Building Products Digest - June 2003

Satin Bead TM Premium wood Panets

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Serving 16 Southern states

PUBLISHER Alan Oakes (ajoakes@aol.com)

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About the Cover

The front cover is a paid advertisement, this month sponsored by Arch Wood Protection and Wolmanized Natural Select.

MOISTURE ELIMINATING RAINSCREEN FOR PREMIUMSIDHWALL PROTECTION

Home Slicker " is the ans,wer for protecting wall systems from the damaging effects of moisture. Wind-driven rain from the outside, moisture vapor from the home's interior, and corrosive surFactants that leak from certain rypes of siding, usually remain trapped in beween siding and housewrap. Unvented moisture c:ln cause mold, destroy building paper and housewraps, and can even undermine the structural integrity of the wdl assembly. Home Slicker's unique t-hree-dimensiond nylon matrix providCI a continuou space for dryin& channels for drainage, and a thermal break for temperame and pressure eqrtalizetion, allowing moisnue to escape q"i.kly before it damages the sidewall materials. \7ood, fiber-cement and stucco systems, as well as brick and vinyl, are ideal for use with Home Slicker. '\?ith quick, easy installation, Home Slickerprovides long-term, maintenance-free protection for the home.

ALAN OAKES publisher ajoakes@ aol.com

What have you done for them lately?

Sales are the lifeblood of every company regardless of position in the sales channel. However, some sales and some customers are more important than others. Those are of your key accounts-any account that would hurt your business if you lost it. They may be a large manufacturer, wholesaler, dealer chain, or builder. This does not necessarily mean your largest revenue customers, but your most profitable customers.

As I wrote earlier this year, our industry is undergoing a radical change in customer loyalties. While a great pity, resting on the strength of past relationships may no longer cut it. as some have begun to find out. Whatever titles you put on these types of accounts-key, large, major, national-they need more nurturing than ever befbre. Taking them for granted can be a most expensive folly. One manulac-

turer I spoke to recently told me that his company had lost 40Va of their revenue when one of the big boxes dropped them.

Key accounts today mean a complex sales process. It was so much easier in the good old days when one person made a decision on a handshake. Today, without management, planning, and understanding your customer's buying process and aligning it with your own company's sales process! key accounts can eat up resources and never meet true potential. Even your best customers can quickly become unprofitable customers, and unless you have the technology or means to track profitability as opposed to revenue, you may not know it.

My experience of managing sales forces large and small is that sales people often use valuable time running after the wrong accounts for the easy sale. Easy

sales are easy for a reason. However, if you identify every current account for its potential (including prospect accounts), and develop action plans to achieve your goals, then you are on the path to higher margin and more profitable business. The key to key account management is aligning your business solutions with your customers' business drivers. Education about your industry, competition, the customers' current business strategy, and market position initiatives (which change almost annually and with every change of management both locally and nationally) is the start to strategically aligning the way your customer does business with the way you do business. Delivering perceived value is what it's all about, as in any business today; there is no free lunch anymore. Each company has to think about how best to maximize its best customers' potential, and with limited resources how best to manage them.

There is no easy way or formula to rank each customer, but it starts with reviewing each account in detail. Draw up a list of what is important to your company and develop a ranking system based on your business drivers. Come up with not only a point system, but a weighting system. Review recent business history, both from a relationship and product perspective, review your cost of sales and technical support and a host of intangibles that may be different for each account. Then put a value on the customer/vendor relationship, their strategy and way of doing business and how well that fits with the way you do business. If an account hammers on every price to the point of unprofitability, then they would rank low on that valuation compared to a customer who lets you earn a fair profit, but wants something else in exchange. Totaling points will value each customer and might surprise you. It will hopefully tell you not only strengths and weaknesses, but give you a roadmap on where to spend sales and management time and more importantly where not to.

ln a tough environment, where your customers change their way of doing business and now expect JITI (Just-In-TimeInventory) instead of holding inventory, then their score may change, and they may have more or less value depending on the way you are able to do business. In other words, your company has to continually evaluate a moving target and decide whether to move with your customer.

Do not let key accounts take you for granted. Let them know and remind them what you are doing for them. Do not assume that they recognize what you do for them. Good service often no longer cuts it. At the end of the day, the bottom line fbr managing key accounts is building a relationship of a trusted consultant, solution provider, needs assessor, and performing as expected and better to help them achieve their business soals.

Leaner McCoy's Carves Out Niche

McCoy's Building Supply Centers, San Marcos, Tx., is completing store upgrades begun last October.

Founded in 1923 as a roofing company, McCoy's has found that surviving in the era of the big boxes means carefully defining your place in the marketplace.

McCoy's c.e.o. Brian McCoy says the company is a hybrid, occupying less space than a Home Depot or Lowe's, but more than a traditional lumberyard.

McCoy says his stores don't try to compete with nurseries or stores strong on lawn products. "In the major metropolitan markets, we've lost the occasional buyer, unless we'rejust very convenient," he said. "The regular buyers of building materials, such as d-i-yers and remodeling contractors, we're hanging on to them as hard as we can."

McCoy's operates yards in Texas, New Mexico, Arkansas, Oklahoma, Mississippi and Louisiana, and to compete, has had to downsize in recent years. "Our stores weren't as modern," McCoy said. "They were missing the needs of customers. We had to close marginal stores that weren't profitable."

In 1995 there were I l0 stores with $442 million in sales. Last year McCoy's operated 87 stores with sales totaling $452 million.

Another f-eature of McCoy's is the absence of metal pushcarts in the parking lot. Employees load materials directly into customers' vehicles.

Although he f'eels pressure fiom the big boxes, McCoy recognizes his chain's strengths. "There's no doubt our competitors have an advantage on certain products," he said. "But on products we do the most volume on, we buy truckloads and there is no disadvantase."

'tN B'*:l#i.""",,11"'1,"r'l,Xli?f"',"#

ers are offering distributors, dealers, builders and homeowners more product choices. From treated engineered wood and insulated vinyl to better looking product options such as deeper wood grains and richer colors, technology is providing siding with more options than ever.

All siding manufacturers confront the problem of perceived value or curbside appeal, durability and maintenance. Solid wood siding remains at the top of this list for curbside appeal, but its hold on the market is diminishing due to high cost, a reduction in quality and alternative sidings' advancements.

High quality cedar or redwood comes from older, bigger trees, which are increasingly scarce. The younger trees don't have as much of the natural chemicals that impart the decay and termite resistance. Thus, they don't last any longer than other forms of sidins and have a maintenance f2g1e1-

oes

inting, caulking, repairing-many homebuyers are looking to avoid.

Two of the alternative sidings, fiber cement and vinyl, have taken the lion's share of the siding market because of their durability, low maintenance and lack of decay or termite issues. With advances in manufacturing technology, these siding manufacturers are now offering a broader product offering with a more finished look that adds to their curbside appeal.

Fiber cement manufacturers are developing a variety of textures beyond cedar to appeal to a broader audience. They are now offering vented soffit, as well as trim and panel products, and they have added a host of siding products finished in a wide range of designer colors, such as James Hardie's ColorPlus collection, with l5 year or better warranties on the finish.

The big news in vinyl siding is color, better curb appeal and insulation. As for color, LP, Owens Coming and others have found a wav to fuse a

protective acrylic layer over the vinyl base to offer deep rich colored siding that weathers well and has outstanding fade resistance.

For curb appeal, vinyl siding manufacturers have invested in technology to offer siding with a more realistic, deeper wood grain appearance. In addition, injection molded polypropylene siding has seen steady growth in the coastal areas, as the molds are based on actual cedar shingles providing for a curb side look that is impossible to distinguish from real cedar.

The newest thing in vinyl is insulated vinyl siding. ABTco and others have introduced a vinyl siding with a polystyrene foam backing that gives it a solid wood like feel, and provides an R-3 value of insulation helping to keep the warm air in, or out, dependins on the season.

The big news in vinyl siding is color, better curb appeal and insulation.

Engineered wood is making a comeback below the Sunbelt because new technologies are providing it with outstanding decay and termite resistance. One such product, LP's new SmartSide siding (lap, panel, soffit, vented soffit and textured and smooth trim), is a treated engineered wood that has been infused with zinc borate, an environmentally safe product. The resulting siding demonstrates excellent resistance to decay and termites and has one of the best warranties in the business. lt is easy to use. comes in convenient l6-ft. lengths, weathers well, lays flat on the wall and has a pre-primed overlay for excellent paintability.

There have never been more choices in siding for the homebuilder or homebuyer. But improvements are still in the works for all of these siding alternatives.

What does the future hold? Look for more line expansions with more styles and look for more prefinished product in all categories. It may not get any easier to choose between types of siding, but the manufacturers are determined to make each product better looking, more durable and lower in maintenance. Technology is making better, attractive siding possible.

TREATED engineered wood is the basis for LP's new SmartSide siding.

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Setbacks strengthen centu

fT WASN'T always easy to get to Ithis point. but this month Builders Supply Co. of Petersburg, Va., is celebrating its l00th anniversary, separating itself as one of the area's oldest continuously operated business.

Certainly, the lumber and building material dealer endured its share of setbacks over the last century. Just last fall, fire destroyed the company's

Desite hardships-

maybe even because of them-Builders Supply is heading full steam ahead into its next century of business.

warehouse, located adjacent to its headquarters in Petersburg. In the 1980s the business was hit by a devastating flood, with water at least six feet deep in the lumber yard. And, in 1993 it was shook by the tornado that struck and leveled parts of Old Towne Petersburg.

