Building Products Digest - October 2006

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About the Cover

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4 BurLrrxc Prooucrs Drcrsr Ocroeen 2006

ALAN

Do I really want to work here-or there?

There are those companies that seem to just turn over their staff and management on a regular basis. As a service provider to several such companies in our industry, where relationships are crucial, I know how difficult it can be to start over again every two or three years. However, I also think about those left behind working in such companies, and what they face.

When anyone with any tenure leaves a company, a knowledge bank leaves with them. When the whole staff turns over, well, you can imagine. I think the challenge of finding a good company to work for is really difficult today, as in most companies the only constant is change itself. Unfortunately, I am sure I am not alone in having made a couple of bad decisions with companies I have joined. In those cases, I just did not heed my gut feeling-or the warning bells flashing in front of me. Nothing was necessarily wrong with those companies. They were just not a fit for my talents or the way I do business.

I am often asked if I think someone would be a good fit for such and such company, but I have learned the hard way that what seems right today can quickly sour tomorrow and I would hate to help either a company or an employee make a wrong choice. I have never quite fathomed out whether working for a good company and a bad boss is bet-

ter than working for a bad company and a good boss. I think the one oveniding issue I would consider today, apart from the money equation, would be "Can this organization be trusted?" That can only be gleaned from working at a company, or by really researching a company you want to join by asking the people who already work there. In the past, I have been guilty of not doing enough due diligence. I have also learned that the grass is not always greener somewhere else, and that for those extra dollars there was a price to be paid.

Trust is earned by saying what you mean and doing what you say. Simple theory, but unfortunately, in my last five years of corporate life before coming to this company, I did not see much of it. My experience in later years was that companies say one thing but do exactly the other. Our greatest asset is our people, they say, but at the first sign of trouble they lay them off or send their jobs overseas or to untrained workers elsewhere. They tell their staff to take risks and then nail them for doing so when they do not work out. As my last column suggested, they talk about stretch budgets, but then nail them when they are not reachedeven if the end results were still good. They talk about customer service, yet they will ship inferior product. not ship on time, or follow up when there is a problem. And

to get the forecasted numbers all sorts of tricks are pulled. They tolerate individuals who I have seen drag whole departments down, and who do not espouse core values, yet keep them because they hit their numbers. As I write this today, one large company (not in this industry thankfully) has laid off 400 people by email-a sign of the times.

When dealing with individuals, the air in many companies is full of halftruths and lack of candor. The message changes constantly, and mixed messages are what leads to distrust and apathy. I have been fortunate to work with bosses whose every word or deed I could trust, and unfortunately have worked with bosses who could not be trusted. The difference in working atmosphere was quite clear. The difference in performance was markedly different as well. Getting trust from your employees is not rocket science. The key is saying what you mean and doing what you say with the utmost integrity.

To those looking for a different job, pick your new company with great care. When you interview, arrive early. Take note of the environment around you. Listen to how staff is handled or how calls are placed. Look for smiles as people pass through reception or head for the break room. The manner in which everyone acts is a clue as to how the whole company works. It is just like dating; compatibility is an essential part of whether you see that person again. It should be top of the list when deciding where you will be spending the better part of your waking day. In the end, it is not about money.

It is whether you believe you can fit in culturally, be yourself, and not pretend to be something you are not. Money is great, but I would prefer to earn less and be able to arrive each and every day with a smile on my face, and feeling appreciated. It took me an awful lot of pain to learn it, and in the end, I should have listened to mv sut!

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Your gateway to suppliers of quality products:

II fhen Jeff Booth and Rob Banks Y Y launched BuildDirect seven years ago, their goal was to change the way building products are sold.

"The building products industry is one of the most fragmented industries in the world," said Booth, who has worked in construction and real estate development. "There are literally millions of manufacturers out there, and because it is such a fractionalized industry, you end up with many layers between the manufacturer and the end customer, all of whom are looking to build a profit into their pricing."

True to its name, the Richmond, B.C.-based company buys directly from top manufacturers in the world and ships directly to customers. Current product lines include flooring, tile, roofing, countertops, and decking. Proprietary shipping and logistics software automatically maps out the best delivery route and shipping method for door- to-door delivery anywhere in North America or to any port worldwide. Purchasers receive instant shipping estimates so they know the exact costs of shipping before they buy.

"We have been able to build the business into what it is today because of the unique advantages we offer to both manufacturers and customers," said Booth. "For manufacturers, we are able to take on all of the costs and work associated with branding, logistics, and marketing for their products intemationally. For volume buyers, we provide unrivalled customer service. the best quality and pricing together with integrated on-time logistics." The company also provides all warranty support and customer service.

After seven years, BuildDirect continues to grow and change. "A lot of companies in the building products industry that used to think of us as a competitor now see us as an ally," said Banks. "There are also some areas where we are just never going to compete. For example, we never plan to get into the business of warehousing product. Our success has been built on providing volume buyers (homebuilders, developers, contractors, remanufacturers, architects, and do-ityourself renovators) with the best quality products shipped directly from the manufacturer."

Some customers, he said, need to have warehoused products that they can pick up or have delivered the same day. "There will always be a need for that business," he said, " and to our benefit, some of the wholesalers and

E-dealer becomes global ruith logistics software

retailers who do have warehouses are starting to see that we can offer them better pricing and products than anyone else."

While the U.S. market accounts for l5Vo of their sales, the company's global reach continues to expand. A workforce that speaks 22 differentlanguages helps the company do business in more than 50 countries. "In some countries like China, our business was initially just finding the best manufacturers with whom to establish partnerships," Banks said. "Now we are starting to sell back into those markets and reaching some of the furthest corners of the globe."

As an example, the company recently sold and shipped its first pallet of flooring to a buyer in the Seychelles-one of the most remote and costly places in the world to ship products to. "That is how our shipping and logistics system has been built," he said. "Not only can we get the lowest prices for a customer in Los

Angeles or New York, but we can also offer the best pricing virtually anywhere in the world."

As customers get used to the concept, more of the business is conducted online. "At first most new customers wanted to call in and speak to someone about their order, particularly with the large quantities that they were ordering," said Booth. "What we are finding now is that once customers have made that first order by calling directly, they see the quality and customer service that we provide and feel a lot more comfortable completing subsequent orders online."

In August, the company secured an additional $7 million in private equity financing to help accelerate BuildDirect's continued growth. "We want to keep building this company into an international success story," said Banks. "I would love it if one day I could pass a very successful business on to my children."

CO-FOUNDERS Jeff Booth (left) and Rob Banks (right) are changing the way building products are sold around the world.

Busi ness management softtuare To bug or not to bug

By James E. McGowan Everest Software

QELECTING the right kind of busi\)ness manasement software can help growing Jompanies address the challenges of competing with their larger counterparts. Cost, productivity improvement potential, and IT issues are all factors in the decision-making process. Companies must select the solution that works best for their business at different stages, whether the software is deployed in a hosted environment ("on-demand") or on the firm's own systems ("on-premise").

Traditionally, business management software has been sold on a perpetual license basis and requires a sophisticated IT infrastructure for ongoing maintenance and upgrades. In recent years, however, with broadband proliferation, more affordable IT equipment, improved security, and more advanced Web application tools, on-demand software has become a popular alternative.

ls 0n-Demand Right for You?

On-demand applications offer a number of benefits for small businesses. It is considered a relatively lowrisk investment because it has a lower cost of entry. There are no IT readiness issues. The time to productivity is shorter. All of these benefits result in initial cost savings and less burden on an understaffed IT department-or a non-technical office manager who must serve as the de facto department.

Many businesses prefer the "payas-you-go" aspect of on-demand. There's no escaping the economic reality that on-premise software requires a larger upfront investment due to the software licenses. hardware. and ongoing services required to operate and maintain it. For a small or early-stage business, this investment may be considered too risky.

The on-demand model eliminates most of the major upfront costs associated with deploying a multi-user business software solution on a company's

premises. On-demand providers typically charge on a subscription basis and do not require an investment in IT infrastructure. The software is also managed at the vendor's data center on the vendor's hardware on behalf of the customer, reducing the ongoing hassles of IT maintenance.

Generally speaking, the smaller the business, the less likely it possesses the time, money or expertise to purchase, manage and maintain an IT infrastructure. An on-demand application can eliminate many of these IT issues by outsourcing the setup and administration of the hardware and software to the software vendor that has already built and staffed a data center. While on-demand never completely erases the need for on-site technical skill, it dramatically reduces the technical burden associated with

Inside the Hosted [nuironment

The idea ofbusiness data residing at remote locations causes some distributors to hesitate. For many owners, comfort is found in keeping data physically present in the back office. LBM distributors are hands-on with their business and take the same approach with inventory, pricing, and customer data.

Security and data reliability should be a top priority in any business. How much time do you (or someone else in your company) spend maintaining servers, backing up data, and updating virus software? Do you test your backups to ensure that if a crash occurred your back-ups would actually work?

Most distributors don't have time to properly maintain data. Smaller companies can't afford to hire someone to maintain server architecture. You want your people selling building materials-not worrying about the next security patch. If you could pay someone else to do this. then vou could focus

the ongoing management of software.

To gain a competitive advantage, smaller businesses must use their size and agility to respond to opportunities faster than large businesses. Because on-demand software is typically preconfigured and pre-installed by the vendor's IT staff, it can be up and running in significantly less time than an on-premise solution.

Access to both on-demand and onpremise is identical, whether employees are in the office, at home, or in the field. With both, a sales manager can update customer relationship management data from a new customer's office, or a business owner can view sales reports from home after hours.

0r 0n-Premise Softtuare?

It would be a mistake to assume that on-demand is the risht solution

more on your business and eliminate the ongoing hassles of managing and updating technology.

Not all hosting solutions are created equal. Ask tough questions before selecting a partner. Does the hosting partner provide both application and hardware support? Do they have guaranteed up{ime? What are their backup, recovery and security procedures? What are your options for growth? The two most important things to look for are a company with experience hosting your specific application and a long list of customer references. DMSi, for instance, has 74 LBM customers with over 1,000 users running Agility in its hosted environment.

Hosted solutions simplify your life by building, managing and maintaining your application server for you. Server hardware and software reside at a remote, secure and expertly maintained data center, and back-ups are completed nightly. With a hosted solution, there's no worrying about how your IT demands will grow when your business grows, the risk of obsolete technology,

for every small business. On-premise solutions offer several advantages that can be very compelling for smaller businesses, depending on their size and other characteristics.

The biggest advantage of onpremise software is that it allows a business complete control over its own data, because it is physically located on the premises and does not require the transmission and storage of data off-site. This option also is considered a more cost-effective alternative over a three- to five-year period.

On-premise may also be the right choice for a larger or more transaction-intensive business. The architecture of on-demand software is not always designed to support high volumes of transactions (over 50 to 100 transactions a day), particularly in shared environments where users are at the mercy of Internet bandwidth and processing resources. Depending on time of day and season, the performance of shared server/on-demand software can fluctuate significantly.

On-demand vendors can't guarantee the communications link between the user and the vendor's data center, although they can set service standards for the servers in their own data centers. An on-premise solution does not have any remote-connectivity issues to contend with, which can be a critical consideration for a growing business.

or the scarcity, expense and management of IT technicians.

One common pricing model in a hosted environment is to pay a monthly fee per user. This allows you to pay for only the technical resources your busi ness needs today. In the traditional onsite server model, you have to decide between investing money in a server you may soon outgrow or buy a much larger server than you currently need in hopes of one day growing into it.

Hosted solutions offer incredible flexibility. All you need are a PC and a reliable Internet connection, and you're instantly connected to up-to-the-minute inventory information from anywhere in the world.

Transitioning to an established hosting environment requires much less effort than configuring a new hardware infrastructure. In fact, companies who decide to host their application locally still use hosted environments to get a headstart on their application setup while they are buying and testing local hardware.

Hosted software solutions are criti-

An on-premise solution allows a business to retain complete control over its entire hardware and software environment, which also provides the flexibility to select the peripherals and third-party applications that best complement and support the business' processes. Typically, on-demand applications do not support external hardware systems that may be critical to a company's business model. One example would be the inability of an on-demand application to offer pointof-sale hardware integration.

