Building Products Digest - September 2009

Building Products

(Sister publiation Building Products Digest serues the W$t)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

ASS0CIATE EDIT0R Karen Debats (kdebats@buildi ng-products.com)

COl{TRIBUTIIIG EDITORS

Carla Waldemar, James 0lsen

ADVERTISING SALES MAI.IAGER Chuck Casey (ccasey@build in g-products.com)

ADMINISTRATION DIRECTOR/ SECRETARY Marie Oakes (mfpoakes@aol.com)

CIRCULATI0N Heather Kelly (hkelly@bu ilding-products.com)

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About the Cover

The front cover is a paid advertisement, this month *ponsored by llonh Pacific.

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IXO Top

When will this end?

I, along with many, was hoping to see an upward spike as we hit the latter part of 2009. As I write this in August, the good news is that for the first time for a long while, my colleagues and I have started to hear some consistent positive news. However, there is nothing to suggest the spike we were hoping for.

The news is not jumping-for-joy news but a feeling that the bottom has been reached and that there is a glimmer of movement up. Cautious optimism is how some are interpreting it. That being said, there is a sense that we will not see a real upturn until 2nd or 3rd quarter next year. My hope is that many distressed companies in this industry will be able to ride out a third damaging winter before the sun might start to shine again.

It has always been my belief that this industry will not see real growth until the market sees real declines in foreclosures and housing inventory. Then, six to nine months after the general economy feels better, we the con-

sumers will start to go out and spend money again. I do not believe that starting point has arrived yet, unfortunately.

The overall picture is still muddied. While I think the economy isn't getting worse, those green shoots everyone is writing about, like my garden under water restrictions, can quickly wither and die. I, like many, am concerned with the current high unemployment, the high cost of the stimulus package, the threat of higher taxation to pay for it, and sometimes a feeling that maybe we are being misled slightly by the resurgence of the stock market into believing that the turnaround is actually better that it is-although I am grateful that I might be able to afford to retire now at 70 and not 75! And by the way, to the brokers who told me to just ride it out-never again !

This recession has been shocking to all of us. I cannot imagine any other time in history when every sector of our citizenry has been affected so

quickly. I am often afraid to open my email or even to take calls in case it is more bad news. There is hardly a business that has not been impacted. You can tell how bad it is when you see investors rewarding companies that hit revised targets reflecting profit results of lj%o and 807o down.

Meanwhile, as their pay, bonuses, benefits and 401/k's are cut, employees begin to question whom-and what-they are working for. Today you have, I guarantee you, many employees working for you who are not excited and wished they were doing something else. Frankly, much of that sentiment may be unfair as we have all had to do something to hunker down. But business leaders need to understand that sentiment against business-especially big businessis stronger and more vitriolic than ever before. I think it will play a large part in changing corporate culture, how people choose their next job and the industry they will enter into. I wonder how much young talent will avoid entering this industry (which would be a tragic mistake), when they read the market collapsed 70+7o.

I am now wondering how corporate structures will change. Large organizations are already getting used to having flatter management structures, f'ewer employees, and by necessity a less structured decision tree. Innovation and new ideas will very much be the name of the game to jump out of the quagmire. Large companies will have to become much more collaborative and operate much like small companies do if they are going to succeed.

The biggest change will be many deciding that they do not want to work for anyone else again (much as I did l0 years ago). The one good thing to come out of this bad time will be the return to good old entrepreneurship. In the new wave flexibility, speed to market and new ideas will become more vital then ever. It is these companies that will be hiring the "I want to leave crowd" because none of us want to go back to how it has been the last 20 years or so.

So when this ends, the market will be very different from how it was only three years ago. There will be fewer companies overall, but among them will be a number of new upstarts who operate in ways that many will find appealing, as opposed to the stodgy companies they are working with today-assuming they still have a job.

GatorGuard" treated lumber always delivers. Canfor operates two treating plants in Camden and Conwoy, South Carolina.

TOUGH... RESILIENT... EXPERIENCED!

Dealers fi nding value in value-added OSB

j-)ver the last several years, faced with a glut of produc\-ftion and falling prices, OSB manufacturers realized they couldn't sell just commodities. So, they began branding their products and specializing their uses.

Branded products now offer moisture resistance, taller sizes to increase wind resistance, radiant barrier backings, pre-markings, FSC and SFI certification, and more.

"Manufacturer innovations are an excellent way provide more value to customers and a way to keep wood construction in the forefront, because concrete and steel construction remain alternatives for builders," advised Craig Adair, APA-The Engineered Wood Association.

But has the strategy worked? Have dealers been able to find buyers for-and profits in-the branded, value-added OSB products?

Building Products Digest asked a random cross-section of LBM dealers:

Mur,rrplyrNc Var-un

Dale Bernard, v.p., George Kellett Building Products, Metairie, La.

Our experience has been very positive with the valueadded products. As a company, we have embraced these items and aggressively promote them to our clients because we believe they do, in fact, provide value well above the extra cost. Of course, we also don't mind making more money on them either!

We stock Huber AdvanTech and their Zip products, LP Techshield and Orange Plus, and Norbord Windstorm.

Ano-ONs Glrn ManxnrsHARE

John Mikkelson, v .p .-forest products, ProBuiM, Denver, Co

Enhanced Flooring: The top line premium T&G underlayment has been marketed well over the years and has achieved marketshare gains over its commodity counterpart with a certain manufacturer's product being specified. However, many cost-conscious builders have opted for the mid-grade product over the high-end version due to the economics resulting in this mid-grade product becoming somewhat of a quasi-commodity product. Pull-through from the manufacturers to builders via rebates also plays a part in the increased usage of premium T&G underlayment. Enhanced T&G underlayment tends to be specified by brand.

Radiant Barrier: Radiant barrier sheathing demand over the standard commodity has increased over the last couple of years due to the increased energy requirements in build-

ing codes. Builders specifying radiant barrier as standard in their construction has also contributed to increased usage, especially in the South. However, there has been some price erosion over the last several years as more producers are , Nashville, Tn., the longtime leader in OSB production, has indefinitely closed four of its OSB mills. Total production in 2008 was 3.7 billion sq. tl.-20% of the OSB market in the U.S. and Canada-down from 5.5 billion sq. ft. in 2007.

"Homebuilding and related activity continue at historic lows, driven by the ongoing credit crisis, high unemployment, and generally poor economic conditions," said c.e.o. Rick Frost. "ln 2009, we continued to take a number of significant steps to reduce the losses in our OSB business through market cuftailments and cost reductions."

The company's OSB mills in Carthage and Jasper, Tx.; Dawson Creek, B.C.; Hanceville, Al.; Maniwaki, Quebec; Roxboro, N.C.; Sagola, Mi., and Swan Valley, Mb., remain open. Indefinitely curtailed are mills in Silsbee, Tx.; Chambord, P.Q., and Athens, Ga.

A new millin Clarke County, Al.-which started operating in March and was closed by an explosion in Mayalso remains closed. Plans to restart the mill in October were derailed by the poor economy and lack of OSB sales. In the meantime, L-P has agreed to pay Clarke County $500,000 annually for up to three years because the mill is not running as promised.

"We are going to run the plant, we just need to let this current cycle play out," said Jamey Barnes, L-P's v.p. of OSB manufacturing. "This is our flagship plant for osB.'

Peace Valley OSB, Fort St. John, 8.C., is co-owned with Canfor and had a slow first year, but now operates three shifts, five days a week. The state-of-the-art mill produces longer length panels (4x9 and 4x10), as well as standard 4x8 panels.

Branded specialty OSB products include:

. SmartSide siding an

manufacturing radiant barrier, which will probably continue as the product matures.

Oversized Panels: Non-standard panel sizes have gained traction primarily in the coastal areas due to increased wind loads in the building codes. Oversized panels are typically not brand specified and could be considered generic. Costs

, Toronto, Ont., reported that its nine North American OSB mills ran at 60% capacity during the second quarter of this year.

"Lower input prices, higher sales volumes, and our focus on lowering operating working capital led to stronger financial results," said president and c.e.o. Barrie Shineton. "We've been successful in expanding our sales base by growing with big box and industrial customers. This strategy provides better market balance and reduces our exposure to cyclical new-home construction."

Specialty products include:

SolarBoard radiant barrier sheathing

TallWall oversized sheathing

Windstorm oversized sheathing

Stabledge subjlooring

. TruFlor sub{looring

Pinnacle FSC or SFI cedified sub-flooring

, Federal Way, Wa., reduced OSB production by more than 530 million sq. ft. last year, through curtailments, shift adjustments, and closure of its mills in Hudson Bay, Sk., and Wawa, Ont. Open mills are located in Arcadia, La.; Edson, Ab.; Elkin, N.C.;Grayling, Mi., and Sutton, W.V.

"We continue to reduce costs to make our businesses more competitive and adjust our production levels to meet market demand," said president and c.e.o. Dan Fulton. "Although we've begun to experience some recovery in housing sales and starts, it is not yet clear that this improvement is driven by sustainable shifts in market fundamentals."

During the past year, Weyerhaeuser has been trying to sell its OSB facility in Miramichi, Sk.-which closed in June 2007-to Arbec Forest Products, P.Q. That deal fell apart in April over questions of wood allotments and a defined business plan. In July, Weyerhaeuser signed a letter of intent wrth an unnamed company that hopes to restart the mill.

"Until we see where these discussions lead, we're obviously not going to take any action on decommissioning," said spokesperson Wayne Roznowski, "even though we have allthe permits in place."

Structunrrrood radiant barrier sheathing

ilevel Structurwood Edge

.

ilevel Structurwood Edge Gold

SFI certified

can fluctuate due to the fact that production capabilities and cost effectiveness do not exist at every mill.

Generally speaking, add-ons such as nailing lines, skidresistant backs. etc.. are available from most manufacturers and usually don't demand a premium. Sheathing products with a moisture barrier laminated to the board are relatively new and have been met with limited success.

FSC Certification: FSC-certified OSB requirements still tend to be sporadic at best and confined to some high-end custom in certain parts of the country, light commercial, and government jobs.

Cusrounns SpnnnrNc Dolr,lRs

Matt Jffiies, director of procurement, Parr Lumber Co., Hillsboro, Or.

Using 7/16 OSB as the measurement, the answer would be yes. While wall and roof sheathing has been commoditized, the branded products have been able to bring a higher value over similar commodities.

Weyerhaeuser's Edge Gold and Louisiana-Pacific's TopNotch 350 flooring are valued for their ability to prevail against the wet Northwest climate. LP TechShield radiant barrier is desirable in many of the hotter areas and customers are spending dollars for these OSB products that have additional value.

Eouc.lrroN Snam rHE DEAL

Bruce " Buz" Gileau, v p., C oventry Lumber, C oventry, R J. There have been some cases in which some companies have touted the "improvements and value added to their products." It really comes down to not only educating the public, but more importantly educating the sales force prior and constantly during the products exposure (no pun intended) to the marketplace.

For example, citing that AdvanTech is made from multiple layers of strand board as compared to one layer pressed and contains more glue than standard OSB helps to educate the consumer. At first this is not enough to sway for the up. Add the fact that the product has a 50-year warranty against

IiUfE|l][lUUJ, Vancouver, B.C., permanently closed its OSB mill in Grand Rapids, Mn., in August 2008. The company's remaining Minnesota mills-in Bemidji and Cook-were permanently closed in January 2009.

"Market conditions since the third quarter of 2009, and the outlook especially for the U.S. housing section, do not warrant making the additional investments required to make these two mills economically viable," said president and c.e.o. Rick Huff.

Production at the mill in Hill Level, Alb., which is jointly owned with Grant Forest Products, Earlton, Ont., has been indefinitely curtailed since December 2007. The company's remaining mills in 100 Mile House, 8.C., Grand Prairie, Alb., and Barwick, Ont., are running at full capacity of 1.6 billion sq. ft.

Thermastrand radiant barrier

Durastrand sub-flooring

. StediTred stair treads

FSC or SFI certified

delaminating and swelling, and the reluctance fades. Once educated, and tried by the consumer, the product sells itself. Our sales have risen dramatically.

Other products, such as Structurwood by ilevel and Themostat by G-P, have radiant barrier options that are helpful, but we are only beginning to investigate.

Succnss rN BErNG DrnnBnnnr

Gregg Stevenson, v.p., Lyons Lumber, Frankfort, Ky.

We are selling the Zip wall and roof system from Huber to some customers, and I do have 9' coming from Grant.

So there is some success in beins different.

Hrcn Mlnrs FoR GRrD LrNEs

Jerry Stahl, president, Rochester Lumber, Rochester Co., N.Y.

I applaud manufacturers always for trying to upgrade their products, such as the Hubers of the world with their AdvenTech line. I see that in Grant with their upgrading FlooringPlus and SheathingPlus.

The markings are an excellent add-on. Honestly, it does give me something to hang my hat on. I've got a better product. A framer's not going to miss a nail. It ends up being to both of our advantage. But is a builder going to pay more for it? Maybe when the economy's better, but right now it's a real challenge

Exrnm Wonx Wnn

Dale Boozer,former owner, Boozer Lumber Co., Columbia, s.c.

I think OSB extra product features are a good thing. We had been selling a lot of the foil-covered OSB for attic insulation and it worked well. We liked it.

We also sold a lot of the pre-coated OSB for use in place of l5-lb. felt on the roof under shingles. That worked well, too, and was better than felt. Taped joints, waterproofed the new homes during construction, and so on.

