Building Products Digest - November 2009

Bannwc Pnooacrs DIGEST

BPL

Buruntuo Pnoovcrs Drc^Es"

Building Products

(Sister publication Euilding Products Digest serues the West)

PUBIISHER Alan Oakes (ajoakes@aol.com)

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

ASSOCIATE EDIT0R Karen Debats (kdebats@building-products.com)

CO]ITRIBUTING EDITORS

Carla Waldemar. James 0lsen

ADVERTISI}IG SATES MANAGER Chuck Casey (ccasey@build ing-products.com)

AOMIl'IISTRATION DIRECT{IR/ SECRETARY Marie 0akes (mfpoakes@aol.com)

ClRCULATlOil Heather Kelly (hkelly@build ing-products.com)

How to Advertise

Contacl our adverlising ollices lor rates: SOUTH, MIDWESI & WEST: ChucK Casey, 4500 Campus Dr. #480, Newport Beach, Ca. 92660. Phone (949) 852-1990 Fax 949-8520231 Email ccasey@building-products.com

II0FTHEAST: Paul Mummolo, 404 Princeton Ave., Brick, N.J.08724. Phone (732) 899-8102 Fax 732-899-2758 mummolop@c0mcast.net

lllTERllET ADS: Alan 0akes, www.buildingproducts.com. Phone (949) 852-1990 Fax 949-852-0231 Email ajoakes@aol.com.

How to Subscribe

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About the Cover

The lront cover is a paid advertisement, this month sponsored by 0smose,

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Time to get America back to work

One of my contacts told me today that in a straw poll of l0 companies in this industry, only one of the l0 responded that business had gone up in the last 60 days-and that one attributed it to a loss of competitors in its target area.

How many of you feel great about the economy? How many of you feel we are headed in the right direction? Been out on a spending spree lately? As I wrote last month one of the biggest issues we face is the continued growth of foreclosures, which here in California is expected to be 14Vo by the end of the year. But we also have almost l37o unemployment in California and almost 107o nationally.

While there are other issues that created the first round of foreclosures, this round has been created by unemployment. Indeed, it is estimated that unemployment or underemployment, including those who have just given up, is actuallywait for it-over 257o and nationally almost lTVot And other issues, such as credit card debt, are about to hit in large waves. We need to get people back to work.

I am fed up with seeing inactivity and with stimulus money evaporating, producing absolutely no impact in this industryor as far as I can see. in anv other industrv either.

ALAN OAKES publisher ajoakes@aol.com

We have to start creating jobs again. Not soft jobs but real jobs for the future. To date, we have lost around 7 million jobs-probably over double what most of us have seen in the last 50 years-and it is not short-term. For the under 25's, over a quarter cannot find a job. It is systematic of issues in this country and indicative of issues that have been growing for many a year and that have been covered up.

We are hearing that the recession has ended. Really! A recovery underway. I wish! The banks may have bounced back a few ticks, amazingly just in time to get their massive bonuses this year. Corporate profits are seeing an uptick, but what about us? Mr. and Mrs. America! We have lost our homes, lost our savings in our 401/k's, and we are seeing0.2Va interest from our banks. Most of us have seen cuts to our quality of life. There is a lot of bleeding in America.

If the recession has ended there would already be indications of companies hiring. At this time, there is absolutely no indication of that reality, and I am afraid a new employment paradigm may be in play. A lot of companies will resist hiring for well into the future.

The Administration has talked about saving jobs. I cannot tell from my perch, despite all the spending, if that has been achieved or not, although the spin doctors will say it has been of course. But what we really need to do is create jobs. Much of the stimulus package has been spent saving banks (and I am generally supportive that something HAD to be done) and car companies. But now that the Cash for Clunkers program is over, has that created any sustainable jobs? I do not think sol Sales have reverted back to pre-program levels.