Despite these hardships-maybe because of them-Builders Supply is heading full steam ahead into its next century of business. It is currently making plans to rebuild its warehouse, and working toward continuing to increase sales, particularly during today's strong home buyers market.

"This is an exciting time for us right now," said chairman John H. Vanlandingham, Jr. "Our centennial anniversary gives us an opportunity to look back over the years and see how much we've grown, yet it also sets the stage for preparing for the next hundred years."

Experience has been a key to the company's success. "No matter what the question, we can find the answer," said his son, president James P. Vanlandinsham. "The seven mem-

bers of our board have a combined 234 years of service. When I came here 28 years ago, there was a ton of experience, from the salesmen to the mill men. They were strong mentors. They've gone on and suddenly you realize that you're the mentor."

To foster that loyalty, the company is now 1007o employee owned. As of last year, under an Employee Stock Ownership Plan, the company's 70 employees now own all of the company's stock. It took 15 years to accomplish the feat, but in 20O2 the employees finally were able to purchase the last of the stock options from the

VanLandinghams.

"People are more interested in a business when they have a stake in it," James VanLandingham. "When you're talking to that fellow driving a truck, you are talking to an owner."

His father added, "In the past, all of the company's profits have gone into buying the stock. Now that money can go toward building improvements, equipment and other things that will keep us strong and growing."

Builders Supply sells lumber, builders' hardware, roofing materials and engineered wood products, as well as manufactures roof trusses.

"EVERYTHING To Build With" was the slogan ol Builders Supply in the earliest days of the 100year-old firm.

ANUFACTURERS aren't the only ones depressed about too much supply depressing prices. Wholesale distributors consider oversupply their "biggest business concern," according to a recent North American Wholesale Lumber Association survey of members.

Most obviously, when profit margins and operating costs remain the same, lower prices mean lower profits. Three percent of, say, $300 per thousand bd. ft. is less than 3Vo of $4OO per thousand bd. ft.

Oversupply may also allow retailers to cut wholesalers completely out of the sales process. J. Dietrich Bondurant, Bondurant Lumber Wholesale & Export, Flomaton, Al., said, "The primary service of a wholesaler is to locate a product that a customer needs at price that the customer can afford. When there is an oversupply, the customer can easily find the product he needs at a price he likes without the help of the wholesaler."

"Too much product for the manufacturer begs for big

cuts in price for large quantity sales," elaborated Rick Inskeep, Wood Right Lumber Co., Troy, N.C. "To balance a manufacturer's inventory, big quantity buys go to the mega-wholesaler/user creating another quasi-mill secondary market. The small- to mid-size wholesaler has no chance to participate in this round of sales/dumping. Huge sales organizations then control the market, and the remainder of wholesalers must niche themselves out of the commodity product market or choose not to compete. User/wholesalers (value added) can opt to use product, or sell off product as needed-even using future hedging/forward pricing to enhance or protect a position in the cashside."

In addition, when prices are depressed to bare minimums with no fluctuation, there's precious little room for wholesalers to "get in between." According to Dale Bernard, George Kellett & Sons, Metairie, La., "An oversupply situation usually results in a flat market which limits a wholesalers' ability to profit from the spread between the market itself and the level at which he can buy or sell. It also reduces mill lead times reducing a dealer's need for a wholesaler's prompt wood usually sold at higher margins."

CrediUlnterest

As another distributor explained lumber wholesaling: "It's like the stock market. Nobody's making money unless it's moving."

"Most sellers have no remorse increasing price," said Carlos Kinsey, Lumber Source, Daniels, W.V. "However, decreasing prices to meet competition is much more difficult. Most sellers prefer to hold their turf and/or continue to look for new customers."

Falling prices most seriously harm wholesalers locked into long-term contracts. According to Paul Bellenger Jr., Paul P. Bellenger Lumber Co., Jackson, Ms., "Many wholesalers contract with mills to take a given amount of a certain grade, size, or working to be assured of supply. These wholesalers are expected to honor the contract and take the lumber at the contract price regardless of true market prices. Likewise, the mill is expected to honor the contract if prices go up. These contracts are commonly entered into on a quarterly basis and unless the contract prices are fixed to an index figure such as Random Lengths or Crows, they can only be cancelled by an 'act of God,' that is, fire or flood."

Consequently, Bellenger first sells the lumber, then buys it to fill the order. "We sleep better that way, but lose out on a rising market," he explained.

In April 2003, NAWLA wholesaler and manufacturer members ranked their "biggest business concerns."

Speculators are at increased risk. "It makes it difficult to hedge if products are too readily available," explained Dick Kennison, Kennison Forest Products, Sulphur, La. "If price isn't moving, there's no advantage in large wholesalers buying huge volumes of wood. A modest-sized wholesaler like me can compete back-to-back. It levels the playing field."

Binks Campbell, Horseshoe Wood, Temple, Tx., said, "For those who do stock some material, they have the problem of having inventory at a cost above the market. And for them as well as those who only sell based on firm orders, the dollar margin is reduced. Everyone gets more aggressive as to the accounts they call on, which can lead to potential credit problems."

Yet, oversupply also allows retailers to pressure their suppliers to have more stock on hand. "With today's fast paced economy, based on instant access by cell phone, fax and e-mail, we have also come to expect instant delivery, too," said dealer Paul Harper, Hughes Supply, Tampa, Fl. "We're not willing to wait weeks and weeks to get material anymore. This forces mills and wholesalers to keep more inventory on hand to meet quick delivery demands. In today's world, it's often the guy with the quickest delivery that gets the order. This helps me keep less inventory on hand and that helps keep my costs down. It also gives me more of a choice on who to buy from and gives me a better position in the bargaining arena that is so much a part of purchasing lumber. It's the old Catch 22-you can't sell if you don't have it and if you have too much of it, you can't sell it."

Widespread availability of product removes the urgency to buy. "Without the strong impetus of scarcity it is more difficult to get the buyer to take an offering no matter what the price," explained John Naglich, Heritage Wholesale, Evans, Ga. "The buyer feels no real need to act promptly since there is plenty of product and that should only lead to lower prices later. Oversupply not only effects price, but also the buyer's timing of purchase and the ability of the wholesaler to find added value for himself."

David Kay, Forest Products, Inc., Statesville, N.C., finds the situation the same in hardwoods as in softwoods. "If you have too much product on the market, the prices fall and our suppliers seem to double or triple their phone calls trying to dump products on the market," Kay said. "When this occurs, most customers just sit and wait until they feel that the price has bottomed out. Then customers go on a buying spree and prices eventually go back up."

Producers' desperation to unload product also results in too many wholesalers all selling the same thing, making it easier for dealers to shop on price. Yet, all wholesalers are not created equal, insisted Charles F. Wilson, Wilson Lumber Co., Memphis, Tn. "The problem at this time is there are too many self-proclaimed wholesalers who think one can sell lumber successfully with only a telephone, fax machine, or e-mail and a college B.A. diploma," he charged. "They can not identify one species from another and in most cases do not know the end use of the ultimate product."

any wholesalers who say oversupply is not an issue-such as Albert Forest Products, Cedar Mountain, N.C.--deal in specialty products not commodities.

Or they may be exporters-like Timber Valley Forest Products, Suwanee, Ga.-that carry minimal inventory.

Timber Valley's Mel Lundberg said, "For us, (oversupply) gives us more options and keeps the export market open for U.S. goods."

Imports, conversely, have been increasing from Asia, South America, New Zealand and Europe. "Specialty items coming in from South America has been our biggest problem," admitted Mark Austell, Austell Forest Products, Reform, Al. "It is hard to compete with their economy."

Others lay blame north of the border. "There is far too much production coming from Canada," said Bo Bell, Wyatt Bell & Co., Paducah, Ky. "Until that is resolved by whatever means possible, the price will continue to erode and that leaves no margin for profits. I have been in this business for 35 years and never remember overproduction continuing for such an extended period of time. I don't know of another industry that would continue (Canada's) policy of overproduction in the face of the economic environment we are in."

Jack Aden, Rawles-Aden Building Products, Petersburg, Va., disagreed: "We are, and forever shall be, in a world economy. All of us in North America have benefitted as consumers from this fact. Lower priced products of every stripe, including lumber, have flooded this country, hurting our manufacturing sector to be sure, but keeping our inflation rate in the U.S. at a rate which spawns consumer spending. We have to take the good with the not so good, while we recognize and respect our ability to access products easily from all over the globe. I strongly believe in controlling what one can control, and letting markets be free. Just ask the Coalition for Fair Lumber Imports how well the 27.3Vo tariff on softwood lumber imported from our best friend and trading partner to the north has functioned to reach their goals of artificially higher commodity lumber prices."

The problem, most wholesalers agree, is a real one. One apparently without an immediate solution.

Largest U.S. wholesale distributors of lumber and building materials ranked by annual sales, accordingto Wood Markets.

H ardwood solutions fo r cos t-conscious cus to mers

l\TO ONE would argue that homeI \ owners and builders aren't drawn to hardwood. Their beauty is unmistakable. Yet perceptions about high costs often dampen enthusiasm. It's here that dealers need to step in with creative solutions to make hardwood projects affordable.

