahoma Lumbermen's Association is holding district meetings with seminars throughout the month.

The schedule includes Feb. 12 in Oklahoma City, Feb. 17 in Krebs, Feb. 19 in Stillwater, and Feb. 24 in Sapulpa.

Indiana Lumber & Builders' Supply Association will close out the winter with a string of seminars at its offices in Indianapolis.

"Customer Service l0l" will be offered Feb. 1l, "Yard Foreman/ Operations" training Feb. 12, "How to Motivate & Retain Employees" March 24, "Mechanics Liens & Bonds" March 25, and "Generation X-ceptional" March 30.

(Please turn to page 26)

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Dear Dr. Moore:

I'm designing a new home. Do you have any advice on building ttgreentt?

Building green can be interpreted in different ways. Green as a measure of environmental friendliness is what I'll focus on here.

Everything we do has an impact on the environment. Designing your own home, you have an opportunity to minimize your impact through energy efficiency and the use of renewable resources.

Wood, for example, is the only major building material that is renewable. Wood products also require less energyfrom extraction through manufacturing-than concrete or steel, use

less fossil fuels to make, produce less water and air pollution, and result in far lower emissions of greenhouse gases. A recent study comparing buildings designed using primarily wood, steel or concrete, found that the concrete design required 707o more energy to build and the steel design 140Vo more energy to build than the wood option.

Once your home is built, there is an even greater opportunity to save energy through efficiency and the sources of energy used to heat and cool the home, provide hot water, power lights and run appliances. For example, wood is a better insulator than other construction materials- 8.5 times better than concrete and 400 times better than steel. A wood-framed home that

Install a high-efficiency furnace and Energy Star air conditioners and appliances, and use compact fluorescent light bulbs, which consume less energy and last much longer. In some parts of the country, consumers can also choose to buy "green" energy produced by wind, hydro, and biomass (usually wood waste). The most environmentally friendly technology is the ground source heat pump that uses renewable earth energy from beneath your home to provide heat, air conditioning and hot water.

The more consumers seek out environmentally friendly designs, the more available and cost-effective they'll become. I believe that a sensible environmentalist would, in building a new home, focus wherever possible on the use of wood, renewable energy, and energy efficiency.

- Dr. Moore has been a leader of the environmental movement for more than 30 years. A co-founder and former president of Greenpeace, he holds a PhD in ecology and a BSc inforest biology. Send questions to p at r ic k@ s e ns b I e e nv i ronme ntal is

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Dealer Adds Showroom To Emphasize Moulding

Wall after wall covered with moulding easily betray the specialty of Manhattan, N.Y.-based Dykes Lumber Co.'s ninth-and newestlocation.

The 15,000-sq. ft. showroom in Easton, Pa., sells tools, fasteners, panels and lumber, but the emphasis is clearly on millwork.

"Our fort6 is mouldings," said Dykes' district manager Teddy Heid. "We stock primarily 300 patterns (and) always try to have them in stock in various woods."

Builders, remodelers and homeowners can select millwork by browsing through the showroom, thumbing through a catalog, or examining merchandising racks.

Customers who can't find a profile

to match their sample from home can simply cross the street to Dykesowned Camden Molding & Millwork, which can custom-cut new sections.

The shop can also customize doors and windows.

The $2.4 million showroom. which opened Jan. 13, is managed by Eddie Lorenzo.

Third Fire Hits Jersey Yard

A potbelly stove at J.C. Van Doren & Sons, Hopewell, N.J., ignited and started a fire that destroyed a twostory storage building.

Authorities said there was nothing suspicious about the fire, but that it will still be investigated.

The Jan. 12 blaze spread through the roof and into surroundins trees.

Little damage was done to the lumber stacked in the yard. It was the 80year-old company's third fire in recent memory.

Manager Nabbed For Fraud

Police have arrested a former manager of Menard's, Grand Island, Ne., on suspicion that she swindled the store out of more than $2,500.

After the theft was uncovered by a loss prevention audit, Sheila Schleicher, 30, was terminated Dec. 18, arrested at the store and charsed with committing approximately-30 incidents of theft since Oct. 20.

According to police, the nine-year employee allegedly had been crediting her own cards when customers returned merchandise and mav have falsified returns.

Association News

( Continued from page 22 )

Ohio Lumbermen's Association will host a board meeting and annual membership meeting March l0 at the Doubletree Hotel, Dayton, Oh.

OLA is also sponsoring Product Knowledge University seminars March 11 at the Sinclair Conference Center, Dayton, and March 16 at the Shisler Conference Center OSU/ATI, Wooster, Oh., and a large dealer roundtable March 1l in Bowlins Green, Ky.

National Lumber & Building Material Dealers Association will hold its legislative conference March 21-23 at the Washington Court Hotel in Washington, DC.

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Winners will be recognized at a banquet during NRHA's national convention July 12-14 in Blaine, Wa.

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Dealer Sold To Best Customer

Jack Moore ended 104 years of family ownership by selling T.J. Moore Lumber Yard, Ingram, Tx., to his biggest customer, Steve Huser, owner of Huser Construction.

Moore still owns a lumberyard in Del Rio. Tx.. so his decision to sell the Ingram yard wasn't for retirement, but to ensure continued local ownership.

"I didn't want to see the business close," confirmed Huser. "Jack made me an offer I really couldn't refuse."

Huser has retained the management staff and will expand the yard's hardware business. Since acquiring the business Dec. 31, Huser has converted to Ace paint and installed a $10,000 paint matching computer system.

Two Die In Milling Accidents

Workers at mills in Maine and Arkansas were killed two weeks apart when they became caught in milling machinery.

At Moose River Lumber. Jackman. Me., a 34-year-old maintenance millwright was killed Dec. 24 after becoming tangled in a conveyor belt.

Robert Robichaud, who had worked for the mill for two-and-a-half

years, was working on a debarking machine outside the mill when his arm got caught in the belt.

On Jan. 6, the body of a worker was found near a wood chipper machine in the planer area of International Paper's Gurdon, Ar., plywood and lumber complex.

Authorities believe Edna Pennington,26, snagged part of her clothing on a piece of equipment.

G-P Sells Southern Railroads

Georgia-Pacific Corp., Atlanta, Ga., agreed to sell three short-line railroads to Genesee & Wyoming Inc. for $55.6 million.

Changing ownership are the Arkansas Louisiana & Mississippi Railroad Co., Crossett, Ar.; the Fordyce & Princeton Railroad Co.. Crossett. and the Chattahoochee Industrial Railroad, Cedar Springs, Ga.

Last year, service to G-P facilities accounted for 9O7o of the three railroads' revenues.

As a result, the agreement also included a 2}-year provision for continuing service to G-P plants served by these operations.

The ALM and F&P have 109 miles

of contiguous track between Monroe, La., and Fordyce, Ar., where G-P operates a plywood plant and an OSB mill. In Crossett, the railroads serye a G-P plywood plant, a lumber mill, a paper mill complex, and a chemical facility.

CIRR operates more than 15 miles of track between Hilton and Saffold, Ga., and serves G-P's Cedar Springs containerboard mill.

G-P continues exploring opportunities to move away from the lumber and distribution business.

