Building Products Digest - October 2007

Proven protectionl Wolmanized' Residential Outdoor'" Wood

Rc.rl uood- Nrnrral lrcauty. Trrr:ted natrte. 'Ihese arc rhree ;rttributcs appreci,rred b'thomeowners. l)ro.luceel [or ground cotrtact and above. ground use, Wolmanizcd"' Outdoor" woocl is protected by coppcr azole preservative and mcers model building co.1cs, AWPA stand,rrds, and EPA regulations. It's backed by the Goo.1 Housekeeping Scal, anothcr customer-;rleasing fiature.

How much? Can you do anything about the price?

I'm just not sure about the color?

You guys are making too much noise!

You ran over my dog!

never agreed to that!

ls that board crooked? Meow!

It doesn't look like the magazine.

Why doesn't it look like my neighbors? ar-

Be kind to my flowers. I can only pay in quarters.

ls it too late to change my mind?

Be f inished before l'm back!

"The last thing you need is more complaints!"

BPD

Bwtnn',to Pnopucrs Dteesr

Set-uing lumber 81,building products retailers &t wholesale distributors

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

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

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

CONTRIBUTING EDITORS Carla Wddemar, Roy Burleson

IHordwood flooring .on be less expensive thon ohernolives

Hotdwoods ton sove money when considering foctors beyond initiol purchose price ond in$ollotion.

mopping out your nexl technology moves

16 Oo qheod ond bockup

Crofting ond implementlng on online bockup sy$em to protect essenfiol busines dofo.

Appclochion hordwood produccrs ved'ly sustoinobility

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

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

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

How to Advertise

Contact our advedising ollices lor rates:

SOUTH, MIDWEST & WEST: Chuck Casey, 4500 Campus Dr., Ste.480, Newport Beach, Ca. 92660. Phone (949) 852.1990 Fax 949-8520231 Email ccasey@building-products.com

NORTHEAST: Paul Mummolo, 404 Princeton Ave,, Brick, N.J.08724. Phone (732) 8998102 F u 732-899-2758 mummolop@comcast.net

INTEBNET ADS: Alan Oakes, www.buildingproducts.com. Phone(949) 852-1990 Fax 949852-0231 Email ajoakes@aol,com.

How to Subscribe

Call Heather at (949) 852.1990 or send a check for the following amount to Building Products Digest,4500 Campus Drive, Suite 480, Newport Beach, Ca. 92660-1872: U.S.A.: One year (12 issues), 918

Two years,929

Three years, $39

FOREIGN lPer year paid in advance in US funds):

Surlace-Canada or Mexico. $45

Other countries, $60

Air rates also available.

Single copies, $4 + shipping

Back issues lwhen availabte), $5 + shipping

WWW.BUILDING.PRODUCTS.COM

i BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste.480, Newport Beach, Ca.92660-1872, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently owned publication lor building products relailers and wholesale distributors in 37 states East ol the Rockies. Copyright@2007 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner wilhout written permission. All Rights Reserved. Building Products Digest reserves the right to accept or reject any editorial or adverlising matter, and assumes no liability for materials furnished to it.

CHANGE OF ADDRESS Send address label from recent issue, new address and nine-digit zip code.

Burr,url{c Pnooucrs Drcesr Ocroeen 2007

About the Cover

The fronl cover is a pakl advadisemsnt, this nanth sponsored by Arch Wood Protection

(Sister publiution The Merchant Magazine seves ke West)

ALAN OAKES publisher ajoakes@aol.com

Shhhh... wh?t's going on?

As I call around, the question I am asked all the time is "What are you hearing? What's going on?" In bad times, we all feel better when we hear about olhers sharing our own pain. as misery loves company.

In reply, I r.vould like to say I am hearing only good things, but in truth I cannot. There is no doubt that, especialIy in certain parts of the country. times are about as tough as they can get (l hope). We have certainly heard of areas where business is down 50-l0Vo. and in best case 20-25Vo down. News from the manufacturer down to the consumer is still negative, with the general press doing everything possible to scare off any recovery.

However, many companies have reorganized their businesses, are trading perfectly well, and are adapting to what they need to do. I hear over and over again of companies adjusting their product mix and looking less at their commodity business and more for new higher margin products to sell. I hear of companies sucking up others even though there is perhaps no immediate return on capital, preparing themselves for the turnaround. Unfortunately, we are also seeing some fall by the wayside, while others are being swallowed up. Sometimes, business needs a time of adjustment to do some clearing out. Painful, but it arguably leaves the industry sounder along the way.

I think mid-2006 rvas when we all realized the golden goose had flown the coop and that 2001 would be a tough year, but the general feeling was "let's get out of 2007, and 2008 will be better." About third quarter last year, I heard a top industry economist say that his company-one of the industry's largest-did not see a turnaround before 2010. I must admit I swallowed hard and thought that he was a year and a half out, and that by first or second quarter of 2008 we would start seeing an up arrow. However, I am not that confident at this moment in time.

I believe that before we can see an up-tick we need two things to happen. First, we need "quiet time" and then some definite drastic action by the Fed. It's not clear if the Fed will intervene. but for confidence levels to rise, we need a space of two to three months with no bad news, and that certainly has not happened yet. On the other hand, for those smart enough this is a time of great opportunity. The marketers of this industry are licking their chops at the opportunities to gain market share at the expense of others, and are not sitting still.

Yet here we are in October. and if you are in management, you have to start the annual budget process. I must admit, I too am scratching my head, but I have never managed just for the short term and I will not be planning for

doom. The role of management is to manage not only for the short term, but also the long term. This is what we are hired to do, and every year you make it through, you go back in and wrestle with the paradox all over again.

The easiest job a manager can do is manage for the short term. You just keep squeezing out costs, until you destroy the company. Or if you manage for the long-term, you can keep making the excuse: stay the course and everything will be rosy. The attributes of a leader are the ability to manage rvith strength, vision, and courage, and to do both.

Anything can be cut with instant gratification to the bottom line. But what happens six months to a year latcr? I am a great believer that when you do the right things, good things happen. You do nothing. you receive nothing in return.

This is certainly a time when your company needs strong leadership. It is not a time for the faint of heart. While managing and motivating your people to not only deliver immediate results, do spend the time and money to continue their development. Also encourage them to take shared risks. Do not stop spending on R&D -you do need to find and develop new products and services. Do not stop educational programs and your association affiliations. Knowledge is king in this environmenr. Do not cut your sales and marketing programs. This last comment might also suggest that some companies should have a marketing program to begin with (hint, hint).

Many decisions are required during a working day. None will be more important than achieving the fine balance of both long- and short-term requirements to make a business successful and attracting and keeping the human capital that this industry continues to struggle to attract. Good luck!

I " Yellow Pine Boards'C', 'D', #2

F.J. & Solid Long Lengths

2x4 thru 2x12 #1 , #2, #3 S4S Yellow Pine

1',2',4',6" Yellow Pine Treated

F.J. & Solid Studs

2" Doug Fi #2 A Better, Utility

2" Spruce Pine Fir #2 & Better, Utility

Yellow Pine CDX & Sturdifloor

Yellow Pine BC Sanded

Yellow Pine Premium & Decorative Sidinos

OSB

Fir Sanded & Fir Sidings

Hardwood Plywoods

Fire Rated Lumber & Plywood

Lloyd Wheeler, David Jackson, Steve Jackson, Jeff Jackson, Brad Cooper, Gayle Cooper 3650 Old Bullard Rd., Suite 42O,Tyler,TX.75701 FAX 903-593-0387

Our decks go equally well with red wine, BBQ sauce or ketchup.

First there was wooci, then composites, and finally there's the next generation of decking Presenting AZEK Deck, a superior ciecking option that is refining - and redefiningthe very notion of building a deck. Engineered with Procell'" Technology, AZEK Deck virtually eliminates the shortfalls associated with wood and composite decking so you can forget the stains and mold problems that are common witlr tlre leading composite decks.

Built to withstand a houseful of household objects, homeowners can actually live on their AZEK Deck. Spilled wine, fruit punch, even hamburger grease are no match far AZEK Deck's stain resistance. And since it's scratch reststant also, you won't have to worry about scuffing it up during installation and AZFK Deck will keep looking great for years.

AZEK Buil<jing Products has more than 2O years of experience in cellular pvc manufacturing. We make AZEI< Trim, the number cne brand of trim, and AZi"K Moulding. And now, we're bringing our leadership and inrrovation to AZEK Deck

To see why AZEK Deck is the solid choice for building a better deck, visit azek.com or call 877-ASK-AZEK,

can be less expensive than cheaper alternatives

[I'OMEOWNERS love everything about hardwood Ilfloors except the cost. Yet, according to industry experts, if homeowners consider other factors beyond initial purchase price and installation, they will find that hardwoods are actually less expensive overall than sheet vinyl, linoleum, carpet and other alternatives.

In fact, once you figure in maintenance, useful life expectancy, and disposal of old materials, hardwoods are a more economical choice than other popular flooring materials. And here's a bonus: they're earth-friendly and naturally abundant, too. One of the original "green" building materials, today's hardwood forests grow far more wood than is harvested from them every year, says the American Hardwood Information Center. At current volumes, that ensures American hardwoods will be around for qenerations to come.

What Hardwood Floors Really Cost

Sue Tartaglio, interior designer at Burt Hill, an architecture firm in southwestern Pennsylvania, recently developed a life-cycle cost comparison of a dozen frequently used synthetic and natural flooring products. Her study, based on maintenance and life-cycle costs published by flooring manufacturers and conversations with their representatives, shows that in facilities with a lifetime use of more than 15 years-such as the average home-hardwood flooring has significantly lower life-cycle costs than other flooring materials, despite higher upfront costs.

According to Tartaglio's study, the average installed costs for common types of flooring range from $1.45 per sq. ft. for vinyl composition tile to $12 per sq. ft. for bamboo and hardwood. Costs for linoleum, cork, rubber, sheet vinyl, carpet and ceramic tile fall in between.

Since the comparison considers useable product life, replacement, cleaning and labor costs over 15 years, products with some of the lowest initial costs wind up having the highest total life-cycle costs. In fact, among the dozen flooring materials compared, hardwood, rubber and bamboo flooring have the lowest total cost at l5 years.

Replacement & Renewability

Besides its warmth, beauty and authenticity, American hardwoods come out ahead in two significant ways: replacement cost and renewability.

Hardwood floors can last 25, 30, even 50 years-or more. Broadloom and tile carpeting, on the other hand, because of its four- to-six-year life span, needs to be replaced three times more frequently over a 15-year lifespan than a hardwood floor. After 15 or 20 years of use, hardwood flooring can gain a fresh, new appearance with refinishing for roughly half the cost of replacing carpet or other flooring options.

A well-managed and renewable resource, American hardwoods grow abundantly in North American forests. In fact, nearly twice as much hardwood grows each year as is harvested in the U.S.. and the volume of hardwoods today is 90Vo larger than it was 50 years ago.

After lts Useful Life Is Over

In choosing a green flooring material, consumers should consider what happens to old building materials after their useful life. Many end up in landfills where they can sit for literally hundreds of years. Hardwood floors, however, are reusable, recyclable and biodegradable.

Indoor Air Quality & Well-Being

In addition to being more economical over the long run, hardwoods add a natural warmth and character, and are a natural choice for a healthy home. Hardwoods are easily cleaned with non-toxic products, and do not trap allergens like mold spores, bacteria and dust mites often embedded in other flooring products. For this reason, they are recommended for chemically sensitive individuals, or those who suffer from allergies or asthma. Simple regular maintenance such as dust mopping, sweeping and vacuuming keeps the environment allergen-free.

Hardwood flooring adds considerably to a home's resale value, too. Its variety of protective surface finishes, from oil- and water-based urethane to acrylic impregnated woods, not only enhance color, texture and grain pattern, but add exceptional durability and moisture resistance. And hardwood is a versatile, sustainable option in more locations than ever: in places with rigorous maintenance and health requirements such as hospitals and health care facilities, to retail, commercial, and institutional settings.

As consumers focus more on using natural, earthfriendly materials in their homes, American hardwoods are the natural choice-for value, health and sustainability.

prices are back near their fows for the year. fs there relief in sight?

By Paul Jannke RISI

A FfER hitting their lowest level in .Cl,nearly 25 years (adjusted for inflation) late in the first quarter and early in the second quarter of 2007, lumber prices rallied into the third quarter.

However, this rally could almost be described as trivial: at a peak of $307, the Crows Framing Lumber Composite Index was just l57a above its first/second quarter lows and a full 2oa/o below the 2006 peak. Moreover, lumber markets have given back much of this gain in recent weeks. Since peaking around the Fourth of July, the Crows Composite Index has fallen nearly l0%o. Where do lumber markets go from here?

Lumber consumption is highly correlated with residential construction activity, as the main end-use markets for lumber is new home construction.

As anyone following recent developments in mortgage markets can attest, the outlook for housing is at

best stormy. Over the last 12 months, foreclosure filings were up 507o. And the situation has worsened in recent months-filings were 807o above year-ago levels in the second quarter of 2OO7 (see chart below). The dramatic surge in defaults has caused several mortgage companies to close their doors, while those that remain in business are taking extreme actions. including raising interest rates, rationing credit. dropping programs for higher risk home buyers, and, in some cases, halting all new lending.

The bad news isn't all on the financing side either. New home sales were off 22Vo from year-ago levels in the first half of 2006, and down 87o (through May) for existing homes. Inventories of unsold new homes in May, expressed as months of sales at the current sales pace, were at 7.8 months, up 22Vo over a year ago. For existing homes, an 8.8 months inventory in June represents a huge 287o

year-over-year increase. This is worrisome for new-home builders. as a large unsold inventory of existing homes could hold up those existing home sellers trying to upgrade by buying and moving into a new home.

Rising interest rates, tightening lending standards, and the increasing inventory of unsold homes have all dampened the likelihood and immediacy of any recovery in housing.

However, while there are few reasons to hold out hope that recovery in U.S. housing markets will occur anytime soon, a further substantial erosion in starts is also unlikely. Solid employment and income growth, falling existing home prices, and flat new home prices have all improved housing affordability. Moreover, U.S. housing starts seemed to have found a market bottom.

Although none of the monthly housing reports in the first six months of 2OO7 have recorded a SAAR (seasonally adjusted annual rate) above 1.5 million, neither have they dropped below 1.4 million. Consequently, we expect housing starts will remain in the 1.4 to 1.5 million-unit range over the next two to three quarters. We project a slight upward bias in starts by mid-2008 with activity gathering momentum late in the year as excess inventories are worked off. This improvement will allow the underlying strength in housing fundamentals to kick into gear by 2009.

Weakness in residential construction markets will drive lumber consumption lower over the next several quarters. And when construction activity picks up in mid-2008, it will do so at a tepid pace. This goes a long way towards answering our initial question. Where do lumber markets go from here? Most Iikely lower.

Recent buying, while driving up prices, has also left dealer inventories flush. Lumber prices began falling in mid-July and this downward trend will continue (albeit perhaps with a shortlived reversal in September) into the fourth quarter. This decline will result from several factors, including the cyclically and seasonally falling consumption detailed above, sufficient dealer inventories, little perceived (by the dealers) up-side risk to prices, and over-production as prices were above costs through July. Consequently, we expect lumber prices will retreat back near their lows for the year and the cycle in September-October.

