Building Products Digest - August 2004

New Technology Enduring Style

The Water-Resistant, Insect-Proof, Easy to Use Replacement for Wood

Trimboards by Kdmmerling'

A finished house is a builder's most important source of new business. Give your projects the endurance of KOMA Trimboards, and they'll speak well of you for years to come.

r<, Branchburg, NJ

Deck it? f:!i3T"::I:fr'

,9rarr/y

Loola like wood

. Hos the texture of wood

. More flexible thon wood

. Hos the color of wood

. Four noturol colors

,ffrr1nr"

e No stoining No powerwoshing

. No sonding/No splinters No decoying/No rotting

Lifetime Wononty

.',/.yrl"//

. Perfect olignmeht

No surfoce noils

Unique TClip Fosteners

. Lesslipperywhenwet

o No worped or crocked boorcls

heraier:Brrrurl

Beauty & feel of nalural wood Naer needs painting, slaining or weaherproofing

Premis5trength

Patented Strandex Techrology

ft'emierAuo|tr)t

fi/aintenanc+free

.10Year UmitedWaranty

Easy to inslall

Premier wood composite products are the pinnacle of quality and are warrantied to stand up to all the seasons of life. What's more, our unique wood/polymer railing system with co-extruded PVC capstock, is without question, the very best on the market today.

For additional product information call: 800-942-7776

Proven

. OXlerminolor copper complex formulo vs. zinc borofe

o Profedion ogoinst slructutol decoy

o 25 Yeqr limited Worronty**

r Proven proteclion ogoinsl temiles!

. Proprielory copper omplex fleolmenf neons superior protection

. Supedor bonding ond slobifity

. Eoiy fo insloll '

o Guoronfeed by one of the firrf innovolors of OSB

Highly effedive in resisting the growth of surloce mold*

"$rhre nrd b exddd from lh hitd wmarty.

AUT||MATTII BUIIDI]IG MAITRIA1SIORAGE SYSilM

Sunbelt, the company that pioneered rack supported buildings for Iumber and building material storage, brings you the next generation in automated building material storage systems..... i ntroducing Power B i n.

Power Bin is an automated handling and storage system that loads materials into pigeonhole bins with a battery powered loading unit. Operation of the Power Bin is simple...the loader is picked up by a forklift, aligned with the correct storage bin, a safety hook is engaged, and the materials are fed automatically into the storage bin. The entire operation takes Iess than 1 minute. The time savings and labor efficiencies are huge.

The Power Bin can easily incorporate mezzanine storage, form the support structure for a shed, or become part of a rack supported, drive-thru building. Sunbelt can integrate the Power Bin with cantilever rack, pallet rack, A-frame rack, stack racks and drive thru buildings to create a state of the art lumber yard. A Sunbelt sales persorr can guide you through the entire process and manage all stages of your project, from the initial design to the final installation.

Call Alana Franco at Sunbelt today to learn more about Power Bin and Sunbelt's complete line of storage systems and rack supported buildings. 800-353-0Bq 2 Ext. 215

SUNBETT

8245 lndustrial Place

Alpharetta, CA 30004

800-353-0892 o tax 770-569-9944

www.SunbeltRacks.com

BPL

Bwt otue Pnooucrs Drcesr

Seruing lumber St building producb retoilers 8), ruholesale distributors

AUGUST

2OO4

voLUME

23. NO. 6

ICedified suc.ess: distributor sells only gleen ploduds

Minnesoto wholesoler speciolizes in proiecf soles of certified fore$ products.

l0 Moulding nelee

Wood retoins fte lorge$ shore of the millwork morket despite on onslought of $urdier substitutes.

lll Green products: Who tores?

(Sislet puiliution me Merchant Magazine seues the West)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

ASSOC]ATE EDITOR Lisa Maresca (lmaresca@building-products.com)

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

ADMINISTRATION DIBECTOR/ SECRETARY Marie Oakes (mf poakes@aol.com)

Competitive intelligence

Debunking the moin myths obout cerilficofion. t5

Deoler excels in employee ond customer relotions.

Proof of perforrnonce

How-ond how not to-constructively meosure employee ond vendor performonce.

A prime opportunity for southern Gypress?

Monufocturers moy be ignoring 0n untopped opporfunity: prefinished cypress siding.

Whofs driving the denond lor ronposite decking?

Convergence of foctors in technology, monufocturing ond morket demond spell dromolic growth for composite decking ond roiling. 5 Ediroriol

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

How to Advertise

Contact our adveilising otfices for rates:

SOUTH, MIDWEST & WEST: Chuck Casey, 4500 Campus Dr., Sle. 480, Newport Beach, Ca. 92660. Phone (949) 852-1990 Fax 949-8520231 E-mail ccasey@building-products.com

N0RTHEAST: Paul Mummolo, 404 Princeton Ave., Brick, N.J. 08724. Phone (732) 899-8102 Fax 732-899-27 58 E-mail pmummolo@aol.com

INTERNET ADS: Alan Oakes, www.buildingproducts.com. Phone(949)852-1990 Fax949852-0231 E-mail ajoakes@aol.com.

How to Subscribe

Call Heather at (949) 8lt2-1990 or send a check lor the following amount to Building Products Digest,4500 Campus Drive, Suite 480, Newport Beach, Ca. 92560-1 872:

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BUILDING

Don't be fooled by results

I hope you are all having a great busy summer, and sales are as strong as they appear to be. For me, I am always fascinated by the sales process, and, ofcourse, like every businessman, struggle with the challenge of hitting the sales numbers each and every month in both good and bad markets. Often good results in good markets like now can mask the true potential of a company, and sales managers will quickly take credit for nothing more than the current reality of the market-as they sure have to take it in the shorts when times are bad.

As business continues strong across the nation, a sales manager recently told me how much of a hero he was looking compared to last year at the same time with a large increase in sales this year. But then added, "Truthfully, I am, we are doing nothing different than last year."

A recent survey by a leading global sales training company highlighted the unprecedented pressures placed on sales forces to perform and deal with the ongoing trend to commoditization.

ALAN OAKES publisher ajoakes@aol.com

In almost every industry-and of course this one is no different-the issue of differentiation poses increasing challenges. I have never worked in a company-especially the larger ones-where the sales force was not constantly under scrutiny for not performing, and where everyone else in the organization always felt the sales force was underperforming.

Having started my career in sales, it is no surprise to hear or think that everyone else in the organization thinks they can do it better than the sales force. But this research concluded a number of interesting statistics out of the mouths of sales managers themselves. Sixty-seven percent believe their sales teams are not making enough sales calls to continually add new prospects to their sales funnel, and 52Vo believe that their sales reps are not consistently identifying and reaching key decision makers. Six out of 10 believe their sales teams do not qualify leads as well as they should, and 48Vo believe their salespeople struggle to progress to push

STOCI( TIII} ALL. IDIJITID0SI] AITIJIINATIIT] DIII]ID

S$TAilIID OYIDITDSS ""t,rffi

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 oine. We mill to your specs-any pattern siding, plus finish, S4S, fine bevel/bungalow sidings, 1" sidings, paneling, ceiling, wainscot stock and flooring. All kiln dried, from finish to common grades. No order too small.

Elder Forest Products, Inc.

Plant: 1726 West Slreet, Crowley, LA 70526

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Associate Member - Southern Cypress Manufacturers Association

opportunities through the sales funnel. The most interesting statistic to me was that 64Vo of sales managers believe buyers are treating their specific industry as a commoditized market. Aha! So the reality is no matter what you are selling, whatever industry you are in, everything has become a commodity, and therefore price rules. Well, that's that then. Or is it? If your company adopts the mindset that all it does is sell commodities, then the price game will always be the answer to doing business. I do not think that is a satisfactory answer.

What differentiates your top outside salesperson from the bottom ones? I believe that it is not selling at the lowest price. The best sales people are entrepreneurial, truly understand the sales process, have great product knowledge, sell solutions, think customer, have great persistence, and develop relationships at all levels within their customers hierarchy, they think creatively, they prospect, they do not waste their time on lost causes, and not only love what they do, but they do it with infectious enthusiasm and a sense of fun. They also do it with complete integrity. They know intuitively how to move a potential sale through each stage and set the customer up to not be able to say no by creating what will be a win-win for the customer and their own company, and I bet they achieve a higher margin of profit than their counterparts.

Customers do not want to hear about what you want, they want to hear that you understand what they want. And while price may be at the top of their agenda, there is not one of us who has not bought something with full knowledge that it was not the cheapest available. Availability, delivery, convenience, design, good salesmanship are examples of key factors in the buying decision. I have learned both the easy and hard way that while price will always be a factor, it is not the only deciding factor.

Distributor sticks to certified products

IaTERTIFIED Wood Products. Inc.

\-ris a new kind of forest products distributor, one that blends a focus on the customer's bottom line with a deep concern for the betterment of our world's forests. Based in Minnetonka. Mn., CWP has been an FSC chain-ofcustody certificate holder since 2000.

"What we do," said CWP president Dan Haugen, "is take the pain out of sourcing FSC-certified forest products. We help you do the right thing, for the forest and for your bottom line."

CWP deals exclusively in FSC-certified products, and works with clients to ensure compatibility with the "certified wood credit" and "locally harvested and manufactured" credits of the LEED green building rating system. The company stocks for immediate delivery a wide variety of products, including framing lumber from Collins Cos., Warm Springs Forest Products and Tembec, plywood from Roseburg Forest Products, particleboard. and hardwood lumber and millwork. However. because project needs can vary greatly, CWP makes every effort to source and deliver nearly any FSC-certified product, no matter how unusual.

"In the forest products business, it is no longer enough to offer only the highest quality products, fair prices, and careful service," Haugen said. "Being responsible in everything one does. from the forest to a finished building, must be a vital consideration in everything that we do, for the sake of the planet. CWP has risen to this new challenge; our mission is to make life easy for designers and general contractors who need cost effective and environmentally responsible forest products."

One example is the Visitor Center of the Lebanon Hills Regional Park in Dakota County, Mn. CWP supplied framing lumber, sheathing, and all of

the millwork for the project. Though the project originally called for white hard maple millwork in the Center's interior, Haugen proved to the project's designers that character-grade white birch, harvested from nearby Aitkin County's certified forests and milled locally, would best suit the project's conservation efforts while, at the same time. be more cost-effective.

Though CWP is a relatively new venture, the company has already made its mark on more than a dozen commercial building projects around the country. In its largest project to date, CWP supplied the Richard J. Lacks, Sr. Cancer Center in Grand Rapids, Mi., with fire-treated lumber and plywood, lumber, cherry veneers (over wheatboard) for interior paneling, and cherry millwork. Other large projects include supplying the Hartley Nature Center, Duluth, Mn., with framing lumber, sheathing, and interior ash millwork, as well as plywood and particleboard for its cabinets and other casegoods.

Current projects that CWP is working on are the Vermont Law School, South Royalton, Vt., which recently

received 2.5 truckloads of framing Iumber and plywood, and the Arthur Blank Foundation Office. Atlanta Ga.. which recently received two truckloads of plywood and one truckload of lumber.

CWP has also had success in markets where demand for FSC-certified products is high, but supply has not been widely available. For example, CWP has supplied projects in New York City, New Jersey and Staten Island, and is currently supplying products for a residential building project in the Washington, D.C. area.

Haugen brings quite a bit of talent to bear on his challenging business endeavor. A 1977 graduate of the University of Minnesota College of Natural Resources, Haugen owned and operated Haugen Lumber & Manufacturing, a supplier and manufacturer of semi-finished forest products, for 25 years. After selling his business in 2000, he founded CWP to ensure that the values in which he most believed-responsibility that is market competitive in every imaginable way-remained a vital part of the forest products industry.

CERTIFIED W00D Products president Dan Haugen with certified plywood from Roseburg.

fF YOU haven't already noticed. Ibuilding green has gone way beyond the fringe. The question isn't whether green building has gone

Getting Your Feet Green

. Ifyou're feeling gun shy, start out slow. Find a product where you can get guarantees from your supplier that they will get the products on your shelves when your customers need them.

