Building Products Digest - August 2009

At Hixson Lumber Sales, we realize that with the diuerse and eaer changing needs of our customers, it is critical that we supply their demands as quickly and effectiaely as possible.

Our inventories consist of dimension lumber, timbers, boards, decking, plywood, and pattern lumber in all grades of SouthernYellow Pine. All of these products are available untreated, as well as treated with CCA, ACQ, MicroPro., Fire Retardant, Borates, or KDAT.

We stock a full line of deck accessories, including

BEA AilB COLUMNS

Available in3112" and 51/4" widths at IJC and dimension lumber depths

24F Industrial Grade - zero

camber - balanced beam and Power Preserved ColumnTM

combination #50

Meets FEMAs guidelines for "Flocd Resistant Materials"

Treated t:y /"nnW,n* with Cop-GuardrM (CuNap) in low odor mineral spirits fnr above ground and ground conlact

Environrnentally sa{e and easy to wark with ffiu

Perfect far deck beams and columns, raised tloor conslruclion, coastai construclion usrng piling/column or pier and beam fcundations

Backed by a25 Year Warranty as strong as our producls

Resistant to lungai decay and wood-destroyi n g nsect attacks

BPD

(Sister publicati1n Building ProducE Digest seNes the West)

PUBIISHER Alan 0akes (aloakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

ASSOCIATE EDITOR Karen Debats (kdebats@building-products.com)

CONTRIBUTIiIG EDII(IRS

Carla Waldemar, James 0lsen

ADVERTISII{G SALES MANAGER Chuck Casey (ccasey@build ing-products.com)

ADMII{ISTRATIOI{ DIRECTOR/ SECRETARY Marie Oakes (mlpoakes@aol.com)

CIRGULATI0I{ Heather Kelly {hkelly@build ing-products.com)

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BUIID|I{G PR0DUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies.

Copyright@2o09 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

The front cover is a paid advertisement, this month sponsored by Arch's Dricon fire retardant treated wood.

Who's not listening?

The other day, a wholesale buyer mentioned to me how short-tempered customers seem to be lately. When I brought this point up to another business owner this moming, he said the same people who were always short tempered who had now gone a few steps further up the explosion meter. My sense is that we are all under much more business and personal pressure than ever before, and even the smallest things that go wrong seem large.

Whatever the situation, the one thing I know that I have to learn to do better is what we used to teach in sales training-practice that silence is golden. The biggest complaint about sales and customer service people is that we do not listen. Most salespeople would argue that buyers are only interested in price, discounts, quality and service. But according to a recent survey, number one on the list is that salespeople talk too much and do not listen enough. And that same survey showed that this has been the No. I issue for many, many years.

At no other time is it more necessary to shut up-taping your mouth shut to allow for only the occasional nod and grunt of understanding-than when a customer has been wronged or thinks he has been wronged. As none of us can

Campia tl

stand to lose too many customers today, we need to understand what the issues are before we can start solving the problem. Indeed, the temptation is to listen to a complaint and jump straight in to answer why, what and how. But after allowing the customer to speak, the real answer is to still keep quiet and nod. What you often get after a long bout of silence is the real answer to what the issue is, because the customer cannot stand the silence and starts off again and the real truth comes out. The reason why silence is golden is that most of us have real trouble with mouthing off, so we skirt around the real issues. Then when there is a silence, we think we need to chime back in. Let it not be you, as this is when the real issues surface.

Early in my career, all too many sales calls began with me introducing myself to the store manager, and then being directed to take my sales bag and myself out of the storesometimes not so politely. I have even had dogs set on me! Now I knew it could not be me and something must have happened in the past especially when I was the fourth rep they had seen from our company in the past year. There was only one course of action: identify the issue, listen, listen, and listen, and allow them to vent. Just because you are listening and they are venting doesn't mean you are agreeing with them. At the end summarize what they said to make sure you have fully understood the issues. Clearly, ifthere is a mistake, do not try to defend it. Fess up and deal with it, and always go one step further than is expected. If you had wished you or your company had done something better, let them know. Focus on the issues, not on the venom often floating your way. It is not normally personal despite how offensive the other party might be. Displaying patience, calm and real empathy will work better in making sure you solve the problem and put steps in place to make sure it doesn't happen again. Often the hurt party can even give you the solution, but to get it you have to listen.

Calls that started badly for me often might not result in a sale, but I knew that solving an important problem for my customer and being willing to take responsibility for it, was the right thing to do. Never did I feel better about a call than when I walked away knowing that I could return the next time, head held high, and I would be welcomed. It would lead often times to more business than the company had ever achieved before. Indeed. I used to be a real masochist and actually enjoy those calls, because many of these negative accounts went on to become our biggest customers. Sometimes the temptation is to back away from complaints, but at the end of the day meeting them head on and not allowing them to fester is the sign of good salesmanship.

Listening leads to trust, lowers resistance, and builds a rapport that endures long after the door closes on this particular chapter. But it's a skill that needs constant practice. Even when your wife screams at you to get outside and mow the lawn, golden silence should prevail, even though I have learned that you can't win them all. Coming, honey!

WE CHALLENGE YOU TO FIND A "GREENER" DECKING MATERIAL!

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Life Cycle Assessment cnolysis reveols WRC decking is essentiolly corbon neutrol ond its life cycle impoct over c 25 yeor life cycle is less than 2.0L of the effect of wood piostic composite decking When it comes to siding. ogcin Western Red Cedor stonds out os hoving the lowest impcct on the environmenf. The globol worming potenticl meosure indiccies ihot WRC siding produces the lecst greenhouse goses of the four siding sysiems studied, WRC siding is three times less intensive thcn fiber cement siding

As green building systems increosingly incorporcie life cycle cssessment into their roting schemes, WRC will hove o distinct odvontcrge, Western Red Cedor ftom WRCLA members is the right choice for your business. your customers cnd your world.

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rnHE U.S. housing sector is in its |- worst downturn in more than 50 years. With five months of data in, single-family housing starts are poised to average just 370,000 units at a seasonally adjusted annualized rate (SAAR) in the first half of 2009.

This is far and away the lowest level in the 59-year history of the series. The question now is, are we likely to stay at these levels and if so, for how long?

Most forecasters believe starts will remain at or below this level. In fact consensus forecasts imply single-family starts of 350,000 units through most of 2010! According to our North American Lumber Forecast (www. risiinfo.com/wtforecasts), this is much too low. Why is that? One need only look at new home inventories to understand why.

Actual inventory of new singlefamily homes for sale have been declining for several years now. In fact, inventories fell to 292000 units in May. At the current sales pace, this is just over a l0-months supply, too high to encourage builders to ramp up construction. However, inventories will almost certainly continue to fall over the next six months, with the months supply likely to hit seven months by year-end, a level at which builders will begin to ramp up production.

We are quite certain inventories of

unsold new single-family homes will continue to fall over the next six months for several reasons.

First, new home sales stabilized in the first half of 2009 around 340,000 units per months (SAAR). Moreover, they increased in April and would have increased in May except it was an unusually short month (typically May has 22 workdays; there were 20 in 2009). With affordability improving (year-over-year new home prices are off lTVo and mortgage interest rates are down more than 100 basis points), we conservatively expect new single-family home sales will average 360,000 units over the next six months.

Second, because it takes six to seven months to complete a home from the time it is started, we know how many single-family homes are going to be completed in the second half of this year-around 370000 at a seasonally adjusted annual rate. Now, with 360900 homes being sold (again at a seasonally adjusted annual rate), you might think inventories should actually be increasing.

However, not all the home started are built for sale. In fact only about 65Vo of the starts in recent quarters were for sale. The rest were built by or for the owner and don't go into inventory. So, of the 370,000 homes that will be completed in the second half of this year, only about 240,000

(SAAR) will go into inventory and 360.000 will be sold.

With seven months left in the year, this means inventories will be drawndown by 70,000 units, leaving us with 222900 units of inventory. At a sales pace of 360,000, this is the equivalent ofjust over seven months supply.

Once the month supply of new homes gets down to this level, we believe builders will begin to increase single-family home production. While they certainly won't jack production back up to 1.0 million units, we would expect them to work towards stabilizing the inventory of unsold homes. At an annualized sales pace of 360,000, builders would need to produce 550,000 single-family homes (assuming 35Vo of the homes are built by/for an owner) to stabilize inventories.

So, even if the RISI forecast for single-family housing starts proves overly optimistic (reaching 700,0000 units at year-end), the consensus that single-family housing starts will stay in the low 300,000 unit range (SAAR) through the end of this year is certainly too pessimistic.

- Paul Jannke is senior v.p. ttf wood & timber information for RISI, a leading information provider for the global forest products industy and publisher o/Crow's Market & Price Service, which offers free trial subscriptions at www.risiinfo.coml crows. Reach Mr. Jannke at pjannke@ risiinfo.com.

Steady steps for cypress decking

f ONC a favored species for siding. IJsouthern cyprcss has gradually been making inroads into the decking market.

"We sell a good bit of cypress decking," said Doug Brock, Sunshine State Partners, Hostbrd, Fl "It has been a focus of ours for a couple of years. When well maintained, cypress can compete with any decking. It looks good and competes in price. We cut a good bit of 6", and it has been a good product fbr us."

The mill supplies raw rou-rh cypress to remanuf'acturers, which then turn it into finishcd siding, decking, paneling, millwork and flooring.

"Some of our customers treat it. and some don'1." Brock said. "l think the secret to all wood products is proper

care.

Last year, Custom Lumber Manufacturing, Dothan, Al., experimented with offering decking pressure treated with an organic prcservative that maintained the wclod's natural color. but found buyers unwilling to pay fbr thc extra service.

Yet untreated cypress decking remains in demand. particularly in the Northeast and the Carolinas. "We are selling morc and more cyprcss deckin-e. and it is performing quite well," said Chuck Harris. "A good sealer or stain is used to keep water fiom penetrating. and thc pricc is good comparcd to other decking materials. We are of-fering it in the standard 5/"4x6" and in a 2"x6" product."

Cypress lumber specialist Donald

Elder, Opelousas. La., has been selling cypress decking for more than 30 years, 5/4 and ti/4. "Production has probably increased at least marginally during the past two years," Elder said. "Like all lumber items, priccs had drooped down a lot. and this has actually incrcased interest in the product. The mills that have installed the equipment to process their cypress lumber beyond just rough boards to thc finished product are making money on this species, probably the one species that the hardwood mills are making any moncy on."

Gates Custom Milling. Gatesville. N.C., manufactures cypress decking in both 5/4 and 8/4 thickness. in #2 and select -urades.

"Cypress decking comes at a competitive price point. As the economy continues to bc tight. wc have seen an increased desire fbr #2 grade material," said Nancy Tuck. She admittcd. though, that "cypress does not currently represent a large percentage of the decking market."

With upheaval in the market. the Southern Cypress Manufacturers Association sees an opening. Its website, www.cypressinfb.ors. now features cypress decking nearly as prominently as it spotlights siding.

"The SCMA believes there is a grcat opportunity for growth with decking," explains SCMA's Ian Faight. "Many homeowners are looking for decking materials that are natural. durable, and do not include preservatives. Cypress is naturally rot and dccay resistant, and weathers extrernely well. Since cypress is not a pressurc treated wood. fmany] people pref'er it."

Just give cypress decking time. said Custom Lumber's Harris. ''As more of it is used, it will gain acceptance in the fleld with consumers."

CYPRESS is increasing in demand for decking. (Photo courtesy Southern Cypress Manufacturers Association, reused with permission of Renodeling & Makeovers, a Woman's Day Spectal lnterest Publication.)