Early 2008 will provide a bit of a break from the extremely weak pricing and profitability of 2007. The decline in consumption will have slowed, and dealers will be anticipating increased end-use consumption by mid-year. This, combined with extremely low prices and therefbre limited downside risk, will encourage dealers to step up buying in the first quarter, driving up prices.

While we expect prices to rebound somewhat in early 2008, the upside potential will be limited by weak (cyclically flat) first-quarter end-use consumption and operating rates that are only slightly above early 2007 lev-

els. Moreover, higher prices toward the end of the first quarter will stimulate increased production. At the same time. dealers will have built sufficient stocks to carry them through the slowly rising consumption of the second quarter and will therefore limit buying. Consequently, lumber prices are again expected to fall in the second quarter of 2008.

The seasonal increase in consumption will bolster prices by the third

quarter of 2008. And, with cyclical growth in demand edging higher, we cxpect them to continue to rise towards the end of the year. While we do expect better pricing in 2008, it will not be significantly better: lumber prices for the major species/products are forecast to increase around 57o from their 2007 levels.

- Puul Jutnke is senior vice president ol RISI. He can be reoched ttt pjannke@risiinfo.com or (7BI ) 734-8929.

Source: Oow's Wsddy ltlarkBt Report

Working with builders to make structural framing easier and faster

llr,focl l{ussell NJilllnl I rrrlrer'ln.

Cr'l RLI('TL R.\1. llrrnrinL is onc ol LJtlrc sirr!Jc llrr'!c:l r()lnl)()nant\ ()l hLrilili',g i I.t,..r,,,. llrL()untrnq 1or' ll)Pr-()\inrirtcl\ l01i ol r'onstruction r'()\t\ lrr'r'()lcl inq t0 lltc Nlrtiottal ..\s:ouilltrort ot' Hrlnrc IlLriltlcr-s. With thc costs. lubor. rrrrtl se lrctlulc clutllctttcs ol builclirrr lllrrrin!. is it ltttr l onrlct btrilrlcrs lLlc int r-trrsirtglr Iookirtl to pnrlcssional [rLriltlirrg rrrlrtc rilrl tlrlilcr-r t() l)rrftncl u ith thcrn to 1irtcl :olLrtions.'

Nlillarcl I-urttbcr-llrs l'orr ntl tllLt rnolc builclcrs lrrc lrrlnirr! to thcir tlclLl ct's lot ttt rnkcr brriltl irrr:olrrlion: {eornbining lubol lrrrtl rrrlrtclills) lor' thc inhcrcnt tinrc lrrtti e()\[ \lr\ ings trrrtl Irirlrcl clLntlit\ \ cr'\u\ site built frarrr irrr.,\ntl. 1hc cullcnl slori'clorvrr in ItrrusrnL is pror icliltg thcln tltc tinte to lc cr ulrurlc ltorr' thcr bLriltl ltontcs atrcl Iook lirr- \\ ir\ s [o ckr it nrole t'llit icntlt [)rrr tlclrlcrs crn attfiLcl trnrl r-ctlrin errsl{rl)lL't.. iril(l l)r't.t)liltllr iil\'r!it\\' le\-

cnuc: itntl plolits. br qro\\irre tlre rlrltLc ol lllinrinl lcllrtccl scfviccs rr t' ollcr.'l'hc fl ulr ulrl [ ]rr ir clsitr .loirrt ('cr)tcr lrtr IloLrsirrg StLrrlic-s rcpott\ lhlrt nru.jol L'.S. lrorrrcbLr ilders lr lc tr.irrl' Ii'ttI k-r ,rl)( tillir)J |1;1sli1.r 1o rlrl)l'()\c eonstlur'tiorr cllicicncl: ( l .t g|clrtcr- e()()rrlinlrlr()rr ri ith sUbc()nt|ac tttt's. (l ) Plc-asscrttl'rl1' ol nlr.ior corrr l)()ncnls. f .i1 supltlicl irrstlrlllrtion o1' ntrtclirrls. lrntl (-1) bcttcl sLrpplr ehurn

management. Pro dealers play a primary role in making each of these improvements possible. More specifically. turnkey framing services are one important way we can support builders in each of these areas. The beauty of turnkey framing is that we can help builders construct framing not only more quickly and with higher quality, but also cost effectively.

In the past, some builders believed that prefabricated framing resulted in identical-looking homes or lower quality components than those built onsite. Now, more of them are finding that prefabricated and installed f-loor systems, wall panels, and roof trusses can be customized and reduce construction time and hassles, helping them focus on other aspects of their businesses, including marketing and selling the completed homes.

Turnkey framing fulfills builders' greatest needs: building homes better, faster, more safely, and with higher quality. One of the builders that Millard works with, Whit Smith Construction, reports that for the same house design, using pref'abricated and installed structural panels took about half the time needed for stick framing. We have also been working with the builder of the Partnership for Advancing Technology in Housing Concept Home in Omaha to demonstrate the advantages of panelized construction. In the Concept Home, the first floor was fully placed in about an hour and the walls in a day.

With turnkey framing, we can offer builders greater control over project costs by locking in a guaranteed lump sum price for the entire project-virtually eliminating the need to order more materials due to theft or errors. Builders send us their plans and we do the rest. Using this approach, they can receive one price, one invoice, and one point of contact, simplifying the management and accounting needed for construction. We've discovered that once builders become involved in turnkey framing and receive some training on how to make it work, they are thrilled with the results.

An additional benefit of turnkey framing is that because the components are manufactured in a controlled environment, they can be consistently built to higher quality standards than is typically possible at the job site. Turnkey framing also reduces on-site labor time and costs. reduces the risk of theft, and improves safety by reducing the time workers spend in situa-

tions where most injuries due to falls occur. It also can help builders use materials more efficiently and reduce waste and costs associated with disposal fees since individual material cuts can be better planned.

Millard Lumber is using ilevel

NextPhase site solutions to enable our turnkey fiaming services. In addition to premium quality Trus Joist and Structurwood products, ilevel provides proprietary design and fabrication software tools that integrate with specialized saws, material handling, and component f'abrication equipment, and help provide a superior solution for the entire structural frame.

Our computer-controlled saws enable us to cut materials precisely and to optimize cuts based on available inventory. Advanced scheduling programs and tools also help us ensure that materials are staged and sequenced for delivery to the job site when they are needed. Builders appreciate this because it makes their construction schedules smoother, by reducing material delays and the costs and challenges ofonsite storage.

While our focus is on turnkey framing services, some builders are not ready to make the full leap into turning all aspects of framing over to a third party. Nevertheless, we still have many opportunities to work with builders who want more efficient

framing, but want to maintain a handson approach. For example, one of the services we provide is precision endtrimmed TJI joists for floors, which we deliver to the job site as job packs, precut to the builder's specifications.

We also help builders further streamline floor framing by offering the option of labeling and packaging pre-cut framing materials, along with pre-drilling holes for utility runs. To make installation fast and easy, we provide builders with detailed language-independent layouts and installation instructions. These job packs allow for rapid assembly on sitc, reducing and simplifying labor.

Helping builders become more efficient in constructing homes is a key way we as dealers can continue to be a valued partner. Moving from being only a supplier to a full-service turnkey building solutions provider doesn't have to happen in one step. Speaking to builders about their greatest areas of need, and implementing new framing services in stages, can be an easy, yet important way to break into the future of framing.

- Joel Russell is v.p. ond chief operat ing officer .for dealer Millurd Lumber, Omaha, Ne., providing framing.fabrication and installation services throtrghrtttt the central U.S. He can be reached at (402) 896-2800 or wood@ millardlumber.com.

PBEFABRICATED framing componenls can help reduce construction cycle time and improve new home quality.

Mapping out Uour next technology moues

By Jill Kinman DQ Technologies

f TNTIL very recently. the anirude of many companies in lL,/ the building material industry regarding technology is, "Why introduce technology into an industry that has been doing just fine without it for years?"

The answer: to gain that much needed edge in competition, technology can help build business efficiency in processes that are typically overlooked. By simply implementing technology systems into their businesses, management can quickly understand all aspects of their business, and build better performance even in areas where they didn't previously see any problems.

Beyond the widely adopted point-of-sale and yard management systems, examples of technology used to improve business efficiency in the industry include delivery tracking and GPS solutions, order life-cycle management, mobile workforce management, vehicle maintenance records, and customer access portals.

Delivery tracking technology is built upon the assumption that customer satisfaction is a key variable to success. This technology provides instant access to all the information related to a delivery requirement. You can quickly understand the life-cycle of an order, what your standards of delivery should be, and where in the long process of readying an order your company performs at less than optimal standards.

More importantly, by making this data available for viewing by the sales and operational organization, it will eliminate calls to the dispatcher's desk, improve the speed and accuracy of your customer response, allow the dispatcher to concentrate on improving performance, and immediately improve operational efficiency. Delivery g

tracking also provides management with a quick overall picture of what is happening in real time, providing the ability to quickly make informed and optimal decisions.

Mobile workforce management breeds efficient, productive mobile workers who offer businesses a higher return on investment. Companies also gain much needed efficiency advances through more effective workflow control.

The integration of map-driven delivery operations offers the ability to efficiently schedule and route deliveries to better serve customers. Dispatchers use the map to assist with order combination, optimal routing, and fleet tracking, to more efficiently manage dispatching operations.

In addition, it is possible to add discrete, real-time location tracking using GPS-enabled devices, providing all the further benefits of a GPS-only system, such as speed reporting, accident information, theft deterrence, and added confidence in delivery effectiveness.

Additions to delivery tracking and life-cycle management such as capacity modules and in-vehicle navigation help increase overall efficiency by making sure available resources are used to their full capabilities, helping with commitment and scheduling standards, and providing excellent service without having to sacrifice effective business practices. In-vehicle navigation systems provide accurate route guidance to delivery personnel using GPS. Providing optimal routing with turn-by-turn directions helps reduce driver error, improve delivery efficiency, increases safety, saves time by improving driver decisions in unfamiliar areas, and provides the back office with actual point-of-delivery information, connecting your field personnel directly to the dispatch center.

Vehicle maintenance technology provides a simple way to provide basic vehicle cost information by recording the cost typically associated with operating a fleet, including repair costs, fuel costs, and general maintenance. You can also casily track when periodic maintenance procedures such as oil changes are due. This program will help monitor activities, manage costs. and create reports custom to your business. By using this simple process, all of the vehicles in a fleet will be up to date on maintenance, reducing the large out of pocket expenses that occurs when vehicles are not maintained properly. It will also help make decisions about fleet effectiveness and replacement issues such as continuing to make repairs versus adding new delivery resources.

Although technology can be a challenge to implement into a business that has been doing fine without it, the impact on the bottom line proves that technology can only improve upon what has already been working for years.

- Jill Kinman is marketing director for DQ Technologies, Cedar Park, Tx., providing software solutictns built by and for people in rhe LBM industry. Retrch her at ( 5 12) 248 8324.

Er|&h.4.db d mbs{'db):a @*wur,1f,

Innovation and the abiliry to plan for the future

have been valued by Srrvrnsox Titvrssn Corvrplr.rv for more than a century. As we continue to focus on and practice these core values, we move the vision forward and proudly announce our new name: California Redwood Company. Now more than ever, that vision and our commitment to responsible and sustainable forestry means a dependable supply of consistently high qualiry lumber products into the future. Neu name. New lnok. Same great products and people.

www.ca lif orniaredwoodco.com

FF-HF'"

Safety tNet rI

5 tipg.for olrline backup

By Mark Ferelli

f! ACKUP and recovery are cornerstones for anyone more a necessity.

Ilbuilding a data protettion structure. From the earliest In an effort to promote continued education in this condays of computing, settiiig aside a recoverable second copy sistently vital area, Remote Backup Systems, Inc. -devel- of essential business dab has made the difference between oper of offsite backup solutions that generate upwards of a business' survival and its painful death. 1.5 million remote backups daily-offers five worthwhile

This is by no means an anecdotal consideration, and the tips regarding offsite backup and recovery. inconvenience of lost data is the most trivial element of the equation. Studies by the University of Texas and U.S. Plan, plan, plan. Small Business Administration assert that 93o/o of compa-

The IT professional has an ethical mandate to safeguard nies that sustain a loss of critical data go out of business the data with which he or she is entrusted. It is essential to within two years. No competent IT manager will assume secure data's survivability, and this is by no means an offthat kind of risk. But, too frequently, businesses don't talk hand consideration. The kinds of different plans for disasabout making a backup copy of critical data until a disaster ter recovery and business continuity are legion, but in this strikes. At that point, it may well be too late. context, the key planning consideration is a profound

The data center cannot be the sole repository of mis- understanding of the data being managed. The question to sion-critical and business-critical data. It is vulnerable to be answered is: What data needs to be protected with offthreats from within and without. Natural disasters like site backup and recovery tools?

Hurricane Katrina or man-made catastrophes like the You must decide if it is necessary to protect your oper- World Trade Center attack make extreme and showy ating system, word processing software, spreadsheet makexamples. Less showy and more mundane examples ers, or similar applications programs. If you no longer have include fire or water damage, human I/O enors, and mali- the original CDs, backup will be vital to re-installation. cious attacks by viruses, worms or other malware. The records you keep should have priority. Records are Modernly, then, offsite backups are less a convenience and data objects that have either legal or business consequences should they be lost. These would include databases, including customer contact and ordering records, as well as inventory control materials. Financial software data files, such as essential spreadsheets for accounting and human resources, need that layer of offsite protection.

Email is a more and more important source of business records, and needs to be kept safe for both legal and operational transactions. Documents, including memoranda, work product text files, and other intellectual property should also be protected.

Adhere to a schedule.

Your data is only as secure as your last backup. Data important enough to be sent offline needs to be protected on a predictable, repeatable schedule. If your hard disk drive crashes and there has been no backup in four weeks, that time frame is your window of vulnerability. Backup on a daily basis

is commonplace, and is scheduled within a backup window that will not impact the ordinary daily operations and transactions of the network.

Offsite storage concerns.

Transmitting data offsite requires a software solution that provides reliable and repeatable performance. As well, data that is going beyond your firewall should be encrypted against external inspection. Key databases with sensitive client identity information, billing records, tax records, and payroll are favorite targets for network snoopers, identity thieves, or greedy information brokers.

The stronger the encryption method, the more likely it is that data raiders will give up and seek less cautious prey. The only eyes that should see sensitive company data are the users of it.

Vendor selection.

Selecting an offline backup software vendor can make the difference between an easy deployment and a nightmarish experience. At no time in your infrastructure development should you be more risk-adverse than in purchasing your remote backup system. The vendor needs to be experienced; brand-new players are untested, and untested solutions are too great a risk for the data your business survives on. It needs to provide sound pre-sale consulting advice and excellent after-sale support. Remote backup is nothing new, and established vendors can show a history of deployments covering a wide range of infrastructures and backup/recovery strategies.

Test, test, test.

In an ideal world, there would never be a need to restore data from an offsite backup repository. But in the real world, both accidents and malicious conduct take place.