Many customers are attracted to the look of cherry, maple and walnut, yet nervous about price. To overcome this anxiety, dealers should suggest alternative species and the use of finishes.

Many lighter hued, close-grained hardwoods can be stained to resemble their more expensive hardwood cousins.

Oak is also a great solution; it's

abundant and affordable. and can be used in millwork applications such as crown mouldings, recessed ceiling panels, and door and window trim.

Another strategy for allaying fears is to suggest mixing and matching different hardwoods.

Hardwood floors, for example, don't need to be 100Vo oak or maple. A skillful mix of one or more species delivers a signature look that gives each floor its own identity.

With this method, the grain patterns and colors of each hardwood species not only add visual interest, but allow builders to mix woods at different price points, lowering the overall project cost.

In addition to floors, this strategy

also works with railings, wainscoting and other millwork applications. Although the "clearest" grades are often the most sought after and the most expensive, they are not necessarily the best choice for a particularjob.

In many cases the natural streaks, swirls and knots of other grades offer attractive natural signatures for cabinets, floors and built-ins.

Lower-grade hardwoods are the best choice for cabinet sides and interior shelves that are not visible, and for wood that will be painted.

Hardwood floors

don't need to be 100% oak or maple; a skillful mix delivers a signature look.

Another economical approach to hardwood is plain-sawn lumber. This method produces the "flame shaped" or "cathedral" grain that is characteristic of most hardwood flooring and millwork, without the high cost.

Custom crown moulding and millwork is always popular, and having stock mouldings is one way to satisfy budget tastes. Custom looks can be achieved by joining several complementary stock profiles to create a unique product.

On an elaborate crown moulding, for example, this "stacking" strategy can save several thousand dollars. With more than 350 standard profiles, there are endless moulding combinations.

To further save your customers money, stock abundant species like poplar and sell it with a cherry or walnut finish. This can reduce materials costs by upto6O7o.

HABDWOOD PLAYBOOK: Dealers with difficulty selling hardwoods to budget cuslomers

wood stains.

'"\\-\

Window manufa open to lmprove

By Ralph Pfeiffer Crestline Windows & Doors

lf-r LAZING has emerged as the \Iindustry's most important stopgap measure as new studies indicate that windows account for nearly 30Va of the year-round energy consumed in a typical house.

The introduction of no-metal, warm edge spacers (the seal that joins two panes of glass that creates insulating glass), have helped stabilize the temperature differential between the warmer part of the glass in the middle and the cooler edges. The variance can sometimes cause condensation on the inside slass.

Low E'glass

is invisible to the eye

and is permanently sealed inside the window unit.

Condensation occurs on the inside of glass because of high humidity inside the house, particularly during colder periods. Even airtight homes, which seal in warmth and air conditioning, trap moist air.

Condensation on the inside of windows indicates a home has excessive humidity rather than faulty windows or seals.

Spacers are typically comprised of aluminum or stainless steel and are excellent conductors of heat and cold. Often, temperature differential can be so great that it stresses and cracks the windows. The spacers, along with Low E' glass, help manufacturers meet Energy Star guidelines.

Low E'glass improves the energy efficiency of standard insulating glass

by coating the inside surface of the exterior pane with microscopicallythin, optically transparent layer of sliver and antireflective metal oxide. This coating selectively filters the sun's energy in the summer and reduces heat loss in the winter.

Low E2 glass also helps minimize sun damage and the fading of window treatments, carpeting and furnishing by blocking infrared and ultraviolet rays while permitting nearly all visible sunlight into the room.

Low E2 glass coating is invisible to the eye and is permanently sealed inside the window unit. No special handling is required.

In addition to glazing, another tactic for slowing heat transfer through glass is to have the airspace between the panes filled with argon gas.

Low Er windows filled with argon gas perform 1047o better than noncoated, air filled insulating glass in some situations.

FADING lS HISTORY: Low E2 glass is manufactured with antireflective metal oxide that filters out UV rays and cuts down on sun damage to carpeting and lurnishings.

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Sales

res ln tough times

By Dave Kahle

f HAD just finished sharing some of lmy perceptions about the state of the economy and the challenges facing most salespeople in a recent seminar. One of the attendees sitting in the front row anticipated the next portion of the seminar when he said, "Dave, what's the good news? Where is the silver lining?"

Great question. So many of us have been concentrating on the clouds recently, that we haven't noticed the silver lining around the clouds. Certainly the economy is limping

Here are three clouds with silver linings.

along in many industries that had been accustomed to regular growth. And the challenges of the Information Age can seem overwhelming at the moment. At the same time, there are unique and powerful opportunities for those salespeople who choose to pursue them.

It really is our reaction to the difficult times that distinguish the true professional from those who are merely in the right place at the right time. One of the characteristics that contribute to success in difficult times is the ability to see the opportunities in almost any situation. That ability is particularly valuable today.

Negative situations, such as those vou mav confront as a result of a slow

economy, always contain the seeds of positive opportunities. Here are three clouds with silver linings:

1 . Your customers may be reducing their staff.

We've have all seen this. What looks like a negative, however, holds the potential for a great opportunity. Fewer staff generally means that some people are doing jobs that they have never done before and that fewer people are doing more jobs. These are both opportunities for the creative salesperson.

If someone is newly responsible for some category ofproduct you sell, you have a great opportunity to educate that person on your product, on the reasons why their company has chosen to work with you in the past, and on the benefits that you have brought to this company. Do this, and it will position you as a valuable resource to that customer. Capture that opportunity by leveraging your position into opportunities to present more of what you sell.

If some of your key contacts are now responsible for doing jobs that they have not done before, they can use help. It may be that by expanding the services or products that you sell to them, you can simplify their jobs and reduce some of the stress on them.

For example, a purchasing agent may suddenly become responsible for buying two or three new categories of product that were previously someone else's responsibility. Now is the time to make a presentation of why that

account should buy more from you. Stress that doing so will reduce the number of salespeople that purchasing agent needs to deal with, and will reduce the number of purchase orders, invoices, and all the ensuing timeconsuming details. That's a powerful attraction in these circumstances.

One of the most potent opportunities for a salesperson is the customer who becomes overwhelmed with the details and complexity of his/her job. If you can help simplify your customer's job, if you can take over some of what that customer formerly did themselves, then you'll have a powerful opportunity to establish a growing imoortance in that account.

Be particularly sensitive, over the near future, to the fact that your customers may have more to do. Open up conversations about how you can make a positive impact on their time and stress levels by reducing the number of vendors they deal with. Find creative ways your company can do things for the customer that the customer was previously doing for themselves.

If you can more closely ingrain your company with your customer in these difficult times, you'll become more important to that customer, and you'll enjoy a growing portion of their business when the economy turns around. It is a rare opportunity.

Yttur comltt'titttrs muy be cutting back.

A lot of companies are reducing their staff right now. They do so to reduce their costs so that they can sur-

vive in a difficult economy. That can open up an incredible opportunity for you to prosper in the long run. For example, if your competitors are cutting back on the number of sales people they employ, then relationships with their customers will suffer, and that is an opportunity for you. Your competitors' customers won't see the competitive salespeople as often, or maybe not at all. That lack of attention is an open door for you.

As you call on your customers over the next few months, pay particular attention to anything you can learn about possible competitor's cut backs. Try to ascertain which of your customers or prospects may be impacted by that. Give those people special attention.

If you can make an inroad into an account that was formerly committed to a competitor, that relationship that you establish will work well for you even after the market turns around.

It may be, however, that your competitor has not reduced the number of salespeople, but has cut back on service or production. If that's the case, then it is possible that some of your competitor's accounts are having trouble with delivery, service, quality, etc. Now is the time to get into those accounts and sniff around to find

problems they may be experiencing. Any such problem is an opportunity for you.

3. Yow customers may close clotrn or relocate out of the urea.

This one is a real challenge. What possible good can come of a customer going out of business in your territory? If you do your job well and are blessed with a little bit of luck, this could tum into two or three good customers down the road.

If you have done your job well over the past few years, you will have created positive relationships with several key people. You know them personally as well as professionally. You may have met their spouses or children. You've gained their respect and trust.

Many of them are not going to move to Mexico, China, or anywhere else. They are going to stay right where they are. Which means that they will be looking for a job similar to what they are doing now.

Get their home addresses and phone numbers and copies of their resumes. When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your area.

Whether or not they find employ-

ment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company in your area of responsibility. What a great opportunity to leverage your relationship into a new account, by calling on that individual.

With some luck, a couple of these displaced key contacts can open doors for you with their new employers.

One beautiful aspect of these three clouds with their silver linings is that it is unlikely that your competitors are even thinking this way. They are too busy feeling sorry for themselves and bemoaning the change from the way things used to be.

Use these clouds as opportunities to expand the business or to find one or two more accounts, and you'll be the envy of all the nay sayers around you. More importantly, take on the attitude of looking for the silver lining among the clouds in every difficult situation. It's the mark of a truly successful professional.

Dave Kahle (www.davekahle.com) is a sales consuLtant, trainer and author of over 500 articles, a monthly e-zine, and three books.

lof trtrets

Rrrrrr:rs

Potter's Ace Hardware Home Centers, Jamestown, Tn., has opened a new 10,000-sq. ft. Ace Home Owners Hardware in Algood, Tn.

