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AVE you EVER HAD A GUr FEELTNG that something good or bad was about to happen? Then the phone rings and...
Sometimes I am driving to work, and I see idiots zoom by me at 90 mphweaving in and out of lanes-and I suddenly think to myself that it's time for me to slow down or there will be an accident. It seems that most of my gut feelings or instincts are about bad things that are about to happen rather than good things (particularly as my inner voice tells me to go and play the Lotto, and I have never won a dime yet). But over the years, I have come to conclude that I have pretty good intuition about what's going on around me. So much so that I typically trust my gut feelings in dealing with people and business situations. If I override my concerns, generally there's a price to pay later.
The trouble is many of us don't listen to our inner voice. Perhaps it is because we often do not want something to be true and hope ignoring it will make it go away. Throughout each and every day we receive signals to our subconscious, but to hear them or react to them we have to learn to recognize them and act on them.
Intuition comes from not only our gut but also our head and our heart. When all three collide, warning bells go off. When something is weighing heavy on me, I can feel the pain in my stomach and heart, and it doesn't go away until I make a decision-usually one in line with what my gut is telling me. And strangely, it's rarely wrong. But it takes time and experience to learn to trust your instincts. Maybe the older and (hopefully) wiser you get, the messages trying to attract your attention actually get through to you. Perhaps it takes some bad things to happen until you rcalize what the messages were trying to tell you, so next time you become more aware of the signs and at least weigh them.
In business, it is much the same. Opportunities come and go, and it is the brave who listen to their gut. Yes, you can have committees or consultants concoct business plans. But sometimes when your inner voice is telling you to do something and do it NOW, if you have come to the point of trusting your instincts, then don't delay, just do it. I think over the years when something has gone wrong in my business life, I wasn't strong enough to stand up for my instincts. I think the people I have been most impressed with in business are those who have gone against general thinking because they had an instinct that what seemed wrong to others was, in fact, right. The term "stroke of genius" comes about when someone was willing to gamble and make a call that was seen by others as too bold or risky.
At the end of the day, it is instinct rather than processes and formulas that make the really best people stand out. And that is the problem too many times in corporate life today, when you must go round and round getting a consensus for every move instead of someone saying this is how something should be done, acting on it, and moving on. There is so much pussyfooting around people's feelings that decisions often get watered down and the end results are failure.
It is not only your instinct that you must learn to trust: vou need to seek out others who can be trusted to make the right decisions over time. In some cases you might trust their judgment over your own if they have proven that their judgment might be better than your own.
While we listen to our kids and our spouses (well some of us), perhaps we should listen more to ourselves !
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Great Southern Wood has been around for forly years now. And in that time, we've become the largest producer of pressure treated pine in the country - while consumers have made our product their brand of choice for outdoor building. Folks know YellaWood brand pressure treated pine stands for quality and that it provides the best long-term protection against rot, fungal decay and termite attack. They also like its lighter, more natural appearance which makes it easier to paint or stain. Yes, quality is what we're all about at Great Southern. lt s found not only in our products, but also in the way we treat our customers. That's whats going to take us into the future. You see, to us, customer satisfaction is the only true path to success. lf we've learned anvthino over the vears. it's that.
www. g reatsouthernwood. com
ABBEVILLE, AL . M0B|LE, AL . MUSCLE SHOALS, AL . SUMTER C0., FL C0NYERS, GA . C0LUMBUS, TX JESUB GA . BUCKNER, M0 . GLENW00D, AR MT. PLEASANI TX and our newest plant in BRO0KHAVEN, MS
Yellawoodr'r brand pressure treated products are treated with micronized copper azole us ng the MicroPro r' copper preseruative process. Ask dealer for warranty details. Great Solrthern Wood Preserving. lncorporated. its affiliates, subsidiaries and TSO provders. use Osmose. Inc. wood preseruing products. methods, systems and technology in the tre€ttfnent of YellaWood(l) brand products. For more information visit www.osmosewood.com For impodant handlinq and other information concerning our products or for a copy of the Yellawoocl(r! brand Material Safetv Data Sheet (MSDS). please visit us at www.greatsouthernwood.com or write us at P.O. Box 61O. Abbeville. AL 36310. YellaWood r and thc yellow tag are federally regrsiered trademarks of Greal Southern Woo-d- Pre_serving. lncorporaled. Tlre Great Southem Wood Preseru ng. Incorporated logo is a trademark of Great Southern Wood Preserv ng. lncorporated. M croPJor is a federally registerecl trademairk of Osmose. Ino. The MrcroPro,' Wood Treatment Process is certified under SCS s Envtronmenta ly Preferable Product (EPP) program based on Li{e-Cycle Assessment. The NAHB Research Center Green Approvecl mark is your assurance that ar product s eligible lor points toward National Green Buildinq Certification.
f\tts oF MY MENTons in the lumber \-fbusiness once told me, "This is a simple business, Loren. All you have to do is put together good deals."
While this sounds easy enough, putting together a good deal takes a lot of work. Many salespeople get the first part ofthe process right by selling something and writing an order. And then the deal slowly unravels as follow up details are neglected.
Acknowledgements don't get printed and sent out; inventory availability is not checked and there is no stock currently available; a board foot quantity is inadvertently written as linear footage, or the salesman buries the order on his desk for a week, creating a time crunch when it suddenly appears again. These are the kinds of things that can spoil what should have been a good deal.
Here are some suggestions for writing clean business and putting better deals together. Know your customer because every customer is unique. Is he an experienced old pro who has put lots of business together with your company? Or is he a new customer?
Chances are, you will handle them differently. The old pro may know exactly what he wants, while the new customer may be unsure and will require extra attention. Make sure a new customer understands the products and services you are offering. Does he know the end use of the product he is looking for? If not, ask your salesperson to go back to his customer and come back with the information you need to handle the inquiry like a professional.
Know your supplier and your relationship with that supplier. Are you a regular, occasional, or new customer? Do you stock the mill's product or are you performing a wholesale function? If you are new to your supplier, do you know the product well enough to sell it with confidence? Your customer
is depending on your experience and professionalism.
Whether you are communicating with your customer or communicating with a mill, you need to speak and listen carefully. Many people seem to be listening but they are really just hearing what they want to hear. Don't ignore a red flag if it appears. If you say delivery will be in three to four weeks and your customer says three weeks will be fine. restate your position. Remind your customer you said "three to four weeks" and clear up a misunderstanding before it happens.
Documentation is important because many deals take a long time to come together. You need to keep good notes and you need to save them for a couple of years. I know many good lumbermen who keep their spiral notebooks forever. Always know what you said and when you said it. You want to be able to tell your customer: "Yes. I quoted you on that 90 days ago, but we'll need to re-quote it and confirm coverage." Many good deals go bad due to poor documentation. A good rule of thumb is to never allow yourself to be out-documented.
Stick to your core competencies. All successful companies and successful salespeople are good at things they have invested time and effort to fully understand. This doesn't mean you can't be creative and step outside the box. It's just a reminder that learning curves can be steep and you must be willing to do the homework to understand a new piece of business. Good salespeople recognize when they, their customer, or their supplier is operating outside their comfort zone.
Low price traps can spoil a good deal. A good supplier sent me the following quote: "If you focus too much on price, you're only as smart as your dumbest competitor." I couldn't agree more and would add the following: "Slow markets bring out a lot of
dumb." Beating or matching a low price just to get an order will not serve you well over the long term. If you insist on doing it however, follow my other suggestions because you can't afford to have anything go wrong.
The real key to better deals usually begins after you write the order. This is when you make sure the details are attended to. It's your order, so take ownership of it and make sure you follow up on everything. Write the order; write the acknowledgement; place the mill order, and track it to completion. Do not assume the order will take care of itself. If you are relying on another person in your office for help, make sure there are no internal breakdowns in communication. It's your order and nobody cares about it like you do.
Okay. You sold a nice order and followed up on it until you were sure nothing could go wrong. Are you kidding me? This is the lumber business! Stuff happens! Equipment breaks down, material takes longer to dry than expected. schedules get mysteriously changed, or a mill ships you something that has no resemblance to what you ordered. In other words, in spite of your best effort to make your order happen the way you intended, something can go wrong and your customer will be unhappy. How you handle this adversity is important. Never ignore a problem because it will likely compound itself if you do. Call your customer as soon as you know about the problem. Go to the wood shed if necessary and take your beating. Then, do whatever needs to be done to resolve the issue. Always keep your customer informed and in the loop.
Know your products, know your customers, know your suppliers, and follow up until the last horse is in the barn and you have personally closed the door. These are important keys to putting together better deals. Follow these suggestions and you will be a better salesman.
As for my mentor who told me this was really a simple business-who was he trying to kid?!!
- Loren Krebs is a retired lumberman with 40 years experience selling and purchasing building materials. He lives in West Linn, Or., and writes about the LBM industry. Reach him at krebs@ oreSoncoast.com.
ls a corresponding, opposing argument. Other glulam manufacturers are questioning everything from the economic viability to the market demand for such a product.
"Yes, we scratched our heads when we first heard about it IX-Beam]," said Dennis Huston, EWP sales manager of Boise Glulam. "Rosboro claims they won't have to increase price, but there's more wood fiber going into the product, so we don't see how that's going to work. We'll wait and analyze the market response before we consider offering a similar product."
In poker parlance, Rosboro is going all in, switching its entire stock of 4x and 6x glulam products to full framing width in architectural appearance. That means one set of SKUs for exposed and concealed applications, and no more jobsite modifications to match traditional glulam with standard framing members. Rosboro is also marketing the fact that the greater widths and wood volume will equate to increased load-canying capacity.
ClrussonN TNDUSTRY wop,s have \rprompted various strategic responses, from conservative downscaling to aggressive adaptation. Companies that have circled the wagons-shedding jobs, relying on fixed inventories-are waiting until the market becomes a stationary target before they make their next move. Others are dashing out of trenches guns blazing. Rosboro, one of the building sector's glulam leaders, is
deciding on the latter tactic with the introduction of X-Beam, a full framing width stock glulam in architectural appearance.
With the new product launch, the Oregon-based company is poised to shake up the engineered wood market and consequently rankle the competition. For every advertised benefit XBeam promises -uniformity with standard framing widths, fewer SKUs, reduced shimming on job sites-there
Critics aside, there may be a very influential group that applauds the decision: builders. The ones who, if the product follows through on its claim, will reap the immediate rewards.
"This will have a big impact for me," said Oregon builder Tony Chapman. "I prefer glulam for its consistency and strength, but there's always been extra effort and time I spend shimming out the 3/8" gaps. A
full-width product really simplifies things."
So why hasn't it been done before? Part of the reason is that. unlike Rosboro, not many manufacturers are operating their own sawmills and planers. That gives the company the leverage to break away from a pack that largely relies on the capabilities of their manufacturing partners. In making this change to full widths, Rosboro is fundamentally altering glulam manufacturing practices that date back 40+ years. Naturally, Rosboro's competitors are wary of the news.