County Sells Sawmill On eBay

Dissatisfied with conventional bids. a county in Minnesota turned to the Internet to sell its idle sawmill and debarker.

Through the Internet auction site eBay, Dakota County found a buyer to pay $25,000 for its 26-year-old Morbark modular sawmill and $22,000 for the debarking machine$17,000 more than earlier conventional bids for the machinery.

Years ago, the sawmill ran yearround, turning timber from diseased trees into lumber for fences, signposts and bridses.

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Motivating Unmotivated People

Many times managers feel that employees should just do what needs to be done "because that is what they get paid for." Or they believe the only way to motivate people is to give them more money.

Successful motivators don't think that way. John Streleck, business strategist, speaker and author of The Why Are You Here Cafd, has identified five steps to motivate people far beyond what they get paid for, and far more effectively than when money is the only incentive.

St"p 1. Clearly articulate what needs to be accomplished and why

Often the problem with getting people to accomplish things is not that they are unmotivated, it is that they are uninformed. Leaders discuss goals with their peers and superiors on a regular basis and are therefore intimately familiar with them. Because of this familiarity, they mistakenly assume all of their employees also know them. Usually this is not the case.

Take time to explain to all of your employees exactly what needs to be accomplished and the reasons why. Don't forget the "Why?" Knowing that enables people to make educated choices in their day to day decisions. For example, the output from a team at a market research company whose goal is to launch three new products, will vary greatly depending on if they know that the "Why?" is because the company is losing market share to competitors with products that can be downloaded from the Internet.

Goals should always include specific numeric objectives and timelines. A goal of "improve customer service" is nebulous and people won't know how they are doing in their efforts to achieve it. However, "decrease customer

wait times to l0 seconds by June 1" is something people can visualize and work toward.

St"p 2.Involve people in finding the solutions

People are more motivated to succeed at something if they personally choose to attempt it. Therefore, managers should involve their people in choosing the goals the group needs to accomplish. If this is not possible, then involving people in the creation of how to achieve the goals is the next best thing. Their involvement will generate buy in and also opens up the opportunity for an optimal solution.

Successful coaches use this technique on a regular basis. While it is true they watch hours and hours of game films looking for weaknesses in their own team as well as their competitors, they also involve their players in finding the best way to win. They do it because no matter how much film they watch, or how close they are to the game, they aren't in the game. The perspectives of players or employees who are in the midst of the action can be drastically different from a coach or a manager who is near the action.

If those perspectives aren't incorporated into the solution, two things will happen. First, those in the midst of the action will feel that noone is listening to them, and they will become unmotivated. Second, decisions will be made without incorporating all the relevant data. Both of these will negatively impact progress toward the goals.

St"p 3. Explain the rules of the game

Have you ever played a new sport or game against people who are experienced players? In the early stages of leaming how to play, every few minutes you do something which you think is correct only to be told that it is illegal,

(Please turn to page 32)

PRO ECTION'

from page 3O) or against the rules. It can be exceptionally frustrating.

This scenario often plays out in the workplace. Employees are given a task, but are not told all the parameters or rules. Weeks into a project they

present their work to someone only to be informed that they need to change direction because of something they were never told about. This is particularly demoralizing and should be avoided at all costs. People can find solutions to almost any problem, but they need to know the rules of the same.

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St"p 4. Link people's personal goals with the firm's goals

There is a reason that each employee goes to work. Successful motivators know what that reason is for every person who works for them. Each day they help their employees fulfill those reasons. Really successful motivators understand not only the reason, but how the reason ties into the person's bigger life goals. When necessary, they help their people think about and articulate those bigger life goals. When a person no longer thinks "I work so that I can make money," and instead thinks "I work so that I can enable my daughter to attend a school that will give her a chance to go do what she wants in life," a significant mental and motivational shift occurs.

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Understanding that someone comes to work because they thrive on personal interaction, are trying to gain experience so they can run their own corner deli, or whatever is their personal goal, enables a manager to talk in that person's language. It also enables the manager to assign responsibilities in that person's area of interest, and remind them of how what they are doing is tied to their bigger goals.

Managers who enable people to fulfill their life goals through work, never have to worry about how to motivate their people. The act of fulfilling their life goals is enough to keep them motivated. All the manager has to do is find the links between those goals, and the organization's needs, and match the two up.

Step 5. Move negative people off the team

Nothing can halt progress like someone who is discontented simply for the sake of being discontented. It is demoralizing to others and it draws energy and time from the tasks being attempted. That doesn't mean you don't want good counterpoint people on your team. Someone who says, "I know what we are all trying to do, and I think there is a better way," can be a valuable resource to help make sure the team is on the right track.

However, someone who just regularly says, "We'll never get there," will just hold everyone back. Move them off the team, and bring in someone who will assist and support the group's efforts.

Anyone can be a great motivator, says Streleck. All it takes is an understanding of the appropriate steps to take and a willingness to do them.

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George MacConnell, ex-GeorgiaPacific, has been named president and c.e.o. of Terranova S.A. subsidiary Terranova Forest Products, Charleston, S.C.

Al Ryland is new to the sales force at Lake States Lumber, Brooklyn Park, Mn.

Marvin Willey is staffing the new Port Neches. Tx.. office of Pruett Forest Products. Ken Gression and Garnett McCollum, both exMeadWestvaco, have joined Pruett's Peachtree City, Ga., office.

Lee Schrock, ex-Vaughan & Sons, opened a Houston, Tx., office for Idaho Pacific Lumber.

Andrew Hess is the new specialty wood products mgr. for Schultz, Snyder & Steel, Lansing, Mi. He succeeds Don Engler, who has retired after 34 years.

Bucky Adams, Boise Building Solutions, Jackson, Al., is the new division product manager for southern pine boards.

Paul Dean, ex-Activant Solutions, has joined Holbrook Lumber, Albany, N.Y.. as general mgr.

Chris Fritchie has been appointed the North Tx. regional sales mgr. for DW Distribution Inc.. DeSoto. Tx.

Sam Sullivan is a new trader at Tampa International Forest Products, Tampa, Fl.

Matt Francis has joined 84 Lumber Co., Wellsburg, Oh., as a mgr. trainee. Other new mgr. trainees include Philip Wright, Newark, De., and Jason VanDeBogart, New Castle, De.

Joe Popowycz is store mgr. of the new Home Depot in Buckhorn, Pa. Jay Belisle heads the new location in Brattleboro, Vt., and Chris Maione is managing the new Topsham, Me., home center.

Jim O'Grady, president and c.e.o., Wickes, Vernon Hills, Il., has been elected to the board of directors. Claudia Slacik and Jon Hanson have resigned from the board.

Gerard Yanuzzi has joined Benjamin Obdyke Inc., Horsham, Pa., as director of market development.

Michael Mabry, ex-Wal-Mart, has joined Lowe's Cos., Mooresville, N.C., as senior v.p.-distribution. He succeeds Lee Herring, who is retiring after 27 years with the chain.

Dan Holland is now president of the Wood Truss Council of America. He replaces Scott Arquilla.

Ann Wrobleski is the new v.p. of the international affairs division of the American Forest &. Paper Association.

Mark D. Carroll has joined Exceline Lighting, Union, N.J., as the business unit mgr. Peter J. Lena has been promoted to mgr. of sales and customer service.