The greatest mistake that disaster recovery planners continue to make is that they do not regularly test their plan. You need to have a comfort level that testifies to the reliability of the restore function in the event of catastrophic data loss. Just like backup, testing the restore function should be done on a regular, scheduled basis. Too many businesses have attempted to restore files only to find them unrecoverable. There is absolutely no replacement for regular testing of the backup and recovery subsystem.

Data is recognized as an important corporate asset that wants safeguarding. Aside from the direct financial losses that can result from catastrophic data loss, there are indirect effects that range from loss of investor confidence to customer flight to competitors and lost opportunity costs. The drivers for protecting data are many: smooth corporate operations and transactions, compliance with an array of regulations (federal, state and local), litigation support, and much more.

Business continuity, however, continues to claim primary share of mind when considering the assembly and deployment of an offsite backup and recovery operation. Businesses are now operating 2417, depending on data traffic ranging from that original order to fulfillment and aftersale support of the customer. A well-planned, well-tested offsite backup and recovery infrastructure gets you back in business fast. The alternative doesn't always bear considering, and hindsight will not un-ring the bell.

- Mark Ferelli is an independent technology journalist, commentator and writer who since 1988 has written hundreds of articles on mass storaRe technologies.

Honduras

Honduras

Ash Mahogany

Birch Pine

Cherry MDF

Cypress Bending Plywood

Natural Maple Okoume

rVhite Maple Meranti

Pre-Finished

Base Crown Moulding

Casing S4S Boards

T

T el: 386-322-2533' Fax: 386-7 60-1996 tommy. galloway@centuryforest.com

lrrmrrs

Britt Lumber Co.,Britt,Ia., was acquired Oct. 1 by Derek and Lizanne Engh from Beryl and Sharon Buffington

United Building Centers late last month closed its SO-vear-old lumberyard in Davison, Mi., consolidating operations at yards in Lapeer and Grand Blanc, Mi. ...

1.N.R. Beatty Lumber Co. opened a new store with railserved lumberyard in Joliet, Il. ...

Alexander Lumber Co. is closing its 108-year-old yard in Joy, Il., reducing the chain to 38 yards ...

McCoy's Building Supply is building a new three-story 73,4OOsq. ft. headquarters in San Marcos, Tx., to replace its current 48,000sq. ft. offices, and closed its Palmview, Tx., pre-hung door operation with the addition of a 127,000-sq. ft. Valley Door & M iIIw orks manufacturing facility and showroom in McAllen, Tx.; Ruben Valdez, general manager

Green Way Supply, Indianapolis, In., has opened, specializing in eco-lumber and other ereen building materials

Budget Building Supplies, Mount Vernon, Il., has added a branch in Lincoln, Il., specializing in post-frame building packages, metal roofing, siding and accessories; Doug Fuller, manager ...

Keystone Building Center, Keystone Heights, Fl., has expanded, adding warehouses, enlarging its lumber shed, renovating its machine shop, and creating a flooring showroom ...

Freeborn Lumber, Freeborn, Mn.o was destroyed Sept. 7 by an early morning fire of undetermined origin; the company continued operations from a temporary location at an old fire hall

Stock Building Supply has acquired ProSource Building Supply 1nc., Houston, Tx., a construction services business that supplies commercial doors, trim, hardwood, related specialty products. and installation services

Palmetto Ace Hardware, Pawleys Island, S.C., has been opened by Charles Biddix ...

Harris Ace Hardware, Beloit, Wi., began construction of a larger replacement store and could be ready to move as early as March...

Home Depot opened new stores Sept. 6 in Allen Park, Mi., and At:g.23 in Myrtle Grove (Wilmington), N.C.

Lowe's Cos. opened new stores Sept. 25 in Gonzales, La.; Hutto, Tx., and W. St. Paul, Mn., and Sept. 18 in Franklin, Ky., and Wentzville, Mo. ...

Lowe's received city council approval to build a new store in Lorain, Oh., and expects new store openings in lst quarter 2008 in S. McKinney, Tx., and Reynoldsburg, Oh., and in 2nd quarter 2008 in Clarkstown, N.Y.

Menards opened a 158,400-sq. ft. store Sept. 5 in Richmond, In. (Jerry Ortman, general mgr.) ...

Wror:slrrns/tlnurltrunrns

Boise Building Materials Distribution is relocating its Tucker, Ga., DC to a larger, 38-acre facility in Auburn, Ga., which includes 155,000 sq. ft. of warehouse space, 18 acres of paved storage,and 12,000 sq. ft. of offices...

Webster Hardwoods will permanently close its Bangoro Me., sawmillDec. 14...

Canfor Corp., Vancouver, 8.C., has agreed to acquire southern yellow pine producer Chesterfield

Lumber Co., Darlington, S.C., for $18 million ...

Hager Group, Grand Rapids, Mi., is renovating a vacant lumberyard in Hudson, Mi., with plans to relocate recently acquired Townsend Lumber from Clayton, Mi. ...

Louisiana-Pacffic shut down OSB production at its Silsbee, Tx., plant indefinitely and at its Hayward, Wi., plant until Oct. 31; Hayward continues producing SmartSide composite wood siding

Bridgewater Wholesalers, Inc. has completed the first phase of a 20,000-sq. ft. renovation of its headquarters in Branchburg, N.J., with the final phase expected to be finished by year's end

Maier Lumber Co., Bangor, Pa., was destroyed by an Aug. 26 fire apparently caused by lightning ...

Trex Co. has ternporarily idled its composite decking and railing plant in Olive Branch, Ms.; production continues in Winchester, Va., and Fernley, Nv.

Hanna Lumber Yard, Hatfield, Ky., suffered a Sept. 10 fire

Ioret Architectural Doors & Plywood, New Albany, In., has been acquired by VT Industries, Holstein, [a. ...

Silvaris Corp., Bellevue, Wa., has launched www.osbmarket.com, a new website selling off-grade 0SB products

Weekes Forest Products. St. Paul, Mn., has reached an agreement with Northern Crossarm, Chippewa Falls, Wi., to distribute BluWood in Mn., Wi., Ia., N.D., S.D., and Ne. ...

Megola will test its Hartindo fire inhibitor in WoodSmart Solutions' BluWood lumber

Anniversar ies Law renc e burg Supply, Lawrenceburg, Ky., 100th ... Vaccaro Lumber & Hardware. Forrest City, Ar., 100th ...

Housing starts in August fell 2.6Vo to a seasonally adjusted

(Please turn to page 63)

l",,u_*,f,* s P E c rAL I s r s

We Do ONE Thing... Convert surplus building material into CAPITAL professionally and efliciently at the best recovery rate. Let us be vour accelerated sales force!

Don't let surplus building materials, retums, unclaimed special orders or used rental equipment continue to cheat you out of valuable warehouse and yard space. Consign that material and equipment to an upcoming PEAK AUCTION and mark it sold! Peak Auctioneering has been providing auction marketing services to the building material industry for 20 YEARS!

We have a customer base of thousands across the country ready for our Auction Season to begin. Weigh your options and decide whether you want to settle for a surplus dealers final offer or a motivated buyer's highest bid. Don't keep shuflling surplus material and equipment around your location...sell it at a PEAK AUCTION!

August 25-26; Baltimore, MD, Howard County Fairgrounds

September l5-16; St. Charles,IL, Kane County Fairgrounds

September 22-23; Louisville, KY, Kentucky State Fairgrounds

October 6-7; Detroito MI, Michigan State Fairgrounds

October 13-14; Berea, OH, Cuyahoga County Fairgrounds

October 20-21; Indianapolis, IN, Marion County Fairgrounds

November 3; Yorko PA, York Expo Center

November 10 & 1l; Atlanta, GA, Gwinnette County Fairgrounds

November 17-18; Charlotte, NC, Metrolina Expo Center

December 1-2; Baltimore, MD, Howard County Fairgrounds

Call for information on any of the auctions in our Fal-]'20A7 Season and ask about Spring 2008!

Hundreds Of Companies

Sell Through Peak Auctioneering

Every Year...many of them have been with us since the beginning 20 years ago.

What can we sell for vou?

CaIl 800-245-9690 or Fax Your Completed Form To 816-474-4405

After we hear from you by phone or fax, we will contact you to discuss how the auction works, our commission structure and send you all materials you need to prepare your merchandise for auction.

Company: Contact:

Address:

City, State, Zip:

Phone: Fax: E-Mail:

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

Oaorrn

Peak Auctioneering - Oct. 13-14, surplus auctions, Cuyahoga County Fairgrounds, Berea, Oh.; Oct.20-21, Marion County Fairgrounds, Indianapolis, In. ; (800) 245 -9690.

Do It Best Corp. - Oct. 13-16, fall market, convention center, Indianapolis, In. ; (260) 748-5300.

American Architectural Manufacturers Association - Oct. 1417, fall meeting, Orlando, Fl.; (847) 303-5664.

Construction Suppliers' Association - Oct. 15, operations management seminars, Gainesville, Ga.; Oct. 16, Birmingham, Al.; Oct. 17, Macon, Ga.;(800) 351-2255.

Door & Hardware Institute - Oct. 15-20, annual conference & expo, Nashville, Tn.; (703) 222-2OlO.

U.S. Green Building Council - Oct. 17-19, green building conference, Los Angeles, Ca; (202) 828-1144.

Eastern Building Material Dealers Association - Oct. 18, customer service seminar, Frederick, Md.; (717) 441-6045.

Indiana Lumber & Builders' Supply Association - Oct. 18, credit seminar, Indianapolis, In.; (317) 8'75-3737.

National Hardwood Lumber Association - Oct. 22-24, hardwood lumber drying seminar, Memphis, Tn.; (901) 399-'7570.

Midwest Roofing Contractors Association - Oct. 24-26, convention & show, Nashville, Tn.; (800) 49'7-6722.

True Value Co. - Oct. 26-29, fall market, Georgia World Congress Center, Atlanta, Ga.; (773) 695-5000.

Hong Kong International Hardware & Home Improvement Fair - Oct. 28-31, Hong Kong; (212) 838-8688.

YOUR SOURCE OF SUPPLY OF

YETLOW CYPRESS

AS GOOD AS THE BEST BETTER THAN THE REST

Selects * #2 Common x Pecky * Dimension * Rough * Resawn * S4S ,r SIS2E x Siding * T&G & V-Joint x Bevel Siding * Fencing * Paneling x Moulding * Timbers

Custom orders in quantities, sizes & patterns... Fax or E-mail your specifications

Mixed orders orcypniss & HARDwOODS

Surfaced, Rough or Straight-line ripped

If you want to get it

WHEN you want it AS you want it

ALL from the SAME source, you have come to THE RIGHT PLACE!

Box820526, Memphis, TN 38182

(90T) 274-6887 x Fax 901-274-6850

www.CypressUSA.com x wlumber@CypressUSA.com

llovrmsrn

Association of Millwork Distributors - Nov. l-6, annual meeting, Adam's Mark Hotel & Colorado Convention Center, Denver, Co.; (727) 372-3665.

Peak Auctioneering - Nov. 3, surplus auctions, York Expo Center, York, Pa.; Nov. 10-11, Gwinnette County Fairgrounds, Atlanta, Ga.; (800) 245-9690.

North American Building Material Distribution AssociationNov. 3-4, annual convention & tabletop show, Broadmoor Hotel, Colorado Springs, Co.; (888) 747-7862.

Construction Suppliers' Association - Nov. 5, estimating seminars, Birmingham, Al.; Nov.7-8, Macon, Ga.; (800) 351-2255.

Indiana Lumber & Builders' Supply Association - Nov. 6-7, estimating workshop; Nov. 8, installed sales seminar, Indianapolis, In.; (3 I 7) 87 5-3'737.

GreenBuild - Nov. 7-9, Chicago, Il.; www.greenbuildexpo.org.

South Carolina Forestry Association - Nov. 7-9, annual meeting, Embassy Suites, N. Charleston, S.C.; (803)'798-4170.

Midwest Industrial Woodworking Expo - Nov. 8-9, DeVos Place, Grand Rapids, Mi.; (828) 459-9894.

Fort Lauderdale Fall Home Design & Remodeling ShowNov. 9-12, Broward County Convention Center, Fort Lauderdale, Fl.; (305) 667-9299.

APA-The Engineered Wood Association - Nov. 10-13, annual meeting & exhibition, Hyatt Grand Champions Resort & Spa, Indian Wells, Ca.; (253) 565-6600.

National Hardwood Lumber Association - Nov. 12-14. hardwood lumber grading course, Elkins, W.V.; (9Ol) 399-7570.

Eastern Building Material Dealers Association - Nov. 13-15, estimating seminar, Trevose, Pa.; (7 l7) 441 -6045.

North American Wholesale Lumber Association - Nov. 15-17, Traders Market, Hilton Anatole, Dallas, Tx.; (800) 527-8258.

Oklahoma Lumbermen's Association - Nov. 16-17. 60th anniversary celebration, Skirvin Hotel, Oklahoma City, Ok.; (888) 490-6546.

C for Capability

A for Accountability

R for Responsibility and Reliability

D for Dependability

S for Stability

FORTY-FOUR YEARS DEALING THE WINNING HANDIT'S

RErAx Ar{D ENIoY THE VrEw rnl

otion wg

Indiana Lumber & Builders' Supply Association will hold its annual meeting and Sycamore Awards dinner Nov. 30 at the Hilton Garden Inn, Indianapolis, In.

ILBSA also plans an estimating workshop Nov. 6-7 and an installed sales seminar Nov. 8 in Indianapolis.

Eastern Building Material Dealers Association has enlisted Keith Kluis to conduct blueprint reading and estimating seminars Nov. 13-15 in Trevose, Pa.

Mid-America Lumbermens Association has scheduled its Fall Fling for Nov. 1-2 at the Marriott Country Club Plaza. Kansas City. Mo.

Bob Janet will speak on "Gain Market Share While Increasinq Profits in 2008."

Northeastern Retail Lumber Association and its affiliates have planned a busy fall schedule.

Upcoming annual meetings include Long Island Lumber Association Nov.

I at Villa Lombardi, Holbrook, N.Y.; Mid-Hudson Lumber Dealers Association Nov. 2 at the Dutchess Golf & Country Club, Poughkeepsie, N.Y.; Massachusetts Retail Lumber Association Nov. 8 at Fenway Park, Boston, Ma.: Lumber Dealers Association of Connecticut Nov. 13 at the Aqua Turf Restaurant, Plantsville, Ct.; Central New York Retail Lumber Dealers Association Nov. l6 at the Springside Inn, Auburn, N.Y., and Rhode Island Lumber & Building Material Dealers Association Nov. 16.

Other events include an Eastern New York Lumber Dealers Association board meeting Nov. 6 in Rens-

selaer. N.Y.: Northern Nelv York Lumber Dealers Association's annual bowling tournament Nov. 9, and Northeastern Young Lumber Execs' board meeting Nov. 15 at the University of Massachusetts, Amherst, Ma.,

Construction Suppliers Association offers seminars on advanced estimating Nov. 7 and long-form estimating Nov. 8 at the Holiday Hotel & Conference Center, Macon, Ga.

A long-form estimating seminar will also be offered Nov. 15 at the Hampton Inn-Colonnade, Birmingham, Al.

North American Building Material Distribution Association will stage its annual convention and tabletop business session Nov. 3-4 at The Broadmoor in Colorado Springs, Co.