"Frankly, we don't think much of it," said Bud Filler, founding partner of Filler King Company. "It's an unstandard industry size and it creates dual inventories in distributors' yards. Another problem is the amount of redesign it may require on hardware connections. Then there's the added cost; someone has to pay for that extra 3t8;',
Filler is likely not the only one to express concerns about increased costs -and compatibility issues. Any radical change is bound to have a ripple effect down the supply chain. However, at least one leading hardware manufacturer, Simpson StrongTie, does not foresee any major stumbling blocks associated with the increased standard widths.
"Simpson Strong-Tie provides a large variety of hanger sizes for glulam beams," said a Simpson representative, "including sized for Rosboro's 3-112" and 5-112" wide glulams."
Rosboro is hailing X-Beam as a breakthrough - a radical improvement in terms of convenience and efficiency. "With the sizing issue mitigated, we believe glulam becomes the premier engineered wood option," said Jim Walsh, Rosboro senior vice president of sales and marketing. "It's less expensive than other engineered wood products, more attractive, lighter weight, and easier to work with. We view X-Beam as the next-generation glulam."
As for cost, Rosboro claims the market will dictate the price and value of the product. X-Beam's available net widths include beams at 3-112",5112" , 6-314" , and 8-3/4", and columns at 3-112"x6" , 5-ll2"x5-112", and 5ll2"x6" Itwill also come in a full range of common glulam and I-joist
depths.
With uncertainty still swirling around the building industry, it's unclear whether Rosboro's early adoption of the new product line will result in a big head start or a humbling retreat should the market reject fullwidth glulam. Despite the unknowns, Rosboro is embarking with confidence.
"We don't feel it's a big risk," said Walsh. "At this point, we're not really competing against other glulam manufacturers, but rather LVL, solid sawn, LSL and steel. When we talk to the end-users, they prefer glulam over all these other products-if it weren't for the sizing problem. With X-Beam, we're delivering a product that better fits what builders need and reducing the SKUs for our customers."
The industry will certainly be watching Rosboro's dance with risk and reward. If successful, the X-Beam product may signify a trend, one in which companies will try to innovate their way out of an economic downturn rather than wait for conditions to return to normal.
Rosboro and other manufacturers can now produce stock glulams in standard framing widths and l-joist compatible depths, thanks to a ne\{, APA performance standard.
The association worked with Rosboro and other members to develop APA PRG305 Performance Standard for APA EWS Stock Glulam Beams. lt addresses design properties for APA EWS performance+ated stock glulam beams used in residential or non-residential floor and roof construction.
With an emphasis on 1,9E-2400Fb and 2.2E-3000Fb glulams, the standard provides design values and load-span tables for stock beams with balanced layups. Glulam products trademarked to PRG-305 will be made with standard framing widths ol 3-112' and 5-112', a framing appearance classification, zero camber, and Fjoist compatib'le depths ot 9-112' , 11-718' , 14' ,16', and 18'.
While glulam can be manufactured in many sizes and layup combinations, the APA producers chose to focus the new standard on two common framing widths in the 1.9E and 2.2E layup combinations. The objective was to simpli$ the product offeilng and make it easier for distributors to stock and for designers to specify glulams for lhe most common framing applications, Since most of these applications are in concealed floors, roofs, and walls, a framing appearance classification was deemed suitable.
- Josh EngLader is a Jreelance writer specializ.ing in the building industry.f, lruoucn rHE pRocESS can require ll,a lot more work. selling decking for commercial and public projects such as restaurants, offices and playgrounds can be a lucrative niche market for retailers.
First and foremost, advises Scott Thomas,
marketing director forParksite, Apex, N.C., "if dealers are looking to sell decking products-or any product category for that matterinto commercial projects, they need to put their company in front of the commercial general contractor community first and foremost. This will get them opportunities to bid projects."
If dealers are going to offer deck design services for commercial projects, employing a registered design professional is advisable, even if it's not mandated by their local building department. The International Building Code regulates public structures, including decks, and has count-
less intricate requirements on factors such as maximum loads, emergcncy egress, changes in elevation, lighting, handrails, guards, signage and l-ire sprinklers. The liability for design failure of a deck on, say, a popular restaurant would be catastrophic.
Material-wise, Thomas says, "if the goal is to influence projects toward choosing the type of decking they sell, lumber dealers would need to have influence at the architectural level and work on projects still in the planning phase. At this point in the project, there can be an opportunity to fit the right decking product with the given needs of the project. Keep in mind the spec may or may not specifically state a brand and. il' it docs. it mily statc 'or equivalent.' This being thc case. deaiers will need to stay on top of the project as it progresses, rnake sure thcy know which general contractor is awarded the project. and be sure to educate on their product as soon as possible."
Advantage Trim & Lumber Co., Grover, N.C., is so dedicated to hardwood decking that several years ago the wholesaler discontinued carrying composites and launched a separate website at www.ipedepot.com.
"Whenever commercial contractors ask about what lumber to use for commercial applications, we always recommend ip6 decking," says sales manager Jon Fletcher. "Ip6 is naturally slip resistant and complies with the Americans with Disabilities Act requirements fbr static coefficient of friction in a wet environment. It also exceeds many building code requirements for flame spread. These facts make ip6 appropriate for high-traffic areas such as restiiurants and playgrounds."
Recent commercial projects 1'or which Advantage has supplied ip6 include the Edgartown Lighthouse in Martha's Vineyard; the Boys & Girls Club in Boston, Ma.; the Hard Rock Casino & Hotel in Las Vegas, Nv., and the Virginia Museum of Fine Arts in Richmond. Va. "With a natural lifespan of over 40 years, ip6 has proven to perform in all climates, while easily tolerating high pressure loads," Fletcher notes.
As a deck builder, Deck Specialists Inc., Manchester, Ct., is concerned about availability. "Contractors would like to know that once they get 'on board' with a material it is going to be available fbr years to come and consistent in both price, perfbrmance and
looks," says owner Paul Smith. "For example, many composites come and go and change the look of the product almost completely. We need to know we can match a deck we built a few yclrrs ug.() il' the rrc.'d arises to repair or add on rnorc decking to the existing."
Smith f inds lif'etimc fade warranties unrealistic: he'll accept aging and weathering. if he knows what to expect. "We undcrstand that everythin-t fades outdoors." Snrith said, notin-u manufacturers should "just build that into the product by showing us what to expect down the road, so we can pass this on to the consumcr."
He, too, prefcrs hardwttttd dccking.
but cxpects his vendors to provide assurAnces that the materials are ecofiiendly and sustainably harvested, so he can assure his customers. "We would like kr be able to answer questions in regard to whether the rainforests arc getting dcpleted by demand fbr the product," Smith says.
Commercial decking accounts can be huge. )et time-eonsuming. "Dealers wanting to play in this arena need to have patience and be diligcnt in follow up." Parksite's Thonras rcminds. "The sales cycle is much longer than with residential product sales."
Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lorgest monufccturer of defect-free, oppeoronce grode rodioto pine products in New Zeolcnd. Distributing our cleor bocrds, mouldings, LIFESPAN'l treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions!r mcintoins direct occess to one of the lorgest FSC certifiedsl pine plontotion forests in the world.
hpcrtNc MANUFACTURSns continue Lf to respond to consumer demand for outdoor living spaces that cost less or require less space, but are beautiful and easy to maintain.
"More than ever before, people look at their decks and porches as outdoor rooms," said Chris Fox, marketing manager at Universal Forest Products. "With so many different types of deck materials, lighting, rail systems, and decorative accents, it's possible to turn a nondescript deck into a great outdoor space."
UPFI offers everything needed for a great outdoor room, including hard-
wood decking, wood and composite decking and railing, and deck accessories. The latest offerins is a new
vested and manufactured in the U.S. A factory-applied, zero-VOC sealant and UV inhibitor preserves the natural color of the modified wood.
"There's never been a better mix of decking product choices for homeowners to choose from," said Long. "Our newest product, PureWood Select, fits the bill for smaller-sized decks where price seems to be the driver for product selection. For covered porches, we have classic tongue-andgroove patterns for walls, floors and ceilings."
Another economical, low-maintenance choice is ReliaBoard composite decking from TimberTech. The square-edged 5/4 plank is made with recycled wood and a mixture of virgin and post-consumer, recycled highdensity polyethylene.
"Instead of spending money each
Deckorators powder-coated aluminum railing system with two styles of post caps, which can finish a new deck or porch-or brighten up a tired one.
"Outdoor living is an ever-increasing category for many dealers," agreed Ron Long, president of Bay Tree Technologies. "With more people staying in their current homes longer, remodeling or replacing the deck seems to be on more to-do lists."
The company produces PureWood thermally modified wood products, including decking, porch flooring, and privacy fencing. A1l are grown, har-
year on painting, staining or sealing, value-conscious homeowners can make a one-time investment in lowmaintenance decking," advised Carey Walley, director of marketing at TimberTech.
For smaller outdoor spaces where conventional deck installations may not be an option, EcoShield Deck Tiles can provide an easy-to-use, costeffective solution, said Brent Gwatney, v.p. of sales and marketing at MoistureShield. The company is a division of Advanced Environmental Recycling Technologies (A.E.R.T.), which makes composite wood decking and accessories.
The 12"x12" deck tiles can be installed on almost any hard, level surface-including bare ground, gravel, concrete, brick or tile-by either contractors or homeowners. Gwatney said, "Homeowners can also unsnap and reposition the tiles to change the look, or take them when they move."
As always. low maintenance is a major consideration, according to Chris Beyer, v.p. of marketing at Fiberon, which manufactures a wide variety of PVC and composite decking, railing, and fencing products.
"The less upkeep required to enjoy their outdoor oasis, the better," he said. "Homeowners are investins in
posite, the products have a white PVC finish that resists cracking and flaking. The system also features hidden rail brackets that preserve the beauty of decks, porches, balconies, and stairs.
"Once they get that low-maintenance benefit, they want it all over the yard, so this trend can translate into more business for dealers and their contractors," said Mike Gori, product manager-decking, AZEK Building Products, which has produced a wide range of cellular PVC deck, porch and trim products for more than 25 years.
Many of AZEK's dealers have noticed a trend toward smaller projects, but also a willingness by homeowners to spend more on quality
fire-resistant composite deck, dock and fence products that contain more than 6O7o per-consumer recYcled materials, including mineral ash and urethanes.
"LifeTime Lumber is one of the few companies whose products have the versatility to offer this number of design options to the homeowner," said president Jim Mahler. "Now, pergolas and privacy fences can be matched with other outdoor applications for the outdoor living space."
materials, especially if they are also low maintenance.