Rainer Hundsdorfer has taken the position of executive chariman at Weinig AG, Germany. He replaces Wolfgang Wilmsen, who has retired after 22 years with the firm.

Ct"y Kiefaber, president of Merillat Industries, Adrian, Mi., has been promoted to group v.p. of the cabi-

net group of Masco Corp., Taylor, Mi., adding oversight of Texwood Industries, Duncanville, Tx. Scott

Gordon is now president of

t"^*ood, succeeding Bob Ladd,

who continues as an advisor to the

company.

Fred Snyder has been promoted to director of national housing sales at Universal Forest Products, Grand Rapids, Mi.

Harry Burton is the new regional mgr. for the Boston Market Center, North Reading, Ma., of Wilsonart International, Temple, Tx.

Kevin Hohman is the new v.p. for the National Retail Hardware Association. Bill Lee is v.p. of catalogs and creative services, and Tom Smith is executive v.p. and c.o.o.

Jane Brill, marketing promotions mgr. for Ace Hardware Corp., Oak Brook. Il.. has been awarded Chairholder status by the Color Marketing Group, which recognizes the time and commitments contributed to CMG's programs.

Greg Henderson, ex-Alcoa/Alumax, has been named general mgr. of the new Atlanta, Ga., DC opened by Coastal Industries Inc., Jacksonville, Fl.

Hugh R. Rong is the new bookkeeper at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Wickes Sinks Into Bankruptcy

Days after the collapse of its plan to restructure debt through a senior note exchange offer with bondholders, 52-unit pro dealer Wickes Inc. filed for Chapter I I bankruptcy protection.

"The decision to file for Chapter 11 was made reluctantly by our management team and our board of directors after we realized we had no other viable option for resolving our financial situation," said president and c.e.o. Jim O'Grady.

Among its options are selling or closing more facilities in "non-core markets." A year ago, Wickes sold 30 stores in Wisconsin and Michigan, using the $105 million it collected to

pay down debt.

Last September, the Vernon Hills, Il.-based chain was delisted from Nasdaq after posting a third-quarter loss of $3.3 million.

Detroit Chain Reorganizing

Madison Heights, Mi.-based A.L. Damman Co., which operates l5 Damman Hardware stores in Metro Detroit, has filed for Chapter I I bankruptcy protection.

The S4-year-old business will close its Sterling Heights location, but keep the other stores open while it restructures.

Richard E. Damman, president, c.e.o. and grandson of the founder Adolph L. Damman, described the filing as a last resort to secure adequate financing to continue operations.

"We concluded that a court-protected reorganization is the best option for the company to address its financial challenges," he said.

Menards to Open Large Store

Like Home Depot and Lowe's before it, Menards is planning on building its largest store ever.

A 250,000-sq. ft. store in Duluth, Mn., is nearing completion and is expected to open this spring. The new store will house more building materials, a garden center, and will maintain an outdoor lumber section.

The store is an expansion of a previous Menards that was shut down for the $6.7 million renovation, which is being made to compete with other bigbox stores.

Menards anticipates opening l5 to 20 new stores in 2004.

Dunn Builders Goes Pro

To compete with the influx of big box competitors, Dunn Builders Supply is shifting its three New York locations to a predominantly pro focus.

This year a drive-through lumberyard will be added at its Chatham store, to increase pro business above its current'70Vo share.

Changes are also underway at its flagship Catskill store, which has a 50/50 customer mix of professionals and do-it-yourselfers-and a Home

Depot under construction nearby.

"This store is about being different," said Stephen Dunn. "We have to make life easier. We've made some great relationships with our commercial customers. It revolves around customer service. We stock things in Catskill that we don't stock here or in Chatham."

A $1.2 million renovation last spring of its Hudson outlet is working; sales in the first eight months tripled the previous year's.

The facility changed its name from Stockport Lumber to Dunn Builders Supply and also received a new 70,000-sq. ft. complex, complete with a 25,000-sq. ft. hardware store, a 5,000-sq. ft. kitchen and bath showroom, and a drive-through lumberyard.

Nebraska Yard Triples in Size

A 13,000-sq. ft. expansion is in the works for Bloedorn Lumber, North Platte, Ne. Currently, the facility is 8,000 sq. ft.

Included in the expansion plans for the full-service lumberyard and hardware store are enlarging door, window, cabinet, plumbing and electrical departments, and lighting displays.

The project began shortly after Menards announced it would build a store in North Platte.

The expansion originally began in August when Bloedorn took over the former North Platte Lumber & Supply Co. and built another buildins next to the main store.

Houston Treater Transitions

Houston, Tx.-based Wood Protection LP, known as Wood PRO, recently added NatureWood preserved wood products, a copper-based alternative to CCA treated wood, to its already wide range of product offerings.

"Wood PRO has always offered a wide range of treatment options in the past and this strategy has helped us during the transition," said president Joel Tigett. "We can deliver highly mixed truckloads of traditional and alternative treated wood products."

Naturewood products are treated with an alkaline copper quaternary preservative and can be used for residential projects such as decks, fences and landscaping projects, as well as in interior applications and for commercial and industrial projects.

For industrial, commercial and agricultural applications, Wood PRO will continue producing a full line of CCA products, including posts, poles, timbers and cooling tower stock.

Wood PRO also offers Advance Guard borate-treated wood, fire retardant treated wood, water repellent treatment, KDAT, untreated wood, and TSO.

Ohio Yard Fined After Blast

Hoge Lumber Co., New Knoxville, Oh., was ordered by OSHA to pay $6,000 in penalties for violations that resulted in a silo explosion (see November, p.29).

Violations include maintaining an unclean area by allowing refuse and wood waste to accumulate. unsatisfactory machine guarding, and exposing electrical equipment to wood dust.

Sparks Cause Texas Yard Fire

A lumber warehouse in Houston, Tx., caught fire New Years Eve when a saw blade sparked. Damage to machinery and a section of Tomball Forest Supply was estimated at $500,000.

According to investigators, the fire started when a saw blade struck a piece of metal, which caused sparks that landed in sawdust.

Weyco Regroups OSB Lines

Weyerhaeuser has reorganized its OSB product offerings into a "good, better and best" panel strategy.

According to Weyerhaeuser, "the direction simplifies the product line by providing what customers demandstrong performance at a good value. The products offer a distinct set of features and benefits specifically addressing the needs of targeted builders and homeowners."

Structurwood Edge, a standard PS2-grade OSB panel, will be marketed for starter and single-family homes.

The next step up, Structurwood Edge Gold, is a premium PS2-grade OSB offering refined engineering to include tighter specification and a unique wood-resin combination said to stand up to weather with superior resistance to edge swell. It is designed for all levels of homes, from entrylevel to luxury.

Specifically targeting luxury homes, TJ Performance Plus Panel (P3) is a component of Trus Joist's new FrameWorks floor system. It

News Briefs

(Continued from page I 8)

lion, while multi-family starts (5+ units) were at a pace of 397,000 ... permits increased 3.3Va to I.924 million ... an estimated 1.848.400 housing units were started in 2003, 8.4Vo above2002's 1,704,900

Fearheiley Lumber, Mt. Carmel, Il., sustained $800 in damage from an attempted break-in ...