American Hardware Supply reopened April 23 at a new location in Chester. Md., after 24 vearc on Kent Island

Cash & Carry Building Supply, Birmingham, Al., has learned that citv ofFrcials want to build a Social Selurity Administration payment center partly on its property

Scotty's closed its Venice, Fl., location last month after 35 years; store mgr. Peggy Cusimano has been transferred to the Sarasota, Fl., store as assistant mgr. ...

Scotty's also closed its Lakeland, Fl., location last month, with plans to redevelop and lease out the 39,000-sq. ft. building

84 Lumber Co. on April 30 opened a 27,0A0 sq. ft. store with 18,000-sq. ft. building Material Center in Milford, De. (mgr. Mark Trego, co-mgr. JeffWelch), and on Apt'.l29 unveiled a 38,000-sq. ft. store with 10,500-sq. ft. building material center in Franklin, Tn. (mgr. Elbert Helton, co-mgr. Chris Pruett), and a 35,000-sq. ft. unit with 12,500-sq. ft. building material center in Huntsville, A1. (mgr. Jim Hougas, co-mgrs. David Black and B.J. Jolley) ...

McCoy's Buitding Suppty Centers held a grand reopening May 8 at its remodeled store in Waco, Tx.

Home Depot this month opens new home centers in Wichita Falls, Roanoke, Bridgepoint (Corpus Christi), Georgetown and Skillman (Dallas), Tx., and a Landscape Supply store in Skillman new home centers opened last month in

Harrisonburg, Va.o and Biscayne (N. Miami), Fl.

Home Depot, Atlanta, Ga., has moved the management team of its Georgia Lighting subsidiary to its Expo Design Center division; as part of the shift, World Imparts, the manufacturing and distribution arm of Georgia Lighting, will now be managed by Your "other" Warehouse

Lowe's Cos. opened new stores May 1 in Lawton, Ok. (Tim Carna-han, mgr.); April l8 in Inverness (S. Birmingham), Al. (Rick Turner, mgr.), and April 17 in Camp Creek (Eastpoint), Ga. (Frank Faulkner, mgr.) ...

Lowe's has postponed buying a 19-acre site in Corpus Christi, Tx., until August to determine how much cleanup will be needed for the former landfill the chain is considering a ban that would pre* vent people under 2l from buying products that could be used as inhalants...

Lumber Liquidators, Colonial Heights, Va., was recently named one of the state's 50 fastest grcwing companies by the Virginia Chamber of Commerce

Louie's River Ridge Ace Hardware,River Ridge, Tn., was recognized for its participation in the local parish's Adopt a Parkway program...

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Dixie Plywood Co., Savannah, Ga., has opened a new warehouse in Charlotte. N.C. ...

U.S. Plastic Lumber, Boca Raton, Fl., has sold its cornerboard business to lllinais Tool Works for $8.2 million...

Internatianal Paper's wood products divison, Savannah, Ga., has decided against reopening its

22-y ear- old, Tuskalu s a Lumb e r MiIl, Moundville, Al., which closed in January

Louisiana- Pacific Corp. has sold 48,000 acres of timberland in western Louisiana to Roy O. Martin Lumber Co., Alexandria, La., for $32.5 million and agreed to sell 43,500 acres in Southeast Texas to an undisclosed buyer for $30.5 million, anticipating a late October close ...

Brite Manufacturing has acquired Ontario, Canada, plants Coventry Forest Products and South River Forest Products

DW Distibution, De S0!o, Tx., recently named Memphis Folding Stairs, Memphis, Tn., as its 2002 Supplier of the year ...

Nu-Waod Co, is now offering its urethane millwork in 13 differentcolors...

Anniversaries: McCoyt s Building Supply Centers, San Marcos, Tx., 80th ... Woodware Systems, Memphis, Tn.,20th...

Housing stnrts in April (latest figures) dropped 6.8%,.ta a seasonally adjusted annual rate of l:?48 million ... single family starts declined 3% to 1.356 million; multifamily (5 + units) were at a pace of 244rOO0 ... bui'lding permits fose l.T%o ra an annual rate of 1.708 million.

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of Building Products Digest! Just Fax your news to 949-852-0231. (a ftee

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Building Products Digest is about to introduce you to thousands of new Dealers and Wholesalers...

Since its inception in 1982, Building Products Digesthas reached all LBM dealers and wholesalers in the Southeast. Beginning with next month's issue, we will expand to the Midwest and Northeast. Although advertising rates will remain the same, our circulation will grow by approximately 500/o to 16,000 readers East of the Rockies.

Readers will benefit from coverage ofa larger pool of fellow dealers and wholesalers to learn from.

Advertisers now deliver their message to a significantly larger number of customers and prospects. Combined with sister publication The Merchant Magazine's coverage of the West, advertisers can now reach a national audience of more than 20,000 dealers and wholesalers. Call Chuck Casey or Alan Oakes at (949) 852-1990.

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National Lawn & Garden Show - June l1-12, Rosemont Convention Center, Chicago, Il.; (888) 316-0226.

Florida Building Material Association - June 12-14, summer management conference, Ocean Reef Club, Key Largo, Fl.; (3s2) 383-0366.

Architectural Woodwork Institute - June 13-L4, board meeting, Inn on the Alameda, Santa Fe, N.M.; (703) 733-0600.

Intertribal Timber Council - June 16-19, Indian timber symposium, Cherokee, N.C.; (503) 282-4296.

Louisiana Forestry Teachers Tour- June 17-21, Alexandria, La; (225) 922-1234.

Lumbermen's Association of Texas - June L8-19, committee meetings, Austin, Tx.; (512) 4'12-1194.

Temperate Forest Foundation - June 18-21, Southeastern Teachers' Tour, Jacksonville, Fl.; (503) 57 9-67 62.

National Hardwood Lumber Association - June 20-23,leadership development program, Memphis, Tn.; (901) 377-1818.

Forest Products Society - June 22-25, DoubleTree Hotel, Bellevue, Wa.; (608) 231-1361.

Southern Forest Products Association - June 25-27, forest products machinery & equipment expo, World Congress Center, Atlanta, Ga.; (504) 443-4464.

Louisiana Building Material Dealers Association - June 26-28, summer outing, Grand Hotel, Point Clear, A1.; (512) 472-1194.

Tigers of Asia - June 27-29, show and expo, Miami Beach Convention Center, Miami Beach, Fl.; (305) 445-3788. furv

Construction Supplier's Association - July 10-13, summer management conference, King & Prince Hotel, St. Simons, Ga.; (770) 151-6373.

Oklahoma Lumbermens Association - July 11-13, Summer Fling, Shangri-La Resort, Grove, Ok.; (405) 840-1771.

Kentucky Lumber & Building Material Dealers AssociationJuly 14, golf outing; July 15, summer board meeting, Lexington, Ky.; (800) 844-1774.

Northeast Window & Door Association - July 14-15, summer meeting, Hershey Hotel, Hershey, Pa.; (609) 799-4900.

House-Hasson Hardware Co. - July 1E-20, summer market, Knoxville Convention Center, Knoxville, Tn.; (865) 525-0471.

North American Wholesale Lumber Association - July 19-24, wood marketing seminar, Moscow, Id.; (800) 527-8258.

Appalachian Hardwood Manufacturers, Inc. - July 20-22, summer meeting, The Green Briar, Sulphur Springs, W.V.; (336) 885-8315.

National Retail Hardware Association - July 2l-23, annual convention, Westin Resort, Hilton Head, S.C.; (317) 290-0338.

Columbia Forest ProductsJuly 22-24, hardwood plywood training class, Trumann, Ar.; (800) 547-4261.

American Lumber Standard Committee - July 24, summer meeting, Washington, D.C.; (301) 972-l7OO.

Builder Marts of America - July 30-Aug. l, fall market, Baltimore, Md.; (864) 281-3633.

Association of Woodworking & Furnishing Suppliers -July 31-Aug. 3, International Woodworking Fair, Anaheim Convention Center, Anaheim, Ca.; (8W) 752-6312.

Southeastern Lumber Manufacturers Association - July 31Aug. 2, annual meeting, The Grand Floridian, Orlando, Fl.; (404\ 361-1445.

Southern Building Material Association -July 31-Aug.4, summer conference, Ramada Inn Plaza, Virginia Beach, Va.; (704) 376-1503.

Southern Building Material Association will stage its summer conference and leaders meeting July 3l-Aug. 3 at the Ramada Oceanfront Plaza Resort, Virginia Beach, Va.

Jim Enter, Performance Achievement Group, will speak on "Commission Plans" as well as "Profitable Delivery Management and Service," and Steve Monroe, SME & Associates, will address stress management. "Forces of Change & Workers Comp-Getting Those Costs Down" will also be presented.

Kentucky Lumber & Building Material Dealers Association members are invited to an installed sales seminar July 23-24 in Columbus, Oh. The Ohio Lumberman's Association and Guardian/BMA are sponsors.

Eastern Building Material Dealer Association will hold its annual meeting Sept. 17-19 in Ocean City, Md.

Southeastern Truss Manufacturers Association will hold its annual seminar during the Florida Building Material Association's annual convention Aug.2l-23 in Orlando, Fl.

In addition to a keynote address by baseball Hall of Famer Johnny Bench, educational programs will feature Ken Woodward on sales negotiations; Bob Hoffman, Bouchard Insurance Agency, on insurance markets; the Southern Forest Products Association on mold and mildew, and a roundtable discussion on productivity and incentives.