"It seems that customers last year were going cheaper overall," said Steve Alexander, who owns Kansas City Deck Supply, Kansas City, Mo. "Surprisingly, even though the projects are not as big this year, they are trending toward higher-end materials."
He believes that "homeowners are more educated on the differences between wood, composites, and cellular PVC. The front of the house is the first thing you see, so homeowners want more curb appeal-whether they are staying or looking to sell."
Both dealers and homeowners should be encouraged by recent surveys indicating that outdoor improvements are a good investment. Depending on where they live, homeowners can recoup 60-10Vo of the cost of a composite deck and 70-80Vo of a wood deck if they sell their homes.
"In some areas," noted Fox, "outdoor living improvements have matched or exceeded popular kitchen or bathroom projects, which typically cost more."
outdoor living areas, adding and updating decks, to enhance the value and enjoyment of their outdoor living space."
The company's newest offering, the Inspirations Railing System, was designed to give homeowners customizable options and make assembly quicker and easier for contractors. Constructed of high impact PVC comfuiHing.hoductscan
Stu Oldfield, president of Northville Lumber, Northville, Mi., agreed. "Once maintenance is not an issue, architectural details and amenities make sense for so many projects," he said. "A lot of the backyard amenities are driven by homeowners who do their research and are very savvy about performance characteristics."
Deck pergolas and privacy fences for outdoor rooms are the newest entries from LifeTime Lumber, which manufactures low-maintenance and
ECOSHIELD deck tiles manufactured by A.E.R.T. snap together for easy installation and design flexibility. FIBERON'S new Inspirations PVC railing was designed to be virtually maintenance free. AZEK'S cellular PVC trim was used to create a pergola-covered porch. Photo by Steve Gray Renovations
fN roonv's BUSTNESS ENVTRoNMENT, every retailer is lookIing for an edge on how to achieve added value. This month presents a stellar opportunity to present yourself to the community as the lumberyard that cares. Get picked up by local media without big advertising bucks.
How? May is Deck Safety Month. You can reach out to the community and offer some inspection and building tips along with an incentive for homeowners to choose this month to undertake that deck repair, replacement, or even a new project.
In an effort to save lives and prevent injuries, the North American Deck & Railing Association declared May as Deck Safety Month in 2006. Now in irs fifrh year, rhe Deck Safety Month program helps increase public awareness of the necessity for regular inspection and maintenance of existing decks, and proper installation of new decks.
To take advantage of Deck Safety Month, you will need to line up a few things, but it's not difficult. First, you will need a really big, freighrsize trash bin.
Next, a nice little press release announcing your event.
Let the community know that you are offering to take their demolished deck materials off their hands for free, and even better, you will present them with a coupon for 5Vo to 10Vo off decking materials in your store.
Not only are you helping the consumer, but you also have an opportunity to help your contractor base and the local economy. You can invite your trusted deck contractors to be present at your event to be available to advise your customers and solicit business.
A deck can be the perfect place to spend time enjoying the weather with friends and family. A well-built and maintained deck offers a safe haven for outdoor living. However, an improperly built or deteriorated structure can mean disaster. A deck collapse can cause avoidable, often serious injuries, and even death. Between 2000 and 2008, there were at least 30 deaths reported as a direct result of deck collapses. More thanT5Va of people on a deck when it collapses are injured or killed.
With 40 million decks in the U.S. that are more than 20 years old, it's important for homeowners to check their deck. The reasons for a deck collapsing range from age of the deck, poor maintenance, exceeding load capacity, to improper building methods. Deck failures can be avoided. It's a matter of making the consumer aware of the necessity of choosing a professional deck contractor, regular maintenance and inspection, and knowing the limits of the deck structure.
Your event will kill two birds with one stone-you will gain customers and customer loyalty, and also help rid your community of potentially dangerous decks. As a plus, your lumberyard gets to be in the media as the good guy for supporting deck safety through this special offer. You might even be able to get one or two of your deck industry suppliers to cough up a little discount on their end to help out. Everybody can use a little good PR now and then. By participating in Deck Safety Month, you are performing a huge public service at minimal cost.
i{lhat can you say to customers who want a better decking product, with the look and feel of real wood, with lower maintenance? Say, Ecoliferil Stabilized Weather-Resistant Wood, the pressure treated lumber that saves you and your customers money, and delivers the performance benefits you and your customers want
Assurance - AWPA stadardized
Sellwith confidence knowing Ecolife is "Standardized" bv ihe American Wood Protection Association and preservative treatments are insrected by ALSC accredited agencies.
"Yarding" ard Jobsite Performance
Less waste and fewer culls. [colife reduces cracking, splitting, and warping and saves inventory downfall, improvinq profits and margins
Green Building Product icolife is a Green Approved Product by the NAHB Research Center and is eligible to earn points towards Green Certification under the National 0reen Building standard.
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r hlfu[ims AF,peara]re and Wan"nty
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f-l neeru BUILDTNG IS \Ibssrnirg in the United States. Architects, builders and property owners strive to design and operate homes and office buildings that save energy, reduce pollution, and protect our health.
The success of green building is partly because of the U.S. Green Building Council's Leadership in Energy and Environmental Design (LEED) standard, which certifies a building's green features and performance. The LEED rating system encourages the use of responsible materials in construction and renovation, but as a forester. I'm frustrated to see continued ill-treatment of forest products, as one of America's greatest natural resources.
Products from well-managed forests are a great green building choice, but the Building Council misses this point and has only made halfhearted attempts at necessary changes to their standard. The Building Council currently recognizes wood only if it is certified to the Forest Stewardship Council's forest standard. FSC's standard is respectable, but the Building Council excludes other U.S. systems such as the American Tree Farm System and the Sustainable Forestry Initiative. I've seen what these standards do on the ground. They promote responsible forestry.
A Forest Stewardship Council-only stance is not based on science and severely limits the amount of U.S. wood that can be used in LEED projects. That is not good for green building, our environment, or states that are rich in forestland.
The only solicited comments the Building Council seems to be heeding are coming from groups bent on promoting a monopoly and from others in the building sector who have very little, if anything, to do with forest products. I don't understand why they ignore American foresters, who live and breathe forestry and go to school for years to understand how best to preserve and maintain one of our most precious natural resources.
There are important economic reasons for LEED to open the standard. FSC-certified lumber is not as prevalent in the U.S. as it is overseas. The American Tree Farm System and the Sustainable Forestry Initiative are standards designed with American forests in mind. Green builders trying to gain LEED certification may be
forced to buy from the limited amount of FSCcertified forest products here or make their purchases from FSC sources located overseas, which are often certified to lower standards. With our nation suffering from a recession and high unemployment, the last thing we want to do is hurt Americans who make their livelihood from our forests. Opening LEED to the other standards will be good for our economy.
Expanding demand for forest products certified to other standards will also benefit forests. As green building grows, demand for forest products fromcertified forests will also increase. That will provide an incentive to owners of forestlands to get certified, bringing even more acres under broader environmental requirements.
The choice is clear: For the benefit of green building, our forests, and the U.S. economy, the Building Council needs to see the forest for the trees, look at the science, and open up its standard now.
- Michael T. Goergen Jr. is executive v.p./c.e.o. of the Society of American Foresters. He also chairs the Sustainable Fr.trestry Initiative's External Review Panel, an independent group oJ'15 volunteer experts representing conservation, environmental, forestry, academic and public/ government organizations. Reach h im at goer ge nm@ safnet.org.
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ANAGERS, BUSINESS OWNSNS, ANd salespeople who want to succeed... bewaret There is an insidious war going on. It is the war between good and great.
Teacher/Parent: "Johnnv. how muchis2+2?"
Johnny: "5."
Teacher: "Wonderful creativitv. Johnny!"
There will always be parents, teachers and, later, bosses and coworkers who will make excuses for the non-performer. (As I recenly told my 16-year-old son, "I just spent the day with a guy whose father never told him he was full of it when he made excuses." What's wrong with, "No, I'm sorry, Johnny. That's wrong."?)
I've been in sales for over 40 years. I've worked with and trained hundreds of salespeople and only 5Vo of them just couldn't sell. They just did not
Shows up just late or just in time. (Always nas an excuse.)
Dresses loose.
have the personality to make up for it. Let's flip that around. Of the salespeople I've seen fail, l00%o of them have one thing in common: they don't work hard enough. This is not the insidious part.
We are not talking about the people who just can't do it. We are talking about the people who can sell, butjasr don't want to put in the effort to be great. These salespeople are not driven. They are in sales because they want to hide. They don't want to put in an honest 40 in a production job (where they belong). They want to come out and fake it just enough to be left alone. These are the same salespeople who complain about the pro athlete who takes it easy after signing the big contract! These are the people we are waging war against. They are the defenders of good.
What are the signs of good vs. great?
Shows up early. ("lf you're not early, you're not on time" - Lombardi.)
Dresses right. (Men: Shirt with a collar, shoes with a shine, pants with a crease. No lint, no wrinkles. Ladies: Like you're going to church-just not Easter High Mass. Not to the club.)
One of the worst things I see in sales organizations is the lack of prospecting for new business. Many sellers are waiting around for someone to quit or get fired so they can be given those accounts. You can tell these salespeople because they will be the ones who complain most bitterly about favoritism.
So why is the war insidious?
Because great is the new good. If you are a manager who has salespeople clinging to the past and blaming change on you, they will do their best to sell you (if they would only take this much energy to sell their customers!) that they are doing a great job.They will try to make you feel that their 35-hour effort is great.They will do their best to convince you they need to spend 807o of their time with their three best customers when they should spend 307o of their time with their top three and the rest of their time looking for new business. If the defenders of good win, the defenders of great lose.
But you and I know that a good job is not going to get it done any more. The buggy was good. The car was great. TV was good. HD is great. Milk is good. A milkshake is great. The guy before you did a good job. Your boss is paying you to do a great job.
Bitches about meetings (out loud).
Needs to be pushed by boss.
Makes excuses.
Comfortable.
Hates change.
Plays politics.
Doesn't pick up on first or second ring.
Hard to find.
Tries to make it your problem. (lt's theirs.)
Tries to make you feel guilty.
Waits for accounts.
Bitches about meetings (inside). Attends, participates,
Pushes boss.
Takes responsibility.
Driven, crazed, motivated.
Makes change happen.
Works
Picks up.
Hard to hide from. (Finds you-and his/her customers.)
Looks for the solution in him/herself.
Makes you feel happy, proud.
Finds accounts.
Sales excellence is the war for greatness. 2 + 2 will never equal 5.
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ffow Do you cET srAR BTLLTNG rT ll'among your region's "50 Best Women in Business"? Or gain company status as "one of the fastest-growing in the region"? Or be hailed as "one of the most influential Filipina women in the U.S."?