U.S. Plastic Lumber Corp., Boca Raton, Fl., has sold its slipsheet business to Illinois Tool Works for $8.4 million; in May, USPL sold its cornerboard business to Illinois Tool Works

Door Shop has resumed operations in a new Corinth. Ms.. location following a Nov. I7 fire

Atrium Cos., Dallas, Tx., has acquired window manufacturer Superior Engineered Products Corp., Ontario, Ca., for $52.5 million in cash and stock

Hammerhead Distribution, headed by Paul G. Haefcke, has acquired roofing/building material distributor Morris GinsberR & Son,

comes in full depths with stiffer, improved prerformance to reduce problems with hardwood floor and ceramic tile applications. It also has a clear edge seal to keep out moisture and keeo floors flat.

Inc.,Baltimore, Md., from Stanley Holzman, who will remain with the business; James C. Murray and Paul J. Whelan have assumed dayto-day management responsibilities, and the company will add a satellite operation in Northern Virginia ...

MasterBrand Cabinets plans to build a manufacturing plant in Henry County, Va., to begin production in early 2005 ...

Plumbmaster, 1nc. sold its warehouses in Concordville. Pa.. and Oceanside. Ca.. to investment fftm W.P. Carey & Co. LLC for $9.8 million and will lease them back under a20-year deal

Universal Forest Products, Inc. was named for the fifth time in six years to Forbes magazine's Platinum 400 list of the 400 bestmanaged U.S. companies with annual revenues of more than $l billion

Anniversaries:- Tennison Bros., Wichita, Ks., 100th Schoolcraft Lumber, Freedonia, Ks., l00th Marvin Windows & Doors, Warroad. Mn.. l00th CertainTeed Corp., Valley Forge, Pa., l00th.

TOP-OF-THE-LINE TJ Performance Plus OSB panel is a component ol the new FrameWorks floor system.

Domestic & Inpo* Hordwoods Russion Birch. Chinese Birch Unidircctionol ' Foncy Venecr Suref loor Underloymeld

ks*nistrod & tlondwood \hncer Foneling Solid Wood Plonking

Diomondizcd W ffnhher3

CHPI Ercculiw Decking lrom SA KwikDck

fumiturs & Cqbinrt C.ompon$lr

FeanunnY 2004

THE APRIL 2OO4 LAT SHOvv IN SAN ANTONIO AND FIND OUT...

Why a leading housing analyst predicts that 20 builders willbuild 75% of U.S. single-famif homes in 20 | | How that changes your life.

How big boxes are capturing big builderc. How construction suppliers are recapturing DlYers, remodelers, and tradespeople.

How a high-tech revolution in the 1940s eliminated an entire level of the channel. What that says about how it'll happen next time around.

Why 9 out of l0 home builders and manufacturerc believe eliminating middlemen improves channel efticiency.

Why they're dead wrong.

YEA R

building material distribution in 20t 0

Predictions of the death of distrbution channels are as old as distrbution itself. But while other industries have seen massive consolidation, the supply chain serving the housing industry remains fragmented-and, in fact, has survived numerous attempts at disintermediation over the past half century.

In this seminar, we'll draw from over 50 years of industry research and dozens of case studies to examine how and why the channel has consistently defied experts' predictons; explore threats and opportunities facing manufacturers, distributors, and dealers; and identify viable strategies for the coming decade.

distribution trends who has conducted seminars for thousands of executives throughout Nonh America.

April 15'18,2004

Opening to New Heights

A compact telescoping ladder is new from Core Distribution. It extends from 30" to 12.5 ft., providing the user the same reach as a standard l6-ft. extension ladder.

enables the operator to quickly change from percussion with rotation drilling to rotation only.

A quick-change, three-jawed keyless chuck system allows the user to rapidly install accessories for drilling non-masonry materials.

The tool's drilling capacity is 7/8" in concrete, l-3116" in wood, and Il2" in steel.

- Please contact (800) 638-2264 or v is it www.metabou se.com

Rack Replacement Kit

A new structural repair kit by SpaceRak helps replace damaged frame parts quickly without having to unload products from the rack. This allows for fast "cut and weld" repairs.

strength, and 8007o elongation. The stretchy rubber footwear also conforms to the shape of the work boot, making them easier to pull on and off.

- Please contact (513) 489-2283 or visit www.treds.com

A Column For The Ages

The Xtend and Climb weighs only 25 lbs., locks by the foot, is made from aircraft-quality 6061 aluminum alloy and is only 19" in width.

It also features a "no pinch closure system" that provides a gap of 3" above the hands as each step retracts if the step below the hands is open.

- Please contact (612) 374-8937 or v i s it www. c or e - di str ib ution.c om

Rotary Hammer and Drill

A rotary hammer feataures a new pistol grip design to increase operator comfort and drilling efficiency.

Metabo Corp.'s BHE22 features a 5.2-amp motor and a large knob that

The kit is one piece and comes in common rack frame sizes, in heights ranging from 24" to'72".

To be compatible with other rack stvles. the kit features a selection of uf right hole configurations.

- Please contact (810) 364-7421 or visit www.space rak.ne t

Getting The Boot

17" slush boots from Advantage Products Corp. reportedly last longer and are easier to use than other slush boots on the market. The boots are made of latex natural rubber.

The boots offer 4,000 lbs. tensile strength, 210 lbs./inch of trouser tear

A strong, steel-reinforced, square profi le, load-bearing structural column is now available from Style Solutions. Structural Square Columns are

strong enough to hold up to 12,000 lbs. They are surrounded by durable weather-resistant polyurethane. The columns stand at 8 ft. and measure 8"x8".

- Please contact (800) 446-3040 or v isit www. s tv le s o lutions.c om

Accent the Deck

up to two hours.

The tiles are 12"xI2" and are available in five neutral colors.

- Please contact (800) 877-8453 or visit www.azrock.com

No More Paint Spills

The Allway CPS Pouring Spout reduces spills when pouring paint. The spout snaps into the can, prevents paint from hardening in the grooves and gives the user a wiping edge for brushes.

It has 4,500 lb. capacity, an empty travel speed of 3.8 mph, a loaded travel speed of 3.4 mph, and can lower or lift objects in 3.9 seconds. It also features a wraparound steel bumper and electric brakes.

- Please contact (800) 235-7200 or vi s it www.raymondcorp.com

Print This!

A new small character ink-jet prinf er from Matthews International Corp. allows users to print one to five lines up to 60 dpi. The JerA-Mark s.c.I. F.I. 3400, which replaces the 3200, uses new Windows-like software to create its materials.

The 3400 can print characters in a variety of printheads from 3132" to

Sizes include 5/4x6 boards in 12', 16', and 20' lengths in three colors.

To ease installation, a new 3-ft. jig assembly tool spaces railing components from the railpost and allows quick alignment of a patented support bracket for the top and bottom rails.

- Please contact (800) 289-8739 or visit www.trex.com

Distinctly Safe Flooring

A collection of safetv-minded flooring is new from Azrock by Tarkett, combining a variety of beautiful floor styles with distinct safety fea-

Rich woodgrain texture is the feature of Trex Accents, a new line of composite deck boards introduced by Trex Co. Traditional Trex deckins and railing profiles Qre now knoin as TrexOrisins. tures.

