Building Products Digest - March 2009

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Why Builders, Controctors, & Homeowners Use MicroProo Pr€ssure Treoted Wood Products

. The Osmose' MicroProo Technology is the first treoted wood process io be certified under Scientific Certificotion Systems Environmentolly Preferoble Producf (EPP) progrom bosed on Life-Cycle Assessment.

long Term Field Tesling shows thot MicroPro treoted wood provides effective protection ogoinst fungol decoy ond termite ottock.

Building Code Complionl.

Lighler, more Nolurol Wood Appeoronce. lmproved Poinfing ond Stoining quolilies.

Better Corrosion Protection for code-opproved fosteners ond hordwore, ond Approved for Aluminum Contocf.**

End Uses include interior ond exferior Above Ground,

Ground Contoct, ond Fresh Woter lmmersion.

Since 1934, Osmose has produced quality, tested, reliable wood preservatives such ss MicroPro. We fully stand behind our products and bsck them with industry leading warranties.*

For more informolion visil www.osmosewood.com

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Seruing lumber 8t buitding prodttcts retoilers 81, utholesate distributors ':.r,,,,liiiiiiiliil

(Sister publicati1n The Merchant Magazine seues the West)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

EDIT0R David Koenig (dkoenig@building-products.com)

ASS0CIATE EDIT0R Karen Debats (kdebats@building-products.com)

CONTRIBUTIIIG EDITORS

Carla Waldemar, James 0lsen

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

ADMINISTRATION DIRECTOR/ SECRETARY Marie 0akes (mf poakes@aol.com)

IAggrcssive mo*etlng helps soufien qpreos weolher e.onomic siom Monufocturers increose their visibility ond begin touting their products' green ottributes.

Soles olds: Redwood prcducls ond plons eoder io flnd

[urekol Dlscover prcfttr wlth hldden deckfostenen

l{ew green mlsrlon: Texor-bosed dlgtrlbuior rclb out ceilified product

flnolly cofthes up to wettem dol

92660-1872, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a Calitornia Corporation). lt is an independently owned publication lor building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright@2O09 by Cutler Publishing, Inc. Cover and entire contents are {ully protected and must not be reproduced in any manner with0ut 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.

CIRCUIAII0N Heather Kelly (hkelly@building-products.com)

How to Advertise

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About the Cover

The frsnt cover is a paid advertisement, this month sponsored by Trex distributor U.S. Lumber.

ALAN OAKES publisher a.joakes@aol.com

Oh dear, what can the matter be!

That headline used to be the start of a song we sang in kindergarten in England long, long ago. Certainly, it could have been a valid headline for any of the past many months. As I travel. a number of readers have thanked me for trying to be positive through these tough times, but I have to say that over the last several months it has become a stretch, as we've seen the economy go from bad to worse.

There are very few of us who have not been impacted either at work or home with current realities. It simply defies logic that so many super-intelligent economists and people in our government cannot understand that, with all of us in retrenchment. whatever is done must change the national psyche from "don't spend" to a confidence that "it's okay to spend." Until that changes, we are in for trouble. Some of you may remember my first columns after September I l, 2001, when I indicated we needed to go out and spend. And spend we did, leading to three to four years of a very healthy economy. Unfortunately, everything got overblown, leading to the current debacle. But, frankly, we need a similar uturn today. Yet we have all been squeezed of our net worth, so we do not have access to funds to go out and do the same thing today.

As I write this column. the stimulus package has not yet been passed, and there is a one-sided debate of what it should include or not include. But just about everyone I know has zero to little confidence that it will work in its current format. For me, I cannot see anything that will make me feel better, because too much of it will take too long to implement and fails to deal with the problems of this industry, which I believe is the key to changing our national psyche. In England we used to say an Englishman's castle is his home. and I believe that to be true here, too. However, one home is going into foreclosure every l3 seconds.

Enoueh said!

I understand that 64.000 U.S. companies filed for bankruptcy in 2008, and that is expected to rise to almost 100,000 this year. The issue we all face is that this is a downturn very different from the normal economic downturn we have seen befbre. in that it is a credit crisis and it is impacting just about everybody-corporate and private, in every industry and every country. This is the time when that apparently healthy competitor can go out of business next month. When customers no longer return calls. Inventories are cut or are non-existent. Getting paid is a problem. And the banks that told you how important you were are pulling the plug and cutting credit lines.

It is in these times when all the flaws in your business model are exposed. If you do not take steps to correct the flaws, the problems will eventually put you out of business. No business, even wildly profitable ones, are absolved from understanding that everything is now off the table. As I have said many times in the past, no one gets business by right; it has to be earned each and every month. As the tide turns. and it will. many companies will look nothing like they did going into the recession. Indeed. this is the time when new market leaders will evolve. Customers will have a different set of expectations. You will need to be different, too. And therein lies an opportunity for each of us.

The deep and fast changes that many of us have had to take actually bode well for the future as a rebound takes effect. It doesn't make us feel any better right now and will be painful even for those that survive, but you will be well positioned for fast growth hopefully later this year or early 2010.

And to all our readers and advertisers, I'd like to say we here at Cutler Publishing will do everything we can to help you. Please call me personally with your ideas and thoughts. We serve with thanks and we serve with humility in your support of our magazines.

SOUTHERN Cypress ManufacturL)ers Association will continue the aggressive marketing campaign begun last year and add even more content to its website at www.cypressinfo.org.

SCMA also plans to encourage increased awareness of cypress through advertising on the websites of traditional print publications, through magazine articles, and by participating in showhouse projects.

The newly updated website will include case studies, a library of embedded application videos, and a regular on-line newsletter for lumber dealers, architects and homeowners.

Ian Faight, who manages communications and marketing for the 27member association, said that the new resources will provide the ability to expand marketing and promotional reach while minimizing costs. Some initiatives, like the series of application videos, are actually designed to make the most of the ailing economy by appealing to homeowners who want to safeguard their most important investment.

"We'll show do-it-yourselfers how

to properly complete decking, siding, flooring and paneling projects," he said. "We want to show them how cypress can actually add monetary and aesthetic value to their homes."

Sustainable building will be another area of emphasis for the SCMA. The association recently published A Commitment to Sustainable Forestry, a new report that highlights the healthy state of the cypress resource in the U.S. and details the sustainable forestry practices of its members.

This report is based on a 2008 study by the U.S. Forest Service, which found that "though the cypress resource has fluctuated in recent years, no state has experienced a significant change in volume in recent surveys." The report also cited regional and statewide inventory and analysis surveys that indicate the "relative stability of the resource."

Before the economic slowdown, SCMA members had made great strides in building awareness for cypress outside the Southeast, where the wood has always been popular not only because of its natural durability,

sustainability and rot resistance.

This increased awareness was evident at the 2009 International Builders Show, where builders from California, the Southwest. and the Midwest asked SCMA representatives about cypress and its availability in their markets.

Nancy Tuck, v.p. of Gates Custom Milling, Gatesville, N.C., and the incoming president of SCMA, said, "There's always going to be a great deal of interest in products that are beautiful, durable, and competitively priced."

According to the Forest Service study,T5Vo of all cypress grown in the Southem U.S. is owned by small, private landowners. "This creates some unique challenges under some of the current guidelines," noted Tuck. "It is a priority for SCMA to work closely with organizations that are establishing the criteria for various certifications."

SCMA and its members are proud to promote cypress as a renewable resource that is both beautiful and durable. For more information, visit the website or call (412) 829-0844.

Redwood products and plans easier to find

la'r ALIFORNIA Redwood Associ\-. ation has expanded its efforts to make it easier for contractors and doit-yourselfers to locate-and be successful with-redwood.

CRA recently revised its website (www.calredwood.org), a central source for information on redwood

products and forests, to update its "online locator." Now a single-click service with current information, consumers need only to enter a zip code to find lumber retailers in their area that carry redwood products. Retailers carrying redwood are listed by proximitv. nearest retailer first.

CRA encourages retailers to try the locator (www.calredwood.org/refl locate/locate.php) to ensure the association is providing a comprehensive Iisting for consumers. "We have made every effort to be all-inclusive," says Bob Mion, CRA marketing director, "but we recognize the possibility that

CALIFORNIA Redwood Association is producing a series of instructional videos to encourage d-i-yers to tackle more redwood projects.

we have inadvertently missed a few retailers along the way. If we have, we want to know about it."

Retailers wishing to be added to the locator service should email contact information to info@calredwood. org.

The locator update is part of CRA's continuing effort to reach out to lumber retailers. "We launched a very successful pilot effort last year," says Mion. "We have some programs in place that we are ready to grow to include more retailers. Certainly, updating our website to make it easier for consumers to find the redwood products they want is consistent with our retailer services efforts."

Mion also notes that CRA's "Build a Deck, Win a Deck" promotion, which engages redwood retailers and debuted last summer in select northern California markets, is poised to expand this year.

CRA is also introducing the first of its d-i-y "how to" videos to encourage current redwood customers to take on more projects. "Our website already has a number of project plans, from picnic tables to gazebos, that d-i-yers and contractors can download," Mion shares. "The plans are already there and generate a remarkable amount of web traffic. The next step is to provide instructional videos to accompany those plans, and help redwood enthusiasts be successful in creating projects that enhance their outdoor living."

The first digital video accompanies the "Windsor Shade Structure" plan, one of the plans most frequently downloaded from the CRA website.

The video is broken into six sections, following the project plan and demonstrating how to set the footings, install the posts, beams, braces, rafters and finally louvers. Host Jeff Imwale, a licensed Northern California contractor, explains each step being taken and provides "contractor's tips" throughout.

CRA also has posted a video to

help consumers finish and maintain their redwood decks. "Redwood is a low-maintenance decking material," says Mion. "You can leave it alone and let it weather naturally, or take a few simple steps to keep redwood's distinctive warm red tones fresh. The video shows the proper techniques for cleaning a redwood deck and applying a finish to keep the like-new look

Redwood Promotion & Inspiration - Now Free

California Redwood Association is making available to lumber retailers that carry redwood products three publications designed to inspire consumers to build with redwood. The publications, once available for a fee, are now free while supplies last.

While redwood is often the natural product of choice for a range of outdoor living projects, decking and fencing applications account for the vast majority of redwood used. CRA is therefore making copies of All Decked Out... Redwood Decks: Ideas and Plans for Contemporary Outdoor Living (Skinner, Tina; Schiffer Publishing 1998) available free. The 160-page high-end book features dozens of pictures of redwood decks to spark the imagination. A// Decked Out.. Redwood Decks also features redwood pavilions and shade structures, and ideas for using redwood around spas and pools.

In addition to the attractive pictures, the book also includes architectural diagrams and tips for

designing the perfect deck.

CRA is also offering Fancy Fences and Gates (Skinner, Tina; Schiffer Publishing 1998), which features the next most popular uses for redwood products. Fancy Fences and Gates showcases elegant architecture and innovative designs perfect for any number of settings on 80 pages.

To demonstrate redwood's allaround versatility, CRA is also offering its Redwood Design Gallery free of charge. This 8-page, full-color tabloid publication helps homeowners visualize the many ways redwood can enhance their outdoor living areas with pictures of a range of redwood projects.