Hrcn oN Tu,r Szns, BlnnrnRs

Paul Kinser, contactor sales v .p., Central Valley Builders Supply, Napa, Ca.

The short answer is yes. Radiant barrier has proven to be a value-added development that really has legs. The popularity of radiant barrier is only going to increase as the pressure to build energy-efficient housing continues to grow, and more importantly, be subsidized.

The 9' and l0' sheets are also very popular and in high

demand as it require less cutting and labor because you don't have the shear breaks to fill in. You can run 10' shear from sill to rim board without a break on a 9' ceiling height, which has been the trend, down from l0' ceilings, for obvious reasons.

FSC is also gaining strength. Even though it is still a very small segment of the industry, it too will be the recipient of government dough.

Ont., recently sought protection under Canada's Companies Creditors Arrangement Act.

"We're doing everything we can to protect jobs," said president Peter Grant Jr. "This is a proactive step to reorganize the company in a way that will help ensure our future success."

9lFtra?1.'llIr',

Atlanta, Ga., a division of privately held Koch Industries, is bearing down on three years since it suspended OSB production at its millin Dudley, N.C.

Its six other OSB mills continue producing:

Thermostat radiant barrier sheathing

. Blue Ribbon sheathing

Nautilus building wrap-covered sheathing

Blue Ribbon Sturd-l-Floor sub{looring

. DryGuard moisture-resistant sub{looring

SFI certified

The High Level, Alb., mill that Grant jointly owns with Ainsworth is closed, as is its mill in Timmons, Ont. lts mill in Englehart, Ont., re-opened in July and is now running at full capacity.

Grant's new mill in Allendale County, S.C., is also running at full capacity. A second mill rn Clarendon County, S.C., was completed last winter but never began producing due to market conditions.

. ThermoBlock radiant barrier

SheathingPlus

TitanXL oversize sheathing

WindBlock oversize sheathing

Signature Flooring sub-flooring

. FloorinoPlus

RainBlock moisture-resistant sub-f looring

FSC and SFI certified

RADIANT BARRIER foil backings, such as on Ainsworth's Thermastrand panels, were cited by dealers as the most marketable innovation for OSB.

WoN't Plv ron FSC

John A. Saunders, Economy Lumber, Campbell, Ca.

Many of our contractor customers understand the benefits of value-added products and will gladly pay the price. Some, however, do not look beyond the price at the bottom of the quote. They do not or cannot understand the "downstream" benefits and cost savings resulting from use of the product(s). Much depends on the level ofexperience ofeach

individual.

We're finding that while the FSC concept may be a good one, many customers are not willing to pay the significantly higher price associated with FSC-certified products. This is especially true when they learn that many of the products we sell come from sources with sound environmental policies and practices. In many cases these exceed FSC guidelines and standards.

Sorun BnNnrrr

Mark Borghesani, general manager, Kelseyville Lumber, Kelseyville, Ca.

Out here I have seen some benefit for producers. Probably the i-Level Edge Gold subfloor is the product most specified by our customers. Ainsworth's radiant barrier has been asked for by customers, also.

FSC does pop up now and then, but not too much yet. I think that for products that serve a special need or carry a warranty, the name branding really helps identify what it is. Other products like the OSB with grid lines for nailing are great, but when you tell the customer it costs more, then they usually don't want to pay the upcharge.

No Connpr,lltvrs FoR OSB

Lynn Bethurum, pr oduc t mltnager - structural panels, Ganahl Lumber Co., Anaheim, Ca.

The effort that has been put forth establishing OSB has been primarily a cost-saving effort with the exception of flooring. Customers seem to pay a little more for a no-sandguaranteed product. Field-tested brands usually take priority over products that have failed in our market.

Ganahl has had only one complaint on OSB performance in seven years. The producer is no longer a top l0 vendor, as they failed to cover the problem. By comparison, all of the other complaints involved structural plywood that delaminated when exposed to even the slightest moisture

STOCKING PRE-MEASURED, pre-marked panels, such as The Grid System from RoyoMartin, help dealers stand out by providing a great service for their pro customers.

Charlotte, N.C., produces specialty OSB at its five OSB mills in Broken Bow, Ok.; Commerce, Ga.; Crystal Hill, Va.; Eastern, Me., and Spring City, Tn.

"Homebuyers want a quiet, stiff floor and a living environment that offers superior moisture protection," said product general manager Charlie Robinson. "Even in this economy, research shows they are willing to more lor building materials that deliver on performance features."

The company's two lines recently earned the Green Approved mark from the National Association of Home Builders research center and can contribute points toward certification under the association's national green building standard:

AdvanTech sub{looring and sheathing Zip System sheathing with water-resistive barrier

ENGINEEREo WOODs

Vernon, B.C., produced 661 million sq. ft. of OSB last year, after indefinitely closing its old mills in High Prairie (February 2008) and Slave Lake, Alb. (March 2007).

"This was a difficult, but, unfortunately, necessary decision that reflects the dramatic decline of U.S. hous' ing starts, the strong Canadian dollar, and uncompeti' tive operating costs," said Brad Thorlakson, president of marketing and sales.

Earlier this year, the company announced that its new OSB mill in Slave Lake would cease production as of February 13, 2009. "The ramp-up of any large-scale facility is difficult at any time," said Thorlakson. "The Athabasca Division had the additional challenge of com' ing online during a down-market cycle unprecedented in its severity and duration."

As a result of the closures, the mill in Meadow Lake, Sk., returned to full capacity in April 2009. "While we look forward to the restart of Athabasca Divison," said Thorlakson, "we are confident Meadow Lake will allow us to serve our customer's strand-based needs until a more robust and sustained demand occurs within the North American market."

. Tolko OSB

I

conditions, including fog.

I think that most producers attempt to overdesign their products to eliminate field issues.

OSB Sru,l,l Coul,roorry

John B. Mensinger, president, American Lumber Co., Modesto. Ca.

At the moment it seems to me that OSB is still a commodity with us and our customers.

Gene Woffi, v.p.-purchasing, Kleet Lumber Co., Huntington, N.Y.

OSB has been a strictly commodity item with no advertising, marketing or merchandising techniques used on it at all. Even though I used it on my house 10 years ago, many builders look at it as an inferior product to plywood.

I have never seen it used on floors or walls on any houses bigger than 3,000 to 4,000 sq. ft. I'm not under the impression that there is much that could be done to make it a more desirable item.

Pnrcp Rnlrens Dpcrorxc Fecron

Mike White, general nwnoger, Big Creek Lumber, Davenport, Ca.

We have two market areas where OSB is extensively used, California's Central Valley and San Luis Obisbo County. It is a commodity in these markets, and price is pretty much the major factor in making a sale.

There is little value placed upon anything value-added as it pertains to OSB. The radiant barrier is a good product and is being specified where a higher R-value is needed.

We have some Bay Area yards, too. They are primarily plywood markets. OSB is used, too; however, it's not nearly as widely accepted by builders.

Ryan Ringer, general manager, Gold Beach Lumber, Gold Beach, Or.

Our stores have had no reaction to the branding of OSB products. The customers are more interested in price point than product features with OSB.

Matt Peterson, vp., Mead Clark Lumber, Santa Rosa, Ca.

Too late. With the downturn in new residential building, everyone is all about price. All the OSB producers are having to improve their boards just to stay even with the others.

OSB North American Capacity & Production

products at its two-year-old facility in

The company's newest entry is Eclipse Weather Guard, which integrates the efficiency of a radiant banier with a vapor diffusion banier that eliminates the need for a separate house wrap.

Eclipse radiant barrier

Eclipse Weather Guard radianUvapor barrier

Tuff Strand OSB

StructWall premium sheathing

. StructWall XL oversize sheathing

WindBrace oversize sheathing r*r

: I3a::l fi :?marked paner s

Vancouver, 8.C., continued the indefinite closure of its PolarBoard mill in Fort Nelson. 8.C.. which began last summer after a year of curtailments.

"We are determined to weather this storm and position the company to take full advantage of the recovery when it comes," said president and c.e.o. Jim Shepard.

Its remaining OSB facility is one jointly owned with LP, the Peace Valley OSB mill in Fort St. John, B.C., which now operates three shifts, five days a week, producing regular and longer-length OSB panels.

to reduce inventory. At this point, its

mittis running

Leonard, P.Q., had been running four mill in St. Georges de Champlin, P.Q., but shut down in mid-July for at least six weeks.

In April, the company decided against buying Weyerhaeuser's closed millin Miramichi, Sk.

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l= singte

atfuit';a;;iii."- l=!!!

Carving <rut newuses for incense cedar

1'!HOUGH it's not as plentiful as I redwood or western red cedar, incense cedar has become an important niche product for a number of western manufacturers that sell across the country-and around the world.

At 70-year-old Kubich Lumber, Grass Valley, Ca.,locally grown incense cedar is milled into lumber for decking, siding, and outdoor structures such as gazebos and planter boxes.

"This is some of the specialty stuff that other mills won't do," said owner Tom Rowe. He bought the business in 1996, after working there for two decades.

According to Rowe, incense cedar was considered a weed tree until the 1970s and was passed up in favor of redwood and western cedar. "Now it's kind of the hot thing," he said, with customers from as far away as Japan.

Customers are drawn to the wood's resistance to decay and its ability to withstand high humidity and moisture without shrinking away from fasten-

ers. The wood also smells great and has a fine, uniform texture and light color that makes it easy to stain or finish. Other pluses include high dimensional stability with little warping or checking and its lighter weight-especially after drying.

At C&D Lumber in Riddle. Or.. incense cedar makes up about 257o of production and is used for interior paneling, exterior siding, and decking.

"Our latest offering is 5/6x6 decking, which is fairly new to the West Coast," said salesman Lee Greene. "Unlike redwood, which dries with raised grain, incense cedar stays smooth for decks." Another consideration. he said. is that incense cedar is usually priced a bit lower than redwood and cedar.

He explained that 514x6 incense cedar decking installed on 16" centers has long been favored on the East Coast. In contrast,2x4 and2x6 on24" centers was the norm in the West. Because of the rise of composite

decks, which are also installed on 16" centers, builders and contractors have embraced the 5/4 format.

Siskiyou Forest Products, Anderson, Ca., buys incense cedar from C&D (and other companies), and resells it to manufacturers of shutters and rustic doors.

"We buy the upper grades, D & Better clear, then dry and process it for end-manufacturers," said v.p. Bill Duchi. "Availability of incense cedar is limited, so we focus mainly on redwood and cedar. but we have handled siding, too."

Availability is limited because the trees are rarely found in pure stands. Instead, they grow among confers such as Douglas fir, sugar pine, white fir, and sequoia-or among hardwoods such as California black oak, Pacific madrone. and tanoak. A Nonh American native, it can be found in central-western Oregon, the extreme west of Nevada. and most of California into northwest Mexico.

BEVELED SIDING made of moisture-resistant incense cedar is produced and sold by C&D Lumber from its facility in Riddle, Or.

PREMIUM DECKING is now offered in 5/4 x 6 format bv C&D Lumber, Riddle, Or.

Ualue-added ohstacle

Are c.e.o.s and sales managers on the same page?

By Daniel F. Jennings

fIUSINESSES rhat develop value Llactivities gain a competitive advantage that can lead to superior profits. However, studies indicate that c.e.o.s and their top managers may disagree regarding the relative importance of certain value activities.

Are the c.e.o.s and sales managers from building materials manufacturing/supplier and distribution firms on the same page regarding the importance of different value activities employed by their companies? We set out to answer this question in a recent study and found that not only are they not on the same page, they are not in the same book.

For the study, c.e.o.s and sales managers were asked to rank five value activities - supplier relationships, customer relationships, competitor analysis, competitor identification, and top management activitiesusing a five-point scale, five signifying most important.

In all areas except competitor identification, a significant difference existed in the importance of perceptions between c.e.o.s and sales managers. For example, c.e.o.s from both supplier (3.78) and distributor (3.94) firms ranked supplier relationships as being the most important value activity, while sales managers for both suppliers (3.75) and distributors (3.94) ranked customer relationships as most important. All groups ranked competitor identification as being the least important value activity.

On the surface, the difference in perceptions between c.e.o.s and sales managers may well make it difficult for suppliers and distributors to achieve a competitive advantage. However, we should consider other factors. For instance, the perceptions may differ because of the nature of their positions: a c.e.o. may adopt a

strategic view of a situation, while a sales manager may adopt a tactical view of the same situation. Further, c.e.o.s may tend to focus on the profitability of their firm, while their sales managers may tend to focus on generating revenue.

Also, somewhat concerning to us, was the low ranking assigned to competitor identification by c.e.o.s and sales managers. We are concerned that c.e.o.s and sales managers may not have a process for identifying new competitors or situations in which a significant competitive force may be developing. Thus, those managers

may fail to identify the new competitors and wait too long before engaging in a meaningful response.

Numerous studies have found that a difference in perception among c.e.o.s and their top management team tends to lower performance. Perhaps the secret is to somehow have c.e.o.s and sales managers work together in the right way so that their objectives are aligned and focused on achieving a competitive

- Daniel F. Jennings is the Andrew Rader professor in industial distribution at Texas A&M University. Contact him at djennings@tamu.edu.

Watch out for appiaisals Housing recovery not without hurdles

By Gary Zauner Crow's Weekly Market Report

QOME of the best news for the L)wood products industry in many months just arrived with the announcement of new one-family house sales in June. The seasonally adjusted annual rate jumped to 384,000 from 346,000 in May, an increase of ll%o.