FBMA's show floor will include "Truss Alley," a special section devoted to trusses.

Kentucky Forest Industries Association elected Alan Richardson, Wayne Lumber Co., Monticello, president during its recent annual meeting in Lexington.

Vice president is now David Feldman, Feldman Lumber Co.; secretary/treasurer Dean Carter, and directors Ken Negray, MeadWestvaco; Wendell McClurg, Diamond Forest Products; Rex Patterson,

Patterson Chip, and Turner Martin, Turner & Conyer Lumber.

Also honored at the event were Logger of the Year Tommy Glisson, Glisson Lumber Co., Mayfield; Communicator of the Year John Marshall, MeadWestvaco; Tree Farm Inspector of the Year Sarah Moore, Kentucky Division of Forestry; Tree Farmers of the Year John and Randy Seymour, and outgoing KFIA board members Tom Broadfoot, MeadWestvaco; Carl Dickerson, Dickerson Lumber, and James Wells, Greentree Forest Products.

Boomer Housing Trends

Fully one-fourth of home buyers aged 50 and older are paying more for retirement homes than for their previous house, and their new home likely features next- generation amenities

like structured wiring and exterior maintenance services, according to a new national study by the National Association of Home Builders and Countrywide Home Loans.

The study of builders and developers revealed that more than half of their buyers in age-qualified, age-targeted and independent living communities are spending the same or more on homes. An even higher number are paying with cash or with high down payments of 3O7o or more.

Builders noted that the majority of buyers use equity in their current home and are willing to pay extra for high-tech options and upgrades in their homes. "Successful builders are offering yard service, high-speed Internet access, universal design features and social activities to attract 50+ customers," said Kent Conine, president of NAHB.

WooD.

TnERE Is NO SUSSTITUTE.

The Southeastern Lumber Manufacfurers Association represents over 220 rndependendy owned lumber manufacturers throughout the Southeast. Members of the association produce 4.5 billion board feet of quality hardwood and softwood products annually. Call (404) 361-1445 to request your compliment ry copy of the 2003 SLMA Membership Directory or visit us online at www.slma.org.

Tennessee Hardwoods Still Strong

Emmet Vaughn Lumber Co.'s lumberyard may be long gone, but it is still dealing in millions of bd. feet of hardwood as demand for Southern Appalachian hardwood remains high.

The Vestal, Tn., operation is part of the bustling hardwood environment of East Tennessee, where timber is

being cut, milled and shipped out for furniture, flooring, moulding and pallets.

Emmet Vaughn Lumber Co.'s 1l employees work the phones from its Vestal offices selling between 35 million and 40 million bd. ft. of hardwood a year.

Vaughn Lumber brokers only in hardwood, purchasing 90Vo of it from Appalachian states. In addition, Vaughn only sells to U.S. companies, instead of getting involved in exporting.

"We're the only company of any size that I know that doesn't export," said Emmet "Buck" Vaughn Jr., chairman and c.e.o. of the company founded in 1957. "I believe in keeping American jobs, and we're not big enough to where we have to go overseas."

In the past, 9O7o of Vaughn Lumber's sales were to furniture companies, but that has dropped to 4O7o in recent years.

Nearly half of the company's sales are now to manufacturers that make specialty products like molding, doors, cabinets and millwork.

Vaughn Lumber routinely ships $100,000 orders to customers, according to Vaughn, who said it's becoming a "very competitive business."

The biggest impact on the U.S. hardwood business is the flight of furniture manufacturing to countries like China, Vietnam and India, where labor costs less, said Matt Bennett, Vaughn Lumber senior v.p.-special operations.

The most recent report on the state's timber business showed 105.6 million bd. ft. were removed from 27 East Tennessee counties from 1989 to 1998. It also showed that the forest products industry contributed $18.2 billion to Tennessee's economy in 1997, up from $15.5 million in 1996.

Then the industry hit a wall for a few years, but has since rebounded.

Manufacturer Oak Ridge Hardwoods, Knoxville, Tn., has seen some steady business recently despite the national slump and is considering expanding.

"The whole strength of this business is to get as much out of each log that you can," said Chris Keziah, president of Oak Ridge Hardwoods. "For us, business has been steady. It hasn't been great, but it hasn't been horrible. We've been able to sell everything we've cut."

Depot Reviews Safety Policies After Fatal Accident

Home Depot is reviewing company safety procedures in the window and door departments at all its stores following the death of a 6-year-old boy at its Pharr, Tx., home center.

Ivan SanMiguel was with his father and stepbrother May 2 when he was struck by large patio doors that fell from a pallet overhead. He was pronounced dead on arrival at a nearby hospital.

Police are investigating the accident to determine if anv criminal

Windows And Doors Are

U.S. window and door demand is projected to increase 4.9Vo a year through 2007 to $31 billion, according to a new Freedonia Group study.

Strong growth in non-residential construction spending will support gains, offsetting a weak outlook for the large residential market.

Several factors will work to offset the effects of the soft housing environment on residential window and door demand. including increases in average home sizes and the growing use of value-added products.

charges should be filed. "Home Depot has a lot of explaining to do about that child's death," said Homer Vasquez of the County District Attorney's Office. "We want to see if anyone was criminally negligent."

An unidentified manager told the local newspaper that on the night of the accident, a worker had moved the pallet from a shelf to the floor, then removed the packaging that held the doors upright to get a door for a customer. According to the source, the

Looking Up

Plastic windows and doors will continue to lead demand gains through 2007, advancing 7 .37o annually to $6.2 billion. Gains for products such as fiberglass entry doors will be particularly strong as they quickly increase market penetration.

Despite the strong growth for plastic windows and doors, products made from metal and wood materials will continue to dominate dollar value demand through 2007. Most significantly, metal windows and doors will rise 5.87o yearly to $13 billion.

employee allegedly left the pallet unattended without securing the remaining doors, which later fell on the boy.

The manager claimed Home Depot promptly issued a new policy requiring removal of all doors and windows from pallets if the packaging is removed and posting of instructions on all four sides of affected packages.

Weyco Sells Carolina Forests

Weyerhaeuser Co. has agreed to sell 172,000 acres of North and South Carolina timberland it acquired when it bought Willamette Industries in 2001.

The deal includes all 50,000 acres of Weyerhaeuser's holdings in South Carolina and less than 2O7o of its 675,000 acres in North Carolina. The company deemed the land of little strategic value and designated it for sale as soon as it acquired Willamette.

The company is also trying to sell 172,OOO acres in Tennessee.

Overall, Weyerhaeuser owns 7.5 million acres in the U.S. and manases 50 million acres.

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Brian Hayson is the new president and general mgr. at Cox Wood Preserving, Orangeburg, S.C.

Chris Pierce, ex-Universal Forest Products, has joined Conner Industries, Inc., Fort Worth, Tx., as assistant purchasing director.

Mike Gulledge, formerly with LP has joined Deltic Timber Corp., El Dorado, Ar. as sales manager. Jim Krestensen, formerly with Willamette Industries, also is an addition to the sales staff.

Dean Johnson has been named c.e.o. of Intercontinental Forest Products, Smyrna, Ga. Nate Sewall is the new v.p.-sales in Peachtree City, Ga., and Gary Jones has been appointed v.p.-operations in St. Petersburg, Fl.

Bobby Webb will retire at the end of the month as mgr. of Guardian Building Products, Tyler, Tx. He will be succeeded by Greg Jessup.

Patrick Amey is a new mgr. trainee at 84 Lumber, Raleigh, N.C.

Joseph J. Haggerty, Jr., Williams Lumber Co. of North Carolina, Rocky Mount, N.C., has been elected president of the Southern Cypress Manufacturers Association. Bill Conwell, Griffis Lumber Co., Gainesville, Fl., has been elected v.p.

Joan Lipps has retired as accountant/bookkeeper for the Southern Forest Products Association, Kenner, La., after 30 years with the association.

Micheala Moriarty has been named the new Jacksonville, Fl., area sales rep for Louisiana Pacific's SmartSide siding and exterior trim products.

Steven Corless and Yuichi Hayashi will head up the Southern Pine Council's new American Softwoods Japan Office in Tokyo.

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Tom Kinney and Jonathan Whitley, both ex-McEwen Lumber, are new to Dixie Plywood's sales staff in Charlotte, N.C.

Watty Strader, Home Supply Co., Louisville, Ky., has retired after 44 years in the lumber business.

Cliff Sink, president/owner, Discount Building Materials, Oxford, Ms.; Hal Hudgens, president/owner, Hill Country Hardware & Lumber, Eureka Springs, Ar., and v.p., Hanby Lumber Co., Berryville, Ar., and Zac Groom, purchasing mgr., Groom & Sons' Hardware & Lumber, Mabank, Tx., were recently named 2003 Young Retailers of the Year by the National Retail Hardware Association.

Shannon MacGregor has joined the Construction Specifications Institute, Alexandria, Va., as director of finance.

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Dan Biggerstaff has been named president of Emmet Vaughn Lumber Co.. Vestal. Tn.

April James has been named executive director of the American Wood Preservers Institute. She will be assisted by Melissa White.