All Decked Out...Redwood Decks (regularly a $30 value) and Fancy Fences and Gates (regularly a $21 value) are available free to retailers while supplies last, limit 2O per retailer. Redwood Design Gallery is also free while supplies last, limit 200 per retailer. To order, email shipping information and quantities desired to info@calredwood.ors.

VIDEO host Jeff lmwale helps fellow contractors build with redwood.

for years. It also shows how to restore weathered redwood decks and remove stains like barbecue grease. Restoring a deck doesn't take a whole lot of effort, and the results can be quite impressive. It's a great way for consumers to protect their investment

in redwood."

While contractors and d-i-yers can download plan files from the CRA website, CRA is also making colorprinted versions of the project plans available free to retailers who want to stock them. CRA offers plans that

show how to build an Adirondack chair, Adirondack swing, garden tool shed, Lake Tahoe gazebo, Mendocino bench, Santa Cruz sandbox, free standing deck and other projects. View them all at www.calredwood. ors/ref/lit.htm.

Redwood - Certifiably Sustainable & Undeniably Green

recyclable and biodegradable. Plus, Jourdain points out, "Trees are essentially carbon eaters. Lumber stores the carbon that trees absorb from the air when they grow, and keeps it safely out of the atmosphere for the long haul. That reduces emissions and a consumer's carbon footprint."

Trees remove carbon dioxide from the air through photosynthesis. They absorb carbon and release oxygen, converting the carbon to wood fiber in roots. trunks and branches. The faster a tree grows, the more carbon it removes from the atmosphere.

redwood forests are managed sustainably by law," says Jourdain. "They are all subject to the state of California's Forest Practice Rules, which an independent study found to be as strict as, or stricter, than the FSC and SFI programs."

The push to be green often ends up with customers turning to retailers for answers to questions about green building and how different building materials measure up. Consumers increasingly rely on third-party certification and rating systems for guidance, but seldom delve.very far into how various rating programs are structured or what makes one material greener than another.

"The green movement is all about sustainability," says Charlie Jourdain, president of the California Redwood Association. "Its ultimate goal is to make consumers more aware of the impact of their consumption choices and encourage wise decisions about resource use. There's a lot offocus on the 'carbon footprint' because of the concerns around global warming and greenhouses gases, and certainly energy efficiency and renewability are a big part of the equation. Those are areas where wood in general, and redwood in particular, excel."

Wood is the only major building material that is entirely renewable,

"Managed redwood forests are perhaps the most efficient scrubbers of greenhouse gases on the planet," says Jourdain. "Because redwood is such a fast-growing species, it pulls more carbon out of the air than most species. Using redwood lumber then stores that carbon and replanting continues the cycle. The typical redwood deck stores more than a halfton of carbon, and it looks great doing it."

Jourdain also notes that redwood is grown, harvested and brought to market in a sustainable manner. Some of the most advanced forestry science and technology in the world is found in redwood country. "Commercial redwood forests are subject to some of the most restrictive regulations anywhere and managed to highest environmental standards in the world."

In fact, nearly 9OVo of lumberproducing redwood forests are certified to be well-managed and sustainable under the two largest independent certification programs in the world, the Forest Stewardship Council and Sustainable Forestry Initiative. Those certification programs examine air and water quality, harvesting and regeneration practices, wildlife protections, and other forest management issues.

"Really, all lumber-producing

In addition to its renewability, sustainability and carbon sequestration advantages, Jourdain points to energy efficiency as one of redwood's significant green attributes. "Redwood has a great story to tell when it comes to energy efficiency," he says. "Not only is redwood essentially a product of solar energy, converting sunlight to wood through natural growth processes, but many redwood sawmills are powered by clean energy produced from wood chips, bark and sawdust. Mills even make electricity available to California's power grid to lower the need to produce energy from carbon-emitting fossil-fuel sources."

"About the only thing that's not green about redwood," says Jourdain, "is the color that makes it so distinctive. Customers looking for green options should choose redwood with confidence."

forestry regulations stack up well with independent third-party certification systems.

Discouer profits with hidden deck fasteneFs

By Don Martel Tiger Claw

LTEARLY a decade ago, hidden I \ deck fasteners began emerging as a valid alternative to traditional deck nails and screws. Homeowners started realizing they could extend the life of their decks while enjoying a pristine, safer, nail-free surface. Builders saw that the installation process with hidden deck fasteners was becoming easier, faster and more cost-effective, and enabled them to garner greater profits.

The struggle facing many LBM dealers and distributors today is that there are many choices of hidden deck fasteners on the market, for every type of decking material. How do you know what to stock and sell? How do you know what type and brand will meet the needs of your diverse customer base? Once sold, which manufacturer is going to provide extended customer service and education?

Here are some tips for selecting a

hidden deck fastener line that will increase your sales and make your builders more successful.

First, identify a manufacturer that has fastener systems for all of the most popular types of decking-pressure treated, composite, exotic hardwoods, cellular PVC, and pre-grooved boards.

Hold-down strength is one of the most important factors you'll need to consider when selecting a hidden deck fastener. Hold-down strength keeps boards from cupping, squeaking or moving. Pressure treated lumber in particular tends to move after drying in the sun, so you will need something with a lot of hold-down power.

Ease-of-installation will be extremely important to your customers. Look for a fastener with a simple "topside" installation. With many fasteners, builders have to be contortionists in order to install them,

and often run a greater risk of injury.

One hidden cost to consider is the requirement for your customers to purchase special tools in order to install the fasteners. Some require a biscuit cutter, router or special hammer. Others may include an installation tool with every box or bucket of fasteners. Look for fastening systems that provide everything the builders need. Your customers will appreciate it.

Finally, be proactive and consider linear expansion for composite decking materials. When using composites. the length of the boards can grow up to 3/8". Screws don't have any give, thus run the possibility of being sheared. Look for fasteners with a slotted hole that allows for expansion and contraction. Look for a design that allows the board to move.

While there is no "one-size-fits-all" hidden fastener, you can find one manufacturer that offers a full line of deck fasteners to meet the exact requirements of the decking materials, densities and board sizes. Your success depends on your ability to match the fasteners to the application.

Look for a manufacturer that offers training and regular product updates. Look for one that has support services, ideally seven days a week, for you and your customer. And find a company that provides you with sales and marketing materials that make the fastener line jump out to customers. If they don't know about it, they won't buy it.

Builders know that with money getting tighter, homeowners are getting harder to please-and rightly so. They don't want to mar a brand new deck with nails and screws that cause splitting, splintering, cupping and rotting. With each pounding of the nail, a new deck can instantly turn into an

YOU SEE lT (fop right), now you don'l (lower): hidden deck fastener for treated wood.

Burr,orNc Pnooucrs Drcosr MnncH 2009

ugly deck. Mone! spent on beautiful wood or higher-priced composite decking is wasted because of the immediate and unavoidable damage to the surface boards.

Providing a line of high-quality, easy-to-use, and affordable hidden deck fasteners can make a difference in your bottom line and in your customers' satisfaction.

- Don Martel is co-inventor oJ'Tiger Claw. He can be reached at (800) 9284437 or tigerclaw@deckfastener.com.

Hidden Deck Fasteners

Deck Glip Screw Pnoducts www. screw-pPod ucts. co m

DeckEase

Titan Metal Wenks www.splitstop.com

Deckmaster

Gnabben Constnuction Pnoducts www.deckmaster.com

Eb-Ty www.ebty.com

Equator

Univensal Forest Pnoducts www. latitudesdeck. com

Hidden Link

Ty-Lan Entenpnises www.shadoetrack.com

Hidden GFIK Fastener www. grkfastenens. com

lnvisi-Fast www.invisifast.com

lpe Clip www.ipeclip.com

|Gl Hidden Fastener System FastenMaster www.fastenmaster.com

Lumber Loc KK Mfg. www.lumbenloc.com

Shadoe Track

Ty-Lan Enterpnises www.shadoetrack.com

Tebo Fastener www.spotnails.com

Tiger Claw www. deckfastenen. com

MancH 2009 BuruorNc Pnooucrs Drcnsr

A S A reporter. I'm the joumalistic .CLequivalent of a coupon clipper. No, I'm not looking for discountsI'm after leads.

So when I read a 3-inch announcement in this magazine a year ago about the expansion of a company launched in January 2006 called Green Depot, I tucked it away, like a wine that needs aging, to uncork later and see how time had treated the venture. Did it-as they say about a good Merlot-have "legs"? Had it developed (another wine-geek term) "character"? In other words, was there something behind the pretty label that was worth cellaring long-term?

The short answer, as I discovered

Green and growmg

o

East, along with a proactive solution: Open a green retail outlet to serve residential and commercial contractors and concerned homeowners, like her. "The idea," recounts Holiber, "was to get the message out to the trade and become a retail dealer for contractors: bring green products to them."

Marjam's existing set-up eased the start-up pains. Rather than reinventing the wheel, Green Depot was implanted as a retail store within the organization's existing buildings, "so we could use the same trucks, same warehouse, and keep the same hours," Holiber explains.

in an in-depth phone interview with Green Depot's general manager, Jim Holiber, is yes. Here's how and here's why.

Blame it on the kids. When a young East Coast businesswoman. Sarah Beatty, became a new mother, like many in that demographic, she wanted to renovate their living quarters to achieve a cleaner, greener-in a word, healthier-place to raise her family. But, as she soon discovered, finding green products on the East Coast to meet those parameters was difficult, to say the least.

She carried her frustrations to her husband, the owner of a large distribution company-Marjam-in the

16 BurlurxcPnolucrsDrcnsr MnncH2009

Plus, these locations had been established in major East Coast cities, where the green market is ripe. Headquartered in Brooklyn, N.Y., the first expansion site became Newark, N.J. In 2008 the number of Green Depot locations rose to six, with two more set to launch in March 2009. "Because these sites are in industrial areas, they're not pretty," Holiber demurs. "But the homeowners find us; they're glad to make the trip," he's found. Next on the drawing board is a reach into the Midwest via Chicago.

The initial task, of course, was to select and assemble green products, and in breadth, depth and quantity to allow consumers one-stop shopping. "At first, they were hard to locate," Holiber notes, "but we've come a long way and added many product lines," including FSC-certified lumber, zero-VOC paint, carpet, energy and water conservation items, kitchen and bath cabinets, wood flooring, windows, caulking, filters, and the list goes on.

All had to pass the company's stringent, proprietary Green Depot

Filter, he says. Here's how that works. Holiber, a 2o-year veteran of building distribution, heads a committee that includes an on-staff chemist evaluator and recycling specialist. Together, they analyze each product. "First off, does the product work?" Holiber asks. (Otherwise, who cares how green it is?) "Then we look at its sustainability and life cycle, its recyclability and energy efficiency, and make an evaluation. Finally, we attach our icon, which carries different shades of green color, from light to dark for degree of greenness, so consumers can make their own informed decisions."

"Sure, sometimes the greenest may cost a bit more, but often over its life span it more than pays for itself. Yet," he emphasizes. "the decisions are up to them. And of course we have to make sure that the vendors can handle the volume we need-no start-up in some guy's garage. We need fulfillment."