Just as important was the decline in inventories of newly constructed homes as a result of those sales. Those have now dropped for 27 consecutive months, from 548,000 in March 2OO7 to 281,000 in June. The months' supply of new houses at the current sales pace dropped from 10.2 months in May of this year to 8.8 months, the lowest month's supply since October 2001

This news came on the heels of two consecutive months of increased housing starts, the latest at 582,000 and the highest pace since the end of last year. In their latest forecast, RISI expects housing starts to remain in the range of 500,000 to 600O00 during the third quarter and to exceed the one million mark in the second quarter of next year.

In addition, existing home sales increased 3.6Vo in June, ending only O.ZVo below the sales pace established in June 2008.

Affordability is still historically high. The National Association of Realtors' (NAR) Housing Affordability Index has retained a level of over 170 throughout the year (May is the latest Index available). Back in May 2008, the index was a mere 129.8.

In 2006, the percent of income used for mortgages was 23.37o.ln May, that percentage was down to l4.6Vo. Unfortunately, the key to this newfound affordability is falling home prices, impacted severely by the high number of foreclosures. The new tax incentives for "first-time" homebuyers are also adding to the affordability, although those will disappear before the end of the year.

The NARs' Pending Home Sales Index in May (latest figures to date) showed the fourth consecutive month of increases, from a low of 80.4 in January to 90.7 in May. What has rendered the increase in pending home sales less sienificant is the number of

home appraisals coming in below the agreed sales price between buyers and sellers.

Despite the more positive news sunounding housing markets, builders are having their doubts about the future of homebuilding. In the National Association of Home Builders/Wells Fargo Housing Market Index for July, builder confidence did inch 2 points higher to 17, but it is still an extremely low number. An index reading of over 50 indicates that more builders view sales conditions as good rather than poor.

"Builders are seeing slightly better sales conditions this month as consumers take advantage of the firsttime buyer tax credit, low interest rates and attractive home prices," said NAHB chairman Joe Robson, "but many remain quite concerned about the road that lies ahead."

One of those concerns is the increase in low home appraisals, which the NAHB says is causing onequarter of all new home sales to fall through.

On Mav l. the Home Valuation

Code of Conduct went into effect, barring mortgage brokers, real estate agents, and loan officers from selecting appraisers for any loan that could be guaranteed by Freddie Mac or Fannie Mae. Relationships between appraisers, real estate agents, and mortgage brokers in the past were considered both too chummy and open to unethical practices. Since the new rules were established, thirdparty appraisers, often hired through appraisal management companies. are establishing the sales value of more homes.

The elimination of these previous relationships between entities seeking commissions from home sales has apparently caused more stringent, and what some argue as faulty, approaches to the appraisal process. As a result, low appraisals are much more common now than when home prices escalated by the week during the housing boom.

Proponents of the new rules argue that artificially high appraisals during the housing boom were instrumental in the record amounts of foreclosures in today's housing market. Ironically, those same foreclosures are now used in some instances as "comps," the sales prices of other comparable homes in an area used to calibrate the appraised price of a home for sale. Foreclosed homes are usually sold for less than what non-foreclosed homes sell for, therefore they lower the average price of the "comps" and, thus, the appraised value of a home.

The most vocal opponents of the new rules are those with direct interests in the sales of homes. One of those is Lawrence Yun, NARs' chief economist, who recently said, "It's pointing to thousands of delayed or canceled transactions. We've had a massive inundation from members saying this is a big problem."

While housing statistics today are considerably more positive, hurdles and pitfalls persist in the recovery. The high rate of foreclosed homes continues, as does the escalating rate of unemployment. Money flowing from banks remains constricted and the U.S. is riddled with debt. But for now, at least the signs of a housing recovery are appearing.

- Gary Zauner is editor of RISI's Crow's Weekly Market Report, which offers free trial subscriptions at www.risiinfo.coml crows. Reach Mr. Zauner at gzauner@ risiinfo.com.

Making dollars by turning on a dime

By Carla Waldemar

ll ['ARK Dremel saw it coming. Actually, it tapped him IVlon the shoulder-twice.

His first premonition of choppy waters soon to churn the industry was when he found himself a victim of downsizing from his managerial position at Sutherland's, in Kansas, where he'd worked 23 years. Setting out on his own-this time, on the other side of the counter as a home remodeler-he grew to sense a growing hunch that hard times were ahead for this breed of builder. too.

So, answering an opportune want ad seeking a general manager at Mossman Lumber, a small yard in Louisburg, Ks., proved a bonus for both parties. Second-generation owners Julie and Bob Rand "liked what I brought to the table," recounts Mark with an easy Kansas twang, "and I was attracted by a yard that was family-owned, not corporate."

A yard, launched in 1963, that had done right for itself in this small town, not far south of Kansas City. One that delivered to seven counties and to the big city itself-but, as Mark was quick to observe, one that needed to reinvent itself to maintain traction in the hard times blowine their

direction.

Mossman, like many a yard across the country, had focused almost entirely on the pro builder. Mark perceived the need to change that thrust, and fast: The one thing you don't want is to be the last one around to buy into a new idea.

"I got the ball rolling," he says, soon after his sign-on last September. "I saw a good opportunity to grow," he explains, and the Rands, trusting in his expertise, agreed.

Within the space of three months, the center's 2,500 sq. ft. of floor space was completely redesigned and remerchandised to attract new retail clientele. Within a new, open floor plan, aisles were widened, brightened, cleaned. Endcaps multiplied from four to nine. Items were regrouped to make shopping easier; in fact, shopping baskets were provided. SKUs stayed about the same in number, but, department by department, were more intelligently distributed (with the help of True Value's Plan-o-gram service, available to members via the Web), adding more depth to plumbing, electrical, paint and hardware lines.

Mark paid particular attention to the paint and decorating departments in order to woo women shoppers, who, he's well aware, act as the family's decision-makers in these fields. "We added more eye appeal, made things easier to find"-and thus, in just a matter of months, doubled Mossman's retail trade.

Sure, those folks could just as easily shop at the nearby Lowe's, Depot and Sutherland's-boxes where, Mark laughs, staffers simply "stand and point, like traffic cops." Instead, "we can give our customers the individual attention that the big boxes cannot. Experience is our fort6. The employee who handles our inside ordering," Mark pulls out a quick example, "is a fourth-generation hardware man. Our strength is that kind of expert advice: Whatever people need to help complete a project, we've got the knowledge. And we bend over backwards for our customers.

"Plus," he adds a vital footnote, "our pricing is competitive. We're not the lowest price," he's quick to clarify, "but most d-i-yers don't want the lowest price, they want a fair price. They want value."

Another bonus: "Those retail customers pay in cash,

MOSSMAN principals (l-r, front)Bob and Julie Rand, lumber manager Mark Dremel, and (back) hardware manager Bob Haight have given customers more reasons to visit by remodeling their store and expanding products and store hours.

while builders have 30-day accounts."

To further cement the bond with these new retail customers, Mossman offers services like re-keying door locks and cutting keys-up to 30 a day, in fact, which works nicely to drive traffic through the store. The operation also has become an official UPS drop site. In yet another user-friendly move, store hours have been extended weekday evenings, allowing commuters returning from Kansas City to pick up items on their way home. Mark then added three hours to the former noon closing on Saturdays, which already is paying off.

Builders dote on that kind of customer-forward attitude. too. and Mossman continues to serve them better than the next guy. Delivery is free for the pros, Mark says. "Plus, they can pull up right to the door and we load them. At a Depot, they have to park way out, hike across the lot, find what they need (if they can), and push it out the door. The pros know we're here for them: If they need 50 2x4s in a hurry, we'll run 'em out."

To further build loyalty, Mossman refers these pros to retail customers who seek help on their projects. "We believe in relationships like these," Mark explains. "That's what doing business is all about, and people [in the business of sellingl are inclined to forget that." Big mistake.

Mossman doesn't leave awareness of the turnaround to chance. It gets the word out through advertising, with help from True Value, and also uses local radio spots, which always include the store's tagline, "We leave the coffee pot on for you." A simple, friendly message like that, he says, "gets them in the store:"-every retailer's objective. And it's working fine: "We've had lots of positive comments."

But in these grueling times, you can't feed the family on good words alone. Astutely, Mark swings a doubleedged sword. He's been cutting expenses where he can, including easy moves like turning off lights and lowering the thermostat at night: "We reviewed all costs in an attempt to tighten up." As this seasoned operator knows, "In good times, that can fall by the wayside."

Simultaneously, he's monitoring his margins on a weekly, if not daily, basis. "We've looked at everything, with an eye to 'What can we increase?' Not cheat folks, certainly, and still offer value. We've found the best technique is to add a bit to the insignificant, little parts-plumbing and electrical fittings, nails and screws."

Is it working? And is it worth it? Mossman's margins have been hoisted an enviable 5Vo.

Foreseeing the future before it blindsides one has worked out so far. How about from now on in, Mark? "Basically, this economy weeds out the weak builders, but the good ones will still be around; right now, they're remodeling.

"My vision for Mossman, down the road, is to increase the physical size of the store, to offer more product selection and depth." To grow services and thus to grow profits. Don't look now, but I think he's gonna make it.

- A Jbrmer award-winning LBM trade magazine editor, Carla Waldemur writes frequently on the industry. Contact he r at cw aldemar @ c omcast.ne t.

lrurrrns

ProBuild Holdings will close its lumberyard/truss plant in Racine, Wi., by Sept. 20; the facility was acquired from Big Buck Building Centers 14 months ago

Kibler Lumber, Mt. Orab, Oh., is closing its Flemingsburg, Ky., location this fall, consolidating operations at its other Kentucky yard, in Maysville; inventory, equipment and staff, including mgr. Bill Lamkin, will be moved to Maysville

F oxw orth- Galb r ai th Lumb er may be forced to relocate its Waco, Tx., yard if a local car dealership gains permission to build a new lot on Fox-Gal's current site

Lakeshore Lumber, Ludington, Mi., closed Aug. 21 after 50 years; co-owner Ron Sanders had retired in January, while partner Brent Scott is considering launching a flooring company at a different location

Hines Lumber Co. has closed its River Forest, I1., yard after 99 years

South Lyon Lumber True Value, S. Lyon, Mi., was forced to close Aug. 17 after more than 40 years due to unpaid taxes ...

Herter',s Home Center,Gibbon, Ne., has been placed up for sale and is liquidating its inventory, with the planned retirement of owners Barb and Dale Herter, who founded the business in I97 I

Kent Hardware, Kent, Oh., is liquidating after ll5 years; owner Wayne Demmer continues to operatp Demmer Hardware, Massillon, oh....

Lowe's opened new stores Aug. 2I inE. Lancaster, Pa.; July 31 in Hamburg and Hornell, N.Y.; Marrero, La., and S. Durham,

N.C., and July 30 in Mt. Juliet, Tn., and Summerville (NW Charleston), S.C.

Home Depot opened YOW plumbing warehouses Aug. 10 in Hagerstown, Md., and Baton Rouge,La....

Ace Hardware, Clifton, Oh., has been opened by Bryan Valerius

Wmr:slr:ns/tlrurlcrurrns

Scholl Forest Industries will shut down 6-year-old Scholl Truss & Component Co., Houston, Tx., in October, due to the downturn in multifamily construction ...

Eastex Forest Products, Houston, Tx., is now treating with MCA...

Suncoast Roofers Supply parent SRS Acquisition Corp., McKinney, Tx., has acquired Atlanta South Supply, Fayetteville, Ga., and now operates 24 branches under 7 different names ...

Correct Building Products, Biddeford, Me., received bankruptcy court approval of its timeline to sell its CorrectDeck CX brand and manufacturing operations to Building Materials Corp. of America,Wayne, N.J. ...

Sirnonton Window s, Parkersburg, W.V., has invited back to work 402 hourly employees, laid off since late last year from its manufacturing plants in West Virginia and Illinois; it is also adding 55 new positions

Viance's Ecolife stabilized weather-resistant wood preservative formulation has been certified as a Green Approved Product by the NAHB Research Center

Anthony - D o rnt er's Power Joist line has been Forest Stewardship Council certified and its exclusive

sales agent, Anthony Forest Products Co.,El Dorado, Ar., FSC chain-of-custody certified ...

East Teak Fine Hardwoods. Dallas, Tx., has been FSC chainof-custody certified by Scientiftc Certification Systems ...

BlueLinx,Atlanta, Ga., has been dismissed as a defendant in a lawsuit accusing manufacturers and distributors of conspiring to fix prices on OSB and plywood

BlueLinx is now distributing LiteSteel beams in 29 U.S. markets throughout the Southeast, South, Midwest and Plains

Huttig Building Products is expanding distribution of Fiberon decking & railing lines to its DC in Wilkes-Barre, Pa. ; Huttig already stocks the products at Columbus, Oh.; Dallas, Tx., and six western branches Huttig is now distributing Copper Creek Hardware locksets and Supa Doors doors in Florida

Silvaris Corp.has expanded its OSBMarket website to offer online sales of off-grade OSB across the entire continental U.S. and most of Canada...

Anniversaries: L.I . Johnson Lumber Manufacturing Co., Charlotte, Mi, l00th

Housing starts in luly fell l%o to a seasonally adjusted annual rate of 581,000, , depressed by a l3%o drop in multifamily activity ... single-family rose for the fifth straight month, inching up I.lVo to a 490000 annual pace permits l.8Vo to a yearly rate of 560,000. Send

Have your recent expansion, promotions or other company changes published in the next issue of BPD.