While an on-premise implementation requires a larger up-front investment, it can deliver a greater return on investment over time. Although ondemand solutions have a lower upfront investment, there is an obligation to pay ongoing subscription fees and, typically, there are no volume discounts or declining marginal costs for additional users.

lUhich ls Best for Your Business?

Both options can benefit growing businesses. The key is to understand what issues are most important for you, and weigh the pros and cons of each. There will always be trade-offs between lower initial payments versus lower long-term payments, convenience versus control, accessibility versus security, and so on. When selecting between on-demand and on-

premise software, it's a good idea to consider the following:

Cosf.' Does your company haveor have the ability to obtain (through leasing or other financing options)the funds necessary to invest in onpremise software?

Availability.' What level of "uptime" will the on-demand software provider guarantee and how quickly will it respond to a problem?

Control and Dsta Security: Are you comfortable with your data being housed off-site, or potentially residing on the same data center server as your competitors' business data?

F eature -S et and C ustomization Capabilities: Do your changing business processes require more configuration and customization than an ondemand provider can-or is willing to-handle? Or do you need (or plan) to integrate the software's capabilities with in-house applications or other software to which you may subscribe?

Scalability: How prepared are you to change your business management software as your company grows? Would you prefer to grow and replace your software, or let your software grow with your needs?

- James E. McGowan is president and c.e.o. of Everest Software, provider of both on-demand and on-premise software. He can be reached at (800) 382-0725 or via www. ev e r e s ts oftw ar e i nc. c om.

back-up. The risk is that if their computer system failed the day before the accountant performed a back-up, they would lose a month of business. In this scenario, how many distributors have the time and energy available to regain this invaluable information?

cal to a business, too, because they protect against unexpected events. During one particular site visit, an owner of a small distribution firm was asked if they had a server on site. The owner pointed over to three boxes sitting in the corner of the room and replied, "I think one of these is a server." This company had an accountant come in once a month to create an extemal tape

Distributors who know the pain of losing data love hosted models. A hosted solution eliminates the possibility of losing data after server crashes, power failures, and natural disasters. Too many distributors with multiple branch locations are crippled across their entire business when one site crashes. The costs to recover lost data and keep a business running after a risk event are staggering. And the chance of complete recovery is slim.

Do you have a customer list with accurate contact information? Do you know who owes you money? Do you know to whom you owe money? What do you charge for each item in your inventory? If an unexpected event occurs in your business and compromises your data, can you accurately and quickly answer these questions?

W'hat lies ahead in wood flooring

EIOR dealers. builders and contracI-' tors. it may seem as though the process of sorting through flooring options is never-ending. Tile, laminate, engineered flooring and others are flooding the market with easy-toinstall, no-hassle guarantees and quicker processes for finishing out the home. Despite these trends, solid

wood continues to be the most popular choice.

Proponents say that solid wood floors add value and character to any home or commercial building. Homes with wood floors sell faster, and often for more money, because of the flooring's inherent properties: durability, ease of maintenance, lhe environmen-

tal properties, and compatibility with any d6cor. They often outlive the home when manufactured and installed properly, outlasting the rest of the market's options, making wood floors a very sound investment.

Factory-finished and engineered flooring are gaining in popularity, but site-finished is still the only way to get that classic, smooth, tight-fitting wood floor. "Each product type has its place," said Mickey Moore, technical director for NOFMA: The Wood Flooring Manufacturers Association. "Engineered is excellent for sub-grade applications such as basements. Factory-finished products offer less hassle, but they aren't appropriate for all applications. The beveled edges collect dirt, so high traffic areas, like kitchens, should have site-finished floors to avoid a messy accumulation of debris."

Site-finished also allows for feature strips and customization. a growing trend among homeowners.

When it comes to species, exotics are gaining popularity, with South American species being the highest in demand because of their unorthodox characteristics and appearance. Despite imported species' fad-like popularity, solid oak is still king.

According to NOFMA, oak shipments have risen each consecutive year since 2004, with 2006 on track to beat 2005. In 2005, manufacturers shipped nine million more sq. ft. of wood flooring than in 2004. Shipments this year have followed the trend of housing starts, fading during the past three months, but still on pace for a third-consecutive record level.

Nevertheless. it is always important to know exactly what you are selling. With imported exotic hardwoods, that might not be easy. "Imported exotic species are raising concerns amongst

SITE-FINISHED flooring permits customization, such as feature strips and mixing species or sizes.

the industry' and consumers because of the lack of cntorcernent on han'csting procedures in loreign cor-rntries." said Tirnrn Louke. N( )FM.\ c\ce rrti\ c \ iec presidcnt. "When it colnes to irnported prefinishccl flooring. nrartr proclltcts mily nol bc ri'hat thcl' are sttlcl as. attcl son'rc likcly cotnc lirttt \ifgin tropicltl firrcsts."

I-ockc inclicatcd that thcle- is ltlstr conccnr that thc glucs ancl fiIiishcs rusccl in inrprlrtccl I'looring trtal cotttititr harrrful chcnricals. such as r.rrtsafc lcv cls of rncrcur'r' alrcl fi)nttalclchvclc. '.lt's a fact that nianl' of thc coltrttt'ics u hcrc these impolts are ntade- havc lottse envimnrncrttal regulatittns." Locke said. "So it stancls to rcason their ploducts miiy be less saf'e."

In addition to a ri'idcr ntix ttf species. NOFMA also sees plef'erence fbr a much ri idcr arral of gt'ades or appear.rnce chnracteristics. "We' I'c seen continucd ancl -gronitt-e popnlari ty of morc rustic looks in somc parts of the country." l-clckc siiicl.

Widel bollrl. lrlc Suirtirtr irt ptrptt larity. as arc clarker finishcs ancl clarkcr rvoocls. Sitc-f inishccl ri'ootl floolinrr c<lntirtucs to givc consutlcrs tl'tc tlpportunitl,' to cr.rstortrizc sltccics ri ith stains artcl rcfinish t hctr trcccssary. Othcr clorncstic spccics. inclLrcl ing nraple-. chcrrY ancl hickolr. ltre bccottrirrg morc ancl rt.tot'c popular as ricll.

"As consurt-tcr tastcs tt.tovc tttrvatcl rvidcr boarcls. the bchariontl charac teristics of *'oocl play a bigger rolc itt the floor's pcrltrrnrancc." said Moorc. "lvhich is all the rnore feason ttt tnake surc the procluct u'as Inade right in the first place to ar,oid problems latcr ou."

NOFMA also ct.tcourages use of products it certifies. to ensure the rvood floor performs as it should.

NOFMA uct'tilie rttirrlt rcqllilc\ Ini.lllu factulers to lneet high grading iind nriIIirrg stuttdlrrd:. Tltc \)t giltli/i.tli()ll regularly' inspects rlills to ensurc that

consurncrs receivc qualitl' proclucts that rvill provide lasting performance.

"NOFMA-celtif ied rnearts vou'll set a rvcll-macle. propelll functioning floor: the tongLlc ancl -grooVe tit

to-sether. the rnoisture content ls correct. and it rreets a strict line t)f -craclin-g stanclards. Basically. it is rvhat it sa1's it is. and we are rvilling to back that up." Locke said.

ALTERNATIVE species with more character, such as th s NOFMA-certified No, 1 Common Hickory, are growing in popularity because of the unique looks they offer.

Hardwood millwork adds style from floor to ceiling

nO YOUR customers' fireplaces need a face-lift? Are Lf their walls looking drab? If so, there are plenty of simple ways you can help them create their very own look using solid hardwood moulding.

When the questions start coming, pass along this advice from the American Hardwood Information Center:

Can I "stack" stock mouldings for a custom look?

Absolutely. Custom-built hardwood mouldings can be expensive, but chances are you can get the custom look you want on a modest budget. The standard width of trim is five inches. By combining some of the more than 350 moulding profiles and shapes that are available offthe shelf in stores, it's easy to build up or "stack" standard profiles to create the effect of a single piece of wood several inches wider in virtually any style.

How can I combine stock pieces of wood to create a baseboard?

Many baseboards, especially those in new homes, can use some sprucing up. Find at least two pieces of stock hardwood that, together, can create the look you want.

For a traditional baseboard, start from the floor with a relatively flat trim board that is 4" to 6" high. Add a piece of trim moulding with a convex or rounded shape (such as a basic quarter-round) at the bottom of the flat trim board. Then top off the flat board with a recessed profile. The finished product should measure 6" to 8" high.

Wt "t type of wood moutding should I choose?

Few materials stand up to wear and tear better than natu-

rally beautiful American hardwood. That's why woods like oak and maple are ideal choices for window and door casings and anything else likely to be bumped, such as baseboards, paneling and chair rails.

To make sure the trim you choose is solid, check to see if the grain pattern on the face of the product continues over the ends and sides.

When budget is an issue, it's possible to get the look of a more expensive hardwood, cherry for instance, by using a cherry stain on a less expensive hardwood such as poplar or basswood. This technique works especially well in decorative applications above eye-level-crown mouldings and recessed ceiling patterns, for instance.

How much of the wall should wainscoting cover?

Wainscoting traditionally is made of individual tongueand-groove solid hardwood boards. It typically is either the height of a chair rail (running along the bouom third of the wall) or the height of a plate rail (covering the bottom twothirds of the wall.)

In a room with 8- to 9-ft.-high ceilings, wainscoting at chair-rail height typically falls 32" to 36" up the wall. For higher wainscoting, at least 60" is usually best. To pick your spot, consider dividing the height of the room by three and drawing a line at the point you find most visually appealing.

How can I dress up my fireplace mantel?

The fireplace tends to be the focal point of a room, so enhancing it with hardwood mouldings, wainscoting or paneling is well worth the effort. If your mantel features decorative details, choose wall mouldings to complement that look.

Moulding strips will create the look of raised paneling. Use decorative hardwood medallions and other ornamental period-style mouldings to add visual interest to a plain mantel face. Stain trim the same color as the mantel or gild or paint it as an accent. Consider extending the design elements to include built-in seating, bookcases or cabinets.

When budget is a concern, transform a drab fireplace wall with a simple wood plank mantel, supported by antique-looking wood brackets.

Can I install my own trim?

Maybe. A handy homeowner with basic carpentry skills typically can tackle a simple moulding installation. The job requires the ability to use a miter box and a coping saw.

When possible, recommend several short pieces of moulding rather than one big piece for a long stretch of wall. When stacking mouldings, completely install the first piece for the whole project. Then add the second piece before the third, and so on.

AMERICAN cherry moulding and spiral staircase add warmth.

etitive ligence

The lace to be: the wave

how we always did things to how we needed to do them," he declares. "On day one, I sat down and took a look at the industry and, more important, our immediate area."

ITATHER knows best. we were .l-' instructed in the long-running TV sitcom of the Fifties. And for many years, Rob Szafraniec's father-owner of Cragin Industrial Supply Co., Chicago, Il.-did, indeed, know how best to run his business. as did his own father and grandfather before him in this northwestern, blue-collar section of the city. But in recent years, Cragin's well-established niche as an industrial supplier began to crumble as many manufacturing accounts moved out of town.

Rob had left the aisles where he'd filled in as a high-school kid to complete a degree in mechanical engineering and carve out a lucrative career in engineering sales. "I loved it; I was very successful," he states.

Yet, when out of the blue he received a phone call from his folks mentioning that they were considering selling the business, you know what he said? "Wait a minute. Maybe we should sit down and talk."

You guessed it: He took over the operation in late 1999, admitting that

By Carla Waldemar

the proposition "had always been in the back of my mind, though it had never been a [family] requirement. It gets in your blood. But until that fateful phone call, I'd previously given it no thought."

The clincher: "No matter what, you can't beat working for yourself."

He quit his sales job and came back home. armed with a five-year strategic plan to reposition the business and spur flagging sales. "The industry was changing so much, and in particular in our area, so that was the discussionhow to redevelop ourselves, which is always hard on family," he allows. "Today we've come full-circle," once again actively courting the consumer trade, "but it's been a pretty long road. My great-grandfather started it as a neighborhood retail store," but as the 'hood lost housing to manufacturing sites, "we became a supplier to industrial/commercial contractors. It got to the point where we actively deterred retail by adding a certain dollar minimum for orders."