Education is a big deal at Green Depot, and that starts with its sixlocation staff of 60. "They're really excited, true believers-very smart, college-educated, and have a high interest," he says. "At the outset, we others do product knowledge training for a few days, then give them a breather out on the floor. Then back in the trenches for more product knowledge. After that, we reinforce it with monthly training sessions."

Gettins the word out has not

proved difficult. "We visit contractor firms and do presentations, do speaking engagements, and it's catching on," Holiber notes. "In today's tougher business environment, contractors have the time and want to make changes to help their business.

"At the beginning, it was homeowners who found us through their research and sent their contractors, telling them, 'You must go to Green Depot.' Now, the idea has taken hold. Especially when the economy is bad, they look toward trends of the future, and we're here to educate them. Also, we do cold calls and visits and are involved in trade shows and local events. We even visited a high school! Okay, we didn't draw 10000 people, but the hundred who showed up were interested.

"In fact, we're opening a consumer store in New York City, in the upand-coming Lower East Side, with a showroom"-all Green Depots offer extensive showrooms-"and plan to offer educational seminars for homeowners. But this store will be a bit different: We're expanding our product line to include furniture and baby products-cribs, mattresses, carpets. We find this is a huge market for the families re-doing their houses. For them, their kids' health-especially indoor air quality-is a big deal."

"With the btzz we've created, we're able to pick up more regional products, and thus not have to pay the

huge freight costs coming from California," he adds-a value-formoney feature he can pass on to the end-user.

Another unique service is Green Depot's Flip It Green program. People are invited to bring in their blueprints, and Depot's staff will recommend CSF products in all areas"provide alternatives, such as adhesives, flooring, plywood without formaldahyde, whatever. It's a good selling point," Holiber attests.

Bottom line: Is this a green dream, or is it working? "We're in a growth mode," he declares. "We're managing our growth and investing our profits back into the company. Contractors like our services-boom trucks, forklifts for delivery-and we've put together a strong education staff to inform the customers, hold the contractor/s hand to help them transition from the conventional ways. We're very aggressive," he doesn't hesitate to add.

And that stance has paid off, all right. From 2007 to 2008, Green Depot experienced revenue growth of 2507o. Not bad, even in the best of times....

SIGNAGE reminds cuslomers how oroducts help the environment, such as how caulking can seal air leaks to reduce heatino and cooling costs.

- A former award-winning LBM trade magafine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comcast.net.

fN A previous life I worked for INike. I remember one of the marketing people saying, "These shoes sell themselves!" Yet working with salespeople in the field, it didn't seem to me that the Nikes were selling themselves!

While some products may sell themselves, most products are in competitive markets that need salespeople to sell them.

Why do I bring this up? Because it is important for us as salespeople to understand our part in the process. We go into the world and qualify customers for our product or service. We ask the tough questions early. When we find out that this person or company qualifies for our product or service, we persuade them to buy from as.

Misplaced Guilt

Salespeople who feel guilty about persuading customers should redirect those feelings and feel guilty about not doing a good enough job in discovery, i.e. qualification. A mistake that honest sellers make is not being clear, direct, assertive or aggressive (pick the word that works for you) enough in discovery. Failing to qualify the customer leads many honest sellers down the path of trying to sell a customer something they aren't really looking for. Non-qualification of customers is one of the biggest time/money robbers for salespeople.

The negative myth about sales is that we are talking people into things they don't need or want. Does this happen? Yes, but not often. First, the majority of professional sellers are honest, hard-working people. Second, professional sellers know we can't build a career on lies. Third, in most business-to-business sales we are selling to a professional buyer, not an

PersuasionIt sells itself

By James Olsen

unsuspecting neophyte. Ultimately, as professional sellers we want customers, partners and orders while the lying non-pro is just looking for orders.

How Can I Persuade If All They Want Is a Number?

Struggling sellers believe customers only want a number. Because these salespeople agree, that is all they give the customer-the number. Since all these sellers give them is the number, they don't get much business. Think about it-when was the last time you bought something solely on the number?

master sellers hunt for them. Master sellers understand that obiections are a cry for help.

How to Persuade

Be pleasant. Our attitude during the selling process is pleasant, up-beat and positive. I am shocked at salespeople who talk and act as if they are going to their own funeral. Nobody is going to jump off a bridge with us, but many will follow a pleasant sales person.

Human beings are intellectual and emotional animals. Thus, in addition to using our minds to make buying decisions, we also use our emotions. Think about your favorite coffee shop, barber, clothing store, or bar. In most cases, the/eeling the place gives us is more important than the prices they charge. Is price a factor? Yes, but more in a general sense of being competitive. We don't want to get rippedoff, but as long as the price is competitive, we will spend our money where we a"re most comfortable.

Human beings like to be persuaded. This is where master sellers and struggling sellers differ. Struggling sellers are intimidated by objections while

Promote positives. We must know a/l the positive factors about our product or service. Too many sellers will mention only the obvious (if that!) factors of their product without getting into the other factors. I have a customer, for example, who provides Saturday delivery. This is a valuable asset to their customers, yet many of the salespeople in the organization fail to bring up this service when prospecting. The service itself is a benefit yes, but it also sends a powerful message: we go the extra mile. Here is a valuable service that is left un-promoted and thus cannot be used to persuade customers to buy.

Listen. If we listen to our customers they will tell us what will persuade them. That is why discovery is so important. We must be thorough in discovery so we can be thorough in our persuasion. Our product may be the same as our competitors in every way but one and that could be the one thing that makes the difference in the customer's buying decision.

Our challenge as master sellers is to embrace and master the art of persuasion. Happy persuasion!

- James Olsen, Reality Sales Training, specialirys in sales training for the lumber industry. Reach him at james@realitysalestraining.com or ( 503 ) 544-3 572.

Distributor rolls out certified product

EIOR more than 35 years, East Teak Fine Hardwoods has .|-' distributed and manufactured a wide range of products-decking, siding, flooring, and architectural mouldings-from a variety of exotic hardwoods. To set itself apart, the company has made offering certified and sustainable wood its top priority.

"We are constantly sourcing new FSC-certified products to guarantee the legality and sustainability of our wood resources," says president Wayne Rogers. Recently, the company's search led to Accoya, a molecularly altered wood developed by Accsys Technologies and promoted by its wholly owned subsidiary, Titan Wood.

"East Teak had been looking for a new product for some time that would be unique, FSC-certified as legal and sustainable, have the durable qualities of exotic hardwoods, and be moderately priced for all of those qualities," said Matt Mladenka, East Teak's marketing and sales director.

When he read an article about Accoya and learned that Titan's U.S. headquarters were right across the street from East Teak's corporate offices in Dallas, Tx., he decided to investigate further. "After six months of product education, testing and negotiating, both companies believed the partnership was a good fit and moved forward," said Mladenka. "We feel that Accoya is a 'wonder wood' that would be the perfect alternative to teak or the other popular exterior woods, such as cedar, redwood, ipe or mahogany."

In January, East Teak entered into an agreement with Titan to import and distribute Accoya in North America, including the Caribbean.

East Teak will be milling Accoya into exterior decking, siding, and custom mouldings at its manufacturing facilities in Donalds, S.C., and Sultan, Wa. East Teak will also work with custom door and window manufacturing companies. while Titan Wood will work directly with the larger door and window companies.

According to Titan, the non-toxic acetylation process used to produce Accoya was designed to improve the performance and appearance of radiata pine and other sustainably grown softwoods without compromising the wood's strengths or machinability. The process reduces swelling, shrinking, and cracking, while improving resistance to UV light, insects, and micro-organisms such as fungi.

"Innovative technologies such as that used for the production of Accoya will give end users the confidence to turn to fast-growing, sustainable species, safe in the knowledge that their performance can match that of the very best tropical hardwoods in demanding applications," said Finlay Monison, c.e.o. of Accsys.

Accoya is manufactured in Titan's state-of-the-art manufacturing plant in Arnhem, Netherlands. Mladenka says that Titan's long-term goal is to produce the wood in U.S. factories using North American woods such as southern yellow pine.

Mladenka noted that East Teak has high hopes for Accoya. "We sell the highest quality of everything, only the finest hardwoods. Accoya is a 'Cadillac' wood that fits that phrlosophy."

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The Fomrcd Truck Terping Strt€m has brcn dmlopcd for the rhipping and rccciving indurtrie*

Dcrigncd to carc tfic hendling of truck tarpi, thii prcven :yrtcnr b op€rator friGndty, labor efi cicnt and refe.

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NEW BRIDGE in the Netherlands, spanning 105 ft. and able to withstand 60 tons, is the first built of Accoya wood.

Rrrlrrrns

Iverson's Lumber Co. is closing its Milford. Mi.. location and consolidating operations at its store in Highland, Mi., which is adding storage areas to accommodate the increased business

G.V. Moore Lumber Co. has placed its yards in Chelmsford and Webster Ma., up for sale

Alexander Lumber Co. is closing its 97-year-old yard in Galesburg, Il., consolidating business at branches in Woodhull and Monmouth,Il. ...

Hilltop Lumber,New Ulm, Mn., is liquidating after 7 years, ending with a March 21 auction

D&J Hardware & Building Supply, Lone Grove, Ok., is helping to rally relief efforts after the town was hit Feb. 10 by an F-4 tornado that killed nine and left hundreds homeless; contact owner Jim Schumacher at (580) 277-9833 or aceman66@cableone.net ...

Jay-K Lumber, New Hartford, Ct., is consolidating its Herkimer, Ct., cabinet branch into its main cabinet store in New Hartford: Jeff Klock and Mike Willson will relocate from Herkimer to New Hartford

Eddie Moretz Lumber Co.,Deep Gap, N.C.,lost its office and warehouse in a Feb. 12fre ...

Easter's True Value, Clarinda, Ia., is redesigning its layout to the Destination True Value format

Ace Hardware closed its 5-vearold store in Du Quoin, Il.; owner Joe Turley continues operating stores in Marion and Energy, I1.

Farver True Value, Newton, Ia., will add a 25,000-sq. ft. store in Decorah. Ia.

Lawe's Cos. opened new stores Feb. 20 in Alachua, Fl., and Essex,

Vt.; Feb. 6 in Kendall, Fl., and N. Richland County, S.C., and Feb.2 inKyle,Tx....

Lowe's is putting the finishing touches on a 103,000-sq. ft. store with 31,500-sq. ft. garden center in Middleburg, Fl.; anticipates a fall opening in Mt. Juliet, Tn., and has postponed plans to build in Bolivar, Ms., until 20Il ...

Home Depot opened a replacement unit Jan. 29 in Webster, Tx.

Menards opened a new store Feb. 10 in Chillicothe, Oh. ...