We are in-like it or not-a new world order that we have helped to create by allowing our manufacturing jobs to go AWOL from our shores. We now compete against 25-cent-anhour jobs in Vietnam. We must rethink how we are going to become competitive and devise programs that support our nation's strengths: innovation, entrepreneurship and building small businesses from our garages. We have done that in the past and must do it again. Our leadership in technology needs to be reinvigorated, and we need to find ways to keep jobs on U.S. soil.

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Instead of us wasting the stimulus package on frivolous benefits that no one can see, touch or smell, cut out a lot of the anti-business regulations that our manufacturers have to face, unlike their international counterparts. Offer new job incentives to encourage hiring. Offer R&D tax credits to encourage ingenuity. Support entrpreneurs in taking new ideas and building companies and jobs that will revitalize the U.S.A. Retrain employees from old industries in new technologies. Industries such as renewable energy, healthcare and technology need to be supported, and we really need to focus and solving our housing problems. That alone would fill over a million jobs.

Getting people back to work will raise spending, eliminate pending foreclosure issues and will be the impetus of getting our industry back on its feet. A year has gone by since the collapse of all we knew but from where I sit we still have a long way to go to recover. I just don't sense that our politicians are doing a whole lot about it.

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Decking prodrreers double dourn on posites

D) ETWEEN consolidations, bank-fD ruptcies. high-profile product fai lures, and ensuing class action lawsuits, composite decking manufacturers have had a rough few years.

Yet consumers still want the durability, weatherability and low maintenance provided by alternative products (see sidebar on next page).To meet the demand, many producers have gone to all-cellular PVC. However, several leading composite producers are digging in their heels, convinced that theirs remains the better product.

McFarland Cascade. for instance. recently introduced Terratec Naturals, composite decking containing recycled plastic and rice hulls, which have a high-silica content, making the surface less susceptible to moisture and stains. The boards are also designed to be installed using fixed-point pinning and floating fasteners to direct expansion and contraction to the edge of the deck, which is hidden behind a patented G-Trim profile.

Other producers have their own solutions.

So, What Went Wrong?

For years, homeowners have been attracted to the beautiful ads and the low-maintenance promises of alternative decking. The market opportunity identified in the late 1980s was to offer homeowners an alternative to the frequent sanding, staining and sealing required of wood decks. With the basic ingredients of wood flour and plastic, the composite deck board was born.

"Early product struggled to live up to the low- or no-maintenance

WHILE certain decking manulacturers have lled composites, several have recommitted to the technology by making their products even better.

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promises hyped by both the manufacturers and distributors," says Bill Ross, senior v.p. of sales for Fiberon. "And this is still true today of new manufacturing entries into the market. Today there is such a rush to get a product to market that there is often not enough attention paid to the science behind making a product that really performs."

Bobby Parks, owner of Peachtree Decks & Porches, Atlanta, Ga., agrees: "For me, it's only recently that alternative decking is performing at an acceptable level and, even still, the list of composite and PVC boards I work with is very short."

Essential to alternative decking is the ability to withstand the environment in which it is put. Mold growth on composites is the number one complaint from homeowners. (For PVC decking, the primary challenge has been the surface fading white and chalking off, a mess that is difficult to clean up when tracked inside.)

Manufacturers have been carefully listening to feedback and adjusting their product formulations. According to Fiberon, the key to durable decking is quality, proven mold and mildew inhibitors. To aid with fading, chalking and other surface issues, UVA inhibitors essentially act as sunscreen, protecting the product from breaking down and fading. The inclusion of antioxidants, like those found in blueberries and pomegranates, inside the boards offers long-term resistance to degradation.

"Many folks glaze over when I go into the chemical makeup, but this is the most fundamental way to under-

stand how a product will perform in the field," says Ross. "You can't just look at a board and decide it's durable enough; you need to know what the specialty chemical additives are. If they're in there, the manufacturer will want to talk about those chemical additives. Ask direct questions and expect direct answers-not just fluff."

He suggests dealers ask themselves the following to ensure they're carrying reliable brands of alternative decking:

. Do the components of the composite or PVC decking (or railing, fencing) represent the latest, proven technology?