Since taking over, Rob has remodeled the store to attract a wider range of contractors and then, yes, remodeled a second time to welcome back the retail crowd. "One of the biggest obstacles we faced was changing from

The first item on his agenda was to revamp the showroom, a soft freshening that expanded it from 1,000 to 2,500 sq. ft. "Everything had been behind counters, so the contractors weren't able to put their hands on it. That worked in the old days, when they came in for coffee and to trade stories, but not now. I opened it up to show products."

And he brought in new product lines-items like power tools and fasteners to better suit the needs of general contractors. "I also expanded our mechanical and chemical products, added portable cement mixers and tools," he says.

More important, he culled his list of vendors. "In many cases, we had multiple vendors for the same item, whatever was the flavor of the day that came in the door. There was no direction to it, and for a long time, that didn't really matter. But these days, you really need a true identity," he swears. "Now, we really pick our core vendors, going for strong brand-name recognition. We're partnering, we're developing relationships. And we tightened up on purchasing, which was a big part of our initial success. (By the end of 2001, sales had grown 107o.) With our customers, we've learned to say 'no' a bit more-to be smarter about how we use our time."

A little dead wood on his staff of 14 was left to fall away, but most were eager to embrace the changes. Rob also hired a couple of new outside salespeople to expand customer service and spread the word that Cragin had repositioned to serve the general contractor. Sales to the pros continued to grow and stabilize the operation.

FAMILY BUSINESS: (Left to right) Tommy, Christopher (C.J.), Rob, Jack, Bob and Chester Szalraniec span four generations.

"Wc rverc al$ ar s pfettY tcchsavvy, alrvays vcr\ strong." Rob savs. but cvcn hcrc. thcrc r','as t'oclnt for irnprove rncnt. Hc strcanrlined the back ol'l'icc: hc inrplcnrcntcd bar-cctdc scanning, tightcr invcntory controls. account rccording, and automated orclcring. "Norv rve could really u'atch ouf tuflts."

Malgins rneanrvhile maintainccl tlic-ir hcalthy 40% level. "We nevcr u'elc thc cheap guy: rvc rvott't scll on price." Rob insists. "Wc're colllpctitivc. but u'e don't try to bcat Hotttc Dcpot" on stickcrs. But hc's "vay ahcad of them u'ith thc procluct knoivl ed-ee and custontcf scrr"icc hc prtr r ides plrr:. l|ee rlt'lirr'r'1 e rctt itl thcse davs of scll'-corrtbr-rsting l'ucl costs. Dcspitc nro l)cpots. a Lorrc's. ancl a Mcnarcl's riitliin a nrilc or t\\'o. he's not conccntcd. "'l-hcrc's ntt other inclepcnclcrtt arourtcl." hc poirtts otrt. "s(). n()[ tlr:rl kirrtl rtl Pt'essLtrt'."

Thc orrly constunt in Rob's stratcgic plan is thc constalrt need ttt changc. "'l'hrcc ycars ago. u'e lookcd at oursclves again. Thc contractot' side rl'as going strong. so rvc looked at tl.tc ncighbrlrhrxrd. Five years back. it nas pfctty roLrgh vandalism and theft bi loiterers in thc store, so wc turnecl anay fror.n retail. But it's changing. Tlie city clid a lot to clean up thc arca. And along the nerv Metrotrack nearby. der,clopers are building conclos. rvhich are attracting Yuppics. So rve saicl t<r oursclr'es. 'If we'r'e cver eoing to clo it. *'e'd better do it norv. ahcacl ot thc \\'a\,enot pliil' catch Lrp.'

"We'r'c bccn a Do it Bcst nrcr.nbcr fbr 2-5 1'cals. so ths liclpccl us l<xrk at the rvholc rctail thing. Wc urtclcrtook a rrltole ttcrt slltlrt f,'olll tell()\itli{)l). il projcct that crpanrlccl space trott.t 1.5{}( ) to (r.5{X) sq. ll. it) es.ettet.;.t rvholc ncrv builcling. rihcrc pcople can rcaclily fincl thc ploclucts the\' \\'ant on thcir orvrr. Wc acldccl hundreds of SKLJs and a hugc ncrv paint departr.nerrt. Wc kncrv rvc needed a POS s1'stcrn. too. Bcfirrc. fbr retail. it rlor-rld takc so long to ring up, so we streamlinccl it: rvc had to do it to rnake the rctail tracle pay off-and, it's nice to havc somc cash business to help cash flon'."

"We're fbcusing morc on thc rctail side. 1'ct we're not moving arvay front our contractors." Rob insists. "sirnply strengthenin-c thc rctail ancl kccping ()ur e\istitts e,,tttnt\'t()r' itetll\. .iu\t blending tl.rcm in. Alrcacly. thnrLrgh rvord of mouth. thcrc's becn a vcry healthy increasc o1'rvalk ins. But it's

helping our existing corltlactors. t()(). They'rc telling us, 'l ncvcl kttcn' lott c:rrriccl....' Ancl lvc -jLrst lcarnctl tlritt there r ill bc a t-50 horrtc tlcvcltlpttrctrt goin-e right in across thc strcct."

Here's thc skill sct lrc counts tt.tttst vital: ''Kccl'r \olrr cycs o1-rclt attcl stay ahcacl. l-alk to 1'lcoplc ancl scc i.vhat's goins on. 'fhis busincss is all Inarkctbasctl. so knorr r"'ho 1,ot-tt cLrstomer is." antl it's ccrtainlv not inclustrial an) urorc. Prilclairns Rob rr itl.r confirlcncc: "Wc nracle the right decisicln l'ir.c lcals ago. defi nitell I We're ahcarl ol'thc uavc." Richt nherc hc Iovcs to sut'f.

A fitrtrtt'r ulunl-wittrtirtq LIJill trtrtlc rtttrgtt:irtc ttliIor, CurIu ll trItlt'trttr ttriIL': .fi'ctltrt'rttlt on thc ittdtt.stt'\'. (-ont(t(t lt(r (tl t .rtt I d c tn u r (!i t ntl. r r.(' ( ) n t.

ON DfSPLAY: Bright signage welcomes customers to Cragin's (lop) power tool disllay, (middle) paint counter, and (lower) custorner service counter manned by Adrian and Rodrigo Cisneros.

A counter offer they cantt refuse

By Mike Dandridge

doors the customers use. Stop. Look around. What's your first impression?

Full warehouse or do you need to post "Going out of Business" signs on those empty shelves? Slowly walk by the displays. Even if you don't have enough material to fill your shelves and walls you can borrow a technique from thc grocery industry called "fronting the shelves." Move the products you do have to the front of the shelf or wall hook, making the display look fuller. This sounds absurdly simple, but most dealers don't do it.

THE building supply industry is I changing with lightning speed. Good. old-fashioned customer service just isn't enough to win you a Supplier of Choice Award anymore. Why? Because today's savvy and informed customer e.xpects great service.

A new means for providing a higher level of service is emerging that could put a company years ahead of its competition. It's called Customer Experience Architecture, and it's a process for evaluating all of a merchant's points of contact with a buyer and then improving key indicators to provide enhanced performance.

In Customer Experience Architecture, everything matters, from the way you answer your phone to the striping on your parking lot to the toilet paper in your restrooms. The place to begin is at your sales counter or showroom.

Now some may be thinking, "Oh, not our customers. These are working folks, and they don't expect anything special from us." Maybe not, but just know that the contractor picking up hardware or lumber from your store

today will buy from retailers who do provide something "special." He'll take his son for ice cream where the server turns a double-dip cone into performance art. He'll take his truck for an oil change and be served cookies and coffee while he's waiting. He'll stop for donuts at a bakery that offers free WiFi. These vendors and others like them have raised the standards of service-for everyone.

It's a matter of perception. When a customer walks up to a well-lit sales counter filled with a wide assortment of merchandise, he assumes the warehouse, too, must be full. On the other hand, when he enters a showroom with dusty shelves and empty wall hooks. he wonders if this business has the inventory to fill his needs.

When I was an outside salesman, I would invite customers to "drop by and see the store." Invariably, when they would visit, they wouldn't want to linger at my cluttered desk or walk through the warehouse. They wanted to see the sales counter, so they could touch and hold the tools of their trade. They wanted to feel the weight of a new hammer drill and explore the features on the latest hand-held test instruments. They wanted to sip strong coffee and swap stories with other contractors. In other words, it was through the sales counter that the customer "experienced" our branch and it could be a positive or a negative influence on his perception of our entire operation.

In fact, one of the fastest ways for a business to improve its image and separate itself from the competition is to focus on designing a better customer experience. The initial steps may seem simple and basic, but as the process evolves, it will become more complex -and increasingly difficult for competitors to imitate.

1. See through their eyes. Enter the store throush the same

Rather than randomly display products just to fill up shelf and wall space, build a consistency to your merchandising. Design your own plan-o-grams for every display in your store. This creates uniformity in your merchandising and simplifies reordering inventory. Think customer-centered rather than product-focused. Examine displays each day, preferably before you open. Good merchandising provides a competitive edge.

2. Merchandising begins at your door.

Manufacturers spend millions of dollars developing attractive packaging designed to sell the product inside. The world inside your door serves as the packaging for your place of business. Floors with cracks, ceiling tiles with water stains, burned out lights, stopped-up plumbing in dirty bathrooms, all contribute to the message you're sending your customers.

The days when these things didn't seem to matter are gone and they're not coming back. Replacing fluorescent lights and throwing on a fresh coat of paint can transform a dungeon into a showroom over a weekend. Washing windows and removing excess vendor decals from the door makes it seem less cluttered inside. A clean parking lot and a legible sign make a storefront more invitins.

3. S"t yourself apart.

If your store interior looks like every other store in town, it will be "invisible" to your customers. Learn from a mistake I made when I doubleordered a quantity of expensive flashlights. Displaying them side-by-side in neat little rows on three shelves of a prominent display sold two in four weeks. No one noticed them. So, I took the flashlights off the shelves, piled them into a wheelbarrow intending to pay the restocking charge for

(Please turn to page 29)

Rrrllrrrs

Miner & Alexander Lumber Co., New London. Ct.. has closed after 95 years due to big box competition

Mt. Vernon Home Center & Lumber Yard,ML Vernon, In., was destroyed by a Sept. 4fire ...

84 Lumber Co. opened its first yard in Wisconsin- a7-acre facility with rail access in Wrightstown-Sept. 5 (Mike Wolfe, store mgr.)...

McCoy's Building Supply remodeled in Edinburg, Tx. ...

Strober Building Supply opened a new yard Aug. 28 in New Hyde Park, N.Y; the facility includes a 5,500-sq. ft. showroom

Madden's Ace Hardware, South Daytona, Fl., plans a Nov. 1 opening for its 3rd location*an 11,000sq. ft. store in Holly Hill, Fl. ...

Wolohan Lumber t Gavlord. Mi., location has been acquired by Wally Drzewiecki, owner of Gaylord Feed & Grain and an Ace Hardware in Posen, Mi., to open a second Ace unit in November

Rozman's True Value Hardware Store,West Allis, Wi., is liquidating after 37 years with the retirement of owner Jim Rozman ...

Ace Hardware was opened in Albion, N.Y., by Jeny Ulrich and Molly Jones (Paul Ulrich, mgr.)

Marv's Do It Best Hardware, Mandan, N.D., is closing in January after 45 years

Ace Hardware opens this fall in Barrington, R.I.

W.L. Zimmerman True Value, Intercourse, Pa., moved from a 1,500-sq. ft. warehouse that has housed the business since 1928, into a new 15,000-sq. ft. space

Ace Hardware received rezoning to open a 17,500-sq. ft. store in Rock Island, Il. ...