Reid Ace Hardware, Huntsville, Al., is liquidating after 46 years and is up for sale; co-founder Joe Reid died in April

Ace Hardware, Weaverville, N.C., added a 12,000-sq. ft. branch in N. Asheville, N.C.; Bill and Erik Young, owners

Carpenter's True Value Hardware,Clemmons, N.C., has closed after two years

Square Deal Hardware, Lacey Township, N.J., is closing this month after more than 70 years

DG Ace Hardware has switched to Do it Best and renamed its 10 stores in Florida, Illinois and Wisconsin DG Hardware

Habitat for Humanlry held a grand opening Jan. 30 for its new ReStore discount LBM outlet in Warner Robins, Ga. (Blake Lambert, mgr.)

Wror:srrrns/trrurltru nrns

Allstate Distributors will build a $1.5-million lumber DC in Lubbock,Tx....

Laurel Lumber Co., Laurel, Ms., has been acquired by King Lumber Co., Forest, Ms.

Clemsa Lumber, Pollok, Tx., has temporarily closed, laying off

100 workers until lumber prices rebound: sister mill CaI-Tex Lumber, Nacogdoches, Tx., continues operating four days a week

Weyerhaeus er has indefinitely closed its veneer and lumber mills in Pine Hill,Al., laying off 300 ...

Scotch Lumber Co. will temporarily shutter its Fulton, Al., mill next month

Northeast Wood Products, Pownal, Vt., is facing foreclosure proceedings initiated by creditor Berkshire Bank

Lo ui s iana- P ac ffic indefinitely curtailed production at its LVL mill in Wilmington, N.C., effective Feb. 27...

Harrigan Lumber, Monroeville, Al., temporarily idled its mill

Boise Cascade's Oakdale, La., plant temporarily ceased plywood production Feb. 2

Anthony Wood Treating, Hope, Ar., and BB&S Lumber, N. Kingston, R.I., are converting from MCQ to Osmose's LifeWood micronized copper azole

Hood Distributionb Manchester, Ct., DC is now distributing TimberSlL-treated products in Ct.; northern N.J.; Long Island, N.Y., and western Ma. ...

Blue Lira Holdings, Atlanta, Ga., has signed a three-year deal to be the exclusive two-step distributor of Georgia-Pacific 's GP LAM LVL, Wood I Beam joists, and FiberStrong rim board in the U.S. and Canada...

Universal Building Spe cialtie s is now distributing Correct Building Producls' CorrectDeck CX composite decking and CorrectDock in the Southeast, midAtlantic and Caribbean from its DCs in Auburndale. Fl.. and Lexington, S.C.

Coastal Forest Products, Bedford, N.H., now distributes ponderosa pine mouldings from Setzer Forest Products ...

Housing starts in January plunged 16.87o to a record low

(Please turn to page 26)

Listings ure tlien subrnitted ntorttlts in udvancc. Altt'ttr-s t'ariJ), clotes and lrtcatitns with slxtnsor beforc nutkirtg ltlurt.s trt uttctul.

Mnncr

Northwestern Lumber Assn. - March ll-12, Nebraska lurnber convention. Embassy Suites, La Vista, Ne.; (6 l2) -5'1'1-6tj22.

New Jersey Lumber Dealers Association - March 15. salcs training scminars. Springficld, N.J.; March 16, C-'herry Hill. N.J.;(tt00) 269-9603.

National Lumber & Building Material Dealers AssociationMarch 16-18, lcgislative confbrcnce & grccn building forunr, Marriott, Washington. D.C.; (800) 634-8645.

Hardwood Manufacturers Association - March 17-19, conf'crencc & expo. The Wcstin, Charlotte, N.C.; (412) 829-0770.

Southern Cypress Nlanufacturers Association - March 17-19, annual mccting. Westin, Charlotte, N.C.; (.1 | 2) 829-0110.

Nloulding & Millwork Producers Assn. - March l7-20, winter business rleeting, Lakc Las Vegas, Nv.: (800) -550-7lt|9.

Vermont Retail Lumber Dealers Association - March 17. yard opelations seminar, Whitc River Junction, Vt.: March 25. Microsofi essentials class. Rutland. Vt.; (800) 2L)2-6152.

Central New York Retail Lumber Dealers Assn. - N{arch 18. insurance serninar. Cortland. N.Y.: (U00) 292-6152.

Eastern New York Lumber Dealers Association - Nlarch 19. yard manage ment seminiin March 20. customcr service rt-minar. Rensselaer, N.Y.; (1J00) 292-67-52.

Blish-Mize Co. - March 20-21, spring markct, Ovcrlancl Park Convcntion Center, Ovcrland Park, Ks.l (800) 995-0525.

JLC Live - March 20-21. Providence R.l.l (800) 26 l-7769.

International Home & Housewares Show - March 22-24' McCormick Place, Chicago, Il.r (847) 292'4200.

New Hampshire Retail Lumber Assn. - March 24, learn fl'om Icrsses seminar, Beclfirrd, N.H.: (800) 292-6152.

Western Nelv York Lumber Dealers Association - March 24. grcen building seminar. Rochester, N.Y.: (800) 292-6152.

Greenprints - March 25-26, Atlanta, Ga.; (404) 812-3549.

International Wood Products Association - March 25-27, annual convcntion. Indian Wclls. Ca.: (703) 820-6696.

Long Island Lumber Association - March 26. grecn building scnrinar. Black Millwork. Hauppauge. N.Y.; (1J00) 292-6152.

Amarillo Hardware - Nlarch 27-2t1, nrarket. Amarillo Civic Ce nter. Amarillo. Tx.: (800) 949-4722.

True Value Co. - March 27-29, spring market. Brnest N. Morial Clonvcntion Cente r. Ncw Orlcans. La.: (173) 695-5000.

American Architectural Nlanufacturers Assn. - March 3lApril 2, rcgional meeting, San Antonio, Tx.; (847) 303-5664.

Apnrr

Kentucky Forest Industries Assn. - April l-3, artnual ntceting. Marriott Griffin Gatc. Lexington. Ky.: (1300) 203-9217.

Kitchen & llath Industry Show - April l-3, Georgia World Con-{ress Centcr. Atlanta. Cia.; (u00) t343-6522.

Mid-Atlantic Industrial Woodworking Expo - April 2-3' York Expo Center. York. Pa.: (U28) 4-59-91J94.

Northeastern Lumber Nlanufacturers Association - April 2-3, annual conyenrion. Boskrn. Ma.l (207) 829-690 I

Lumbermen's Association of Texas - April 2-4, annual convention & cxpo. Gah'eston Island. Tx.; (703) 264-1690.

F'ire: Flammability & Combustilbilitf in Building MaterialsApril 6-7, confercnce. Chicago. Il.; (703) 264- 1 690.

Northeastern Young Lunrber Execs - April 16, sprin-e lcadcrship conf'ercnce. Norlhumpton. Ma.: (80t)) 292 6752.

Florida Iluilding Material Association - April 16-17. poker & solf tournaments. Ocala. Fl.: (352) 383 0366.

Lumber Association of Texas holds its annual convention and buying show April 2-4 at the Galveston Island Convention Center, Galveston Island, Tx.

Presenters include Tom Fife on customer service, John D. Wagner on green building trends, and Federal Reserve Bank analyst Danielle Dimartino.

There's also golf, fishing, a crawfish boil, silent auction, and megabuying show.

Florida Building Material Association and Dixie Plywood Co. are conducting a March 2J webinar on supplying FSC-certified wood.

Northeastern Retail Lumber Association will present an April 9 webinar on "Understanding Health Insurance to Reduce Costs." Aprll 23 will be a "Teach & Tour: Lumber

101" mill tour at Wiener, Crowley & St. John, Maspeth, N.Y.

Vermont Retail Lumber Dealers Association will present Tom Fife on "Managing Yard Operations" March 17 at Comfort Suites, White River Junction, Vt., and a "Microsoft Essentials for LBM Employees" class March 25 at the Holiday Inn Conference Center, Rutland, Vt.

Eastern New York Lumber Dealers Association will offer Fife's yard management seminar March l9 and his "Create a Culture of Customer Service" March 20, both at at NRLA hcadquarters in Rensselaer, N.Y.

Central New York Retail Lumber Dealers Association will conduct "Understanding Your Insurance Policies" March 18 at the Ramada Inn, Cortland, N.Y.

New Hampshire Retail Lumber Association will discuss "Lessons from Losses" March 24 at Manchester

Country Club, Bedford, N.H.

Western New York Lumber Dealers Association will present "Green Building 101 for LBM Dealers" March 24 at the Home Builders' Association, Rochester, N.Y.

Long Island Lumber Association will offer the same program March 26 at Black Millwork, Hauppauge, N.Y.

Northeastern Young Lumber Execs holds its annual leadership conference April l5-16 in Northampton, Ma.

Northeastern Lumber Manufacturers Association has slashed the member registration fee to its April 23 convention in Boston, Ma., from $249 to just $l

Alter taking part in committee sessions, awards events, and seminars, attendees can enjoy "Dirty Dancing: The Classic Story on Stage" at Boston's Opera House.

Kentucky Forest Industries Association will kick off its April l-3 convention at Marriott Griffin Gate Resort, Lexington, with the Log A Load Golf Scramble, which raises funds for the Log A Load for Kids campaign. Prizes will be awarded and a set of irons will be given away.

Get ready for reen home builders

By Jay Tompt

1'tHlS year may be remembered for I its gargantuan financial meltdown and economic crisis.

It may also be remembered as a foundational year for green home building for two big reasons.

First, energy and water conservation are even more important issues than ever before. With government incentives, such as rebates and weatherization financing, and water rationing looming in some regions of the country, energy and water efficiency are top of mind concerns for homeowners and new homebuyers.

Second, green homes are selling faster than non-green homes. The LEED for Homes program is barely a year old and already there's a ten-fold increase in new homes slated to be certified this year. With production home builders now taking notice, you can bet that a dramatically larger percentage of new housing starts will be green.

If a rebound in new home construction will be led by green, how can retailers position themselves to benefit? To get a broader perspective on this question, I organized a virtual roundtable discussion with some green building professionals. It seemed everyone wanted to talk about LEED for Homes and rising consumer demand. Why? While it's not necessarily a good fit for every project, it's a national standard and a strong brand, which is especially good for production builders. New homebuyers are already looking for energy efficiency and healthy indoor air quality, so a credible national green certification for homes helps builders sell their green homes quicker.

To meet the growing demand for green homes, the new professional credential, LEED AP + Homes, is rolling out this year and will dramati-

LEED* FOR HOMES

cally increase the number of professionals working in the area. This is precisely where retailers should take notice.

"Retailers who are serious about serving their pro customers need to get themselves educated about the changes transforming the home building industry," says Michael Strong, president of GreenHaus Builders, Houston, Tx. He has been building green for years, was one of the first to build a LEED for Homes project, and was the 2008 NAHB Green Building Advocate of the Year. He recommends that retailers have at least one staff member go through the LEED AP + Homes training and then bring the rest of the staff up to speed.

"Nothing's more frustrating than to spec a product, educate my supplier, and come back for a second purchase to find they no longer stock the product because they didn't understand it," says Strong.

Education and training is also a main theme for Heather Gadonniex, LEED AP, and president of Green It Group, a sustainability consultancy. "When I meet with major retailers or distributors looking for help getting into the green building market, I find there's enormous confusion about green building guidelines and product

certifications." she says.