Millwork dealers sparkle as wine cellar sellers

By Mark Karpinski

IIfINE cellars were once thought Y Y of as a product and service provided exclusively to the rich and famous. Today, nearly one of every five new homes has some form of wine racking or wine cellar, and countless existing homes are being renovated in order to devote a space to wine storage.

Wine racking manufacturing is a growing, $5O0-million industry, providing wine racking for residential, hospitality, and retail bar and beverage clientele. Building material and product supply centers are now beginning to stand up and take notice of the potential revenue boost that selling wine cellars and their associated building materials can add to their bottom line.

According to dealers and installers for wine racking manufacturer WineRacks.com, customers are recognizing the affordability of wine cellars, whether it is in a renovation in an existing closet space or a full wine cellar room. Wine cellar projects can run anywhere from small, $2000 renovations to showroom quality, 2,000bottle, wine cellar projects in excess of $25.000.

Not only are building material centers capitalizing on the sale of the wine racking itself, they are able to generate thousands of dollars in sales of the building materials and products involved in the project. Materials and

INTOXICATING NICHE: Wine racking and cellar projects are sweet matches for building material dealers.

products such as framing lumber, greenboard, insulation, vapor banier, fasteners, wall coverings, custom cellar doors, and flooring are just some of the products that the retailer will profit on.

It is possible for LBM dealers to install an attractive showroom display at little to no cost that will allow their customers to more fully visualize what a finished wine cellar might look like in their own home. Much like

kitchen cabinet retailers, the software technology exists to help home center sales staffs create 3-D cellar designs with the customers, right in their showroom. Reputable wine cellar designers and manufacturers can provide the proper customer consultation and cellar design software training to your staff, as well as full room buildout and cellar installation instructions and tips.

In addition to the sale of the wine cellar racking and required building materials, the dealers are either handling the room build-out and cellar installation through their subcontractors, or they are cultivating new business relationships with the client's current contractor or builder. Those relationships lead to long-term sales and profits.

In today's market, you can't afford to ignore a fast growing segment of the building industry. With the growing popularity of wine appreciation and proper wine storage, your future customers could be waiting for you to be marketing, designing and installing the wine cellar of their dreams. Perhaps it's time to uncork this revenue potential by contacting an experienced wine cellar designer and manufacturer today.

- Mark Karpinski is the director of sales for WineRacks.com and can be reached at mkarpinski@ wineracks.com or ( 5 I 8) 773-4094

Market PVC lrimboards for innovalive applicalions

By John Pace Versatex Trimboard

I\TEW PVC trimboards are inspir- I \ ing unusual applications for this low maintenance wood alternative.

Jim Montgomery, Lettieri Construction, Westhampton Beach, N.Y., got on the cellular PVC bandwagon years ago. He switched to cellular PVC for all exterior applications-windows, doors and corners, soffits, fascias, railing and balusterswhere the elements could ruin wood.

He also uses it for all sorts of new and unusual applications: window boxes, posts, at-grade louvers, trash receptacles, outdoor cabinets. He has even created new window and door jambs, replacing the ones supplied by the manufacturers.

t*-.& lf

These exterior applications led Montgomery to another discovery: Why not try PVC trim inside the home, especially in places with exposure to moisture? Because of improvements in cell structure, PVC can look more like painted wood, even up close. Montgomery discovered more places to experiment with PVC trim-shoe moulding in bathrooms, in shower enclosures, laundry rooms, and other places where moisture ruins wood. He also used PVC for radius walls, enclosures, and inside window casings.

Sometimes it's a PVC product itself that needs some work. One of the largest James Hardie siding installers in central Virginia, Blue Ridge Exteriors, was concerned about the extra labor, extra materials, and oversized trim they needed to use to meet code requirements for roof

clearance. "We needed a 2" trim to do the job, and nobody made a 2" trim," said co-owner Matt Neely.

Instead, Neely's crew would start with a 1x4 trim board, install that, and then go over it with a vinyl drip edge. It was double labor with the addition of the drip edge, which was easily broken by workers' boots, but this was still the best solution they had. When Neely had lunch with his Versatex regional sales manager, he explained the problem. About a week later, a prototype of a new design of skirt board showed up-with built-in drip edge and just the right height and angles to meet code. It could cut their labor cost and product waste for trim installation in half.

At that point, they brought in their dealer, Bradco Supply, Richmond, Va., to see if they were interested in setting up the delivery process. Blue

TRADITIONAL BATHROOM trimmed with cellular PVC withstands lots of moisture. vet still looks great.

AT-GRADE LOUVERS constructed of cellular PVC resist water damaoe outside.

Ridge normally gave Bradco a week's notice, and Bradco's distributor only needed a day or two to have the products delivered to their door.

"We didn't mind being the guinea pig on this one," said David Patrick, Bradco outside sales rep. "If it catches on nationwide, we know we helped get it started."

Cunningham Overhead Door, Louisville, Ky., had been considering making the change from wood to cellular PVC for garage doors and surrounding trims. It all started with an arched opening and the relative ease with which a I x6 PVC trim could be installed without milling or heating the curved edge. Wood had traditionally been used, cvcn though it took greater time and expense to get the wood milled and shaped to the exact spec.

"Even though the PVC looked great and it took less time and money, people just hung on to wood. It was what they knew," said owner Chris Cunningham. "When we discovered we could flex the PVC trim on site, without any special tools, it took a lot of the variables out of our installations."

Cunningham then experimented with attaching PVC planks to steel garage door panels with a mix of specialized glue and fasteners. "At this point, there's a real art to building these doors," he said. "Facing steel with PVC planks really holds up, but not everybody can do it."

The process mimics old carriage doors, with rails and stiles made out of low-maintenance PVC instead of wood. Because of improvements in the smoothness of the edges of PVC trim, it's easier to give customers the classic look of wood doors, with almost none of the maintenance.

Durabrac Architectural Components, Pensacola, Fl., has been in business more than l0 years, and its product lines have evolved as PVC performances and tolerances have improved. The company takes 4'x8' sheets in widths up to l" and laminates them together to make architectural brackets, balusters, spandrels, and gingerbread trim up to 5" thick. Changes in cell structure, along with the consistency of the product from front to back and the evolution to a more satin finish, have allowed them to take all their products to a higher level.

"We've never used wood for anything-it's been PVC all the way," said owner Mike Sheehan. He has experimented with new PVC sheet products though the years, and has been influential in convincing his local dealer it was time to switch to his favorite higher tolerance product.

Manufacturers certainly have to respect levels of contact in the distribution chain. But by fostering an atmosphere of innovation and the exchange of information. everyone wins. In the same way, dealers and their outside sales forces can become

more of a conduit for new product ideas.

- John Pace is president, partner, and co-founder of Versatex Trimboards, Pittsbursh, Pa. He has more than 20 years of experience in the desig,n, development, manufacture, and installation of residential and light commerciaL vinyl and metal building products. He can be reached at jpace@ ve rsatex.com.

CELLULAR PVC trim looks more like painted wood, even close-up.

New programs aim to determine: ls that building product really green?

r|"tHREE major organizations

I. have launched product verifications servicei this year. promising that building material buyers and sellers will now have

uffi**'ruru:€

"For ECV, manufacturers can use service logo for marketing materials and packaging," Nelson said. "We will reserve use of a certification mark on products for SPCP."

Serious Materials' EcoRock drywall, which will debut later this summer, became the first product to pass the ECV program.

out its Green Good Housekeeping Seal program. -

-"As iusiainabre prod.u.crs

become more available, third-

National Association of Home Builders Association Research Center introduced its Green Approved program. And in the coming months, Good Housekeeping Research Institute rolls party validation of claims by credible organizations will be crucial Chris Nelson, director of global comto eliminating exaggerated green mar- mercial development. "We provide keting claims," said ULE president credibility and a high level of transSteve Wenc. parency. You can believe that when a manufacturer says [its product] is

it."

The next products slated to be tested by ULE include wind turbines, dishwashers and televisions. although Nelson is confident more construction materials will be analyzed due to "UL's rich heritage in building products. We're not limiting ourselves."

NAHB's program confirms that approved products are eligible for earning points under the National Green Buildine

ULE's initial service, Environmental Claims Validation (ECV), "looks at what the manufacturer says about its product and provides thirdparty validation of those claims," said

In time, ULE will launch a second service, a Sustainable Products Certification Program (SPCP), confirming that products adhere to pre-setrather than manufacturer-set- standards.

RESEARCH CENTER

L I youR PARTNER tN SUSTA|NABIL|TY you can believe

Standard. The launch occurred, according to NAHB's Anne Holtz. "at the same time as the ANSI approval of the National Green Building Standard- since Green Approved is a preapproval of points for products that meet criteria set within the standard."

The first products awarded the Green Approved label were structural frame products from ilevel by Weyerhaeuser, Owens Corning's insulation, duct and masonry veneer products, and and DuPont Tyvek weatherization barriers.

Easier Access To Green Directory

Building material manufacturers can now suggest products for listing in the GreenSpec online directory of green products, thanks to a new trial program by the Construction Specifications Institute and BuildingGreen.

For the test period, products and their sustainability properties submitted via GreenFormat are guaranteed to be reviewed.

The GreenSpec-GreenFormat pilot program will run for up to six months and, if successful, will continue as part of ongoing joint efforts by CSI and BuildingGreen to help the industry select and evaluate products.

To submit a product, visit https://webportal. csinet.org/greenformat/trackbg.asp.

"We have a Green Approved mark and guidelines that we provide to manufacturers of the approved products for use in their marketing materials," Holtz said. "There is no stamp or sticker that

goes on the products."

Later this year, Good Housekeeping will announce the first products to receive its Green Good Housekeeping Seal. To be eligible for consideration for the new label, products first must pass the performance evaluation required to earn the original seal of approval. Then. the institute reviews data about the product's composition. manufacturing, packaging and other attributes that may have an impact on

the environment.

Goods approved to be stamped with either Good Housekeeping seal must carry the existing limited warranty. (If they prove to be defective within two years of purchase, Good Housekeeping will replace the item or refund the consumer.) Products also must pass periodic reviews by the institute to continue to use the labels.

And to ensure that the green programs themselves are meaningful, Consumer Reports' Greener Choices recently launched an online Eco-Labels Center. providing an environmental report card for competing labeling systems. Their interactive tool rates labels by how meaningful they are, whether or not they are verified, if they are consistent, publicly available, free from conflict, and developed with broad public and industry input.

It seems like every product out there claims to be green. Dealers, builders, contractors and consumers now have tools to test those claims for themselves.

Green building and greenwashing

HE green building movement continues apace and more LBM dealers continue to ask how they can prepare.

One of the best things dealers can do is get their key staff trained in the most relevant programs for their area, whether it's LEED or a regional program. Developing this knowledge base in the organization can only be a positive and, if pursued intelligently, can be leveraged for competitive advantage.

But knowledge of guidelines is only half the battle since, as a merchant, the bottom line is still the bottom line-you have to stock and be effective at selling the green materials and products that green builders want, or should want with the proper education. And education is, of course, one of the most important aspects of selling. Which brings up the question: How do you know which products to stock?

The first part of the answer should be obvious-ask your customers. You have to get close to your customers, learn about the projects their working on, and for goodness sake, ask them what kinds ofproducts you should stock for them. Having some background in green building guidelines will help you ask the questions intelligently, but even so, a green builder who encounters an interested, responsive retailer is practically a customer for life, so go do it!

By Jay Tompt

But relying on your customers to tell you what they want is, again, only half the battle. Developing expertise in your product categories and discerning the "real deal" from the "greenwash" requires some study of product certifications and getting to know the manufacturers.

Product certifications exist to protect against false claims and many are so good that green building rating systems like LEED incorporate them as standard. Among them, for example, are GreenSeal's GS-l 1, the standard for low-VOC paint and coatings, and FloorScore, for lowemitting flooring products.