Be deliberate about greeneducating your staff while initiating strong merchandising and signage programs. Track it. Changes will happen-depending on how your salespeople talk to customers.

' Customer research. Before you jump in, talk t0 your customers. Whether it's a d-i-yer or a blue chip builder, ask them if they would buy a certain green product from you. Ask them how much more money they'd be willing to spend for the product.

. Reach out to potential customers through a local green building program. That's where potential buyers are. Programs like Bay Area Build It Green (www.buildgreen.org) have an extensive database of green building materials they offer to the public and their professional members. Such programs give you access to your buyers and exposure to customers who want to buy your products.

Green products: a\ ro cares !

By Marc Richmond

mainstream-it's how far will it go. The numbers for selling green are compelling. According to National Association of Home Builders, more than 46,000 homes were built and certified using local green building program guidelines from 1990 to 2003, while last year the figures exploded, with more than 14,000 new green homes certified. And this does not include the multitude more homes that were constructed using green materials and methods but not certified by an organized green building program.

Homebuyers are more informed than ever about asking for green products and are willing to pay a little more for green products that are sometimes more expensive. They are asking their builders for more energy-efficiency, better indoor air quality, improved durability, and the use of sustainable materials in their homes.

Western builders especially are responding to their buyer's needs. Through local builders associations and green building organizations like Bay Area Build It Green in San Francisco, Ca.; Portland, Or.'s Earth Advantage, or Austin Energy's Green Building Program, home builders are actively encouraged to use green products and methods, including certified wood, energy-efficient doors and windows, healthier and more durable flooring, and no-VOC paints and adhesives.

Residential builders are also increasingly specifying green materials for their jobs, whether it's through a local program or self-certification. In fact, one of the big drivers in the

U.S. Green Building Council's LEED commercial building rating system are certified wood products-25Vo of those projects that earn LEED certification include certified wood. The NAHB is also issuing its own set of voluntary guidelines next year. And, with residential LEED guidelines expected to come on board in 2005 as well, green specs from homebuilders wil I certainly skyrocket.

Savvy retailers and suppliers, meanwhile, are meeting the current demand by carrying certified products. "Our customers have a better knowledge and more demand for green products than in the past-and we've been able to create a market from that interest," said Judi Ettlinger, marketing director of Truitt and White, a probuilder yard in Berkeley, Ca.

Still, there are skeptics, perhaps retailers that carried a green product and watched it linger on shelves for months; stocked a product that didn't perform as promised, or believed they paid more for it.

Here are three myths about problems with selling green:

1. G.""n costs a lot more.

The biggest misconception many retailers have is that green products cost considerably more than traditional products. Though it's hard to compare apples to apples, generally the pricing tends to be the same or a little bit more than non-green products, but it depends on which product you are investigating and what you are valuing. If a product has better performance characteristics and/or customer

value. it has a reason to cost more.

Costs also depend on the market. And if you're talking about high-end panel products, there might be an upcharge, which could include the product's quality, or distribution and warehousing costsnot the cost of the green product itself.

Regardless of costs, some builders are willing to pay more. Chuck Miller, an award-winning builder for energy efficiency in Boise, Id., agrees that certain green products, such as an insulation product he uses, might be more expensive in the front-end, but says it is well worth it in the long run. "It tends to be a better product all around-and there's less of a human factor involved in the installation." he said. "It's something I can offer the home buyer that sets me apart from my competition."

2. G.""r, doesn't sell.

If it's gathering dust on a shelf, that's not necessarily because it's a green product. Retailers need to teach their sales staff about the products. "Educating our entire staff has been our first priority and an ongoing process," continued Ettlinger. "It's essential that we regularly inform our

staff from the buyers, to the clerks who load the lumber to the sales people." Ettlinger suggests educating all staff company-wide about the costs and benefits of green products. The difference in a sale or new customer could be how your staff represents the product. Are they representing it with a skeptical or a positive attitude?

introduce a new green product into our inventory if it performs as well as or better than its traditional counterpart."

t J. Lesser

qualit-r.

Historically, green products have had the reputation of sacrificing quality in order to get the environmental edge. Although this is no longer the case, it is entrenched in a lot of buyers' minds. Admittedly, there lvas and will continue to be anecdotal stories about isolated bad experiences with the sales of certain green products, but that is equally the case with non-green products.

The reality is that your customers are often more sophisticated buyers of green than you are of selling green. Many distributors have recognized this by offering their retail customers more sales support, like in-store displays for products that focus on defining green products and their benefits, training materials, and helping the retailer educate the end-user.

Generally, green products were developed to meet and exceed the quality, durability and maintenance requirements builders specify in traditional products. "While we have a strong commilment to bringing in green building materials," Ettlinger added, "we only introduce a new green product into our inventory if it performs as well or better than its traditional counterpart. It's a compelling argument that what we're selling is the same or better than traditional items while meeting the increasing demand of our customers' green criteria."

- Marc Richmond, a former green builder, is Director of Green Programs Jbr What's Wrtrking, a nationalb'-recognisd green building consulting firm. He cttn be contacted at marc@w hatsvtorkiny.com.

"We only

r/|LL TOLL-FREE 1 -866-838-1 7 t 7

Millwork melee Wood moulding retains lead amid new competitors

IESPITE in-roads by plastic, vinyl Lf and metal competitors, wood remains the material of choice for moulding and trim, according to a new study by the Freedonia Group.

The study projected overall U.S. demand for moulding and trim, which totaled $7.5 billion in 2003. to accelerate through 2008, supported by an expected rebound in nonresidential building construction.

Growth in mouldins and trim

demand will also benefit from the ongoing popularity of residential repair and improvement projects.

"The overall trim market is growing for several reasons," explained Ralph Bruno, Azex Trimboards. "Number one, over the last few years housing starts have been strong. Two, there's a trend toward more trim on homes. And, one of last housing booms was about 20 years ago, and it's time to replace all the exterior

trim on those homes."

Gains in the residential market will, however, be limited by a soft outlook in new housing construction, especially in the single-family housing market.

Of the various materials, the strongest gains through 2008 will be experienced in the plastic and other non-wood material segments.

Demand for plastic moulding and trim products will be most evident in the growing popularity of vinyl and polypropylene exterior trim. The Freedonia Group noted that these products offer a number of performance advantages over traditional wood trim, such as superior moisture resistance and lower maintenance requirements.

"Trim is the latest in a series of exterior products that are moving to materials requiring little to notice maintenance," Azsn's Bruno noted. "First siding, then decking, and now trim." He called the trend "still in its infancy," since it began in the late 1990s, and wood still maintains about 757o of the exterior trim market. Sales of Azex cellular pvc trim have doubled each year for the last five years.

Plastic moulding and trim demand will also benefit from increased use of interior products such as urethane and fl exible polystyrene mouldings.

Above-average gains in demand

OUTSIDE is where polypropylene and cellular PVC trim, such as AzEK's, is catching on quickest.

for moulding and trim made from other materials will be driven by a strong outlook for metal stairwork, as well as by growth in niche product segments such as mouldings made from engineered woods and woodplastic composites.

The substitute materials each seem to offer different advantages and disadvantages compared to wood. MBoss Inc., for example, produces pressed metal trim for interior and exterior applications. "Since our products are metal-either aluminum or solid copper-they are lighter in weight versus wood mouldings, generally cost less, and can be handtweaked during installation to accommodate imperfect and non-square surfaces," said Tracy Grygorcewicz.

Gossen Corp., for another, offers interior and exterior mouldings and trim made of vinyl for increased durability, flexibility, affordability and water resistance. Ultra-Flex uses syntactic polyurethane to increase strength and add flexibility.

Despite the growth of such substitutes, wood is forecast to remain the dominant material used for moulding and trim in the U.S. Freedonia attributes the widespread use of wood in molding and trim products to a variety of factors, including the familiarity of both builders and consumers with

wood materials, and the well-established ties between woodworkers and the building industry.

In addition, wood materials are characterized by a number of performance characteristics that make them popular for molding and trim, including favorable aesthetics and easy workability.

"'Wood mouldings are always the best choice, because details and profiles can be cut into wood more delicately than any other product," said Craig A. Flynn, Windsor Mill, Windsor, Ca. "Wood mouldings allow for clean, crisp details-and allow for thick and wide patterns that help bring the right proportion and a natural scale to your room. Of

'oWhen

to it, money being no issue, people would rather have real wood millwork in place rather than any substitute."

course, alternative materials-composites like MDF-offer a price advantage in some instances, though any savings often means a sacrifice in quality. MDF, like any hardboard material, has a tendency to mushroom around nail heads, and in some cases reacts to and swells in contact with oil-based paint products."

Pioneer Millworks, Farmington, N.Y., specializes in wood because the material is sustainable and renewable. "People want to see wood in place for purely aesthetic reasons as well as from an environmental standpoint," stressed Ian Harrison. "With recycled millwork, we're keeping wood out of

Buyers continue to demand wood

because, according to Jim Snodgrass, Contact Lumber Co., Clackamas, Or., "it's the real thing. It's the beauty and variety you get from that richness. There are a lot more species and looks available. With polystyrene, every piece is the same."

Snodgrass admitted solid wood does have some perceived weaknesses, such as limited availability, natural defects, random lengths, and the tendency to warp and crack. To compensate, Contact also veneer wraps virtually any softwood, metal or plastic substrate. "You get the best of everything-long lengths, no defects, many specieso" he said.

Most importantly, stressed Tom Williams, Jr., Yuba River Moulding & Millwork, Marysville, Ca., "Wood is real. When it comes down to it, money being no issue, people would rather have real wood millwork in place rather than any substitute. The character. charm. texture of real wood, it lasts, and it is a renewable, environmentally friendly product. Hands down, money being no object, people want real wood."

REAL WOOD is retaining the lion's share of the moulding market, particularly in interior applications.

Photo by White River Hqrdwoods/Woodworks

it comes down

PRESSED METAL is gradually gaining acceptance for interior and exlerior millwork.

Photo by M-Boss Inc.

etitive

By Carla Waldemar

(fl1eft in a year." Mike Martin

\-,told a reporter who was chasing a story back in '03. "We're turning a new leaf."

It must have fallen from that legendary tree with golden apples, because these days, A.D. Martin Lumber Co., Riverton, Wy. (population 12,000), is regularly reeling in $4 or $5 million, "and probably $6.5 this year." Its truss plant is turning away business, and a second store in DuBois, Wy., accounts for another million in revenue.

The leaf has turned, indeed-or, to put it in Wyoming economics, the oil has gushed and people can't throw money at him fast enough. "If the oil fields are active," Mike explains, "it leaks into every sector. People buy stuff; they spend the money. It drives home prices up; they're building what they normally wouldn't build."

True. too. of folks on the Indian reservation on which Riverton sits, amid more fields of oil and gas that netted the tribes $ll million in a recent distribution. "The banks ran

out of cash that Friday," Mike recalls. "The reservations have lots of good carpenters as well as a building trades learning program, so it give us lots of opportunity, too."

Then there's what he blesses as a "very active senior community. We've been involved with Sentoma, putting up eight duplexes in a development"-one of six major properties of the corporation for which Martin Lumber has served as key supplier. "And these retirees have enough money to pay for very nice houses," he adds as a footnote that's proved lucrative.

Credit where credit is due? Aw. shucks. "I'm a really poor businessman; I'm more of a people person," Mike modestly asserts.

That helps explain the near-zero tumover in the yard he took over from his dad and uncle, founded by his grandfather in the '50s. "My people know the ropes. They work 50 hours a week," but never on Sundays, he says. He's not going there, he's decided.

He notes, "They get good benefits and wages," backed by an aggressive bonus plan that pays 5Vo of a figure arrived at by viewing sales, margins and income, paid monthly when the numbers justify. "Everybody gets the same-me, down to the drivers-and it's immediate profit they can touch$690 apiece last month, and we've paid a bonus every month this year."