. How exactly does it provide protection from mold and mildew growth? UV damage? Chalking? Fading? Staining?

. Is there a written warranty against fading? Chalking? Staining?

In what other applications has the finish technology been proven through exposure to similar conditions to that of a deck?

. Is there third-party testing to back up manufacturer claims?

Custom Formulas

GAF. too. has increased its investment in composites. "While most other manufacturers have chosen the cellular PVC route to solving the problems associated with first-generation composites, we chose to focus on a co-extruded composite solution which actually allows us to utilize even more recycled content today than we did two years ago," says GAF Decking Solutions marketing manager Mike Descoteaux, referring to

Double-Digit Growth for Composites

Demand for wood-plastic composite and plastic lumber will climb 10% a year through 2011 to $5.4 billion worldwide, forecasl the Freedonia Group.

Driving demand will be lhe materials' durability, weatherability, low maintenance requirements, low lifecycle cost, increasing consumer and contractor familiarity, a widening distribution network, aeslhetic product improvements, and ongoing interest in green building materials.

Plastic lumber has found significant use in agriculturalfencing, molding and trim, and is pushing into decking, fencing and end uses such as site

GAF's recent acquisition of

with a recycled content of 807o. "Most of our competitors do not use any recycled content at all in their premium products."

Azsr Building Products was one of the first companies to produce cellular PVC decking and, according to decking product manager Michael Gori, "has been proactive in highlighting Azsr Deck's different composition and performance in light of recent attacks on composite decking."

Yet even its line that would technically be considered a composite is different. To add strength and reduce expansion and contraction with the lighter palette of colors, known as the Harvest Collection, Azsx added a small amount of flax agri-fiber instead of wood.

Jim Mahler, president of LifeTime Lumber, says his company avoids using "organic materials that are destined to be attacked by Mother Nature. [You] can add herbicides, fungicides, fire retardants, and the like, but really they can only slow down the inevitable attack-they cannot prevent it. Our solution uses an inorganic material-fly ash reclaimed from power generation-that is inert to all the things our competitors' suffer from-rot, termites, fire, expansion and contraction, water absorption, and creep."

and leisure lurniture.

Composites, however, will enjoy faster growth through 2011, posting gains of 14.3% annually to reach $2.6 billion. Biggest growth will come in decking, window/door components, and niche end uses (porches, site and leisure furniture).

By 201 1, decking will be the largest end use for composiles and plastics, accounting tor 44oh ol demand. Molding and trim will remain a key market, but with below-average gro' /th due to increasing market maturity and a weak new housing environmenl. Plastic fencing gains will also be limited.

Another advantage of LifeTime, Mahler says, is that the polyurethane it uses is a thermoset, which can perform differently than the thermoplastic used in some other brands. "Thermosets are inherently stronger than thermoplastics in areas such as tearlshear, compression, tensile strength, and heat deflection or creep," he says. "Thermosets also have superior properties in flammability, weathering and mold/mildew resistance."

Fighting Perceptions of the Past

Few composite products have had a tougher road than GeoDeck. Flaws in the composition of the original product, introduced in 2002, led to failures and costly litigation. Although GeoDeck was quickly reformulated, the damage had been done. And subsequent mis-steps by management did little to endear the struggling company to dealers and distributors.

Now on its third owner, Green Bay Decking, the company is committed to spreading the word that GeoDeck is

"the best overall composite decking solution in the industry."

And the company has invested heavily in independent testing to back its claims. "We have always used third-party testing for our own products, but have recently expanded that to include third-party testing of all competitor products, as well," says president Lanny Jass. "We believe that is imponant to give customers the best information to evaluate a product's long term performance for their application. We are currently working with multiple outside research agencies to test our boards and our competitors' boards."

A recent water absorption study, for example, showed that, because GeoDeck contained no wood residue or sawdust, it outperformed competing brands.

Absorption rates directly affect performance, since the presence of water in composites decreases their durability and mechanical properties, including performance during freezel thaw cycling, dimensional stability, and warping. In addition, the higher the water content, the higher the risk of internal decay due to microbiological activity.