But for uncertified products, merchandise managers must determine whether the product is truly green, is good enough to stand behind, and whether customers actually want it. After all, if a product fails to satisfy, for whatever reason, the dealer's reputation can suffer right along with the manufacturer's. And reputations are damaged most when the charge is "greenwashing."

In short, greenwashing is the false or exaggerated claims about a product-that it's "LEED certified" (LEED is a building rating system, not a product certification) when it's not, or that it has any number of "green" qualities that are vague, untrue and/or unverified.

In the realm of green building, merchandise managers can help themselves by asking manufacturers for third party LEED credit analysis or other documentation that demonstrates the veracity of the claims being made. A manufacturer that has gone the extra mile to produce an environmental product declaration, for example, demonstrates not only that the product qualifies for LEED credits, but that they take green building seriously. That's a good sign.

It's also a good idea to attend green building expos and talk to manufacturers directly. There are shows in almost every region of the country. GreenBuild, sponsored by the U.S. Green Building Council, is the largest national show. These shows are where you'll find the best information on new products and their performance characteristics. Find those gems and your green building reputation will be golden.

- Jay Tompt is managing partner of William Verde & Associates, a consuhing firm dedicated to helping LBM and home channel retailers, distributors, and manufacturers become green leaders in their communities. He can be reached at info@williamverde.com or ( 4 I 5 ) 32 I -0848.

Construction Slowdown Breaks Window Growth

A collapse in new construction is driving down window demand to nearly half of its record 2005 level, according to a new study by the American Architectural Manufacturers Association and Window & Door Manufacturers Associat ion.

Shipments of wood windows, already down by 4OVo since their 2003 high, are expected to fall another 257o this year, before picking back up next year.

Vinyl windows should fall22.5Vo this year (a 437o drop since 2005), while aluminum will plummet 36Vo (667o below '05).

Fiberglass, the only major material to increase last year-as well as in the each of the five prior years-will slip l2%o this year, then rebound to jump approximately 337o in each of the next three years. Its market share is expected to grow from its current 2.87o to 4.4Vo by 2013.

The 2008/2009 U .5. Industry Statistical Review & Forecast for Windows, Doors and Skylights is available from www.wdma.com.

#' %

Shipments of Prime Windows (2003 - 2012rorecast)

At Kleer, we've always been committed to providing the highest quality cellular PVC building products for our customers. But even more importantly, we're also committed to doing our part to protect the environment. As a result, we're proud to announce many of the products you've come to rely upon from us have achieved recycled content certification trom the internationally recognized Scienti{ic Certifi cation Systems (SCS).

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Forward, march!

By Carla Waldemar

tant choice of a lifetime: Go ahead with the project or bring out the mothballs? "Sure, the demand was greater three years ago," Mark acknowledges. "But the problem with a project like this is, it takes so much energy and work to get into it that you can't just stop it. We chose to move forward," he declares.

When good times roll back (as they will in a year, Mark foresees), Kelseyville Lumber will be poised to prosper. Already, Mark's thinking has proved correct. Town folks-retail customers and pros alike-are ecstatic about no longer having to drive 45 minutes to a Home Depot in Ukiah and are super-supportive. For Kelseyville Lumber, bounding from 4,000 sq. ft. to-gulp!-40,000 in retail alone within the new 81O00-sq. ft. building, which also includes covered yard storage and a whole lot more, is... well. let's let Mark tell it: "It's a big box, but a little more homey." Best of all, it meets its goal. It now offers one-stop shopping in a town with nothing of the kind before.

The outfit's glass operation, started in 2003, and its door and window shop, opened in 2008, have been brought in-house. The wait time for special orders has become a thing of the past, as SKUs jumped from 24,000 to 44,000 (including a big leap in fasteners).

Itr/HEN the going gets tough, rhe V Y tough keep going.

Kelseyville Lumber, located in that tiny Lake Country, Ca., community, was burning rubber-doing almost more business than it could handle, thanks to its top customers: the resort folks and local builders, the two main industries that kept the town hustling.

Mark Borghesani, general manager of the yard his grandfather launched in 1956 and where he himself has put in time ever since fourth grade, had foreseen his options-expand or wither. As far back as 2001, he recognized the need to trade the yard's hemmed-in, downtown location for a more soacious site.

So, as with every major outlay, he made his case with his dad. Robert. Kelseyville's president, just as he had for every significant, forward-looking purchase, from trucks and racking system to computers. "I can remember buying my first fax machine and punching in another phone line," the

young man recollects with a laugh. "Dad didn't talk to me for two weeks. Everything I did, I had to run past him-give reasons." Still do.

And the reasons he gave for expansion were dead-simple: "We were so limited that we knew if we were to stay in business, we'd need a new yard."

The frantic building boom of '03 to '06 propelled the project forward. "Money was flying around like nobody's business, so we had no trouble coming up with financing," Mark recalls. "So I bought more equipment and we started drawing up plans for a big, new, multi-million-dollar facility. I was ready to stock it when we were hit with D2"-as he labels the current recession. Depression Two is, to be blunt, exactly what it looks like in the eyes of Kelseyville, where buildingthe area's second-largest industry, remember-is bone-dry and unemployment has climbed to 177o.

So, time to make the most impor-

But beyond lumber, doors and fasteners, Kelseyville has taken on new niche offerings designed to draw traffic, such as marine supplies for the area's avid lake lovers, as well as other sporting needs, from fishing rods to hunting permits.

Adding an indoor/outdoor garden center has already paid off (pardon the pun) in spades. "It's boosted transactions 25Vo," Mark reports with gusto, "and draws foot traffic through the new store."

So does the new rental center. leasing small to mid-size tools "and soon, ditchers and posthole diggers," he adds. Also ready to debut: a full-scale, three-meal restaurant (run by an outside operation), also expressly designed to draw traffic,'Just as they do in a Target or Wal-Mart," Mark explains. (Look for the new in-store coffee cart, too.) "We'll stay open Thursday, Friday and Saturday evenings to create a shopping environment for those diners," he continues. And to snag the ever-growing online shopping crowd, Mark's brother, Paul, the v.p. who oversees outside sales

HOUSING SLOWDOWN did stop California pro dealer from building a huge new facility, which has helped bridge the gap t0 selling to homeowners.

and the company's web presence, is upgrading Kelseyville's website (www.kelseyvillelumber.com) to handle online orders, with the help of Orgill, which also assisted with store design and pricing.

To add to customers' ease (and the company's own profits), Kelseyville also installs windows, doors and mirrors, while subbing out items like cabinetry and flooring.

Catering to the new retail clientele is not-repeat, not- stone-simPle when you've been pro-oriented in the past (the mix has segued froml5l25 to 50/50). Despite a staff of 60-since the move, it's larger than it's even been-of what Mark depicts as "pretty diversified, experienced and loyal people," the hardest part about the move has been the new mind-set: "catering to everybody, from the pros, who need quick, efficient service (and still get free delivery) to the little old lady with a leaky faucet. But we try to manage rt.-'

"Pricing," he attests, "has become really important. We have four or five people working on that, department by department, from PVC to wire fencing. A11 it takes is one person talking around about it [noncompetitive pricesl, and people won't come back." Astutely, therefore, "we keep a close check on the competition."

The gorgeous new showroom has proven "effective immediately," Mark reports. In line with the times, "We've added a cheaper line of decking, of fencing, and of redwood retaining

Yet, nobody's perfect, right? Mark has learned, through the endeavor, that "you plan and plan and still don't get it all right, especially if it's your first store. We keep adjusting, keep on tweaking.

"What would I have done differently?" he ponders. "Not been in such a hurry. I would have worked longer on stocking-worked with vendors to get a deal before stocking, not wait until the pressure's on. We merchandized the store in 60 days and were closed only a week. I pushed it hard...."

Ambitiously, he's still pushing. Kelseyville has taken on two additional outside salespeople to expand the territory it covers. And, for the first time ever, the company has begun advertising. "We've never had to before; we'd been so busy we couldn't keep up. Now, we have four or five people working on marketing alone, and we're putting out an eight-page newspaper flier." However, "we plan to build a database and send it electronically soon."

D-i-yers love the store. But what's happening with the pros? "They're in here," Mark notes, adding that "a free icemaker helps draw them," just as he'd predicted. "But they're just not buying anything much-just working on little projects." Yet, when these builders eventually need house packages again, Kelseyville will deliverliterally. "We have two cranes, two forklifts, four trucks," and the list goes on.

To keep this fleet from driving the company into a money pit, Mark has put in a new, 10p00-gallon diesel fuel tank, allowing him to buy a full load, which has cut his fuel costs by 25V0.

Nonetheless, riding out 2009 is tough, no two ways about it. In another cost-cutting move, says Mark, "We're really streamlining our truss plant, which has been really affected by the slowdown. To keep the crew busy, we're using them to drive our vehicles."

What's the outlook in this basin of California? "I expect tough times through next winter before things pull around" foresees Mark. "The hardest part is keeping up morale. It takes a lot out of both employees and owners; everybody's challenged, everybody's making concessions. The most important thing is keeping an open book, laying it on the line: 'Here's where we are, and here's where we need to be.' Put it in their hands. To keep loyalty strong, as a manager, you've got to work even harder than your employees. so they see you putting in evenings and weekends. Then they'll believe it and stick with you. At Home Depot, it's all about the money. Here, it's utterly different."

And that's exactly why the odds are strong that Kelseyville Lumber will not only pull through, but lead the pack.

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

FISHING FOR CHARITY: To help a co-worker who was seriously injured in a boating accident, employees Cameron Cole (/eft) and Jake Koschik (rghf) donated fishing trips. Shown with Kelseyville Lumber general mgr. Mark Borghesani (center).

R:rltrrts

Mffiinburg Lumber & Building Supply moved to a larger, more visible location in Mifflinburg, Pa. ...

Shamburger Building Center, Wichita Falls, Tx., is closing after 103 years...

R.P. Lumber expects to open location #45 next month. a 19.000sq. ft. store in Lincoln, Il.

Cooper Supply Co.,Lake City, Tn., is reopening this month, nine months after a fire severelv damaged its hardware store and destroyed its lumber shed

Ace Hardware is opening on Padre Island, Tx.

Holland Hardware, Holland, N.Y., has been acquired by Waseem Ahmed from Ralph and Don Lowe, owners since 1977 ...

Riceville True Value, Riceville, Ia., reopened late last month, eight months after a devastating fire ...

Ace Hardware, Rock Island,Ia., is closing after two years ...

Lowe's opened new stores July I7 in Petal, Ms.; July 10 in Torrington, Ct., and June 26 in Missouri City, Tx. ...

Menards was fined $7,000 bv OSHA for an unintended safetv violation at its Scottsbluff, Ne.. store that permitted a 24-year-old employee to be crushed beneath a stack of garden ties (see May, p. 4s)...

Habitat for Humanity held a June 27 grand opening for its new ReStore discount LBM outlet in Ashwaubenon, Wi. (Bill Seleen, store director) ...

Habitat for Humanity relocated its ReStore in Alexandria, La.: is working to relocate its Morantown,

WV., store to a higher-traffic site, and hopes to move into a former Handy Andy in W. Akron, Oh., by January...

Wrorrslrrns/lhllurlcrun:rs

Moore-Handley Inc., Pelham, Al., has filed for to reorganize under Chapter 11 bankruptcy protection ...

Weyerhaeuser Co. permanently closed its ilevel lumber mill near Taylor, La.; its nearby tree improvement center and timberlands office will remain open

EcoBlu Products, Carlsbad, Ca., is leasing a 3.6-acre former lumberyard in Prosper, Tx., to open an engineered wood component manufacturing /coating plant and regional office

Chapman Forest Products shlttered its Georgiana, Al., sawmill in early July ...