Martin's mentoring program pays off in staff retention, too. Acting as such a trainer is voluntary. "Some people are just naturally good at that," notes the boss. Count him in that number. To embellish product knowledge with an overriding service ethic is his forte. "I'm out on the floor, so if I like what you're doing, I'll tell you"-and if not, he offers up an example of a better way.

One new facet of his hiring program is a mandatory physical evaluation at the local hospital before signing on. He says, "We've found back problems people didn't even know they had," ruling out a bad fit before it happens. The company also employs a 90-day probation period to weed out unsuitable employees.

Martin evaluates its customers in the same way. "In this little town, you know who the builders are-so if you want 'em, you romance 'em," Mike says. "And if they're too picky or disorganized, I'll change the pricing level, charge them more, and I'll tell them why: 'You return 120 out of 200 studs, and I buy good lumber."'

Attracting new business in this boomtown presents no problem to a yard that's tops. "Outside sales? We tried that, but it just didn't work out," Mike begins the story. Instead, "the builders find us. It's a backwards way to work," he apologizes, "but it does work."

Mike chooses other tools to be proactive. "I help out our customers by offering seminars," he says. "I'11 put together an attorney, a banker and an accountant at a dinner for our best

A.D. MABTIN, with Sam Chapman and a load of split cedar fence posts, spent 30 years with Rivefion Lumber Co. before he and his son Jack bouqht their own comoanv.

.u!,o-"rr. They're all very good builders, but not very good businessmen. If they fall down anywhere, it's in how they manage their money."

Mike also personally leads selfhelp seminars, cornballing it as Bubba to inject a little humor. And he sends each of his staffers to training sessions offered by Mountain States Lumber & Building Material Dealers Association, packing them and their wives off to Denver, Co., as a learning tool-cum-perk.

Launching the truss plant in 1984 added both to builder service and the bottom line. "We also sell to other yards, which I view as colleagues, not competition; I've built very good relationships with their GMs," he says. "But we need to get bigger. Last year, we put all our profits into the truss plant, and we still need more, to modernize. Last year I farmed out at least $60,000 of business because we couldn't handle it, and you can't let down your builders. You've got to

think of your clients."

With those clients in mind, he opened a second store in DuBois, 80 miles up the road, because vendors refused to deliver to this tiny community rich with "very qualified builders" putting up fancy vacation homes for the overflow crowd from Jackson Hole. "We'd delivered to that area for years-I remember riding with my dad each Saturday-so with a store there, we can give better service: not just lumber, as in the past, but tools and all the rest," he says.

Call it Rocky Mountain time or whatever: Martin Lumber finally got around. three years later. to staging the facility's grand opening. It proved to be an event worth waiting for, complete with sales draws, contests for nailing and fly casting into a five-gallon bucket, prizes, live music and a chuck wagon feast.

The celebration had to wait because Mike's been busy being a good citizen. He launched a Builders Forum, which he chairs, as an arm of

the Chamber of Commerce "to give builder a little more voice." He's been instrumental in changing the town's archaic coding ordinances and in registering and bonding contractors "to get rid of the fly-by-nights."

He also spearheaded a drive to construct a skateboard park to serve at-risk kids. "It's been almost too successful," he says as he heads out the door to lead a reconstruction session. "They've worn the plywood off the ramps."

Success seems built into his genes. "The next two or three years look pretty good, too, driven by the oil fields," he calculates. "It brings in crews, and they need housing. These are easy customers," the kind he treasures. "No returns, and they love to spend money. If we opened at 5 a.m., they'd be waiting there."

- A former award-winning LBM trade magazine editor, Carla Waldemar writes frequentLy on the building material industry. Contact her at cwaldemar@mn.rr.com.

"l help our customers by offering seminars. They're allvery good builders, but not very good businessmen."

GENERATIONS One and Two:(L-r) Davis Martin, A.D. Martin and C.S. "Jack" Martin open up shoo in 1954.

CARRYING ON: In 1986 ownership of A.D. Martin Lumber Co. passed to (l-r)Joe Martin and Mike Martin from their parents, Jack Martin and Davis Martin.

e it! S, ee and

tA \-' $;rffi Measuring edilp vendor perfo

[DROOF

Properly constructed, performance measures describe targeted outcomes in both quantitative and qualitative terms, permitting a fair and objective assessment of performance as an organization moves from its Current State to Desired State. As a result, rather than speaking of what "seems to be so" or how one "feels about" the performance of a department, colleague or vendor, performance measures provide objective, evidence-based measures of perfornance.

Establishing valid performance measures isn't easy. But the investment pays tremendous dividends. Individuals can prove their value to organizations; managers can justify rewarding/trimming staff; performance reviews can be more factual and less emotional, and firms can clarify the value they deliver to employees, customers and shareholders.

There are three elements to effective performance measures: goals (the results to be achieved), objectives (the ways in which goals will be achieved), and action plans (the tactical steps necessary to achieve each objective).

Each element must be stated in terms that are measurable, achievable and time specific. No single element should be more than a sentence, and each statement should refer to a single event or occurrence.

Here are the five most common mistakes when providing solutions:

By Francie M. Dalton

a L. Misuse of Adjectives "Excellent," "top quality," "appropriate" and cost effective" are examples of this common error in crafting performance measures. "Conduct an excellent annual conference" can only be subjectively assessed.

The technique for correcting this kind of error is the use of a "FIB"-or "fill-in-the-blank" - question to improve clarity. Ask, "Our annual meeting will have been excellently conducted when it _____?" "Our product will be 'top quality' when it Or "We will know that our product is 'top quality' when _."

2. Miror" of Verbs "Promote," "support," "improve," "educate," "coordinate" and "attend" are examples. "Attend the XYZ meeting on March 1" is not an outcome. Warming a seat is not an accomplishment. The technique for correcting this kind of error is to ask "why" regarding the verb. Ask, "Why am I attending the XY Z meeting?"

^a J. Misused Prepositions

This error usually occurs within a goal statement and usually involves the use of the word "through," "to" or "by." Remember, goal statements are "what" statements; they specify the result or outcome to be achieved-not how it will be achieved.

Including words like "through," "to" or "by" often results in the combining of a goal statement with an objective statement. "Survey all members of X group by April 1 to

determine their priorities" exemplifies this error. The goal here is to determine the priorities of X group members; the survey is the method by which the data will be acquireci.

A al. Misused Comparison Words

Words such as "more," "increase," "decrease," "expand," "reduce" and "improve" should not appear in performance measures unless the implied baseline is also stated.

Instead of "Achieve a 107o increase in attendance at the 2005 conference," include the baseline year against which attendance is being compared: "At the 2005 conference, achieve a l07o increase over the 2003 level." Further improve the statement specifying what kind of attendee is preferred. "At the 2005 conference, achieve a lOTo increase of the 2003 level of client company presidents."

5. Responsibility without Authority

"Ensure that Congress passes the ABC bill by May l" is a great example. Unless and until someone actually owns Congress. it's inappropriate to hold someone accountable for a Congressional act. It is neither reasonable nor fair to hold someone accountable for outcomes beyond their control.

What is reasonable and fair, however, is to impose accountability for the flawless execution of a comprehensive strategy that maximizes the Iikelihood that Congress will do "X." If the strategy is approved by the supervisor as being comprehensive, and is flawlessly executed, whether the bill passes or not is not a valid measure of performance. The solution here is to preface the desired outcome with the words "work toward." The goal statement would then read: "Work toward ensuring that Congress passes the ABC bill by May 1."

Although the tedium required to craft evidence-based performance measures is indeed uncomfortable, comfort cannot be the yardstick by which we measure success-personally or organizationally. Indeed, the more we mature, the more we realize that it is the very antithesis of comfort that produces success. In addition, the initial development of the measures provides a template which lives on from year to year, usually requiring changes only in the actual names, dates, #'s and,Vo's.

- Ms. Dalton is founder and president of Dalton Alliances ( www.daltonalliances. com), consultants in the communication, management, and behavioral sciences.

of Performance or the I Absence Thereof: that's what you get with well-defined performance measures.

R:rrrrrns

J.T. Hirst, Leesburg, Va., was acquired July 1 by 3-unit TW Perry Inc., Chevy Chase, Md.

Strober Building Supply Centers opened a 22,000-sq. ft. unit in Centre County, Pa. (Troy Trude, mgr.)...

Sylve ster Brothers Lumber, East Bethel, Mn., and West Metro Lumber, Corcoran, Mn., have been acquired by 36-unit Inmpert Yards, /nc., St. Paul, Mn. ...

Die hl's Lumberyard, Wellesley, Ma., has closed after 128 years; the hardware store continues operating while owner Sarah Murphy seeks a new owner for both businesses...

Marvin's Building Materials and Home Centers plans to open its 22nd location late this year in a vacated Kmart site in Brewton, Al., with 35,000 sq. ft. of retail space, drive-thru lumberyard, and attached lawn & garden center

C&C Lumber, Mount Pleasant, Pa., shut its doors June 21 after more than 50 years in business

The Lumberyard, Hillsboro, Ks., has acquired adjacent property to allow for expansion

Damman Hardware " Madison Heights, Mi., emerged from Chapter 11 bankruptcy after closing five locations; the remaining 12 units are convertingto Ace Hard,vare

Walser's True Value (formerly Coast to Coast), Fairmont, Mn. is closing after 30 years

Mallard True Value Hardware. Rock Hill, S.C., sustained minor damage from a July 16 electrical fire ...

We s ton's Hardw are, Tonawanda, N.Y., closes early this month with the retirement of Jim Frank ...

84 Lumber opened new yards in Brooksville, Fl., and Milton, Fl. (Jarrod Harrison, store mgr.)

Home Depot opened new home centers June 24 El Dorado. Ar.: Dublin, Ga., and Opelousas, La.; June 17 in E. Danvers. Ma.. and Hilliard, Oh., and a Home Depot Landscape Supply June 3 in Smyrna, Ga. ...

Home Depot is considering a store site in Pennsville, N.J., as well as either opening an Austin, Tx., data center or expanding its computer operations in Georgia

Lowe's Cos. opened new stores Aug. 4 in Marion, N.C.; July 30 in Glasgow, Ky., and Culpeper, Va.; July 21 in Sulphur, La.; July 7 in Naperville, Il., and July 2 in Madison, Ga.; Canandaigua, N.Y.; Boiling Springs, S.C., and Claypool Hill, Va. ...

Lowe's opens late this year in SE Shreveport, La.; Hackettstown, N.J., and Laurinburg, N.C.; has broken ground Central Bradenton, Fl.; anticipates early 2005 open- ings in Butler and Hampton Township, N.J., and has selected sites in Danbury, Ct.; Orland Park and New Lenox, Il.; Oklahoma City and Midwest City, Ok., and Lehighton, Pa.

Ridgeway True Value, Waterloo, Ia., doubled its size by relocating to the 8,800-sq. ft. building next door...

TruServ is adding six new rental businesses in Illinois. LouisianaNew York, North Dakota, Texas and Wisconsin ...

Wnousn:ns/ilhrutlcruntrs

Innovativ e Pine Technolo gy agreed to lease 3 additional acres at the Port of Duluth. Mn.. from the Duluth Seaway Port Authority to expand its pressure treating operations

Weyerhaeuser Co. agreed to sell 304,000 acres of Georgia timberland for $404 million io Southern Timber Consultants LLC, Perry, Ga.; Virginia Forest Investment LLC,Hagansville and Macon, Ga.;

Georgia Fall Line Properties LLC, Greensboro, Ga., and Copper Station Holdings No. 3, Beaufort, s.c.

ABC Supply Co., Beloit, Wi., has acquired Mansion Supply Co., Paulsboro. N.J.l 7-unit PACO Building Supply, St. Louis, Mo.; 3unit Aluminum Wholesale of TriCities, Johnsonville, Tn., and B&F Supply Co.,Daytona Beach, Fl.