Just email your news to kdebats@ building-producls.com or Fax it to 949852-0231.

Buyers Reopen Dozens Of Stock Yards

New-and in some cases previous-owners are reviving shuttcrcd Stock Building Supply locations in Connecticut, Illinois, Indiana, New York, North Carolina, South Carolina, and Wisconsin.

Nearly all locations had been leased by Stock, so the chain agreed to sell only inventory and equipment.

Private equity firm Building Industry Partners, Dallas, Tx., agreed to take over Stock's four yards in Connecticut. scven in New York. and l3 in Wisconsin. all in partnership with thcir respective general managers.

The yards will become thrcc scparate, independcnt chains. The New York facilities will return to the name Bellevue Builders Supply, based in Schenectady under president Grcg Gaskell. The Connecticut yards will be renamed East Haven Builders Supply, based in East Haven under president Antonio Rossano, who sold the yards to Stock in 2005. Thc Wisconsin yards will operate as Wisconsin Building Supply, based in Green Bay and overseen by president Bill Imig. The deals are expected to close by September 30.

Mutt Ogden. BIP's managing principal. said, "As a building industryfircused invcstment firm, we believe in the long-tcrm fundamental demand outlook for hclusing and associated building products, and view the currcnt U.S. housing rnarket ciownturn as an opportunity to help outstandin-c. independent building products cclmpanies survivc and ultimately prosper as residential construction markcts return to healthier levcls ovcr the next decade."

In addition, PC Building Materials, New Albany. In., acquired Stock's Sellersburg, In., facility, and Brancl Vaughan Lurnber. Tucker, Ga., the yard in Asheville, N.C.

Jacobi Hardware, Wilmington. N.C.. bought back the commercial door shop in Wilmington.

Commonwcalth Door & Hardware. Salem. Va., purchased the inventory ol'Stock's commercial door plant in Charleston, S.C., and hired its workcrs for a new plant in North Charleston.

Kitzmans Lumbcr & Building Matcrials, Rocklord, Il., acquired Stock's Loves Park. Il.. facility as its fburth location. Stock had purchased the 36-year-old yard from Wolohan

Lumber in 1998 and closed it in May. Weeks earlier, Stock closed deals on facilities in Colorado. Montana. Illinois and Virginia.

Workers Sue Westlake Ace

A class-action suit filed by 135 current and former employees of Westlake Hardware, Lenexa, Ks., can go fbrwarcl afier certification by a fcderal jud-ue.

Filcd Iast year. the lawsuit includcs all front-cncl supervisors, later known as administrative managers, who wcrc

cmployed as such fiom July 3 I , 2005, to the present.

The suit alleges that Westlake misclassilicd the liont-end supervisors as salary exempt under thc Fair Labor Standards Act and thus improperly denied them overtime pay.

Brendan J. Donclon. an attornev for the plaintiffs. said that the employees' testimony showcd they typically worked more than -50 hours a week without overtinrc pay.

Westlake operates more than 80 Ace Hardware storcs in Kansas. Missouri, Nebraska. Iowa. Oklahoma, Texas and New Mexico.

Bosed in Annopolis, MD, Fletcher Wood Solutions@ is the lcrgest monufocturer of defect-free, oppeorcnce grode rodioto pine products in New Zeclond. Distributing our cleor boords, mouldings, LIFESPAN' treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutionsr mointoins direct occess to one of the lorgest FSC certified@ pine ploniotion forests in the wono.

V FASCIA V SIDING

NATU RE'S DESIGN TECHNOTOGY'S ASSURANCE

www. lifespo noutdoor. com

vlb unertry tbc{r a l4e rErrscr d roflaaement portc fur llSood Tr€silirg Pl€nte sucfi m: -lrhlvc aflbh FailEsuch ae repailrib, Serns, act|abrE

-Conryestr & Gmpmsaor Parte

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{toor €**sb fa S' to .| 0' dhrneiter dme We cany ttrcse gcketts kbott bolbd and quiclt opening doors -Trgn Ga Parts s*rcfi as wheels, bearings, axbs, ard hmbssfiaps

Listings are often submitted months in advance. Alwavs vcriJv dates and lot'ations with sponsor before naking pluns to attend.

S:pmmrn

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

Northern New York Lumber Dealers Association - Sept. 9, board meeting, Norwood, N.Y.; (800) 292-6752.

BC Wood - Sept. 10-12, global buyer's mission, Whistler Conference Center, Whistler, B.C.; (87'7) 422-9663.

New Hampshire Retail Lumber Association - Sept. 11, board meeting, Portland, Me.; (800) 292-6152.

Peak Auctioneering - Sept. 12, LBM auction, Kansas City, Mo.; (800) 245-9690.

HDW - Sept. 12-13, market, Shreveporl, La.; (318) 686-8527

Hoo-Hoo International - Sept. l2-15, annual convention, Harrah's Hotel & Casino, Reno, Nv.; (800) 979-9950.

Monroe Hardware Co. - Sept. 14-15, market, Carolina First Center, Greenville, S.C.; (704) 289-3121

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

Twin Cities Hoo-Hoo Club - Sept. 18, annual LBM auction, Scott County Fairgrounds, Jordan, Mn.; (612) 490-8583.

Blish-Mize Co. - Sept. 18-19, fall market, Overland Park, Convention Center, Overland Park, Ks.; (800) 995-0525.

Kentucky Forest Industries Association - Sept. 18-19, wood expo, London, Ky.; (800) 203-9217.

Roof Coatings Manufacturers Assn. - Sept. 18-19, fall meeting, Hyatt Regency O'Hare, Rosemont, Il.; (301) 230-2501.

Wisconsin Retail Lumber Association - Sept. 21, golf outing, Wrightstown, Wi.; (262) 250-1835.

Northeastern Young Lumber Execs - Sept. 22-25,timber tour, Eugene, Or.; (800) 292-6'752.

Northwestern Lumber Association - Sept. 23, golf outing; Sept.24, clay shoot, Broken Bow, Ne.; (800) 896-5134.

Eastern Building Material Dealers Assn. - Sept.23-25, fall board meeting & golf, Gettysburg, Pa.; (800) 296-3278.

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

Peak Auctioneering - Sept.26-27, LBM auction, Kentucky State Fairgrounds, Louisville, Ky.; (800) 245-9690.

Forest Products Society - Sept.28-30, international conference on wood adhesives, South Lake Tahoe, Nv.; (608) 231-1361.

Building Component Manufacturers Conference - Sept. 30Oct.2, Phoenix, Az.; (608) 310-6722.

Ocrorn

True Value Co. - Oct. 2-5, fall market, Salt Palace Convention center, salr Lake ciry, ur.; (773) 695-5000.

Peak Auctioneering - Oct. 3-4, LBM auction, Marion County Fairgrounds, Indianapolis, In.; (800) 245-9690.

Wlether you are lookirg to increase yourwood treatirB planfs produc{ion, build a new treating plant, or just need a pail for a exisitng one, call us. We're here to help!

Tank Fab Inc.

Call 1-8m'675-9tX}7 ot 910-67 5-8999 or visit our website: www.TankFab.com

e-maift Jlippincoa@TankFab.com

Mid-Hudson Lumber Dealers Association - Oct. 5, golf outing, Powelton Club, Newburgh, N.Y.; (800) 292-6752.

Association of Millwork Distributors - Oct.7-12, annual convention, San Antonio, 'tx.; (72'7) 372-3665.

National Hardwood Lumber Assn. - Oct. 9-11, annual convention, Sheraton-Copley Place, Boston, Ma.; (800) 933-0318.

Peak Auctioneering - Oct. 10-ll, LBM auction, Kane County Fairgrounds, St. Charles, Il.; (800) 245-9690.

Do It Best Corp. - Oct. 10-13, fall market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

Southern Forest Products Association - Oct. 10-13, annual meeting, Roosevelt, New Orleans, La.; (504) 443-4464.

Peak Auctioneering - Oct. l7-18, LBM auction, Cuyahoga County Fairgrounds, Berea, Oh.; (800) 245-9690.

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Irlorida Builcling llaterial Association rccosn izccl fornrcr. t' BN,IA borrlrl chuir Doug LaChupcllc. Wcst (-orrst Truss. u itlr the Churlic Ilarnclcn Inclr.rstll Scrr icc Au ulrl rlLrling its |cccnt collvclrtion in Kissrnrntcc. Fl

Robbins [Jnginccring carnctl thc Kcrr l.ipnran \lcnrolial Associutc ol' 1hc Yclr Auulrl. u hilc Sid Tur lor. Diric I)lvrvoocl & [-unrbcr. u on tl.tc Lcslic Tharton Sulcs E xcellcncc i\n alcl

Photo e or crage ol' FBMA's cl'cnt u ilJ appclr in ncxt nronth's BP1).

Northcastern Rctail Lunrber .\ssocialion uill holcl its annLurl rrrcctin-g Oct. l.l-l-t at Wcrrtnorth bv the Sea. Nor f'astle. N.H.

Alicr rrrorning nrcctin-ls. uttcnclees can plll golf at Wcntworth Countrv Club. 'l'hlt ercnins. Brarl Bcnson. Bcnson Lumbcr' & Hurclu urc. Dclrv. N.l l.. u ill bc installccl as tlrc ussociation's ncw chlrinnan.

N{ussachusctts RetaiI l-r-rrnbcr' f)calcrs uill plcscnt an Oct. l0 senrinar. in Rarnhlrnr. on builtling e oclcs li)r. onc ancl two-lunrilv dlvcllings.

'\l'l'iliatccl ilnnual ltrcctinss will bc hcltl Oct. l8 in Plantsvillc. Ct.. by thc l-unrbcr Dcalcrs Association ol' C'onnecticut arrrl in Holbrook. N.Y.. br thc I-ong Isluncl Lunrbcr r\ssociatiorr.

Southcrn Builcling Nlaterial

Association installctl ncu ol'ficcls ancl clirecturs rluling its rccent sunrnrcr contcrcncc in Vilginia Bcach. Va.

Ncri chairr.r.ran is Todcl Mcrriss. Dixic Lunrber. Easlcr'. S.C.: lst vice chairnran Mikc Chlistian. Nlasser

Builcler's Supply: 2nd vicc chair

Patricil .lortcs. .loncs Lumbcr: 3r.cl vicc

chuir- Lcon Huncvcutt. Loct-tst

Lurrbcr. ilnal inmrc(liutc past clrailrnan

Slci'c Smith, (1.W. Smith Lr,rnrbcr'.

Ncri clirectors incluclc (lirl South

C'lrolina) Thurl Shulcr. Southern

[-unrbcr': Jon Sticr'. Sticl Supplll Grcu

Cilcgory. BLr ilclcrs Supplr. and I-()Lr

tlLrtching.s. GBS Lunrbcr: (1or

Tcnnessecl .lav Pior''rlcy. Palkcs

LLr nrber: l orrv Denrlnt. Forcunr-

Lannonr: []r'cnt Stcri alt. Ste\\'art

Builcler SLr pply. antl .l oe Allcn.

Anclerson [-urnber. and (lirr Virginia)

Brr.rce Shclton. Calrps Home Builcling

C'cnter. Rob 'l'a1'lor. 'l aylol Brothcr.s: I\'like \1oorc. T.\\r Pclrr'. ancl Richic S icr" e rs. S icri ers Lu nrbcr'.

Southcastern l,unrber Nlanuf':rcturers Association u'clconrcrl nclv chairnrun Dar id RichboLrls. ll.W. Culp l-Lr rrber. Ncu Lonrlon. N.C.. clLrrirrg its annuul nrccting in Anrclia lslrntl l:1. ( sac ltlrotos, p. 10-1 I ). Hc srrccccrls Chur-lcs Thonras lll. ShutlurrIak Lunrbcr'. ShLrclLrlIak. N'ls.. lntl is .joinetl b1 lst r icc chril Danrtr WIritc. T.R. Millcr Mill. Br.cr.rton. Al.: lrrrl vice chuir' .lohrrnl' Hirll. Industrial Wtrotl PlotlLrcts. Clinrar. N.Cl .: treu sulcl Bcr.t Stinrpson Jr.. CiLrll' I-t-rnrbcr. l\,1obilc. Al.. irnrl rtcri'rlilcclors Vincc Alnroncl Alnroncl Br'o(hcls Lunrtrcr. ('oushaltlr. Llr.. ancl Fr-ccl -[-a1,lor .1r.. Tlot Lr-rnrbcr-. Tnn. N.C'.

Association of Millwork Distribulors l-ol tltt'l'ir'.t lirttt'is opctlilts il\ traclc sh()\\ to thc cntirc housing uncl building nrltcrial in(lustr\ AMI)'s :1-5th unnuul con\ cutlon. Oct. 7 -l r in San Antonio. Tx.. r.i ill inclLrtlc a three-(lir\ nrillri'ork crpo. cight crl Lrcatronll scssions. und a kcvnolc aclciress b,i, lirnler Southnest Airlincs c.e.o. Howur(l Putnunr.

North American \\'holesalc Lumber Associatiurr cxpects ll0 crhibiting nranufacturcrs ancl ol cr' I .100 lttcnclccs at its r-rpct-rnring'fraclcrs Nllr.kct Nor. -i 7 in Chicago. Il.

Southern l'orest Proclucts Association has sct its annual Inccting li)f Oct. I0- |3 at 'l'he Rooscvelt Hotcl. Ncu Or'le-lns. I-a.