Chances are slim that anyone but Isabelita "Lita" Abele could win these recognitions, just a few among many, by running-that's right-a lumber company. Serving as president and c.e.o. of U.S. Lumber, an outfit today doing $6 million in business from Woodbury Heights, N.J., was far below the radar when she left the Philippines for New York in 1981 in search of a better life.
The American Dream took a while to kick in, however. During her first job, as a housekeeper, she was caught in a never-ending round of cooking, cleaning, babysitting, shoveling snow, what-have-you, for $150 a month before she made an escape to life as a Woolworth's clerk by day/nursing
home attendant by night. With that leg up, she went back to school (she'd been a teacher in her homeland) to master accounting, bookkeeping and computer skills.
But-get ready for the Hollywood ending-her biggest asset was her smile. While weekending with friends in Boston, a fellow diner at the Hyatt was smitten by it. Menill Abele began phoning twice daily, delivered a dozen roses every week, and soon dialed her parents back in the Philippines to ask for her hand in marriage.
Dad said yes, and so did Lita. In 1984 she wed and moved to New Jersey, determined to learn the lumber business her husband Merrill had launched there 10 years earlier. She started in as a telephone receptionist, hiding her tears when the occasional boor would ridicule her accent. But Lita soon learned how to figure lumber so she could operate as a trader, to complement the family business ("I would buy; he would sell").
When Merrill eased into semiretirement in 1993, they merged the two operations. Lita became president and c.e.o. of U.S. Lumber, with 5l%o ownership, thus a minority- and woman-owned company, which meant that contractor customers could bid on the big jobs that required such compliance.
Hang on before you grumble about "window dressing." She's heard that one, too (more tears). Five minutes on the phone with this dynamo and not a speck of doubt remains that she's no figurehead. "Ask me! I can talk about products! About accounts receivable. Accounts payable. Clients. Everything!" she demands, and then produces.
Singlehandedly, Lita keeps rhe books, writes the sales letters, makes the cold calls, trains the staff, and
clearly never sleeps. She visits jobsites, attends professional meetings (where she trolls the room for nametags of prospective customers).
She manages the company's niche specialty, selling plywood products to concrete contractors to use as buildins lorms for concrete used in bridges-. highways, sports stadiums, and the list goes on. Clients include Atlantic City casinos, the Philadelphia Eagles stadium and Phillies ballpark, Boeing, DuPont, Merck, and the new Freedom Tower in New York. You need moulding, hardware, trusses, stakes? HDO panels? How about FSC-certified materials for your LEED projects? Insulation, sheetrock, trusses, windows and doors? Cedar specialties? You name it, and if you're anywhere near the tri-state area, U.S. Lumber will deliver.
Unless you're a residential developer. The company used to serve them, too, until Lita got stiffed once too often. "They used me as a bank and didn't pay their bills, whereas in commercial business, the money is revolving. I'll call their office once a week, and if there's been a delay, don't just tell me, 'It's in the mail.' I tell them, 'Just be honest with me and I'll gladly work with you.' Then when the check arrives, I call back with a thank you." She makes the rounds of jobsites on a near-daily basis, growing business by refenals from one sub to the next.
Yes, there's fierce competition, she acknowledges, but she counters it with a service cocktail of fast, 24-hour order turnarounds; a warehouse that can accommodate the commodities she buys by the carload (and then passes on favorable prices to her customers), encompassing a vast variety of building needs; and the ultimate in courtesy. Lots of pleases and thank-
\'ous lornr thc lrasis ol hcr lcr-1 llcrsotlal scrvicc lclr. as shr-'s thc l'irst ttt tcstil'v. it all boils dor.rt.t to frlplloft.
And that's Itcr lorttt. Shc tlocsrt't rrrirlcl plar"ing thc lirrcigncl or lcrnrttc cartls nttu attd thert. lf she rttns into a tilr'nrel G.[. u,l.ttl's sltetit tirttc ill the Philippines. thcv rcnliniscc- aboLtt thc lirtlcl. thc cttlltlrc. If chccks are sltlu ill cotlling. shc shous ltl.r in thcir olficc. latlghins. "l'tll skinnyl I lravc t() eat!" If hct'itccetrt or.tcc cattsc-c1 hcr stt'css. totlal- it's rulso bccn turnecl ittto a sellittg totll to gairt rccogtlititln: lhc "Oh. Litll I rcntctnbct vott I" llctor ltt \\ork. Shc's thc ultir)lrtc r)et\\orkcr'. artd clclivcrs inslllllt tltl()tcs. .'l carl cltl il ASAP; I clll the sLrltltlicr. add in our ntark-up. and give an instiLnl artsrvcr." sl.tc bttttsts.
Br-r1 bousling is zilch withoLrt back-up. "We btrilcl ottr lotrls at 5 1t.rrt. ancl sctrtl thetn otrt lrt (r:-10 thc tlcxt llltrlrlillll. But i1'sorucot.tc rtecds a bttr ol nails so<ltler. \\'c.lunlp in thc car u'ith it. Wc t-ttitlcrstantl \our tleacllincs antl uill hclp vou gct thc .iob donc. lto lttilttcf what." shc plcd-re s. "Yott't-c bul in-u lllorc thall Ilfoducts' )lotl 're bLr.v-ing a tclllllllialc' Youl goal becotrcs itltr -!oal: r'our clclrdlinc is oLrr dcacllinc." shc ploclailtrs. AItd so tlocs the stlrfl uorking with Iicr. lur-cclv firnrilv. Hcr clauqhter r,ltlt'ks ltt acctlunting atld hel son-in-lari. thc vltrcl ntallilgcr. also fills itl as a clriver substitutc. Shc trainccl tltcrn thc salllc \\'a\/ shc lellrnecl thc opcrlttiotl: "ste1l b1'ste1l. l'r'ollr tlic grtluncl u1l"'shc savs: '-With plcnty ol plclscs rtncl thltnk-vclr-ts."
RcsLrlt: plcntl o1' pal' backs honoling lte I. succcss. Sl.tc's sclvcd ort Ncri Jcrscl's Asiart-Atllcrican Comtlissttltl. as co-liruntler o1' the statc's,\siltlt-AIl-tclican ('hanrbcr ol Conrnrcrcc. ancl rcccivccl nuttle t'ous hullralritariall arr arcls lbr gir ing n'ltt.tl otltcrs rt lcu tt1l.
(lreclit U.S. Lr-trrtbe r's sLlccc\s to "long hotlrs attcl hitrcl
work and cxtra scrvice." u'hich. lct's lacc it. btrilcls not onll' a strong. solid custttttier base btrt a ovcrltlacl tl1'stress. Lrta's lirr-rnd a sccret rcnteclv. howclcr: "l go dou'n to tllc bascnrcnt. do karaoke ancl dancc. thcn takc a deep br.cath and say.'God hclp nicl"'
Well. Hc helps thosc llho hclp tlletnselvcs. as the saying gocs. As testimonv. listcn to some of thc nlanl crltt.ttttctlclatit'rns earned 1l'om cr.tstorttcts: "Over 30 1'car-s ago. Nladisotl Concrctc lirrmcd ir rclationship rvith [].S. Lunrbcr. Many thinss havc changed ovcr the 1cars. br-rt (lllc collstant has bcen the filct that [thcvl corrtinuc to be oLtr solc- p|oYitlcf ol' all our lumbcr neecls.''
Anothcr coltcrcte contrllctor attcsts. "Our bnsincss is ultra-cornltetitivc. U.S. l-utllber's cxccptional pricinu ancl scrvicc have kcpt us cornpelitivc Iw'ithin itl. Thc)'constrlnlly help Lls nrect and erccecl ottr clictlts' schetlules." Evctl nrclre preciorls to her cars. "Prcsiclcltt Litl Abclc's presence on the .iobsitc rcflccts Ll .S. LLrnrbcr's cotntnitttlent to thcir custor.ne rs.
As thc petile boss cxPlains it. "Our philosolthf is sirnplc: thc custonrer cotncs first." That's the publishecl pnrnrise. Privatell'. she aclds. "You've got to work at solllcthing you cn.ioy or it's no1 \\()rtlt iln\ ill|()Uil[ rll lltrlttcl." Not a problern r'"'ith this c.c.o.
\f,/HaN I escnN THTNKTNG about writing about alternaV Y tive building materials, several came to mind. But what counts for "alternative," anyway?
For example, there are products that are greener versions of old standbys, such as triple-glazed windows or FSC-certified lumber. I could write about Serious Materials' innovative EcoRock drywall, which they claim is five times more environmentally friendly than gypsum drywall, or EcoPanels' super-efficient SIPs.
And then there are materials and methods that have thousand-year histories but aren't mainstream, such as cob, which combines clay, sand and straw fibers usually sourced onsite. But these kinds of natural alternatives don't usually require much of a supply chain. Instead, I'm going to highlight a building material that will blow your mind: hemp.
Industrial hemp used to be one of the most important agricultural products in the United States, but its cultivation has been illegal here for decades. (That may chanse soon. To learn more, Google "Hemp History Weetl"; fne Puritans brought it with them from Europe, many of our Founding Fathers grew hemp, and as recently as 1942,the government actively encouraged farmers to grow it. In those days, hemp was indispensable for making rope, cordage and sail cloth, and it yielded more usable fiber per acre than cotton or flax. Innovations in more recent times have demonstrated its value as paper and plastic feedstock, nutritive food ingredient, and biofuel. Cultivation can also bring benefits to farming communities as it delivers relatively quick, dependable yields without the use of pesticides or synthetic fertilizers.
Absolutely the coolest thing about hemp is that it's being used to sequester carbon in an innovative new product called Tradical Hemcrete. It's a combination of hemp shiv, which is the woody core of the plant, and a hydraulii lime binder. The components are mixed at the jobsite and packed into forms to make thermally efficient, breathable walls that could potentially last for hundreds of years. After its first U.S. installation in the NauHaus, an innovative new home prototype designed by building science think-tank NauHaus Institute (www.thenauhaus.com). there are now several more homes in the works.
Hemp Technologies (www.hemp-technologies.com), Asheville, N.C., is the North American distributor of the product, importing it from England where it was originally developed. Greg Flavel, co-founder and hemp technology guru, said he discovered the product after searching for the most sustainable building material he could find. .,I think this is it-it's zero-waste, non-toxic, breathable, moldresistant, durable, and is carbon negative, sequestering about 238 lbs. of carbon per cubic yard," he told me-, adding "it's also cost competitive."
There are a few limitations, of course. The product is imported from England, where it was originally developed, because hemp isn't yet grown domestically, nor are there easily sourced quantities of domestically produced hydraulic lime. The system is sold in two bags.-Tiadical HF and Tradical HB, which must be mixed at the jobsite by company-trained installers, though any contractor could easily master working with the material.