Delta Forest Products, Collierville, Tn., has added OSB, plywood and lumber to its product offerings...

New York International Log & Lumber Co., Huntington, N.Y., has been renamed Green Energy Resources

Black & Decker, Towson, Md., agreed to pay $775 million for Pentair Tools Group, Jackson, Tn., including Porter-Cable, Delta, DeWlbiss Air Power, Oldham Saw and Flex businesses

Reid & Wright, Inc., Hanover, Mn., is now distributing Messmer's wood care products ...

Eme ry -Wat e rho u s e, Portland, Me., is the new wholesale stocking distributor in the Northeast for Plating Tbchnology ...

Fry Wholesale, Austin, Tx., is a new distributor of Millenium Decking ...

Wolf Distributing Co., York, Pa., is now distributing Canyon Creek Cabinet's Millennia cabinetry ...

Woolf Distributing Co., Crystal Lake, Il., is now distibuting F orev e r-Wo o d PY C engineered decking products in Il. and Wi.

Chicago Lumber, Omaha, Ne.; Sturtevant Millwork, Long Island, N.Y.; D.,/. Diamond Specialties, Hudson, Wi; Dallas Wholesale, Dallas, Tx.; Heritage Millwork, Ramsey, Mn., and J.B. O'Meara, Minneapolis, Mn., are now distribating Contact Lumber 's Natural Wood Wrapped Products

Housing starts in lune (latest figures) plunged 8.5Vo to a seasonally adjusted annual rate of 1.802 single family starts fell 9.5Vo to a I.489 million rate; multi-family

(Please turn to page 29)

Listings are often submitted months in advance. Always verifii dates and locations with sponsor befrtre making plans to ittend. -

Aucusr

Illinois Lumber & Material Dealers Association - Aug. 12, Cahokia outing, Governors Run, Carlyle, Il.; Aug. 19, Grand Prairie outing, Brookhill, Rantoul, Il.; (800) 252-8641.

Monroe Hardware Co. - Aug. 14-15, fall market, Palmetto Expo Center, Greenville. S.C.: OO4) 289-3121.

National Hardwood Lumber Association - Aug. 16-20, lumber grading short course, Memphis, Tn.; (800) 933-0318.

National Association of Women in Construction - Aug. 24-27, annual convention, New York City, N.y.; (800) 552-3506.

Ohio Lumbermen's Association - Aug. 25. golf scramble, Royal American Links, Sunbury, Oh.; (614) 26'7-7817.

Florida Building Material Association - Aug. 26-28, annual convention & show, Renaissance Orlando Resort at Sea World, Orlando, Fl.; (352) 383-0366.

Orgill, Inc. - Aug. 26-28, trade show, Baltimore, Md.; (901) 7548850.

International Woodworking Fair - Aug. 26-29, Georgia World Congress Center, Atlanta, Ga.; (703) 820-6696.

Hardware Distribution Warehouse - Aug. 28-29, market, Hot Springs Convention Center, Hot Springs, Ar.; (318) 686-8521

Wright & Wilhelmy - Aug.28-29, dealer marker, Mid America Center, Council Bluffs, Ia.; (402) 593-0600.

Srprrmsrn

Indiana Lumber & Builders' Supply Assn. - Sept. 8, management essentials class, Indianapolis, In.; (31'7) 875-3737.

National Hardwood Lumber Association - Sept. 8-Dec. 10, 14-

week lumbergrading class, Memphis, Tn.; (901) 377-1818.

Architectural Woodwork Institute - Sept. 9-ll, finishing seminar, Vineland, N.J.; (703) 318-1520.

Northwestern Lumber Association - Sept. l0-12, fall board meeting, Cragun's Resort, Brainerd, Mn.; (763) 841-2300.

Florida Hardware Co. - Sept. ll-12, fall marker, Radisson Twin Towers & Convention Center, Orlando, Fl.; (904) 783-1650.

Southern Pine Inspection Bureau - Sept. l3-16. dimension lumber grading course, Pensacola, Fl.; (850) 434-2611.

Hardware Distributors - Sept. 15-16, fall shorv. English Hills Terrace, Grand Rapids, Mi.; (800) 686-9950.

Amarillo Hardware Co. - Sept. 17-18, market, Amarillo Civic Center, Amarillo, Tx.; (800) 949-4722.

JLC Live Residential Construction Show - Sept. 17-18. Greater Columbus Convention Center, Columbus, Oh.: (800) 261-7769.

Kentucky Forest Industries Association - Sept. 19-20, annual expo, L. D. Brown Agricultural Center, Western Kentucky University, Borvling Green, Ky.; (502) 695-3979.

American Wood Preservers Institute - Sept. 19-23, fall committee meetings, Colorado Springs, Co.; (800) 356-29j4.

Hoo-Hoo International - Sept. 19-26, international conference, Alaskan Cruise; (888) 245-1900.

Timber Products Inspection - Sept. 20-23, lumber grading course, Conyers, Ga.; (770) 922-8000.

Virginia Tech Center for Forest Products Marketing & Management - Sept. 23-24, forest products sales course, Blacksburg, Va.; (540) 231 -4406.

National Lumber & Building Material Dealers AssociationSept. 23-25, annual convention, The Breakers, palm Beach, Fl.; (800) 634-8645.

Blish-Mize - Sept.24-26, fall market, Ovcrland Park Convention Center, Overland Park, Ks.; (800) 995-0525.

International Lawn, Garden & Power Equipment ExpoSept. 24-26, Kentucky Exposition Center, Louisville, Ky.l (800) 558-8767.

and

some things,fiuite old

ll'yorr alc looliirrg irtto nert-g, ,rtrtttiort trt'ated uootl" lool< at Crrrl litan \llcrrratir.e.

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\nd ue still ol'lirr otrr lrttsted lirtr,s ol CC \-trt'ated nootl. lcncing. dt't'k sllt'cialtics antl SY[' Irrrrrber'

lJrrt rrou'ttt' atlso otrirr a trltirluc trcu <'hoice.

National Lumber & Building Material Dealers Association has reformatted its annual convention into the Industry Summit Sept. 23-25 at The Breakers, Palm Beach, Fl.

Rick Kash, Spectra Marketing, will speak on "Turning on a Dime" and moderate a discussion on "Merging Business Models" with panelists Paul Hylbert, Lanoga Corp.; Ed Quinn, TW Perry, and Edward Dietrich, Deerfield Builders Supply.

Breakout sessions follow, covering "Improving Productivity & Profits," "Managing Talent & Getting the Right People," and "The Essence of Employee Empowerment."

The following day, Rick Davis, Leaders Group, addresses "Driving Sales Growth," then moderates a discussion on "Accelerating Sales" with panelists Jeff Umosella, Universal Supply; Ken Kuester, Lumber Unlimited, and Charlie Babb, Raymond Building Supply.

Lisa Clift then moderates a discussion on "Leaders of the Pack" with panelists Wade Hooker, Centex

Homes; Tommy Futral, Bob Adams Homes, and Allyn and Greg Harth, Harth Builders.

Other activities include golf, a bike tour of Palm Beach, deep sea fishing, and a trip to the Flagler Museum.

Southern Forest Products Association is holding its annual meeting Sept. 26-28 at the Grove Park Inn, Asheville, N.C.

Themed "Southern Pine Summit," the event will include meetings of the Southern Pine Council's five priority subcommittees, the Expo advisory committee, and the SFPA board of directors. The full Southern Pine Council meeting will feature a panel discussion of builders usine raised floor foundations.

Construction Suppliers Association plans a series of dealer roundtables-Sept. 20 at the Holiday InnAirport, Palm Beach, Fl.; Sept. 26, Winns Lake Lodge, Rockmart, Ga., and Oct. 3-5, Little Ocmulsee State Park, Ga.

Florida Dealers Return To Magic Kingdom

Florida Building Material

Association's annual convention and trade show is just around the corner-Aug. 25-28 at the Orlando Renaissance Resort at Sea World, Orlando, Fl.

"The Main Event" will offer plenty of workshops and activities to keep everyone busy.

The convention kicks off with a breakfast keynote address by motivational speaker Daniel "Rudy" Ruettiger, one-time University of Notre Dame football player.

Bob Janet and Charlie Moore conduct the building supply educational workshops. Bob Janet will lead three separate discussions about sales and personal development: "Aggressive Selling," "Dare to Be Different," and "Become a Super Hero."

Charlie Moore will address

increasing productivity in the truss plant. A truss plant roundtable discussion follows the presentation.

There are several one hour courses to choose from as part of the wood source seminar. Topics include building for permanence, what to look for when inspecting wood frame construction, building green, and APA's Kevin Harris leads the upgrade to above grades course ll-case histories of designing and building utilizing raised platform floors.

Guests can also meet vendors and look over the various products showcased at the Florida Building Products & Design trade show.

And no Florida getaway would be complete without a round of golf. This year"s golf tournament is being held at the Championsgate Golf Resort in Orlando.

Northeastern Retail Lumber Association hired Bonnie Heslin as convention coordinator and Donna Choquette as education coordinator.

Indiana Lumber & Builder's Supply Association hosrs its 1Orh annual Sycamore Scramble golf tournament Aug. 12 at the Oak Tree Golf Club, Plainfield,In.

Illinois Lumber & Material Dealers Association's East Central/ Grand Prairie outing is set for Aug. l9 at Brookhill, Rantoul, Il.

The Mid-States fall outing will be held Aug. 25 atthe Spring Creek Golf Course, Spring Valley, Il.

Northeastern Lumber Manufacturers Association holds its 2004 dimension graders competition Aug. 28 at Pleasant River Lumber, DoverFoxcroft, Me.

Kentucky Lumber & Building Material Dealers Association awarded six 20O4-2005 educational foundation scholarships.

Recipients included Jonathan Charles McClure, part-time sales rep at Big 4 Lumber, Morehead; Stacey Sandfoss, daughter of Cindy Sandfoss, Pilot Lumber, Alexandria; Christopher Ryan Pivonka, son of Benny Pivonka, Stratton Lumber Co., Nicholasville; Derek Hopperton, son of Dan Hopperton, Piercefield Corp.; Emily Hicks, daughter of Beverly Hicks, R.P. Wessel Co., and Lesley Wiley, daughter of Marvin Wiley, Wallace Hardware Co.

Kentucky Forest Industries Association returns to London, Ky., with a larger, air-conditioned indoor exhibit area and plenty of space for its annual Kentucky Wood Expo Sept. 18-19 at the London Laurel Optimist Sports Complex.

KFIA rounds out its regional summer golf outings Aug. 10 at Crooked Creek Golf Course, London; Aug. 17 at Barren River State Park, Barren River, and Aug. 19 at the Sheltowee Trace Country Club, Morehead.

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The future of trim is cellulor pvc ond AZEK Trimboords is the #l brond.

With unequolled Uniformily, Durobilily, Workobility ond Beouty, MEK trim products ore the oerfect rerrlocement for wood in oll non-stress '''" r" beoring opplicotions.

Avoiloble in boords, sheels, cornerboords, ono beodboord, AZEK fits oll of your trim needs. Visit your AZEK Deoler todoy to see lhe future of lrim in AZEK Troditionol ond Froniier textures. You, ond your cusiomers, will be glod you did! In fqct, in o recenl survey, 98% o{ controctors thoi hove instolled AZEK stoted they will use A,ZEK ogoin.... Now thot's sotisfoction!

G.lf Coosl Controcling, Boco Gronde, IL

Combridge Homes, Boldwin Pork, FL

Prime Opportunity For Cypress Siding?

Prefinishing has given new life to western red cedar siding. Could the process rejuvenate cypress siding?

No one currently appears to be prepriming cypress siding, according to Lyman Shipley, Coastal Lumber Co., Weldon. N.C.. but "there's no reason why you can't or shouldn't. Priming is necessary and done."

Shipley explains, "The problem is that cypress manufacturers are very small in comparison to cedar manufacturers. No single producer manuactures enough [cypress siding] to make [pre-priming] worth it. We are the largest producer, and our produc-

tion is spread out over three different plants."