Southern Forest Industries, Smarr, Ga., sustained damage to its rnill, equipment and inventory in a June 25 fire ...

RMK Timberland Group, Winston-Salem, N.C., acquired 60000 acres of Wisconsin timberland from Plum Creek

Andersen Corp., Bayport, Mn., has closed its vinyl window plant in Fall River, Ma., laying off 287, and is eliminating 250 jobs at its Bayport Hq. ...

Arch Wood Protection, Atlanta, Ga., has been granted exclusive North American distribution rishts for FlamedXX fire retardent-c6ated OSB

BB&S Treated Lumber & Distribution, North Kingston, R.L, is now distributing Cedarway vinyl shakes and shingles throughout New Eneland ...

Boise Cascade Building Materials Distribution is now distributing LiteSteel beams in the East from its DCs in Portsmouth, N.H.; Westfield, Ma.; Delanco, N.J.; Annapolis Junction, Md.; Greensboro, N.C.; Wayne, Mi.; Marion, Oh., and Auburn, Ga.

ONEtre e Di s tribution, Syracuse, N.Y., is now distributing il,evel by Weyerhaeuser products throughout New England, following the demise of previous distributor Wood Structures ...

Boston Cedar, Holbrook, Ma., is now distributing FSC-certified Cowichan Gold western red cedar from Terminal Forest Products in the Northeast

Duraforce Inc.,Fort Mill, S.C., is now distributing LifeTime Composites' decking and fencing in Georgia and the Carolinas ...

Shelter Products, New Ulm, Mn., will distribute Armstrong Cabinet products in Mn., eastern N.D. and S.D., northern Ia., and western Wi. ...

Wolf Distributing Co.,York, Pa., is distributing Norcraftb Europa kitchen and bath cabinets ...

Kleer Lumber, Westfield, Ma., has received recycled content certification from Sbientific Certification Systems for its cellular PVC trimboard

S&S Wood Moldings, McKinney, Tx., was certified to Forest Stewardship Council standards

Sunbelt, Alpharetta, Ga., has launched a new website at www.sunbeltracks.com ...

Anniversaries: Bell Lumber & Pole, New Brighton, Mn., 100th ... Kraemer's True Value Hardware, Minnetonka, Mn., l00th Model Hardware, Allston, Ma., 50th ... Arjay's Ace Hardware, Exeter, N.H., 25th ...

Housing starts in June crept up 3.6Vo to a seasonally adjusted annual rate of 582O00-still 46Vo below June 2008's rate sinelefamily starts rose l4.4vo t"o a

(Please turn to page 3l)

Listings are often submitted nonths irt ctdy'cur.e. Alv'ats verifi' dates orttl locatiorts with sponsor before moking pluns to attcnd.

Auousr

Northern New York Lumber Dealers Association - Aug. 12, fishing derby, Clayton. N.Y.: (800) 292-6152.

Mid South Building Material Dealers Assn. - Aug. 14-15. midyear meeting. Hanrpton Inn. Natchez. Ms.; (1177) 828-33 15.

Vermont Retail Lumber Dealers Association - Aug. 19. annual meeting and golf outing, Killington, Vr.: (800) 292-6752.

Wisconsin Retail Lumber Association - Aug. 19. golf outing, Fennimore, Wi.; (262) 250-1835.

Central New York Retail Lumber Dealers Association - Aug. 20, clambake, Syracuse. N.Y.: (800) 292-6152.

Florida Building Material Association - Aug.20-22. meeting & expo. Gaylord Palms, Kissimmee, Fl.; (3-52) 383-0366.

Orgill Inc. - Aug.20-22, market, Boston, Ma.; (901) 7-54-88-50.

Austin Home & Garden Show - Aug.2l-23, Austin Convention Center. Austin. Tx.; (877) 663-6186.

Moore-Handfey Inc. - Aug.2l-23, show. Birmingham Jef'fferson Convention Complcx. Birmingham. A1.; (205) 663-8235.

Peak Auctioneering - Aog, 22-23, LBM auction, Howard County Fairgrounds, Baltimore, Md.; (800) 245-9690.

Sprmrrn

Eastern New York Lumber Dealers Assn. - Sept. 8, board meeting, Rensselaer, N.Y.; (800) 292-6752.

Twin Cities Hoo-Hoo Club - Sept. 8, annual election meeting & luncheon, Nye's. Minneapolis, Mn.; (612) 490-8583.

Massachusetts Retail Lumber Dealers Association - Sept. 9, board mceting. Mansfield. Ma.l (800) 292-6752.

Northern New York Lumber Dealers Association - Sept. 9, board mecting, Norwood, N.Y.; (1i00) 292-6752.

BC Wood - Sept. 10-12, global buyer's mission, Whisrler Confercnce Center. Whistler. B.C.l (877) 422-9663.

New Hampshire Retail Lumber Association - Sept. 11. board meeting. Portland. Me.; (800) 292-6'752.

Peak Auctioneering - Sept. 12. LBM auction. Kansas City, Mo.; (800) 24s-9690.

HDW - Sept. 12-13, market. Shreveporr. La.l (3 l8) 686-8527.

Hoo-Hoo International - Sept. 12-15, annual convcntittn, Harrah's Hotel & Casino, Reno, Nv.; (800) 979-9950.

Monroe Hardware Co. - Sept. 14-15, market. Carolina First Center, Greenville. S.C.: (70;1) 289-3 l2l

Door & Hardware Institute - Sept.16-26, annual confercnce & expo. Gaylord Palms Resort, Orlando, Fl.; (703) 222-2010.

Twin Cities Hoo-Hoo Club - Sept. 18, annual LBM auction. Scott County Fairgrounds, Jordan. Mn.: (6 I2) 490-8583.

Blish-Mize Co. - Sept. 18-19, fall marker. Overland Park. Convention Center. Overland Park. Ks.: (800) 995-0-525.

Kentucky Forest Industries Association - Sept. l8-19, woocl cxpcr. London, Ky.: (800) 203-9211

Roof Coatings Manufacturers Assn. - Sept. l8-19, firll meeting, Hyatt Regency O'Hare, Rosemont. Il.: (301 ) 230-250 I

Wisconsin Retail Lumber Association - Sept. 21, golf ouring. Wrightstown, Wi.: (262) 2-50-l 835.

Northeastern Young Lumber Execs - Sept, 22-25, timber tour. Eugene. Or.r (800) 292-6152.

Northwestern Lumber Association - Sept. 23, golf outing; Sept. 24, clay shoot, Broken Bow. Ne.: (800) 896--5 134.

Eastern Ruilding Material Dealers Association - Sept. 23-25, fall board meeting & golf tournament, Gettysburg, Pa.; (800) 296-3218.

Florida Industrial Woodworking Expo - Sept. 24-25, Orange County Convention Center. Orlando, Fl.; (828) 459-9894.

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Eastern Building Material Dealers Association kicks off its annual meeting with a golf tournament Sept. 16 at the Wyndham, Gettysburg, Pa., to benefit its education foundation. The next two days will include educational seminars, meetings, and an awards banquet.

Mid-America Lumbermens Association has developed a new program-MLA Online Campus-that allows dealers to train their entire staffs quickly and efficiently. The courses are available 24 hours a day, seven days a week, on the association's website.

Winners of $500 MLA scholarships include Spencer Bontrager, Matthew Fangman, Curtiss Bunch, Zack Stricker, Paige Becker, Rachel Messamaker, and Carrie Minnick.

Kentucky Building Materials Association will gather Sept. 24 at Gibson Bay Golf Course, Richmond, Ky., for the 2009 Congleton Cup golf tournament.

Florida Building Material Association has produced a digital guide to its annual convention & trade show Aug. 19-21 at Gaylord Palms Resort & Convention Center, Kissimmee, Fl.

Available on the association's website, the digital guide eliminates mailing costs and includes hyperlinks to exhibitor's web pages.

This year's show format allows architects and building professionals to attend two days worth of seminars, obtaining one to I I continuing education units certified by the American Institute of Architects.

The WoodSource seminars include "Designing for Sustainability -Life Cycle Analysis," "Designing for Sustainability - Designing Utilizing Wood Building Products to Reduce Global Warming," "Changes in the 2007 Edition of the Florida Building Code," "Destroying the Myth that Wood Design is Only for One- and Two-Story Buildings," "Available Options to Use Wood in Lieu of Noncombustible Materials," "The Florida Energy Code," "Achieving an Energy Star Rating," "Green Building Verification," "Building Green: The Importance of the Design Phase," "Connectors for Wood Construction," and "Advantages of Engineered Wood When Designing and Building Structures."

Wisconsin Retail Lumber Association is holding regional golf outings Aug. 19 at Hickory Grove Golf Course, Fennimore, Wi., and Sept. 21 ar Royal Sr. Patrick Golf Link, Wrightstown, Wi.

Northeastern Retail Lumber Association affiliates remain active through the close of summer and beyond.

Vermont Retail Lumber Dealers

Association will gather Aug. l9 for its annual meeting and golf tournament at Killington Grand Resort, Killington.

Central New York Retail Lumber Dealers Association has scheduled its 6th annual clambake for Aug. 20, in Syracuse. That same day, the New York & Suburban Lumber Association will enjoy a baseball outing.

Retail Lumber Dealers Association of Maine and New Hampshire Retail Lumber Association will hold their annual meetings Sept. 1l-13 at Regency Hotel & Spa in Portland, Me. A golf tournament, dinner cruises, and receptions are also planned.

Northwestern Lumber Association has scheduled its 2009 mill tour for Oct. 4-8 in Coeur D'Alene. Id.. and Spokane, Wa. Destinations will include Idaho Forest Group, Potlatch, and Caribou Creek Log Homes.

Oct. 22-23 is a roundtable at Freeborn Lumber, Albert Lea, Mn.

Illinois Lumber & Material Dealers Association has announced winners of its 2009-20 1 0 scholarships: Nicholas Grote, Corey Hahn, Joel Hilgendorf, Nicholas Hotze, Andrew Landewee, Lucas O'Grady, Bradley Schrock, and Michael Stamps.

Southern Forest Products Association presented 2008 Sawmill Safety Awards to Georgia-Pacific, Crossett and Gurdon, Ar.; Monticello and Sterling, Ga.; Columbia and Taylorsville, Ms.; Toney Lumber Co., Louisburg, N.C., and Weyerhaeuser Co., Pine Hill, Al., and Taylor, La.

National Hardwood Lumber Association has booked former New York City mayor Rudy Giuliani to keynote its annual convention Sept. 30-Oct. I at Sheraton Hotel, Boston, Ma.

Other highlights will include programs by the Hardwood Forest Foundation, Hardwood Federation lunch, cocktail reception, exhibitor appreciation lunch, and educational seminars.

Leaner Stock Emerges From Chapter 11

Stock Buildin-e Supply. Raleigh, N.C., emerged from Chapter I I bankruptcy July I with l0l fcwer srorcs.

"We are re-focused on our core markets and are well-positioned for the upturn in the housing market," said president Joe Appelmann. "We are pleased to have completed our recapitalization on an accelerated timeline, while meeting the commitments we made to our customers. vcndors and employees-none of whom were impaired as part of the bankruptcy process."

Filing for Chapter I I was a

requirement of Stock's sale to the Gore Group, a Los Angeles-based private equity firm. The firm acquired 5lVo of Stock from its parent, UKbased Wolseley, which retains a 49c/o percent interest in the company.

During the reorcanizution process. Stock exited 32 markets. The company also eliminated 8l jobs at irs headquurters just dlys bel'ore emerging from bankruptcy.