In any case, those factors will slow widespread adoption of the material in the near term. However, Flavell says they are working on sourcing a little closer to home and developing a new panel system. Panels could dramatically expand the potential applications and make it easier for distributors and dealers to pick up the product.
He says. "We're hoping to have panels available later this year." If all goes according to plans, hemp could very well become less "alternative" and much more mainstream
Jay Tompt Managing Partner Wm. Verde & Associates (41s) 321-0848 info@ williamverde.com
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Carter Lumber, Kent, Oh., hopes to begin hiring 80 to 100 employees by June, for a new wholesale lumberyard and truss plant in Franklin, Oh.
The new facility will be located in a building formerly occupied by Stock Building Supply, which laid off 85 people when it closed. A tentative tax abatement agreement with the city of Franklin would finance new equipment for manufacturing custom millwork, windows, doors, trusses, panels, and engineered floors.
Carter currently operates more than 200 stores in l0 states and employs more then 3,500. The family-owned firm was founded in 1932.
Bayou State Lumber, Jackson, La..
$800,000 to reopen the former Netterville Jackson, La., which closed l8 months aso.
plans to invest Lumber mill in
President Adam Knapp said that the move shows ..the viability of the Capital Region's lumber industry, while providing good jobs and restoring an existing facility back to commercial use."
Bayou's main business is making industrial lumber used in the oil production and refining industries, but it also makes a limited amount of finished lumber. mainlv cypress, for construction.
Boise Building Material Distribution, Boise, Id., opened its 32nd distribution center March 29, in pompano Beach, Fl.
"We are delighted to enter the South Florida market with the broad array of products that our customers demand," said Chuck Donaldson, who manaqes the new center. "We are very optimistic of our growth ind our customer's growth in the market."
The new center has 76,000-sq. ft. of covered storage on nine acres and is rail served.
Ace Hardware Corp. has rolled out its first national advertising campaign directed to Hispanics. The three 30second ads are airing on two Spanish-language radio stations and seven Spanish-language TV stations.
"We've seen strong results at retail by reaching out to the Hispanic market and understand the importance of communicating directly to these customers," says John Surane, Ace's v.p.- consumer marketing, merchandising and paint. "We identified a unique Hispanic insight that separates [us] from the 'big boxes."'
Hispanics in the U.S. now number close to 50 million, with buying power of nearly $l trillion. According to the company, a trial ad campaign in late 20O8 created a jVo year-to-year jump at Ace stores in Denver, Co., with more than l5%o or more Latino shoppers and outperformed nonHispanic stores nationwide. Ace conducted a second trial the following spring and summer in Denver, Sacramento, Ca., and Chicago,Il.
"The ferreteria (hardware store) is part of the local community, where you're always helped and can get in and out quickly," said Jos6 Gonzilez, a partner in the agency that created all three campaigns. "These spots convey the message that Ace is the place where Latinos can have that same customer experience in the U.S."
GatorGuard" treated lumber always delivers. Canfor operates two treating plants in Camden and Conwdy, South Carolina. Bothareequipped with new state-of-the-art control systems to ensureconsistent quality.
By having controloverourfiber resources andlumbertreatment, plus delivery by Canfor trucks, we guard the entire process.
Northeast Wood Products, Pownal. Vt., was sold at auction to Bill Drunsic. who owns two short-line railroads in Tennessee.
"We are investigating a number of options to restart some business down there," said Drunsic. "We hopc to have some direction in a couple of months. Our goal is to start something that may create some jobs."
Former owner Robert Kobelia said that Northeast was started in 1946, and he purchased the business in 1991. It employed about 24 people in the mid to late 1990s, but shut down in 2008
after a series of economic setbacks. Berkshire Bank started foreclosure proceedings last year, saying it was owed nearly $-500,000 on a loan that was never repaid.
One suspect has been arrested in connection with a robbery at Lafferty Lumber, Lemoyne, Pa.
According to police, Terry Lee Gettys Jr. confessed to acting as a lookout for an accomplice who entered the store, rummaged through employee lockers, and removed a CB radio in late February. He is being held on burglary and related charges.
Builders Station, Carroilton, Ga., closed its store in Cedartown. Ga.. at the end of March, reducing the chain to 3 locations. The unit was bouoht I years ago from Freeman's H6me Center. A Viila Rica, Ga.. store closed last year.
John H. Myers & Son, york, Pa., opened its 6th vard in the former Viele's Hardward, Aberdeen, Md.
Stotlar-Herrin Lumber, Johnson City, ll., is repairing a warehouse roof that collapsed under heavy winds April6.
GallowayAce Hardware, Galloway Township, N.J., is remodeling and adding 3,500 sq. ft.
Ace Hardw?I€ anticioates an August opening for a 11,752-sq. ft. store in Grove City (Columbus), Oh.
Central True Value, Dubuque, la., was opened in early April by Tim Walsh in ihe former Sierie's'Ace Hardware, which closed 6 months earlier.
Clinton Grain & Hardware, Clinton, Ct., closed after nearly 42 years, in a tax foreclosure sale.
Lowe's opened a 117,000-sq. ft. store April 1 in Hadley, Ma.
Menards opened a new 240,000sq. ft. store April 20 in Jefferson City, Mo. (Dave Helmick, general mgr.).
Goddard Ace Hardware, Goddard, Ks., is closing early this month, according to Mary Carpenter, owner since 2001.
Ace Hardware, Boonsboro, Md., remains closed after an April 14 fire caused $900,000 in damage to the building it shares with a gas company.
Huntington Hardware, Hunr ington, W.V., has closed its doors after 1 00 years.
Habitat for Humanity opened new ReStore discount LBtVfouilets in the former Kent Hardware in Kent, 0h., and March 20 in Bond Hill, 0h.: is opening a 6,500-sq. ft. ReStore in Pittsfield, Ma. (Kate McNulty-Vaughan, store mgr.), and relocated its Midland, Mi., ReStore to larger quarters.
Len Britton has decided to sell his longtime family business, Britton's Lumber LandscaPe & Feed, Woodstock. Vt.. to focus on a run for U.S. Senate.
Bethel Mills, Bethel, vt., has agreed to buy the business, which was started by Britton's father and grandfather 60 years ago.
The sale allows Britton, who is running as a RePublican against seven-term Democrat Patrick Leahy, to devote his full attention to the campaign.
"It's about going out and talking to Vermonters, going out on a shoestring, and I think Vermonters respect it, and they like that I've put thousands and thousands of miles on mY car getting to everY corner of the state," he said.
Lyle Heidemann, President and c.e.o. of True Value, Chicago, Il.' wants more of the co-op's nearlY 5,000 stores to upgrade to the company's new larger store format, which features brighter lighting, specialty floors, and shelf-level signage.
The co-op will also open its first corporate store, in nearbY Mount Prospect.
"Our vision is to helP everY location to be the best hardware store in town." said Heidemann. Since the program started in late 2007, only 89 stores have signed up, but he hopes at least 100 more will refurbish or build this year. As encouragement, the coop is offering financing of uP to $150,000 to remodel existing stores and up to $400,000 for oPening new ones.
Since Heidemann took over five years ago, he has worked hard to move True Value away from its roots as a purchasing cooperative and make it act more like a retailer. The company earned $65.4 million last year, up about 7Vo from 2008. "I wanted to create a growth strategy to improve the profitability, which we have done, and get it on a growth trajectory," he said.
Although Heidemann won't disclose the cost of remodeling a store, he said that stores with the new layout have seen sales increase l2Vo on average. "We're not forcing it on them," he says. But "what sells it are the people who benefited from it."
Alamco Wood Products, Albert Lea, Mn., suffered damage to a wood-drying building in an April 12 fire.
Meisters Forest Products, Endeavor, Wi., is assessing damages following an April 8 building fire.
New England Lumber Specialties, West Springfield, Ma., has rebranded its NELS-TEK prefinished PVC trim from Jain as Ex-Cel Exterior Color Trim.
Weekes Forest Products, Grand Rapids, Mi., now distributes ilevel EWP in Michigan.
Gedar Supply Inc. added more warehouse space at its facilitY in Carrollton, Tx.
lnternational Forest Pro' ducts, Foxboro, Ma., is now exclusive marketing rep for WoodFuels virginia, Bumpass, Va.
Masonite Inc., Tampa, Fl,, has acquired interior flush door manufacturer Ledco Inc., Shelbyville, Ky.
Rob Ankar has been named chairman of Boston Cedar, Holbrook, Ma. Joe Cusack has been promoted to president. while Paul Colliton is now v.p.-sales.
Orin Comdure, Mark Babbitt, and Mike Zemla, all ex-North Pacific, are new to sales at Weekes Forest Products, Grand Rapids, Wi.
Sharon Koller, ex-Allied Plywood & Lumber, has joined Silvaris Corp./ LowGradeLumber, Port Arthur, Tx., as traffic mgr., handling the Southeast region for Silvaris Logistics.
Phil Randolph has been named v.p. of East operations for Stock Building Supply, Raleigh, N.C., overseeing residential operations in Arkansas, Georgia, South Carolina, North Carolina, Pennsylvania, Virginia, and Washington, D.C. Ken Greene is now market msr. for Arkansas operations.
Jeff Baumgartner has been promoted to sales mgr.-domestic and export sales at Lampe & Malphrus Lumber, Smithfield. N.C.
Dan Niesen, has retired from Spruce Computer Systems, Latham, N.y., I I years after selling his company, Anasys, to Spruce.
Dave Worthington, ex-North pacific. is now a commodity trader at Fp Supply-North Pacific's former Columbus, Oh., distribution yard now a division of Millman Lumber, St. Louis, Mo.
Mike Place, ex-North Pacific, is now general mgr. of the Landisville, pa., DC purchased by National Industrial Lumber Co., North Jackson. Oh., from North Pacific. Tom Mulligan, ex-North Pacific, is now general mgr. of NILCO's new DC in Indianapolis, In.
Frank Johnston has been named senior v.p. of Southern Mississippi Trading, Waynesboro, Mi., a new division of Forest City Trading Group, operating from the former North Pacific DC.
John Cashmore has formed Cashmore Market Research, Minneapolis. Mn.. after 22 years running Market Research Associates.
Erin Canosa has been promoted to marketing mgr. for Arch Wood Protection, Atlanta, Ga.
Ari Levitt, ex-Capital Lumber, is new to the Northeast regional sales team for wood pellets and building materials with International Forest Products, Foxworth, Ma.
Melissa Gaubatz, ex-Foxworth Galbraith, is the new controller at American Lumber, Uvalde, Tx. Bob Higgins has been appointed national director of sales-buildins products at Parksite Inc.. Batavia-, Il. Steve Wyatt succeeds him as director of national accounts. Tony Millhouse is now national director of sales-surfaces.
John J661son has been named Corvallis, Or.-based director of sales-panels & hardwood plywood for all U.S. and Canadian branches of McKillican. Chris McKillican is the new director of marketine.