Manufacturers may see prefinishing equipment as an unnecessary expense, since they are already selling all the cypress they can producedespite the fact that they could sell prefinished cypress at a higher price.

"Most cypress producers are basically hardwood producers, and they do not need to get into the finished products to sell their production," states Charles F. Wilson, president of distributor Wilson Lumber Co., Memphis, Tn. "Cypress markets are only recently opening up for siding in inventory quantities, but this market is picking up considerably."

Just-in-time buying tendencies also work against prefinishing. "From the dealers' viewpoint, they do not want to have to inventory several different colors and stains," Wilson says. In fact, "distributors and retail dealers no longer inventory quantities of wood siding due to logistics of supply and changing demographics in their areas. Contractors in many cases do not know how to install and finish wood siding, and most dealers today do not

want to take the time or responsibility of counseling them."

The cedar industry, on the other hand, is markedly larger and competes more vigorously with vinyl and fiber cement siding. "Humidity conditions vary in the different areas of the country, and the cedar producers had to figure out some way to resolve the moisture problems over which they have no control, as everyone always wants to blame it on the wood," says Wilson.

He considers the possibility of preprimed cypress siding in the near future "doubtful. It's not feasible at this time."

In the meantime. the Southern Cypress Manufacturers Association continues recommending that-to guard against moisture absorption, discoloration from rain. and mildew-seasoned southern cypress siding be finished promptly at the time of installation, priming all sides and edges of the wood and applying two coats of paint or stain to all exposed surfaces and edges. Stains and quality, clear, water-repellent preservatives should then be reapplied at regular intervals using a brush.

F finally, an easy way to install Hardwood Decking

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Specially designed EB-TY also available for the high expansaon/contraction of composite decking.

r Interior Hardwood llooring in 3",4" and 5" as well as custom lengths and widths from Teak to Tigerwood. Porch Flooring with micro bevel.

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"When Quahtl Counts"

DOES prefinishing make sense for cypress?

STRAIGHT STRAIGHT TO TO THE JOBSITE THE BOTTOM LINE-

When you spec Canfor lumber, your customers are bound to notice a difference. Why? Canfor lumber is grown in the cold north, milled with the latest technology, optimally kiln-dried, and carefully wrapped - all for greater straightness and fewer defects. And that translates into less culling, more usable wood, and fewer construction delays on the job site. So, demand a higher level of lumber'" and help your customers build quality homes, and their profits. wrvw.canfor.com

onqls

Gary Converse has been named v.p.global marketing for Osmose, Griffin, Ga. Tom Horvat is now U.S. marketing mgr., and Al Heberer mgr. of communications.

Steve Fuhrer is the new mgr. of Alexander Lumber Co., Lincoln, Il., resigning from his second ward council seat in Lincoln.

Mike Rose, ex-Bloch Lumber, has joined Tri-State Forest Products, Indianapolis, In., as commodity sales mgr.

Frank Schelller is the new operations mgr. at Conner Industries, Fort Worth, Tx.

Alan Cook, ex-Diamond Hill Plywood, has joined the trading staff at Richmond International Forest Products, Glen Allen, Va.

Rusty Murphy has joined SmithPhillips Lumber & Building Supply, Winston-Salem, N.C., as mgr. of the cut-to-size department.

Rick Neal has been promoted to v.p./chief financial officer for McCoy's Building Supply Centers, San Marcos. Tx.

Jeff Ochs is a new trader at Mason Forest Products, Ruston, La.

Steven Bailey has joined 84 Lumber, Danville, In., as a contractor sales rep trainee. New mgr. trainees include Dean Mason and Robert D. Hudson, New Castle, In.; Rick Cutia, Greensburg, Pa.; Michael Smolenski, Stockertown, Pa.; Quinton Brubaker, York County, Pa.; Brian Deguffroy, Latrobe, Pa.; Erik Budgett, Mineral Wells, W.V.; David Thomas, Lancaster, Oh.; Jeremy Albury, Plant City, Fl.; Adam Brehm, Apex, N.C., and Justin Grip, Pineville, N.C.

Kevin Burrows, ex-Henkel Loctite, was appointed distribution group tenitory sales mgr. in the West for Bostik-Findley, Middletown, Ma.

Jason White, ex-LMC, is now plywood sales mgr. al Coastal Plywood Co., Havana, Fl.

Bob Lemiuex has joined Pennsylvania Lumbermens Mutual Insurance Co. as field representative for upstate N.Y.

Dick Frame was promoted to senior merchandise mgr. at the PRO Group Inc. Deb Boe was promoted to executive administrator and Jenn Hyatt was promoted to associate buyer.

John M. Czerwonka has been promoted to group v.p.-sales for Merillat Industries, Adrian, Mi. Jeff Park is now managing director of strategic accounts, and Wayne Collins, ex-Texwood, v.p.Western region.

Stephen C. Brown has been appointed president of Imperial Industries subsidiary Just-Rite Supply, Pompano Beach, Fl.

920 Robbins St. Lexington, N.C.27293

Phone: 336-249-8 I 7

WATS: 800-222-8498

FAX 336-243-2688

P.O. Drawer T

Srnillt employees take pride in

sn tlle Smith troditiotr of fine wootlworking.

Michael Zadylak was named hand tool product mgr. at Do It Best Corp., Fort Wayne, In. Jay Brown, ex-Valspar, is the new v.p.-hardware products.

Bill Carter is now selling from Ruston. La.. for Delta Forest Products, Collierville, Tn.

Jim Wright has been named c.e.o. of Tractor Supply, Nashville, Tn., effective Oct. 1. He succeeds Joe Scarlett. who will continue to serve as chairman of the board.

Jonathan Martin and Roy Martin III, Roy O. Martin Lumber Co., LLC, Alexandria, La., received the Ernst & Young Entrepreneur of the Year Award for the Houston and Gulf Coast region in the retail and consumer products division.

Barrie Shineton was appointed president and c.e.o. of Norbord Inc., Toronto, Ontario.

Mike O'Hara, owner and operator of O'Hara True Value Hardware. Ottumwa, Ia., was elected president of the National Retail Hardware Association. Thomas M. Green Sr., Mayer Hardware, Rochester, N.Y.. was elected executive v.p.: Walter Toole, Bray's Ace Hardware, Winter Garden, Fl., lst v.p.; Richard N. Thomes. Thomes Bros. Do It Best Hardware & Appliance, Arlington, Mn., 2nd v.p., and Kenneth Eilers, Borderland Hardware, Mercedes, Tx., 3rd v.p. New board members include Don Basham. Don's Lumber PRO Hardware, Elizabethtown, Ky.; Linda Johnson, Western Spring Village Hardware, Western Spring, Il.; Thomas Ruedisueli, Oscoda, Mi., and Donald Lochard, Lochard, Inc., Sidney, Oh.

Genia Smith, Accent Hardwood Flooring, Durham, N.C.; Charles Dixon, Harwood Floor Inspectors, LLC, Farmington Hills, Mi., and Craig Dewitt, RLC Engineering, Clemson. S.C.. have been deemed Certified Wood Flooring Inspectors by NOFMA-The Wood Flooring Manufacturers Association.

Dick Cheney, vice president of the U.S., visited Boone County Lumber Co.'s showroom and production facility in Columbia, Mo., July 19 while in town to speak at a Bush-Cheney campaign rally.

Sam O'Rye is the nighttime security mgr. at Mungus-Fungus Forest Products, Climax, Nv., report coowners Hugh Mungus and Freddy Fungus.

News Briefs

(Please turn to next page)

(5+ units) was at a 281,000 pace permits dropped 8.2Vo to a rate of 1.924 million

Huttig Building Products, St. Louis, Mo., is now distributing Windsor Window & Doors' product line at l0 of its locations

Formica Co., Cincinnati, Oh., has emerged from Chapter I 1 bankruptcy...

CGW-Came I Grinding Whee ls, USA relocated to a new 60,000-sq. ft. facility in Niles, Il.

Treadwill Lumber Co.. Inc.. Wells Bridge, N.Y; Mountain Top Trucking, Margaretville, N.Y., and

Law Logging, Oxford, N.Y., were honored by New York Lumbermen's Insurance Trust Fund for no lost time injuries in 2003

Trex Co. was ranked 9l in Fortune Small Business masazine's annual list of the 100 faste-st growing small companies in the U.S.

Tradesmen & Co., Duluth, Mn., and Ed Herrington, 1nc., Hillsdale, N.Y., now carry WindsorONE Mouldings Collection ...

Universal Forest Products. Grand Rapids, Mi., was included on Industry Week magazine's Top 50 U.S. Manufacturers list

Schneider National, Green Bay, Wi., won Georgia-Pacffic's Dedicated Carrier of the Year Award.

Ponderoso is the newesf version of CAI's Windows bosed, fully integroted softwore system for the building moteriols industry.

CAI provides the finest industry soecific softwore solutions to building moteriols componies

... .:

With stote of the orl hordwore ond complete service we insure thot eoch ond every client's unique requirements ore

fully sotisfied.

CAI ond PONDEROSA, oll the compotibility, reliobility ond performonce your compony needs- todoy ond in the future.

Wickes Selling Most Of Yards

As part of its bankruptcy proceedings, Wickes Inc. agreed to sell the assets of 50 of its 59 locations to three different competitors.

Lanoga Corp. will buy 27 yards in the Midwest. Bradco Supply Corp. will acquire l2 units in the Northeast. Hope Lumber & Supply Co. will acquire I I locations, primarily in Colorado and the South.

"We are pleased with the progress in marketing the company and the level of interest the employees and the assets have generated," said c.e.o./ president Jim O'Grady. "We will continue the efforts to market the assets not included in these transactions."

The deals are subject to bankruptcy court approval and are anticipated to close in late July.

Mill Snaps Back Atter Fire

Shuqualak Lumber Co., Shuqualak, Ms., is gearing up to restart its sawmill and planer operations following a July 2 fire.

The suspected electrical fire began about 3:30 a.m. and completely destroyed the planer machine. The blaze was contained to the concretewalled room housing the equipment. The planer room's condition, however, "necessitated demolition," after which the structure will be rebuilt.

according to v.p. Anderson Thomas.

In the meantime, Shuqualak purchased a used planer from GatesAmerican and hopes to install it in early August, which will permit the sawmill to also to resume operation.

"Ironically, we had just installed a DLI sharp chain system at the sawmill, allowing us to bump up our capacity. That project was 997o complete, and now we're shut down," Thomas said. "The good thing is, we did have a construction crew already on site."

84 Adds Prototype DC in N.Y.

84 Lumber opened a 10,000-sq. ft. distribution center in Auburn, N.Y., that deals primarily with vinyl siding and roofing products.

The 5-acre site serves 1 I stores in central New York to reduce their inventory and provide additional storage.

The company, which does not usually open distribution centers, plans to run boom service out of the location for job-site deliveries and is further expanding the site by another 4,000 sq. ft.

"This facility is what we needed to remain competitive with area roofing and siding wholesalers," said Bill Lewis, 84 Lumber's co-director of contractor purchasing. "This is a prototype of how we feel our vinyl siding and roofing business may be going in other markets in the future."

Nashville Welcomes L-P Hq. Louisiana-Pacific has officially begun moving its headquarters from Portland, Or., to Nashville, Tn.

The move comes in two phases: the first has the majority of employees relocating and this summer, and the second phase has the rest of the employees moving next summer.

More than 180 associates arc anticipated to be employed at three Nashville-area facilities once the transition is complete. In addition to the new headquarters, L-P is establishing a research and development center in Franklin, Tn., and a flight operation in Smyrna, Tn.

"Nashville has turned out to be an excellent fit for our headquarters," said Mark Suwyn, L-P's chairman and c.e.o. "We are finding that as we get together in this central location, we are improving the efficiency and effectiveness of our management team."