APA-'l'he Engincered Wood Association pfesenlc(l its Innovation in Safctl Ari arcl to Rov()Multin. Alexanclria. [-a.. tirr its Winning u ith Wellncss crnployec l)rosranr.

Sal'cst Compauv Awards $cllt tc) Anthonr Forest [)roducts. El l)oraclo. Ar.. und LP. \ashr illc. Tn.

Thc Safetl' & Hcalth Au ards Plognrnr rlso honolcd 1t) inrlir rdLral nrills lcpresentins five APA nrcmber firnrs Anthonr t-P. G-P. Roseburg Forcst Ploducts. unrl Nolborul.

Prospecting equals power

By James Olsen

DROSPECTING makes us better I sellers. Prospecting. more than anything we do, keeps our sales skills sharp. Many sellers only call on their "sugar-baby" accounts. When one (or more!) of these accounts blows up these sales people cannot dig their way out because their sales skills have withered away.

If we don't have new business coming in, our current customers own us-and they know lt. Winning a negotiation with a customer who owns us is impossible. Prospecting not only makes our sales skills stronger, it makes margin maintenance and growth possible.

Schedule a time

"I plan to prospect, but I never get around to it. I come in with every intention of prospecting, but the day it takes on a life of its own. Between selling my current customers and putting out fires, I never get to prospecting."

Not prospecting is a fire! If we do not take care of our futtre (prospecting), we are scheduling a future dip in sales. To make sure prospecting gets done, we schedule our prospecting time. We take no other calls-we prospect. If we do not schedule a time,

it will not happen.

Life blood

Prospecting is the life blood of building and growing a sales career. One of the biggest mistakes made when times get tough is to call the same customers more often. This is insane, but I see it every day. The fear or distaste for prospecting is so strong that the only choice (seemingly) is to call on our existing accounts as a drowning man grabs for anything to live.

Fear of Christmas Past

This fear of prospecting stems from a couple of areas. It is more fun to do business than to look for business, but the main reason salespeople don't prospect is because they don't want to feel what they felt when they started in the business. When we begin our lives as salespeople our whole day is spent prospecting. It is a scary, frustrating time. The rejection level is high. Fear of failure is constant. Most salespeople never forget these early years. After we have built our business and have some success we spend more and more time with existing customers and start to enjoy the fruit of our work. This makes selling fun. It is only nat-

ural to want to do more of this activity. But to be champions, we must embrace ongoing prospecting as a way of life.

Are we ready?

To prospect effectively we must prepare for the major objections we will face. Below are objections and responses that cross industry lines. When we are prepared with answers to these basic objections, our prospecting will go smoother and produce more new customers.

.'(I'm hu.ppy with my current supplier,"

"Mr. Customer, I don't want to get in the way of your current relationships, but I know I can help you grow. Let me become a secondary supplier for you. If anything happens with your current situation, you and I will already know each other. You will already know the quality of my products and service."

.

"1'm not buying right now.t'

"The purpose of my call is not to sell you. I am calling to see ifyou and I are a good fit. Let's talk more about your business and see if we can help each other."

.

"Your company burned me in the past.:

Acknowledge and change the subject. "We have had some bad apples in the past. (Acknowledge) We have weeded them out as we learn and grow as a company. The good news is that I am calling you now. (Change subject) I am honest, hard working, and know I can help you."

.'W.SJ.B.U.?"

All objections are children of this objection. "Why should I buy from you?" is the underlying question of every customer we meet.

"You should buy from me because I am currently helping customers just like you. I am a money-making partner to my customers, and I can help your profits also. I am honest. I stand behind everything I say and sell. Let's work together for a couple of months; I know you will love the profits we generate together."

Embracing prospecting will make us better prospectors, better salespeople, and will grow our business. Prospecting is power!

- James Olsen, Reality Sales Training, specialirys in sales training for the lumber industry. Reach him at james@ reality - sale straining.c om or ( 50 3 ) 544 - 3 572.

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it is a reflection 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.

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ffiffi4 innovationbfings to the marketplace

II/HILE the lumber industry's rich V V history is something that the Northeastern Lumber Manufacturer's Association sees great merit in preserving, it alsq values exploring ways to propel the industry into tomorrow.

Most recently, NeLMA has taken note of how innovative technology can be applied to everyday activities. By advancing the technology of its own resources and services, NgLMA is making strides to offer even deeper levels of convenience and value on behalf of its membership.

For many, witnessing how NnLMA actively incorporates innovation into the industry will soon be as easy as looking at an iPhone. With over one billion iPhone apps downloaded and roughly 65.000 applications in existence, NpLMA is well aware of the growing attraction to the iPhone among its target audience. Responding to increased interest and use, NgLMA introduces two new iPhone applications early this fall.

, The first iPhone application will be ". American Lumber Standard Commitavailable for the public to download' ,:. tee, NnLMA was the first to provide directly (free of charge) from the App .them online. Now they'll be even Store to their iPhones. The applica- more easily accessible through the tiob's purpose is to make NeLMA's ', 'iPhone. moqt popular and referenced publica- , ',,, Eastern White Pine Grade Photo tionti readily available for easy access. :,.dj /s - The materials help architects, Simfly put, the convenience of carry- isners and builders understand and ify the right grade for the right ion. At everv stase of the con-

The ion process, quick access to this lnc ation will come in very handy, iPhone especially while on site.

.Pa Eastern White Pine Brochure - A new platform showcasing the 23 standard patterns of eastern white pine on all aspects of designing and specifying EWP products for siding, paneling and other interior products.

. Standard Grading Rules for Northeastern Lumber - As one of seven lumber rules writing agencies in the U.S. & Canada accredited by the

The Architectural Series of White Pine Monographs - The revitalized monographs bring all the beauty, uses and reliable resources of eastern white pine to today's leading experts and industry consumers. With each revitalized issue readily available, the stories behind the projects are shared on a whole new level.

The focus around the first iPhone app is to offer a diverse assortment of material as well as end-use photos that

APP

HAPPY: NeLMA is making many of its eastern white pine resources available as iPhone applications.

ing around NeLMA materials will ;1"";0., literally. a flneer'r try1h

are both applicable in the field and for enjoyment after a hard day's work. Delivering fresh content on a recuning basis, this app will always offer a new perspective.

The second iPhone app-proprietary for NELMA's internal operations-will significantly increase the efficiency and speed of the organization's wood packaging inspections. Through its IPPC ISPM l5 certification inspection services, NeLMA works directly with facilities that produce wood packaging materials such as boxes, crates, skids and pallets destined for use in exporting goods to countries that have implemented the International Standard for Wood Packaging.

The iPhone apps will aid NnLMA inspectors in their monthly evaluations of several types of operations:

. Wood Packaging Material ManuJacturing Facilities'. Facilities that use Heat Treated (HT) lumber to construct WPM. The lumber must be stamped with a certified HT mark, conveying that the heat treatment process reached the appropriate time and temperature requirements.

Heat Treated Lumber Remanufucturing'. An operation that buys "HT"stamped lumber to then remanufacture it into components to be sold to a wood packaging facility that produces WPM.

. Heat Treatment Facilities: Operations that heat-treat lumber or the finished wood packaging item via a hotbox, oven, or conventional dry kiln. This scenario requires the facility to apply either the HT stamp to lum-

ber, or the IPPC stamp to WPM.

The NILMA inspector will use the iPhone to select the appropriate evaluation form for that specific type of operation. From there, the proprietary app does most of the driving. The inspector is led through a customized checklist. which even includes an interactive inventory list of that facility's HT lumber, along with the ability to take pictures, provide comments, and upload them directly to the app.

The result is not only more thorough documentation of the inspection, but this progressive iPhone app also streamlines the reporting process. A

system that used to take piles of paper and hours of data-entry has now been completely streamlined with the use of technology.

Once an inspector completes the evaluation, submitting it to NELMA headquarters is as simple as touching a button. From there, it is automatically filed into NsLMA's central database. creating a PDF of the inspection report which is then immediately emailed or faxed to the facility for their records.

With these two exciting projects. NELMA is making an active link between the lumber industry's innovative past with its promising future.

Eastern white pine patterns revealed in new format

DnOvtOtNG r ler el of quality that has sct building pro|. -iee t :tundurds lol' et'nturies. eastcnl r.l hite pinr' rcmains an industly favoritc among today's nrost talcnted buildin-e prol'cssionals and architccts.

With an ability tcl delivcr unique aesthetics to every project it is incorporated into. castern w'hite pine is often properly crcclitcd tbr its lastin-g wavs of influencing a room's ambiancc.

Now u ith thc Northcastcrrr Lumber Manufacturer's Association's rcccntly released Putterns of Eustcnt White

Plle brochure. incorporating thc spccics into projects has .just bcconre evcn cirsicr.

Intending to hclp builders. architects. manuf'acturers ancl retailers becomc morc cognizant of the rich variety in enduse aesthetics that castern white pine off'ers, this new tool takes the complication out of selecting appropriate lumber pattcrns.

"What's really nicc about the new pattern brochure is that the official profilcs of standard patterns ftlr eastcrn white pine are diagramrned with exact ntcasure ments." says NI'LMA president Jeff Easterling. "lt also includes profiles fbr siding and panelin-u products of various patterns."

Needing to replace thc rxiginal fclrmat, un nu1-sf-print single-sheet pattern char1. NT,LMA saw an opportunity to advance the effectiveness in how patterns were showcased.

Now available to industry prof'essionals, Potterns o.f Eastertt Wltita Pine off-ers a ncw arrangement of the 23 standard patterns as a handy 4"x9" horizontal fblrnrrt. providing all of the necessary pirttcrn infirrrnation and design

t.W.P.-2t4,orrourrvr

E.W.P. - 105 DR0P SIDING :sronc, NELMA. EXPANDED Patterns of Eastern White Ptne brochure features oflicial patlerns diagrammed with exact measurements, in an attractive, userfriendly new format.

elements in a portable, functional format. The convenient format offers a new level of usability, proving to be a very practical tool for building professionals and architects, both onsite at a project and at the office with a client.

When constructing Patterns of Eastern White Pine, NILMA determined that it was critical that the details and specifics were strongly conveyed and made readily available. The new format is successful on both accounts, as the precisely detailed measurements are outlined for each pattern and are illustrated with visuals. all in a convenient format.

Providing high-resolution graphics, the wood grain is detailed out for reference and the pattern profile itself is reversed out of the grain in white to enhance its uniqueness. In addition, the final look of two pattern pieces is coupled together on the page as an inset, helping illustrate the patterns' true aesthetic.

The new 32-page publication also includes a couple ofeye-catching fullpage photos of end-use examples, along with overviews of the multiple reasons that eastern white pine is a best choice for interior and exterior design.

"This new brochure fits well with our ongoing plan of providing a fullspectrum of high-quality, dual-purpose design and specification publications, not only for use by NeLMA members with their customers but also as a marketing tool in the association's outreach to the design/build community," says Easterling.

A complimentary copy is available to NELMA'S membership, with additional copies for non-members available for purchase at $2 each. Also offering a quick online reference, each of the 23 patterns are also individually available online at nelma.org and will be accessible through the NILMA iPhone application, set to be released to the public this fall (see pages 26-27).

Providing a variety of reference materials, NgLMA assists consumers, designers, architects. engineers. builders and contractors in the selection and use of wood products produced in the Northeastern U.S.

These materials include grading rulebooks, technical brochures, marketing publications, sales tools and historical videos, among many more.

- Visit www.nelma.org to order any of these materials online.

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NELMA revisions aid global consistency

ITH 2009 revisions to the IPPC ISPM l5 International Wood Packaging Standard in full effect, regulations of wood packaging materials (WPM)-such as boxes, crates, skids, and pallets destined for use in exporting goods in international trade-have been modified.

These changes are specific to three areas: bark, dunnage and the actual IPPC stamp.

As one of the select few with the authority to inspect, evaluate and

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offer ISPM certification, the Northeastern Lumber Manufacturer's Association continues to provide information and resources for U.S. mark modifications and regulation amendments.

The first modification now requires that compliant WPM material be constructed from debarked wood. As specifically outlined in the modified ISPM l5 (2009):

Irrespective of the type of treatment applied, wood packaging material must be made of debarked wood. For this standard, any number of visually separate and clearly distinct small pieces of bark may remain if they are:

. Less than 3 cm in width, regardless of length, or IJ'greater than 3 cm in width, the total surface area of an individual piece of bark must be less than 50 square centimeters.

To assist export wood packaging material facilities in complying with the recently implemented bark restrictions, NeLMA offers a handy-and complimentaryBark Measurement Tool.

"Offering a quick visual reference, NsLMA's Bark Measurement Tool is exactly 3 cm in width. And with the Tool's ruler portion, length and width can be measured in areas of bark greater than 3 cm, helping calculate the overall size in square centimeters," says Jeff Easterling, president of NSLMA. "On top of that, the total area of the Bark Measurement Tool is 50 square centimeters, so it truly offers a quick reference to meet the new debarking requirements."

In a concerted effort to better monitor and fortify the enforcement of

zISPM 15, the other major amendments center on the actual IPPC stamp. This important mark certifies that the wood packaging material is ISPM 15 compliant, ensuring that all shipments are accepted into any country abiding by these international regulations.

By preparing its facilities for the IPPC stamp changes, NeLMA is part of an international effort to establish a single and distinct look to the mark, helping better ensure and enforce global recognition.