Part of the blame must go to product manufacturers whose sales and marketing people often add to the confusion. But retailers must ultimately know about the products their pro customers want and develop the expertise to anticipate their needs as technologies, green building guidelines, and product certifications evolve.

"Retailers should look for products from manufacturers who provide back-up documentation to support the validity of their green product claims and, when necessary, obtain third party certification," she says.

While LEED for Homes is a national standard, it includes credit for locally produced materials and innovations appropriate for local conditions. Of course, there are also local and regional green building programs that very often offer a simpler alternative for local builders.

According to Clarke Snell, an author and principal of Think Green Building in North Carolina, thinking local is the right approach. "Building for local climate conditions with locally produced materials is what builders should be focused on, therefore it should be the focus for retailers. too," says Snell. "Selling FSC- certified lumber products from the other side of the planet just doesn't make sense."

While sourcing locally might be hard for big box chains, it could be a valuable differentiator for knowledseable independents.

- Jay Tompt is vice president of green product development at Plan-It Hardware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout Califurnia, and a leading expert in sustainable business and supply chain issues. He can be reached at info@plan-ithardware.com or (415) 359-9914.

LASTING 50 YEARS ABOVE GROUND SUPERIOR UV RESISTANCE CLASS 1 DURABILITY

DO lT BEST held its winter market in San Diego, Ca. (1) Wade Frazier, Scott Sanford. (2) Curtis Crane, Earl Downing. (3) Clay Hock, SteJanie Snyder. (4) Lynn Rhow, David Willey. (5) Jack Lorenz, Kari Hutson. (6) Teri Halek,

Carl Miller. (7) Beth Kelly, Joe Kardesich. (8) Gallo Garcia, Darren Skaggs, Steve Heaton, Oscar Prieto. (9) Dave Hein'e, ruicf McDowell, Scott Enright. (10) Mindy Byers, Dan Thomas, John Galbraith. (11) Rick Johnson, Tim Miller,

Jay Brown. (12) Roberta VanRossen, Dave Rupp. (13) Sarah Ann Corbin, Jennifer Moreno.

Chas A. Agosti Jr. and John Wood are new to outside sales at Buck Lumber, Charleston. S.C.

Trey Giles is now in sales at Mason Forest Products, Hattiesburg, Mi.

Craig Rosenlund is new to industrial sales at Klausner Trading USA, Myrtle Beach, S.C.

Curtis Allen has retired from Hunt Forest Products, Ruston, La., after more than 35 years in the industry.

Brett McCutcheon has been promoted to national sales mgr. for Fasco America, Muscle Shoals, Al. Chuck Hotze is now national product mgr.; Tim Blackburn, customer service mgr., and Dustin Schroeder, Great Lakes regional sales mgr.

Tim Vitale, Simonton Windows, Dallas, Tx., has been promoted to national account mgl

Agnes Flinn, ex-Pine Island Lumber, has joined the North American sales group at Weston Forest

Products. David Steinman, exGrant Forest Products. is also new to sales at Weston.

Ryan W. DeArment has been named director of marketing for Channellock. Meadville. Pa.

Christy Sammon was named director of government & regulatory affairs for the Southeastern Lumber Manufacturers Association.

Michael O'Brien, National Lumber & Building Material Dealers Association president, was elected to the board of directors of the Small Business Legislative Council.

Peter T. Bulger has resigned as president and chief operating officer of U.S. Home Systems, Dallas, Tx. Chairman and c.e.o. Murray H. Gross replaces him as president.

Christopher Thomas, ex-Republic National Cabinet, has been named c.f.o. for Sto Corp., Atlanta, Ga. Will Rogers, president and c.e.o. of the nonprofit Trust for Public Land,

has joined the board of directors of the Sustainable Forestry Initiative. Cinda Jones, president, Cowls Land & Lumber Co., North Amherst, Ma., was named 2009 president of the Massachusetts Forest Landowners Association, Leverett, Ma. Tripp Booker is handling travel arrangements for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

l{ews Briefs

(Continued from page 20)

annual rate of 466,000 ... permits dropped 4.87o to a 521 ,000 pace

Coastal Lumber Co. has temporarily eliminated its second shift at its sawmill in Dailey, W.V., layingoff 23

McPhillips Manufacturing Co., Mobile, Al., is closing after 90 years of manufacturing doors ...

CVE Windows & Siding, Tipton, Mi., has been renamed CVE Windows & More under new owners Bill Schlueter and Dan Fletcher

New South has eliminated a shift at its sawmill in Camden, S.C.

Allegheny Wood Products has cut back to a single shift at its four sawmills in West Virginia and one in Pennsylvania

Katahdin Cedar Log Homes parent Katahdin Forest Products, Oakfield, Me., has purchased SIVP Industries' Ashland, Me., sawmill to process cedar fencing and home logs; the mill will restart in April after a six-month layoff

DeLeers Millwork, Green Bay, Wi., has been FSC chain-of-custody certified

Great Southern Wood Preserving, Abbeville, Al., won an OSHA SHARP safety award for its treating plant in Conyers, Ga.

Proudly

grown and manafactured by the Colville Indian Tribe

INDIAN

of high qualitY Plywood & Dry Veneer from Omak, Wa.

Fax 509-422-7034 Mnncn 2009 Buu-mNc Pnooucrs Drcrsr 27

r T 8.,

84 Lumber Seeks State Aid

On the heels of closing nine more locations, 84 Lumber began seeking state assistance for its debt financing.

The latest closings are in Ocala, Fl.; Mount Hope, W.V.; Shelbyville, Ky.; Pocomoke City, Md.; Bolivar, Ms.; Circleville, Oh.; New Oxford, Pa.; Lynchburg, Va., and W. Jordan, Ut.

"The 84 Lumber people did have a meeting, as they are looking to readjust their financing and they were interested in seeing what DCED has to offer," said Steve Weitzman, spokesman for Pennsylvania's Department of Community & Economic Development.

According to the company, 2008 sales had fallen about 32Vo, to $2.1 billion from $3.1 billion in 2007. The 2007 sales total was down 20.57o from $3.9 billion in sales recorded in both 2006 and 2005. Since early 2OO7, the company has closed at least 87 stores nationwide, laid off 113 employees at its headquarters, and shuttered seven components plants. Last April, 84 Lumber signed new credit agreements totalling $590 million wirh SunTrusr and Wachovia banks.

"People aren't looking for housing to correct before the end of this year or into next." said investment banker

Nick Beare. "Companies are having to come to grips with business off perhaps 5OVo, and their capital structure wasn't built on those kind of numbers."

Alabama Dealer

To

Open

Two

Marvin's Building Materials & Home Centers, Leeds, Al., will open new stores this year in Demopolis and Andalusia, Al.

Both stores will be on former WalMart sites, cover about 37,000 sq. ft., and include a lawn and garden center and drive-thru lumberyard. The Demopolis store is scheduled to open in June and the Andalusia store in July.

The company plans to open two additional stores this year, but has not specified locations as yet.

AWPA Lists Arch's CA-C

Arch Treatment Technologies' new dissolved copper azole preservative. Copper Azole type C (CA-C) has been approved by the American Wood Protection Association for listing in the AWPA Book of Standards.

The preservative couples dissolved copper with an azole co-biocide, featuring two azoles, propiconazole and tebuconazole, which have a synergis-

tic fungicidal effect that has been patented. Retention levels for CA-C are lower than most comparable preservatives-0.06 lbs. per cubic ft. for above ground use and 0.15 pcf for ground contact.

Dissolved CA-C is one of two copper azole formulations used to protect wood sold as Wolmanized Residential Outdoor wood, for decking, fencing and other residential and commercial applications.

OSB Closures Now Permanent Ainsworth Lumber. Vancouver. B.C., will not restart its idled OSB mills in Bemidji and Cook, Mn.

"Market conditions since the third quarter of 2008, and the outlook especially for the U.S. housing sector, do not warrant making the additional investments that would be required to make the two mills economically viable," said c.e.o. Rick Huff.

The Cook mill had been idle since Jan. 2008, while Bemidji shut down in Oct. 2008. "Most of the employees at those facilities have already been provided with severance payments and options," said a company spokesperson. Ainsworth acquired both mills in 2OO4 from Potlatch.

Virginia's Reed Liquidates

Reed Lumber, Christianburg, Va., will liquidate its inventory and close after more than 60 years in business.

"All we can ask is for the public to help support us in removing the merchandise we have now." said coowner Kevin Stoner. whose wif'e took over the business after her father died three years ago.

Connie Reed Stoner said it was difficult to ciose because three generations of her family had been involved in the business, which was fbunded in 1948 by her father and grandfather.

The couple decided to liquidate, rather than take out a large loan that might be hard to repay, so they can close the store and retain the property.

Stoner said his father-in-law had put his heart and soul into creating and maintaining the firm. "I'm glad he didn't have to see this day," he said.

H&W Sells Lumber Division

Decks & Docks Lumber & Marine Supply, Fort Lauderdale, Fl., has acquired the marine and pressure treated lumber division of H&W Distributors, Pompano Bcach. Fl.

Former H&W general manager Paul Sieber joined Decks & Docks as general manager in Fort Lauderdale.

H&W will continue selling doors and windows. but not marinc lumber.

Storm Speeds Up Remodel

Kieffer Lumber, Mount Carmel, Il ., moved up plans to install a new roof after a late January storrn damaged parts of the old one.

Owner Duane Kieffcr had planned on replacing the roof in three months. But now the project will be completed by early this month, without disruption to business.

Dean Sells Texas MillTo Hixson

Stcvc Dean has sold his Texas Forest Products manufacturing f'acilities in Gilmer, Tx., to Hixson Lumber Sales, Pine Bluff, Ar.

The sale brings to a close 78 years of lumber manufacturing in Upshur County by the family. Dean continues selling and exporting forest products, specializing in pressure treated wood for industrial and commercial uses. He serves on the government affairs committee of the Treated Wood Council and on the Southern Pine Council's treated wood and export marketing subcommittees.

He has relocated his office for Texas Forest Products three blocks

down the street from the original sawmill/treating plant to his family's Cherokee Rosc Family Vineyard. The vincyards produce grapes fbr a winery in Fredericksburg, Tx.

'iThe grape business is a bit like the sawmill business." Dean said. "You can makc a small fortune growing grapes... as long as you start with a large fortune. For ycars. many of our loggers used a similar business model: we called it Bigger Truck Syndrorne."

Robbery, Closures Hit Dealer Owners Tim and Elizabeth Harrigle had alreadv decidcd to sell four-unit

Tuckerton Lumber's location in Beach Haven, N.J., when it was burglarized Jan.30.

"If someone f'elt that desperate, I hope the money is going toward a good purpose for them." said Elizabeth, whose grandfather started the business 77 years ago.

Thcy also closed a yard in Pleasantville. N.J. Branches in Tuckerton and Surf City will stay open.

"lt's a situation where the Beach Haven location has not done what we thought it would do," she said. "We had to look at our best location. and that wasn't onc of them."