Scott C. Conklin, Universal Forest Products, has been elected 2nd v.p. of the American Wood-Preservers' Association. Wayne P. Ryland, International-Paper, is treasurer. Randy Deweese, Thomasson Lumber Co., Philadelphia, Ms., has been elected to the executive committee along with G. Paul Merrick, Trus Joist.

Damian Pataluna, FischerSlPs, Inc., Louisville, Ky., has been elected president of the Structural Insulated Panel Association. Tom Williamson. APA. was elected to the board.

Bill Lazor, Simonton Windows, Parkersburg, W.V., was named a Certified Graduate Remodeler Associate by the Certified Graduate Remodeler board.

Berle Wood is new to the hardwood dept. at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

Co-op Gets Members Online

With92%o of members already connected, Do it Best Corp. is on track to reach its goal of having 1007o of its dealers electronically linked by July 1.

To get connected, members need a computer, an Internet connection at their stores via a local Internet Service Provider or through Do it Best's Spacenet Satellite Network, and access to mydoitbest.com, the co-op's member-exclusive Web site.

The co-op sees mydoitbest.com as its long-term vision of how it will communicate with its entire membership-4,300 retailers around the globe.

The site features:

. an online catalog that provides live inventory checks, the ability to place orders for products, and "real time" information on all of the more than 68,000 products carried by the co-op; the ability to view market bulletins online and register for co-op events;

. an online version of the plan-ogramming Power Aisle Book, and . access to information on all of the co-op's programs and services.

So far, 350 members are participating in Do it Best's Spacenet telecommunication system, which connects the co-op to individual stores and reportedly makes data transmission and other communications faster, more reliable and more efficient.

Home Projects Get Pricier

A new survey of more than 160 contractors who specialize in home improvement shows the cost of 10 popular projects increased by I0.27o from 2002 to 2003. three times the government's inflation rate of 3.4Vo for the year.

Explaining the rise in prices, 507o ofthe contractors cited increased labor costs, while 35Vo were unhappy with the cost of materials, 247o mentioned higher health and liability insurance rates, and 5Vo cited costs of fuel and specialized subconffactors.

Despite the rising prices, 59Vo of contractors are predicting an increase in sales for the rest of the year, as interest rates remain low and the demand for larger homes rises.

Analysts say that home improvement projects offer a high return on the dollar when a home is sold.

literoture

Your Southern Pine Library

2003-2004 SFPA Catalog, a catalog of nearly 100 videos, publications and services related to pressure-treated southern pine, is available by requesting publication #100 from the Southern Forest Products Association, Box 641700, Kenner, La. 70064; (504) 443-66121' www. southernpine.com.

The Lumber Yearbook

Random Lengths Yearbook, a 290-p. book of critical lumber market information compiled from the last I 1 years, is $46.95 from Random Lengths, Box 867, Eugene, Or.97440; (541) 866-9925 www.randomlengths.com.

Online Hardwood Help

Hardwoods in the Bath: Finishing for West, Humid Environment, an online brochure on installing a hardwood tub surround, is available on the Web from The Hardwood Council at www.hardwoodcouncil.com.

Plumb The Catalog Depths

The Woodclad Way

A l2-p., full-color brochure of woodclad windows and applications is free from Milgard Windows, (800) 562-0402; www. milgard.com.

Stones Around The Hearth

Fireplaces and Chimneys, a l2-p. brochure of stone applications for fireplaces and chimneys, is free from Cultured Stone, Box 270, Napa, Ca. 94559; (800) 255- I 727; www.culturedstone.com

Know The Mold Facts

Facts Regarding Mold, an educational brochure for component manufacturers and their customers that lists facts about mold on lumber in residential construction, is available from Wood Truss Council of America, I WTCA Center, 6300 Enterprise Lane, Madison, Wi. 53719; (608) 274-4849; www. woodtruss.com.

Moulding Design Showcase

Combination Moulding Desrgn.r, a fullcolor brochure of ideas for using combination mouldings in every room of the house, is free from Georgia-Pacific, (800) 284-534'7 ; www.gp.com.

Wood lllustrated

Architectural Woodwork Quality

A plumbing and radiant heat products catalog for professional plumbing contractors is available from CPI Inc.. 135 Fox Rd., Suite A, Knoxville, Tn.379921. (865) 690- I 558; www. durapex.com.

Woodworking Novella

A 114-p., full-color catalog of woodworking tools such as shaper cutters, router bits and insert tooling is free from LRH Enterprises, 9250 Independence Ave., Chatsworth, Ca. 91311; (800) 4232544: www.lrhent.com.

is ovoiloble by contocting the source directly.

Standards lllustrated, a 685-p. book or CD that contains design and technical illustrations for architectural woodwork. raw lumber and veneers is $100 from the Architectural Woodwork Institute, (301) 9 53-7 264; www.awinet.org.

^@. ceorgia+acitic

USFS Protects Lumber Firms, Workers Say

Five U.S. Forest Service workers are claiming that their timber theft unit was abolished to protect lumber companies from prosecution.

The whistleblowers will make their case this month before a federal administrative law judge at the Merit Systems Protection Board, charging that their 16-member division was disbanded in 1995 after they began investigating alleged Forest Service coverups of corporate timber theft.

They claim that companies were clear-cutting healthy, old-growth trees under the pretext of salvage programs that, in theory, were to thin out diseased or dead timber. The workers further allege that they were prevented from doing their job, ordered to relocate and sometimes harassed.

The Forest Service claims the unit was eliminated because it wasn't the most efficient way to protect trees from theft.

Right now, law enforcement officers attend timber harvest planning meetings and review contracts. Each year a few lumber companies are permanently barred from bidding on contracts because they violated harvest regulations.

"The big theft is occurring, not with a chain saw, but with a pencil," said Jim Keefer, a retired Forest Service employee who served on the task force.

To date, those alleging the cover-up have not offered specific examples of wrongdoing.

The timber theft unit was established by Congress in 1991 to investigate criminal theft of trees by the timber industry and fraudulent underpayments estimated at up to $100 million annually for lawful harvests. It was part of a larger Forest Service effort to stop all types of timber theft in national forests.

The task force was responsible for California, Oregon, Washington and Alaska and had an annual budget of $3.4 million. Each year the task forces brought in nearly that amount in fines from lumber companies.

"The federal government shifted from enforcing environmental laws against massive corporations clearcutting the forests and instead chose to concentrate on people cutting firewood or Christmas trees," said Tom Devine, a lawyer representing one of the workers.

"My biggest business concern is the lack of new independent retail lumber yards. When all that is left are big boxes, wholesalers concerned today about oversupply will be swimming in the big box shark tank, or joining their old customers in early retirement."

- Claudia Cowan, owner, Horizon Forest Products, Richmond, Ca.

Lumber Thieves Lose Loot Valley Lumber Co., Cumberland, Md., has recovered plywood and lumber stolen early April 28 and then abandoned on the side of the road.

The thieves evidently loaded the lumber onto a pickup or flatbed truck, but the majority of the wood slid off the vehicle as they drove off the property.

State police are investigating the crime.

' )ll iir, It,

AMERICAN Institute of Timber Construction welcomed new officers (1) v.p. Craig lqnCott, past president Mike Lane, president Tommy Hewitt, and trbasuier Mikd G.iles during-its^51st annual meeting at the Hilton Waikbloa Village on the Big lsland 9!.tlgwqii (2) Cgro!, Hollis, Clay & Aubra Anthony. (3) Mike, Emha & Nancy Baker. (4) Ed Jones. (5) Genie & Holton Quinn. (6) Douq Hucke, Kerlin Drake. (7j Nancv Jaenicke, Carlton Whittle. (8) Kathy Jones, Scott {Lucy Strandlien, Snannoh Ciled (9)-Sue, Alex, Craig & lan VanCott. (10) Faye & Chestei New. (1 1 ) iiil, Britta, Trygve & Stina Rhude. (12) Gunnar Brinck, Fied Meintz, Mike Ailen.'(13) Louis & Meiiisa Sharp. (14) Bruce Bevard, Gary Burley, Holton Quinn, Steve Tillett, (15) Hiro & Bob $ggggq",lt6) Mgrtha Whittle, Ellie & Bud Filler. (17) Mike & Vicroria Foster. (18) Shirl Sieli, Mike Caldwell, Joe Hucke.

Large Inventory 1" Southern Pine Boards & Patterns

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All completely under cover and protected from the sun and elements Selling Lumber Dealers Only!

San Antonio. Texas

(800) 580-7748. Fax 210-340-1649 Email blsbdc@ worldnet.att.net Call Bill Burk, Bobby Burk, Richard Boorntan. Travis Crim

uorres

Joe Sample, 63, recently retired senior vice president of TempleInland Forest Products, Diboll, Tx., died April 20.

Mr. Sample worked for Temple from 1962 until his retirement this past March.

He served on the board of the Southern Forest Products Association in the 1990s and was active with the SPFA marketing committee in the 1980s. He was also involved with the American Forest & Paper Association, Southern Pine Inspection Bureau, American Wood Council, Texas Forestry Association, APAThe Engineered Wood Association, and the Southern Pine Council.

Norman A. Westgard, 86, retired owner and operator of the old Westgard Lumber Co. and Crest Rental Equipment, Corpus Christi, Tx., died April 28.

Thomas Curran Kilby, 7'7, cofounder of Herndon Lumber & Millwork, Herndon and Centerville, Va., died April 9.

A native of Washington, D.C., Mr. Kilby served with the Navy in World War II.