Lowe's Cos. opens new stores Oct. 17 in Presque Isle, Me.; Brookings, S.D.; Hibbing, Mn.; S. Saint Louis and Lake Saint Louis. Mo.; Farmingdale, N.X and Spring Hill, Tn.; Oct. 10 in W. Jefferson. N.C., and Papillion (Omaha), Ne., and Oct. 3 in Wauwatosa, Wi.

Lowe's expects openings in spring 2007 in Blaine, Mn.; Madison Heights, Mi.; Bridgeton, Mo., and Maysville, Ky.; in late summer 2007 in Rochester. Mn.. and in fall2007 in Fort Mill. S.C.. and S. Winston-Salem, N.C.

Home Depot opened new stores Aug. 31 in Lake City, Fl.; Commack (Smithtown), N.Y., and central Plano, Tx.; Aug. 17 in S. Cape Coral, Fl., and Aug. 3 in Powder Springs, Ga. ...

Home Depot will spend an additional $3.5 billion to repurchase outstanding shares, bringing the buyback total ro $17.5 billion; is reviewing the compensation package for president, chairman and c.e.o. Bob Nardelli, following complaints by shareholders; cut 300 jobs at Atlanta, Ga., Hq. to offset costs for customer service and store improvements, and plans to hire 1,000 new store associates with specialty, skilled trade, and pro contractor backgrounds

Menards is building 240,000-sq. ft. stores in Celina and Marion, Oh., and a $5O-million DC and manufacturing plant in Holiday City, Oh.; is scouting sites in the Columbus, Oh., area. and was fined $20,000 by OSHA for nine safety violations at its DC in Eau Claire, Wi.

Wrorrslr:ns/tlrurrcrurrns

Holme s Lumber, Millersburg, Oh., opened a 42,OO0-sq. ft. millwork plant and design center

Sterling Group, lP, Houston, Tx., acquired a majority interest in 55-branch distributor Roofing Supply Group, Dallas, Tx.

Foulk Ware housing, Bethlehem, Pa., removed 40-ft. sections of its walls at its current facility to comply with local fire code, as it prepares to relocate to a new $l million distribution center ...

James W. Sewall Co.,Old Town, Me., has acquired Forest Technology Group, N. Charleston, S.C., from MeadWesvaco

Allard Lumber, Dummerston, Vt., sustained a fire Sept. 17 that damaged a dry kiln and electrical equipment ...

Potlatch planned to resume operations last month at its mills in Prescott and Warren, Ar.

Midland Partners, Davenport, Mo., has acquired Triple B Doors 1nc., Columbia, Mo., which provides doors and hardware for contractors in Iowa, Illinois, Missouri, Kansas and Nebraska ...

Benjamin Obdyke, Horsham, Pa., has opened a new warehouse in Atlanta, Ga.; Chuck Steiner, exRGM Products, is the new sales mgr. for the Southern region ...

Millwork Distributors, Hamburg, N.Y., added a state-of-the-art moulding machine ...

Universal Forest Products, Grand Rapids, Mi., has acquired the assets and some liabilities of GeoMatrix, Troy, Mi., which makes plastic lattice and other plastic products

Beacon Roofing Supply, Peabody, Ma., has acquired distributor Roof Depot, Inc.,Minneapolis and Stillwater. Mn. ...

Annniversaries: Manufac ture r s Reserve Supply, Irvington, N.J., 7sth ... Town & Country True Value,Benton, Il., 40th

Housing starts inAug. fell 6.07o to a seaonally adjusted annual rate of 1.665 million ... single family starts were down 5.9Vo to a 1.36(Please turn to page 36)

Boston Pacific specializes in fingerioint products

Species: Radiata Pine

Western Red Cedar Paulownia Chinese fir

Products: S4S Boards Millwork Patterns

Boston Pacific carries a complete inventory of Radiata Pine Boards in Baltimore, both raw and two-coat primed

Contact: Rich Stolz. Bill Berry Ken Osborn 888.748.2111

Listings are often submitted months in advance. Always verifi dates and loccttions with sponsor before making pluns to attend.

Ocroern

Home Improvement Research Institute - Oct. ll, conference. Holiday Inn Chicago Mart Plaza, Chicago, Il.; (813) 627 -6750.

Midwest Roofing Contractors Association - Oct. ll-120 annual convention & show, Schaumburg, Il.; (800) 497-6722.

House Hasson Hardware - Oct. 13-15, market, Chattanooga Convention Center, Chatanooga, Tn.; (865) 525-0471.

Do It Best Corp. - Oct. 14-17, market, Indianapolis, In.; (260) 748-5300.

Association of Millwork Distributors - Oct. 15-19, annual convention, Gaylord Texan Resort & Convention Center, Grapevine, Tx.; (121\ 372-3665.

Southern Building Material Association - Oct. 18-19, fall meeting, Nashville, Tn.; (704) 3'76-1503.

Remodefing Show - Oct.19-21, Chicago, Il.; (800) 681-6970.

Virginia Tech Center for Forest Products Marketing & Management - Oct.25-26, marketing workshop, Blacksburg, Va.; (s40) 23r-sr82.

National Lumber & Building Material Dealers AssociationOct. 26-28, industry summit, Westin Kierland Resort & Spa, Scottsdale, Az.; (800) 634-8645.

Texas Home & Garden Show - Oct. 27-29. Reliant Event Center, Houston, Tx.; (800) 654-148O.

Hong Kong Hardware & Home Improvement Show - Oct.2730, Hong Kong; (212) 838-8688.

Window & Door Manufacturers Association - Oct.27-31, technical meeting, Las Vegas, Nv.; (800) 223-2301.

APA-The Engineered Wood Association - Oct. 28-31, annual meeting, Hyatt Regency Hill Country Spa & Resort, San Antonio, Tx.; (253) 565-6600.

American Architectural Manufacturers Assn. - Oct. 29-Nov. l, fall meeting, JW Marriott, Las Vegas, Nv.; (847) 303-5664.

Indiana Lumber & Builders Supply Assn. - Oct. 3l-Nov. 1, estimating seminar; Nov. 2, sales workshop, Holiday Inn N. Select at the Pyramids, Indianapolis, In.; (317) 8'75-3'73'7.

llov:mrrn

North American Building Material Distribution AssociationNov.3-4, annual convention, Orlando, Fl.; (888) 747-7862.

Mid-America Lumbermen's Association - Nov. 2-3, annual meeting, Harrah's Conference Center & Casino, N. Kansas city, Mo.; (816) 561-5323.

Southern Forest Products Association - Nov. 4-8, annual meeting, The Homestead, Hot Springs, Va.; (504) 443-6612.

McCoy's Building Supply Centers - Nov. 7, vendor show, Galveston, Tx.; (512) 395-6644.

U.S. Green Building Council - Nov. 8-10, green building expo, Denver, Co.: (202) 828-1144.

China Wood Flooring Export & Import Conference - Nov. 811, Shanghai, China; woodmgz@chinawood.org.

North American Wholesale Lumber Association - Nov. 9-11, Traders Market, Wyndham Anatole Hotel, Dallas, Tx.; (800) 527-8258.

Distribution America - Nov. 12-14, executive planning conference, La Costa Resort & Spa, Carlsbad, Ca.; (847) 294-1540.

Specialty Tool & Fasteners Distributors Association - Nov. 13-15, convention & show, Las Vegas, Nv.; (800) 352-2981.

Florida Building Material Association - Nov. 16, golf tournament, Mystic Dunes Golf & Country Club, Kissimmee, Fl.; (3s2) 383-0366.

Wallace Hardware - Nov. 28-30, fall buying market, Gatlinburg Convention Center. Gatlinburg, Tn.; (423) 586-5650.

BurluNc Pnooucrs Drcnsr Ocroeen 2006

When it comes to treated wood ROBBINS Wood Preservi ng

leaves no leaf unturned...

tT Serving pro dealers since 1953

& Z locations in the Southeast

S Broad choice of products from ONE SOURCE

S Brand name promotional support

Eaturing:

olion ws

Florida Building Material Association will raise funds for government relations efforts through a PAC Golf Tournament Nov. 16 at the Mystic Dunes Golf & Country Club, Kissimmee, Fl.

Indiana Lumber & Builders Supply Association has set its annual meeting and awards evening for Dec. 1 at the Holiday Inn Select at the Pyramids, Indianapolis, In.

Northeastern Retail Lumber Association affiliates have a full schedule of November events.

Mid-Hudson Lumber Dealers Association's annual meeting is Nov. 3 at the Inn at Central Valley, Central Valley, N.Y.

Nov. 8 is the date for the annual meeting of the Lumber Dealers Association of Connecticut, at Aqua Turf, Plantsville, Ct. Two days later, the Massachusetts Retail Lumber Dealers Association holds its annual meeting at the Doubletree Hotel, Westborough, Ma.

New Hampshire Retail Lumber Association has slated a dealer roundtable for Nov. 16 at the Manchester Country Club. Bedford. N.H.

Rhode Island Lumber & Buildins Material Dealers

Association's holiday party is Nov. 17 at the Westin Providence Hotel, Providence, R.I. On the same day, the Central New York Retail Lumber Dealers Association will hold its annual meeting at the Turning Stone Casino, Verona, N.Y.

Mid-America Lumbermen's Association will award current members who recruit the most new members by Oct. 31. Grand prize is a trip for two to Las Vegas and $500 cash. Second prize is a $300 American Express gift card. Third prize is a $100 American Express gift card.

The association's annual meeting is Nov. 2-3 at Harrah's Conference Center & Casino, North Kansas City, Mo. "Business Succession Planning: Where Will Your Company Be in Five or Ten Years?" is the theme of a morning session on day two. Attorney Jack Selzer will discuss the legal aspects of estate and succession planning, while David Wentz will explore the financial planning aspects. CPA Curt Kleoppel will share the advantages of a certified business valuation and how to obtain one.

Southern Building Material Association honored Cindy Hartley, director of member relations, who has worked at the association for 30 years.

Window & Door Manufacturers Association has named Joel R. Holland as its new president. He recently served a president and c.e.o. of the International Warehouse Logistics Association.

Acting president Jeffrey Lowinski will return to his position as v.p.-technology marketing.

Hardwood Forest Foundation has picked Susan Murray as its new executive director. Before joining the association, Munay was urban forester for Germantown, Tn. She also serves as the president of the West Tennessee chapter of the Tennessee Urban Forestry Council.

Scholarship Honors Arch's Baldwin

A memorial scholarship has been established to honor the career of Bill Baldwin, the Arch Wood Protection executive who died in a fire while on company business (see Aug., p.28).

Recipients of the scholarship will be forest resources/wood science students at Pennsylvania State University, where Baldwin earned a bachelor's of science degree in forest science. The number of awards and the amount of each will be determined by the College of Agricultural Sciences Scholarship and Awards Committee, upon recommendations from the director of the School of Forest Resources.

For more information and a list of distributors in your area, contact WOODFOLD.MARCO MFG., INC.

P.O. Box 346, Forest Grove, OR 971 16

Phone (503) 357-7181

Fax (503)357-7'185

Or www.woodfold.comhpd

Huck DeVenzio and Dave Webb helped create the scholarship, to honor Baldwin's more than 30 years in the industry. "This scholarship serves two worthwhile purposes," said Webb. "It honors Bill for his contribution to wood preservation, and it will help promising students start careers in forest products. We hope that some of those students may one day provide our industry with dedication and sound judgment like Bill did."

Contributions should be made out to Penn State University; College of Agricultural Sciences Development Office, Pennsylvania State University, 232 Ag Admin Bldg., University Park, Pa. 16802, Attn: Bill Baldwin Scholarship Fund.

Treater Sues Preservative Maker

Northern Crossarm, Chippewa Falls. Wi.. has filed two lawsuits against the developers of an innovative wood treatment process.

Owners Pat and Jim Bischel seek recovery of a $2 million investment into the TimberSIL process, which required new equipment and a 12,500sq. ft. addition to the existing plant. A second lawsuit seeks payment of $879,756, plus interest, for treated wood already delivered.

"It's regrettable that stuff happens, but it's just a bump in the road," said Pat Bischel. "We've addressed some of the problems, but we still have disagreements."

TimberSIL inventor Karen M. Slimak and Timber Treatment Technologies Inc., Springfield, Va., have 45 days to respond to the allegations.