R E'S DESIGN TECHNOLOGY'S ASSURANCE

Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lorgest monufocturer of defect-free, oppeoronce grcde rcdioto pine products in New Zeolond. Distributing our cleor bocrds, mouldings, LIFESPAN@ treoted wood, ond lumber to the Norih Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutionso mcintoins direct occess to one of the lorgest FSC certi{ied'pine plontotion {orests in the world.

NATU

producls

lmproved Mudsill Anchor

Simpson Strong-Tie's MASA mudsill anchor offers increased load capacity for framing and concrete applications.

driftwood, redwood and cedar-are protected by Lumenite, a fusionbonded surface technology.

- Call (800) 573-8841 or visit

Water-Saving Head

Moen's Envi Eco-Performance showerhead strives for water efficiency, while delivering a satisfying shower experience.

The three-function head uses a spiral-shaped nozzle pattern to provide full-body coverage with 307o less water.

Tropical Gomposite

Latitudes Capricorn composite decking from Universal Forest Products replicates the look of tropical hardwoods.

Fortified with Strandex technology, the decking is also co-extruded for low maintenance.

The improved design reportedly saves time over anchor bolts. Key areas of the anchor have been reinforced and fasteners have been added.

Since the product can be installed up to 6 ft. on center, the same load capacity reportedly can be achieved with fewer mudsill anchors.

- Please visit www.strongtie .com

All-PVC Decking

Fiberon Sensibuilt PVC deckins from Fiber Composites reportedl! never requires painting, staining or power washing.

The product's heat-reflective surface reportedly is moisture, impact and slip resistant.

Four available colors-mocha.

Available finishes include regular and brushed chrome, brushed nickel, and oil-rubbed bronze.

- Call (800) 289-6636 or visit www.moen.com

Greener Finish

Penofin's Verde semi-transparent oil finish reportedly has no VOCs because it contains only vegetablebased ineredients.

Both slotted and standard planks feature woodgrain pattern on both sides, in lengths of 12",16', and 20'. Slotted planks feature the Equator hidden fastener.

- Visit www.ufpi.com

Deck & Rail Lighting

Decklites are designed to illuminate Timbertech's composite decking, fencing, and ornamental rail systems. The line includes lights for posts, balusters and stair risers that are easy to install, use minimal electricity, and increase nighttime safety.

- Vis it www.timbe rte c h.com

Designed to resistant humidity changes, the penetrating finish can be used both inside and out.

Eighteen colors are offered, in both quart and gallon sizes.

- Visit wwwpenofin.com

New MetalTrim

Nichiha U.S.A. now offers metal trim for corner details, windows, and door transitions for its fiber cement panels.

Accents is available in 10-ft. lengths and I 1 different Profiles. Finishes include mill, powder coat, Kynar and anodized.

Two stock colors, bronze and beige, as well as a full range of custom colors, are also offered.

- Please visit www .nichiha.com

Moblle Storage Options

DeWalt has partnered with Thule on a new line of aluminum boxes and adiustable steel and aluminum racks foi iobsite vehicles.

fhe truck boxes have a one-piece base, a fully insulated lid, and an enclosed locking mechanism to prevent bending or jamming of the locking system.

Visionary Decking

TAMKO Building Products now offers Envision PVC decking that is lightweight, reportedly easy to install, and requires no pre-drilling.

The decking contains no organic fillers, providing a solid-core PVC material with moisture resistance and consistent density throughout.

Deck boards are offered in 12' ,16' and 2O' lengths, in three colorstaupe, sand and gray. They offers UV protection and

high-heat resistance for a cooler deck during hot summer months.

-Visit www.tamko.com

Insulated Building Panels

Structural insulated panels from Premier Building Systems offer an alternative to traditional stick-frame construction.

Made with expanded polystyrene, the panels reportedly remain stable and offer long-term energy savings.

- Call (800) 275-7086 or visit wwwpbssips.com

The steel racks reportedly can safely carry up to 1,800 lbs., while the aluminum racks can carry up to 750 lbs. Both types have stainless steel mounting hardware, power-coated zinc die-cast feet, and four adjustable load stops.

- Visit www.dewaltcom

:&tr&rs

-Gonrpeoor t Conprecsor Pailr

-Pumpc

-Iloor @sketc for 6' lo 10' diameter doors. We carry thcee gmkate br bo& bolted and quick opening dmrs -Tlam Gar Parts sudr as rrh6els. bearings, exles, and lumber straps

Composite Porch Floorinq

Plantation composite porch flooring llror Koma Trim Products has the look of traditional I "x4" toneue-andgroove poards, but reportedly will not splinter, cralck, split, or buckle under resular use.

Available in lengths of 8', 10', 12' , and l6', rhe producr has a medium-gray color that can be painted.

- P lease visit www.komatrimboards.com

Thicker PVC Trimboard

Versatex now offers a PVC 614" panel with fine cellstructure consistency from front to back, to eliminate the need to laminate multiple sheets together to achieve thicker stock.

Whether you are looking to increase your wood treating planfs production, build a new treating plant, or just need a part for a exisitng one, call us. We're here to help!

Tank Fab Inc.

Call 1-800-67 5-9007 or 910-675-8999 or visit our website: www.TankFab.com

e-mail: Jlippincott@TankFab.com

The panel is 1-114" thick, in 4'x8' and 4'xl0' sheets as well as nominal 10" and 12" boards.

- Please visit www.versatex.com

Slowdown Finally Catches UpTo Cedar

After holding strong through most of 2008, demand for western red cedar has fallen back in line with the rest of the dismal lumber market.

"We were about a year behind the curve, but now cedar is extremely slow," said Terry Baker, sales manager for Tri-Pro Cedar Products, Orofino, Id. "Cedar was strong while framing lumber prices were low, for about a year, then in the fourth quarter, it hit the wall."

Jim Vandegrift, sales manager for Bennett Lumber Products. Princeton, Id., agreed: "The market is a challenge. Cedar held on longer, until the last 60 days."

Baker lamented, "Wholesalers and retailers don't know what to do. There's no incentive to buy early with prices falling. Retailers are going to use their wholesalers, and wholesalers are going to use us (mills)."

He noted that numerous cedar mills have cut back on production, but that's not stimulating orders. "We're just going to have to wait it out," Baker noted. "It's strictly demand-driven."

According to Random Lengths, continued price cuts have most affected timbers and certain dimension items-a trend that can be used to the advantage of diversified manufacturers such as Tri-Pro. "We make a lot of different items," said Baker. "We can put five or six items on a truck. We can be nimble. Offer varietv. Have it

N.C. Dealer Dives Into Green

Smith Phillips Building Supply, Winston-Salem, N.C., has launched Beyond Green, a green building program that includes web resources and a digital newsletter for consumers and professionals.

The website - www.smithphillips.neVgreen.html- features information on green products offered by Smith Phillips, as well as links to learn more about green building.

"Everyone working in our office has been issued new recycling boxes made in our cut-to-size department from waste materials," said Rob Powell, senior v.p. of sales. 'oThis is in addition to the metal and paper recycling portions of our program already in place with operations. We are committed to promoting green building and putting in place energy efficient practices within our own company."

on the ground, ready to go."

Similarly, Vandegrift finds "the orders are highly specified. D&Better I can sell every day. Selects are no problem. 3&Better is extremely slow."

Most cedar mills hope the market will begin rebounding by the third quarter, although even more optimistic is Leslie Southwick, marketing and sales manager for C & D Lumber, Riddle, Or.

"The cedar market was quiet over the winter months; however, over the last few weeks inquiries have begun to

pick up, especially for cedar timbers," Southwick said. "C&D continues to have a strong demand for our 514"x6" Port Orford cedar decking and decking accessories. We also continue to have a strong demand for 2"x6" incense cedar Appearance Plus decking. Hopefully, this will continue to be the case into the summer months. Even though the housing market is down, current homeowners seem to still be investing in the remodeling of their homes, including adding on a deck or replacing an older deck."

In the past moment frames were the expensive option when designers wanted small wall sections and open floor plans. The Simpson Strong-Tie@ Strong Frame'" ordinary moment frame is changing that by offering engineered moment frame solutions complete with anchorage designs. Now designers can spend minutes choosing a pre-engineered moment frame rather than hours designing one. And since the Strong Frame moment frame installs with 100% bolted connections, it is easier for contractors to handle and install.

For more information, see 0ur webinar at www.stronglie.com/sfwebinar.

To view and request a copy of the Strong Frame 1rdinary Moment Frame catalog, visit www.strongtie.com or call (800) 999-5099.

NORTHEASTERN Retail Lumber Association hosted its annual LBM

!1po feb 4-6 at the Seaport World Trade Center, Boston, Ma. (1) Philip Arsenault, John Brill. (2) Russell Evans, Duffy Waters. (3) David Beattie, Ryan Gagne (4) Keilh Sisk, Nate Sewall. (5)Joe Mason, Larry Borseti, Mike Reddy. (6) Tom Jones, Art Baker. (7) David Wirth, JeanMarc Dubois, Rich Stokes. (8) Steven Altschuler, Richard Mallory, Tim Luttral, Joe Gurka. (9) Harold Dodero, Aron Kurlander, J-ames Danielsen. (10) Gary Davey, Mike Booth, Frank Grynkiewicz. (1 1)

BuTLDTNG Pnooucrs DrcBsr MnncH 200g

Sheila Michaud, Craig Myers. (12) Robert Schullery, Frank Halnon, Carl Dirkes. (13) Kevin Porterfield, Katie Gallagher, Mark Stanley. (14) Gary Weinstein, Jonathan LaPointe. (15) Jack Dalton, H'elene Feinberg, Jay Neadle. (16) Matthew Olivari, Larry Marowitz. (17) David Peterson, Joe Belden. (18) Bjaye Fielding, Lory Mayne. (19) Wade

Frazier, Mike Horazy, Alan Heaton.

(More photos on next two pages)

MISSION POSSIBLE: "Engineering Prosperity" was the theme oi this yea/s NRLA expo (continiLed froh previous'p?-geL (1) Mitch Aubie, Pierre Friolet. (2) Dan Blenk, Trisha Aubin. (3) Robert Cini, Erick Krauter. (4) Christian Lepage, Diane O'Brien. (5) Jeff Shaffer. (6) Phil Forston, Ed Chavez. (7) John Atkinson, Eric Zimmerman, Sebastian Mardiola. (8)Joe Ferrelli, Dan Carroll. (9) Ed Burke. (10) Michael Tichenor, Tina Russo, Aron Kurlander, Curt Mcleod. (11) Gearoid Hogan, Bob Porter. (12) Bob Noel, Rick Palmatier. (13)Troy Welsh.