Dennis Counsell, 73, retired partner in Federal Millwork Corp., Fort Lauderdale, Fl., died April2.

A native of Wales, Mr. Counsell emigrated to Canada, eventually join-

ing Federal Millwork in 1952. In 1982 he was made a partner and retired in 1996.

Alfonso Villagomez Jr., 29, supervisor at Moore Bros. Lumber Co., Conroe, Tx., died April20.

Thomas E. Deegan, 76, retired industrial sales manager for Riemeier Lumber Co., Bond Hill, Ky., died May 1.

A native of Newport, Ky., he served with the Navy during WW II.

Millwork Firm To Grow in Md. Moulding and Millwork plans to expand its primary East Coast distrib-

S'IOCK

ution hub with a move from Elkridge, Md.. to Columbia. Md.

The Canadian-based company has signed a lO-year lease for space at the Snowden Distribution Center.

The expansion will nearly double the firm's space from 123,500 sq. ft. to 280,000 sq. ft. and eventually add 50 new workers.

Company officials said the expansion is necessary because of recent growth in residential building.

The new Columbia facility is expected to service the Midwest and become the firm's largest East Coast DC.

Employees will make the move in August.

TIII] ALL.PIJIBIDOSB ATTIIITNATIITB DIIIIID SITAilIP OYIDITDSS

*"8flH'jln"i3ll*"' Save money by stocking Deep Swamp Cypress in place of redwood and cedar. This beautiful, versatile, all around species, for exterior and interior use, finishes better than cedar or redwood and is more stable than southern pine.

roducls

Hug Some Drywall Today

A construction adhesive for bonding large surfaces such as paneling, drywall, molding and trim is new from Henkel Consumer Adhesives.

Get Under Siding's Skin

Pactiv Corp. has introduced a fold underlayment that fits in the low spaces between vinyl siding the exterior wall.

fanholand

GreenGuard Backer-Pro reportedly

Hurricane Tough Doors

Taylor Building Products has introduced a steel entrv-door svstem that meets codes for'coastal-wind zones.

Secure-A-Storm System reportedly

increased the siding's impact resistance to thermal efficiency. It is available in 45"x24' fanfolds with ll4" thickness.

- Please contact (800) 241-4402 or go online at www.green-guard.com

minimizes the impact of wind borne debris with a design pressure of +55 -60 psf.

- Please contact (800) 337-9026

Guaranteed Interior Panels

Georgia-Pacific Corp. has introduced a written limited warranty for its DensArmor Interior Guard and DensArmor Plus Fireguard interior panels.

The warranty covers three months against in-place exposure damage and three years against manufacturing defects.

- Please contact (800) 225-6119 or go online at www.gp.com/gypsum

Lift This Power Stacker

A power lift stacker for light-duty material handling is new from Multiton MIC Corp.

Model SM l5120, a walk-behind stacker, is available in a single mast for 62" lift or a telescopic mast for lifts up to 130".

* Please contact (804) 737-7400

Loctite Paneling and Drywall adhesive features a bondins solution that reportedly allows su-rfaces to "grab" each other, eliminating the need for a brace. The surface is repositionable for up to l5 minutes.

- Please contact (800) 321-1773 or go online at www.henkelca.com

Trim Board Evolution

Universal Forest Products has expanded its line of cellular polymer trim board for exterior applications to include a reversible surface and a traditional brick mould product.

TechTrim is said to resist rotting, cracking and peeling. It comes factory primed, requiring only one latex topcoat.

- Please contact (800) 598-9663 or go online at www.ufpi.com

Wrap That Lumber!

Trus Joist is now shipping its engineered products in a new recyclable product wrap manufactured by InterWrap Corp.

The woven wrap is made of 1007o polyethylene and can be recycled as medium density, multi-use pellets for making end products.

- Please contact (800) 338-0515 or go online at www.tjm.com

Treated Composite Trim

A treated exterior composite trim for column wraps, soffits and half rounds is available from CraftMaster Manufacturins.

No Mushrooms On Deck

PAM Fastening Technology has introduced collated composite deck screws that are said to eliminate "mushrooming" during installation.

P13 auto feed screwdriver system does not require predrilling and features a five-sided thread design that displaces deck materials and reduces driving torque by over 23Vo.

- Please contact (704) 3943 I 4 I or visit www.pamfast.com

The Daily Grind Times 500

Metabo Corp. has introduced a compact straight grinder for deburring, sharpening, and grinding in tight areas.

Pro-Sharp mounts on any standard drill or quick-change system and sharpens the pencil when the drill trigger is squeezed.

- Please contact (800) 827-3398 or go online at www.chhanson.com

Value-Added OSB Line

Potlatch Corp. now offers a full line of specialty OSB products that resist surface mold growth and offer energy savings.

The OXBoard line includes OXTerminator structural building panels, LuminOX radiant barrier roof and wall sheathing, and OXTreme Sturd-I-Floor panels.

- Visit www. oxsp ecialtie s. c om

Vent Your Way To Profits

Ado Products has introduced new plastic rafter vents designed to handle the rigorous demands of distribution in a lumberyard environment.

G500 die grinder features a 4.4.amp motor providing 27,000 rpm of no-load speed and a hardened and ground 1/4" collet for fitted attachment balance.

- Please contact (800) 638-2264 or go online at www.metabousa.com

A Builder's Sharp Pencil

The industry's first chuckable, drill-powered pencil sharpener for ca4renter's pencils is new from C.H. Hanson Co.

ProVent and Durovent are made to prevent the breakage associated with foam rafter vents.

- Please contrct (800) 666-8191 or go online at www.adoproducts.com

EWP Column Debut

Synergy Pacific has introduced a kiln dried, appearance grade engineered wood column that is said to have both structural and high appearance characteristics.

QuattroPost features a center hole for electrical wires and irrigation lines and is available with free-of-heart center.

MiraTec comes in a 16" wide board and is treated with zinc borate wood preservative and resins to prevent rot and termites and provide moisture resistance.

- Please contact (800) 255-0785 or go online at www.miratectrim.com

- Please contact (250) 546-6808 o r vi sit www. syne rgypac ifi c. c om is ovoiloble by contocting the mo nufo(turer directly.

Finish farpenter pencil An1 Shafpen€r Kit

IceScapes is designed for zero-lot line applications for privacy uses such as showers, bathroom dividers and radius walls.

- Please contact (800) 624-2120 or vis it www. p ittsbu rghco rni n g.com

Ink Your Lumber Deal

An new ink that is sensitive to UV rays which reportedly marks date and batch codes on a product without disturbing its graphics or look is new from Matthews International.

Drivers With lmpact

Dewalt has introduced a new line of cordless impact drivers for pros that reportedly deliver three times the torque of traditional cordless drills.

The drills are desisned for HVAC installers, general conlractors and carpenters and are said to drive large fasteners without kickback.

- Please contact (717) 431-0481 or go online at www.dewalt.com

Glass Block Options

Pittsburgh Corning Corp. has added seven square, triangular, hexagonal, and curving block shapes and sizes to its line of glass block.

SCP-709 is for manufacturers to internally track date and batch codes of various components. It reportedly sticks to wood, metal and paper substrates.

- Please contact (412) 665-2500 o r v is it www. matthew s ma rking. c om

Heavy Metal On The Roof

A metal tile system that is said to resemble the look of tile panels and survive hurricane-strensth winds is new from Met-Tile.

The system features a 230+ mph wind rating.

It consists of long-length, 3-ft. wide panels applied vertically and secured with screw fasteners.

- Please contrct (909) 947-031 I or go online at www.met-tile.com

OSB Raincoat

Louisiana-Pacific Corp. has added a moisture resistant OSB sub-flooring product to its ToP Notch OSB line.

casement, awning, baY and bow windows.

Crestline Select comes with aluminum-clad frame and sash or primed exteriors and pine interiors suitable for painting or staining.

- Please contact (800) 552-4111

o r v isit www. c re stlinewindow s. c om

Deck Design Software

Deck design software that allows builders and consumers to build a deck before they buY lumber is new fiom Straightedge North America.

--:;--------jg"ae

r-oEm -"El-

Top Notch Orange Plus comes with a 2O-year limited warrantY, 1s APA Sturd-I-Floor rated and tested, and is available in 96"x48" panels and thicknesses of 19132",23132" and 1t8".

- Please contlct (800) 648-6893 or go online at www.lqcor7.conl

Siding That SurPrises

Vinvl sidins that is said to resemble the look oT rough-sawn cedar is new from Georgia-Pacific'

Biz-e-Builder creates a virtual 3D plan of the deck project, showing all elevations and measurements.

- Please call (847) 223-5620 or v i s i t vvw vt. s t r u i g,ht e d g e s o I ut i on s. c om

Steel, Forming & Concrete

Weyerhaeuser Co. has introduced a new pbrtfolio of steel, forming and concrete oroducls and services.

New concrete Products include BBO & ES plywood and MDO forming panel. Among the new steel producis-are rebar and construction stakes.

- Please clntlct (800) 525-5440 o r visit www.weyerhae use r-c om

on ony New Producl is ovoiloble by coniocting the monufoctuter directlY.

Rely on Doirymon's SuPPlYfor...

&heduled weeldy deliveries - sone doy, rome line.