A magnetic holder grips the brush, which allows the user to pause without finding a secure place to store the brush.

It also comes with a snap-in polyethylene can cover.

- Please contact (800) 422-5592 or v i s it. www.a I lw ay to o Is.c om

A Truck That Fits

The new l02XM walkie pallet truck from Raymond Corp. is ideal for crowded loading docks and tight warehouse aisles.

The Milano line is available in both solid vinyl and a slip-resistant version. It features multicolored chips for a variegated appearance to resemble natural stone. The slip-resistant version is offered in larger 16"xI6", ll8" gauge tiles.

The StoneGlow floor provides light in low-light conditions. Photoluminescent chips absorb and store light energy. During the day, the flooring aesthetics are not affected and at nisht the chips make a lighted footpatlito improve building safety. The light last

The truck features reduced head length, a new fork profile, and a handle that can be moved nearlv vertical. which makes l80' "pinwh6el" turns for righrangle stacking and easy loading/unloading in retail operations.

13132",

l3l16",l3l18" in height.

The new model uses a pressurized ink supply and is ideal for industrial printing needs, especially in applications with production line challenges such as vibration or dust.

- Please contact (412) 665-2500 or v i s i t www. matt hew smarke tin g.c om

Not Your Ordinary Railing

Timberlast composite railing from Kroy Building Products is now offered in a new style, the Fair Bluff Designer Series. The railing does not need to be painted, sanded or scraped, and it does not split, rust or warp like tradional wood or railing.

It is made of fibers and I00Vo recycled wood contains no toxic chemicals or harmful wood preservatives.

- Please contact (800) 933-5769 or go online at www.kroybp. com

llED Montrose lulfr -Retoaai;"".

1915 N. Townsend Ave., Montrose, CO 81401 (97O) 240-1945 Fax e7o-240- le6e

We cc;n solve Aour w@reh.orlaiing rrlnd tr on sportation need.s

o Providing Nationwide Coverage, specializing in Western Colorado, Utah and Northern New Mexico

o 22-acre Reload Facility

. 346,000 sq. ft. of Inside Covered Storage

o Inside lnading and Unloading

o 28 trucks

r Truck Broker's License

. Short or Long Distance

o Union Pacific Rail Served Experts in *Ioterial Handling Jor tlne ForestProducts Industry

Modular Deckinq Svstem

A square modular aJcting system from Midwest Padding is comprised of wood slats made of l2"x 12" pre' treated high-quality hardwoods, backed with a plastic grid. KwikDek's grid elevates the wood to provide drainage and airflow, impeding mold and mildew growth. Interlocking tabs ease installation.

- Please contact (888) 379-9695 or go online at www. midwestpadding.com

Thicker Fiber Cement Siding

Sierra Premium Smooth lap siding from Nichiha is 60Vo thicker than the average fiber cement lap siding to provide deeper shadow lines.

The panels are available in profile sizes of 7" and 8314", are factory primed and sealed on six sides. The l12" thick panels are strong in harsh weather conditions and reportedly break less during installation, while the l0' panels make for less cutting and quicker installation.

- Please contact (866) 424-4421 or go online at www.nichiha.com

Made For The Shade

An easy-to-install exterior roll-up shade made of a special fabric said to block 807o of the sun's heat and glare before it enters living areas is new from Phifer Wire Products.

Ideal for porches, patios, balconies, decks or sunrooms, SunShade is stucco-colored and comes in 48".60" and72" widths with a72" length drop.

- Please contact (205) 345-2120 or go online at www.phiftr.com

The Non-Skid Deck

A new non-skid deck coatins from Textured Coatings of America ii ideal for pool areas, walkways and patios.

aisles. Side shifting and rotation can be performed simultaneously.

The truck has 180" swins reach mast and is motored by a 4.4kri, threephase, AC motor. It handles loads tuom2.200 to 2.750lbs. It is 70" wide with a turning radius of 72.8".

- Please contact (804) 737-6084 or visit www j ung heinrich.com

Additions To The Rail Line

GeoDeck now offers its composite railing system in white as well as in 6 ft. and 8 ft. kits.

Durable Composite Deck

Composite decking made from natural agricultural stalk fiber instead of mold-friendly wood flour or sawdust is new from Edge Building Products.

DurationDeck is produced from a combination of vinyl and fade- and heat-resistant pigments. Its lower density and moisture-resistant fiber combine to increase stability.

It carries a "Class I flame spread rating," meaning it is self-extinguishing and will not burn without a supporting flame.

It is available in six colors.

- Please contact (717) 567-231 I or v i s it www.durati o nde c k.c om

The non-stick deck coatins is not affected by rain. hail. humi-dity or other weather and is mildew resistant.

Strata Grip Resistant Deck Coating is availble in several surface textures and in a variety of colors.

- Please contact (800) 454-0340 or visit www.texcote.com

Easy Loading

The EFXac Truck's rotatins mast allows loads to be picked up- from either side of an aisle, making it ideal for warehouses and retail centers.

The turret truck from Juneheinrich Lift Truck Corp. is compactlnd provides high maneuverability for storing and retreiving pallet loads in narrow

The railing does not require painting since its coextruded PVC coating protects against the elements. It features a composite core and comes in several post cap designs.

- Please contact (877) 804-0137 or visit www.geodeck.com

uones

John Walter Hechinger Sr., former chairman of Hechinger Co., Landover, Md., died of respiratory problems Jan. 18, his 84th birthday, in Northwest Washington, D.C.

A Yale University graduate, he served in the Army Air Force during World World II, performing combat intelligence work in the China-BurmaIndia and Pacific theaters.

After the war, he joined his father Sidney's business and took over the chain after his father passed away in 1958. He took the company public in 1972, eventually expanding the chain to ll8 locations. In 1988. Hechinger's acquired the Home Quarters Warehouse chain.

Mr. Hechinger retired in 1996 as chairman of the executive committee of the board of directors. In 1999, Hechinger Co. filed for bankruptcy, after being acquired by an investment group and unsuccessfully merged with Builders Square.

August Charles Bering III, 90, manager of Bering Lumber Co., Houston, Tx., died Jan. 7 of kidney failure.

A graduate of Texas A&M University, Mr. Bering went to work for the family business after his father's death in 1943. He added a hardware store in 1957 and gradually transformed the company from a lumberyard into a three-unit designer hardware chain.

Mr. Bering was a past president of

the Retail Lumber Dealers of Houston and the Lumbermen's Association of Texas.

He retired in 1993 and the company is now run by his son, August IV.

James Anderle, 85, owner of Anderle Building Center, Mishicot, Wi., died Jan.4 in Two Rivers, Wi.

Mr. Anderle served in the U.S. Army during World War II.

In 1954, he and his wife, Alice, bought the Standard Lumber Co., which was later renamed Mishicot Lumber & Supply Co. and then Anderle Building Center.

Mr. Anderle was a director and board member for the Wisconsin Retail Lumber Association.

Leroy E. Davenport, 55, former owner and operator of Davenport Lumber, died Jan. 1l in Frankfort, Ks.

Mr. Davenport and his wife, Joyce, bought the former Fox Lumber, Frankfort, from her father in 1980 and renamed it Davenport Lumber.