(14) Geoff Hale, Linda Wood, Michael Hale. (15) Dinny Waters, Nick Witiiams. (16) Jack Opdyke, Randy Luebe. (17) Mike McCarthy, Todd Palmiter. (lSiHalBumby, John Bumby, Bruce Faul. (19)John Smart, Matt Pedronb, Edward Hawley. (20) Kevin Karrip, Mark Micho, (21) Jack Mackin, Joshua Kaye. (22) Bill Smith, Jeff Easterling. (23) John Kirk, Doug Ford. (24) Danin Files, Peter Parlin. (25) Mark Hewitt. (More photos on next Page)

MnncH 2009 Burr-prNc Pnouucrs DtcBsr

MORE LBM EXPO bontinued from previous two pages): (1) Donny Phillips, Paul Mummolo. (2) Thomas Findlay, Richard Kahn. (3) Dennis Connelly, Eric Churchill, John Wales. (a) Cindy Cadson, Randy Kwist. (5)John Eismeier, Trim Diem, Mike Moscoe, Doug 1(eller, Don Webster, John Junod. (6) Mark Ritz, Joel Strauss. (7) Larry Shanbrom, J_ack Curry, Adam Wallace, Skip Egan, Vincent Micale. (8) Scott Lewis, Mark Clayton.

(9) Rick Johnson, Jay Fogle, Scott Sousa. (10) Herman Guevara, Gordon Goodinq. (11) Brendan McManus, Marty Grohman, enircti Clark. (12) John Mosowitz, Brad Monow, Dan Kane. (13) Barry Russin, Linda & Spencer Nussbaum. (14) Jerry McNamara. (15) Pat Heffernan, Alan Oakes. (16) Norman Lane, Frank Basil. (17)Chris Selzer.

SOUTHERN BUILDING Materials Association held its annual Building Products Buying Show Feb. 4-5 at the Show Place, High Point, N.C.

(1) Jeff Richards, Kenny Hall. (2) Berlin G. Myers, Berlin G. Myers Jr

(3) Horace Ledbetter, Bob Pearson. (4) Jeannie & Wayne Carver (5) Danny Wright. (6) Jay Johnson, Scott Chiccarello, Marty Pritchett, Danny Smith, Rick Briggs. (7)Craig Young, Ted Smith, Dennis Ramey.

(8) Jdremy Caudle, Kaye Leonard, David Nelson. (9) Westley,Harbin, Brandon Clay, Scott Freeman. (10) Ronnie Simpson, Chris Chamer.

(11) Brian

Joel

(12) Ron White, Jim Schmidt. (13) Bud Pittman,-Houston Crumpler. (14) Jim Hunsuck. (15) Doug Hardwick, Joe Allen. (16) Keith Harris, Haley Kizer, Bubba Thompson, Norwood Morrison. (17) Colin Mc0arthy, John Hudson, Donnie Dale. (18) Todd Barker, Tim Rogers. (19) MichaellVecionis-, Charley_Brooks. (20)Tim Brown, Chris Ward. (21) David Peeler, Ginny & Everette Greene. (22) Bruce & Norma Jean Edwards. (More photos on next two Pages)

Edge,

Adamson.

MnncH 2009 Burr.oINc Pnonucrs Dtcnsr 37

BuTLDTNG Pnonucrs Drcosr MnncH 2009

"BUILD lT GREEN" was theme of SBMA's annual buvino show /continued from previous page): (1) Bobby Austin, trlatt'Ha"wt<ins, Mike Pollhoff (2) Jan Streuli, Buford Arning. (3) Kenny Page, Susan Griffin, Jeff Womack, Ann Edwards. (4) Michaei Sullivan, Billy Narron, Ben Reeves. (5) Ken Sellinger, Christian Lempeckski. (6)'Chris Baugh, Curtis Haugen, David earr. (7) Sam Rensi, Mike'schnyder, T6m Simmons. (8) Dan Efenecy, Christina Sherrill, Joe Burg'ess, Trina

Cooke, Amy Deal. (9) Pete Wittington, Roger Reeves, Mark Hobart. (10)Mike Duke, NealGrubbs, Lee Chandlei. (11)Wayne Brackett Jr., Reed Hill. (12) Lynn Barker, Dave Buckner. (13) Lisa Taylor, Eric Sherrill. (14) Brad Bedford, Jon Stier. (15) Roland Paiva, Johri Hudson. (16) Graham Thick, Zac Thick, Michael Bowers. (17)Jeff Baumgartner, Boss Lampe. (18) Terry Bumgarner, Bruce Ayres, Paul Anderko-. (More photos on next page)

MOBE SBMA (continued from previous two pages):{1) Skip Engel, Chris Moon, Rich Gutermuth, Banon Harbin. (2) Bay Chisholm, Adam schultz. (3) Dave Safirstein, Ted Aulds. (4) John cook, Allen Reynolds,'Bient Simmons, Dwight Simmons, Jim Epperson. (5) Mark

Rick Renshaw. (7) Ciaig-Young, Alan Livingstone, Jim Schmidt. (8) Jennifer Weaver, Ron Cottelli.

Smith, Larry Adams, Cheyney Nicholson. (6) David Leasure, Bob Allen,

INTERNATIONAL BUILDERS SHOW took over the Las Vegas Convention Center, Las Y90"..Nv., Jan.20-23. (1)TomHorvat, Mike Reimer. (2) Gieg Stout, Ryan Fischer. (3) Brian Delbrueck, Tom Fitzgerald Chris Shadday, Veronica Beceria, Duranci Darbyshire. (4) Robert Riggs. lrr]grty Hawkins,_Craig Snyder. (5) Henry Valle, Vince Sciarrabba.'(6) Daviri Campbell, Jill Tatum, Paul Sandomir. (7) Darrell Hungerford, Mario Alfons'e, Celia Hungerford,. Brad Zimmerman. (8) Jean-Marc Dubois, Andrew Dingman, Tony Saad, Albert lgl"{d.(9) Russell Richardson, Drgges Morgan. (10) Cees DeJager, paui Mackie. (11) Chris Burnett, Bruce Lewis, Jacob Blair. (!Z) Jaqk Dalton, Tom Dieni. (13) Mike pidliseaky; Tom Folsler, Brett Collins, Brian Makins, Chris Strong. (14) Brenda Rodg'ers, Terry Shore, Heather Crunchie. Robert Fguqg,e!, (15) Chris Twifordl Jbff 'Baumgartner,iohn Barber. (16) Richard Wallace, Kerlin Drake. (17) Mark Stevens, Mark Reum, P-eter Gallagher. (1S) Chroi Kelly, Len Adams, Katy Lynn. (More photos on nbxt two Siages)

MORE BS (continued from previous page): (11 Brent Gwatney., Gina undernehr, Tim nroribon. tZi (en CooCnougfi, ttrtelissa'ttit5rdtti,'Jbel.Adamson. (3) 4pril Hart, Jerry Blais, rrlrnri pri,iol (4) Charles M5rando. Jack Opdvke. (5) Rom Barnes, Anthony Leonardi' (6) Naomi Frido. (4) Charles Morando, (5) Ary.ho-ny (6) fim WfriteiCfrui1 Casey. (7) Danny Phillips, Zing-Zhao, Garln Taylor, (8) Cesar Rodrigues, SCofi Von Gonten. (9) Judy 6onn, AtOert Mickade-it, Mike McFarland. (10)Jeff Richards, Bot Tim white, chuck casey. g.aYln Taylor,.!8) cesar Scott Von'Gonten. (9) Judv (10) Jeff Bob Von Gonten. (9) JudY Bonn, Eo*arOs. [rr) San'oisimirn, Lada Praskova..(1-2)-Trudy Johnson, .Qne$01 ryrgtl .t1,1] OuJn. rr,tctjo,jg;il, Mar Askey, Tom Couch. (i4fPatrick Snabat, Chip_Dunlord.,(15) Mike Aovd.lon ltes"Uit.'(tO) Dan Belty, Craiq Young. (17)Kyle Loveland, Kim Pohl, Len Kasperski.

Aovd. lon ltes"Uit. (tO) (17) Kyle Pohl. ttdt iav Pennev, baiol Lvnn Groce, enris Teriels. (i9) Blck McKinney, Lisa Ayala, Matt Mta'Oen(a. (20) fuike Rode'nhaus, Chris Howe, Dan_lvancic, Viviane Shellito, Walker Starling' Shawn Morfari. (21) Rod Nichols, Ken Caylor, Gene Secco rne Starling, (More photos on next Page)

IBS (continued from previous.tvvo pagesl is billed as the largest light construction show in the world. (1) Yuri-Lawrence, Alan Jumpei, LisiTaylor. t2) Jackson_Chen, Tom Faber. (3) Toby Bostwick, Kevin 6rennan,'Bill Georgelis, Dave Waltz. (4) Jim Wolf, iosh pace, Joe DeSantis, Chris

Hedlund. (5)_.]0.11. Ha1so1, R.W. Titch, Roberr Riggs, Chris Johnson. (6) Joel C_one. (7) Victoria Sims, Alan Oakes. (8) Ar-d-en Fuller, Bob Simtjnl 00ne. (8) Arden Simdn. /9l1Gre9n. (9).lglet Staat, Brian Sruk. (1b) Mirco Watther, Lia Camo, (11) Dan Scheff. (12) Brett Foerstner, Jim Slauson.

uolles

Terry Lynn Sullivan, 50, the son at Sullivan & Son Lumber, SParta, Tn., was found shot to death at his home in Sparta Jan. 16. A criminal investigation is ongoing.

He also operated TerrY LYnn Sullivan Trucking, Sparta.

Elizabeth Bradley Jones MarleY, 61, former president of Jones Planing Mill Corp., Laurel, Va., died Feb. I I in Laurel.

Mrs. Marley graduated from Rutledge College and became secretary of the family-owned business in the early 1970s. She became president after her father died in March 1984.

She was also a sixth-generation tree farmer and had once owned several thousand acres of timberland in various parts of the state. In 1993, the Virginia Forestry Association recognized her as Outstanding Tree Farmer of the Year for Hanover and Spotsylvania counties. The same year, the American Tree Farm Association named her Region Two Tree Farmer of the Year.

She had also served on the board of the Virginia Forestry Association, which honored her in 1993 for efforts to conserve, develop, protect and promote Virginia's forest and water resources. She was an associate member of the Virginia Forest Products Association, which her father helped found.

Harold Van Den Bosch, 83' retired president of Zeeland Lumber & Supply, Zeeland,Mi., died Feb.9.

Mr. Van Den Bosch served with the Navy during World War II. He then joined the pallet and box manufacturing company started bY his father in 1947, which started selling lumber in 1954. He retired as president in 1981.

Thomas H. Harris Jr.,73' retired owner and president of Harris-Wilcox Timber Co., Laurel, Ms., died Feb. 9.

Marie D. Beatty, 89, co-owner of Beatty Lumber, UpPer DarbY, Pa.' died Feb.6.

Mrs. Beatty graduated from the University of Pennsylvania. In 1955, she and her husband joined the family lumber comDanv that had been found-

ed by his father in 1923

She handled finances and never retired from her position as secretarytreasurer for the firm, which is now headed by her grandson Eric Tucker.

George R. "Robbie" Johnson, 30, third-generation member of Johnson & Son Lumber, Hartwood, Va., died of cancer Jan.23 in Fredricksburg, Va.

He joined the familY milling bPsiness after graduating from Dabney S. Lancaster Community College.

Harry J. Woods, 85, longtime New York lumber salesman, died Feb. 8 in Watertown, N.Y.