The company's l9 markets now include the Triangle, Triad and Charlotte areas of North Carolina: Greenville and Columbia. S.C.:

Austin, Amarillo, Houston, Lubbock and San Antonio, Tx.; Salt Lake City and southern Utah; Spokane, Wa., and northern ldaho; Washington, D.C; Paradise, Pa.; Richmond, Va.; Atlanta, Ga.; Albuquerque, N.M.; and Los Angeles, Ca.

The Gores Group invested $7-5 million in Stock and made a $150 million credit line availablc that has not been used yet.

"We believe the decisions made over the past several weeks have put the company on a path fbr success," said Timothy Meyer, chairman and managing director of The Gores Group. "The proactive steps Stock has taken will eliminate uncertainty about our future, an uncertainty that many of our competitors continue to face."

ProBuild Expands In Chicago

ProBuild Holdings, Denver, Co., has picked up the leases at three mothballed Stock Building Supply locations in the greater Chicago area.

The yards-in Hampshire, Chicago and Elgin, Il.-were among 20 yards operated by Seigle's Building Supply when the business was acquired bv Stock in late 2005. The Seigle iamily had retained ownership of the 23-acre Hampshire site, and will lease it to ProBuild as a lumberyard and component plant. Mark Seigle will continue at Hampshire.

Bosed in Annopolis, MD, Fletcher Wood Solutionso is the lorgest monufocturer of defect-free, oppeoronce grode rodioto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPAN@ treoted wood, ond lumber to the North Americon morket through our proven ond completely integrated supply choin, Fletcher Wood Solutions@ mointoins direct occess to one of the lorgest FSC certifiedo pine plontotion forests in the world.

"The greater Chicago area is a very strategic market for ProBuild," said Joseph Todd, ProBuild Northeasr regional president. "Investing now will ensure that we are well positioned throughout the area as market conditions improve."

Ex-Owners Buy StockYards

The former owners of Kempsville Building Materials, Chesapeake, Va., have partnered with 195-unit Carter Lumber, Kent, Oh., to buy the business back from Stock Buildins Supply.

Carter will own 5oo/o of the venture, which will carry the Kempsville name and be run by Scott Gandy, as president, and Brenda Onley, as v.p. The pair sold the business to Stock in 2005.

The sale also includes a Stock warehouse in Newport News, Va. Stock closed the two facilities early in the summer, during its bankruptcy reorganization. "We feel we have some unfinished business here." said Onley. "We want to make it right asain."

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.F1ETCHER. wooD soluTtoNs'

Sales is competition

By James Olsen

Itr/E MUST compete to sell. I am V Y always surprised working with salespeople who don't want to compete. They are what I call "quotron units" or "product presenters."

The phrase "It sells itself' should be stricken from the vocabulary and, more importantly, from the mentality of every professional seller. We should replace this illusory phrase with the more appropriate "If it's to be, it's up to me," or my favorite, "If we don't sell, we don't eat"

Less Is More

Give me a salesperson with a little less personality, smoothness or charisma, but with a bit more determination every time.

I recently spoke with a brilliant salesman. He is one of the most likeable, charismatic people I have ever worked with. He is one of the best sellers, at the moment of close, that I have ever met. I have sold side-byside with this guy. He is great in front of the customer.

His problem is that he doesn't want to prospect. "If I could just hire someone to set up the appointments for me...." This salesperson, in spite of his enormous talent, is producing well below his potential because he lacks the discipline to prospect on a consistent basis.

To be successful in sales we must be half gunslinger and half farmer. What do I mean? Our gunslinger is our closer. Our gunslinger is our person who can communicate with many different kinds of personalities. Our gunslinger is the one who can respond on the fly.

Our farmer is the one who shows up every day and completes the steps of the sales process with discipline. It is rare to find both traits in one person. That's why most of us have to work at being great salespeople.

Pareto & Workaholics

Pareto's Principle states that 807o of everything in any competitive activity goes to 2OVo of the people involved

in that activity. Eighty percent of the fish are being caught by 20Vo of the fishermen; 80Vo of the baskets in the NBA are scored by 207o of the players;' 20Vo of the flower shops are selling SOVo of the flowers. Given that sales is a competitive field, 807o of the business is going to 2OVo of the salespeople. Who are those 20Vo.!

"Natural" superstars make up a small portion of this group. The "naturals" do exist. There is a segment of people who are naturally great sellers. They are about one in 60. We then have the "man-made naturals." These are the professionals who have studied the game of sales and worked on their skills until they are as good as or better than the naturals. The "man-made naturals" get another portion of the business.

Then we have the workaholics. Their technique isn't necessarily better than the rest, although they do build their skills faster than the salesperson who works less because they get a lot more practice. The real strengths of the workaholic are time and determination. If the average salesperson works 40 hours a week (it's less), the average workaholic is working 60 hours a week. Assuming closing percentages are the same, the workaholic will get 50Vo more of the business! This assumes a portioned awarding of orders. In many "all or nothing" sales environments, the percentages will be even more slanted to the workaholic.

Balance, Development, Intensity

Are we destined to mediocrity if we are not a "natural" or a workaholic? Yes, if we don't change. I believe in balance. Life is more than getting the order. But I am not in denial about who I am competing against. The very talented, very dedicated, and the overly dedicated are getting 807o of the business.

Do we have to work 60 hours a week to compete with the workaholics? No. But we will have to be disciplined and intense in our work day. We will have to work on our sales skills. We also have to be engaged while we are working. Showing up for 35 to 40 hours a week will put us in the bottom 8OVo. We must compete. We must work on our sales techniques and disciplines to be the top 2O7a-wherc sales is fun and profitable.

- James Olsen, Reali4- Sales Training, speciali1es in sales training for the lumber industry. Reach him at james@ r

Marty Munson has been named branch mgr. at Roper Bros. Lumber, Williamsburg, Va., replacing Jeff Faircloth. who has transferred to Fredericksburg, Va. New to Williamsburg are window specialist Dave Marbain and outside sales reps Jeff Weaver, Steve Stocki, and Tim Grunwald.

Christopher Shope has been named national sales mgr. for Ipe Clip Fastener Co., Gaffney, S.C.

Mark Williams, ex-Dantzler, has rejoined Klumb Lumber Co. as general mgr. of its Greeneville, Tn., distribution center.

Bill Aldrich has been named mgr. of McCoy's Building Supply, New Braunfels, Tx. Bo Ortiz has transferred from Weslaco. Tx.. to manage McCoy's Kingsville, Tx., yard.

Jack Stevenson, ex-Stock Building Supply, is now area v.p. for Minnesota with ProBuild.

Zachary Lenhert has joined the outside sales force at Pineland Lumber. Lewiston. Me.

Jason Knepper has joined the new Tulsa, Ok.. office of Arrowhead Lumber Sales, Oklahoma City, Ok.

Glen Turner has been promoted to controller-business operations for ABC Supply Co., Beloit, Wi. New managing partners include Laura McCoy, Lexington, Ky.; Brannon Clark, Augusta, Ga.;John Yelden, Waterloo, Ia.; Billy Parks, Tulsa, Ok.; Peter Meyer, Springfield, Ma.; Jim Colligan, Buffalo, N.Y.; Tony Schalliol, Durham, S.C.; Steve Barnhart, Murfreesboro, Tn.; Roger Propst, Nashville, Tn.; Jeremy Willets, Conroe, Tx., and Craig Rupert, Nederland, Tx. Victor Dean has been promoted to general mgr. of roofing systems at Dow Building Products, Midland, Mi.

Mike Coffey was promoted to c.e.o. of RISI, Bedford, Ma., following United Business Media's acquisition of the outstanding 487o ihare in the publisher. He succeeds John Day, who is now c.e.o. of UBM.

Dave Underdahl, ex-Therma-Tru, has joined sister company Simonton Windows, Parkersburg, W.V., as plant mgr. in McAlester, Ok.

Jeff Kimmerling, Laticrete, is now a contractor sales rep for the Indiana territory.

Tom Santer was promoted to v.p.-distribution strategy for American Standard Brands, Piscataway, N.J. Chris Capone. ex-Jacuzzi. is now v.p-wholesale sales; Scott Meyer, general mgr.-faucet division; Jeannette Long, general mgr.-ecommerce; Mark Hamilton, exWhirlpool, general mgr.-luxury & showrooms; Gerry Messina, exBenjamin Moore, director of customer development-retail faucets, and Carter J. Thomas, director, industrial design-luxury business.

Jeff Cardwell, president, Cardwell's Do it Best Home Center, Indianapolis, In., was appointed honorary consul to the Republic of El Salvador.

Interior Fire Retardant Treated Lumber and Plywood

The FSC identlfleslogo produds from well-managed

Molly Kwiatkowski, director of residential shingle products and programs, Owens Corning, Toledo, Oh., was appointed to the board of trustees of the Roofing Industry Alliance for Progress Committee.

Kenneth D. Mentzer has retired as president, c.e.o., and treasurer of the North American Insulation Manufacturers Association, Alexandria, Va., after 30 years with the organization.

Roy O. Martin, RoyOMartin Lumber Co., Alexandria, La., has been appointed by Gov. Bobby Jindal to the state's commission on streamlining govemment.

Ginger Vitus now manages the dental health program at Mungus-Fungus Forest Products, CIimax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

ilews Briefs

(Continued from puge 20)

470,000 pace ... permits increased 8 .7 7a to a rate of 563 ,000

Briggs {, Stratton Corp. will close its Jdfferson, Wi., plant next year, consolidating manufacture of power products at engine and lawn & garden product facilities ...

Great Southern Wood Preserving, Abbeville, Al., was certified in O S H A's safety-health achievement recognition program for its treating plant in Bushnell, Fl.

Anthony Forest Products, El Dorado. Ar.. earned an NAHB Research Center Green Approved product seal and was honored by the Texas Dept. of Insurance's workers' compensation division for exemplary safety programs at its plants

Dow Building Solutions earned the NAHB Research Center Green Approved mark for its insulation and air sealing products ...

Hanson Brick,Irving, Tx., was honored for excellence in environmental stewardship and employee health and safety programs by the Brick Industry Association ...

Combilift's facility in Ireland manufactured its milestone 10.000th forklift. destined for Weyerhaeuser's Parallam mill in Annacis Island, B.C.

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GAF/EIk Buying CorrectDeck Correct Building Products,

Biddeford, Me., has filed for Chapter I I bankruptcy protection, to facilitate the company's sale to Building Materials Corp. of America, Wayne, N.J.

Correct's product lines will be added to BMCA's existing GAF/Elk composite business, which includes CrossTimbers decking and RailWays railing.

"By combining the marketing power of BMCA and the quality of the CorrectDeck CX product, it will mean greater availability for the product and a better solution for the industry," said Correct co-founder Martin Grohman, who is expected to stay on to help run the decking operations.

Texas Chain Restructures

Bison Building Materials, Houston, Tx., has filed for Chapter I I bankruptcy protection and will restructure to focus on its eight locations in the Houston and Beaumont areas.

"Geographically, this is the market we know best," said chief operating officer Tom Tolleson. "We've essentially come home."

During the late 1990s, the company established locations in Las Vegas,

Nv.; Phoenix, Az., and Denver, Co. "The crash in the housing market was excruciatingly swift in these areas," said Tolleson.

Over the past two years, the company has closed or consolidated l6 distribution centers in those areas, as well as in New Mexico. Ohio. and Texas. The privately held company was founded in Houston in 1962 and had 1,350 employees at its peak. It now has 556.

Yard Moving To LowerTaxes

Jackson Lumber & Millwork plans to sell its 2.1 6 acre location in Haverhill, Ma., and open a new, smaller one in nearby New Hampshire-which has no sales taxes.

When the tax was introduced in the 1960s, it was just 3Vo and was supposed to be temporary. However, the Massachusetts Legislature recently raised the sales tax from 5Vo to 6.25Vo.