Troy Caver, the new president of TTT, said that he would like to see Northern Crossarm do well once the process problems are solved. Caver said, "It's very frustrating for everyone involved."

In April, Northern Crossarm began producing the new treated wood, which was then shipped to Huttig Building Products for distribution. The first shipments were fine, said Caver, but later shipments exceeded l97o

moisture content and had to be returned for rework. By July, Huttig asked that shipments be stopped until production problems could be solved.

The TimberSIL process uses high pressure to infuse sodium silicate into wood, which is then heated to convert the silicates into glass. The result, claims TTT, resists termites, decay and fire. and contains no hazardous chemicals.

Despite the current problems, Pat Bischel has high hopes for the new product. "We still have interest and enthusiasm for TimberSIL, but issues need to be addressed," he said.

TTT is also hopeful. "The Bischel boys have a great reputation and are dedicated to running a great operation," said Caver. "They are almost there, to getting the product to an acceptable leve1."

Arson Strikes Home Center

Firefighters contained an Aug. 26 arson fire to the retail store at Dunmore Home Improvement Center, Dunmore, Pa., saving the lumberyard and showroom.

"I've never seen a building go up so fast," said fire chief Ben Domenick. "My main objective was to keep it to this building. There were a lot of small explosions through the morning. There

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were tons of flammable stuff in there," including paint, varnishes, thinners, lacquer and lumber.

Investigators ruled that the fire was set to cover the burglary of decorative hunting knives. Other knives and cash were taken during an earlier burglary Aug. 2. Police hope that the unique knives will lead them to whoever is responsible for the thefts and fire.

"I just hope it wasn't someone we know," said co-owner Ron Cordaro, who planned to conduct business from a temporary trailer.

L-P Wins Class Action

Louisiana-Pacific Corp. has won a class-action lawsuit concerning the durability of its Nature Guard fibercement roofing, which L-P produced and sold between 1995 and 1998.

The case was filed in 2001 by seven homeowners on behalf of nearly 5,300 households. They claim they were misled by L-P's advertising and the shingles failed well before their warranted 25-year life. They hoped to recover the cost of roof replacement, estimated to be approximately $100 million, plus punitive damages.

Most of the class claims were dismissed during the trial, and a jury ruled against the individual claims of the seven plaintiffs.

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"To ensure the best customer service, Arauco ships to more than 18 North American ports, manages warehouses all throughout the US and has a dedicated logistics team in its Arauco US office in Atlanta"

onqls

Craig Forbes, ex-New South, has joined Weyerhauser's Central Sales South divisions in Hot Springs Ar., as lumber sales mgr.

Shawn Enoch is now director of sales and marketing at Cedar Siding Inc., Rochelle, Il.

Thomas Glauber. ex-ElmsfordInterstate, is now handling operations and sales for Sherwood Lumber's new DC in Maybrook, N.Y.

Missy Hartley has joined 84 Lumber Co., Eighty Four, Pa., as a commodity buyer. Ray Yecko is a new designer, and Jordan Adkins an inventory mgr. New mgr. trainees include Rodney Newhouse in Elkview, W.V.; Jeremy Bowman, Mount Pleasant, Pa., and Eric Pillsbury, Wrightstown, Wi.

E.J. Oreske is the new sales mgr. at Franklin Timber, Bude, Ms.

John Fairbanks, Ormond Beach, Fl., has joined BonaKemi USA, as regional contractor mgr. for the Southeast.

Paul Beattie, ex-Williams Brothers, has joined Wheeler's Building Materials, Rome, Ga., as director of sales and operations in metro Atlanta. Mark Ingersol, ex-84 Lumber. has been hired as Wheeler's first divisional manager, overseeing sales and operations in the Carolinas.

Matt Ramos has been named store mgr. of McCoy's Building Supply, El Campo, Tx.

Mark Chenoweth has joined Manufacturers Reserve Supply (MRS), Irvington, N.J., as sales mgr.

James Smith has been promoted to president of the building products division of National Industrial Lumber Co., Heath, Oh.

Thomas Chieffe, ex-Kraftmaid Cabinetry, has been appointed president and c.e.o. of Associated Materials Inc., Cuyahoga Falls, Oh.

Rob Cohen has been promoted to president and c.e.o. of Armstrong Cabinet Products, Lancaster, Pa.

Sandy D. McDade has been promoted to senior v.p. and general counsel of Weyerhaeuser Co. Craig D. Neeser has assumed expanded responsibilities as senior v.p.-international and industrial wood products. Miles P. Drake, ex-Air Products and Chemicals Inc., is now chief technology officer and senior v.p.-research and development. Kim Williams has joined the board of directors, replacing Robert J. Herbold, who retired from the board earlier this year.

Barbara Tamkin has joined Hickory Hardware, Portland, Tn., as human resources director. Matt Southards is now digital asset mgr., and Robert Shirley program mgr.

Tomas Hernandez, Bonsal American, Charlotte, N.C., was promoted to area sales mgr. for Bonsal branded tile and stone installation products in south Florida. Dennis Bowman is now director of engineering.

Paula Erickson has been promoted to the newly created position of director of advertising and brand development at Ace Hardware Corp., Oak Brook,Il.

Robert '(Rob" Scobie has joined Hyde Tools, Southbridge, Ma., as v.p.-sales & marketing.

Melanie Vergas has been named marketing analyst for Progress Lighting, Spartanburg, S.C., replacing Roger Geyer, who has retired after 47 years. Paige Malouche is now director of marketing services: Kent Welke, marketing services specialist; Ryan Clark, senior graphics designer; Craig Wright, product mgr.-recessed and linear fluorescent products, and Chris Primous, product mgr.-track, undercabinet, wall sconces, landscape, bath fans, controls, commercial outdoor, and LED products.

Fernando R. De La Cruz has joined Briggs Industries, Charleston, S.C., as product marketing mgr.-vitreous china and steel products. Victor E. Post is v.p.-business development, and Bart Hamilton. ex-Kohler. national commercial accounts mgr.

Edward Schlesinger has been promoted to v.p. and general auditor at American Standard, Piscataway, N.J. Dale Eltiott, ex-Snap-on Tools, is now president of the global bath and kitchen business. Donald Devine, ex-Kimble Glass, president of business in the Americas, and Richard Ward, president of bath and kitchen-Asia.

Randy Iles, ex-Kimball International, has joined Silver Line Building Products Corp., North Brunswick, N.J., as executive v.p.

John Cate, ex-Omron Electronics, is now director of marketing at Klein Tools, Lincolnshire, Il.

Kent Guichard has been promoted to president and chief operating officer at American Woodmark Corp., Winchester, Va. Jake Gosa continues as chairman and c.e.o.

Roy Jones, Fayetteville PRO Lumber & Supply, Fayetteville, Ar., won the 2006 Paul L. Cosgrave Memorial Award and been named retailer of the year for Wallace Hardware Co.

Jason O'Hara, project mgr., Heritage Millwork Corp., Perth Amboy, N.J., was also promoted to head coach of the wrestling team at Maritime College, Throggs Neck, N.Y.

Dr. Arthur Peddick Shue is helping millworkers deal with foot pain at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

OSHA Fines Suwannee

Gregory Scott Johnson, 30, was killed Aug. 26 while completing maintenance or repair work on sawmill machinery at Suwannee Lumber Co., Suwannee, Ga.

The death is being investigated by OSHA and the Suwannee County sheriff's office, which said foul play was not suspected in Johnson's death. "He was pinned there for an undetermined amount of time," said deputy Mark Garcia. "He was last seen 15 minutes or so prior to when the other workers realized he was caught in the machinery."

The sawmill portion of the plant was shut down indefinitely following the accident, which was the first for Suwannee Lumber in nearly 20 years. According to the Department of Labor, 277 American workers were caught in or compressed by equipment or objects in the workplace last year.

A Counter Offer

(Continued from page I 8) their return. Before I could roll them off the sales floor, three customers each bousht one. I left the wheelbar-

row where it was. We sold out in three weeks.

The simple lesson: be different. When appropriate, use non-traditional displays. Find a couple of old hardware store "pickle barrels" to hold bulk material. Or, use open stepladders to display hard hats or extension cords. Experiment. Anything new, surprising or out of the ordinary will gain customers' attention and keep your counter from being invisible.

Customer Experience Architecture provides a blueprint for the performance of your entire operation. Constructing an effective customer experience is an ongoing process. but it

can give you a competitive edge that is difficult for others to replicate.

Most of your competitors will be slow to adopt this level of service, and will spend the next three years trying to catch up with you. Others won't attempt at all because it's new and unconventional. Some may laugh and call you crazy. Meanwhile, the people that matter, your customers, will be casting their votes for you as the Supplier of Choice.

- Mike Dandridge is founder of High Voltage Performance and author of The One Year Business Turnaround. He can be reached at (254) 624-6299 or via

Universal To Acquire Aljoma

Universal Forest Products, Grand Rapids, Mi., signed a non-binding letter of intent to acquire Aljoma Lumber. Inc.. which manufactures pressure treated wood and industrial products that are sold throughout South Florida and the Caribbean.

Headquartered in the Miami suburb of Medley, Fl., Aljoma had sales of approximately $230 million last year. "Aljoma is a solid strategic and geographic fit for Universal," said president and c.e.o. Michael B. Glenn. "We look forward to adding Aljoma's capabilities and success to our company and to offering our growing portfolio of products to the thriving southern Florida and Caribbean markets."

Similar intent was announced by Universal in March 2000, but the deal was cancelled three months later by Aljoma's senior management because of "several business and operational issues that could not be overcome." Founded in 1976, the company has 400 employees at its one facility.

"For years, we've considered Universal a great fit for our company, our customers, and our people," said c.f.o. David Flinn. "We look forward to closing this transaction in the near future and offering the breadth and depth of Universal's products and service to our customers."

Alabama Hardwood Mill Opens

Forest Technologies Holdings LLC plans to process hardwood flooring and decking at a 16,000-sq. ft. plant it

will lease near Reform, Al.

The firm, which produces portable sawmills in a B.C. plant, will also assemble portable sawmills and distribute parts for another firm's forestry machinery at the same location.

The hardwood flooring will be made from an exotic South American species logged in Surinam, South America. According to co-owner Lindsay Flett, the trees were covered by a lake when a hydroelectric dam was built 40 years ago.

Divers use air-driven chainsaws to cut the trees under water, said Greg Robart, a consultant to Forest Technologies. "They are actually very proficient and very safety conscious," he said. "We've had no serious accidents and we're very proud of that fact."

Some of the sawmills assembled at the new plant will be sold to small family lumber operations in South America that could sell wood to Forest Technologies. Operations should start up in mid-October.

Fire Strikes Maine Yard

Quick action by an employee saved a storage building at Hammond Lumber, Belgrade, Me., from being burned down Sept. 7.

Robert Jolicoeur was unloading wood shavings in the building when the loader he was operating caught fire. He quickly put the vehicle in reverse and backed out of the building. Then he rushed back and extinguished flames on the floor with his bare hands.

"It was very fortunate he was able to get back out," said Jeffrey Stevens, who works in Hammond's lumberyard and is the town's fire chief.

"To tell you the truth, I didn't think I'd make it out," said Jolicoeur, who also works as a firefighter. "I guess somebody was watching out for me."

Founded in 1953. Hammond is based in Belgrade and has seven locations throughout Maine.

Ainsworth Pulls Back

Ainsworth Lumber Co. has put all proposed projects on hold until the $200 million expansion of its OSB plant in Grande Prairie, Alberta, is completed. The company also permanently closed a production line at its OSB millin Bemidji, Mn.

Built in 1981, the closed line produced 280 million sq. ft. (3/8" basis) annually. The second line, which will continue to operate, produces 300 million sq. ft. (3/8" basis) per year.

"The high costs of production, coupled with current market conditions, made it economically unsustainable to continue operating this line," said Brian Ainsworth, chairman and c.e.o., who added that the "age and condition of this facility make the closure necessary."