Speakers include Ken Schmidt, formerly of Harley-Davidson Motor Co.; Nikki Nemerouf, Starquest Inc., and Christophe Morin, SalesBrain.

Window & Door Manufacturers Association's board of directors is searching for a new executive, following the departure of Joel Hoiland.

In the interim, day-to-day management is being led by John Prentice, director of marketing, and Jeff Lowinski, v.p.-technical services.

Association of Millwork Distributors will hold its 43rd annual convention Nov. l-6 at the Adam's Mark Hotel and the Colorado Convention Center, Denver, Co.

Educational sessions will cover such topics as "What's Ahead: Housing & Related Economic Trends" with Dr. Jeffrey Dietrich, "Time to Tighten the Belt? Get Leanl" with Gary Conner, and "Are You Green on Green? A Professional Introduction to What the Green Movement Has in Store" with Ron Jones. A spouse's brunch, awards breakfast, OSHA seminar, and "Night at the Improv-AMD Stvle" are also planned.

Burr,orNc Pn<loucrs Drcnsr Ocroern

lqlled es Become part of your customerts solution

By Roy Burleson

fN TODAY'S tough market. more Ithan ever builders need your help. New home starts are down in most areas of the country. Inventory is high. Many builders are struggling, and some have even shut their doors. Of course, I am not telling you anything you don't already know.

Builders are desperately searching for answers. Opportunities surface when your customers are searching for business solutions. Now might be a good time to take a deep breath and examine your sales offerings and service quality. Is your company's sales approach addressing builders' real problems? Is your company positioned to take advantage of today's market conditions? Are your salespeople looking for opportunities to help your customers in ways that add value and provide tangible business solutions? Is your service quality superior to your competitors?

The simple answer to helping builders in this environment is lower prices. But that only serves the builder. while eroding your margins. How about the best of both worlds? Help the builder lower costs (not prices). while at the same time preserving margins. Installed sales programs do both.

Juggling subcontractors is a tedious and time-consuming activity for most builders. Many of the builder's scheduling problems can be eliminated when you supply and install several products. This service can be a real time-saver when you eliminate the need for the builder to juggle multiple suppliers and subcontractors. Saving a builder time is like putting extra profits directly to his bottom line.

However, this won't happen automatically. The salesperson is likely to get drawn into the pricing game if he or she isn't properly trained. Make

sure your salespeople are skilled at qualifying builders. They need to understand where opportunities exist before offering solutions.

Frequently dealers can help builders reduce their cycle times with a properly executed installed sales program. The odds of the builder meeting targeted closing dates are greatly improved when there are less subcontractors to juggle. There are numerous opportunities for dealers to help the builder meet their deadlines.

already exists. You don't have to create it. You just have to help the builder identify installation issues, challenges or problems, and offer better solutions. And your company probably has a long-standing and credible image in the market. The builder realizes you are properly staffed and insured. If you were a builder, with whom would you rather contract-a sub who may or may not be in business tomorrow, or a credible building material dealer who has already passed the test of time? And the products you sell have to be installed by someone, why not vou as oart of a total solution?

r Let's examine this from another ,direction. Today's market condi-

tions are making it tougher to com-

pete. Most of your competitors sell the same products as you-if not by brand name, certainly by function. Most offer similar terms, delivery and other services. You have two choices when vying for business. You can attempt to out-price (bid) or you can out-service your competition with something even more valuable than cheap pricing.

Becoming a value-added supplier might be as simple as replacing his most unreliable sub. However, once again, the salesperson needs to properly qualify the builder. Asking the proper questions before offering a price is critical. Too many salespeople attempt to either bid or offer some kind of predetermined solution before they fully understand the problem. Can you imagine a doctor or mechanic offering a solution before analyzing the problem? You would shop elsewhere and so do buildersl

The need for installation services

Installation is a service. It solves problems. The experience is far more personal and meaningful than a onetime low price. While price is important, helping your builder customers reduce costs is critical today. When you help the builder solve problems, improve communications, reduce finger pointing, and eliminate frustrations, your organization becomes more than just a supplier of product and your relationship will become more meaningful. The builder is inclined to be more loyal with his eye on solutions and notjust price.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760-5791 or royburleson@ bp. guardian.com.

It's impossible to picture o home wifhout if. Notice cnytbir-rE differeni crboul triin Intely?

AltK lrar ntnde trinlih* focus of clesiqrr rviriie ioyrrl cusiorrert hlvc nr*Cc A/[K thc #l brorc] c{3r-i':r f.&:rw llui'r l bL,;:l:re:r rppor'fuiriiy ye:r rcrn'1 igrrcre. Fr*rl irirr tc benr..lb**rdr, sh**ls. cornerb,:ortl: cr.:ri rerv nrillr.;cik 1:rcdr;cl:, AZfK i: g*inE L"'p *verywilere. AnC sc v.lill yo,;r-pro{r+:. Tc ber*r'ne rrrr Al[l{

NGK, TRIMBOARDS

Once you look, it's oll you'll seer

etirive ligence Green - The fashion statement of the future

By Carla Waldemar

months they already felt the need for a larger location and moved into quarters affording them 4,300 sq. ft.: I,000 for a warehouse, 800 for offices, and the rest, the showroom.

During that research period (well, and ever after), they evaluated potential products. Turns out, the hardest part wasstill is - beating vendors off . "They want lrs," Mick reports. "We're approached with three to five new products a week. But it's our responsibility to make sure the product is actually green. There's a lot of green-washing around, and it's growing," he notes of the pseudo-labeling that's on the rise. "We have to be pretty vigilant."

IIJHAT did these guys know V Y about buildins centers? Not enough to fill your u-u.rug" toolbox. But they did know something about supply and demand.

When two partners opened a.k.a.Green Scottsdale-the Arizona area's first environmentally friendly building supply store-it was born not from industry expertise, but from trend watching and personal passion.

And frustration. Jeff Frost, as an architect with a strong environmental/design focus, couldn't find a showroom to get clients up-close and personal with the products he espoused. And Mick Dalrymple, who worked in the film industry, in his free time served on the Arizona chapter of the U.S. Green Building Council he'd set up. It was his job to make presentations on going green rvith such items as LE,ED products. His audience would invariably respond, "Fine. But

where can I find them?'

"I brought more of a homeowner's perspective-rather than that of commercial building," he says. "I saw it as a great marketing opportunity-to fill the gap existing on green building."

In order to devote full time to the endeavor, he started looking for a partner. That's when Jeff Frost, the architect, entered the picture. As Mick recalls, "When I started asking around at the Council for someone like-minded, they'd mention his name; they'd tell me, 'He was just in here.. "'

One phone call was all it took. "We started research in 2004, launched our business in April 2005, and opened the doors that June," Mick reports. "Our purpose was to flll the gap."

After scouring the town to secure a rental building "that was not too cmbarrassing." after just seven

So, early on, the partners developed key selection criteria. "We started with the most basic premise," Mick explains. "The product must represent the least toxic alternative. We also choose items made from recycled materials and/or items that are recyclable, themselves. On top of that, they have to be desirable and stylish. We don't carry stuff just for the sake of'green'. It has to have real design appeal-which, these days, is not a problem," he underscores.

Other criteria dictate that products carry the least embedded energy; that they're made locally, if possibleboth to support the local economy and to cut dorvn on use of transportation fuel. Products that save energy or water also are high on the list. And finally-what's turned out to be a make-or-break factor-the ability of a manufacturer to deliver.

Products that Green stocks range from FSC-certified lumber, purchased by the carload, to flooring in materials such as bamboo and cork; insulation, including that fabricated from recycled denim; counteftops like IceStone;

flooring of recycled glass and concrete, and windows, doors, and fixtures. The company doesn't handle appliances, but exhibits some Bausch products in its showroom and refers customers directly to the manufacturer.

Recruiting staff for the start-up outfit presented even less of a challenge. Employees found them. "We didn't even have to advertise to accumulate a stack of resumes." Mick reports. "We're blessed with people who are pretty 1'anatical about green products. Plus, we have a good relationship with the local college's interior design department; they send us interns and graduates who have a real passion for sustainabil ity."

Customers come armed with passion, too-once the word gets out.

"I haven't a natural background in this field, so there was a huge learning curve," Mick allows. "The first thing I learned was. there lvasn't an actual sales channel. I learned that there's not one, it's all over the map."

To reach the kind of educated, committed homeowner who fits Green's demographic, Mick finds that PR works better than paid advertising. "We donate things to nonprofits' silent auctions and underwrite the local public radio-causes rve believe in that also pay off for us."

While Green's clientele is largely retail-based, the company also works directly with builders. Says Mick, "The Phoenix area is the fastest-growing metro in the U.S., so it's real chaotic here. So, what I do is not just

selling to the big production builders, but consulting with them, too; they're willing to pay to be educated in how this works. (The problem with big builders is, they're in pretty dire straits right now, so they haven't the money to try anything new. "But," he emphasizes, "they do know they need to do something different."

"We find that the smaller, privately held companies have more patience to wait it out. They're in this for the long run. They see the green market growing and want to be out in front of it."

Yet today, the market is "pretty erratic, very unpredictable." While Green has enjoyed a period of handsome 307o increases in month-tomonth sales, "sales can swing 4OVo," Mick reports-"putting us at risk. So, three months ago, we turned to consulting as well, beefed up that side," to enable the young company to ride out the troughs between the crests.

Because those crests are the wave of the future. The green movement will grow, and Green is preparing to grow right along with it. "We've already had over a dozen requests from outside the state for franchising; we don't know yet how to feel about that-it's an extremely complex matter. Green building depends on local relationships and factoring in distinct regional climates," he points out.

(Please tLtrn to ne)ct page)

GREEN MATERIALS offered include (clockwise from lower left) countertop material made of recycled metal shavings encased in tinted resin; lime green recycled glass tile; decorative back wall panel made from recycled sorghum stock; recycled glass door pulls; speckled green terrazzo slab for countertops; recycled rainbow glass tile; jars of natural, toxin- and chemical-free clay paints; energy-efficient Compact Florescent Bulbs; end-grain bamboo butcher block countertop material, and fan deck of natural linoleum flooring samples.

PARTNER Jefi Frost (far right) works with the builders ol lomorrow during an in-store event

('f tIff ;fCtitif C IIf telligCpce ,' ,ll 1,. ilr, rr,',1, I rt rl, 1,, r,1*rr ( , i,.,1 , \\ll1'lll'r. lllt't'l illr)l)r'lll. r'.ltr l I r .11 )t \ r ( )| [illlil lr ltltIt, rt1. l1 i1;. r, 1

\\. '11 r,1r. 1 tl,,r, .1,,i,-. \lr. ,,\r' ii r",.trtttlrllr lt \r'lit'-r' (rut \()|t

' i llittll lirir \'... , I r,1 :i ir' ' tirl l,trlirl l.tt(i,\ , tl('(' \\r' jl ,li, lltt' rl:ltl

''| ,lllll\ r'.r'.. ,' | | "lt ',-l' ,,

-ltt I lrllLt Ll

I lt. Llrlle nl.. \li. I il,r\ ul]lr'itl\ t'rlr'ttrl ir r'll l.t')(ril\l \lt,/()llit. :11il1in:t

t'. ttlt 1r1r,11111 1 tt'ltilir'lrltoti. - \\ e tleeLl l(i \(\ll 1]lltl rttlr'(rtti ritl il ltiili()nlll

IrIrrI:. II, h.'] r'\.s. t:|)t',iIrIir II.

rt Ii'!'|\\ iL\llIn1t lrt't ()nlt: i|()t\' itnll

lllr)l! lrlt \ ltlf lll.

\ttrrlltt't ilt.'...'lllrli t llrllt'nrt' i: r'()tttl)!tili()n l(illtl tr,,\\. itr()Lltrl

I'lr,,tItr.lltr't. \ lt() i)llr al\'J Illr'1il1.! r'll\ t(rtltrl!'tllllllr lt .'nrllr lrtriltlirt"

lrrlrlLtt l. lo1l111 l'rtrl. lrirrl.ilt iltl

lltr' Lrtlr.'. \lttI rrLrnLlt'rs " \\ !|ccll !or'. ;11'111\llr'illll. \\ llitL \\ ill Il,,nt. I )q'|,,1 111 I otr. \ Lll ' I lt.r'll t,, .-lr'r' lr't r. \lit k \ \\ i\!' :'tres:. -l-lttrr. rr ltlrl .ltoLtltl (rlll l)\\ ll llL!Jt!' ir!'!()iltc rlr'r'|t l kltotr l.'tllt'. Itt Llit ri'r r ir'r' .'"

\L,l lr l.r'Lrlrlcnl. l l)lll': ltrrii irtLIt

l)t ttLlt tllr ltltr e e\tt'll.'rl rrll ltlortr.

\ ittiiltL | ,i Lj{/irl i itiiit : lll\l it,t,i,

lir,. ,i ri,i ,,/i/,,/ (,!/,r il rtltir |t,ti \ t iL t rlr riril l'llr ,ri l1,r rf,il\lr' ( t)r1tit i !tr t Ltl

I lt rllrii r /1/iii 1, /il/i r i rrl,1

Ipe Clip'

Exrnr MEKD FASTENER

lpc ( lip l litilcn l:ustcne rs:

,\ :iljrf r'rri! \\ itl lo lllsle | ,\ ()LIl !1!e l\.

I lrrrrirlllc\:etc,.r lti,lc..tlrl r ntirrirs \ tlli,:ti:',Lr'

r,r1 1', 1..

I tr .lL.LC .1.1,;11 ,1,1i, lLrir ,,,..1 1.,,1r ,111 1l i,,L t.tlt,ek \rrrillthle in rrLrltrpit 11ri,rl.1,, lt.r1!lt il \iti ft\ irl

,1. 1.

' \ llrs ( ir1. I lr.ten. ' :lr. nliirlc r,l lilrti:lr"' r'.it11,,;s111 rllltler.ti 1:rltt r' Lt| l,r i.. 1l'i '1i! t!llt,rl'

i L rI lri,l r1{ r f \

'

li,r t irt' i rltc;rc l. I rc Lr:tlr lil\lener \\ illt ll \littt le\\ :lr',. 1 ti it:ltit ttt,rt:lii,'ri ltriilt iirr ltrl,l.'Ll \il.!lglll.

lr,,r1 rritjt litr r,t liiin tllt.'il llrrdrror,l clccl'._ .,.,, ,rl;r, \: \,t ,. ,1..

\lurrul'actu rcl'\ ol' Hiddcrr

<-0'875,----->

Slarn ess Sleei Inssrt I f,4olded Inside I I

Wholesaler Succeeds Sandy

Four parrtncrs htrvc acquired invcntory. equiprnent and othcr assets fiom M.L. Sandy, Cornith. Ms.. to launch their o"vn r.vholesale distribution business specializing in southern pinc.

Orvl Creek Lumber r.vas firrmcd by tbur partners: Mike Glisson, long-timc sales manager at M.L. Sandy. along rvith Steve Newman, Jeff Richards. ancl Rodney Haas, Lumber Remanufacturing Services, Belk, Al.

lt maintains a rvarehouse in Sehner. ofTicc in Bclk, and is temporarily selling invcrrtory from M.L. Sandy's rvarcl'rousc in Corinth.