Joe Heltsley, ex-Srock Builiine Supply. has been named nationa-i sales mgr. for National Shelter Products, Issaquah, Wa., agent for custom-printed Dryline building wraps.
Dave Ondrasek, v.p. and general mgr., BMC Select, Houston, Tx.,
has been appointed chair of the company's Millwork Best Practices Council.
Ken Barnum was promoted to director-major home center sales/North America at Laticrete, Bethany, Ct. Chris Osserman, general mgr., J.P. Hart Lumber, Irving, Tx., competed in two rounds of the Food Network's "Ultimate Recipe Showdown" for the chance to win a grand prize of $25000. Morris Code is the new messenger at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.
Beacon Roofing Supply, Peabody, Ma., has acquired Louisiana Roofing Supply, Baton Rouge, La., LRS will operate as West End Roofing, Siding & Windows, under which Beacon operates its three existing Louisiana branches.
"I am pleased to pass the torch to Beacon, which will allow LRS to better serve its customers and expand its product offering," said founder Fred Garcia.
CorrectionsCop-Guard preservative is supplied to Anthony Forest Products uy Hoover freated Wood Products, Pine Bluff. Ar., not Brewer lnternationaf (Aprit, p 12)
Central Nebraska Wood Preservers, Sutton, Ne. (CA-C, EL2,
and CCA), and lowa Wood Preservers Inc., Oskaloosa, la. (ACQ and CCA), were inadvertently omitted from the list of Midwest pressure treaters (April, p 21).
Sustainable Forestrv Initiative is no longer a program of tlre AF&PA (Aprit, p. 36).
Inventory for all your redwood lumber needs
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ANe oF THE Mosr coMMoN requests \-f we receive from business-owning families is for help in building accountability. Often, the question focuses on the behavior of a specific family member who is employed by the business, but sometimes there is a feeling that accountability is lacking company-wide. Either way, the solution almost always requires both organizational and individual adjustments.
The solution starts with clarifying what is meant by "accountability." Accountability is present when individuals are diligent and serious about fulfilling their commitments, and when a system is thorough and unwavering in requiring its members to meet their commitments. Accountability is absent when individuals are flippant, casual or downright uncommitted to delivering on their promises, and when an organization turns a blind eye to continued failure in this regard.
We believe that accountability is always influenced by both individual and organizational aspects. Companies create a culture of accountability by insisting that all employees are crystal clear regarding their job responsibilities and goals, and that they understand what is required to achieve their goals (e.g., hitting a sales target, timely reporting, lowering overhead). Clarity is ensured through job descriptions, an organizational chart with clear lines of responsibility and authority, and an annual performance review process.
Beyond clarity, goals and roles must be realistic and achievable, and individuals must be held responsible for meeting their goals. This does not imply that individuals will be fired for missing goals, but that performance expectations are taken seriously and failure to achieve results will eventually affect compensation, promotional opportunities, and even employment.
A big mistake that many family businesses make is to focus exclusively on individuals as the problem, rather than seeing lack of accountability as a symptom of a weak management system. For example, let's consider the situation in which Ken-a
son of the founder-appears adrift in his role as sales manager. He focuses on sales and customer relations. He sees (perhaps correctly) that he can consistently achieve his sales goals by doing the work himself, and he doesn't want to be distracted by unending corporate meetings. After all, this approach has made him the top sales rep for many years in a row.
However, Ken's brother-the chief financial officer-and his c.e.o. father are increasingly frustrated by Ken's failure to perform the full scope of his responsibilities. They see his lack of attention to his sales team and staff meetings as a lack of accountability within the full scope of his responsibilities. Behind closed doors, they often lament Ken's stubbornness. When other employees come to Ken's father or brother to complain about his behavior, they are forced to agree that Ken just isn't showing the commitment they'd like to see.
We would argue that the problem in this case is more about management systems and organizational accountability than individual intransigence. For Ken to be truly accountable, he must first understand what he is being asked to do. Clearly, Ken's view of his role is different from his brother's or father's view. This conflict will not be resolved until each of them agrees on Ken's specific roles, as well as the goals within those roles. The roles and goals should then be documented in Ken's job description and used to evaluate his performance.
But how do we establish Ken's roles and responsibilities? This will be difficult to do unless all three individuals share a common understanding of the strategies being pursued by the company. Are they trying to own one particular niche? Are they trying to wean off a major customer and diversify their customer base? Are they trying to position the business for expansion by strengthening the sales force? Unless all three of them have agreed on the strategies of the firm, clarifying expectations for Ken will be difficult. How do we determine the optimal (Please turn to page 46)
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Railing Dynamics has introduced a vinyl-clad handrail that is ADA-compliant at 6' spans.
The Endurance vinyl-clad aluminum handrail was designed to be stronger and easier to grasp. It comes in white or black. in 80". 104", and 120" lengths to accommodate every angle scenario.
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Quiet Curl random-filament mat from Keene Building Products limits noise impact in a gypsum concrete pour. Made with a coated fiberglass scrim and fabric combination for added strength, its recycled content qualifies for LEED points.
T KEENEBUILDING.COM
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Cali Bamboo has introduced engineered lumber made from bamboo.
Lumboo reportedly is heavier and stronger than traditional lumber. Pre-drilling for screws, not nails. is required. Because it contains a large amount of silica, it can't digested by termites.
Available sizes include lx4. 2x4,2x6 and 4x4.
T CALIBAMBOO.COM
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The InvisaGrip deck fastening system allows decking without visible screws or nails.
Constructed of stainless steel, the double-angle connectors are set between boards using a special installation tool.
Pre-drilling and countersinking are not required. Ample space between boards is created, eliminating the need for spacers.
T SOUTHLANDDECK.COM
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The Odyssey LED lighting kit from Aurora Deck Lighting includes four strips of lights with 48" wires that can be connected in series along deck rails or anywhere extra light is needed.
The kit includes a remote control and an LED driver box with a timer that can be connected to a I 10-v standard, grounded outlet.
I AURORADECKLIGHTING.COM
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Nantucket Post Cap's Bar Harbor post cap is the company's first all-wood, solar LED post cap light.
The underside of the cap conceals four small LED bulbs that point downward to create four spotlights that can burn as long as eight hours.
The cap is made of 1007o KD redwood or clear western red cedar in a classic Craftsman style that can be painted or stained.
I NANTUCKETPOSTCAP.COM
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TAMKO Building Products has upgraded its TAM-RAIL line for versatility and ease of installation.
The whole line is now available in 6-. 8-. and 10-ft. sections, in gray, taupe and white. Other improvements include bracket covers that hide installation screws, a more durable post mount system, fixedangle brackets that eliminate hand cutting to fit, and stair kits in a wider varietv of ansles.
T TAMKO.COM
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Rosboro has introduced reportedly the industry's first architectural appearance glulam in full framing widths, allowing it to fill in for traditional EWP framing applications without shimming to compensate for the width difference.
X-Beam allows dealers and distributors to stock one set of SKUs for exposed and concealed uses. It also has FSC chain-of-custody certification and is produced with EcoBind low-formaldehyde resin.
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Duralife Natural Grain collection from GAF Decking Systems is made from a proprietary high-density polyethelene/rice hull formulation.
The decking looks and installs like real wood, but reportedly will not splinter, crack or rot. Boards are reversible, with a woodgrain emboss on one side and a contemporary combed emboss on the other.
Colors include burnt walnut, western redwood, golden oak, and driftwood.
T GAF.COM
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Ipe Clip Fastener Co.'s Ipe Oil hardwood deck finish is formulated to dry properly on exotic hardwoods and last for years.
The clear, low-VOC finish provides grain enhancement, U.V. protection, and resistance to humidity, mold and mildew.
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Vision Moderne Slate, manufactured from engineered polymers, reporledly is much lighter in weight and easier to install than slate shingles.
It is guaranteed to not crack or fade for 50 years.
T MODERNESLATE.COM
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CertainTeed's Bufftech Imperial and Baron vinyl fencing is now available with the look of natural woodgrain.
Imperial with Select Cedar texture is a semi-privacy design in 4, 5, and 6-ft. heights and colors almond, clay and white, as well as Sierra Blend.
Baron with Select Cedar texture has a picket-style design in almond and white, in 4,5, and 6-ft. lengths. Both products have a steel-reinforced bottom rail for a stronger, more rigid fence that resists sagging or bowing.
I CERTAINTEED.COM
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Screen Tight has expanded its line of extruded-aluminum porch screening to include an ultra-low profile.
MINItrack's hidden fasteners allow a seamless look and completely unobstructed views. The powdercoated aluminum channels are available in 8-. l0-. or l2-ft. lengths, in either white or bronze.
I SCREENTIGHT.COM
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Richard Ervin "Dick" Slaughter, co-founder of Slaughter Brothers Inc., Dallas, Tx., died March 24 in Yelm, Wa.
In 1946, he went to work as a lumber wholesaler for Anderson-Hanson
Zeeland Lumber Holdings, Zeeland, Mi., earned FSC certification.
Armstrong World Industries, Lancaster, Pa., will build a 30,000-sq. ft. mineralwoolplant in Millwood, W.V., for acoustical ceiling tiles.
HlDfast Deck trlooen fastening system is now distributing exclusively through the AZEK sales channel.
Osmose's MicroPro technology received Greenguard Children & Schools certification from Greenguard Environmental Institute.
Inteplast Group's TUF Board Deck synthetic wood boards received Code Compliance Research Report Certification.
Masonite International was 4qmed Supplier of the Year by DW Distribution. Desoto. Tx.
Anniversaries: Huttig Building Products, St. Louis, trio., 125th .I Amerhart Ltd., Green Bay, Wi., ZOth Spruce Comf uter Systems, Ldtham, N.Y.,25th
Lumber in California. Three years later, he moved back to Dallas and joined his brother in starting Slaughter Lumber Sales. They built the company to eight distribution yards before selling to Furman Lumber in 1985.
Charles Edwin Parks, 79, former owner of Parks Lumber, Murrrayville, Ga., died April 3 in Murrayville.
He began working part-time for his father's Parks Lumber. Gainesville. Ga., as a youth and joined the business full-time in the early 1950s, after serving in the Navy during the Korean War. He became owner when his father died in 1964.
He sold the company in the mid1970s to Builder Marts of America, but stayed on for several years as manager. In 1980, he and his son, Steve, formed a new company, Parks Planing Mill, Murrayville, and he moved to semi-retirement by the time they sold the yard to Lummus Supply in 1998.
Walter Bjornson, 86, retired coowner of Spring Valley Lumber, Spring Valley, Wi., died of cancer March 23 in Menomonie, Wi.
He served with the 40th Engineers Battalion during World War II. Afterwards, he returned to the family business and trained at the National Hardwood Lumber Association grading school in Memphis, Tn.