From 2000-2002, he was Arkansas and Oklahoma regional manager for the Mid-America Lumbermen's Association. He then served as regional manager for the Southwestern Association, Fort Worth, Tx., until the time of his death.

David Torkelson, 50, owner and operator of Monona Lumber Co., Monona, Ia., was killed Jan. 16 when his car collided with a train in Monona.

He had worked at Monona Lumber for several years before purchasing the business in 1998.

Luther Arliss Kirkpatrick, 86, former owner of K&M Lumber Co., Lingnum, Va., died Jan. 3 in Fredericksburg, Va.

Mr. Kirkpatrick started in the sawmill business in 1934. He served in the U.S. Army during World War II, after which he owned and operated a sawmill in Maryland for l0 years. In l96l he became a partner in K&M Lumber. After the business was sold, he transported machinery to Africa and built a sawmill on the Ivory Coast for a French company.

David A. Woollacott.2T. a lumber broker at Seabord Industries. Nashua. N.H., died of a heart condition Dec. I I in New Bedford, Ma.

Born in Fitchburg, he was a star athlete at Northeastern University, where he earned a B.A. in business administration. He joined Seaboard Industries after graduation in 2000.

Thomas William Oakes. 91. a partner in Thomas Oakes Lumber & Fuel Co., Clinton, Ia., died Dec. 3l after a brief illness.

Mr. Oakes began in the sawmill business in the early 1930s. He temporarily left his firm in 1942 and became a commissioned officer in the U.S. Navy, serving in World War II as a gunnery officer.

After the war, he retumed to operate the company until he retired in 1982.

William Price Lytle, 95, cofounder of the old Napoleon Lumber Co., Napoleon, Oh., died from complications of consestive heart failure

The Southeastern Lumber Manufacturers Association (SLMA) represents over 20A independendy ox/ned wod products manufacturers throughout the Southeastern United States. Members of the association produce 1.4 billion board feetaf quality hardwood and softrrood products annually. Fot a complimentry coPy of SLMA's 2004 Menbersbip Diredory, caTl (800) 789-7562 ot log ot ,o **ryr.slma.

l)ec. l8 irt Nlrpolcon.

Flc ltte-nrlcd thc \\'lrurlorr Se hool oi

lJttsrne ss at thc LInir,ersitr ol' I)cr.rnsr lr lnil lintl l orkcrl for the 'l'r'casur'\

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He lltcr e o-on'ncrl pr()l)cft\ lllul ir!cnrenl Iirrtr I-r tlc .l [-urrgc. r-ctirin!. rn thc crLrlr 1980s.

llill ('olernln. (r0. lons tirnc nnn agcf o1' .,\ssocilLtccl I-rrrlbcr'. (llrr'lrorr dalc. Il.. tlicrl .llrr. (r ol lrcrrrl in.jrrlies resultine lirrn rr l'ull oll a lltrltlcr. rl ltilc instlrllin! l in(lo\\ \ lit u Irousc rn Car-bondulc, llc tlltnrrgc'tl .\:soenrtcrl I -unrbcr lirr' lE r clls. arrcl olicn lllrvc lcctltrcs t() Iocltl strLrlcnts iilrout thc eonstructiotr btLst nc:s.

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AHMA Sues Reed Exhibitions

.\ rt.tc Ii elrr.t I I urclu,'lrr-c M lr n lrflrct rr ret's Associulion is suing its 1'orntcr NlrtionlL I IIalrl* alc Shorr, par-tncr'. rttiuulgenrcnt contlllin\ Rccil Erhrbitiorts. This sprirr::,.\llN,IA ancl Ilcecl ltt'c slaqirtg conrpcting shr)rr s.

.Atl\l \ ullcgcs tlrlt Rcctl leccirccl cornrttissions. r'cbates lrncl kickbueks f ronr rertrlors ine lirclinc thc shon's gcnc|il1 contr[Iclot . Ft'ccnritn I)ecor-lrtirtg. unrl pclrnittcrl Frccnlrn arrtl otlrcls to clir crt thosc costs dircctlr to crhibilors irt violulion of its eontnrct ri illr .\ll\l \ Tl1. 11rro1 i111i()n e ()ll lcnds thut ovclchulr:ing crItibitor-s untl e oltccltllng r-c\ cnttcs alttl c\l)e ltscs lr.ont AHMA ultintatclr lerl to thc ('ltiilr:',' .111'tr.'r .1.. lirtc.

Rccd rlenics thc chut'se s. n hie h incluclc blcach of eontract. tl'arrtl. civil consllirle\. tortious intcr'lL'rcncc Nitlt pfosPecti\ c cc0tronric aili lrntti{c antl c()lrtfaclLul rci trt i()nslii ps. unrl r.' iolatictn ol'the l-lrrhant ,\ct rirrcl thc Illinors (lonsLrnrcr- Fluucl & l)cccptii,c Brrsirrcss [)r'ucticcs Act.

\H\l \ rs scckinr: or cl S l0 rnillion tn clarnagcs untl uskine llcctl to ptrrr icle rt fttll accorrnting of its slto* rcvcltues rnrl crlrenscs florn 1977 to 1003.

NATIONAL Associalion ol Home Builders reps estimated more than 100.000 industry professionals converged on Las Vegas. Nv.. for the recent International Builders Show: (1) Kelly

Tawn

Garnett

DeVenzio,

(More photos on next page)

Schroeder. K -berly Lister, (21 Charles Cronenworth, Pam Phillips, Bill Bufton (3) Brit Blair, Rick Hagel, Rafe Hagel, Scott Adkins (4) John Assman, Karen Hess. (5) Anderson &

Melanie Thomas (6) John Mechem, Michael Klein. (7) Craig Young, Andres Villegas, Perry Dasher. (8)

Simons, Mike Moran, (9) Ralph Bruno, Bill Sullivan. (10) Sherry & George Hughes. (11) Todd Lindsey, Ameshia Melton. Tony Hiendl (12) John Taylor, Robert Lowe. (13)

Douglas, Cam Lowe. (14)

Gavin Taylor, Harold Fry. (15) Huck

Alan Oakes. (16) Doug McNeill, Chuck Casey, (17) Brent Wilson, Dale Strnad. (18) Kathy Carlson Karen Chessler.

LAS VEGAS Convention Center was the site of the Jan, 19-21 Builders Show (continued from previous page): (1) Brian Betz. John Long, Brent Gwatney. (2) Albert Benaud. Tony Saad, Andrew Dingman, (3) Paul Walters. Fred James, Carol Kelly, Jerry Turk. (4) Jim Murphy, Michael O'Brien (5) Myron Zachowski, Steven Drab, (6) Jennifer Radivol,

Nadine Steinhard, Christina Thompson. (7) Kirk Villar, Ed Todd. (8) Neil Fraser, Jrm Fraser. (9) Skip Newell. Beverly De G'osso. Joan Griswold, Donna Ebert, Betty Sanchez. (10) Geolf Marshall, David Crandall, Duane Engard (11) Phil Lail, Ted Gething. (12) Paul Quinn, Kim Pohl, Jeff Pinter, (13) Todd Tarvestad, Louis Sarbo, Jon Houston, Tom

Dav s. (14) Albert Mickadeit. (15) Durand Darbyshire Bob Edwards. (16) Jack Boesch. A Collson, Van Conners. (17) Paul Mackie. Ed Burke Cees DeJager. Peter Lang. t18) Eliser Lobato. Kelly Jones. 119) Pam Mitchell. Tommy Kyzer, Erin Canosa. Rodney Hardison. (20) Cl f Jones. (21) Jack & Margo Connor, Jan Hansen

ploce

Rates: 25 words for $25, additionat words 709 each. Phone number counts as one word, address as six. Headline or centered copy, $6 per line. Private box or special border, $6 each. Column inch rate: $45 camera-

ready, $55 ifwe set the type. Send ad copy to Building hoducts Digest, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-852-0231, or call (949) 852-1990. Ad must be prepaid unless you have established credit with us. Make checks payable to Cutler Publishing. Deadline for copy: lSth of the month.