Headquarters

106 W. MississippiAve, Ruston, L471270

Phone: 31 8-255-6881

Fax: 318-255-5428

Distributors of Quality

Hardwoods & Architectural Building Products

Since 1993

www. hoganhardwoods.com

CUSTOM MOULDING SPECIALIST!

Hogan Hardwoods & Moulding operates two state-of-the-art moulding facilities located in Ruston, Louisiana, and Little Rock, Arkansas. Our moulding facilities can meet your time-sensitive lead times, and we can produce the large orders fast. We have over 200,000 lineal feet of short run capacity PER DAY. In addition, we can profile sand, prime or prefinish to your specifications. Call for pricing.

RUSTON, LA

189 Haddox Rd. Ruston, LA 71 270

Phone: 31 8-255-5488

Fax: 31 8-255-5499

Toll Free: 800-255-5460

BATON ROUGE, LA

7836 Beco St.

Baton Rouge, LA 70815

Phone: 225-927-6488

Fax:225-927-0421

Toll Free: 888-343-5488

LAFAYETTE, LA

1636 Walker Rd. Scott, LA 70583

Phone: 337-289-5483

Fax: 337-289-9355

NEW ORLEANS, LA

1 4200 Chef Menteur Hwy.

New Orleans, LA 70129

Phone: 504-254-1 550

Fax:504-254-1278

Toll Free: 800-735-1550

Distribution Locations

FORT WORTH, TX 705 W. Mansfield Hwy. Kennedale, TX 76060

Phone:817-516-1 lBB

Fax:817-516-1187

Toll Free: 888-593-5488

HOUSTON, TX 7770 Blankenship

Houston, TX 77055

Phone: 713- 683-0991

Fax: 71 3-683-3863

Toll Free: 888-343-0667

AUSTIN, TX SANTA ROSA BEACH, FL 600 Industrial Blvd., Ste. 100 5161 Hwy. 98 W, Austin, TX 78745 Santa Rosa Beach, FL 32459

Phone: 512-443-0777

Fax: 5 l 2-443-0855

Toll Free: 800-n7-7712

GRAND PRAIRIE, TX 2760 N. Great SW Pkwy, Grand Prairie, TX 75050

Phone:972-602-1777

Fax:972-602-0224

Toll Free: 800-n2-2777

Phone: 850-267-9955

Fax: 850-267-9940

Logger's Death Investigated

A worker for Johnson Logging, Maysville, N.C., was killed June 22 while attempting to connect a cable to tow another piece of equipment that had become stuck.

The state Department of Labor is investigating and, as of yet, has found no evidence to suggest the company violated any safety standards.

Benny Banks Jr.,39, worked in the logging business for 25 years.

Cunently, investigators are collecting witness statements and taking photographs. The investigation is expected to last four weeks.

Indiana's Bender Buys Ninth

Bender Lumber Co., Bloomington, In., has acquired Morrison Home Supply, Inc., Linton, In.

Bender had eyed Morrison for some time and contacted the company as soon as it went up for sale.

Bender is currently stocking the location and building up the inventory.

"We're very excited about this acquisition and the opportunity to continue to build on Bender Lumber's record of outstanding success," said Mark Hershberger, president of Bender Lumber. "Bender Lumber is

excited about being a part of the Linton community and serving the customers with the same level of service as was demonstrated by Morrison Home Supply."

Jim Morrison will continue to serve as store manager, while his brother, Bill, will remain a commercial sales representative.

Morrison believes the new owners will be good for business and that the acquisition "should take the business up a couple of notches. They have a good plan. They are not in for the short run."

With the acquisition, Bender now operates in nine markets throughout central and southem Indiana.

Court Certifies Trex Suit

The Superior Court of New Jersey certified a nationwide class action May 28 against Trex Co. and ExxonMobil Corp. The case, originally filed in2OO2, alleges that Trex and Timbrex products rot, splinter and degrade because of faulty manufacturing processes.

The court certified a class of consumers from 1992 through 2004 who claim the warranty issued by Trex and ExxonMobil in conjunction with the

sales and distribution of composite lumber products is unconscionable and must be reformed. The consumers will also be certified for those years on claims that the sale, marketing, and distribution of the products violated the New Jersey Consumer Fraud Act.

According to the claim, the product defects are inconsistent with marketing materials distributed by Trex, which say the product does not need sealants. However, after the product starts to show mold, Trex allegedly recommends applying a sealant. The plaintiffs want to alter the warranty to include repair and replacement costs.

New Store Goes True Value

The newest True Value Hardware store is opening in Green Bay, Wi.

C&M Hardware owners Corny Roemaat and Mike Koltz hope to open their store this month in two buildings located next door to each other.

While another hardware store is located less than two miles from C&M, Roemaat believes service will make all the difference. "I believe with the customer service," Roemaat said, "it should be no problem. Like any business, the customer dictates which direction the business goes."

9*, Cypress

Select &2 & Btr. Grades 414 - 514 - 814,3"-I2" width Surfaced to S4S or patterns - Bevel siding - Fresh Resaw Face

Southern Yellow Pine

KD in3",4",5",6",10",12" - 4' thru 16' lengths Specialize in Nosed Edged Stepping and 5/4x10" Stringer material - cut-to-length Stair Tread

Stock Width Hardwood

Specializing in Stock or Fixed Width Lumber

,6" r7" 18" r 9", 10", I l" & 12" &W in Ygllow Poplar, Red Oak and White Oak, FAS and I Common NHLA Grades

,

All lumber can be Gang Ripped l" thru 12" - Straight Line Ripped

Surfaced S2S or S4S

Please call for exact specification.

The Sawmill For AllYour Quality Lumber Needs

BPD welcomes Letters to the Editor. Please .send to Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660; Fax 949-852-0231, or via e-mail to dkoenip@ buildin g -p r oduct s.c om

EUREKA,I'VE FOUND HER!

Although retired for 13 years from the family business established by my Grandfather Smick in 1906, I still pick up magazines ofthe industry when in the office.

Just before the 4th of July, I read the June 2004 issue of Building Products Digest and was completely surprised to read "Competitive Intelligence" (p. l6-17) and to see a photo of my favorite editor, Carla Waldemar.

After she left LBM magazine, I feared we might never see or hear from her again. What a pleasant surprise! Reading her excellent article on Marty Johnson and the Farmington, N.M.-based Construction Supply made my day, finding Carla. We are so happy for her.

I am impressed with the photos of Construction Supply. It looks like a clean and neat operation.

Being retired, I now spend 50, 60 and 65 hours every week volunteering for my church, Rotary, an insurance company, a 22-acre cemetery in Salem where I am president of the board of trustees. serving on the New Jersey Redevelopment Authority, and on the N.J. World Trade Center Victims Memorial Commission. Our job is to select a site (Battery Park in Jersey City opposite Manhattan), and select a design as a permanent memorial fbr the 656 New Jersey residents who died in the two World Trade Centers. Our third job is to raise an estimated $8 million to build the memorial.

Fortunately, three former New Jersey governors (James Florio, Brendan Byrne and Thomas Kean) are three of the l7 members of our commission. The governors say "big business" will come to the rescue for the needed funds.

I still remain very active in the National Lumber & Building Material Dealers Association, attending all meetings and chairing the committee for bankruptcy reform, which has been unable to get

Congress to act.

Continued best wishes to her as we look forward to future success stories of outstanding pro dealers and even smaller, independent retail yards in BPD. She is certainly associated with another great magazine.

B. Harold Smick, Jr. Smick Lumber

P.O. Box 127

Quinton, N.J. 08072

ANNOUNCINC ...AN OPPORTUNITY YOUR COMPANY CANNOT AFFORD TO MISS...

';

TH E CAROLINA PLUM,

owned and operated by Andy and Maria Freeman, specializes in reloading and transporting wood products for companies wishing to penetrate the Southeast via the Carolinas.

Centrally located in North Carolina, The Carolina Plum (TCP) is only 45 miles from Charlotte, 135 miles from Asheville, 55 miles from Creensboro, and 130 miles from Raleigh. This prime location offers your company accessibility to markets in an area that is one of the hottest building spots in the U.S.

TCP has the ability to unload centerbeam railcars, flat bulkheaos, and boxcars. TCP can also handle your transportation needs at a competitive price with prompt dependable service.

Service is the main part of our business at TCP. We encourage you to consider THE CAROLINA PLUM for your RELOAD and TRANSPORTATION needs.

TIHESE days. more ail I homeowners are willine to

serious dollars for the opportunity to extend their outdoor living spaces that last-and that's good news for lumber dealers and distributors.

To support that demand, it's pivotal for home center owners, distributors and dealers to be up-to-date with the latest trends and products as customers often use them as resources to discuss the latest and greatest decking options. And this year, homeowners have more choices for materials than ever before.

Composite materials have led the charge in transforming the decking market. Demand for composite lumber in the U.S. has increased steadily every year since the material was introduced in the mid-1990s and is

ing the demand osite decking?

forecast to expand nearly lzEo annually through 2008 to $3.1 billion, according to a new study by The Freedonia Group. Currently, about 257o of homeowners are choosing composite materials.

This alternative building material will continue to penetrate markets, particularly in decking applications, expected to total $1.2 billion by 2008.

The study indicates that the decision to use this altemative decking material will be driven by characteristics such as high durability and low maintenance requirements.

Additionally, rising demand for composite decking will also be supported by growing consumer and builder acceptance, a widening distribution network and product improvements that enhance appearance.

"Hands down. ChoiceDek's number one selling point is its low maintenance factor," said Natasha Valach, of Weyerhaeuser, which distributes ChoiceDek brand composite decking. "Homeowners enjoy spending less time maintaining their backyard deck and more time enjoying it."

Other factors driving the acceptance of composite include:

. Its environmental friendliness; composite decking is made from recycled materials and does not require any special treatments.

Its performance; materials are durable, water resistant, slip resistant and stain resistant. Most composite manufacturers have had their products extensively tested by independent laboratories under hostile accelerated

aging conditions and back up their claims with an extensive warranty.

Its workability; composites have the same workability characteristics as wood. Although denser than wood, quality composite decking can be constructed with standard hand and power tools. Carbide saw blades, router bits and drill bits are recommended, and thinner blades with fewer than 20 teeth wear longer and do not heat up easily. Also when drilling, periodically remove the drill to clear away shavings and predrilling pilot holes is recommended when installing balusters and hand rails.

. Its aesthetics; over the years, composite decking has become available with a more realistic wood appearance as well as an increaing number of colors and styles, such as flatboard or textured finish.

Its cost competitiveness; although composite decking is slightly more expensive than treated wood decking, the playing field is becoming more even cost-wise with the transition from CCA to the next seneration of wood preservatives.

. Its accessories; the introduction of railing components and other accessories now allows composite buyers to have the whole package.

Old Tripp Yards Acquired

Builders Surplus Inc., West Warwick, R.L, a discount home improvement store specializing in millwork, has purchased the former Tripp Lumber Co., Jewett City, Ct., and plans to open a store in its place.

Tripp's two yards closed in the late 1990s.

The Z.7-acte site will showcase the largest inventory of msuldings in New England. The store will also stock building supplies such as doors, windows, kitchen and bath products, hardwood flooring, ceramic tile and $anite.

Builders' ownsr Michael Winter says renovation plans include demolishing two buildings, removing several in-ground oil tanks, and restoring the main 15,000-sq. ft. building for use as retail, assembly and inventory storage space.

Winter hopes to open the new location Sept. 1.

produGts

LED light function has been developed by Inova.

The 2411 LED SmartBright can be clipped onto a belt for hands-free use or mounted to a wall or work bench.

The flashlight has six emergency signal features and flashlight functions. The features include a one blink per second distress strobe, SOS

Outdoor Room

A waterproof pergola is new from Chadsworth' s 1.800.Columns.

The rafters atop the pergola are made of cellular polyvinyl chloride. The kits include two, four, six, or eight PolyStone columns, which are ready to prime and paint, and available in a variety of sizes.