After the business was sold, he retired to Menomonie.
Wayne Hoyle, 92, retired office manager for Cleveland Lumber, Shelby, N.C., died April 1l in Shelby.
He started working at Cleveland Lumber at age 27 in 1939, when the company was just five years old. During the labor shortages of World War II, he kept the business going with just a handful of workers.
After working part-time since l999,he fully retired last June after a fall at home.
Steven Rogers, Heidi Lutz. [3] Bob & Claire Ashley, Grady Ashley. [4] Mike Aaron, Keith Haines, Corby Biddle. [5] Marshall Knight, Tim Lynch, Mark Donaldson. [6] B.L. Johnson, Ray Miller. [7] Brian Relph, Deborah & James Drennan. [8] Joanne Gillebaard, Melvin Allen, Kay White. [9] Mike Mikesh, Bill Parker. [10] Richard & Ruthie Ledermann. [11] Eddie Stafford, Steve Herren. [12] Matt Freeman, Matt Mullin, Dave Ridley. [13] Bill Gardner, Trevor Patrick. [14] Bobby Byrd, Wayne Miller, Marty Neiswender, Joel Howard. [15] Johnny Coker, Scot Chapman, Richard Billton, Mia Montgomery, Julia Armstrong, Jim Wilkinson. [16] Chris Able, Robert Marsh, Tosh Shrader, Scott Gaskin. [17] Scott Walton, Richard 0'Dell, Mark y, Hugh John MacDonald. [18] Melba & Dan Coleman. [19] Charlie Ridley, Charlie & Al Cron. [20] Ed Kennedy, Denise lrahan. (More photos on next page)
SAN ANTONIO was home for LAT expo: [1] David Jackson, James Bergman, Eric Martinez, Mike Pollok, John Forys, Brad Burkes. [2] Tom Hastings, Mitch Frieda, Rex Scott, Kurt Schiller. [3] Kirby Kasten, Kyle Williams, Bill Byrd, Marshall Owens, Marty Hawkins. [4] Lou Peacock, Herb King. [5] Harry Armenia, Donald Blevins, Brook Monica. [6] Aaron Elliott, Cameron Mc0uller, Pat Wolever. [7] Paul Hockenbeny, Jon Nesbit. [8] Ken Bullock, Judy Powers, Garnett Douglas, Amber Chojnacki, John Poe, Lloyd Cobb, Tom Westerbrook. [9] Cassity & Claudette Jones. [10] Lane Taylor. [11] Jessica Perera, Jason Mann, Jane Smith. [12] Walter Foxworth, Kevin O'Conner. [13] Savanna York, Robin Gardner. [14] Meagan McCoy r Jones, Brian McCoy. [15] Marilyn & Robert Archer. [16] Ginger Fairclolh, Vivian Audridge, Barbs Meador. [17] Steve Hanis, Myron Boswell. [18]
NORTH AMERICAN Wholesale Lumber Association combined its annual conference with its Southeast regional meeting March 24-26 at Hotel Monteleone, New Orleans, La. [1] Jack Chase, Buck Hutchison. [2] Clint Darnell, Lawrence Newton, Tapani Pekkala. [3] Hunter & Gina McShan, Jjm Carr. [!l Jeannie Eddrnq, Walter Russell. [5] Tom & Shelley Kohlmeier, Bill Anderson. [6] Chris & Beth Mergel, l7l David Jeffers, Tom Diem. [8] Jim Livermore, Chris Beveridge. [9] Bryan Lovingood, Calvin Biddix, Ashley Kay. [10] Mark & Maiy tioirovan, tan &iutie
Roducb D'rgest r thy 2010
Mclean- [11] Graham & Carle Bishop. [12] Dan & Margie Semsak. [13] Bruce Kulzer, Ken Schultz. [14] Michelle lGy, pat Biddix. [i5] Su-sai Fitz.simmons, Bruce Johnson,John & Mary Ann Stockhausen. 1{01 Gary & Karen Vitale. [17] Jim & Cindy McGinnis, Vicki O'Neill. 11Al Hitark
Junkins, Kerlin Drake. [19]MelLundberg, Wayne Lancaster. [Z0lVince
Parry, Courtney Robinson. [21] Dusty & Penny Hammack [22] Bill Barnett, Barry Schneider. [23] Ethel & Tom Rice. [24] Barbara & Steve Boyd. [25] Jim Hassenstab, Russ Hobbs.
Lumber Association of Texas & Louisiana's outgoing president Bob Ashley, West End Lumber, Houston, Tx., passed the gavel to his successor, Robert Archer, Morton Lumber, Borger, Tx., during the group's recent convention in San Antonio, Tx. (see event photos, p. 40-4 I ).
Other new officers include lst v.p. Rufus Duncan, Higginbotham, Comanche, Tx.; 2nd v.p. Matt Mullin, Alamo Lumber, San Antonio; associate v.p. K.C. Cox, Weyerhaeuser, Houston; Louisiana v.p. Jon Cromwell, Riverside Lumber, New Orleans, La.; secretary John Jones, Cassity Jones Lumber, Longview, Tx., and sgt.-at-arms Frank Fazzio, Lumber Products. Metairie. La.
John Jones was also named Lumber Dealer of the Year, and Bob Crowley, Richardson Timbers, Dallas, Tx., was named associate member of the year.
Southern Building Material Association will gather July 29-Aug. I at the Wyndham Resort, Virginia Beach. Va.. for its annual summer conference.
Northeastern Retail Lumber Association affiliates have added several events to their summer schedules.
Massachusetts Retail Lumber Dealers Association's annual summer outing is May 2l-23 at the Wequassett Inn Resort & Golf Club. Chatham.
Western New York Lumber Dealers Association will hold its lst annual
fishing trip June 4 at Buffalo Harbor, followed by golf June 29 at Bristol Harbor, Canandaigua.
Northeastern Young Lumber Execs will meet Aug. l9 at Fenway Park, Boston. Ma.. to watch the Red Sox vs. the Angels.
Illinois Lumber & Material Dealers Association set its annual Northern Illinois Whing Ding for July 14 at Tamarack Golf Course, Naperville.
Florida Building Material Association hosts an Aug. 5 regional meeting and lunch at Jeld-Wen Millwork Distribution, Coral Springs, Fl.
A range of webinars will be offered during the summer, including "Tools & Machine Safety" June 8, "Bloodborne Pathogens" July 6, and "Personal Protection Equipment" Aug. 10.
Southern Forest Products Association will host a midyear meeting May 26-27 at Hotel Monteleone, New Orleans, La.
Southeastern Lumber Manufacturers Association has ended its support of SFPA's Southern Pine Council.
Hardwood Manufacturers Association elected new president Pembroke Jenkins, Turn Bull Lumber, Elizabethtown, N.C., at its recent conference in Tampa, Fl.
New lst v.p. is Jack Shannon, J.T. Shannon Lumber, Memphis, Tn.; 2nd v.p. Skipper Beal, Beal Lumber, Little
Mountain, S.C.; executive v.p. Linda Jovanovich, and directors Eric Porter, Abenaki Timber, Kingston, N.H.; Harry Rogers, Big River Cypress & Hardwoods, Blountstown, Fl.; Owen Strickler, Virginia-Carolina Forest Products, Lawrenceville, Va.; Rhonda Kendrick, Kendrick Forest Products, Edgewood, Ia., and Jack Little, Keiver-Willard Lumber. Newburvport, Ma.
Mississippi Lumber Manufacturers Association set July 8-9 for its midyear convention and show at Beau Rivage Hotel & Casino, Biloxi, Ms.
American Institute of Timber Construction elected Mike Lane, QB Corp., Salmon,Id., as president during its recent annual meeting in Fort Lauderdale, Fl.
Other new officers are v.p. John Forman, Alamco Wood Products, Albert Lea, Mn.; treasurer Gary Burley, Unit Structures, Magnolia, Ar., and past president Ed Jones, Laminated Timbers, London, Ky.
New directors are Jim Griswold, Filler King, Homedale, Id., and Tom Shew, Boise Cascade, Emmett, Id.
Yard Arsonist Arrested
Authorities have arrested an l8-year-old man accused of setting afire a woodpile at Donora Lumber. Donora. Pa.
Cody Lee Rock was charged with arson and other offenses. He confessed to police that he set the April 7 blaze out of boredom.
After more than 120 years in business, H.E. Westerman Lumber, Montgomery, Mn., is seeking a buyer for its last three locations.
The company got its start in 1889 and quickly grew to 12 locations. By 1972, however, that number was down to six yards. Just three-Montgomery, Lonsdale, and Belle Plaine-remain open today.
"There just isn't the traffic in these small towns that there used to be," said Don Westerman,64, who runs the company with his son, Greg. "People shop online and go to bigger communities."
It's no surprise that the downturn in housing has hurt the company.
"Vendors are not getting paid on time, and the builders are not able to pay us," he said.
Yet Westerman still hopes that a buyer will save the company. "It doesn't matter what the name is out front-our true asset is our staff."
Westlake Ace Hardware, Lenexa, Ks., which runs 88 stores in seven states, is hoping that new garden centers will bring in new customers.
"The decision to offer a professional garden center at certain locations was part of Westlake's strategy to offer more options to consumers in the categories they want most and that fit our business," said c.o.o. Rob Easley.
The full-service garden centers are
built onto existing stores, with separate entrances and checkout areas. Inventory includes plants and garden supplies, as well as accessories, and employees are trained to answer lawn and garden questions.
The first eight garden centers opened last month in Overland Park, Lenexa, Prairie Village, Lawrence and Topeka, Ks.; Broken Arrow and Oklahoma City, Ok., and Omaha, Ne.
"The concept behind our garden centers is to provide a wide selection of superior-quality plants and garden supplies, along with the expert advice any gardener would need to complete a project," said Scott Drawbaugh, director of merchandising.
Georgia-Pacific, Atlanta, Ga., has received Canadian approval to acquire Grant Forest Products' OSB mills in Englehart and Earlton, Ont. Further approval is pending in U.S. bankruptcy court.
Ratesl $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera+eadv" (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 payable to Cutler Publishing. Deadline: 1 8th of previous month.
THE U.S. AND CANADA: Our client is seeking to hire Senior Commodity and Specialty Forest Products Traders NOW. Selected candidates must have a track record in generating in excess of $200,000 in annual gross margins. Commissions range to 451a of the gross. Client's working capital line exceeds $200M. Excellent benefit and retirement package. For a confidential discussion, contact Carl Jansen at Search North America, (541) 593-2117, ematl carlj @searchna.com, www.searchna.com.
WE ARE LOOKING for aggressive sales representatives to grow with our company. We are a well-established (since 1922) and reputable family-owned wholesaler looking to expand into new markets. Work from your hometown and eam the best commissions in the business. Call Jim at (800) 64'1 6242 for more infbrmation. The McGinnis Lumber Company, Inc., Meridian. Ms.