Creating visual consistency among IPPC stamps, the primary change to the U.S. mark is that the inspecting agency (NTLMA) logo has been moved to the outside and top right of the IPPC stamp border. It is also now required that all dunnage is clearly marked with an appropriate IPPC dunnage stamp, mandatory for facilities to be in compliance with new standards. The "Dunnage" text for these types of stamps has also been moved to the outside of the stamp border.

An unforeseen issue with the initial new stamp format, especially with stamps used on rocker mounts, has since been discovered. The new format forced the word "NgLMA" to

2009 GRADESTAMP for the revised IPPC ISPM 15 Standard.

stand alonc. horizontally, in the uppcr right hand comer of thc stamp. Without any corresponding raiscd area in the Iower corner'. this causcs a "hitch" in thc rocker motion that can eiisily lcad to stanrp legibility issucs.

To alleviatc this problem, NeLMA received approval fronr the Amcrican Lumber Standard Committee to modify thc placcmcnt ol'the "NaLMA" word logo on its stantps to a vertical position. Additionally. the ALSC has assigned each accreditcd a-uency with ir numcrical identification codc and now rcquires that this two-digit cocle appcar tc't thc lcl't of facility numbers. NILMA's numerical identification code is "09."

Thc new IPPC starnp formats are now available fbr purchiisc with the cxpcctation that ccrtificd facilities will phase them in over a rcasonablc period of timc. as new or replacer.ncnt stamps arc ordcrcd. For facilitics that havc recently oldered stamps (with the initial new format) replaccnrcnts are now availablc, l'r'ce-of-charge.

Sincc it's full implemcntation, cnfbrcement of ISPM l-5 has drastically affcctcd regulations on irrporting and cxporting goods. Undcr the re-uulltions. U.S. cxporters must use WPM that has been inspcctcd eind certif icd by an authorized agcncy. Accrcdited by thc American Lumbcr Standard Conrnrittee, NT,LMA has the authority to providc inspcction scrvices fbr lur.nber, timbcrs. and cxport wood packagin-e.

Scrvin-e as one of a select few witl'r thc authority to inspcct all WPM leavin-e the United Statcs bound lirr other coLlntries, NeLMA providcs an imperativc servicc to heip support the conrpliance with ISPM stanclards. Continuing to scrve as a trusted authority, NELMA cnsures that WPM is trcated. free of tin.rber pests, and certil'icd within rcgulat1(]n.

"As the Northeastern Lumber Manufacturers Association movcs fbrward. wc will continue to meet thc needs of our members in an cver-changing fbrest industry

The Hancock Lumber

t#,,:,:iffi,8't-I*{g,no,v,

NeLMA has introduced a handv new Bark Measurement Tool

clin.rate," says Marc Moore, director of inspectton servlces at Nr'LMA. "Scri'ing as one clf the selcct few with the autholity to manage ISPM certification. wc are comnritted to providing resources that hclp facilitics meet full corrpliancc."

As a valuablc scrvice to potcntiiil custorncrs or industry groups. NeLMA statT is availablc upon rcclLrest to prcscnt the dctails of thc IPPC ISPM l5 International Wood Packa-qing Standard and the NULMA Inspcction Progran't t0 company personnel.

- Frtr tttore inlorttttttit,tt (,tI in,\l)((tittg .\( / l l( {',t, the Burk Measurctrtcrtt Tool, or to leurn mrtre aboul the ISPM l5 Standartls, visit ntt'u .ncItrru ttrg.

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Chard Ruth has been promoted to v.p.-retail growth initiatives for United Hardware, Plymouth, Mn.

Gloria J. Howard has rejoined Buck Lumber & Building Supply, Charleston. S.C.. in inside sales.

David Stiles has been promoted to president of Allied Building Stores, Monroe, La. He succeeds Laddie Woods, who retired Sept. I after 3l years with ABS, but will continue as chief financial officer.

Mike Beville has been named sales team leader for American Hardwoods' distribution center in Austin, Tx.

Otto Kinzel, ex-Parksite, has joined Fiber Composites, New London, N.C., as decking & railing specialist for New England.

Joey Watkins and Lisa Goodin, both ex-Forest Lumber, are now trading at Deep South Lumber, Meridian, Ms.

Roy Deering, v.p., Fort Worth Lumber. Fort Worth. Tx.. has retired.

William Currie has retired as fulltime executive chairman of Universal Forest Products, Grand Rapids, Mi., but remains as chairman of the board.

Lisa Smith and George LaBarr are new sales mgrs. at Johnson Lumber, Carthage, N.Y.

Jim Berglund, Lake States Lumber, Aitkin, Mn., has retired after more than 55 years in the industry.

Sean K. Tully has been named controller ABC Supply's Midwest region, based in Fitchburg, Wi.

Tom Miller, ex-Stock Building Supply, has joined Amerhart, Green Bay, Wi., as national account mgr.

Tom Carlisle is now c.e.o. of Boise Cascade, Boise, Id., replacing Duane McDougall, who continues as chairman.

Jim Pletcher is new to BrassCraft, Novi, Mi., as senior director of wholesale sales.

Brian Slayton has been named business unit mgr.-tools & supplies for Ideal Industries, Sycamore, Il.

Doyle R. Simons, chairman and c.e.o., Temple-lnland, Diboll, Tx., has been selected as this year's RISI North American C.E.O. of the Year for the forest products industry.

Jinkichi "Jin" Yoshida has been named chairman of the board and c.e.o. for Nichiha USA. Norcross. Ga. He succeeds interim chief Tetsuro Yoshida, who remains chairman and c.e.o. of parent Nichiha Corp. of Japan.

Simon Bates has joined Royal Group, Atlanta, Ga., as v.p. and general mgr. of its Royal Building Products division. Mark W. Fanelli, exPPG, is now v.p. and general mgr. of Royal Window and Door

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Sawmill Files Bankruptcy

Helsel Lumber Mill, Duncansville, Pa., has filed for Chapter I I bankruptcy protection. The company once did business between $6 to $8 billion annually, much of it in China.

The company sought protection of the bankruptcy court in an effort to protect the company's assets until there is a turnaround in the demand for wood. "We don't plan to open in the near future. The markets are still depressed," said president Charles E. Salyards Jr.

The bankruptcy petition lists estimated assets between $1 million and $10 million, and liabilities between $1 million and $10 million. It also indi-

ucts manufacturer Good Ideas Inc., Lake City, Pa. Alan Mcllvain III, operations mgr., Alan Mcllvain Co., Marcus Hook, Pa., married Gretchen Ann Mahlmann Aug. 15 in Philadelphia, Pa.

Morris Knotenuff is the new sales mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

cates the company owes its top 20 creditors about $2.5 million.

One of these creditors is the Pennsylvania Game Commission, which filed a lawsuit against Helsel seeking nearly $300,000 in lost revenue. According to the commission. it hired Helsel to thin out several game lands in the area and Helsel agreed to a certain price to acquire the wood.

When the market for hardwood plummeted in 2008, the company could not afford to pay the state for the wood. The state rebid the contracts, received much less for the wood, and sued Helsel for the difference between the original and rebid contracts.

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Making energy efficiency a growth engine

fT'S BEEN said that there are no lcertainties in life exceot death and

taxes, but I propose that there is at least one more-energy efficiency.

At least, in the realm of residential construction and the retail supply chain, there is no doubt that both market and government requirements for energy efficiency will continue to grow for the foreseeable future. There are several drivers, and suppliers who understand them can shape their retail strategies and tactics to maximum benefit.

Let's start with the macro-economic trends. Regulations are toughening energy efficiency requirements in building codes and making green building guidelines mandatory. Nascent energy retrofit programs will likely continue for years, supported by rebates and other incentives. Carbon regulations, coupled with supply and demand issues, ensure

that the long-term costs for fossil i fuel will increase. Homebuyers are F seeking. and will continue to seek. q*- "' more energy efficient homes, and home builders are learning that energy efficient homes are easiest to sell and at premium prices.

Lastly, product manufacturers will continue to rollout technology innovations that make it easier to build energy-efficient homes and retrofit existing ones. The upshot of all this is that there will be a growing number of pros and homeowners looking for options that contribute to energy efficiency.

For dealers and distributors, the obvious strategic play is to position your company as an authority on

energy efficiency. The key to making this work is finding ways to build energy efficiency knowledge into the fabric of your organization, and this requires an investment in people. Involve everyone at the beginning. Identify key management and staff and send them to training. Make them responsible for creating a plan for including additional staff, identifying key products appropriate for your region, creating effective merchandis-

By Jay Tompt

them the centerpiece of your merchandisins effort?

With organizational knowledge in place and innovative products on the shelf, the next step is connecting with customers. Signage in your store and yard should be a given. The overall message hierarchy should emphasize staff expertise, low cost of ownership, rapid payback, rebates, and incentives.

There should also be plenty of opportunities for customers to educate themselves, so hangtags, booklets, kiosks, and other ways of offering customers more information are key. Most product manufacturers will gladly help with this task, so don't be shy about asking them to contribute.

Finally, host energy efficiency workshops led by your most capable staff and invite local weatherization and retrofit firms. Keep in mind there are a growing number of non-profits doing this work, too, as well as city leaders, green building experts, and, of course, your best customers.

ing programs, and reaching out to key customers. While LEED seems the obvious choice, I recommend having a look at Passive House Institute (www.passivehouse.us), which promotes the most innovative approaches to energy efficient building design.

While there are a growing number of product and material innovations, it's important to choose products that work in your region and clearly demonstrate that you're on the leading edge. Energy lost through windows is enormous, so why not stock the most efficient options and make

From new home construction to home improvement projects, the leading priority is, and will continue to be, energy efficiency. Dealers that invest the energy in making themselves experts will have created a growth engine that will carry them through the next business cycle and beyond.

- Jay Tompt is managing partner of William Verde & Associates, a consulting firm dedicated to helping LBM and home channel retailers, distributors and manufacturers become green leaders in their communities. He can he reached at info@ williamverde tom or (4 I 5 ) 321 -0848

Boston Pro Suppliers Sold

New England Building Supply is the new name for R&R Sales' Boston, Ma.-based lumber, door, drywall and floor supply businesses after their acquisition by Hampden Holdings.

New England Lumber, New England Door Supply, New England Drywall Supply, and New England Capitol Wood Floor Supply had operated side-by-side on Hampden Street, together employing 65.

Hampden principal Russell Smith had been looking to reenter the industry since selling mid-Atlantic drywall supplier Arkay Building Supply to Strober in 2000. He will serve as president, with Jim Paskell continuing as v.p. and minority owner.

Previous majority owner Robert Raimondi Sr.. who launched R&R in | 989. sold inventory. equipment. accounts receivables, and company names, but retained ownership of the land, including the Boston property, which he will lease to the buyers, and a now-vacated lumberyard in Hanson, Ma. His hardware store, Flood Square Hardware, South Boston, Ma., was also not part of the deal.

Martin Upgrading Plywood Mill

RoyOMartin, Alexandria, La., will spend $10 million on improvements at its SYP plywood plant in Chopin, La.

The centerpiece of the project will be a fifth dryer, which will cost $6 million and raise capacity by 257o to 500 million sq. ft. per year.

Construction, expected to begin last month, should be complete by early spring 2010.

Orgill Unveils Gigantic DC

Orgill, Memphis, Tn., began shipping from its new Mid-America SuperCenter in Sikeston, Mo., Aug. 3.

The $40-million, 795,000-sq.-ft. distribution center stocks an estimated $35 million in inventory.

Wisconsin Chain Gets Showy

Marling Lumber has opened a HomeWorks decor showroom in Janesville, Wi., and relocated its company headquarters from Madison, Wi., to the new 17,000-sq. ft. facility.

Founded in 1904, Marling spent $2 million and the last two years transforming a former Wolohan Lumber yard into the elaborate showroom. Displays include a functioning kitchen area; closet, bath and office cabinets; energy-efficient products, and an "aging in place" section targeted at

homeowners who want to remain in their homes as they grow older.

Marling also has HomeWorks units in Madison. Waukesha and Green Bay, lumberyards in Janesville and Madison, and a door plant in Edgerton.

HomeWorks stores provide one place to sell products from all divisions. "Our cabinet people were doing one thing, our lumber people referring another way, and wholesale doing something different," said c.e.o. Kurt Marling. "Now, it's under one roof, and everyone's working together to benefit customers and contractors."

Bison Released From Leases

A bankruptcy court judge has freed Bison Building Materials, Houston, Tx., from 1l property leases that it claimed were preventing it from returning to profitability.

Bison stopped rent payments in May after closing the yards earlier in the year. They include San Antonio, Conroe, Irving, and three in Houston, Tx.; Albuquerque, N.M.; Las Vegas, Nv.; Monroe, Oh., and two in Aurora, Co. The chain said it had attempted to sublease the shuttered facilities, but could not find tenants for the majority.

Bison traces its problems to overaggressive expansion along the Interstate 35 corridor. Once with 24 locations, Bison now has eight yards in the Houston and Beaumont region.

NewYork Chain Shuts Down

Weisman Discount Home Centers. Queens, N.Y., has filed to liquidate under voluntary Chapter 7 bankruptcy and closed its eight stores.

The 77 -year-old retailer owes a total of between $10 million and $50 rnillion to more than 100 creditors. who will meet this month to divvv uo its assets.

Columbus Wins Exemption

Columbus Lumber, Brookhaven, Ms., received a Freeport warehouse exemption that removes taxes on products shipped out of state, saving the company about $9,000 a year.

As co-owner Doug Boykin explained to local officials, every penny counts during the worst housing and lumber markets in decades. "We think it's going to turn around next year, but it's going to be a slow climb," said Boykin. "We asked for the board's help so we can make it through."