Five-Month-Old SYP Mill ldled

J.P. Pricc Lumber Co. ternpclrarily closed its ncrv pine sarvmill in Monticcllo. Ar.. on Sept. I I. just five months altcr opcnin.u.

"A drastic dcclinc in the construction of nerv houses. combincd rvith an oversupply of cxisting unsold houses, has resulted in a much lorver demand fbr lumbcr as rvell as a substantial reducti<ln in rvholesale lumber prices," statcd a company news releasc. lt also said that the mill will rcmain closed "until furthcr notice."

Tht' rrcrv mill was expected trr crcate 100 new jobs when fully opcrational. The -50 employees rc('cr)tly llricl ol'l'rvill reeeire trvo rvecks sevemnce pay.

Error Stalls Ace Conversion

Ace Harclr.vare has dropped plans to convert frorn a rctailcr-orvncd cooperative into a tirr-profit corporation by early next ycar. rvhilc it searches for the solrrcc of a $ 1 54 million accor-rr.rting crror clating to 2002.

"Therc is rto missill! nr()ncy. there is no missing invcntory. there is no cvidence of thcft." said c.e.o./ president Ray Griffith. "Obviously we're upset, but rve f'eel very cclnfident that it's a manageable situation and that our business is sound. This is an accounting issue."

Criffith said he learned of the problcm Aug. 16, tr'vo weeks befbre plans l'or the conversion rvere announccd. "l immediately thought it r'vas sirnply a balance sheet issue. a mistake that lve r,vould find." he said. "There 'uvas probably a little bit of denial there ." Protivit lnc. has been hired to find and rccorrcile lvhat Griffith called "a significant accounting crror."

In a letter to store owners. Gritfith said that Ace may hold back "most or all" of its profits this year-rvliich arc nclrn-rally distributed to store owners as patronagc dividends considering thern to havc bcen paid prei'iously luncl erroncously. "This issue rvill not irnpact Acc's ability to provide you rvith thc mcrchandise and services you cxpcct frorn Ace." he continucd. "Wc rvill contirrue serving all of our retailcrs as rvc clo today."

Thc 83-ycar-olcl hardrvarc chain, rvhich has bccn a retailcr-orvrrcd co opcrative since 1976. has 4.600 stores that ran-s up almost lli l2 billion in rctail sales last year.

In August, Griffith outlined the

convclsiort plan to about 250 Ace rclirilcrr rrl u lhrcc-da) meeting in Schaurrbcrg, Il., and scnt out letters to its 3.600 dealers. Meetings in 32 othcr citics wcre scheduled, and the plan r,vas also discussed at the fall dealcr rnccting held in late September in Denvcr. Co. Mcrnbers were to vote on thc plan in late Deccrnber.

Griffith had told rnerrbcrs that thc change "rvould provide thc corporation and the board of directors bcttcr tools to compete a-sainst thc publicly funded competition that rve c()rxpctc asainst-Home Depot. Lorvc's and the like. It rvould unlock thc value of the stock. rvhich rvould appreciate based on the profits of the company."

HB&G Acquires FlexTrim

HB&G Building Products, Troy, Al., has purchased flexible molding producer Flex Trim Inc., Fontana, Ca.

Flex Trim pioneered flexible architecturaf trim molding 22 years ago and currently produces two brands, Flex Trim and ZzzzFLEX.

Minus former owner Allan Jones. Flex Trim will retain most of its staff. including Hans Schultz, who runs the production facility in Fontana. Flex Trim is also produced in Garner, N.C.

"We plan to operate it as its own entity," said HB&G marketing manag-

er Tim Bobo. "It's a self-running business; we didn't have to go through a lot of hoops to keep it going."

DixiePly Enters Louisiana

Dixie Plywood and Lumber Co. has opened its eleventh distribution center-a facility in Hammond, La., to serve the Gulf Goast.

"Our goal is to ship as far east as Mobile and as far north as Jackson." said Duke Barnes, Gulf Coast regional manager. Todd Howard is warehouse manager.

Although the location is Dixieply's

first in the state, the company has been servicing as far east as Lafayette from its DC in Houston, Tx.

Amerimix Bonds With Bonsal

Bonsal American, Charlotte, N.C., has acquired Amerimix Industries, St. Petersburg, Fl, manufacturer of bagged and bulk mortar and stucco mixes for commercial contractors and distributors.

Jorge G. Chiappo lvill continue as president of Amerimix, which rvill operate as a separate entity under Bonsal American.

Do it Best Gets Better

Do it Best Corp., Fort Wayne, In., wif l return a record-setting $126.2 million rebate to its member-owners at the co-op's October market.

"This year, the Do it Best Corp. team and our member-owners turned in the most positive bottom-line performance in our company's history," said president and c.e.o. Bob Taylor. "What makes this even more impressive is that this was accomplished in the face of a slumping housing market, softness in some regional economies, and continued high fuel prices."

To ensure continued success. the co-op continues to invest in important retail programs such as the Signature store design program, which provides a modern, more visually integrated shopping environment, and RetailSTART!, a program that helps member-owners make informed decisions about when and where to add new locations.

"As we begin our next fiscal year, we take pride in our consistent financial strength, stability, and bottom-line performance," said Taylor. "We are confident in the dedication of our staff. And we are confident in the entrepreneurial spirit of our members to grow their businesses."

Decks Keep Stacking Up

U.S. demand for decking will reach 3.6 billion lineal ft. by 2011, supported by solid residential improvement and repair activity, according to a new forecast by the Freedonia Group.

In the $4.6-billion-a-year-U.S. decking market, alternative materials such as wood-plastic composites and plastic will continue to lead gains, further supplanting wood. Tropical hardwoods will grow the fastest in the wood decking segment.

Railroads Accused Of Price-Fixing

A new study supports allegations by several industry groups that five major freight-rail companies fixed prices for fuel surcharges without any relationship to actual fuel costs.

"This is the greatest train robbery of the 21st century," said Jack Gerard, president and chief executive of the American Chemistry Council, which represents about 90Vo percent of the nation's chemical makers.

The council commissioned the study, which was based on regulatory filings and other estimates from 2005 to first quarter 2001 for Union Pacific Corp., Burlington Northern Santa Fe Corp., Norfolk Southern Corp., Kansas City Southern, and CSX Corp. Total surcharges for this period totaled more than $6.5 billion.

In January, the federal Surface Transportation Board banned excessive fuel surcharges and imposed strict rules on the fees that many rail companies reportedly charge to boost their earnings. The board ruled that railroads must link surcharges directly with actual fuel costs for specific rail shipments and prohibited "doubledipping."

But the board has no authority to enforce refunds or seek penalties, said Gerard. who added that railroad customers currently lack any regulatory means to attempt to recoup the money. The American Chemistry Council and other trade groups support legislation that would subject railroads to stiffer antitrust standards.

Some companies have filed lawsuits alleging that the fuel surcharges amount to price-fixing. In May, Dust

Pro Inc., Phoenix, Az., filed an antitrust lawsuit that seeks classaction status on behalf of parties who shipped goods on one or more of the five railroads since July 2003. Filed in the U.S. District Court for New Jersey, the suit seeks monetary darnages from the railroads. It also cited the Surface Transportation Board's decision, even though the ruling applied only to rate-regulated shipping. The majority of shipments involved in the suit are unregulated.

The Association of American

Railroads maintains that the lawsuits prove the industry's rates already are subject to antitrust laws, though the industry has been exempt from some laws since it was deregulated in 1980.

Norfolk Southern declined to comment on the study, but said the antitrust lawsuits were "without merit" and that the company plans to contest them.

The Surface Transportation Board has awarded a $l million contract to a consulting firm to assess competition in the freight railroad industry. The new study should be completed by fall2008.

We continue to invest in your success with our new Strong-Wall' Shearwalls catalog - more content, new applications and simple solutions that delivet increased value t0 your customers. A complete resource for vital technical information and structural details, our new catalog simplifies the job of specilication and installation

Build better value for your customers.

Daytona 500, and Langwood Lumber Co., a 28" 12-gauge Beretta shotgun.

T0UGH WIN: Bruce Walker (center\, Lengefeld Lumber Co., Killeen, Tx, was presented the grand prize, a 2008 Ford Super Duty Lariat, by DW Distribution account manager Ward Payne (/efl) and executive v.p. Nathan Potter (right) in DW's recent Built Tough promotion. Among olher winners, Harry's Building Materials won a Kawasaki 2007 Mule; Groom & Son, a trip for four to the 50th anniversary

c)2007 Sinpson stong-rie company tnc. SwornROl

soles Thanks for the quote, Itll let you knolY...

LTOTHING is more frustrating than I \ working up an offering for a customer and then having them tell us, "Thanks for the number, James. I'll let you know...."

No salesperson is needed because no selling is involved. We just give a number and wait for the call-back or call back ourselves to find the product has already been bought. The only thing worse than losing orders is working for an order but never really having the opportunity to compete for it!

Below are two sure-fire ways to get out of the quoting business and get into the selling businessl

Offer Product

One of the best ways to compete on price is to offer product and/or product solutions for our customers. Many of the salespeople we compete against every day are just shopping services. They never propose anything to the customer. If we never propose any-

thing to our customers they are going to start treating us like shopping services.

Every sales training customer I work with tells me they want to form a "partnership" relationship with their customers. If all we are is a shopping service, our customers will never treat us as partners. Imagine you own a business with a partner who never has an idea. They always come to you and ask you what to do next. This may be nice for getting our own way, but after a while we are not going to feel like being "partners" with this person.

Our customers feel the same way. The last thing they need is another person asking them what they should do next. This is what most salespeople do. They are too lazy to work up a proposal for their customer. They ask the customer, "Is there anything you are looking for today?" What this question really says to the customer is, "Hey, John, I'm too lazy to work for you today. Will you work for me? Will you tell me exactly what you need and exactly what you want to pay for it? Will you negotiate with yourself, so I don't have to?" These same salespeople complain about how poorly they are treated by customers.

After our initial call to our customer we should never call and ask them, "What do you need?" We should have found this out on our prospect call. After the prospect call we should always call with a product, a solution, or a deal that will interest our customer.

When we call and offer a solution or product we are setting ourselves up with our customers as partners.

"What do you think of my deal?"

One of the best ways to break through the "Thanks for the number, I'll let you know" scenarios is to ask the question, "What do you think of my deal?"

By James Olsen

Customers will often answer, "Gosh, I don't know, I need to get more numbers, I just started shopping for this, I haven't bought it in awhile, I'll let you know, etc." None of these answers allows us to do our job-sell. They all make us shopping services. The customer has em idea about your offering or they wouldn't be listening in the first place.

It is our job to get them to share their idea. We need to persist: "I understand you have to get other numbers, but what do you think of what I am offering?" Be prepared to go back and forth a couple of times, but please persist with the "What do you think of what I am offering?" question. This can cause some friction. So what? If we let our customers off the hook after we have given them our offer, we severely lower our closing percentages. Do we really think the customer is going to "Let us know"? Or "Call us back"? They may, but not as often as we need them tol

Getting our customers to talk about our deal is the beginning of closing. We surely cannot get to a closing situation by accepting the "I'11 let you know" response. We must get customers to talk about what we are proposing. When customers begin to talk about what they like or dislike about our offering, we are in a closing situation and can now sell the customer.

In competitive markets we must make ourselves partners by offering product solutions, and we must force the issue from time to time with the "What do you think of what I'm offering you?" question.

- James OLsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industry, and host ofThe Sales Doctor Radio Show (www.salesdoctor.biz). He can be reached ot james@ reality-salestraining.com rtr (503) 544-3572.

Appalachian hardwood producers veri fy sustainability

A PPALACHIAN Hardwood Manufacturers. lA.lnc. has launched a new marketins campaign to spread the word that its territory is meeting the needs of today without compromising those of future generations - sustainably.

The resource from the Appalachian hardwood forest was proven sustainable through research by the U.S. Forest Service of the Forest Inventory & Analysis (FIA) data compiled by the U.S. Department of Agriculture.

"We have known for several years that natural regeneration and forest management in the Appalachian region was providing a stable timber base," said AHMI president Tom Inman. "This analysis verifies that and extends it further to show that in the 344 counties of the Appalachian region as AHMI defines it, the growth to removal ratio is more than 2.29 to one.

"We believe this goes beyond basic sustainability and verifies an expanding resource and timber base for the future," he said.

AHMI's bylaws dictate the producing region as 344 counties in l2 states. These counties must meet elevation, soil composition, and climate requirements to be included.

AHMI staff asked U.S. Forest Service officials to

research the FIA data for this area and compare with the past 20 years. The analysis discovered the Appalachian hardwood timber base has grown to more than 65.4 million acres, up 300,000 acres since 1990, and includes more than I l5 billion cu. ft. of trees.

"The public is becoming more interested in sustainable resources and green building and our research proves that the Appalachian hardwood forest exceeds simple sustainability levels and definitions," Inman said. "Consumers can be assured when they purchase hardwood products from lumber manufactured from AHMI members that the resource is sustainins more growth than harvest. The data shows that Appalachian is synonymous with sustainable."

AHMI launched its "Appalachian Hardwood Verified Sustainable" campaign in July. AHMI members can provide customers with documents of sustainability verifying that the Appalachian hardwood timber was manufactured from the AHMI territory. The documentation can be passed on through distributors and manufacturers.

The group has also established a new website, www. appalachianhardwood.info, to explain the verified sustainable promotion.

Cut costs. Not corners.

Hosted solutions provide top-tier technology, security, and disaster recovery to buitding materiat companies. It's just one of the ways DMSi's Agility software delivers more vatue by eliminating waste and cutting costs.

fqmily lness Passing assets beyond the second generation

By Christopher Eckrich

not considered in the estate plan. Families seeking to distribute assets on a per capita basis believe that the feelings of each grandchild will be protected, as they all receive the exact same amount. This also soothes the feelings of adult children who have the most offspring, as those individuals often appreciate that all of the grandchildren are being looked at and treated as equals.

If,/HEN engaged in estate planning, families of wealth V V arc often faced with deciding how to distribute assets to their grandchildren and beyond. The primary issue is whether each grandchild will receive the exact same amount as every other grandchild (this is identified as distributing on a per capita basis) or whether each family branch should receive the exact same amount of shares and then split those shares according to the number of grandchildren that that branch holds (this is called the per stirpes method).

Let's consider an example of a per stirpes distribution in action. Tom and Katherine own 1007o of the stock in their family business, and they have three adult children: Sam, John and Laura. Sam and John each have two children of their own. but Laura has five children. Tom and Katherine passed 1,500 shares of business stock via a generation-skipping trust as part of an estate planning maneuver and to pass on their business legacy to the grandchildren. They passed 500 shares each to Sam's, John's and Laura's branches. When they did this, each of Sam's and John's two children received 250 shares, but Laura's children only received 100 shares each.

Note that in the above example, had Tom and Katherine distributed on a per capita basis, the 1,500 shares would have simply been divided by the number of grandchildren, in this case, nine, and each grandchild would have received approximately 167 shares.