"We're not leaving the Haverhill area," said president Al Torrisi, noting that the new store will likely be just a few miles away, in Plaistow, N.H. "We have our roots in Massachusetts. We are not leaving our Haverhill customers."

Torrisi's father, Joseph Torrisi, founded Jackson Lumber & Millwork in 1946, in Lawrence, Ma. Today, the

Most Still Not Sold On Gertification

A majority of wood products companies do not use a forest certification program, according to surveys conducted by the Southern Forest Products Association and Random Lengths. SFPA surveyed southern pine producers who are members of the Southern Pine Council, while Random Lengths surveyed producers, wholesalers, distributors and retailers.

Interesting findings from the SFPA survey include:

. Approximately 6l%o do not use a certification system.

' Approximately 46Vo of southern pine producers do not plan to seek certification any time soon.

. Approximately ffiVo of southern pine producers receive regular requests for certified products.

About 89Vo feel it is important to market southern pine lumber as a "green" product.

Approximately 56Vo of Random lzngths respondents indicated that

they do not use a certification program-mainly because of high costs. According to respondents, the average cost of obtaining and maintaining certification is $19,898 annually-but can reach six figures.

"While many companies are not embracing certification programs, they are hearing a lot about it and are working to accommodate their customers," said Russell Richardson, SFPA's director of industrial markets. "They like the fact that they are being environmentally conscious, but they also have to balance their investment in certification in order to maintain a viable business model. Watch green building closely; just as new building construction affects demand of traditional wood products, green building construction will affect demand of certified wood products."

store also has locations in Raymond and Nashua, N.H.

Visador Parts With Coffman

Coffman Stairs, Marion, Va., has been acquired by P&F Industries' Countrywide Hardware unit from Visador Holding Corp.

The 135-year-old manufacturer was purchased through a newly-formed Countryside subsidiary, WM Coffman LLC, and has been combined with P&F's other stair operationsWoodmark International, Pacific Stair Products, and Stair House.

The price was $4.5 million in cash, a $4-million note, and assumption of certain liabilities.

Coffman will continue operating its headquarters/manufacturing facility in Marion and warehouses in Marion, Plano, Tx., and Austell, Ga.

Visador retains its Crown Column & Millwork business, which receives in the deal "resulting independence and financial restructuring," said Crown general manager Joe Livengood.

Georgia Planing Mill Burns

An early-morning fire on June 30 damaged the wood-planing mill at Tolleson Lumber Co., Perry, Ga.

"We got a knock down on the fire in about 30 minutes, but there were patches of sawdust smoldering and we made sure we didn't have anything come back to haunt us," said deputy fire chief Joel Gray.

He said that the fire appeared to have started on the second floor near some machinery along a catwalk and spilled down to the floor below. Along with sawdust and wood chips, at least $30,000 worth of equipment was lost in the fire but there was little damase to the metal building.

New Hampshire Yard Grows

Uncle Hilde's Lumber Outlet, Tilton, N.H., has opened a new 10,000-sq. ft. location in Merrimack, N.H., and will expand its Tilton operation in August by taking over the rest of the 20,000-sq. ft. building it now shares with other tenants.

"We've had such a good response to our advertising that we see a real opportunity there," said sales manager Bob Glassett. "We've spent a lot to let people know who we are and what we have to offer."

He said that the company's slogan, "Wicked Good Deals from around the World," has helped elevate its brand

identity, as has the iconic Uncle Hilde logo the company uses, which is based on a photograph of owner Mark Hildebrand's uncle, who was a wellknown local carpenter and builder.

New Millwork Shop Honored

Better Living Building Supply, Charlottesville, Va., won a 2009 Governor's Environmental Excellence award for its 24,000-sq. ft. custom millwork shop.

Opened in April, the new structure has a number of environmentally friendly features: a solar wall that collects heat for use within the facility and an 80,000-gallon storage tank under the parking lot that saves rainwater for irrigation.

During construction, recycled and low or no VOC building materials were used, and more thanl5%o of construction debris was recycled.

Spruce Users Pay AsThey Go

Spruce Computer Systems, Latham. N.Y.. has launched a new subscription licensing option for its SpruceWare.NET software.

"People wanted the best technology but they didn't want the large initial outlay required to purchase a complete

system during a housing downturn," said president Rob Fitzpatrick. "Subscription licensing accomplishes that, with great flexibility. People can even test drive the software on subscription licensing and change to a purchase option any time if they choose to do so."

The monthly subscription charge includes such features as document management and signature capture.

WindowsTop Green List

Increased energy efficiency was a top criteria of products making this year's Top 10 Green Building Products by Sustainable Industries.

. Solatube International. Vista. Ca.. was recognized for introducing commercial-sized versions of its variabledirectional, adjustable-length skylighting tubes.

Serious Materials, Sunnyvale, Ca., was feted for its Serious Windows, which reportedly can eliminate a building's heating system. allowing waste heat from building appliances to serve as the main heat source.

. Kama EEBS structural systems integrate light-gauge metal stud framing with expanded polystyrene insula-

tion ito eliminate thermal bridging and help create a tight, energy-efficient building envelope.

. ATAS International 's InSpire Wall uses sunlight to heat outdoor air before sending it indoors.

Rounding out the Top 10 list were Smith & Fong Co.'s recently FSC-certified PlybooPure bamboo plywood, GLI Systems' RainTube rain gutter filter made of 1007o post-consumer HDPE, Hallowell International's Acadia combined heating and cooling system, Tennant's ec-H20 water-saving floor-cleaning machine, Separett's Villa composting toilet, and Eleek's Your Old Light Fixture lighting restoration service.

Sack Celebrates 1 10 Years

Sack Lumber, which has I I locations in Nebraska, recently marked I l0 years of business with a contractor barbecue, an open house, special sales, and drawings and giveaways throughout the year.

Founded by Phillip Sack Sr. and his oldest son, Jacob, in 1899, the company has remained family-run ever since. What hasn't changed is business challenges, says Angie Sack, who manages the location in Aurora.

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f)on't shoot the messenger: How leaders can deliver bad news

fN OLDEN days. messengers who Ibrought bad tidings risked being killed for their efforts. Times and customs have changed, but this much remains the same: no one likes being the bearer of bad news. Unfortunately, it is becoming more and more necessary these days.

Profits are falling, salaries and benefits are being cut, projects are being cancelled, people are being laid off, plants are being shut down, and businesses are going under. When you're a leader, whether or not you have the title, what can you say? What should you say?

This much is clear: you cannot ,?ot communicate. Refusing to talk about problems won't make them go away. It won't win you people's trust and respect. And it won't reassure them or gain their willingness to take the actions and make the changes that are necessary.

One way or another, the bad news will get out. The question is not whether but how to communicate it. Follow these guidelines to make a potentially painful experience more

By Chris Witt

positive, both for you and for the people you're addressing.

Be creditlle.

Your words are only as believable as you are. Make sure your message is consistent with what your audience already knows about your values, actions and commitments.

Choose the right time and place.

As a general rule-there are exceptions, of course-you'll want to communicate the bad news as soon as possible. People will feel betrayed if they think you have unnecessarily kept them in the dark. But as the book of Ecclesiastes says, there's a time and a place for everything. And the time and the place for breaking bad news to people is where and when they feel safest.

Tailor the message to the audience.

In some situations, you'll have to address just one audience-your employees, your department, your team, your clients. But in larger organizations vou mav be faced with sev-

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eral audiences-the board of directors, executive team, stockholders, department heads and managers, the rank and file, the public, the media-and you'll have to create a message that is suited to each audience's particular concerns, roles and responsibilities.

Give people an advance warning.

Letting people know the general purpose of the meeting braces them for bad news. In person or by email, simply let people know when and where the meeting is being held and tell them you'll be discussing "recent developments" or "news from the main office." Don't go into details at that time, and don't provide false reassurances. It's okay to let people start worrying, as long as you don't keep them on the hook for lons.

Be prepared.

Whenever the news is bad, the stakes are high. Would you approach any high-stakes presentation without knowing what you're going to say and how you're going to say it? This is not the time for ad-lib remarks or for shooting from the hip. This is the time for carefully chosen words and a confident delivery.

Start with the facts.

Be truthful and never say anything that you can't substantiate. For all too obvious reasons, people today have grown distrustful of leaders in both politics and business. So it's even more imperative for you to lead with

integrity. Tell people what they need to know as objectively, fairly and completely as possible. Do not sugarcoat or downplay the bad news.

Pattern yourself after Sergeant Joe Friday: "Just the facts, ma'am." Then tell people what those facts mean.

Be empathetic.

Acknowledge people's feelings in a compassionate way without turning the event into a therapy session or a sob fest. Avoid telling people you know exactly how they feel, or going into too much detail. You might want to say something like, "I know how difficult and painful these changes will be." If appropriate, share your own feelings. Whatever you say, your underlying message needs to be both credible and caring. And then put your organization's actions behind it.

Provide hope.

Don't make promises you won't be able to keep or give assurances about the future that may not hold true. But give people reason to believe that their work has meaning, their contributions have value, and their prospects have potential. Leaders see possibilities when others see only failure, and peo-

ple need hope now more than ever.

Encourage action. You have people's attention. (Bad news has a way of making people sit up and take notice.) You've told them what is happening and explained why. You've given them hope. Now set them to work. Tell people exactly what you want them to do, and show them how they will benefit from doing it.

Reinforce values.

Show people how everything your organization is doing to address the situation or to respond to the crisis is in alignment with its values. How your organization acts and how you person-

ally act under pressure tells people more about what you really value than anything else you say. Use this time as a teaching moment.

Repeat. Repeat. Repeat.

Don't be like the proverbial husband who told his wife that he loved her on the day they got married and hasn't told her again because he said it once and, darn it, she should know. At best, people hear only part of any speech, rarely the whole of it. This is especially true when they are steeling themselves for what they fear is coming. So you have to say it again and again and again. Once you've spoken face to face to everyone involved, schedule follow-up meetings. Make yourself available to talk in a variety of settings.

No one wants to be the bearer of bad news, but true leaders do it without flinching because they know it needs to be done. They know it is in the best interests of those they serve.

- An executive speech coach with over 25 years of pro.f4ssional speaking experience, Chris Witt is author ol'Real Leaders Don't Do PowerPoint and founder of Witt Connunications, LLC. Reach him at (619) 295-841 1 or via www .wittcom .cont

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Yesterday, Today, Tomorrow... grow knowing you're covered.

Tough economic times put family businesses to the test C

By Mark Green and Amy Schuman

D ECENTLY, a good friend confidl\ed in me that she's been waking up in the middle of the night worried about the economy and its effect on her family and business. She's not alone.

Business-owning families across the country are concerned about the economic slowdown. For many, the demands and tensions of tough economic times highlight even more clearly the need for trust and open communication between family members. These demands and tensions also emphasize the need for economic discipline, clear policies, and well-established systems of family and business govefnance.

Over the last 15 years of economic prosperity, the financial success of many family businesses has spawned a number of bad habits. A recent meeting I had with a client led to a discussion of the economic outlook in his industry-rising fuel costs together with a more competitive landscape have led to a shrinking bottom line. The natural tendency in tough economic times is to cut costs and consider letting some employees go. Upon further discussion with my client, it became clear that the family members management positions were reacting to the pressures without a clear understanding of the true cause of their financial troubles or the likely financial impact of their decisions.

I asked the founder of the business how he ran the business seven years ago, when it was growing rapidly. As expected, I heard that there were resular

weekly meetings that included a review of the financials, in-depth analysis of budgets, revenue, and cost trends. My client admitted that as the business grew and profitability exploded, the budget process became less disciplined. Weekly meetings became monthly meetings, and then disappeared altogether. Further discussion also revealed that family tensions were ignored as the business grew and bank accounts expanded.