. brge volune dirccl rhipmeaB lron fie monufacluter lo you' Xnowledgeoble solespeople in the field.

ln-house spedolbls in oreos o{ commerciol tooffng, deel ond RIUP' Speciol order ond ernergenq dellveder.

Rough Sawn Cedar siding i's molded from high-quality resins with UVinhibiting addiiives and can be painted with latex paint to match existing siding.

- Please contact (800) 284-5347 or go online at www.SP.com

The

Window

Crew Crestline Windows & Doors has introduced a new series of wood windows and patio doors that includes

A [ull Ronge of Building Producfs, including lumber, Roofing, Rebor, Steel Produds, lloils, Sgews ond Conneclors

Rates: 25 words for $25, additional words 700 each. phone number counts as one word, address as six. Headline or centered copy, $6 per line. Private box or special border, 96 each. Column inch rate: $45 iamera_

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Producrs, (480) 991-1777, for confidential discussion.

ready, $55 ifwe set rhe type. Send ad copy

852-t990. Ad must be prepaid unless you have established credit with us. Make checks payable to Cutler Publishing. Deadline for copy: 20th of the month.

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

i;;;;;; Viiiti"n"cbutf.

I.rdi.*rbi.

Jur.re 2003 BuIlorNc Pnooucrs DtcBsr 35

NAWLA POW WOW: North American Wholesale Lumber Association i';l,jlrc;rr;imeeting May 5-7 in Rancho Mirasg,ga' (1) Bob Legg,Jeff 'e'ritiirinq.-izt Fiani Jiin Ramsev. (3) Sc6tt Lewis,-Marv & Mark 6oni,uin.'r+i-i.qqt & Dennis Downdr. (si tou Cnance Susan Stanton'

(6) Ted Robdris, Kerslin Drake' (7) Julie

is) pim eake?, Ben Stephens. (Q) M911e Jensen' Carsten riiriir. iioi-l.i,jn Scroggins, Lamar Logan. (11) Mike o'Halloran' Jim

Enriqht. (12) Bill Reedy, Bev Gorman, Ann Heav-enor' (13) Clayton eil.r"..] iinta a oa*n ijernstein. Doyal Marks' (14) Howie Anderson' ff Sjnfiion a brad Johansen. (16) Lind'a &ffich Slolz (17)Sandra & Ray b;-lb*. ilbi Fiintiiorrnston,'Bob Flvnn,.Greqq wilkinson' (19) Kevin & ffiil; d;;ffi: 1iol Wiitie tiovne. 1it; t-inoa-{ Jim Scharnhorst, De11is a -oiiJr Hrltt..'(zi) Barrv &'Linda Schneider' Ken Caylor' (23) John Javne, iom tevere. (zq) Sahdy Broady' (More photos 0n neil page'l

UORE NAWLA (continued from previotlg rlage): (1)Traci & Mike Mordeil. (2) Bill. Griffith. JS) Jghn McGiil. (4)'Tom WgbtO'rc,iir, 'eaui boaiOman, (O urii<i Holm. (.6] Mark Shaner, pautW-atters. (7)Dave'Binder. iej patty li-bil;i Harris (9) Nancy Schmidr, Jim & Sabrina Enrighr. (10) t#Oa a'lonn gr'itt. (11) Parker & Susan Butterfietd. (!2) John SiocfnaLiseir, CinO1l CJopei, [^rt1i!,B.,Trn, Eric Hail. (13)_Ke[h Sisk, Dean Johnson. (1'a) jori Krr6t-i.; sleve wernstein, Seamus O'Reilly. (i5) Michael Johnson. (16j Craig Broady.

(17) Don Libby, Mike Ryberg. (18)Nick Georgetis. (19) Jim Graham. (20) John C.ooper. lztl tim uisse"nsiab, Nick xe1,i izlitiik'inase. (23) Robert Deneefg. (24) T.J. Tomjack, Bob Owens (2S) Ctini Dameil, Bart b*hn. tZOi Jerry -uus" uustatson, Jack Heavenor. (27) Bill Reedy, Bon Gorman.

AFPA Adopts Treated Council

American Forest & PaPer Association is taking over the Treated Wood Council to continue the legislative and regulatory functions of the American Wood Preservers Institute.

AF&PA will manage the TWC as a separate organization. During a May l4 meeting in Washington, D.C., wood preservative manufacturers, treaters and lumber Producers approved a new set of by-laws for the organization and a budget for the remainder of 2003 and 2004. A search also is underway for an executive director, assistant and, if needed' a communications firm.

The TWC will initiallY focus on state and federal regulatory issues, communication with members and media response, covering all aspects of treated wood.

Southern Pine Council will fund $200,000 in 2003 as the wood Producers' portion ofthe total budget.

Wholesaler Shows lts Wares

Celebrating the oPening of its newest facility in Raleigh, N.C., Diamond Hill Plywood held its inaugural buying show for customers in North and South Carolina.

According to President and c.e.o' John Ramsey, the APril 29 show in Florence, S.C., consisted of exhibits from 44 vendors from across the U.S. and Canada.

Bigger Home For Texas Firm

After 35 years in the same location in Richardson, Tx., Woodmark International is moving its headquarters about six miles away where it will more than double its existing warehouse space by occupying an additional 55,000 sq. ft.

"In the past two Years, we've had to utilize off-site warehouses, so our intent is to consolidate into two warehouses," said president Sam Sherstad.

Along with its headquarters, Woodmark is relocating two of its three divisions-Stair Parts and

Banner Faucets & Accessories-to the new facility.

The company-owned facilitY in Richardson will be used for Woodmark' s one-year-old Fortress Iron division. "Fortress will take over this 40,000-sq. ft. site. Now, we're in just a small part of it," Sherstad said. i'We need space for the Product and employees. Plus, we will continue to run trucks between the two warehouses with computer support for Fortress in the Plano office."

Matt Sherstad was Promoted from Fortress product manager to division manager.

DIAMOND Hill Plvwood held its first buying show at the Florende City-County Civic Center.

NEW TEXAS quarters will allow Woodmark lnternational to double the size of its warehouse ooerations.

PRESERVING BEANTOWN: American Wood preservers Association held its annual meeting April.27-30 in Boston, Ma. (i ) paul OanO1l, Snirtey a Orci Biewer, Joe & Andrea Kusar. (2) Bob Edwards, Dave Fowlie. (3) Elaina a Dick Jackson. (4).JoeGuzzetta,-Bob Leach. (5i paut Goydan, e6b Moore, !'reve Heeder, tsnan Mutvaney. (6) Bob Inwards, Bill Smith, Mike Richards, Ed Nichenko. (J) Qavg Muilin, Grady Brafford, phiilip Schneider, pini U!|911.99,y McFartand..(8) Bilt Drohan, Steve Wisnewski. (Sj April Jame_s, Bert J019s. (.10) John Wilkinson, Brad Clement, Loren Fbishiw. ('!11 qyron Hawkins, Randy Deweese. (i2) Wayne Rytand, Wayne Tyger. (13) Barbara Laughtin, Donald Danka,'K6n Laughtiri, kitny Oinf<a.'tilj

BurlnrNc pnooucrs Drcnsr Jurrre 2003

Fl'-t..bdh,lPryan Winter, Hitda & David-Morgan. (15) Tommy Kyzar, David Staniey. (1q.) Jaun e Dias & Hortensia perei, Deiia hita, Fe'rna'ndo perez, Geoffrey. Gill. (17) Dean Nichots, S,leve Shields, Jim Bister. (1S) John -& l{qry_Hqll, Clara & Norm Sedillo. (19) Volker Bauhaus, Mimi &'Hahs WarO. (!0)Barbie & Alan Preston. (21)Mike Ditbeck, William Grimes, Atan Roii, John N.R. Rudick, Matt Nespeia. (22) Tim Harmon, Oein l,,tattnews. tZgi Jane Herrick, James Whittaker.. (24) lan Stalker, Bill Baldwin, Morfan Wright. {25) Glynn Pittman, Jim Norton, Bert Jones, Craig Mclniyre. pey Colin McOown, Carol & Darrel Nicholas (27) Bruce durtey, tOw5rrl Williams, Buddy Peshoff. (28) Randy Baiteys, boris Reznikov, Sc6tt Conffln.

Groncn

Ioutsllla

. (504)443-4464 WeyerhaeuserCo. . .(318)255-6258

Mmvralo

BeautifulHomeSupp|y........... . (800)761-9663

SwanSecureProducts................... .(800)966-2801

MlsslsslPPt

Columbus 1umber (800) 654'6743 (601 ) 833-1 990

HoodIndustries....... .. (601)735-5071

Southern Lumber Co. ..........(800) 748-8919 (601) 362'0019

Weyerhaeuser Building lvlaterials (877) 235-6873

to 949-852-0231

or call (949) 852-1990 or mail ro Building products Digest, 4500 Dr., Suite 480, Newport Beach, Ca.92660-1g72.

Building Products Digest - June 2003

For more information .from advertisers, use FAX Response numbers in brackets.

You could be making Yourself more orofitable with TechShield. radiant barrier sheathtng, an energy savlng upgrade that consumers are willing to pay for. With its thin, laminated minum layer, TechShield sheathing prevents up to 7o/o of Ihe radiant heat in the panel from radiating into the attic, which means cooling energy savings of up 200/ofor your customers. So if you're not using TechShielcl"- ' sheathrng, stop wasting your energy. Ask for it by name'