Proposals put on hold include two OSB plants in the Quesnel-Prince George area that would process timber killed by the mountain pine beetle, and a proposed OSB plant in Lisbon, N.Y. Also on hold is an engineered wood production plant near Winnipeg.

dcrafoped ths ins.rsfry's mosf odvonced fuva:tory/sales systcn, using thc mosf ctrtlttTt ttiicnosoft .tlct techrclogry... moking ISIS both very eosy-to-use od yet with the flexibility to meet oll ytrr inrrertora rctAs)

"As we've indicated previously, nothing new will be initiated until the Grande Prairie project is finished and we see a much improved market outlook, and we assess our financial strength to process with any other project," said executive vice president Michael Ainsworth.

Allied Fined After Fatality

Gallagher's Building Materials, Weymouth, Ma., a subsidiary of Allied Building Products Corp., has been fined $47,000 by OSHA in connection a March 17 forklift accident that killed one employee.

Police said John DiTullio. 42. was struck by the forklift when it lurched forward in a storage area. "He was caught between the load of drywall on a forklift and crushed between the drywall that was on the floor," said OSHA spokesman Ted Fitzgerald.

Allied was cited for two alleged serious violations - $ 12,000 in proposed penalties-and two alleged repeat violations-$35,000 in proposed fines-of safety standards involving the use of forklifts. In March 2005, Allied was cited for similar hazards at its location in Hicksville. N.Y.

OSHA inspectors said the forklift truck's brakes had not been set to prevent its movement, and several employees who operated the vehicle had not been trained to operate the devices safely.

"The OSHA standard governing forklift trucks is specific and stringent," said Brenda Gordon, OSHA's area director. "It requires employees to be effectively trained and equipment to be inspected and kept in proper working order," she said. "Failure to ensure these safeguards leaves employees vulnerable to accidents such as this one."

"There is a l5-day period to contest a finding and request a conference with OSHA to discuss the issue." said attorney Donald Keating. "We are in the initial stages of the appeal process."

Roofing Tiles Made Of Paper

C.J. Schmidt and his wife, Maryke, have spent the last five years developing building materials made from recycled paper.

"This is the next generation of biobased industry," said state Agriculture Secretary Rod Nilsestuen, who announced that the Schmidts had

received a $60,000 state grant for the development of lighter roofing tiles that wouldn't require structural modifications.

A previous $101,000 grant from the state Department of Natural Resources was used for the development of a faux brick panel. They also received a $15,000 grant from the Department of Commerce to help with the protection of intellectual properties. Each grant requires a substantial investment by the Schmidts' company, Bayland LLC.

Georgia-Pacific Corp. has agreed to divert paper waste from landfills to a manufacturer who would make the new products. "In Green Bay alone there are more than 100,000 pounds of suitable waste," said Schmidt, who hopes to have a licensing agreement with a manufacturing firm by the end of the year.

Schmidt admits he isn't the first person trying to convert cellulose fibers into basic building materials. But through trial and error, and with some help from building industry experts, he said, he has overcome two of the biggest problems with paperbased products: water absorption and compression strength.

Introducing the next

generanon oJ aecKmg

CrossTimbers has created a Droduct with a unique combination of oak and polypropylene plastic. This product formula provides a stronger composite lumber than most other competitors products utilizing a combination of wood and polyethylene,

The nontoxic composite used in CrossTimbers is the result of intensive research. It is a new-generation composite product engineered to yield superior strength, longevity and dimensional stabiliw at an affordable Drice.

Unlike "first generation" decking composites, CrossTi mbers contains no rerycled polyethylene products. CrossTimbers consists of a combination of oak and polypropylene, giving it a clear performance advantage when compared to other composite building products currently in the marketplace.

Bring in dollars whentimesueh

Jean Becker

Aliy,'#i.,; most businesses at one time or another

From an unexpected natural disaster to something as minor as construction that slows down business in the area, the companies that come through unscathed are those who plan ahead and adapt to change.

Back in the early 1980s, when the national economy was in a malaise, there was a business that achieved a complete turnaround. A downtown gourmet shop and cooking school was struggling to stay viable as interest rates soared to 2O7o and inflation grew out of control. Big-ticket items were not moving. Shoppers had tumed into browsers. A consumable product with mass appeal might entice them to buy again. Chocolate.

It had many marketing possibilities. It was easily added to the inventory. in 10-lb. slabs, direct from the factory. A huge sign that covered the display window and generous chunks of samples all over town created a frenzy for chocolate lovers who kept coming back for more and spread the word.

An in-store display featured a wall of chocolate with 10-lb. slabs stacked like bricks. An easel was set up with plain paper and children were provided with melted chocolate to finger paint a picture to take home. Candy making classes were added to the cooking school curriculum, and related products were added to the inventory. A postcard was sent to tour bus operators inviting them to bring their bus loads of tourists for a free "chocolate show," which consisted of a demonstration of candy making and a taste of the decadent confections.

They came in buses of 47 people at once. One day hit a record of seven buses. They stood in line to make purchases of more than 100 lbs. of chocolate almost every day. There was a buzz all over town, which caught the attention of the press. This created more publicity than any paid advertising could have done.

After the first year, over 16 tons of chocolate had been sold from a gourmet shop of only 800 sq. ft. Sales increased and held steady into the next four years. The economy started looking better around that time as interest rates began dropping and people returned to normal buying habits.

What had caused a surge in profits at an obscure shop while other retailers were barely hanging on in the slumped economy? What were the lasting effects? How can you create a booming business when the economy slows or customers lose interest?

Adding a New Product

Is there something out there that is compatible and also an unexpected surprise? Is it vitamins at the gym? Tshirts at a restaurant? Books or greeting cards at the coffee shop? Investigate how new products and services could increase sales.

Promoting the Product

The simplest and most effective way to start is with "cross trafficking." The gourmet shop placed plates full of chocolate samples in shops in the neighborhood. A simple tent card with the name of the shop was set in the middle of the plate. In return, tent cards, coupons and flyers about events were placed in the gourmet shop. This

can be done as a partnership with many types of businesses.

Connecting with a charity is another great way to "cross traffic."

Big ls Better

Show off what you are doing by making it bigger than life. Make the sign in the window as big as your city codes or mall association will allow. Look into the city codes regarding temporary signage. In some cases the rules are not overly strict and, even if you are only allowed to have a larger sign for a short amount of time, it is still an advantage. If you give samples of anything, whether it be a product or service, be generous.

Make an in-store display as large as possible. Make it say: "This is the reason you came here." "This is what you want to buy."

Co for Bulk Sales

Instead of selling just one of anything, find ways to sell dozens at a time. Promote yourself to clubs and organizations and invite them to have an outing or meeting program, which you can provide for them, at your place of business. Now that you have a group, you can sell one or more widgets to each one of them. If they don't come to you, go to them. Pack up your widgets, samples and free hand-outs and be the program at their club meeting. Word will spread and you will gain more customers and more opportunities to show offyour products.

Participate in the Community

Many cities have festivals, events and youth sports leagues that you can be a part of as a sponsor or vendor. You can connect with a charity to donate for their auction or give prizes of your product or service to contest winners. Even a small donation gains a listing in a program booklet or your name on a flyer.

The lasting effects of what you did to get through the dry season will be just that-lasting. You gain respect in the community for your participation and for your success in managing your business in a difficult time. You create a desire for people to want to work at your store since it's so successful. You establish a brand for your company. You learn that by adapting to change and bringing in customers despite a dry spell, your business is better prepared for any challenge ahead.

- Jean Becker is a speaker, trainer and author o/An Orphan's Song. She can be reached at (941) 758-7206 or via www. j e anb e c ke r sp eaks. c o m.

Don't Miss This Show!

Kuiken Brothers Co., a building materials supplier headquartered in Fair Lawn, N.J., has opened a new 6,000-sq. ft. home-design showroom in Succasunna, N.J.

Called KB Concepts, the new location has more than 30 kitchen. bath.

siding, deck, window, and millwork displays in what it calls an "architecturally correct and aesthetically pleasing environment." A working kitchen located in the center of the building can be used for demonstrations and meetinss.

Local builders appreciate having a place where they can meet with their customers and make selections. "The builders spent many Saturdays and evenings driving customers around to old jobs, saying, 'Well, here's how this window will look if you do this kind of trim,"' said millwork manager Daniel E. Hughes.

Now, he said, they can spend two to three hours in the new showroom with their customers and find everything they need. Afterward, selections can be discussed in special meeting rooms set aside for builders and their customers. Children who accompany their parents are entertained in a playroom stocked with art supplies and a flat-screen TV.

Hughes said that the showroomwhich has both designers and salespeople- also welcomes homeowners who come without a builder. "Homeowners can come here with a set of rough measurements and a sketch on a napkin, and we can let them leave with 3-D drawings of how their kitchen could look, with an estimate," he said. "We can also provide them with someone to do the work."

Next up is a new lumberyard, which will be built on 12 acres behind

the showroom. "When the lumberyard opens, more builders will be drawn to bring customers here, because they'll be visiting the lumberyard every day," said Hughes. "I see this showroom being our highest performing in sales within a relatively short period of time."

Established in 1912, Kuiken Brothers operates seven locations in New Jersey and one in New York.

Pro-Build Shakes Up Hq.

Pro-Build Holdings, Inc., South Plainfield, N.J., is searching for a new headquarters in a central location to better support its national operations.

The company expects to finalize its decision shortly, and senior executives will relocate to the new office during first quarter 2007.

Pro-Build was formed eight months ago through the merger of the Strober Organization and Lanoga Corp.

"Following the acquisition of Lanoga and more recently Hope Lumber, we evaluated how best to structure Pro-Build to effectively deliver value to our customers across our new national footprint and to support the significant growth we see in the future," said c.e.o. and vice chair Frederick Marino. "We recognize that it is absolutely essential that we have the right leadership in place to help us achieve our goals not only for right

now, but also for the years ahead."

Consequently, vice chairman Paul Hylbert has added the title of chief operating officer. Joseph Todd is now senior v.p. of market development; George Finkenstaedt, senior v.p. of supply chain and manufacturing, and Michael Cassidy will lead mergers and acquisitions.

William Brakken will continue to oversee accounting, finance, treasury tax, real estate, legal, and merger and acquisition functions until a chief financial officer is hired. He will then assume a Seattle, Wa.-based senior operating position.

Pro-Build will also recruit an executive v.p. of strategy and business operations, to leading its development businesses as well as several functional areas, including human resources, IT, strategy and development.

lftw Bnr:rs

( Continued from page 20 ) million pace regionally, starts dropped 12.2Va in the Midwest, fell 6.l%o in the South, and increased 5.4Vo in the Northeast permits slipped 2.3Vo

Akzo Nobel, Troy, Mi., acquired The Flood Co., Hudson, Oh. ...

Amarr Garage Doors will begin production in January at a new 109,000-sq. ft. plant in Davie County, N.C. ...

Instructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through 9 once. Therelore, each number in the solution will be unique in each of three "directions."

The solution is on page 43

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lvory

300 series no-rust stainless steel

r Two-part Polyurethane paint

Five popular deck colors

Unique design

#8 x2%" long with #7 head and #1 Packs of 100 or bulk (qty discount) Square drive

Motion Industries added a branch in Watertown, S.D. (Jay Meier, mgr.)

Hickory Hardware, Portland, Tn., will centralize operations into a new Nashville, Tn., facility that includes corporate offices and a 300,000-sq. ft. DC

Advanced Building Systems of Italy is opening a $6 million, 78,000-sq. ft. factory in Kenner, La., for its M2 Emmedue rapid concrete construction system

Superior Metal Products Co., Birmingham, Al., acquired insulated panel producer Styro-Tek of Alabama, Pell City, Al., and window distributor Ace Metal Products,Tupelo, Ms.

Legrand, West Hartford, Ct., has acquired Vantage Controls

White

Slate Gray Brownstone Clay

Ecopanel Systems of Britain is seeking a joint venture partner to build a $1O-million wall panel plant near New Orleans, La. ...