Suppression of family conflict did not resolve it, but only made it more deep-seated. This lack of financial discipline, combined with increasing tension in the family and a shrinking bottom line, were leading to a real challenge. Beyond economic discipline, families must have the discipline to stick to their policies and succession plans. Families can avoid creating additional tension at an already challenging time by enforcing discipline in all areas of family business planning.

Managing the intersection of the three systems present in a family business-familv. business. and owner-

ship-is a key to family business success. Tough economic times create stress across the system. Business performance may suffer and tough decisions need to be made. Family conflicts, which are easy to ignore when the return from the business is good, rise to the surface during an economic downturn. Family members not in the business may blame those who are for not addressing financial problems sooner. Owners must deal with the possibility of cutting back on distributions or possibly even selling the busiNESS.

The tendency is to ignore policies and processes when times get tough. However, a sound family business infrastructure is even more crucial in tough economic times. But there does need to be some flexibility in policies and processes to address unforeseen challenges. Families must consider the long-term implications of breaking rules they originally made in the best interest of the business and family. Here are some tips for addressing a downtown:

Build or return to sound business management practices.

Tracking and enforcing responsibility for financial results is important in good economic times, but it is essential in a downturn. Creating a realistic budget to ensure that revenues will cover costs is also imperative. This exercise should consider what areas can be cut back if revenues shrink substantially. Once the budget is complete, create a process for tracking per-

formance against the budget so that any changes in the environment faced by the business are identified quickly. Developing solutions in areas that are not tracking against the budget and then holding management accountable for delivering results (or alternative solutions if budget expectations are no longer realistic) are a natural outgrowth of the process. Last, but not least, it is critical in uncertain times to hold regular management meetings where the team can discuss changes in the business environment and also develop plans to address them.

Be prepared for lower distributions.

A business that has prospered over the years and always paid generous distributions or dividends to its shareholders may find it difficult to meet these payouts during challenging economic times. A family shareholder group that has taken the time and effort to learn about the business and the factors that make their dividends possible-rather than a shareholder group that has just accepted their dividend checks without any effort to understand what lies behind themwill be in a much better position to anticipate and adapt to changes in their dividends.

Stick to your employment policy. Many families require members of the next generation to work outside of the business for several years before they can work in the family business. However, when the economy slows and a well-paying, desirable job is tough to find, the family may be tempted to ignore its employment policy and hire young family members right out of college. The family may ask, "What good is having a business if we can't help the kids during tough times?" A valid question-but perhaps the members of the family would be wise to remember why they created the policy requirement in the first place. Most family members are able to make more significant and enduring contributions to their business after having a chance to learn in other work settings. Just because it's very difficult to find work, is that requirement no Ionger relevant?

Rather than simply ignoring the established policy, a family must seek ways to help young, inexperienced family members without abandoning its stated policy. There are many ways to accomplish this, and each family

will find its own way. For example, the family business can help family members with resume development, interview preparation, or even introductions to possible employers.

Honor the succession plan.

A father or grandfather who has turned management of the business over to members of the next generation is often tempted to jump back into action during tough times. The family may welcome and encourage their involvement because of Dad's or Grandpa's history of success under pressure. Will the family allow the current leadership to lead or will there be too much fear for the family to place its trust in the next generation's leaders?

An "either/or" solution is not the answer. Finding a way to access the wisdom of the senior generation without cutting off the junior generation will be imperative. Combining the wisdom of the past with the talents of the present will be the key to success in these tough times.

A family's response to these economic times could be seen as a test of will and commitment. A family shareholder group may question policies and governance systems that were created during times of peace, calm, and even prosperity. Will the family stick with its policies, even if individual or collective suffering results in the short term? What will take precedence: the needs of the business, or the needs of the brother who requires his dividends for a mortgage payment or the sister whose daughter needs ajob?

All systems will begin to fray or fracture at their weakest point when the going gets rough and pressure starts to build. A family system is no different. Many family businesses are seeing and feeling more than a few cracks in response to increased economic pressure. By returning to the tried and true-strong governance, agreed-upon policies, family education-families can use the challenges of these tough times to become even stronger and more unified.

- Mark Green is an associate of the Family Business ConsuLting Group, Marietta, Ga. He can be reached at (800) 5 5 I -063 3 or green@ efamilybusinesscom. Amy Schuman is a principal of the firm and can be reached at (800) 551-0633 or s c human@ efamilybus ine s s.c om.

Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article ma1, be reproduced without permission of Family Enterprise Publishers.

Olutter'with PVC Pro"l Designed to of debris. it offers

iltnsafs with anv kind of front prevents '1 marks an gutters io conbd Gt tter Clutter" rguar0pr0^c0m

producls

Recyled Fiber Insulation

UltraTouch insulation from Bonded Logic is made from recycled blue ieans and cotton fiber.

Flat, eggshell and semi-gloss finishes, plus a universal acrylic primer, can be mixed to virtually any color.

- Vis it www.gra\sealpaint.conr

Textured Vinyl Siding

Variform Heritage Cedar vinyl shingle siding by PlyGem features cedar texture in 15 different colors. The Upright Locking System

The product is available in four different R-values and does not contain harmful airborne particulates, formaldehyde, and reportedly does not initate the skin.

- Visit www.bondedlosic.com

Paint Without Odor

Odorless, zero-VOC interior latex paint from Gray Seal is stain and mold resistant.

Extraordin-aire has ceramic pigments for durability and an antimicrobial to resist mold and mildew.

reportedly allows for easy installation and enables the oroduct to withstand a wind load up to i95 mph.

- Please visit www.ply gem.com

PVC Railing Meets ADA

TimberTech' s ADA-comoliant hand-rail system has a l-l/2" diameter gripping area for easier access and additional safety.

The exterior is PVC tubing supported with an extruded aluminum insert to increase rigidity and lasting strength. Adjustable internal joiners accommodate transitions from 0" to 90'.

Other comnonents include a wall mount bracket,90" return bracket, and 24"x12"x l 8" handicap loop.

Colors are white and black.

- Please visit www.timbertech.com

Lantern Shoos Bugs

A decorative lighted lantern from ThermaCell creates a 15'x15' bue-

free zone outdoors on the patio or deck.

It reportedly repels up to 987o of mosquitoes, plus black flies and "nosee-ums." An easy-to-use alternative to lotions and spray, it has no open flame or messy wax.

- Please visit www.mosquitorepellant.com

Decorative Hardware

Amerock's newest collection of decorative hardware offers a quick, affordable way to refresh and personalize a kitchen.

Revitalize includes three coordinating knobs, decorative pulls, and appliance hardware in the New Traditionalism style. Available finishes are gilded bronze, satin nickel, and oil-rubbed bronze.

- Please visit www.amerock.com

Composite Goes Solid

MoistureShield composite decking from A.E.R.T. is now available in a solid-board profile.

Featuring a deep-embossed woodgrain texture on both sides, the product can be installed with either side up-making installation faster and easler.

The decking can be ordered with or without grooved sides in six colors: Cape Cod gray, earthtone, rustic cedar, seasoned mahogany, terracotta, and desert sand.

- V i sit www.moisture shie ld.com

PVC Railing ln A Snap

Gossen's cellular PVC railing has a snap-lock design for easy assembly and is color-matched to its WeatherReady and Passport decking.

A snap-in connector locks balusters into pre-spaced,8 ft. top and bottom rails without screws or other fasteners.

- Please call (800) 558-8984 or visit www.gossencorp

Single-Handle Faucets

Three new single-handle lavatory faucets from Moen meet WaterSense guidelines.

The RGX3800 delivers a maximum output of 3,800 watts and can operate continuously for 9.5 hours. It also features an automatic idle control, which lowers the engine speed when no electrical power is needed.

- Please call (847) 540-7300 or visit www .s ubarupow e r.c om

Greener Doors

CraftMaster Green doors from CMI are made with sustainable materials, recycled content, and low-VOC primers and adhesives.

The Rothbury, Eva and Brantford collection faucets have water efficient aerators that allow water to flow at 1.5 gallons per minute, versus traditional aerators that flow at2.2 gpm.

Finishes include LifeShine brushed nickel, chrome and oil-rubbed bronze.

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

Petite Power Sources

Compact generators from Subaru were designed to meet the needs of contractors and homeowners.

The RGX3000 is powered by a 6hp EX17 engine for a maximum output of 3,000 watts and 10.3 hours of contlnuous operatron.

The doors come in all CraftMaster raised panel and molded door designs. Each has a solid Greenlite fiberboard core to providc the heft, wcight and sound-deadening properties of a solid wood door.

- V s it www .c raftmast e rdo o r s .c om

Easy Lumber Mover

The Cart Mule lumber cart mover is ergonomically designed to easily push or pull heavy loads, with less labor and fewer employee injuries. Because the unit is batterv oDerat-

ed, it produces no emissions.It reportedly provides improved maneuverability, while a dynamic braking system allows quick, safe stopping.

- Please call (800) 900-6853 or visit www .cartmule.com

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Greener Gypsum Board

Temple-Inland's GreenGlass fiberglass-faced interior gypsum board provides mold protection for walls, ceilings and dimensional accents.

The product contains at least 90Vo recycled content, and TemShield mold protection is engineered into its gypsum core. Available thicknesses are ll2" and 5/8", in widths of 48" and 54",in lengths of 8', l0' and 12'

- Call (800) 231-6060 or visit www.templeinland.com

Exotic Composite Deckinq

Horizon Tropics'is the newest line ofiomposite decking from Fiber Composites.

The new line is manufactured from high-density polyethylene and wood fiber.

Each 12' , 16', and 20' board combines the look of tropical hardwood with the stain, fade. mold and scratch resistance of composites.

- Call (800) 573-8841 or visit www.fiberondeckins,.com

3'to 48"

The Look Of Slate Roofing

NewTech's synthetic-slate shingles are manufactured from lOOTo recycled poly-engineered plastic.

Once the shingles are installed, the sun bonds them together to create a solid membrane. The half-round shape

Complementary Composite Railing

A co-extruded railing system has been added to Universal Forest Products' composite decking line.

Latitudes Luster's bronze color coordinates with Latitudes Capricorn composite decking. The railing is composed of an engineered wood-plastic composite that is co-extruded with a fade-resistant acrylic top layer that reportedly won't chalk.

of each shingle allows them to be used in ulated siding, gables, soffit, trim, or any tion requiring long-lasting beauty and low

many ways: srmexterior applicamaintenance.

A kit includes all components necessary for both straight and angled stair-riil sections, in 6 ft. lengths. Optional items such as straight and angled railing baluster kits, post sleeves, traditional and solar post caps, and post base trim are also available.

- Call (877) 463-8379 or visit www.laritudesdeck.com

Build A Better Deck

DeckTools design software from Simpson Strong-Tie allows deck builders and suppliers to bring photorealistic deck designs to customersright from their laptops.

Users can create one-of-a-kind designs with practical design elements, such as what fasteners are needed. They can then generate hard copies, such as structural drawings for permit applications, working drawings for building crews, and finished views for homeowner associations.

- Please visit www.stronptie.com

Environmental Studs

EcoStud from Superior Polymer Products can be used to furrins out block or poured concrete walls. Produced from recycled resin, the product reportedly does not rot, rust, corrode, or support mold or termites. It provides a thermal break when attached directly to exterior concrete or block, and can be used with all

Specialty CYPRESS!

Landry Lumber Go.

types of insulation to provide a continuous moisture barrier and insulation package.

- Visit www.superiorpolymer.com

New Decking Colors

TAMKO Building Products has added two new colors to EverGrain composite decking.

Rustic Birch is now part of the EverGrain Vibrance collection, while Forest Green is the newest color in the Classic EverGrain collection.