He said that last year 79Vo of the company's inventory was shipped outside Mississippi.

#ar6 inch

gutters -

toofing material.

lnstalls with any kind of "tiger striping" marks on gutters Durable. Affordable

to conuol Gutter Clutter''

Frwent Gutte; Cluttsr" with PVC Gutter Guard Pro*l Designed to ,ffirent builduP of debris, it offers

producls

Radiata Pine Plywood

Selex plywood is made from radiata pine sustainably grown on Empresas CMPC's Chilean pine plantations.

Panels reportedly are knot-free in appearance grades and have thickness precision and dimensional stability.

FSC Certified Cedar Siding

Bevel in a Box clapboard siding from Boston Cedar in an Forest Stewardship Council-certified option.

The 112"x6"x16" leneths of west-

level ofcomfort and convenience.

They also are certified PS l-07 engineered plywood and meet UL requirements.

- Please call (770) 551-2640 or v i s it www.cmDc -use.com

Showering With aTouch

A touch-activated hand-shower from Alsons Corp. delivers a new

ActivTouch has three spray-selection buttons and a pause-control button that reduces the spray to a trickle.

Included is an extendible, stainless steel hose that stretches from 60" to 82" for maximum reach and easy movement.

- Please visit www.alsons.com or catl (800) 421-0001

Really Large Fasteners

Jumbo fasteners from Fasco America can be used for heavv-dutv firaming. engineered lumber. eiterior decks, and other applications.

They are available in plastic strips and sheets and wire coil collations that are compatible with most common brands of nailing tools.

The company also makes its own line of nailers, with rugged designs, limited recoil, and accurate balance.

- V s i t www.fa.sc oam e ri ca .com

SealYour lp6

Ipe Oil hardwood deck finish from the Ipe Clip Co. is specially formulated for exotics hardwoods.

l*m,31JmgW'g'**t@hq

ern red cedar are pre-primed and cured at the mill, then packed in a heavy-duty box.

- Visit www.bostoncedar.com

The finish reportedly is durable, invisible, stain resistant, and does not alter the original finish or appearance of the wood.

It uses transoxide pigments for grain enhancement, and U.V. screens for protection against the sun's harmful rays and temperature fluctuations.

- Please visit www.ipeclip.com or call (866) 427-2547

Drainable Housewrap

Benjamin Obdyke's Hydrofilament drainable housewrap reportedly delivers 140 times more drainase than standard housewraps.

for all grade installations and allows for normal expansion and contraction of all types of wood flooring.

* Please call (800) 394-9310 or visit www.dritqc.com

Bars That Work

A line of flat and glazer bars from Stiletto Titanium Tools can be used in a variety of construction applications.

The titanium bars reportedly weigh 45Vo less than steel equivalents. Multifunctional flat bars measure 5.25",11.5", and 15", while multifunctional glazer bars measure 7.5" and I 1.5".

- Please visit www.stiletto.com

Skinny Drain

(ASTM E-514) for wind-driven rain up to 124 mph, to help eliminate the damage and decay caused by moisture penetration.

- Call (800) 323-7357 or visit www.seal-krete.com

MoreThan Level

C.H. Hanson's precision level features a patented 360'rotating aviation ball, transforming it into three tools in one.

A patent-pending design creates a path for moisture trapped behind cladding to flow freely, ensuring that exterior walls dry quicker.

Each 39"x100' roll also resists moisture and air penetration into the building, contributing to a structure's energy efficiency.

- Please call (800) 346-7655 or v is it www .b e nj aminobdy ke .c om

Enviro-Friendly Fans

WhisperValue and WhisperValueLite ventilation fans from Panasonic offer Energy Star qualification, high airflow circulation, and low noise in a slim profile.

A stainless steel, linear-slot drain by Quick Drain USA can be used in showers, decks, pools, and trough drain applications.

The device can read if a surface is level or plumb, check two directions at the same time, and measure angles and pitches.

- Visit www.chhanson.com

Just l" wide, the drain reportedly installs quicker and easier than traditional round-center shower drains. Seven standard sizes work for both side and bottom drain outlets.

- Please call (866) 998-6685 or vi sit www .quickdrainus a.c om

Stucco Sealer

Stucco Guard water-based acrylic sealer from Seal-Krete provides a tough, water-resistant film for new or aged stucco surfaces.

The product meets standard testing

The latter model also includes two l8-watt compact fluorescent lights and a 4-watt nightlight.

- Please go online at wwwptnasonic.com/ventfans

Wood Floor Adhesive

DriTac's new 7700 Easy Clean urethane wood-flooring adhesive is zero VOC and zero solvent so it contributes to LEED points.

This low-odor adhesive contains no water and provides a waterproof membrane when cured. It is suitable

Wood-LookTile

Portobello America's Ecodecor porcelain tiles have the look of wideformat oak floorins.

Five aged-oak colors are achieved by using the same pigments used to dye natural wood.

Sizes include 4"x48".6"x48". and 8"x48", as well as specialty tiles.

- Please call (954) 969-1616 or v i sit www po rt obe I I oa me ri ca.com

Hardwood Deck Screw

Simpson Strong-Tie's DHPD stainless steel deck screw is specifically designed for hardwood decking, with a paddle-style drill point that eliminates the need to pre-drill holes.

Reinforced mid-wings allow the compact head of the screw to countersink into deck boards for a clean look.

The connector is also collated to work with the Quik

3" to 48"

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Industrial Waste Water Applications

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Sewer Sludge Compost Pipe

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Phone: 91 0-525-4046

FAX 9t0-525-5801

For the Best Quality and Service Call WEB SITE: www.cpp-pipe.com

Grow's Market & Price Service

Ihe most comprehensive market & price ssrvice covering the l{orth American lumber and panel markot.

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Worrv-Free PVC Deckinq

Certalnteed's EverNew LT cellular-PVC deckins never needs painting or staining and will not splinter, warp-or rot. A fusion-bonded Lumenite surface reportedly protects

Now every subscription to Crow's Market & Price Service includes all of these great features:

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against molcl. stain. and color l'acling. The surfirce is solarrcflecting. making it cool to thc touch olt cvcn h<lt days.

Four bolcl colors-saddlc. sccluoia. clurrc, and grc;''stone-are availablc in l"x5- l/2" trlanks. in l2', l6' and 20'lcngths.

Finished Cedar Fencing

Rcclwood Empire's new linc of' kiln-clriecl ccclar lcncing is t'inishecl lvith a water-basccl stitin fronr Arch Chcnricl[. lrlus a water'-recluciblc linsced oil fbr incrcasccl l)cnLtlrti()r) ancl clLrrabiIity.

Thc nroclucl is available in 5/8" and 3/-1 x -1". in ttotrtinal wiclths and zl' to t3' lengths.

Spray Foam Insulation

Enertitc opcn-ccll. sprly lpplicd polyurethane foam insuIation f'nrnr BASI- proviclcs souncl absurption. hcalthicr indoor air qualitr'. ancl protcction ll'onr thcrrlal lcaks.

Thc u'atcr-blown firanr f'lorvs into clil-l'icult to rcach areas to create a searlless seal

Combinecl rvith plopcr nrcchanical vcntillti()n. it e i-ur improlc air quality by inhibiting thc growth ol' nrokl lnd nrildcu'.

Lag screws are old news. The self-tapping GRK RSS is a serious structural screw, It's a hrgh torque, high tensile, htgh-tech wonder. lt bores through wood with ease and greatly reduces the risk of splttting. Its revolutionary design also eliminates the need for washers In the time rt takes to put in a drill bit you could be done.

SOUTHEASTERN Lumber Manufacturers Association held its annual conference July 22-25 on Amelia lsland, Fl. (1) Political commentator Dick Monis, Charles Thomas lll. (2) Dave & Maeve Gagnon. (3) Donna & Johnny Hall. (4) Sue Exley, Perry Chandler, Scott Beach. (5) Fritz Mason, Joe Kusar, Digges Morgan. (6) Tom Cator, Debbie Brady. (7) Rob Girardi, Don Bright, Keith Robertson. (8) Al Keith, John Tittle, Rob

Uelmen, Jim Boheler. (9) Stacey Carden, Ben & Victoria Stimpson, Mike Pastore. (10) Christy Sammon, Debbie Brady, Katie Bodiford, Beverly Knight, Wade Camp, Kim Drew. (11) Ben & Sallie Garrison. (12) Bryant Beadles, Paul Lentz. (13) Barry Black, Don Woodruff. (14) Robert Harris, Jay Jordan. (15) Charles Thomas Jr., Charles Thomas lll. (16) Sue & Jack Jordan. (17) Dale Dryden. (More photos on next page)

l?/

SLMA Griffin, Sandy White,

(continued from previous page): (1) Jeremy C.J Griflin, Jesse Griffin, Billy Grif{in (2) Jeff & Miller, David Conner. (3) Gaden White, Brant Danny White, Robin Little. (4) Daniel Dickert,

Forget the sanding

Durastrand Flooring stays firm and flat

Durastrand@ Flooring features an enhanced edge seal and an engineered blend of waxes and resins that block moisture and reduce or eliminate swelling even in harsh conditions. Plus it comes with a go-day no sand and 5o-year guarantee against delamination and manufacturing defects. Co for the new choice in flooring, and forget the usual hassles and call-backs.

Durastrand Flooring-on the level@

Dave Diponzio, Bump Faircloth, Lee Childers. (5) Bill Howard, Will Grif{in, Jamie Hotchkiss, David Kowalsky. (6) Tayja Almond, Harley Almond, Pat Almond, Mystery Almond, Ardis Almond, Vince Almond.

Store Gets New Owner, Look

Linden True Value Hardware, Linden, Mi., was sold in late July, but most of the staff, including former coowner Judy Pieczynski, is staying on.

New owner Claude Stutts, who also owns Quality Ace Hardware, Durand, Mi., has renamed the business Ace Village Hardware of Linden. After the store's inventory is liquidated in a clearance sale, it will close for several months for renovations, including addition of cedar siding, new shelving and flooring, a larger parking lot, and a new greenhouse that is scheduled to open next spring.

Said Pieczynski, whose husband, Glen, retired from the business several years ago: "We're just getting older. It's time to slow down and give away the responsibilities."

Forklift Maker Realigns In U.S.

German forklift manufacturer

Jungheinrich is closing its North American sales office and will distribute its equipment through Mitsubishi Caterpillar Forklift America dealers.

Effective January l, 2010, MCFA becomes the exclusive distributor of Jungheinrich in the U.S., Canada and Mexico, with the close of Jungheinrich Lift Truck Corp., Richmond, Va., and its dealer network.

In 2008, Jungheinrich held 1.2Vo of the North American market, selling some 1,900 forklifts, while MCFA had more than lj%o of the market.

Jungheinrich will open a dedicated design center in Houston, Tx., where it will design new models. It will also supply some Catepillar-branded Class I trucks and Mitsubishi-branded Class 3 products.

The Cat line will now focus on sitdown Class 1.4 and 5 counterbal-

anced models, and the Jungheinrich line on narrow aisle Class 2 and 3 products and select Class I models. The Mitsubishi line will not change.

TJ Reborn As RedBuilt

Atlas Holdings LLC, Greenwich, Ct., acquired Weyerhaeuser's former TrusJoist commercial division and will establish it as an independent business to be renamed RedBuilt. The name honors Harold "Red" Thomas, a wholesale lumberman who started TJ in 1960 with inventor Art Troutner.

The newly named company has manufacturing facilities in Delaware, Oh.; Chino, Ca., and Hillsboro and Stanton, Or., as well as 13 design and sales offices across the country. Headquarters will be reestablished in Boise, Id., and members of TJ's former management team will return as investors and managers.

Tom Denig, former TrusJoist c.e.o., will serve as chairman of the board, with Bill Walters, former general manager and v.p.-operations, as vice chairman. President and c.e.o. will be Kurt Liebich, who oversaw commercial and industrial operations at TJ before succeeding Denig as c.e.o.

Mills Fight Simultaneous Fires

Saturday July 25 proved an unlucky day for lumber manufacturers, as fires ripped through three separate sawmills on the same day.

About 3:30 that afternoon, flames tore through three dry kilns at R.E. Lowell Lumber, Buckfield, Me., destroying the building. All three kilns had been running at the time, but no injuries were reported.

Two hours later, fire-possibly caused by lightning-struck Worley Lumber, Pekin. In. Owner Debbie

Should Dealers Expand In Tough Times?

Now may be the right time to launch a new business, according to a new survey by Ace Hardware.

More than a third of the 538 small business owners surveyed in the new Ace Hardware Entrepreneurship Study said they would advise someone to start a business in 2009. Another 297o might recommend a business launch, while only 9Vo said absolutely not.

"These findings may appear counter-intuitive in today's climate," said John Venhuizen, Ace

Hardware's v.p. of business development. "Yet, the small business owners who were surveyed have experienced first-hand how challenges beget opportunity."

Over half of the respondents cited the job security of being one's own boss as a major benefit of owning a business, with 287o saying they "absolutely" have more job security. Other top benefits: independence (73Vo), flexibility of schedule (73Vo), and a sense of fulfillment or achievement A9Vo\.

Lanham described the sawmill as "a total loss," but vowed to rebuild.

An hour later, about 6:30 p.m., Rector Pallet Co., Rector, Ar., lost its lumber shed to ablaze that began near an electrical panel. The 80-year-old structure was one of the city's oldest and largest buildings.