There is not generally a right or wrong way to handle this issue, and family preferences dictate the basis chosen. Families who see all grandchildren as equal will tend to favor giving assets on a per capita basis-though there can be complications such as how to treat adopted children or stepchildren or what happens when a birth occurs that was

Families who prefer distributing on a per stirpes basis tend to favor equality in the second generation. A per stirpes treatment allows each of those children's branches to receive the same amount of stock, which may have implications for voting on business issues in the future. These families often believe that because number of children is an individual decision and that decision by the second generation impacts the number of shares ultimately reaching their children (the third generation), it is most fair to treat the sibling group equally.

This approach would seem to pay attention to the feelings of those in the second generation with the fewest children. In the earlier example, Sam and John (both members of the second generation) would likely find it more palatable that their branches were not penalized because they had fewer children than Laura. One concern sometimes expressed is that those members of the third generation with fewer siblings will have a larger number of shares and may unite with other larger shareholders, exerting more power than cousins from more prolific branches can wield.

Looking at this in a purely numerical manner, this seems to be a difficult choice. Either way, some members of the family may be hurt or, even worse, angry. Also, just looking at the numbers, one can easily surmise many scenarios in which one group will gain power over the others.

However, a different tack is to think about the opportunity to develop the sibling team, as well as the eventual cousin team, into a strong unit that meets on a regular basis and learns how to support and trust each other. In thinking about this potential, negative concerns about either the per capita or per stirpes method are less powerful.

Many families are successful in resolving second generation issues and integrating the third generation, by allowing each member to have a voice. These families are able to come together to build a common understanding of family values and vision and opportunities for participation in the management of the assets. They work hard to identify the value of the family to the business and to craft a common voice. In doing so, even those who are in the lower-power position of having just a few shares of stock are given an opportunity to achieve communication parity with those

who have larger shares and seemingly would have all the power.

Ownership decisions may still be determined according to the number of shares held, but the family creates an opportunity to build trust with each other, to hear each other, and ultimately to share the decision making in family and ownership matters. They use family meetings to get the work of the family done and to reinforce membership by all owners regardless of actual numbers of shares owned.

Still, it is necessary when passing assets across generations to make a decision as to whether some of those assets will be passed on a per capita or per stirpes basis. Some questions to explore would include the following:

. Does the age range of our children increase the likelihood that there will be future grandchildren born at an unforeseen time in the future? How can we be fair to them?

Do we seek equality among the children that we know over the grandchildren that we do not yet know?

. How will we communicate our decisions to our children so that, regardless of which method we choose, they will understand the philosophies that we hold and will be given time to accept those decisions and work out any issues they may have pertaining to them?

. What steps are we currently taking to build teamwork, not only among the sibling group, but among the grandchildren as rvell?

The decision to pass assets on a per capita basis or a per stirpes basis is a personal one, and the decision is a responsibility of asset owners. We have found, however, that the famrly that speaks its intentions, communicates those in advance so siblings understand why the decisions were made in the manner they were, and provides an outlet for team development among whatever groups will be formed, tends to experience more favorable results in the long run.

- Dr. Eckrich is a principal of The Familv Business Consulting Group Inc., Marietta, Ga.; (800) 551-0633. He can be reachedat ec krich@ e.fantilybtts ine ss. cont. Reprinted with permission .from The Fsmily Business Advisor, a coptrig,hted publication of Family Enterprise Publishers. No portion of this article may be reproduced without perntissiotr of Familv Enterprise Publishers.

kiln and surfacing mill located in Oklahoma City. 414, 514, 614, & 814

Africon Mohogony

Aomotic Cedor

Ash, Alder, Bosswood , Cypress, Poplor, White Ook

Appolochion Red Ook

Southern Red Ook

Wolnut, Whife Birch

Whife Hord Mople

White Soff Mople ond mofe...

A member of the National Hardwood Lumber Association

The four faces at your counter

By Mike Dandridge

THE secret to a successful distribuI torship is twofold.

(l) Know your customers' preferences.

(2) Continually work toward satisfying those preferences.

The challenge. of course. is to determine what are those preferences. Such an undertaking may seem daunting, if not impossible.

Fortunately, there are psychological profiles that offer insight into the decision-making process of certain personality types. Known as personas, these personality types can be divided into four core categories: the Conductor, Illuminator, Resistor and Adaptor.

The Conductor

When this customer walks up to the sales counter, he's in a hurry to get material and get back to the job. The Conductor is the most likely to complain after a distributor rearranges the sales counter. Knowing where everything is displayed gives him a sense of control, and the Conductor likes to be in control.

He also likes to negotiate. Holding up a drill, nut driver set, or the latest

piece of test equipment, he asks, "What's my price?" Highly competitive, the Conductor looks for products that give him an edge. Don't try to sell him because he resents feeling pressured. Instead, be knowledgeable about your product, give him the nofrills bottom line, and let him decide.

The Conductor enjoys a good argument, so be aware of his sledgehammer-subtle attempts to start a debate over new school products versus old school. Often this individual is a foreman or the owner of the company.

Since the Conductor likes to be in charge, this customer is the least frequently found in the counter as it is more his style to send someone else to pick up supplies. Better yet, he would rather the distributor bring the material to the job site. Get the Conductor in and out as quickly as possible.

What to lookfor:

Fast-paced walk

. Functional clothing; work shirt, boots

Any sign of authority

Serious facial expression

The Luminator

This customer likes to announce his arrival, shouting something like, "Are we having fun yet?" as he crosses the threshold into the branch. He enjoys sales counters that are lively and active, and if yours is boring, he'll go somewhere else.

All customers should be greeted as soon as they enter the sales counter, especially the Luminator. He likes attention and if he doesn't feel like he's receiving it, again, he'll go somewhere else.

Why cater to this person? Because he's everyone's favorite customer. The Luminator is likable, his enthusi-

asm contagious. He likes to have fun, and he likes to spend money. His material list, composed on the back of a fast-food sack or a 2x4, is only a suggestion, a starting point. He provides a running commentary as he recites each item on his list. often taking off on unrelated tangents. It's up to the salesperson to keep the Luminator on track. Ask questions that lead back to the order at hand.

Sell new product to the Luminator by pointing out the "cool factor" ofthe item. The Luminator makes the most spontaneous and impulse buys of all four personas.

What to lookfor:

. Well dressed; usually a bright color

. Broad smile; upbeat Natural conversationalist

The Resistor

He is the skeptical buyer who needs reasons to buy. The Resistor will ask questions. Like the Conductor, the Resistor values time, so deal quickly in meeting the needs of this customer. The Resistor looks for organized merchandising and will read the bullet points on the features and benefits poster.

The Resistor's material list will be neatly written on a scratchpad or notebook, something that is always with him. Some of the younger generation might even have the list in a PDA.

The Resistor follows rules and expects any company with which he does business to do the same. The Resistor is methodical and believes in processes. He will not leave your

branch after a transaction without the proper paperwork.

The Resistor likes to deliver quality work and is willing to invest in the materials required to complete a project the "right way." Sell new product to the Resistor by featuring the item's practical benefits such as labor savings or time efficiency. The Resistor lives on a schedule and is the customer most likely to place "will call" orders. Have his orders ready.

What to lookfor:

Steady-paced walk

. Unreadable facial expression; pokerfaced

Neat appearance; creasedjeans

. Pens in shirt pocket

The Adaptor

The Adaptor's easy-going nature is identifiable by the way this customer strolls up to the sales counter. Unhurried, the Adaptor will gladly let another customer cut in line ahead of him. While waiting, he will gradually weave through all of the sales counter displays. If there's a stool nearby, the Adaptor will straddle it and casually make himself at home.

The Adaptor doesn't believe in the confining structure of lists, convinced that he thinks better leaning against your counter and allowing the list to flow from him orally while a salesperson jots down the materials, one item at a time.

Yes, this person can be time consuming and costly. Some distributors may consider whether or not this customer is profitable enough to warrant spending the extra time. But, chances are, the Adaptor works for someone else, and there's more to consider than the purchases made at the counter. If a distributor decides to invest the time it takes to cater to this individual, it will reap a loyal-beyond-reason customer.

The Adaptor is looking for an expert he can trust. When choosing between two products this customer will ask, "What do you think?" Sell new products to the Adaptor by emphasizing labor-saving features.

What to lookfor:

. Casual dress; T-shirt, baggy jeans

Slow-paced walk; saunter

Relaxed, pleasant facial expression

Actions, Not Words

No one fits perfectly into a person-

ality profile. All four of these personas are generalizations. There isn't a personality profiling system that can accurately measure and predict a person's decision-making process based on behavioral styles.

The importance of looking at customers in this way isn't to confine them into categories. Rather, it's to serve as a reminder that each customer is different and has his or her set of preferences when it comes to buying.

It's been brought up more than once in this column that customers care about what you do, not what you

say. The same truth can be applied to your customers; pay attention to what they do, not what they say they do. By learning our customers' preferences through their actions, we can tailor our sales floor and showroom to have a broader appeal to all personality types, over the counter.

* Mike Dandridge is a keynote speaker, founder of High Voltage Performance, and author o/ Thinking Outside the Bulb. Reach him at (254) 624-6299 or via www.highvoltageperformance.com.

Builders, Consumers Pick Favorite Windows

Marvin ranked highest in satisfying builders and remodelers with windows and patio doors and Pella fared best in satisfying consumers, according to two new studies by J.D. Power & Associates.

Among the 2,677 builders and remodelers surveyed, Marvin scored particularly well in five areas-product, warranty and repair service, delivery, sales and marketing support, and ordering process. Next came CertainTeed, with high marks in ordering process and credit/billing process, and Simonton.

For the more than 3,000 consumers questioned, Pella performed exceptionally well in operational performance-which includes ease of use and operation, energy efficiency, and ease of cleaning-and in ordering and delivery. Following closely were Andersen, with high marks in operational features, appearance and design

features, and Milgard.

"While product quality and price are important, the key differentiator in satisfaction among consumers who purchase patio doors and windows is service - particularly with ordering and delivery," said J.D. Powers' Jim Howland. "Orders that are received on time and that contain the correct components allow consumers to complete their home improvement projects according to their projected time frames and to avoid costly and inconvenient delays."

Roughly 45Vo of consumers installed the windows or patio doors themselves or with help from family or friends. About 307o hired an independent contractor or remodeler, while 207o used an installation service provided by a home improvement retailer. Only 5Vo of consumers report using an installation service provided by the manufacturer.

onqls

Brian Carlson has been promoted to president of Huber Engineered Woods. Charlotte. N.C. He succeeds Andy Trott, who is now chair of the board of managers.

Darin Kuchaes, ex-Robbins Wood Preserving, is now Tavro Building Products' territory mgr. in Florida.

Ed Westlake is now leading the newly centralized purchasing department at Hager Distribution, Grand Rapids, Mi. Product line sales mgrs. include Lee Scott, lumber products; Tim McDaniel, building materials, and Matt Broton, engineered wood products.

Jared Melocco, ex-Trex, is now product mgr.-composites at Snavely Forest Products, Pittsburgh, Pa.

Steve Winistorfer has been named c.e.o. and board chairman of TECO, Sun Prairie, Wi., replacing Ed Starostovic, who will remain a board member and advisor.

Diane M. Gransden has been appointed accounting supervisor at Fingerle Lumber Co., Ann Arbor, Mi.

Dan Goodman has joined the sales staff of Hambro Forest Products' Blue Ridge Panels, Lanore, N.C.

Patrick King and Chris Deanovic, ex-North Star Forest Materials, and Scott Robbins. ex-Fullerton Lumber, will open a forest products division for AgMotion, Minneapolis, Mn.

Tony Trubiano, ex-Bluelinx, is now v.p.-sales for Holbrook Lumber, Albany, N.Y.

Gene Neary, ex-Bluelinx, has joined Windsor Mill as sales mgr. for the Southeastern U.S.

Joe DeAngelo, chief operating officer, HD Supply, has resigned from Home Depot, Atlanta, Ga., to become president and c.e.o. of the newly sold HD Supply.

Matt Kasten and Julie Jackson have joined the sales staff at ATC Panels, Moncure, N.C.

David Walstad has been named v.p. of advanced component technology for Pro-Build Holdings.

Fred Feldman was promoted to purchasing mgr. at Leggett & Platt, Charleston, S.C.

Mark Moulton has been named v.p.sales at Crane Fencing Solutions, Mason, Oh.

Ruth Bright is a new fulfillment representative for L&M Construction Chemical. Omaha. Ne.

Jacque Aschenbroich was named president and c.e.o. of CertainTeed parent Saint-Gobain Corp., Valley Forge, Pa., succeeding JeanFrancois Phelizon, who is returning to the company's Paris headquarters as senior v.p. and advisor.

Mike Burns, deputy director, Empire State Forest Products Association, received the Distinguished Service Award from the Temperate Forest Foundation, for establishing teacher tours in New York state.

Chris Terrels, co-founder and director of sales & marketing, Railing Dynamics, Inc., Egg Harbor Township, N.J., this month will speak on

3" to 48"

. Airport Runway/Parking Lot Goif Course Siorm DraTns

. lndustrial Waste Water Applications

. Constructed Wetlands

. Landfill Drainage

Sewer Sludge Compost Pipe

Attractive and extremely functional, Bookcase Door Systens offer a distinctive, space-saving option for closets, pantries, wall safes, wine storage, home offices or hidden rooms just past the threshold. Built with durable 3/4" ApplePly to support a load of 500 lbs., yet quiet and easy to open. Available in hardwood veneers (oak, cherry and maple) with environmentally safe clear and customized stain/paint finishes or unfinished. Woodfold Bookcase Doors ship fully assembled with heary-duty roller system and multi-position steel upper wall guide.

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

P.O. Box 346, Forest Grove, OR 97116

Phone (503) 357-7181 Fax (s03) 357-7185

www.woodfold.com

the evolution of railing at Principia Partners' 2007 Wood-Plastic and Natural Fiber Composites conference in Baltimore, Md.

Phil Osteen has been placed in charge of diversity programs at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

News Briefs

(Continued from page I 8) annual rate of 1.33 million, the lowest level in 12 years ... singlefamily starts dropped 7.l%a to a 0.988-million pace regionally, starts plummetted 37.7Vo in the Northeast, while climbing lI.4Vo in the South and 4.2Vo in the Midwest permits slid 5.97o to a yearly rate of 1.307 million

Illinois Tbol Works has acquried Ameri-CAD, Inc., Allen, Tx., to become a division of its /ZW Building Components Group ...

Tembec has relocated its lumber sales offices from Timmins and Bolton, Ont., to a single site in Toronto. Ont., closer to its customer base

Reserve Supply of Central New York, Syracuse, N.Y.; Falmouth Lumber, East Falmouth, Ma.; Stock Building Supply, Rock Hill, S.C., and Strober Building Supply, Cherry Hill, N.J., recently acquired Hundegger whole house saws to expand their structural framing services using iLevel's NextPhase Site Solutions ...

Spruce Computer Systems has moved to new corporate headquarters in Latham. N.Y.

USG Corp., Chicago, Il., has entered into a joint venture agreement with China-based BBMG Corp. to produce ceiling tiles and affiliated grid systems in China

Horizon Forest Products, Raleigh, N.C., has been named Distributor of the Year bv BonaKemi USA

US GreenFiber LLC. Charlotte. N.C., applied for chain-of-custody certification from the Forest Stewardship Council ...

Bridgewater Wholsalers Inc., Branchburg, N.J., has been recertified to retain the Energy Star designation for its Masonite steel and fiberglass doors ...