Tuvro Building Products has redesigned the Web sites for EverGrain and Elements decking (www.evergrain.com, www.elementsdecking.com), improving usability and expanding content

Parksite Plunkett-Webster is now distributing Quiet Solution soundproofing products

Vistamatic, Coral Springs, Fl., has appointed new Vision Panel sales agents Architectural Product Solutions for Michigan1' JBM Group for New England1, The Specification Group for Tn., Ms., and La., and Door Control Consultants for Oh., In., W.V., Ky., and western Pa.

ABC Supply, BMC West, Boise Engineered Wood Products, James Hardie, Simpson Strong-Tie, Dow Chemical, and Elk Group received Partners of Choice awards from DavidWeekley Homes...

SPEGIES

. Western Red Cedar Incense Cedar

. Redwood

Hem-Fir. Douglas Fir

. Pine . White Fir

Alder

WalzC raft Indu strie s, LaCrosse, Wi., won the Hardwood Forestry Fund's 2006 Gifford Pinchot Award for sustainable forestry

Boise Engineered Wood Products was named 2006 vendor of the year by 84 Lumber

Banner Elk Trading Co., Atlanta. Ga.. ranked No. 441 on Inc. magazine's list of the country's 500 fastest-growing private companies, with three-year growth of336Va

PRODUGTS

. Fingerjoint Boards Pattern Sidings

. Spa Components

Engineered Products

. Edge-Glued Panels

,12Dry Kilns for Custom Drying

Srsruyou.F 'PRODUCTS

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

Fax 530-378-6987 Don Cherovsky

Mike Webster. Darren Duchi

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

. Fax 530-938-3227 Bill Duchi Dennis Duchi

B onsal Americ an. Charlotte. N.C., was named True Value's LBM Supplier of the Year

Pennsylvania Lumbermens Mutual Insurance Co., Philadelphia, Pa., was named to the 2006 Ward's 50 group of top propertycasualty insurance companies for the second consecutive year

Hancock Lumber, Casco, Me., pledged $100,000 to Camp Sunshine, a non-profit that assists families of seriously ill children.

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ROYAL MOULDINGS LTD., Marion, Va., the largest manufacturer and marketer of decorative cellular vinyl moulding extrusion components and svstems in North America. exDects to comoletd a $17-million exoansion bf its Bristol, Tn., manufacturing facility next month.

The project adds 250,000 sq. ft. to the present 150,000-sq. ft, plant. Royal also has a new operation in Toronto and is changing the product mix in its Waco, Tx.. facilitv to offer Texas Trim Source shioments.

products

Stair Components

Stair comoonents made of natural wood and wrapped in wood veneer are now offered by Contact Lumber. The components are available in oak, maple, cherry, pine and fir-and can be custom ordered in other species.

Carry-Ons

Computing On The Go

The MPC 6 mobile PC from DloG Logistics can be mounted on vehicles used in construction and warehouse ooerations. Included are an Intel piocessor, CompactFlash memory, and a choice of Windows XP Professional, XP Embedded, or Linux operating system.

The optional 3M MicroTouch 10" or 12" touch-screen provides high visibilitv even in brieht environments.

Available in lengths up to l6', components include rails, skirt boards, and newel posts, all pre-sanded and ready for finishing.

- Please contact (800) 547-1038 or visit www.contqctlumber.com

Rugged Computing

Glacier Computer has added two new laptops that are rugged enough for warehouse use.

The Getac W130 is a 12.l" XGA unit with a Pentiuum iMl.6 GHZ processor, 40 gig drive, and numerous upgrade options.

The Getac M220 is offered with a 14" or 15" display and two batteries with more than six hours of run time. Both have integrated wireless Ethernet, sealed connectors, and touchscreens.

- Please go online at www.glaciercomDuter.com

Zippered tool bags from Klein Tools measure l2-112"x1" and come in a set of four. making it easy to organize and find important tools. Porlfolios measuring 17"x12" easily carry contracts, quotations, work orders, plans, clipboards, binders, and smaller items such as mobile phones.

- Please contact (800) 553-4676 or vis it www. kle ntools.com

The Look of Hardwood

Clic Xtra is a glueless laminate plank offered in lengths and widths designed to replicate the look of premium hardwood floorine.

An internal UPS storage battery is available for backup during power failures and transportation from one vehicle to another.

- Please go online at www.dlogloeistics.com

Wood Repair Kit

PL Fix, a two-part kit for easy and durable repairs for a woodworking repairs, is new from Henkel.

The polyurethane-based adhesive/ filler reportedly mixes easily, has minimal odor, and is suited for a variety of interior and exterior applications. Within four hours. the oroduct can finished and painted.

- P lease vi sit www.stic kw it hp l.com

Produced by Columbia Flooring, the product is manufactured in the popular 6" width and 54-112" lengths. The Uniclic locking system ensures easy installation.

- Please contact (800) 654-8796

o r v i s it www.co I umbiaflooring.com

Vinyl On A Higher Level

Variform's Timber Oak Ascent vinyl siding reportedly has the look and feel of hand-stained wood siding, but not the maintenance of wood.

mechanism that settles and projects a highly.visible beam in less than three seconqs.

Built-in magnets on an integrated foot-grip drywall track ensure accurate alignments.

- Please contact (800) 363-4458 or visit www.us.hilti.com

Blocking Windows

Weather Stopper impact-resistant windows and patio doors from Silver Line are built to withstand harsh weather conditions.

All sizes and styles meet ASTM testing standards for impact and wind pressure, along with Miami/Dade County codes.

treated lumber.

Each roll of tape is 150' long in one of two sizesl.3-112" andl-112".

- Please conract (800) 551-2828

Tough New Boots

Timberland's PowerWelt work boot features Ever-Guard leather that resists abrasion. heat. oil and water.

A patented variegated technology creates natural color variations and surface texture resembling wood. Each of the line's nine colors are protected with Permahue color enhancer from BASF.

Two traditional profiles and one Dutch lap profile are offered, plus coordinating soffits and accessories.

- Please visit www.variform.com

Plumbing With Accuracy

Lightweight and pocket-size, the Hilti PMP 32 plumb laser reportedly provides pinpoint accuracy for everyday layout work.

The product features one-button functionality and a self-leveling

A specially designed plastic inner layer is laminated for both safety and security. The barrier reportedly keeps the window sealed after impact. so wind pressure doesn't enter the home. It also reduces noise from outside and limited damaging sun that can fade furnishings.

- Please go online at www.silverlinewindows.com

Under Protective Wrap

York Wrap is a non-adhesive polymeric isolation tape designed to prevent corrosive effects.

Ample room is provided for toes, which are protected by a strong steel cap. A dual-density polyurethane footbed cushions the foot and resists compression.

- Please visit www.timberland.com

What's Up Dock?

DockSider Plank from TimberTech is ideal for dock, marina and boardwalk structures because its embossed grain reduces slippage. Unlike wood, the product resists fading, weathering, rotting and warping.

The thick and flexible PVC membrane reportedly stops potential moisture problems and shields galvanized metal that comes in contact with ACQ

The new planks span 24" on center. Two colors, cedar and gray, are available in 12', 16' and 20' lengths, with 48 planks per unit.

- Please contact (800) 307-7780 or visit www.timbertech.com

Easy Driver

The compact size of DeWalt's new cordless drill/driver allows access to tight spaces.

The DC750KA has an upgraded single-sleeve racheting chuck to help prevent bits from slipping. A 15-position clutch and a dual-speed range provides increased versatility. An allrub grip adds comfort and control.

- Please visit www.dewalt.com

Structural Adhesive

Trimbonder structural acrylic adhesive from Devcon can be applied rvith a standard caulking gun to fill in nail holes and gaps in vinyl, wood, urethane and aluminum substrates.

3" to 48"

. Airport Runway/Parking Lot Golf Course Storm Drains

. lndustrial Waste Water Applications

. Constructed Wetlands

. Landfill Drainaoe

. Sewer Sludge Compost Pipe

3" to 48"

Crumpler Plastic Pipe, Inc.

Post Of{ice Box 2068

Roseboro, NC 28382

Phone 910-525-4046

For the Best Qualjty and Service Call

FAX 91 0-525-5801

WEB SITE: www.cpp-pipe.com

A mixing nozzle allows the two-part adhesive to be easily dispensed. The product has a typical working time of five to eight minutes, a fixture time of 18 to 20 minutes, and cures in two to four hours.

Although paint is not required for protection, the finished product accepts latex paint.

- Please contact (800) 933-8266 or go online at www. trimbonder.com

Protective Barrier

Delta-Dry houservrap from Cosella-Dorken reportedly provides a solid barrier of protection against wind, rain and qamDness.

Unlike houservraps that are porous or breathable, the product can't be penetrated by air or moisture. Constructed of heavy, channeled polyethylene sheeting, it dries and drains as r'vell as Drotects.

A metallic silver membrane reflects radiant heat and is impervious to lvind and weather, and also helps maintain indoor temperatures and increase energy efficiency.

la-dorken.com

-

A Better Bond

Bonsal American has developed Stayflex thin-set to bond large ceramic tiles. marble and natural stones to walls without slippage or sag.

The product can be used for both interiors and exteriors, and reportedly offers better flexibility, impact strength. and extended open time over ordinary thin-set mortars.

- Please contact (800) 738-1621 or visit www.bonsal.com

Easy-lnstall Brackets

New brackets from Railing Dynamics Inc. enable easier installation of Endurance and Novaline railing systems onto round columns.

and crawl-space ventilation systems protect homes from moisture damage, disburse harmful gases, and make homes healthier for occupants. Each vent is made of high-density polyethylene so it won't rust, and has a solidsteel turnbuckle for adjustment.

- Please contact (800) 498-1411 or visit www.mar-flex.com

Trimmed With Beauty

Reserve premium wood trim from Siskiyou Forest Products is designed to last for generations.

The brackets reportedly eliminate time-consuming cutting and scribing. They are made of a PVC compound that can be left white or painted to match other components.

- Please contact (877) 420-7245 or visit www.rdrail.com

Underground Ventilation

Vortex is a telescopic basement and crawl-space vent that comes in three models to fit every poured-wall and masonry situation.

According to Mar-Flex, basement

Made of western red cedar or redwood, the products are protected with an alkyd sealer to block tannin migration, followed by an acrylic primer. Reserve products are available in a wide range of sizes, lengths and finishes. Pattern stock is available.

- Please visit www.siskivouforestproducts.com

Water-Based Stain

Varathane water-based stain and polvurethane from Rust-Oleum is a bne-step product for staining, finishing and protecting interior wood.

The coating is virtually odorless, can be cleaned up with soap and water, and recoated in just one hour.

Eight semi-gloss colors match the Varathane premium wood stain color palette: golden pecan, golden oak, provincial, traditional cherry, red mahogany, cabernet, dark walnut, and Early American.

* Please visit www.varathane.conl

Capital is the choice you can trust for all your specialty building material needs.

Roofs That Stay Put

StormMaster Pro-Cut Hip & Ridge asphalt roof shingles have been designed by Atlas Roofing for highwind performance.

Th^e shingles are made of modified asphalt and fiberglass and are cut on a taper to eliminate most hand trimming. One bundle covers 31 linear ft. when installed at 5-5/8" exposure.

- Vi s it www.atlasroofi ng.c om

Instant Entries

Ceco's ReadySet pre-assembled, pre-finished doors and frames are custom-made by certified assemblers in

an ISO900 1 -certified factory. All hardware is included, so no time is spent on on-site drilling,

Masters Of Storage

JobMaster chests from Knaack Manufacturing offer secure and durable tool-storage solutions that are easy to move around a jobsite or into a work vehicle.

wiring or assembling. Corners are welded and mitered to create consistently smooth edges. Doors can be installed after drvwalling and painting.

- Please visit www.cecodoors.com

Each chest has the patented Watchman IV single-lock system, a dead-bolt style, two-point latching system that is recessed to deter thieves with bolt cutters. Casters can be added for additional mobilitv. and the chests have skids that allow them to be moved by a forklift.

- Please contact (800) 456-7865 or visit www.knaack.com

Stoned Beauty

Easy-to-maintain Sedona laminate countertops reportedly capture the natural beauty ofthe Southwest.

