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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.

Elder Forest Products, Inc.

Plant: 1726 West Street, Crowley, LA 70526

(800)256-7197 (337) 625-8141 . FAX 337-625-s275

Associate Member - Southern Cvoress Manufacturers Association

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.

It's the business software you've been waiting for. bisTrack is loaded with features and flexibility to expertly manage all buying, selling and tracking for your lumber and building materials supply business.

Best of all, bisTrack works the way you do. We designed bisTrack to simplify the tasks your staff does every day - creating quotes and orders, checking inventory, finding prices, negotiating discounts and much more. Searching for products or documents is remarkably easy.

Since it uses Microsofto technologies, bisTrack is easy to use, support and scale toyour needs. Plus, it's interoperable with any Windows@- based software includingthe Officeo suite, reporting packages such as Crystal Reports@, and financial packages such as Creat Plainso. lfyou haven't heard of Progressive Solutions,you will. Progressive Solutions has been delivering premium business software solutions for over a decade - to the wood products industry in North America and the building materials indusiry in the UK. Our reputation for rock-solid products and outstanding customer service has earned us the business of some of the too names in the industry. More wood ships using our Lumber Track" software than all other competitors combined. Newlv introduced bisTrack is already winning iave reviews. bisTrack- it's powerful,yet incredibly easyto use. You really must see it to bel ieve it. Ca | u s today for a d emonstration at fi77 -746 - 4774.

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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.

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

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.

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