Target Builders With EWP Clinics

Frustrated with commodity lumber margins, many dealers wonder how they can increase sales of higher profit laminated beams and other engineered products. Some retailers are answering this question by conducting engineered wood workshops and seminars for their builder customers.

Most contractors now use some type of EWP in their construction projects. Dealers report that a continuing customer education program is needed to increase demand for EWP in their markets. They take the initiative by conducting seminars, workshops, instore trade shows, and clinics to acquaint builders with the full range of glue laminated beams and other EWP.

State laws in Louisiana require that building contractors attend construction courses for a minimum of four hours each year. Stine Lumber, Lake Charles, La., conducts such classes for its builder customers so they can get their certificates of compliance for the state requirement. The classes cover building materials, estimating, construction techniques and building products, including EWP, and include a buffet dinner for the builder guests.

Stine's workshops attract hundreds of builders annually. Often, Stine brings in its suppliers and vendors to assist with training for state requirements and general builder clinics.

Stine's David Bushnell says the informational sessions help strengthen relations with builder customers, and generate immediate increased sales.

"These events help train our EWP staff as well as the builder customers," Bushnell adds. Stine has a special team called the Pro Sales Group, which includes 35 salespeople dedicated to pro customers. They help contractors with specifications and material take-offs, often visiting the job site to answer specific questions or to schedule deliveries of glulam beams for use as headers, ridge beams, floor and roof beams.

In some cases, the Pro Sales Group noticed that builders were spending hours nailing and gluing 2xl2 lumber together with a layer of plywood to make up door and window headers at the job site. After Stine introduced them to Anthony glulams, they liked the fact that they provided a stronger, one-piece header that arrived at the job site ready to install.

Fox Lumber, Oklahoma City, Ok., sponsors "table nights" for builder customers, featuring EWP suppliers as well as local mortgage companies. appliance firms and lenders that can answer builder questions. The events often feature a light buffet with door prizes, and attract up to 50 builders and 100 framers.

Many dealers work with EWP distributors that can help them with special marketing events, clinics, direct mail and other outreach activities. Weyerhaeuser Distribution is promoting Power Beams as part of their EWP package. Eric Henderson, Weyerhaeuser's Oklahoma City Customer Service Center, says the glulams "are being specified by a lot of our dealer customers, especially for their customers using 16' to l8' garage door headers in the larger, custom homes."

Custom builders in particular seem to like the glulams, since the owners of these upscale projects often spend a lot of time at the job site. "These owners like the clean, straight look of glulam, and they don't like to see solid sawn timbers with wane and knots." explains Anthony's Kerlin Drake.

Boise Cascade Now "Boise"

Bosie Cascade Corp. has launched a new brand identity and officially changed its name to Boise.

The Boise, Id.-based company made the change official March 14 as a way of "accurately reflecting the full scope and focus of the company's business," according to a company statement.

Bosie's Timber & Wood Products and Building Material Division are now known as Boise Building Solutions.

As part of the new name change, the company will also be changing its corporate identity and company logo.

Some industry analysts have suggested that the name change is an attempt to distance the company from its forests products image, which reeently has been under increasing scrutiny from environmental activists.

Company spokesman Mike Mosher has denied the decision was a reaction to environmentalists. "We're very proud of our heritage. We're not trying to get away from anything we do today," he said last fall.

The company was founded in 1957 when Boise Payette Lumber Co., Boise. Id.. and Cascade Lumber Co., Yakima, Wa., merged.

Boise Settles Air lssues

Boise Cascade Corp. has settled with the U.S. Department of Justice and the EPA over alleged air quality violations at four plywood plants.

The EPA alleged in 2000 that Boise did not accurately report its VOC emissions nor did it proPerlY control air emissions at its plywood and particleboard facilities under the guidelines of the Clean Air Act.

As a result of the settlement, Boise will install air pollution controls at its plywood plants in Florien and Oakdale, La., in addition to two plants in Oregon.

The controls are expected to collectively reduce air emissions of VOCs by an estimated total of 1,766 tons per year.

DISTRIBUTOR PrimeSource is now carrying its own branded line of tools and compressors.

PrimeSource Adds Tool Line

Wholesale distributor PrimeSource Building Products has launched its own proprietary line of Pneumatic tools under the brand name PrimeAir. The line includes three framing nailers, three coil nailers, four finish nailers, four staplers, a power-palm that employs a variety of nails, and six compressors.

A division of Itochu, PrimeSource operates 37 building products distribution centers and also produces fasteners.

LBM SALES increased 35% at Orqill's attendance record'set tinq sprinq dealer market Feb.7-9 in Tampa. Fl. (1) John Ctisei. Orlitt v.p.-operations: Byrne Whitehead, vp -frnance & administration; Ron Beal, v.p,-H'ardware Division; Bill Fondren, president: Joseph Orqill lll, chairman. (2) Beth Aureli, Orgill buildinq materials specialist; Glenn Lewis, forest products panel buver.-(3) Dale Townsend and Steve Johnson, Townsend Buildinq Supply, Enterprise, Al. (4) Karen Meredith, Orgill lumber opirations mgr.: John Coleman, Columbus Lumber, Brookhaven, Ms. The show covered over 300,000 sq. ft., with attendees arriving from 54 countries, including Turkey and Yap The fall show is set for Sept 7-9 in Baltimore, Md.

Rubbermaid Fuys Tool Giant

Newell Rubbermaid has agreed to acquire hand tool and Dower tool accessories t'tlanufacturer American Tool Cos.

Newell Rubbermaid. u'hich has held a 49.57o stake in privately hcld Arnerican Tool since l9ll-5. will accluire the renraining poltion frrttrt chairlnan and c.c.o. Allen Petcrsen and other fanrily interests lirr $'ll9 nlillion.

AIrtct'ican Tool's procluct lines include Vise-Grip pliers' Quik-Grip hancl clantps. Record vices. Straight-Line Inarking tools. Prosnip snips. Irwin and Speedbor wotld boring bits. Hanson drill bits. N{arathon saw blades. Joran masonry drill bits and Unibit step drills.

Arnerican Tool will be r.r.rerged into and rnanaged by Newell Rubberrnaid's Levolor/Hardware Group. but will continue to operate as a freestiinding cornpany trndcr the Arnerican Tool natne.

The Lcvolor/Har-du'are Group Ittakes BcrnzOnlatic torchcs. ShurLine arrcl Rubberrrlaicl painting acccss()rlcs. Arnerock and Dor,r-tlas Kane cabinet alrcl clool hardware. ancl Levolor. Kilsch. Gardinia and Swish window lashions.