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

SALES POSITION

Well-established forest products company in Southeast seeking energetic, goal-driven salesperson for our lumber remanufacturing division to help us continue the growth that we have enjoyed for generations. Qualified candidates should have prior experience and success in industrial and remanufactured wood products sales.

We offer:

. Salary plus profit 9o incentive

Health insurance

.401-k retirement

Vacation and paid holidays

Send resume and salary history to:

.Fax662-862-49N

Email: jasons@ nexband.com

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 60% commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Products, (623) 566-7100, for confi dential discussion.

PRESSURE TREATED SYP fence posts & poles. Duurosr, Rogers, Ar. (4'79) 636-8305. Also selling a treating plant ready to load on two semi-trailers.

GLASSI FI ED ADVERTISI NG Order Blank

COMPLETE LIQUIDATION

THURS., FEB, 19,2004, IO A,M. PINE BELT WOOD PRODUCTS, LLC I9OO ROSA ST., PICAYUNE, MS. TREATMENT PLANTS, EQUIPMENT, SHOP EQUIPMENT, POLES, PILINGS, OFFICE FURNITURE, & MISC.

For More Information: Durham Auctions, Inc. (601) 582-1932 - www.durhamauctions.com

Durham Ms. Lisc. #23'7 - BankruDtcv #0355244

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source. Phone (800) 874-1953, Fax 888-576-8723, e-mail LumberSource @ worldnet.att.net.