Deer Park Lumber. Tunkhannock. Pa.. received the National H ardw o od Lumb e r As s o c iation's

2007 Forest Stewardship Award for its commitment to hardwoods education and sustainable forestry ...

VT Industries, Holstein, Ia., received GreenGuard certification for its laminate countertops

We ather S hie ld Manufacturing Inc.,Medford, Wi., received the Wisconsin Business Friend of the Environment Award for outstanding achievements in environmental protection

Crane Fencing Solutions, Mason. Oh.. has added a khaki color to its Iine of fencing ...

Roy O. Martin, Alexandria, La., donated $3 million to the Forever LSU campaign to construct a new $60 million home for Louisiana State Universityt E.J. Ourso College of Business.

Seminars Examine Shades Of Green

The sustainable building movement continues to grow in importance, but not everyone has a clear understanding of exactly what "green" means.

That's why Timber Products Co. and SierraPine Ltd. have teamed up to present a series of educational seminars to help distributors, architects, and end-users learn the basics about green products, programs, and new emissions regulations. Both companies manufacture building panels that have been certified by environmental organizations.

"Confusion reigns in all sectors of the marketplace when it comes to green building and products. The learning curve is still very great," said TP v.p. Roger Rutan. "We have found our customers are hungry for more information. These seminars are intended to help them understand the

4v,#nry?*el"

OSBMarket makes buying downfall OSB easier than ever before. Our no-hassle TrueMarket* prices are delivered prices. Our tracking charts help you buy smart. LowGradel * and LowGrade2" simplify downfall grades. And you never have to wait for a quote Looking for the widest selection at the best prices? Get your off-grade onlinel

www.osbmarket.com

866-809-8101

issues and implement a green strategy for their businesses."

Sixty-five distributors, architects and manufacturers attended the first class in May. "The first session confirmed our suspicion that certified wood programs, green building programs, industry programs, and emissions regulations are the four most confusing categories when it comes to green building," said Chris Leffel, v.p. at SierraPine. "The feedback from attendees was overwhelmingly positive, so we are taking the seminar to additional cities across America."

Seminars are being planned for Chicago, Il.; Atlanta, Ga.;Miami, Fl.;Memphis, Tn., and Dallas, Tx.

Each session covers the four major areas of confusion, plus climate change, trends and new products.

Gulf Schools Learn Wood Works

Roy O. Martin, Alexandria, La., will provide major funding for "Wood Works" classes offered at three local high schools. Developed in collaboration with The Rapides Foundation, the classes help students develop the knowledge and skills needed by the forest products industry.

"We are excited to be a part of this innovative partnership," said president Roy O. Martin III. "Wood Works is a realistic approach to developing the skills needed for a career in the forest products industry."

So far, 35 students at three high schools have signed up for the classes, which are divided into six subject areas: an introduction to the industry as a viable career option, related employment skills, wood industry terminology, forestry, safety, and applied math.

"It's a win-win situation, providing practical career training for students and a source of productive, skilled employees for Central Louisiana industry," said Joe Rosier, president and c.e.o. of The Rapides Foundation.

Smash Ending To Car Chase

Ace Hardware, Moorhead, N.D., received an unwelcome visitor late Sept. 2 when a car plowed through the store's plate-glass windows.

The driver, who had been fleeing from police after a routine traffic stop, pulled into the store's parking lot and jumped out of the car, but the vehicle continued rolling into the front entry ofthe store.

Police apprehended the driver, Lasamuel Richardson, 18, and discovered a handgun and marijuana in the car's glove box, according to police. Three passengers escaped injury, but were charged as minors in possession of alcohol.

@2007 Silvaris

Ace opened for business the next morning after boarding up its front windows with plywood.

OSBMarket is powered by Silvariso, the people behind LowcradeLumbero. We are North America's leading provider of industrial wood oroducts. Our team shares a commitment to expert, professional service. We look forward to serving you.

Next Generation l-Joists

Georgia-Pacific's XJ 85 joist has strategically placed openings fbr the installation of plumbing, HVAC, and electrical systems.

The engineered joists reportedly

are resistant to shrinking, twisting and r,varping, are easier to install, and reduce waste on the iobsite.

Plea.se call (888) 502-2583 or www.8P.c0m

extra-wide handle that reportedly puts less stress on the hand and arm.

An internal debris shield protects the slide mechanism, extending the tool's life.

- Pleetse phone (919) 362-1670 or v i s it wt"'w. uto 1te r handtoo ls. co m

Low VOC-Primed Trims

SilvaStar wood fascia and trim from Canfor is available natural and primed rvith low-VOC primer.

HistoricalTrim

Certainteed's offers a TrueTexture finish for its Restoration Millwork exterior trims.

The woodgrain surface is molded from rough-sawn cedar boards for a natural appearance.

The door sweep's multi-fin and bulb construction is designed to provide a tight seal in all weather conditions. Styles and colors are available for most steel, wood and composite doors.

- Please call (616) 844-2888 or v is it www. isot rude. com

Larger Wrench

The Rapidslide adjustable wrench from Cooper Hand Tools is now available in a larger 10" size.

Maximum jaw opening is 1.2", a 2OVa increase over the orieinal 8" lvrench. Both rvrenches feiture an Made of PVC, the trims are reportedly ideal for non-rveight-bearing exterior applications and can be worked with traditional woodworkinc tools.

Clean, Green Sweep

Green Sweep from Iso-Trude is a sealine solution for exterior doors.

Available in a variety of thicknesses up to 2" and lengths up to 36 ft., the oroduct is made from kiln-dried SPFlumber.

- PLease contact (604) 264-6010 o r v is it ww w. canJb r.co m

Workplace Goggles

DeWalt Concealer goggles from Radians offers protection in jobsite construction, woodworking, sanding, and machinery operation.

The impact-resistant polycarbonate lenses come in two shades: clear and smoke. A clip attachment allows easy lens replacement, while an adjustable head strap ensures comfort.

- Please call (877) 723-4267 or t, i s it vtww. rodiuns. com

Invisible Fasteners

FastenMaster's IQ Hidden Deck Fastener reportedly allows builders to quickly and easily install boards of various materials, thicknesses, and widths from above the deck. with no visible fasteners.

Cool Software

With Glacier Commander software IT administrators can access information from forklift-mounted comouters.

Designed to work with Glacier's Everest computers, the software helps monitor system activity. program function buttons, set optional screenblanking parameters, and view detailed reporting on current and past temperature and voltage readings.

- Please call (603) 882-1560 or v i s it www. g lac i e rcompute r. c om

Construction Gloves

Northflex general-purpose construction gloves reportedly offer high abrasion resistance, plus shock and vibration absorption.

specific colors.

The siding is designed to be a durable, low maintenance, non-combustible, hurricane-resistant, and environmentally friendly alternative to wood and vinyl siding.

- Visit www.j ame s hardie, com

All-Purpose Columns

The product uses a Clip & Flip system that requires only a drill to install. It can be used for angled decks. to install both the first and last board. and to connect seam joints.

Made of UV stable engineered resin, the clips have been tested fbr long-term durability.

- Please call (800) 518-3569 or v is it www.fttste nmuste r. com

Tube Of Silence

Soundproofing adhesive from Suppress Products is a water-based damping compound designed for laminating wood panels used in floor, wall and ceiling assemblies.

Made by North Saf'ety Products, the gloves have a form-fitting, red nylon shell coated with a pliable black PVC coating for superior comfort and fit, and wet/dry gripping.

- PLease call (888) 422-3798 or vis it www.northsafety.com

Colorful Gement Siding

Fiber-cement siding from James Hardie now includes ColorPlus Technology, a multi-coat, baked-on, paint process available in regionally

Safer Level

A 24" tip-proof level from Great Neck Saw Manufacturers reportedly eliminates accidental falls that can turn other levels into projectiles. A wider base also increases stability and includes a magnetic V-groove

Royal Outdoor Products offers allvinyl columns in a variety of architectural styles.

Each standard tube covers an average of 15-25 sq. ft., reportedly without hazardous chemicals or solvents.

- Visit www. supp re s sp roduct. com

Designed for easy installation, the columns come prime-coated or prepainted in white, tan or clay. They can be secured to most vinyl, concrete and wood surfaces, and resist moisture, rot, cracking, warping and splitting.

- Please call (800) 488-5245 or v i s it www. roy alc row nlt d. c o m

that makes it easier to work on pipes or conduits.

Other features are easy-to-read measurements and rubberized ends to reduce marring.

- Please call (800) 457-05600 or visit www. g, re atne c ksaw. com

DeskTo Go

The Plan Station is a portable work desk from Finley Products.

Constructed of ballistic nvlon. the product hangs anywhere a portable, foldable work station is needed or can be used freestanding. The 2'x4' work-

space has ample room for laptops or blueprints, plus multiple storage pockets for documents, office supplies, cell phones, and more.

- Please contact (888) 626-5301 or vis it www.fin leyp roduct s. com

Fabrication Software

Stellar software from ilevel is designed to help LBM dealers and fabricators optimize material cutting and handling.

The proprietary software converts data into electronic instructions that guide computer-controlled saws, reportedly optimizing loading, cutting, and off-loading for greater speed and more efficient use of materials.

Paper instructions allow crews to load and stack the saw output for improved material processing.

- Please call (888) 453-8358 or visit www.ilevel.com

Cold-Weather Boot

Timberland's Thermal Force work boot is made to provide protection and comfort in extreme conditions, but without multiole lavers of bulkv insulation.

Cold protection includes an Aerogel toe cap, 3M Thinsulate Zone insulation. and an Ice Trax rubber outsole.

The outer leather is waterproof and abrasion-resistant.

- V is it www.timbe rland. com

Tough Glue

Gorilla Glue's Quick Cure formula reportedly dries about eight times faster than the orisinal formula, but still delivers Ihe same strength and toughness.

The glue dries white for use on lighter woods or materials, but also holds wood, stone, metal, ceram-

KAYU is distributed exclusively by Flagship Forest Products, Inc.

The Noftheast's largest distributor of Hardwood Decking

ics, glass, foam, and more.

Waterproof and temperature resistant. it can be used indoors and out.

- Please call (800) 966-3458 or go online at www. gorillaglue.com

Rolling Storage

Knaack's JobMaster rolling cabinet offers portable and secure storage in the workshop or at the jobsite.

Seven 6" swivel casters and one 6" rigid caster wheel allow one person to maneuver the cabinet when closed.

welded in place.

Constructed of l6-gauge, fully welded arc steel, the cabinet has a load capacity of I,200 lbs.

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

Gutter Protection

Gutter Dog from SRS Innovations helps keep house sutters clean.

Each of the front wheels has brakes for securing the cabinet when open.

Shelves are 14" deep with a I' hemmed lip and are

The 3-ft. sections reportedly are easy to install. Bristles on the product fill the gutter, preventing leaves, pine needles, and other debris from clogging the gutter. When the bristles are full, just remove and shake or rinse with garden hose.

- Please contact (866) 693-6559 or go online at www. srsinnovations.com

Orgill rolls into Vegas

ORGILL held its fall dealer market Aug. 16-18 at the Las Vegas Convention Center, Las Vegas. Nv. (1) Bill Fondren, Joe Orgill, Ron Beal. (2) Beth Aureli, Brian Miller, Larry Goode, Faye Holley, Linda Crawford, Karen Meredith. (3) Scott Butterworth, Mike Keeney, McNeal McDonnell. (4) Ryan Dame, Marshall Hawkes. (5) Max Hackett, Ryan Malone. (6) Kent Marks, Alex Tis, Kyle Vieira. (7) Sonny Glenn,

Burlornr; Pnooucrs Drcosr Ocroeen 2007

Stephen Rykard, Raul Prieto. (8) Al Thompson. (9) Kevin Cummings, Jim Solic. (10) Matt Conard, Skip Campbell. (11) Nathan Pelerson, Kristl Campbell, Frank Snoddy. (12) Tom Koch. (13) Albert Mickadeit, Chris Frallicciardi. (1a) Rick Caron, Bob East, Ray Jordan. (15) Earl Downing, Dan Grady.

(Continued on next page)

Simpson Strong-Tie Unveils Free Service

Simpson Strong-Tie, Pleasanton, Ca., has introduced a new online assessment program that allows builders and contractors to monitor and improve the quality of construction on job sites. Named TRAX, the service is implemented and managed by Simpson field reps. It captures real-time data directly from the job site, which is tracked and summarized to remedy issues, reduce costs, and idcntify training needs. "The goal of TRAX is to help builders and contractors build higher quality homes by bringing new technology and communication to the job site," said Mike Moran, v.p.-builder programs. "We essentially do the work, and builders and contractors see the benefits of training, better installations, lower job-site costs, and improved quality."

ORGfLL (continued hom previous pagel. (1) Greg Cuke, Jason Henson, Skip Engel. (2) Todd Landers, Panish Stapleton. (3) Connie Kim, Elizabeth Vickers. (a) Rick Hogue, Bob Cini. (5) Mark Walter, Lou Cuneo, Eric Hedin, John Rutter. (6) Kurt Kochler. (7) Aaron Hock, Stefanie Snyder.

FLORIDA BUILDING Material Association held its 87th convention and trade show Aug. 23-25 at the Gaylord Palms Resort & Convention Center, Kissimmee, Fl. (1) Chris Crucitt, Don Younger, Joe DiFrancesco, Thomas Supplee, John Smith, (2) Chuck Donaldson, Mark Thomson, Drew Norris, (3) Craig Berntsen, Jody Tibbs, George Fishtorn. (4) Ladonna Gleason, Zee Taltos. (5) Gus Stritt, Darin Kuchaes, Tim Willoughby. (6) Gary Jones, Keith Sisk, Dean Johnson,

48 Burr,rrxc Pnooucrs Drcosr Ocroern 2007

Nate Sewall, Ken Jordan. (7) Dudley Collins, John Wolf. (8) Timm Schaeffer, Thomas Wolf. (9) Jay Leahy, Paul West. (10) Nikki Vlassis, Michele Graves, Mary Jo & Scott McVey, Margot Vlassis. (11) Tony Siena, Sean O'Connor. (12) Barry Bauman, Scott Van de Linden, Lee Walker. (13) Rob Pavlik, Jack Coombs, (14) Bill Jotham, Mike Provenza, Julie Shaw, Mark Shook, Molly Mautz. (15) Beth & Jerry Montsdeoca. (16) Louise & Harry Sudal. (Contrnued on next two pages)

fLLUSTBATED FBMA (continued from previous page): (1) Buddy Lewis, Bob Keane, Jimmy Williams, Lawrence Newton, Steve Esham, Mike Smylh, Robert Taylor. (2) Tim Craver, Sam Bond, Doug Asher. (3) Curtis Haugen, Brian Wofford, Preston Newton, Ray Luke. (4) Kyle Christian, David "Spank" Christlan, Kim Cranford, Mark Shook. (5) Don & Mary Osteen Jr., Dan Beatty. (6) Glen Vickery, Candice Battle. (7)

Brad Bradley, Tom Galloway, Donna McNamara, Webb Riffe, Tina Alvarez. (8) Mike Potthoff, Steven Mickley. (9) Mark Jusevic, Tom Kehoe, Bill Rein, Greg Griswold. (10) Renee Sticker, Jason Jackson. (11) Gary Farber. (12) Joel Adamson, April Ferguson. (13) Jason

Hudson, Russell Evans, Duffy Waters. (1a)Mike Abeyta, Gabe High. (More photos on next page)

FBMA (continued from previous pages): (1) Alan Oakes, Erick Krauter. (2) Kirk Hammond, Greg Banks. (3) John Frost, Susan Shaw, Todd Filipek. (4) Tom Minick, Joe Shelter, Tom Peterson, Nick Wortel, Tom Zimmerman, Robyn Chambers. (5) Bobby Knight. (6) Jon Levey, Steve Mihailolf, Sean Smith, Gerald

Marrou. (7) Katrina & Jason Dahdah, Ryan Arling, Vislal Saxena. (8) Bill Nocerino, Leo Kupferer, Jerrett Stephens. (9) Cecil Skinner, Rick Hunter. (10) Lillie Abbott, Mary Anne Hunter. (11) Bo Bryant, Pam Calary, Doug Breckenridge. (12) Mary & Clark Yandle, Todd Landers. (13) Paulo Rower, Joe Roberge.