The blazes are under investigation.

Ohio Owner Pleads Guilty

Terry Robbins, owner of Ohio Valley Lumber, Piketon, Oh., pleaded guilty to bank fraud, mail fraud, and money laundering. As part of his guilty pleas, he will forfeit proceeds from the fraud, including $99,120 in cash and a Lamborghini sports car.

In 2003, Robbins secured a $5 million business line of credit from a local bank. According to court records, he then submitted bogus contracts implying he had made large timber purchases from multiple vendors.

After a fire destroyed the business in 2004, Robbins allegedly mailed inflated values for the destroyed lumber to Pennsylvania Lumbermens Mutual Insurance Co. In 2001 , he transferred insurance monies between companies he and his wife owned.

He faces up to 30 years in prison and a $l million fine for bank fraud, up to 20 years behind bars and a $250,000 fine for mail fraud, and up to l0 years in prison and a $250,000 fine for money laundering.

Larcenous Manager Arrested

The former office manager of Village Ace Hardware, Baldwinsville, N.Y., has been arrested and charged with stealing more than $100,000 from the store.

According to police, Bernice J. Provost, 53, was arrested on Aug. I and charged with grand larceny, computer tampering, and falsifying business records.

During her time at the store, from March 2008 to May 2009, police say she attempted to hide her thefts by destroying the store's computer data, bank statements, checks and ledgers.

Burglar Hits Ace Hardware

A thief broke into Ace Hardware, Oliver Springs, Tn., early July 26 and stole five handguns, two rifles, and two military-style assault rifles.

"It took 51 seconds from the time he broke the window to when he ran back out," said police chief Kenny Morgan, after viewing the store's surveillance videotape.

u0Ile

Curtis Gray Allen, 65, retired sales manager for Hunt Forest Products, Ruston, La., died July 27 in Monroe, La.

He started his career as a plywood salesman for Willamette Industries, Ruston, La. He also served as manager and v.p.-wood products division at Allied Building Stores, Monroe; sales and marketing manager for Gulf Coast Plywood, Natalbany, La.; commodity lumber and panel trader at Timber Products Sales Co., Springfield, Or.; manager of the wholesale lumber division at Universal Forest Products, Salisbury, N.C., and regional sales manager at F.P.I.X., Dallas, Tx.

He worked for Hunt from 1978 until retiring January 3l,2009.

Allan John "Bud" King, 88, retired owner of King Lumber, Utica, Mn., died Aug. 14 in St. Charles, Mn.

Mr. King served in the U.S. Army during World War II as an infantry captain in France. Following the war, he went to work at Midler Lumber, Utica, before starting King Lumber in 1949. He retired in 1983.

James *Ji11t' William Brennan, 64, transportation manager for Empire Wholesale Lumber, Bath, Oh., died Aug. 12 in Norton, Oh.

Mr. Brennan served with the U.S. Air Force during the Vietnam War, working on missile sites. He joined Empire in 2002, after working for Universal Forest Products, Grand Rapids, Mi., and Tampa International Forest Products, Tampa, Fl.

William Patterson,83, former v.p. of Jaeger Lumber, Union, N.J., died July 22 in Bedminster, NJ.

Mr. Patterson served with the Navy in both World War II and the Korean War. After graduating from New York University, he worked at J.D. Loizeaux Lumber, Plainfield, N.Y., and served as v.p. ofJaeger from 1984 until he retired in 2008.

He was a past president of the New Jersey Lumber & Building Material Dealers Association.

James V. Butler, Tl, retired v.p. of Sherwood Lumber, Islandia, N.Y., died July l6 in Bayview, N.Y.

After serving with in the Army, he joined the sales team at Sherwood Lumber. After 20 years, he retired as v.p of the company.

Dan Robert Fay, 63, retired v.p. of sales and marketing at Gulf South Forest Products, Fort Lauderdale, Fl., died Aug. I in Lessburg, Fl.

After graduating from Purdue in 1969, he began his 4o-year lumber career at Koppers Co., Pittsburgh, Pa.

Charles J. Rasmussen, 77, former owner of Peninsula Lumber Co., Garden, Mi., died July 2l in Garden. He owned and operated the company from 1961 to 1994.

Robert L. "Fuzzt' Allen Sr.. 80, owner of Robert Allen Wholesale Lumber & Grain, Sesser, Il., died July 20 in Du Quoin,Il.

He started the company in 1948.

Glenn Thrift.76. owner of six-unit Tri-County Ace Hardware, Seneca, S.C., died of cancer July 28 in Houston, Tx.

He and his brothers opened their first store in 1961 in Westminster, S.C. The chain now has units in Seneca, West Union, Clemson, Pickens, Salem. and Piedmont, S.C.

James (6Jimt' Preston Blevins, 86, former co-owner of Blevins Lumber & Construction, Temple, Tx., died Aug. 2 in Temple.

A WW II Army veteran, he ran the company with his brother, Herbert.

A I AMERICA'S BUILDING MATERIAL

fIAn sffiIl?il's

Sell Something?

Spring 2009 crowds grew by 30Vo over Fatl 2008. If you have excess material, donot settle for a liquidator's final offer...sell it for the highest bid!

FALL 2OO9 SCHEDULE

August 22-23; Baltimore, MD, Howard County Fairgrounds

September 1"2; Kansas City, MO, Peak Headquarters

September Ll9-20; Detroit, MI, Michigan State Fairgrounds

September 26-271' Louisville, KY, Kentucky State Fairgrounds

October 3-4; Indianapolis,IN, Marion County Fairgrounds

October 10-11; St. Charles,IL, Kane County Fairgrounds

October 17-18; Berea, OH, Cuyahoga County Fairgrounds

Oct.31-Nov. 1; Harrington, DE, Delaware State Fairgrounds

November 14; York PA, York Expo Center

November 2l-22; Charlotte, NC, Metrolina Tradeshow Expo

December 5-6; Baltimore, MD, Howard County Fairgrounds

ploce

Rates: $1.20 per word (25 word min.). Phone number counts as I word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera-ready" (advertiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 552l990.MakecheckspayabletoCutlerPublishing.Deadline: l8thofpreviousmonth.

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

frlumtr lumsen GomPanu

We are a 65-year-old company looking for an experienced national salesperson to sell a wide variety of building products or who specializes in panels, plywood, lumber, and/or specialty products (imported and/or domestic). Contact Tim at Klumb Lumber Company, Flowood, Ms. (800) 748-8818 or (601) 209-9396. Email trainwater@klumblumber.conr.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60Vo split for trader. Call John at Lakeside Lumber at (623't 566-7100 or email lakesidelumber@cox.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.amerbusconsulting.com.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 874I 953, Fax 888-576-8723. email LumberSource@ worldnet.att.net.

For estimates: Call 305.674.8080

E mail jack@brazfloor.com

Jessica is there for Tom's wife and kids.

That way, Tom can be there for our country.

AERT

Sotlnlrsr

K0rna...................... ......(800) glG2239

Klumb Lumber Co. (Daphne, Al.).................(251 ) 62S1716

Klumb Lumber Co. (Loxley, Al.)...................(251) 964-4980

Klumb Lumber Co. (Ga.)..............................(678) 7294400

Klumb Lumber Co. (Gulfpott, Ms.) ...............(228) 867-1191

Klumb Lumber Co. (Jackson, Ms.)...............(601) 932-6080

Klumb Lumber Co. (In.)...............................(423) 639-5501

Lumbemen's UndeMriling Alliance...-.........(561) 994-1900

Lumber Timber Group (LTG) Inc..................(866) 81 1-7318

Mcshan LumberCo .....(205\375-E2n

Osm0se.................. '....(7701228-8l.34

Hood Distibution (Ct.)..,............,..................(800) 46&8220

Hood Oistribulion (Ma.),.,.,...........................(800) 752{129

Hood Distdbution (Vt.)..,................,..............(800) 95S26r/

Intemational Building Products N.A, ............(866) 68+7800

Inlex Millwork 587-5900 427-2547

lpe Clip Co., ThE

lrving Forost Produc{s..........,.......................(5m) $2-5149

Lanxess Corp. .......,...........(800) 52&9377 (412) 809'1000

Matthews Intornationa|................,................(412) 665-2500

Northsastem Lumber Manulacturors Assn..(207) 829€901

North Pacific.....,..., .......(603) 22+9570

P. DiPrizio Lumber, llc.......,.......................(603) 332-4654

Pennsyfuania Lmbrmns. Mutual Insurance..(8m) 752-1895

PPG Machine Applisd Coatings...................{4131 82-257 4

Robbirc Lurnber, |nc.....,..............................(2071 542-5221

Sandy NeckTrader$ ....(5s)4824195

Seaboard lnternational Forest Products......(800) 669€8m

Universal Pofy Pmducts...............................(w| n2-w24

Versa1ex................ .......(724) 857-1 1 1 1

Wanen Tfask C0...

illtoWrsr

Biewer Lumber....,..

tto-Arurnc

......(910) 675-8999

Tenon USy'/Fletcher Wood Solutions.....,....(866) 372-9663

US Lumber (Baltimore) ................................(888) 889-5430

US Lumber (Greenville) ........,.......,..............@00\ 222-2617

US Lumber (Raleigh) .....(888) 773-0102

Viance.................... ......1704). 522-0825

Williams Lumber Co. ol North Carolina,.......Q52\ 442-2136

llornErsr

American Lumber... ......(800) 411-7608

B€std€ck, 11C........

Cabot Factory Finish....................................(800) 87/{246

Cambia Wood by GrEen|eaf .,.......................(866) 960-9663

Churchill Coatings.. ......(508) 839-9700

Cowls ..................... ......(413) 54$1403

Diorio Forsst Produc,ts (N.Y.).......................{607) 7454954

BiPrizio Pine Sales. ......(888) 3S-8487

Gossen Corp.......... ......(800) 558-e984

Hancock Lwrber.... ,.,.(201e'7-7ffa

752-0121

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 Sa|es....,,,........,(800) 341-6485

Digger Specialties..

546-5999

......(402) 330-6620

Do il Best Corp....,.. ......(888) 364-8237

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

KK Mfg. Co.......,...,. ......(913) 908-9445

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

Kubinec Strapping So|utions........................(866) 397-8727

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

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

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

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

skuttleTighr...........

758-8853

Ter,rxo Building Pr0ducts..............................(800) 405-0546

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

Som (:rnt

Breco Wood Products........(800) 742-3093 (903) 8681541

Capital Lumber Co. (Dallas, Tx.)..................(214l' f47-2351

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

Cedar Creek (La.) .......(800)2564165

Cedar Creek Wholesale (Oklahoma City)....(800) 375-6025

Cedar Creek Wholesale, Inc. (Tulsa, Ok.) ...(800) 299-9870

Cedar Creek (Carrollton, Tx.).......................(ffi) 323-51 17

Cedar Creek (San Antonio, Tx.)...................(800) 284-0488

East Teak Fine Hardvp0ds..........................(800) 338-56iil6

East Texas Foresl Prdch. .(800) 443-7883 (903) 66$3993

Elder Wood Preserving......(8(,0) 467-801 I (31 8) 9e{-21 96

GAF-Erk................. .......(866) 322-7452

Fry Whol€sale Lumb€r ......(800) 274-4849 (940) 648-2999

Hoover Treated Wood Ptoducts...................(800) 531'5558

Jackson & Langford Wholesale Lumber......(800) 333-8418

Jordan Lumber, Lee Roy...(21 4) 357-731 7 (800) 442'3i196

Klumb Lumber Co. flx.)...............................(9f,3l 8n-2242

Landry Lumber C0,............(318) 442-0453 (800) 467-8018

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

NewTech Shingles, ......(281) 359'2288

Richardson Timbers..........(877) 318-5261 (214) 35&2314

RoyO. Martin........ .......(800)299-5174

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

Snider Industries... .......(903) 938-9727

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

W:sr

Anfinson Lumber Sales..,..........................,..(909) 681 -4707

APA-Engineered Wood Association............(253) 565-6600

c&D Lumber co ..(541) 874'2241

FAX to 949-852-0231

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

Name (Please print)

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

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Di Prizio Pine, P. .....30

Fasco America [wwwfascoamerica.com] ......32

Fletcher Wood Solutions [www.tenonusa.com].................21

GRK Fasteners [www.grkfasteners.com] ..........................39

Hancock Lumber [www.hancocklumber.com] .................31

HDK Wood Products [www.hdkwoodproducts.com]........29

Ipe Clip Co., The Iwww.ipeclip.com] ..................................40

J.D. Irving [www jdirving.com]........... .........29

Krauter Solutions Iwww.krauter-storage.com] .................19

Matthews Marking Products Iwww.matthewsmarkingcom] ..........................................8

Mill Services Inc. [www.millservicesinc.com] ......27

New South [www.gator-guard.com]

North Pacific [www.northpacific.com] Cover I

Northeastern Lumber Manufacturers Association [www.nelma.org]. )1

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

Peak Auctioneering Iwww.peakauction.com]............. .......43

Plastic Components Inc. [www.plasticomponents.com] ...35

Redwood Empire Iwww.redwoodemp.com] ........................5

RISI [www.risiinfo.com/crows].............

RoyOMartin [www.royomartincom] ............3

Sandy Neck Traders [wwwsntraders.com] .......................28

Simpson Strong-Tie [wwwstrongtie.com] ............................8

Tank Fab [www.tankfab.com] ......................22

Wynndel Lumber [www.wynndellumber.com]..................17

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