Matching

E-Mail : Cary@GR-Morris.com

292-1 414

Epperson

Everwood Trealment C0,,.,............................{800) 226-3444

Georgia Lumber Co ........(800) 995-8627

Great Southern Wood Preserving (Al.)...........(800) 633-7539

Gulf States Paper Corp.,.,.,.,....,............,...,....(205) 562-5000

Hogan Hardwoods (Hot Springs, Ar.).............(877) 523-0200

Hogan Hardwoods (Little Rock, Ar.)...............(800) 985-7385

Hogan Hardwoods (Santa Rosa, Fl.) ....,........(866) 758-7041

Hood Industries...... ...,...(601) 735-5071

Hoover Treated Wood Products.....................(800) 531 -5558

Langboard.,,...,..,..,. .......(229) 263-8943

McEwen Lumber Co. (Al.)....,...........,.............(334) 432-2322

McEwen Lumber Co. (Delray Beach, Fl.)......,(561) 276-5155

McEwen Lumber Co. (Jacksonville, Fl.) ..,..,..,(904) 783-0170

McEwen Lumber Co. (orlando, Fl,)................(407) 299 4280

McEwen Lumber Co. (Tampa, Fl.) .................(813) 248-4111

McEwen Lumber Co. (ry.) .......(502) 297-8321

l\,lcEwen Lumber Co. (l\4emphis, Tn.)..,....,..,..(901) 794-1050

l\4cEwen Lumber Co. (Nashville, Tn.).............(615) 793-7746

McEwen Lumber Co. (High Point, N.C.).........(336) 472-1676

McEwen Lumber Co. (Raleigh, N.C.) ..,..........(919) 772-7550

McEwen Lumber Co. (Charleston, S.C.),.......(843) 766-5383

McEwen Lumber Co. (Greenville, S.C.) .........(864) 277-8865

New South Wood Preserving C0...,..,.,,.,.....,..(800) 346-8675

Smith iiillwork,1nc.........................................(336) 249-8171

Supreme Decking.... ......(800) 532-1323

Swan Secure Pr0ducts.....,....,....,.,..,..,..,.,.,..,.(800) 966-2801

Tank Fab lnc. .,,.,,.,.......,,(910) 675-8999

Universal Forest Products..............................(704) 855-1600

Vinyl Windows & Doors Corp. ....,.,..,.,,....,......(910) 944-2100

Weyerhaeuser Building Materia|s...................(877) 235-6873

Weyerhaeuser Structurw00d.,...............,........(800) 523-0824

Williams & Sons, Inc., Jerry G..,...,.,..,..,.....,..,(919) 934-41 15

Williams Lumber Co. of North Carolina..... .....Q52\ 442-2136

llonrnEmr

Benjamin Obdyke.... ......(800) 523-5261

Computer Associates Inc. ..............................(401 ) 232-2600

Correct Building Products....(207) 284-5600 (888) 290-1235

lvlatthews Internationa|...................................(412) 665-2500

l\,lid-State Lumber Corp. .....,(908) 725-4900 (800) 942-7776

Saxonville US4....,............................,.............(603) 826-4024

Somerset Door & Column C0.........................(800) 242-791 6

Southern Cypress Manufacturers Assn.,........(877) 607 -7262

Starborn Industries (DeckFast) ........,.............(800) 596-7747

Vinyl Concepts & Design................................(508) 580-3072

Weaber, Inc....,.,..,... ......(800) 745-9663

Weyerhaeuser Building Materia|s...................(877) 235-6873

Work Safe Specialty Products.,.....,.,,..,.......,..(734) 878-0154

Soun Cnrmr

Allied Plywood & Lumber ...............................(800) 231-0061

Austin Wholesale Decking...(877) 834-3325 (512) 834-1200

Breco Wood Products......,...(800) 742-3093 (903) 868-1541

Burk Distribution Center ....,...,....,.,.................(800) 580-7748

Capital Lumber Co. (Tx.)...,...,....,.,,.,..,..,.,.,..,.(254) 741-1727

Cedar Creek Wholesale (0klahoma City) ......(800) 375-6025

Cedar Creek Wholesale, Inc. (Tulsa, 0k.)......(800) 299-9870

DixiePly (Tx.).,.,.,..... ..,..,(800) 950-8023

Eastex Forest Products (800) 533-31 7 6 (281 \ 442-2591

Elder Forest Products..........(800) 256-7197 (318) 625-8141

Elder Wood Preserving........(800) 467-801 I (31 8) 964"21 96

Fort Worlh Sash & Do0r.................................(81 7) 61 5-8933

Hogan Hardwoods (Baton Rouge, La.)..........(888) 343-5488

Hogan Hardwoods (Fort Worth, Tx.).,..,...,.,..,(888) 593-5488

Hogan Hardwoods (Houston, Tx.)..................(888) 3,13-0667

Hogan Hardwoods (Lafayette, La.) ................(337) 289-9355

Hogan Hardwoods & Moulding (Ruston, La,).(800) 255-5460

Hoover Treated Wood Products.....................(800) 531 -5558

International PaperPanels Division...............(21 4) 934-4343

Jackson & Langford Wholesale 1umber.........(800) 333-8418

Jordan Lumber, Lee Roy.....(214)357-7317 (800) 442-3396

Landry Lumber Sales, Richard (La.) ,,.,,.,.,..,..(318) 442-0453

Lumbermen's Association of Texas.,..,..........$12\ 472-1 194

M&M Lumber C0..................(800) 336-6483 (713) 433-6483

Martin, Roy 0.......... ...,..(800) 299-5174

Mid-States Wood Preservers,.,..,..,..,..,..........(800) 673-5714

Simpson Strong-Tie (Tx ) ......(800) 999-5099

Snider lndustries..,,. ......(903) 938-9727

Southern Pine C0unci1....................................(504) 443-4464

Sure Drive USA.,..... .,..,.(888) 219-1700

Weyerhaeuser Co. (La.).....,..,... ,.,.,..,.(318) 255-6258

Treatment Products .,..,.,....,,.....,....,.....(800) 207-2940

Mro-Arurnc

A&H Windows........ .....,€66\229-7617

American Forest & Paper Assn......................(202) 463-2459

American Wood Preservers 1nstitute.....,...,..,.(800) 356-2974

Beautiful Home Supply (Md.) ..........,..............(800) 761 -9663

Beautiful Home Supply (Va.)..........................(540) 710-7144

Carolina Atlantic..,.. ...,..,(800) 672-3555

Chadsworth's 1.800.Columns ...,......,,............(800) 486-21 1 8

Chemical Specialties, Inc...............................(704) 522-0825

Chesapeake Hardwood Pr0ducts.......,....,..,...(800) 446-8162

Cox Wood Preserving C0...............................(800) 476-4401

Crumpler Plastic Pipe.....................................(800) 334-5071

Diamond Hill Plywood Co, (Charlotte, N,C.)...(800) 737-7134

Diamond Hill Plywood Co. (Greensboro) .......(800) 737-7130

Diamond Hill Plywood Co. (Raleigh N.C.)......(800) 737-7133

Diamond Hill Plywood Co. (Darlington, S,C,).(800) 737-7126

Diamond Hill Plywood Co. (Greenville, S.C.) .(800) 737-7132

Diamond Hill Plywood Co. (Chesapeake) ......(800) 737-7131

Diamond Hill Plywood Co. (Richmond, Va.)...(800) 737-7129

Eastcoast lvlouldings.....................................(800) 627-3263

Epperson Lbr Sa|es.,...........(800) 222-1414 (704) 873-4321

Fortress Wood Products (Elizabeth City) .,..,..(252) 264-2466

Fortress Wood Products (Greensboro, N.C.).(866) 878"9663

Fortress Wood Products (Va.)........................(800) 289-3678

Hoover Treated Wood Pr0ducts....,......,...,..,..(800) 531-5558

Louisiana-Pacific.... .....,.(800) 648-6893

Madison Wood Preservers.............................(540) 948-6801

Weyerhaeuser Building Materia|s...................(877) 235-6873

Wood Protection Co. .....(800) 392-5670

lhroW:sr

Bean Lumber Co,, Curt (Buckner, Mo.),...,.,...(800) 232-2326

Cedar Creek Wholesale (Springfield, M0.).,...(800) 375-7891

Cedar Creek Wholesale (Kansas City, Mo.)...(800) 621 -261 1

DMS|...,..,...,..,.,.,..,...

......(402) 330-6620

Do it Besl Corp........ ,..,..(888) 364-8237

Epoch composite Products............................(800) 405-0546

Gruen-Wald Engineered 1aminates...............(605) 498-1 290

Hoover Treated Wood Pr0ducts.,..,..,..,.....,..,.(800) 531-5558

Kodiak outdoor Products...............................(513) 539-4444

Krauter Storage Systems.........,...,.....,,...,.,...,(800) 992-2824

Kubinec Slrapping Soluti0ns.,..,.,..,.,..,,.,.,.,...,(810) 225-8550

Maze Nails.... .....(800) 435.5949 (81

FAX to 949-852-0231

or call (949) 852-1990 or mail to Building Products Digest,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

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Phone

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For more informationfrom advertisers, call them directly or visit their Web sites in brackets.

Arch Wood Protection [www.naturalselect.com] -......-.......Cover I

Atlas Roofing [www.atlasroofing.com]....,.. ..............5

Azek Trimboards [www.azek.com].............. ...,.......15

Banner Elk Trading Co. [www.bannerelktrading.com],..........,...20

B.W. Creative Wood Industries [www.bwcreativewood.com] ..,,.22

Capital Lumber Co. [www.capital-lumber.com] .................6, 32, 45

Chesapeake Hardwood Products, Inc. [www.chpi.com] ...............38

Colville Indian Precision Pine........... ......................36

Comercial Corza [www.corza.cl].........., ...-.--.......37

Computer Associates, Inc. [www.caisoft.com] ....................,,,...,..,,26

Cox Wood Preserving [www.coxwood.com]..........................,........23

Crumpler Plastic Pipe [www.cpp-pipe.com]..................................35

CSI [www.treatedwood.com]. ..........27

Custom Lumber Mfg. Co. [www.plantationcypress.com] ............43

Elder Forest Products [www.elderforest.com]......................,........32

FastenTite [www.fastentite.com] ............ ................20

GeoDeck [www.geodeck.com].............. ...................2E

Great Southern Wood [www.greatsouthernwood.com]....Cover III

Hogan Hardwoods & Moulding....... ........................8

Krauter Storage Systems [www.krauter-storage.com] .......,........ 21

LP Specialty Products [www.lpcorp.com]..............................,.,.,...29

Lumbermens Association of Texas [www.lat.org]............,............39

Matthews International Iwww.woodmarketing.com]....................30

McKenzie Forest Products [www.mckenziefp.com].....,.......,...,.,..24

Mid-State Lumber Corp. [www.midstatelumber.com]......,.,. 13, 19

Midwest Padding [www.midwestpadding.com] ..................Cover II

Montrose Re1oad............ ......,,.,,..,.,.,42

Natural Select Wood [www.naturalselect.com] ....................Cover I

Osmose [www.osmose.com] .........,........,....7

Progressive Solutions Iwww.progressivesolutions.com]................33

Quality Fencing & Supply........ ................................45

Saxonville U.S.A. [www.saxonville.com].............................Cover IV

Siskiyou Forest Products

Southeastern Lumber Manufacturers Assn. [www.slma.org]......44

Sunbelt Material Handling [www.sunbeltracks.com] ...................25

Swan Secure Products [www.swansecure.com] .......................35, 43

Tolleson Lumber Co. [www.tollesonlumber

Universal Building Specialties

U.S, Borax [www.borax.com]

U.S. Plastic Lumber Ltd. [www

Vinyl Concepts & Design [www Vycom Corp. [www.azek.com]

Western Red Cedar Lumber Association [www.wrcla.org] -.........3

Williams & Sons, Jerry G. t7

ATTENilON:

WE ARE N THE PROcEqsoF CHANGING FROM YELLOW. A

More to come. Thank you for your cooperation.