WHOLESALE HARDWOODS. outside sales. Work from your region or relocate. Flooring, stair parts, specialties. Mail resume to P.O. Box I I l7l, Knoxville, Tn. 37939. Top commissions. Employee ownership.
We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.607o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.
G-P is also waiting for approval to buy Grants' U.S. mills, in Allendale and Clarendon, S.C.
"These are world-class facilities that fit strategically with our current wood products operations," said G-P president Mark Luetters.
One suspect has been arrested in connection with several robberies of industrial wiring from Cardin Lumber, Stevenson, Al., that caused $144,000 in damages and theft.
Jack Edward Thompson, 43, was charged with three burglary-related charges. Police expect to make additional arrests in the case.
Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 874I 953, Fax 888-576-8723, email LumberSource@ worldnet.att.net.
flstlngs are often submitted months in advance. Always verify dates and locations wtth sponsor before making plans to aftend.
Wallace Hardware - May 11-13, spring market, Convention Center, Gatlinburg, Tn.; (a23) 586-5650; www.wallace-hardware.com.
Construction Specifications Institute - May 11-14, annual convention, Philadelphia, Pa.; (301) 670-0604; www.csinet.org.
North American Wholesale Lumber Association - May 13, regional meeting, Boston, Ma.; (800) 527-8258; www.nawla.org.
Northeastern Lumber Manufacturers Association - May 13-14, annual convention, Hyatt Regency, Boston, Ma.; (207) 829-6901; www.netma.0rg.
Do lt Best Corp. - May 15-17, spring market, Indiana Convention Center, Indianapolis, ln.; (260) 248-5300; www,doitbest.com.
National Association of Home Builders - May 16.18, green building conference, Raleigh, N.C.; (800) 368-5242; www.nahb.com.
Kitchen Cabinet Manufacturers Association - May 16'19, annual convention, Wild Dunes Resort, lsle of Palms, S.C.; (703) 2641690; www.kcma.org.
Fforida Buifding Material Association -May 20-21, poker & golf tournaments, Arlington Ridge Golf Club, Leesburg, Fl.; (352) 3830366; www.fbma.org.
Massachusetts Retail Lumber Dealers Association - May 21, summer outing, Chatham, Ma.; (518) 286-1010; www.nrla.0rg.
Minneapolis Home Building & Remodeling Expo - May 21'23, Minneapolis Convention Center, Minneapolis, Mn.; (800) 3746463.
American Wood Protection Association - May 23.25, annual meeting, Hyatt Regency, Savannah, Ga.; (800) 356-1974; www.awpa.com.
Hardwood Plywood & Veneer Association - May 23'25, conference, Scottsdale, Az. ; (703) 435-2900; www. hpva.org.
Southern Forest Products Association - ltay 26-27, midyear meeting, Hotel Monteleone, New Orleans, La.; (504) 4434464; www.sfpa.org.
Lumber Dealers Assn. of Connecticut - June 2, golf, Tunxis Plantation, Farmington, Ct.; (518) 286-1010; www.nrla.org.
Westem New York Lumber Dealers Association - June 4, fishing, Buffalo Harbor, N.Y.; (518) 286-1010; www.nrla.org.
Twin Cities Hoo-Hoo Club - June 7, golf tournament & picnic, Highland National Golf Course, St. Paul, Mn.; (612)490-8583.
National Hardwood Lumber Association - June 7.10, grading course, Yoder Lumber, Millersburg, Oh.; Hardwoods 101 course, Pickwick, Tn.; (901 ) 377-1 81 8; www.nhla.com.
New Hampshire Retail Lumber Association - June 10, golf, New London, N.H.; (518) 286-1010; www.nrla.org.
Central New York Lumber Dealers Association - June 14, golf, Pompey Golf Club, Pompey, N.Y.; (518) 286-1010; www.nrla.org.
National Lawn & Garden Show - June 15-17, Colorado Springs, Co,; (888) 316-0226; www.nlgshow.com.
Eastern New York Lumber Dealers Assn. - June 17, golf, Orchard Creek Golf Club, Altamont, N.Y.; (518) 286-1010; www.nrla.org.
Forest Products Society -June 20-22, convention, Monona Madison, Wi. ; (608) 231 -1361 ; www.forestprod.org.
Builders Hardware Manufacturers Assn. - June 21.23, meeting, Chicago, ll.; (212) 297 -2109; www.buildershardware.com.
Long fsland Lumber Association - June 22, golf , Rock Hill Country Club, Manorville, N.Y.; (518) 286-1010; www.nrla.org.
Northern New York Lumber Dealers Association - June 23, golf, Potsdam Golf & Country Club, Potsdam, N.Y.; (518) 286-1010; www.nrla.org.
3nt to 48tt
Airport Runway/Parking Lol
Golf Course Storm Drains
lndustrial Waste Water Applications
Constructed Wetlands
Landfill Drainage
Sewer Sludge Compost Pipe 3" to 48"
Crumpler Plastic Pipe, lnc.
Post Office Box 2068
Roseboro, NC 28382
Phone: 91 0-525-4046
FAX 91 0,525-5801
For the Best Quality and Service Call
WEB SITE: www.cpp-ptPe.com
A Chicagoland hardware retailer is stamping a new green image for itself, while ensuring customers will flow into its store.
Weiss Ace Hardware, Glenview, Il., installed an inkjet cartridge refilling station for computer printers and kicked off the new service by staging a "Free Ink Week."
From April 8 to 14, the store invited customers to bring in their empty inkjet cartridges for a free refill. "After we installed Ink-O-Dem's Cartridge Refilling System, we wanted to give our customers an incentive to get started. Thus, Free Ink Week was born," said store manager Karen Kolod. "We are looking forward to serving our customers in yet another way that saves them money and is good for the environment."
The promotion allows consumers undecided about cartridge refilling to see for themselves what the process is like and how it affects their respective printers' performance.
A subsidiary of 20-year-old TonerHead Inc., Ink-ODem refills over 5 million cartridges annually and is specifically targeting Ace Hardware stores, among others. Its technology is reportedly compatible with 95Va of the integrated inkjet cartridges on the market.
Weiss's decision to install the machinery was prompted by a consumer shift to greener product choices, such as discovering ways to keep discarded products out of landfills.
It doesn't hurt that customers will end up paying about half as much for their inkjet cartridges.
(Continued from page 32) strategy to pursue? Management will only be able to commit to strategies after ownership has clearly articulated its vision and objectives for the business. Do the owners want fast growth? Slow growth and debt reduction? Diversification through acquisition? The strategies that management pursue should be driven by ownership's hopes and expectations for the business. In Ken's case, this would drive the roles he should be undertaking as sales manager, as well as his goals and, ultimately, his day-to-day behavior.
It's easy to blame individuals for lacking accountability and commitment to their jobs. A closer examination, however, often shows that management systems are not optimized. Accountability is not merely getting employees to do what you want them to do. It is a process of aligning each employee's daily behavior with the agreed-upon direction of the firm.
- Christopher Eckrich and Amy Schuman are principals of the FamiLy Business Consulting Group, Marietta, Ga.; (800) 5510633. They can be reached at eckrich@efamilybusiness.com and s c human@ efamily busine s s .c o m.
Reprinted with permission from The Famil,t Business Advisor, a copyrighted publication of F'amil2- Enterprisc Publishers. No portion ofthis article mq) be reproduced wilhout pernission of Fumilt Enterprise Publishers.
For nrorc infilrmation on advertiscrs, call them directly or visit lhcir websites lin bracketsl.
AERT [wwuaertinc.com].....,., ........,......................s
Advantage Trim & Lumber [www,advantagelumber.com].......,..37
Anthony Forest Products [www.anthonyforest.com] .................25
Biewer Lumber [www.biewerselect.com]........,............,..,...........,.,3
Cabot [www.cabotfactoryfinish.com].................,................Cover ll Capital [www.capitahlumber.com]................................................34
Cedar Creek Wholesale lnc. [www.cedarcreek.com] ......,..,.......43
Ghicago Suburban Lumber Sales ,.,....31
Crumpler Plastic Pipe [www.cpp.pipe.com] ,............,,...............,.45
Deckorators [www.deckorators.com/bpd] .,........,.,.......................7
Distribution Management Systems Inc. [www.dmsi.com]..,.,.,...33
Elder Wood Preserving [www.eldenrvoodpreserving.com] ........28
Enduris [www.enduris.com].,.,............... ...Cover lll
Fasco America [www.fascoamerica.com]....................................34
Fiberon LLC [www,fiberondecking.coml ....................,.,.....,.......19
Fletcher Wood Solutions [www.tenonusa.com]..........................1 3
Great Southern Wood Preserving [www.yellawood.com] ....,.,.....8
GRK Fasteners [www.grkfasteners.com]............................,........36
Hoover Treated Wood Products [www.frtw,com].,.,............,.,.,.,.33
Latitudes Deck [www.latitudesdeck.com/bpd] ......21, 23
LTG Inc. [www.lbrtimber.com] ..........39
Mary's River Lumber [rvrvw.marysriverlumber.com] ..................35
Master Mark Plastics [www.rhinodeck,com].......,.,..............,.,.,...39
New South [wwwgator-guard.com].....,.... ..........27
NewTechWood [www.newtechwood.com]...............,.,...........,..,.,30
Redwood Empire [www.redwoodemp.coml,.......................Cover ]
RlSl [www.risiinfo.com/crows] ..............,.,..........37
Rosboro [www.rosboro.com] ..........,..... ...Cover lV
Selkirk [www.se1kirkcedar.com]...........,.,.,............,....................,,.38
Simpson Strong.Tie [wwustrongtie.com].............................29, 31
Sure Drive USA [www.suredrive.com]....... ...,.,...4S
Viance [www.treatedwood.coml ...................................................17
Wahoo Decks [www.wahoodecks,com] ..,.,........26
Western Red Cedar Lumber Association [vrunv.wrcla.org] ....,.,.38
Rosboro is now manufacturing and stocking 4x and 6x glulam products in full framing widths, plus l-Joist depths. The X-Beam streamlines the building process eliminating shimming - and extra labor - on the jobsi and allows distributors to carry one SKU.
The Engineered Wood of Choice
Rosboro X-Beam has many advantages over other engineered wood products, with no real disadvantages:
I Less expensive.
r Visually more attractive.
I Lighter weight and easier to work with.
I Unlike multi-ply LVL, X-Beam single-piece installation has no side-loading issues.
t Allows holes and fabrication within liberal guideline
The Greenest Beam on the Market
Glulam was green before green was exciting. Our glula today is an even better choice for today's progressive market:
r Made from a renewable resource - second- and thirc generation forests.
I Glulams are manufactured with resins that meet or exceed the most stringent global emission standards.
r FSC certification available. Spread