- Please contact (800) 265-8667 or visit www.columns.com

Sharper lmage

A sharpening device made with genuine industrial-grade diamonds that are heat-bonded in a stainless steel alloy is new from Eze-Lap.

signal, three-color visibility distress mode, two-color emergency beacon, and red LED finder mode.

Palm-sized, it illuminates up to 75 ft., with a two-mile signal visibility, and is waterproof.

- Please contact (401 ) 294-2030 or visit www.inovali g ht.c om

Grind The Small Stuff

The new SGl2/E single-head surface grinder has been designed by General Equipment Co. for smallerscale surface preparation projects.

adhesives, epoxies and urethanes; breaking up deposits of grease and dirt, and polishing floors.

- Please conrau (800) 533-0524 or vis it www. gene rale q uip.com

lnsulation Galore

Falcon Foam has created an environmentally friendly line of commercial and residential insulation that maximizes energy performance.

Commercial building products include roof. wall. and flat or tampered insulation. Residential products include EPS sheets, special shape and water management board.

The light-weight insulation contains recycled content and has high potential for recyclability.

- Please contact (770) 952'1442 o r v i sit www.fa lc onfoam.c om

The D l0F Diamond Oval Sharpener, measuring 10" in length, has a 3/4"x1/4" cross section, a contoured plastic handle with a flared hilt, and a fine surface.

- Please contact (775) 888-9500 or visit www.eTe -lap.com

A Bright ldea

A free-standing flashlight that has both a low and high output white LED light function and a bright red

The grinder features an enclosed, fan-cooled, 1.5-hp electric motor; single rotating disc with a 12" wide working width; unitized, welded-steel plate frame with a bail design for loading and unloading with a forklift, and a removable safety and dust shield.

It includes a folding handle, 37-ft.long extension cord, and a deadman motor switch that immediately stops the grinder's motor. The comPact frame design and wheel position allow for simple maneuvering up and down stairwells.

Applications include grinding concrete surfaces; removing mastics,

Shingle In Appearance

Fiber cement lap siding with the appearance of shingles on lap siding has been introduced by James Hardie.

tem for fast size changes. The "monster grip" pole provides a comfortable gripping surface and collet lock for securing the pole length.

The poles are made from aluminum and fiberglass.

- Please contact (800) 558-3958 or v i s it www. shurline.com

Complementary Trim

New reversible 414 PrimeTrim engineered wood trim from GeorgiaPacific complements the existing 5/4 reversible product offering.

Straight-Edge Shingle Plank is a low maintenance alternative to cedar shingles and hardboard shingle planks, simulating the charm and character of wood.

It is offered in pre-primed l2-ft. lengths, 9-112" wide with an 8-l/4" exposure. The siding is non-combustible and resists moisture. salt air. impact, humidity and termites.

- Please contact (866) 442-7343 or visit www jameshardie.com

Colonial Times Are Knocking

Arlington doors from Jeld-Wen offer Northeast-style homes a Colonial feel.

outdoors. Available in lensths from 5 ft. to 80 ft., they are desi"gned to be horizontally threaded and tensioned through drilled holes of new or existing wood, aluminum or steel railing frames, and can be trimmed to a finished dimension.

- Please contact (888) 772-1400 or visit www.outwater.czm

Bend The Rules

Two new fiberglass folding rules from Klein Tools offer durability and strength.

The 6' flexible foldins rules are made of tough nylon reiniorced with glass fibers. They are waterproof, washable and weather resistant.

The trim features a smooth surface on one side and a textured surface on the other.

It is pre-primed and comes in 16' lengths and standard lumber widths.

- Please contact (800) 284-5347 or v s it www. gp.c om/ build

Finish At Your Feet

A high solids alkyd floor finish said to offer excellent protection and easy maintenance for hardwood floors is new from Synteko Exceptional Floor Finishes.

Synteko Natural completely penetrates the wood, minimizes floor wear-and-tear, and acts as both a stain and finish.

The doors feature six panels with an original beaded sticking profile, double-hip raised panel, and slighrly wider stile and narrower panels.

They come in bifold, closet, passage and mirror door options, and are available in widths ranging from I' to 3' and heights of6'8",7' and 8'.

- Please contact (541) 850-2606 or go online at www.jeld-wen.com/ arlingtondoors

Turn On To Cable

The Cable Rail from Architectural Products by Outwater replaces ordinary, view-impeding metal or wood railing pickets.

The railings can be used indoors or

They have measurements marked in black on both sides and edges, positive locking joints, and stainless steel spring hinges.

- Please contact (800) 553-4676 or visit www.kleintools.com

Paint Higher

A new extension pole for paint rollers utilizes a durable Iocking system to provide consistent and even coverage.

Shur-Line's professional grade "pro grip" pole features a comfortable handle and a solid brass pin-lock sys-

Applied in one coat, it comes in five colors: neutral, clear, cherry, nutmeg and spice brown.

- Please contact (866) 796-8356 or visit www.nam.synteko.com

Sealer Of Approval

An outdoor wood finish that offers long-term protection against rain, wind and sunlight damage is new from Bond Distributing, Ltd.

One TtHls is a proprietary resin blend that does not contain solvents, water or waxes found in conventional sealers.

Shelf Among Studs

The Stud Buddy shelf installs in less than 30 seconds to provide extra storage space between wall studs.

It can be applied to pre-treated or natural wood, offers a seven-year warranty, protects the wood within 30 to 60 minutes of application, is cured by direct or indirect sunlight, and contains 1007o solids that cure into wood.

Colors include natural, clove brown, red cedar and clear.

- Please contact (866) 663-8463 or v s it www.onet imew o od.c o m

SPEGTES

Western Red Cedar

Incense Cedar

Redwood

. Hem-Fir. Douglas Fir

. Pine. White Fir

. Alder

The shelves are made of l8-gauge, galvanized steel, are rated to 45 lbs., and are designed for 2"x4" and2"x6" studs. Each shelf weighs 1.5 lbs. and protrudes just 3" from the wall.

It can be used for several different applications, including basements, garages, sheds, storage areas, barns and work rooms.

- Please contact (888) 578-7452 or visit www.studbuddy.com

PRODUGTS

Fingerjoint Boards

. Pattern Sidings

Spa Components

. Engineered Products

. Edoe-Glued Panels

.12Dry Kilns for Custom Drying

Anderson, Ca,: (800) 427-8253. (530) 378-6980

Fax 530-378-6987 Fred Duchi'Don Cherovsky

Mike Webster. Darren Duchi Dean Duchi

Weed, Ca.: (800) 374-0210 (530) 938-2771

. Fax 530-938-3227 Bill Duchi ' Dennis Duchi

Forget The Hammer

A new line of cordless finish nailers has been introduced by DeWalt. Eight models in its pro-oriented XRP line drive both straight and ansled finish nails in soft and hard wobd.

Nailers fire 300 nails per battery charge. They feature a six-position depth adjustment wheel, contact trip lock-off to prevent accidental discharges, and work-surface headlights.

- Please contact (800) 433-9258 or visit www.dewalt.com

' Ultimate in corrosion resistant screws.

' 305 Stainless Steel wiih four-corner thread form to last the life of the deck board.

' Thread suppresses composite "Exhaust."

' 6 Lobe Drive pancake head installs flush with deck board. No cam-out.

o Painted fastener heads available.

Store Up More

Pre-fabricated plastic panel squares that create storage in unfinished attic space over a garage or under a roof are new from Attic Dek Corp.

quickly and precisely.

Pi Tape gauges are available in either inches or millimeters, up to 144 inches or 3600 mm. Thev wrao around the inside or outside of a form to take its measurement.

- Please contact (866) 474-8273 or visit www.pitape.com

in an extra thick and wide extrusion profile. They feature l/2"+hick rubber endcaps-to protect them from damageand plumb-view windows.

Accessories include Rafterhooks that slip into keyed inserts for secure suspension from rafters and Woodtacs that attach the level to door iambs. wood beams, or drywall.

- Please contact (800) 464-7946 or visit www.irwin.com

Brick Ledge

A bracket that allows contractors to form a brick ledge without using Styrofoam, lumber, treated cardboard, or plastic has been created by Durand Forms, Inc.

The l6"xl6" panels do not require measuring or cutting. Each panel is secured with five screws to the attic floorjoists to create flooring space for storage. Each square can support up to 200 lbs.

- Please contact (800) 676-6904 or visit www.atticdek.com

Reading The Round

New diameter measuring tapes allow users to measure the true diameter of round and out-of-round forms

Straighten Up

Irwin's new box beam levels offer tradespeople more accurate and durable levels to improve work productivity.

The levels' vials are suspended in rather than glued to the frame, which protects them from shock and temperature changes.

The vials are precision-machined from a solid block of acrylic, preventing them from breaking, leaking, fading and fogging.

The levels are made of aluminum

The Brickledee Bracket is ideal for apilications involving hilly terrain where a large brick exposure on the basement is required. 'ffi+-.

It can be used for specific hole pattern and panel types, including smooth, vertical or textured brick.

- Please contact (800) 545-6342 or go online at www.durandforms.com

wtt it tl" Irdl"rw Calu!

ypress is a versatile distinctive wood that lends elegance to any home's interior. With ifs legendary hardiness and durability rypress also serues a myriad of applications outside the home.

HAPPY BIRTHDAY, MLMA! Mississippi Lumber Manufacturers Association celebrated with a cake cutting by (1) Sylvia Naper and Floyd Sulser at its 50th anniversary convention July 8'10 in Biloxi, Ms. (2) Bean Sulser, Pam Gunter, (3) G'erald & Kimberly Cooper, Valerie & Bobb-y Lane. (4) Barbara & Stan Owens. (5) Kris Johnson, Mark Williams. (6) Earlinei& Foxey Lowery. (7) Lewis Cobb, Billy_Ryals, C.J. Ryals. (8) Carolvn & Charles Thomas. (9) Ronnie Bates, Bob Arnold. (10) Sacha Tschudy, Chuck Klopp. (11) lsrael Redd, James Gibson. (12) Terry

2004

Murohv. Jimmv Hardv. (13) Corev Bounds, Tim Hand, Pat Harkins' Charlie Goowih. (l4iPhilip Star(s, Joe Henley. (15) Terry Palme-r, Mershelle Grant. (i6) Greg Langford, Wayne Wood. (17) Betty & Rollin Turnaoe. (18) Mitch & Sandra Bellipanni.'(19) Willie Goyne. John Hill, Ken Miyei. (20) Wanda George, Jehnifer Dale, Janis Cole. (21) Brenda & Ron Coke1 Ty Shumak. (22iLinda & Danny Powell, Gene Kesling. (More photos on next Page\

annual conventton lcontinued from prevrous page). \1) Robert Head, Bill Behan. (2) Scott Swanson, Mike Behan, (3) Llam Lergitley, Steve Rounlree. (4) Norman & Sue White. (5) Bill Wislocki, Ben Crim, Duncan Ferguson (6) Peter McCarty Alan Bobbins. Jt/ike Ballard (7) !amie Patierson, Bob Bell. (8) Donnie Woodruff, Davrd Miles. (9) Becky Rounlree. Nancy & Jim Loy. (10) Roger Morse. Suzanne Alford. (11)

GOLDEN AGE: Mississiooi Lumber Manufacturers Assoc ation s 50th Edith & Kenneth Drummonds. (12) Tommy Freeman. Floyd Sulser, Richard Batton. (13) Tony Stringer Terry Reynolds. 1141 1t/att & Nancy Rogers, Charlie Thomas'1ll (15t Shawn O Kelley Rrck Regine_lli.^(16) David Hankins. Harod Hankins. (17) Adrienne & John Howie. (18) Chad Smith. Niles Bryan, Chuck Smith (19) Robert Taylor, Slarke Albritton. (20) Bill Thomas. Anderson Thomas. (21) Avery Littrell, Mike Thomas. (22J8.J. Hend er. Barry Hendler. (23) Chris Savell.