Long and Strong A Hood Lumber

Hood Industries manufactures quality Southern Pine Lumber with mills located in Mississippi, Louisiana and Georgia. We provide a full product mix of 2x4 through 2xl2 and specialize in Long Lengths and Wide Dimension. Mix your truck or railcar with any of the items we produce and turn your inventories faster. Call today to speak to one ofour friendly representatives about pricing, and availability.

uqrres

Herbert Guy Wood, J2, owner and president Woodford Plywood Inc., Albany, Ga., died Sept. 2 Albany.

of in

Mr. Wood was an outside salesman for Georgia-Pacific before he and Dean Ford founded Woodford Plywood in 1975. Three years later they expanded to Waycross, Ga. The distributor now has l2 branches in Alabama. Florida. and Georgia.

John Jeffrey Hess, 29, a salesman for Coastal Lumber Co., Buckhannan, W. Va., died Sept. I 1 in a traffic accident near Clearfield. Pa.

He grew up working for a family-owned sawmill, and had worked for several forest products companies as a grader, buyer, and manager before joining Coastal eight months ago.

John H. Vanevenhoven,62, a partner for more than 40 years at Northside True Value Hardware, Appleton, Wi., died Sept. 15 of a heart attack.

Leon Perry, 91, owner of Perry Lumber Co., Henderson, N.C., died Aug. I l. He also owned and operated sawmills in Colorado and New Mexico.

Frederick E. Warden Jr.,16, former owner of Warden Ace Hardware, Delafield, Wi., died Aug. l9 of pancreatic cancer.

In 1955, he began his own contracting firm. After clos-

ing the business, he joined his children Tim and Kathleen in opening Warden Ace Hardware in 198 I

By 1990, he had sold the store to his son Michael and daughter Patti, who now owns the Delafield store and a second unit in Mukwonago.

Michael J. Hemauer, 65, owner for 25 years of Fine Craft Unlimited, Hatley, Wi., died Aug. 23 from complications of heart surgery performed six years ago.

The business will continue under his sons.

Lowe's Hit By Odd Inside Job

At least two employees are suspected of stealing thousands of dollars of merchandise from the Lowe's in Mount Airy, N.C., according to police.

The thefts began July 1 and included a washer, compact electric fireplace, drink mixer, waterproof security chest, crock pot, wind chime, dining chair, deep fryer, an Elvis animated table, plus numerous other goods.

So far, $2,568 worth of merchandise has been recovered, but no suspects have been named.

aLAZELOCK AHffVTA Introduces...

Wedge-Loek Eihirns

Revene Wedgelock Shims to utilize our Glazelock Locking Ridges to maintain alignmenl and prevent sliding of shims, individual shims.

broken into 1 1t2'x8"

redefines the way wood and plastic come together and interact. This technology automatically reacts to varying shim srtuations. Use them in your houw, for constuction, renovations and many more applications. Whethershimming cabinets, floors or windows, our unique locking system will optimize any job when placed togetrer

Also avallable ln Hlgh lmpact Polystyrene Plastlc

639 N. Entrance Avenue

Kankakee, lL 60901

Phone: (815) 935-5396

Fax: (815) 936-9314

wwwg lazelockshims,com

ploce

Rates: $l per word (25 word min.). Phone number counts as I word, address as 6. Centered copy, $8 per line. Private box or border, $8 ench. Column inch rate: $50 camera-ready. $60 if we set type.

EXPERIENCED LUMBER TRADERS WANTED.

We are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere. exDerienced 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 Vogram, please phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current tradjng partners.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. 60Vo split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source. Phone (800) 874- I 953. Fax 888-576-U723, email LumberSource@ worldnet.att. net.

Keep trock of the Wesf

Matching clients with candidates for win-win solutions! !!

1 172 Country Club Lane 817-457-9995

Fort Worth. TX16112 Fax 817-457-9998

Gary Morris-President

E-Mail: Gary@GR-Morris.com

Website: www.CR-Morris.com

BACKSTOCK RACKS

Rugged, low-cost system to store heavy, bulky products

High-strength steel uprights and beams with wood decking

ITALIAN VILLA FOR RENT

Sant'Orsola. a former Benedictine Badia, is set amidst fields of golden sunflowers with views across rolling Umbrian hills. The large farmhouse and apartments, set in extensive gardens, have been carefully renovated to preserve many original f'eatures such as beautiful beamed ceilings and terracotta floors. This year, our l2th century chapel is being restored by local craftsmen. For a relaxing, self-catering holiday in the f'armhouse or apartments, Sant'Orsola is the per fect base fbr daily visits to cultural and spiritual places of interest and for immersing yourself in the rich history of the surrounding medieval cities of Perugia, Assisi, Todi and Orvieto. Visit our website at www.bellasantorsola.com for contact information.

SourrErsr

Anthony Forest Products Co. .......(8001 221-2326

Arauco Wood Products................................(770) 379-9270

Arch Wood Protection..................................(770) 801-6600

Bean Lumber, Curt (Ar.)....(800) 232-2325 (800) 482-2352

Cedar Creek Wholesale (Ar.).......................(866) 760-5344

Century Forest Products (oaytona, Fl.).......(386) 322-2533

Century Forest Prdcts. (Hiviera Beach, Fl.) .(561) 296-4450

Coastal Treated Products C0..................,....(800) 837-3527

Columbus lumber.............(800) 654-6743 (601) 833-1990

Conex Forest Pr0ducts................-........,......(904) 399-4401

Cox Wood Preserving C0.............................(800) 476-4401

Custom Lumber Manutacturing C0..............(334) 793-1527

Dairyman's Supply Co. (Al.).........................(800) 883-6633

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

EveMood Treatment C0.......-......................(800) 226-3444

Florida Building Material Association...........(352) 383-0366

Great Southern Wood Preserving (Al.)........(800) 633"7539

Greenland Composites 479\ 7 18-7751

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

Hogan Hardwoods (Linle Rock, Ar.).............(800) 985-7385

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

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

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

lndustrial Resources .....{813) 571-2534

lndustrial Wood Pr0ducts.............................(336) 685-9912

lntercontinental Forest Products..................(770) 631-8673

Klausner Trading USA .................................(843) 443-9620

Louisiana Economic Develooment...............(225) 342-5860

Louisiana-Pacific Corp. ................................(615) 986-5600

Marsh Fasteners.... .......(800) 453-4642

McShan Lumber Co ......Q05\ 375-6277

Mississippi Laminators......(601) 687-1571 (601) 687-5378

Osmose.................. .......(770]'228-U34

Precision Architectural Pr0ducts..................(888)

Trout River Lumber ......,804\744-7771

Universal Forest Products............................(704) 855-1 600

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

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

Viance.................... ......004)522-0825

Weyerhaeuser Building Materia|s................(877) 235-6873

Weyerhaeuser StructuM00d........................(800) 523-0824

Williams Lumber Co. of Norlh Carolina........Q52\ 442-2136

llomlrn

84SF............... .....(800) 526-1072

Bluwood Northeast ............(866) 909-5909 (6[31 227 -7207

Bond&Fill, lnc. ...................(877], 822-4615 (508) 822-4615

Bridgewaler Wholesalers (N.J.) ...................(800l,

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

Hogan Hardwoods & Moulding (Rustotn).....(800)

8091000

Matlhews Interna|ional.................................(412) 665-2500

Mid-State Lumber Corp. ...,(908) 725-4900 (800) 942-726

Northeastsm Lumber Manufacturers Assn. .(207) 829-6901

Northeastern Retail Lumber Association......(800) 292-6752

North Pacific........... ......(603) 224-9570

P. DiPrizio Lumber, 1lC...............................(oOe) SS24O54

PostSaver USA...,.. ......(610) 681-6451

PPG Machins Applied Coatings...................(413) ffi2-257 4

Railing Dynamics... ......(87142A-7245

Robbins Lumber, |nc....................................(207\ 342-5221

Russin Lumber....... ......(800) 724-0010

Sandy Neck Traders ....(508) 482-4195

seaboard International Forest Products ......(800) 669-6800

Tenon USA........,.... ......(888) 372-9663

universal Poly Producis...............................(888) 772-9524

Warren Trask C0.... ,.....(8001 752-0121

Weyerhaeuser Building Mateda|s................(877) 235-6873 t[oW:sr

Bean Lumber Co., Curt (Buckner, M0.)........(800) 232-2326

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

Cedar Creek (St. Louis, M0 ) (800) 733-0567

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

Cedar Siding, 1nc......,....,............,.....,...........(800) 345-9471

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

CraftMaster Door Designs,......,.............,......(800) 405-2233

Do il Best Corp.......

Glazelock Shims.... ......(815) 935-5396

Hoover Treated Wood Produc1s...................{800) 531-5558

KK Mfg. C0............. ...,..(913) 908-9445

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

Kubinec Strapping S01uti0ns..,.,.,..,..............(866) 397'8727

Master Mark P1astics....................................{320) 845-21 1 1

Maze Nai|s.........................(800) 435-5949 (81 5) 223-8290

Co. (Ar ) ..............................(800) 643-1515

Whire Lumber Co., Hay .....(870) 226-6850 (8701 678-2277

Wilson Lumber Co.. .......(901) 274-6887

Woodsmart Solutions, Inc............................(561) 416-1 972

MluArunrc

Amelia Lumber Sales...................................(800) 989-21 55

Ashton Lewis Lumber C0..,.................,..,.....(252) 357-0050

Bridgewater Wholesalers (Va.)

Century Forest Products (N,C.) ...(866) 294-7979 ...(336) 665-9939

Coastal Lumber Co. ......,€00\735-2727

Combilift ................., ...........(877]1 266-2456 (281 ) s07-0066

Commonwealth Wood Preservers ...............(757\ 247 -3621

Crumpler Plastic Pipe...................................(800) 334-5071

East Coast Lumber. ..(336) 685-5812 (336) 685-5805

Fiber Composites, LLC ................................(704) 463-71 20

Fortress Wood Products ( Elizabeth Cily) .....\2521 264 -2466

Fortress Wood Products (Greensboro)........(866) 878-9663

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

Peak Auctioneering

Permalan Products, Inc............ ...........(800) 245-9690 ...........(888) 457-4342

PPG Machine Applied C0atings.....,.............(630) 913-8766

Quality Borate c0... ......(866) 267-2837

Safer System, The. ......(800) 509-4386

TAMKo Building Products..............................(800) 405-0546

Trimax Building Pr0ducts....................,........(866) 987-4629

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

Weyerhaeuser Building Materia|s................(877) 235-6873

Souu (rnmr

Breco Wood Producrs........(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 Wholssale (Oklahoma City)....(800) 375-6025

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

Cedar Creek (Carollton, Tx.)...,...................(866) 323"51 17

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

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

Eastex Forest Products.....(800) 533-31 76 (281 ) 442-2591

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

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

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

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

Hogan Hardwoods (Baton Rouge, La.) ........(888) 343-5488

Hogan Hardwoods (Fon Worth, Tx.)............(888) 593-5488

Hogan Hardwoods (Houston, Tx.)................(888) 34i'-0667

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

C I Year ($18) D 2 Years ($29)

3 3 Years ($3e; 'r Best Deal

J Quatified Deolers & Wholesalers (Free)

C eitt N4e D tvtv Check Is Enclosed

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

For ntore information.from advertisers, call them directll' or yisit their Weh.ilte,s in bracket:

Activant Solutions Iwww.activant.com]......................................5

Arauco Wood Products Iwww.arauco.cl] ......................Cover II

Arch Wood Protection Iwww.frameguard.com].............Cover I Azek Deck Iwww.azek.com].............,.... ...............7

Azek Trimboards [www.azek.com]........... .........25

Bridgewater Wholesalers [www.bwimillwork.com]....Cover III

California Redwood Co. [www.californiaredwoodco.com] ....15

Cedar Creek Wholesale Inc. Iwww.cedarcreek.com] .............35

Cedar Siding Inc. Iwww.cedarsidinginc.com] .............Cover IV

Century Forest Products Inc. Iwww.centuryforest.com]........17

Chicago Suburban Lumber Sa|es............. .........37 City Bag Wholesalers ...........-11,47

Coastal Lumber Co. Iwww.coastallumber.com] .....................23

Computer Associates Inc, [www.caisoft.com] ..........................30

Crumpler Plastic Pipe [www.cpp-pipe.com]............................38

Custom Lumber Manufacturing Iwww.plantationcypress.com] .............................................35

Distribution Management Systems Inc. [www.dmsi.com]......33

East Coast Lumber Co. Iwww.eastcoastonline.com]...............51

East Texas Forest Products ....,.,.4|

Fiber Composites LLC [www.fiberondecking.com]..................3

Flagship Forest Products ......44

Glazelock Shims Iwww.glazelockshims.com]...........................51

GRK Fasteners [www.grkfasteners.com]. ...........8

Hood Industries Iwww.hoodindustries.com]............................50

Industrial Resources Inc. Iwww.indres.com]...........................41

Ipe Clip Co., The Iwww.ipeclip.com]........................................28

Jackson & Langford Wholesale Lumber LLP...........................6

Krauter Storage Systems Iwww.krauter-storage.com] ...........29

LB Plastics [www.lbplastics.com]......... -...........21

L-M Equipment [www.lmsaws.com] .................45

LWO Corp. [www.lwocorp.com]...........

Professional contractors who know quality, know Woodrvay. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete information about EZ Rail, Architectural Deckrail, post caps, Quick Clad post sleeves, planking and durable lattice panels.

BWI

FINE MILLWORK

nnouncins Our Newest Locations:

248 Industrial Road

Leominster. MA 01453 fr/ff"rtonr:*4'

Steel and fiberglass exterior doors, interior molded doors

4\ troodgroin doors

Pine, hardwood, router carved MDF interior doors

-InuS-,.e'

MDF and hardwood. interior and exterior doors

3123 Cedar Park Rd, Unit F

Greensboro, NC 27405

Fir and hardwood, interior and exterior doors n'*r$?-ng,llg

Fiberglass and wood columns, vinyl railing

\t -fr --& tL ldmith

I ll stffrs5aremc

Stair Parts

Molded Millwork

Hollow metal and architectural wood doors