Wilsonart's high-definition technology reportedly replicates the look and feel of naturally weathered stone. Four colors-spirit, bluff, spa and trail-have a textured dual mattegloss finish.

- Please go online at www. w il s onar t lami nat e.c om

uorres

Helen G. Cote, 92, pioneering Michigan lumberwoman, died Sept. 5 in L'Anse, Mi.

Ms. Cote graduated from high school in 1930 at the age of 16 and a week later joined Baraga Lumber Co., Baraga, Mi., as secretary. Three years later, she was promoted to general manager. She then joined a mill owned by Ford Motor Co. in L'Anse, as assistant lumber sales manager. When the mill closed in 1955, she joined Miller Lumber Sales, L'Anse, as general manager, retiring in 1985.

She was an honorary member of the National Hardwood Lumber Association.

Bill Goebel, 76, retired president of Star Lumber & Supply, Wichita, Ks., died Sept. 3 after a short battle with thyroid cancer.

Mr. Goebel became president of the company-which his father started in 1939-when his father died in 1965. He retired in 1989 because of ill health.

Scott Vasquezi, 35, salesman with Boston Cedar and Millwork, Avon, Ma., died July 30 in Northampton, Ma., after an apparent heart attack.

Mr. Vasquezi joined Northeast Young Lumber Executives in 1999, becoming president of the group in 2004. That same year, he joined the board of directors of the Vermont Retail Lumber Dealer's Association.

James C. Gatewood Jr., 84, retired salesman for East Coast Lumber Co., Climax, N.C., died Sept. 10.

Mr. Gatewood fought with the U.S. Army in World

War II, and then spent the rest of his life in lumber sales. In 1998, he retired from East Coast after 25 years.

Mike Crowe, 61, an OSB buyer for Lumbermen's Merchandising Corp., Wayne, Pa., died Aug. 21.

Howard "Howie" J. Schultz, 92, retired from Lieber Lumber & Millwork Co., Neenah, Wi., died Aug. 30 in Menasha.

Mr. Schultz began his woodworking career in 1927 at Sindahl Millwork Shop. He worked at Lieber from 1929 until his retirement in 1979.

Sudoku Solution

Feature Your Business Card in BPD

Soy Hoppy l{ew Year

and

Help

Build

Neu Lioes fo, Wounded Soldiers

Use this low-cost opportunity to deliver New Year's greetings to customers, friends and suppliers-and help Homes For Our TFoops build new lives for wounded soldiers and their families.

Your business card-reduced slightly to 2-318" x 1-3l8" -will appear in a special section in our January issue. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us-for a total donation of $50 to Homes For Our Tloops.

Founded by contractor John Gonsalves in2O04, Homes For Our Tfoops uses donations of money, building materials, and professional labor to build new houses or adapt existing homes for soldiers

who return home with serious iniuries and disabilities.

What better way to say "Thank You" to soldiers who have sacrificed so much for our country?

Doing Your Part Is Easy: Just send us your business card and a check for $100 per card before Dec. 15. Please specify which publication you'd like to appear in-BPD-Building Products Digest or its western counterpart, The Merchant Ma gazineand mail to Cutler Publishing, 4500 Campus Dr., Suite 480, Newport Beach, Ca.,92660.

Any Questions?

Call Alan at (949) 852-1990

Rates: $l per word (25 word minimum). Phone number counts as one word, address as six. Headline or centered copy, $8 per line. Private box or special border, $8 each. Column inch rate: $50 camera-ready, $60 if we set the type. Send ad copy to BPD,4500 Campus Dr., Ste. 480, Newport

Beach, Ca. 9266O, F ax 9 49 -852-023 1, dkoenig @bu ldi ng-products. com.

For more information, call (949) 852-1990. Make checks payable to Cutler Publishing.

Deadline for copy: l8th of the previous month.

EXPERIETVCED LUMBER TRADERS WA'IITED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking srncere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation.

For complete details of our interesting and rewarding program. please phone Bob Wilson lN STRICT CONFTDENCE. We'il atso inv,te you to speak with one of our current trading panners.

CLASSI FI ED ADVERTISING

(ffi U,Iimited.Sales.,"

Nederland, Texas e 866-331-1919

United Unlimited Sales is a leading building material sales company and we are expanding our sales force. We are seeking career-oriented, highly motivated self-starting sales individuals. We offer the best commission structure in the industry with unlimited earning potential and excellent benefits package. Email resumes to john@uusales.com or Fax to 409-719-041 7.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, email LumberSource @ worldnet. att.net.

Sffiillrsr

Anthony Forest Products C0.....,.....-.........

Arauco Wood Pr0ducts.............................

Bean Lumber, Curl (Ar-).,..(800) 232-2326

Cedar Creek Wholesalo {Ar.}.....,...,........., Coastal Treated Products C0...................,

Dairyman's Supply Co. (Al.).......................

Dairyman's Supply Co. (Ky.)..........

Eve'wood Treatment Co.

Great South€d Wood Preserving (Ai

lpe Clio Go., The Lanxeis Corp. ...................(800) 526-9377

Maine Wood Trea|ors......................,.......,...,

Matlhsws lnternational...................-.........

Mid-Slate Lumber Corp.....(908) 725-4900

Mill River Lumber Co

Nonh American P1yw00d................... tlorttreastern lum6er Uanutaaurers Rsin.

North€astem Retal Lumb€r Association..... North Pacific........:.. PostSaver USA......

PPG Machine Applied Coatings..................

Weslern Woods, Inc...............................,....

Weyerhaeuser Building Materia|s Weverhaeuser Co.

Ho-d tiiidilood J itioi sririn gs,"dr. j.1

Hogan Hardwoods (Hot Springs, Ar.)..........

Hogan Hardwoods (Little Rock, Ar.)............

Hogan Hardwoods (Santa Rosa, Fl.)..........

Hood Induslries......

Hoover iieiteo wooo Fr00ucs..................

Industrial Resources

Integrated Composite Technologies

lnlercontinental Forest Produc1s.................

Louisiana-Pacific CorD.

McShan Lumber Co

Sandv Neck Traders $;b6i;,;fi dffid;i F;,i'si ilAhd:. :: Southern Cypress Manufaclurers Assn. Tenon USA...........,.

Weyerhaeuser Building Materials...., wiliiic iecinorogGiitnc.......--..............

Soun Cnrur

Breco Wood Products........(800) 742-3093 (903) 868-1541

Capital Lumber Co. (Dallas, Tx.)..................\214) 647'2351

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

Cedar Creek (La.) ........(800) 256-4165

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

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

Cedar Creek (Carrollton, Tx.).................,.....(866) 323-51 1 7

Cedar Creek (Houston, Tx.).........................(281 ) 893-0590

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

Easlex Forest Products (800) 533-3 1 76 \28\ 442-2591

East Texas Forest Prdcts. .(800) 443-7883 (903) 665-3993

Elder Wood Preserving..,,.,(800) 467-8018 (318) 964-2196

Elk Building Producrs..................,................(972) 851 -0500

Fry Wholesale Lumber......!800) 274 4849 (940) 649-?999

Hosan Hardwoods (Baton Rousg l" ) (qqq) 919-ruq

Wgstervelt Lumber.

f,llo-Arurnt

878-9663

Fortress Wood Products (Va.).........,.,..........(800) 289-3678

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

Louisiana-Pacific.... ......(800) 648-6893

New South Wood Preserving Co. ...........,....(800) 346-8675

Potomac Supply C0rp,....... (800) 365-3900 (80 4) 47 2-2527

PPG Machine Applied C0atings.......,...........(7 57) 546-2230

Rocky Top Building Products..............,........(500\ 27 4-3443

Smith Millwork, Inc. .....................................,(336) 249-81 71

Swan Secure Pr0ducts...........,..,..,...............(800) 966-2801

Tank Fab Inc.......... ......(910) 675-8999

Titan Composites... ......(877) 693-9963

Trout River Lumber. ..,,.(804)744-7771

universal Forest Pr0ducts............................(704) 855-1 600

Weyerhaeuser Building Materia|s........... .....1877\

Hogan Hardwoods (Fort worth. Tx )... (9qq) qg9-q$q

Hogan Hardwoods (Houslon. Tx.)................(888) 343.0667

Hodan Hardwoods lLafayette. La.)..............(337) 289.9355

Holan Hardwoods & Nilollding (Rustotn)..,,.(800) 255-5460

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

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

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

Landry Lumber C0.............(31 8) 442-0453 (800) 467-801 8

Lumbermen's Assocration of Texas .....(512) 472 1194

iilartin, Roy O. .....,.. ......(800) 299-51 74

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

Snider

H:sr

Anfinson Lumber Sa|es................,,. APA-Engineered Wood Association.

Buckeye Pacilic LLC

C&D Lumber C0.....

Capital Lumber Co. (Arizona)............

c;liEi ilmG c;, iihffi;G.i.::.::..:.:::::.:

Capital Lumb€r Qo. (fealdsburg, Ca.)........

Cafital Lumber Co. (Colorado),,,..,............

Cascade Struclural 1amina1ors..................

Western Red Cedar Lumber Association..

Keep trock of the West

BPD keeps you up t0 dote in your hometown os well os the rest 0f the country eosl of fie Rockies.

Now find out whot's hoppening on the other side.

Intefconlinental Forsst Products...,........., Johnson Lumber Co., 0.R........................

K Ply, Inc................

L;l^;td d;ii i;i&iffi;;a;::::::: :::: : ::

Mary's River Lumber Co.

McKenzis Forest Products.........................

Subscribe to ihe lumber indu$ryt leoding mogozine in the We$-Ifiefierchlnt lttllglzine.

Coll (9a9) 8s2-1990

FAX to 949-852-0231

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

Name (P/ease print)

Position Company Address City State _ Zip FAX Phone

E-mail address

Want to Subscrihe? Check the appropriate boxes to begin receiving your monthly issues.

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

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

Arauco Wood Products [www.arauco.cl]...............,,................27

Arch Wood Protection [www.wolmanizedwood.com]....Cover I Bonsal Amercan [www.bonsal.com] ................,..........................8

Boston Pacific............ ...................22

Building Material Distributors [www.bmdusa.com]...............31

Capital Lumber Co. [www.capital-lumber.com].....................41

Cedar Creek Wholesale [www.cedarcreek.com] .....................35

Cedar Siding Inc. [www.cedarsidinginc.com]..............Cover IV

Coastal Lumber Co. [www.coastallumber.com]..........Cover III

Coastal Treated Products Co. [www.coastaltreated.com]......15

Crumpler Plastic Pipe [www.cpp-pipe.com]............................40

Distribution Management Systems Inc. [www.dmsi.com]......26

East Coast Lumber Co. [www.eastcoastonline.com]...............28

Florida Building Material Association Iwww.fbma.org] ........33

German Timber Promotion Fund [www.germantimber.com].7

GRK Fasteners [www.grkfasteners.com]. ........19

Integrated Composite Technologies Iwww.evergreen-wood.coml .................................................13

Ipe Clip Co., The [www.ipeclip.com]........................................42

ISIS Wood Product Solutions [www.isiswood.com]................30

Jackson & Langford Wholesale Lumber LLP ...........Cover III Lumber Buddy Iwww.lumberbuddy.com] ...............................35

Northeastern Lumber Manufacturers Association

Redwood Empire [www.redwoodemp.com] ..................Cover II

Robbins Wood Preserving & Manufacturing Co. Iwww.robbinsoutdoors.com] ................................................23

Roseburg Forest Products [www.rfpco.com].........................,.21

Siskiyou Forest Products Iwww.siskiyouforestproducts.com]............-..---................37

Swan Secure Products [www.swansecure.com].................22, 40

TAM-Rail by TAMKo Iwww.tam-rail.com] ................................5

Titan Composites [www.titancomposites.com/bpd] ................25

Universal Poly Products ..............36

U.S. Metal Works [www.usmetalworks.com] ..........................37

Versatex [www.versatex.com] ........... .................29

Weyerhaeuser Co. Iwww.weyerhaeuser.com],...........................3

Wilson Lumber Co. [www.cypressusa.com] ...........................34

Woodfold-Marco Manufacturing [www.woodfold.com] ........24