Aucusr 2004 Ilt tl.trlrt; Pn<llrucl'ts Drt;ns't' 41

ffiffiffi

WESTERN RED Cedar Lumber Association held its 50th annual qenerat meelno July 14-17 in Whistler. B C (1) Jack Heavenor, David Kranrz, Bill Eorgen. (2) BetE Hird Shelley Smolka Katrina Sutcliffe. (3) tVelissa & Dwayne Ktasse-n. (4) Tim & ]rstan Baorae'. r5r Perer Lang. Paul Zartman, Mrke lVahar6. (6) Tom pearson, Cal Dyck. (7) Sergro & Giarna Ba.bor {8) Tracey Lauren. Kathy Krantz. 19l Tom Read. Terry Gaines. lrwln Kullar, Ed Burke. (10) Dot & Ted Sniith. (11) paula & Dave Freeman. (.12) Giovann Sebellin David Bond. (13) Jennifer & Bob R'eilly. (14) Ray &

Doug

Ralph

Alison & Brld Johansen.

Lynne Pauwes, Marnie &Chris Beveridge. (15) Diane Draper, Katie Fisher, Karen Young, Jack.Draper (16) Michelle de Jager, Joan Lang. (17) Harry Erskine, Joe Petree i181 Margarer & Doug Ctitheroe. (t9) Elaine & Carios Furtaijo. (20) Thom Wright Cees de Jager. (21) Kathleen & Jelf Norman (22) Katie & Brian Cox, (23) Cha'one-^& B'rce Tronpsor. I24tl'laty &

Tracey. r25t

Schmiot. Terry Baker (26) Hugh & Gloria Sutcliffe. Kim & ttitart nuttriOge. (27) Jim Carlson, Teii Hathaway (28) Matt Yates, Rene Gaines (29)

uqfles

Ben ttBudtt Stone, 86, owner of Stone's Building Center, Wausau, Wi., died July 7 in Woodruff, Wi.

A 60-year member of the Wisconsin Retail Lumber Association, Mr. Stone was a third generation owner of Stone's Building Center.

He served in the Army CIC during World War II in Panama and Iceland.

Ralph W. Manger, 91, president of Forkner-Manger Lumber, Daleville, In., died June l8 in Chesterfield, In.

Mr. Manger had been president of Forkner-Manser Lumber since 1939. Prior to operiting his company, Mr. Manger worked for Hoosier Sash and Door Co. He also served as 19631964 president of Indiana Lumber & Builders Association.

He was in the Navy during WWII.

Orville G. "Bud" Phelps, 78, long-time Ohio lumberman, died June 25 in Mansfield, Oh.

Mr. Phelps worked for 23 years at R.L. Henry Lumber Co., Mansfield, and for five years at Moore's Lumber & Building Supplies, Mansfield.

He served in the Infantry in 1945.

Ron Tamlyn, 81, co-founder of RH Tamlyn & Sons, LP, Stafford, Tx., died June I I in Texas.

Mr. Tamlyn started his business with just $800 in l97l in a shack behind his home in Bellaire, Tx. His son, Tom, is now president.

He served as a Marine in WW II, taking part in the Battle of Iwo Jima.

Arnulf ttArnie" Ueland Jr., 84, former owner of Ueland Lumber Sales Inc., Mankato, Mn., died of pneumonia July l5 in Mankato.

He ran his wholesale business until the late 1980s. Before that he worked for Hayes-Lucas Lumber, Mankato.

Mr. Ueland was elected mayor of North Mankato in the late 1960s and won a seat in the state Senate in 1972.

He was also an officer in the Navy Reserve, serving on landing ships, including the LST 336 during the DDay invasion.

John W. Lundy, 95, former owner of Lundy Lumber (now Lundy Construction), Williamsport, Pa., died June 26 in Williamsport.

In addition to owning Lundy Lumber, Mr. Lundy was an original sponsor of one of the first three Little Leaeue teams in 1939 and remained an ictive member of the organization's board until retirins in 2000.

Margaret H. Phelps, 82, co-owner of Phelps Lumber, Vestaburg, Mi., died June 17 in Grand Rapids, Mi.

She operated Phelps Lumber for 25 years with her husband, John.

John David Strawmyer, 55, l8year employee of Carter & Lee Lumber Co., Indianapolis, In., died July 9 in Lebanon, In.

Leonard Desmet, 90, president of the former Desmet Lumber & Supply Co., South Fayette, Pa., died after a brief illness July 10 in Bridgeville, Pa.

His father founded the firm in 1919.

Norman L. Skillman, 86, former bookkeeper for Allen Lumber Co., Sioux Falls, S.D., died July 14 in Luverne, Mn.

He worked for Allen Lumber for 25 years, as well as Fern Brothers, Sioux Falls, and A.Y. McDonald, Sioux Falls, as a salesman for l0 years.

He was in the Army during WW II.

Georgia G. Cooke, 87, former administrative assistant to the purchasing agent at J. Neils Lumber Co. (now St. Regis Paper and Champion International), Cass Lake, Mn., died July 12 in Vancouver, Wa.

She joined J. Neils in 1953, retiring in 1973 due to health reasons.

ploce

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Send ad copy to Building Products Digest, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660, Fax 949-852-0231, or call (949) 852-1990.

Ad must be prepaid unless you have established credit with us. Make checks payable to Cutler Publishing. Deadline for copy: I 8th of the previous month.

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

HOOVER TREATED WOOD Products. Inc.. is adding an assistant sales manager position to the Thomson, Georgia, central sales office. Hoover is a recognized leader in the wood preserving industry. Applicants must be experienced in selling and purchasing lumber. Management experience helpful. Competitive salary and bonus with excellent benefits. Please email resume to sales0708@frtw.com or mail to Hoover-Assistant Sales Manager Position, 154 Wire Rd., Thomson, Ga. 30824, or Fax to 706-595-8462.

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 6070 commission split fbr trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Products, (623) 566-71OO, for confidential discussion.

MILLWORK SALES

Moulding millwork producer seeks an aggressive sales rep. Primary responsibilities:

l. Selling domestically produced moulding products to retail-based customers.

2. Researching and developing new sales accounts. Mid-Atlantic through New England area. Knowledge of the Moulding & Millwork industry and sales experience a MUST. Extensive travel required. Regional office-Pittsburgh, Pa. Highly competitive compensation & benefits package. Forward resume with salary history to: Glen Oak Lumber & Milling, Inc., N2885 County F, Montello, Wi. 53949; Fax 608-297-7651; dustyg@ glenoaklumber.com

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8'74-1953, Fax 888-576-8723. e-mail LumberSource @ worldnet.att.net.

SourxElsr

States Paper C0rp. .................................(205) 562-5000

Hogan Hardwoods (Hot Springs, Ar.)....,.......,(877) 523-0200

Hogan Hardwoods (Little Rock, Ar.)...............(800) 985"7385

Hogan Hardwoods (Santa Rosa, Fl.) .............(866) 758-7041

Hood Industries....... .......{601) 735-5071

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

langboard............... .......(229) 263-8943

McEwen Lumber Co. (Al.),.........,..,..,.,...,.,..,..(334) 432-2322

McEwen Lumber Co. (Delray Beach, Fl.).......(561 ) 276-51 55

McEwen Lumber Co. (Jacksonville, Fl.).........(904) 783-01 70

McEwen Lumber Co. (orlando, Fl.)................(407) 299 4280

McEwen Lumber Co. (Tampa, Fl.) .................(813) 248-411 1

McEwenLumberCo (ry), .......(502)297-8321

McEwen Lumber Co. (Memphis, Tn,).,.,.,.......(901 ) 794-1 050

McEwen Lumber Co. (Nashville, Tn.).............(615) 793-7746

Memphis Hardwood Flooring Co. (Tn.) ,.,.,.,...(800) 346-3010

Osm0se................... .......I70\ 228-8434

Precision Architectural Pr0ducts .......,.,...,....,.{888) 966-3777

Robbins Wood Preservin9..............................(888) 558-81 99

Savannah Wood Preservin9.,,,,.....,.,.,.,.,.,.,.,..(800) 847-9663

Southeastern Lumber Manutacturers Assn....{800) 789-7562

Southern Lumber Co. ..........(800) 74S-8919 (601) 362-0019

Southern Pine Inspection 8ureau...................(850) 434-261 1

Sunbelt Storage Systems ....(800) 353-0892 \770) 569-2244

Sylvan Hardwoods.. .......(478) 454-3418

TLC Mouldings,

lUho-Arunrc

l\,lid-State Lumber Corp. (908) 7 25-4900 (800) 942-777 6

Saxonville USA (603) 826-4024

She1terProducts11C.....................................(914)381-5080

Somersel Door & Column C0.........................(800) 242-791 6

Southern Cypress Manulacturers Assn..........1877) 607 -7262

Starborn Industries (DeckFast) ......................(800)

Souru

Hardwoods (Baton Rouge, La.) ..........(888) 343-5488 Hogan Hardwoods (Fort Worth, Tx.)..............(888) 593-5488

Hogan Hardwoods (Houston, Tx.)...........,.....,(888) 343-0667

Hogan Hardwoods (Lalayefle, La.) ................(337) 289-9355

Hogan Hardwoods & Moulding (Ruston, La.).(800) 255-5460

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

International Paper-Panels Divisi0n ...............(214) 934.4343

Jordan Lumber, Lee Foy.....1214) 357-7317 (800) 442-3396

Landry Lumber Sales, Richard (La.) ..............(31 8) 442-0453

Lumbermen's Association ol Texas ...............{5121 472-1194

M&l/ Lumber C0......,.,...,..,.,(800) 336-6483 (713) 433-6483

Martin, Roy O......... .......(800) 299-5174

Simpson Strong-Tie (Tx.) .........,.....................(800) 999-5099

Southern Pine Counci1....................................{504) 443-4464

Sure Drive USA.... .,....,.........,..,.,(888) 219-1700

Weyerhaeuser

For more information from advertisers, call them directly or visil their Web sites in brackets,

FAX to 949-852-0231

or call (949) 852-I99O or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

print)

Comercial Corza Iwww.corza.cl]

Computer Associates, Inc. [www.caisoft.com].....,...................29

Cox Wood Preserving [www.coxwood.com] .,............................8

Crumpler Plastic Pipe [www.cpp-pipe.com]............................43

CSI [www.treatedwood.com]..................... .........23

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Custom Lumber Mfg. [www.plantationcypress.com].............39

Dr. Kleenwood [www.drkleenwood.com] .........11

EBTY [www.ebty.com]...... ..........26

Elder Forest Products [www.elderforest.com]...........................6

Forever Wood [www.forever-wood.com] ................................34

Hogan Hardwoods [www.hoganhardwoods.com] ...................31

Krauter Storage Systerns [www.krauter-storage.com] ..............Cover III

McKenzie Forest Products [www.mckenziefp.com]................20

Mid-State Lumber [www.midstatelumber.com]...........Cover II

Pennsylvania Lumbermens Mutual Insurance Co. [www.palumbermens.com]. ........-.-..............31

Plating Technology [www.911-nails.com] .........30

Potlatch Corp. [www.potlatchcorp.com].................. ---..........24

Siskiyou Forest Products.................

Smith Mi11work.................. ..........28

Sunbelt Storage Systems [www.sunbeltracks.com]...................3

Swan Secure Products [www.swansecure.com].................38, 43 Tenon USA [www.tenonusa.com]

TLC Mouldings [www.tlcmouldings.com] ..................Cover IV U.S. Borax [www.borax.com] t9

Williams & Sons, Jerry G......... ........-................32

Williams Lumber Company of North Carolina ......................46 Woodfold-Marco Mfg. [www.woodfold.com] ..........................39

Bevel Siding

Quality primed MDF mouldings and boards . $hort lead times. Made in the USA

Economicarwayro,r:'j.iffi::lT'ff#],;,',;1Hl'.'ll::fi:1::lffil'nofi.,t,ninscapabirities

Gonsistent fibefioard supply from neighboring langboard MDF mill