After serving in the ArmY from

April 1946 to October 1947 , he worked for several local lumber companies, including Wickes Lumber, Grossman's, and White's Lumber, until his retirement.

Nelson J. Wormwood, 78, former owner and operator of J&B Lumber, Carthage, N.Y., died Feb. I in Carthage.

After serving in the ArmY during the Korean War, he worked for Lanphear Sawmill, Evans Mills, N.Y., before starting his own lumberyard, as well as log hauler Joe Wormwood & Sons Trucking. After retiring, he remained involved with his son's trucking business.

Rates: $1.20 per word (25 word min.). Phone number counts as I word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished ,.camera_ready" (advertiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@building-products.com.

For more info, call (949) 852-1990. Make checks pavable to Curler Publishing. Deadline for copy: | 8rh of rhe previous month.

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

MANAGER:

LUMBER PRICING SERVICES

Forest2Market, Inc. is launching an innovative, transaction-based lumber price service. We are looking for a highly motivated professional to establish and lead this business unit. This senior management position reports to the President and will be located in Charlotte. N.C. Relocation assistance possible.

Forest2Market, the leading provider of wood supply chain analytics and price data for the forest products/lumber industry, offers an excellent compensation package.

For a detailed job description, email inquiry @forest2market.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6OVo split for trader. Call John at Lakeside Lumber at (623) 566-7|00 or emaiI lakesidelumber@cox.net.

CARPENTER PENCILS STEEL

PROMOTIONAL ADVERTISING. . Nail Aprons, printed l0# canvas, 3 pocket. .42g each. 25,000. Baseball Caps. embroidered. Velcro back winrer twill. .93e each. 25.000. www.l iangdynastygroup.com.

G.V. MOORE LUMBER CO. has 2 yards for sale, Chelmsford and Webster, Ma. Turn-key opportunity includes, real estate, equipment, racking, trucks, forklifts, intellectual property, and ability to hire current staff. Both stores have operating income, priced to move quickly. Call Philip Arsenault at American Business Consulting at (508) 864-7500 for more informatlon.

WANTED: LUMBERYARDS FOR SALE.

We have a growing list of clients asking for yards to purchase. We are business brokers as well as financial advisors to the lumber & building material industry. We will prepare a marketing package that will create enthusiasm internally and externally. Contact philip Arsenault of American Business Consultins at (508) 864-7500. See our websire ar www.amerbusconsultins.com

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-5'16-8723. email LumberSource@worldnet.att.net.

llonrltElsr

Lumber... .......(800) 431-7608

Bestdeck, LLC..,...........................................(31 5) 696-5339

Bingaman & Son 1umber...........................,.(570) 374-1 1 08

Cabot Factory Finish...,,.........................,.,...(800) 877-8246

Cambia Wood by Greenleaf .............,,.......,..(866) 960-9663

Churchill Coatings.. ....,.,(508) 839-9700

Cow|s..................... ,......{413) 549-1403

Diorio Forest Products (N.Y.)..........,....,.,.....(607) 745-4954

DiPrizio Pine Sales. .......(888) 330-8467

Gossen C0rp.......... ....,.,(800) 558-8984

Hancock Lumber'.. """(207],627-7600

International Building Products N.A, ............(866) 684-7800

lpe Clip Co,, The.... .......(8661427'2547

lrving Forest Products.............................,.,.,(506) 632-51 49

Lanxess Corp. .......,...,....... (800) 526-9377 (41 2) 809- 1 000

Matthews Internationa|....................,............(41 2) 665-2500

Northeastern Lumber Manufacturers Assn. .(207) 829-690

North Pacific..,........ ....,.,(603) 224-9570

P. DiPrizio Lumber, 11C................,,.............(603) 332-4654

Pennsylvania Lmbrmns. Mutual Insurance ..(800) 752-1 895

PPG Machine Applied C0atin9s...................(413) 562-257 4

Railing Dynamics... .......(877) 420-7245

Robbins Lumber, lnc...,,,,................,............(207) 342-5221

Sandy Neck Traders .....(508) 482-41 95

Seaboard lnternational Foresl Products.....,(800) 669-6800

Stand-Up-Guy........ .......(866) 478-6387

Tenon USA........,.... ......(888) 372-9663

Universal Poly Products.....,.,.,.,...................(888) 772'9524

Wanen Trask C0.... .,....(800) 752-0121

to'Artlrnc

coaslal Lumber co ......(800) 735-2727

Commonweafth Wood Pr€servels...............(7571 247-3621

Crumpler Plastic Pipe......,..,.....,...................(800) 334.5071

Diodo Forest Producls (Va.)...............,.,....,.,(877) 434'6746

Fiber Composites, LLC ...................,.,..,....,..(704) 463'7120

Fortress Wood Products (Elizabeth City) .....(2521 264'2466

Fortress Wood Products (Gfeensboro)........(866) 878-9663

Fortress !\rood Products (Va.).,............,.......(800) 289-3678

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

Potomac Supply Corp........(800) 365.3900 (8041 472-2527

PPG Machine Applied C0atings............. ......(757\ 546?230

Smith Millwotk, Inc. ......................................(336) 249'8171

Sure Drive USA...... ......(866) 7671850

swan secure Products.............--.....-.........{800) 96&2801

Tank Fab 1nc.......... ......(910) 675-8999

US Lumber (Baltimore) ................................(888) 889-5$0

US Lumber (Greenville) ...............-..............(80n], ?22-2617

US Lumber (Raleigh) ...................(888) 773'0102

Viance....................

......(704) 5220825

Williams Lumber Co. ot Norlh Carolina....,...(252\ 442'21%

troltrsr

Biewer Lumber....... ......(800) 482-5717

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

Cedar Creek (St. Louis, Mo.) .......................(800) 733-0567

Cedar Creek (Springfield, Mo,).,..................(800) 375-7891

Cedar Siding, Inc................,.,.,.....................(800) 345-9471

Chicago Suburban Lumber Sa|es.......,.....,..(800) 341-6485

Digger Specialties.. ......(574) 546-5999

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

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

Do it Best Corp....... ......(888) 364'8237

Hoover Treated Wood Products...................(800) 53'1-5558

KK Mfg, C0............, ......(913) 908-9445

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

Kubinec Strapping S01utions...,....................(866) 397"8727

Maze Nails......................,,.(800) 435-5949 (815) 223-8290

Peak Auctioneering ......(800) 245-9690

Permalatt Products, Inc...............,.,,...,.........(888) 457-4342

Quality Borate C0... .,....(866) 267-2837

Safer System, The. ......(800) 509-4386

skuttleTighr....,.......

......(866) 758-8853

TAi,rKo Building Products..............................(800) 405-0546

Timber Holdings..... .......(414)445-8989

Universal Forest Products............................(877) 463-8379

Soun Cffrrr

Br€co Wood Products........(800) 742-3093 (903) 8681541

Capital Lumber Co. (Dallas, Tx.)............. .....(214\ u7-2351

Capital Lumber Co. (Lubbock, Tx.)..............(806) 747'3191

Cedar Creek (La.) .. ......(800) 2564165

Cedar Creek Wholesale (Oklahoma City)....(800) 375'6025

Cedar Creek Wholesale, Inc. (Tulsa, Ok.) ...(800) 299'9870

Cedar Creek (Canollton, Tx.).......................(866) 323'51 17

Cedar Creek (Houston, Tx.),.,.,.,..................(281) 893-0590

Cedar Creek (San Antonio, Tx.)...................(800) 284"0488

East Teak Fine Hardwoods.....................,....(800) 338'5636

EastTexas Forest Prdcts..(800) 443-7883 (903) 665"39S3

ElderWood Preserving......(800) 467-8018 (318) 964.2196

GAF-Etk.................. ......(866) 322-7452

Fry Wholesale Lumber ......(800)

Haida Forest Ppduc{s Ltd. ..........................(604) €7-3434

Selki*....................

Sunbslt Material Handling ol Canada..........(800) 353'0892

Teal"lones Group .. .......(888) 9S5{i125

Twin Rivers cedar Prodrcls Ltd. .................(604) 462-0909

Waldun Group........ .......(604)462'8266

Westem Red Cedar Lumber Associalion.....(866) Z&9096

Woodtone Building Products.....................-(800) 863"3844

Wynndel Lumb€r Sales................................{877) 898-5200

FAX to 949-852-0231

or call (949) 852-1990 or mail ro BPD, 4500 Campus Dr., Ste. 480, Newport Beach,Ca.92660

Name (Please print)

Want to Subscrihe? Check rhe appropriare boxes to begin receiving your monthly issues.

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D 3 Years ($54) * Best Deal J Quatified Dealers & Wholesalers (Free) News or Comments? We welcome comments on articles or news of your company such as new hires or expans ions (a fr e e s e rv i c e) Emall dkoenig @ bui ldingproducts.com. or Fax this form:

For more information from advertisers, call them directly or visit their websites in brackets. Anthony Forest

3'to 48"

Airport Runway/Parking Lot Golf Course Storm Drains

Industrial Waste Water Applications

Constructed Wetlands . LandfillDrainage

. Sewer Sludge Compost Pipe

3" to 48"

Crumpler Plastic Pipe, Inc, Post Office Box 2068 Roseboro, NC 28382

Phone: 9 l 0-525-4046

FAX 91 0-52s-5801

For the Best Quality and Service Call

WEB SITE: www.cpp-pipe.com

flM'$Wfiffiil"

,TtICTIO\I'I'RING We

ONE Thing...

Don't let surplus building materials, returns, unclaimed special orders or used rental equipment continue to cheat you out ofvaluable warehouse and yard space. Consign that material and equipment to an upcoming PEAK AUCTION and mark it sold!

Peak Auctioneering has been providing auction marketing services to the building material industry for 20+ YEARS!

We have a customer base of thousands across the country ready for our Auction Season to begin. Weigh your options and decide whether you want to settle for a surplus dealers final offer or a motivated buyer's highest bid. Don't keep shuffling surplus material and equipment around vour location...sell it at a PEAK AUCTION!

;;;;;

H eadq uarrers

March 7-8; Baltimore, MD, Howard County Fairgrounds

March 2l-22; St. Charles,IL, Kane County Fairgrounds

April4-5; Middletown, NY, Orange County Fairgrounds

April l1; Manassas, VA, Prince Wm. County Fairgrounds

April25-26; Grayslake, IL, Lake County Fairgrounds

May 2-3; Detroit, MI, Michigan State Fairgrounds

May 9-10; Indianapolis,IN, Marion County Fairgrounds

May l6-17; Charlotte, NC, Metrolina Tradeshow Expo

Call 800-245-9690 or Fax Your Completed

After we hear from you by phone or fax, we will contact you our commission structure and send vou all materials you need to

Company: Contact: Address: City, State, Zip: Phone:

Call for information on the auctions in our 2009 Spring Season!

Hundreds Of Companies Sell Through Peak Auctioneering Every Year...many of them have been with us since the beginning over 20 years ago.

What con we sellfor you?

to discuss how the auction works, prepare your merchandise for auction.

Do

We convert surplus building material into CAPITAL.

Professionally and effi ciently at the best recovery rate. Let us be your accelerated sales force!

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