- Please visit www.tamko.com

Drains Beautifully

A new decorative shower drain from California Faucets is available in 30 finishes.

The two square styles have no visible screws and a flush grill plate, for a clean look and foot comfort.

- Please call (800) 822-8855 or v i s it www .c a lfauc e ts .c om

Building with Eastern White Pine is character building. It is a refleetion of who you are, how you choose to live and your commitment to authenticity. To learn more about building with eastern white pine visit www.easternwhitepine.org.

your next project have choracter?

Robert B. Pamplin Sr., 97, former c.e.o., president and chairman of Georgia-Pacific Corp., Atlanta, Ga., died June 24 in Portland, Or.

ln 1934, he joined newly formed Georgia Hardwood Lumber Co., Augusta, Ga., as an accountant. Over the years, he helped expand the company into the Pacific Northwest and transform it into G-P, while pioneering plywood production in the South. He became president in 1957 and was named chairman and c.e.o. l0 years later. He retired in 1976.

He then joined his son to form investment and holding company R.B. Pamplin Corp.

John Edward Dean, 92, owner of Dean Lumber, Gilmer, Tx., died July 13 in Gilmer.

As a boy, he accompanied his father to the family's sawmill in Simpsonville, Tx. Later, he opened his own mill in Simpsonville. In 1945, he bought another sawmill in Gilmer and started Dean Lumber.

He served on the board of the Southeastern Lumber Manufacturers Association and on the executive committee of the Texas Tree Foundation.

Charles A. Forbes Jr., 90, owner of Reistertown Lumber. Reistertown. Md., died from complications of a stroke July I I in Baltimore, Md.

Mr. Forbes earned a degree in chemical engineering from John Hopkins University in 1942. After serving in naval intelligence during World War II, he joined Reistertown Lumber, which had been purchased by his father and brother in 1933. He worked at least 30 hours a week until the day before his stroke.

Eva Marie Lof, 103, who with her husband owned and operated Lof Lumber, Nevis, Mn., died July 6 in Nevis.

Tim Maxwell.5T.lumber trader at Mid-America Forest Products, Memphis, Tn., died June 13 in Brighton, Tn.

He spent his entire 25-year lumber career with Mid-America.

Lawson Lewis "Speedy" Wolfe I, 69. chairman and former owner of

CBS Building Supply, Clermont, Fl., died June 20 in Groveland, Fl.

Mr. Wolfe became majority owner when his father died in 197l. He sold the business to his two children in 2004, but remained as chairman.

Ronald Gene Beck. 73. owner of C.C. Beck & Son Lumber, Fredericksburg, Va., died July 8 in Fredericksburg.

After graduating from Virginia Polytechnic Institute in 1958, he spent two years as a second lieutenant in the U.S. Army. He then joined his father in the family lumber business.

Terry Lewis Day Sr., 59, retired lumber salesman, died unexpectedly July 2 in Farmerville, La.

After graduating from the University of Mississippi in 1972, he worked for Louisiana-Pacific, Willamette Industries, Ruston. La., and Weyerhaeuser. He retired in 2005 and started accumulatinq real estate in and around Ruston.

Virgil W. Gibson, 90, retired owner of Gibson Ace Hardware in Wapella and Clinton,Il., died July 10 in Clinton.

In 1948, he opened Gibson Hardware & Appliance in Wapella. He joined Ace Hardware in 1957 and moved the store to Clinton three years later. He retired in 1984.

Roger Dean Heytens, 81, retired founder of H&H Lumber, Superior, Wi., died July 3 in Duluth, Wi.

He founded H&H in 1969 and stayed on until his retirement in 1988.

Green Building Grows 5olo

The global green building materials market is forecast to grow about 5Vo annually to reach $571 billion by 2013, up from about $455 billion last year, according to a report from NextGen Research.

The greatest opportunities are cement, engineered wood, and insulation products.

"This is the way the market is going," said NextGen research director Larry Fisher. "Increasingly, when people are forced to make a choice on which building materials to use, they are going toward the more environmentally responsible approach."

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WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-5'7 6-8723, email LumberSource @ worldnet.att.net.

WANTED: LUMBERYARDS FOR SALE. We have a growing list of clients asking for yards to purchase. We are business brokers as well as financial advisors to the lumber & building material industry. We will prepare a marketing package that will create enthusiasm internally and externally. Contact Philip Arsenault of American Business Consulting at (508) 864-7500. See our website at www.amerbusconsultin g.com

FAX 718-793-4316

apronaz@aol.com

BPD updotes you on industry issuer in your region. Now lind oul whofr hoppening on fie ofter side of the Rorkier. Subscribe lo lhe Wesfs top IBM mogtzin*Buikling P rcducfts Digest.

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LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6O7o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

Sonil:Nr

AERT (Moistureshield) ................................(866) 22$2378

Anthony Forost Produc'ts Co........................18cfl. 21 -2326

Arauco wood Prcducts,...............................(770) 379-9270

Arch Wood Pr0t6ction...............,......,...........(770) 801€600

Boozer Laminated B€am Co. ...(2561 237-2875

C€dar Crsok Wholesale (Ar.).-..,.................(866) 760-5344

Columbus 1umber.............(800) 654-674i1 (601) 833-1990

Cox Wood Preseruing Co.............................(800) 4764401

Custom Lumber Manulac'tudng C0..............(334) 79&1527

Dairyman's Supply Co. (Al.).........................(80O) 88$6633

Dairyman's Supply Co. (Ky.)........,...............(800) 626-3903

Evedasting Hadwoods (800) 999-7616

Groat Southem Wood PrcseMng (Al.) ........(800) 63&7539

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

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

K0ma...................... ......(800) 3i1G2239

Klumb Lunber Co. (Daphne, Al.).................(251) 62e1716

Klumb Lumber Co. (Loxley, Al.)...................(251) 9644980

Klumb Lumber Co. (Ga.)..............................(678) 729-8400

Klumb Lumber Co. (Gulfporl, Ms.)...............(228) 867-1 191

Klumb Lumber Co. oackson, lils.)...............(601) 932-6080

Klumb Lumber Co. (Tn.)...............................(423) fr195501

Lumbermen's Underwriting A||iance.............(561 ) 994-1 900

Lumb€rTimber Group (LTG) Inc..................(866) 81 1-7318

McShan Lumber Co .'...(nq 375-62n

Osm0se.................. .....(7701225-8434

Plasticoomponents .....(800) 327-7077

Rex Lumber, l1C.........................................(850) 263-2056

Scotch Plywood.................(800) 936"4424 (33/.) 6W4424

S.l. Storey lumber.............(888) 934-1605 (706) 234-1605

Southeastem Lumber Manufacturers Assn..(800)

tro-Arurlc

|nc..........

Hood Distrhdion {C.),--.-.........,.-......-.....(8m) 46&8220

Hood Distibulion (Ma)................................(800) 75e-0129

Hood Distribulion (Vt,),,..,.............................(800) 95$262

Int€mational guilding prcducts N.A. ............(866) 68+7800

Intex Millwo* 801u1i0ns..,................-...........(6(F) 567-5900

lpeClip Co., Tha...,

lrying Forosl Products........".....,.............,.....(50q $A-5149

Lanxess corp. .......,.....,...,.(800) 52e$77 (4.|2) 8091000

lilathsw8 lnbmitipn8|.........,.......................(412) 66S2500

Nontpaeism Lur$or Manuhctutc$ Assn .(4)4 8e9€901

Noffr Pacific..."....,.. .......(6ff})22+9570

P. DiPdrio Lunbor, t1C.,.............................(600) $a-469f

Ponnsylvania Lmbrmns. Mutual Insuranco..(800) 752-1895

PPG Machine Applied C0atings...................(413) 562-2574

Robtins Lurnber, nc.,........................ ..........(?{J7l g2-Sn1

Sandy ll€ck Tndem .....(508) 4824195

Seaboard Intsmattrrflal Forest Prcduc'ts .....,(8m) 6S6800

Univereal Poly R0drcts...............................(888) Z2-9524

Versatex................. .......(721) 8S/.1 1 I 1

Wanefl Trask Co..,. ...,...(800) 752-0121

troWrsr

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

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

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

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

Chicago Suburban Lumber Sales ................(800) 341 -6485

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

DMS| ............,...,..,., .......(402) 330-6620

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

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

KK Mfg. Co...........,. .......(913) 908-92145

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

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

Maze Nai|s......................,..(800) 435-5949 (815) 223-8290

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

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

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

SkrittleTight........,.,.

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

Tnilxo Building Pr0duc1s............................,.(800) 405-0546

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

Somt Crrrrrt

Breco Wood Products........(800) 742-3093 (9m) 868-1541

Capital Lumber Co. (Dalhs, Tx.)..................(214) Af7-2351

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

Cedar Creek (La.) .......(800) 25e4165

Cedar Creek Whol€sale (Oklahoma Cily)....(800) 375t025

Cedar Creek Wholesale, Inc. Oulsa, Ok.) ...(800) A9-9870

Cedar Creek (Carcllton, Tx.)......................,(866) 323-51 17

Cedar Creek (San Antonio, Tx.)...................(800) 28+0488

East Teak Fine Hardwoods..........................(800) g,&5636

East Texas Forest Prdcts. .(8Cn) 44e7883 (903) 665-3993

Eld€r Wood Presorving......(8ct0) 467{018 (318) 98f-2196

GAF-E1k................., .......(866) 322-7452

Fry Wholesale Lumber ......(800) 274-4849 (940) 648-2999

Hoover Trsaled Wood Produc|s...................(800) 53.|-5558

Jackson & Langfotd Wholesale Lumber......(800) 33S8418

Jordan Lumber, Lee Roy...(214) 357-7317 (800) 442-3396

Klumb Lumber Co. Ox.)..............................(g$\ 8n -2242

Landry Lumber C0.............(318) 4424453 (800) 467-80.|8

Lumbermsn's Association of Texas.............(5121 472-1194

NewTech Shingles. ....,..(281) 35$2288

Richardson Timbors..........(82) 318-5261 (214) 35&2314

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

ilorrtllsf

Souhern Pine Council .................................(504) 443-4464

W:sr

Anfinson Lumber Sa|es................................(909) 681-4707

999-s099 9?E-9727

FAX to 949-852-023L or call (949) 852-1990 or mail to BPD. 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

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News or Comments? We welcome comments on articles or news of your company such as new hires or expansions (a free service). Email dkoenig@buildingproducts.com. or Fax this form:

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

Anthony Forest Products [www.anthonyforest.com] .........3

Arch Wood Protection [www.usefrtw.com/osb]........Cover I

Cambia by Greenleaf Iwww.cambiawood.com] ...................6

CDS Inc. [wwwcartmule.com) ......................f3

Cedar Creek Wholesale Inc. [www.cedarcreek.com] .......41

Coastal Plywood [wwwcoastalplywood.com] ...................27

Colville Indian Precision

Kleer Lumbgr Iwww.kleerlumber.coml

Langboard

Northeastern

Osmose [www.osmose.com]............ .....Cover II

Pennsylvania Lumbermens Mutual Insurance Co. Iwww.plmins.com] ..................35

Plastic Components Inc. [www.plasticomponents.com] ...37

Reid & Wright [www.reidwright.com]

Richard Landry Lumber Sales Inc. ..............42

Richardson Timbers [www.timbersonline.com] .....,.......,..22

RISI Iwww.risiinfo.com/crows].........

RoyOMartin Iwww.royomartin.com] .....................Cover III

Siskiyou Forest Products [wwwsiskiyouforestproducts.com] 31

Smith Millwork Iwwwsmithmillwork.com] ......................33

Suntrelt [wwwsunbeltracks.com] ..................21

Sure Drive USA [wwwsuredrive.com] ...............................40

Western Red Cedar [www.wrcla.org] Lumber Association