Instead

GeoDeck-like McFarland Cascade's Terratec Naturalscontains rice hulls, which reportedly are naturally more resistant to internal microbial activity and water absorption than wood and wood by-products.

"The science behind our products, which has allowed GeoDeck to achieve best-in-class ratings for mechanical strength, stiffness, joist and stair tread span, density, weightper-foot, and now water absorption rates, is unmatched anywhere in the composite decking industry," says Shane O'Neill, director of research & development. "We are, however, never satisfied and will continue to invest in the innovation, quality control, and safety of the product line, as well as our next generation of composite products."

That doesn't necessarily mean there will be a flood of new products. "We are extremely careful about introducing any new products until they are fully tested and/or they are based on proven technology," Jass says. "The standard tests required for building code approval do not always show how products will perform over time in a real world environment."

He differentiates between "functional" deck boards and impressive-

looking "decorative" deck boards you might see at a trade show. "How a board looks on a show deck is not necessarily how it will look after several years on a consumer's deck," Jass cautions. "Long-term issues such as mold, mildew, fading and expansion/ contraction have been evident in the industry for some time. With the newer decorative boards, there is little history on performance for scratch resistance, impact resistance, and developing 'wear patterns' in high traffic areas. For decks that will experience relatively high traffic and high use, those factors should be considered and tested over time."

He also suggests working with contractors and builders to make sure they are using the boards correctly, since many call-backs result from improper installation.

With an educated dealer and distributor network, contractors and consumers can choose composites with confidence. "At the end of the day, the customer just wants a product that will withstand the harsh effects of the outdoor environment," says GAF's Descoteaux. "I doubt that they truly care what the material is, but they do want their deck to look good and to be environmentally friendly."

IMPROVEMENTS in both perlormance and appearance continue to be made to composite decking, such as Fiberon Horizon decking with a scratch-, stain-, splinter- and fade-resistant surface and exotic hardwood color ootions.

of wood fillers,

Bamloo deckinU flnswgr$ un the lalest deck trend

D) AMBOO may be the fastest growl)ing plant on Earth. Unlike trees, which take decades to reach harvestable height and width, bamboo stalks can be continuously re-harvested every three to seven years. And, say proponents, continuous harvesting of this woody grass actually improves the overall health of the plant.

With these green credentials, manufacturers and importers earlier this decade began marketing bamboo flooring to the U.S. Now, they've turned their sights outdoors-to the turbulent world of decking.

Building Products Digest asked Jeff Goldberg, c.e.o. of Cali Bamboo, San Diego, Ca., to share how bamboo decking stacks up with the competition.

BPD What are the differences between bamboo and other hardwoods? Does it need treating or preserving?

Goldberg Besides not killing the trees, bamboo is 25Vo to 1507o harder than most hardwoods and holds a tensile strength greater than some alloys of steel. This adds up to strength dura-

bility in addition to the green factor. The fact is that even if bamboo wasn't green, people choose it just because it's a better building material.

BPD Does bamboo decking require treating or preserving?

Goldberg As far as maintenance goes, it's on par with other wood decking options such as redwood or cedar. You will want to seal it and maintain it just as you would any hardwood.

BPD Are there particular decking applications, climates or conditions that bamboo is best for or others that it's not recommended for?

Goldberg Bamboo decking might be a new concept in the United States, but Europe has using this product for years. BamDeck will hold up in any environment in the U.S.: however. one might use a different kind of sealer depending on the local environment. Keep in mind Europe's extreme highs and lows are not that much different than ours, and this product is widely praised over there for its resilience and beauty.

BPD How is demand for bamboo decking since its launch?

Goldberg We see that there is a need for a green decking product that is termite resistant and Class A fire rated made from a natural wood. The market has made it clear they like this product, and we are responding by offering a few more options to the current [ones]. Stay tuned.

BamDoo lfecfiing

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AFTER cracking into the flooring market earlier this decade, bamboo manufacturers are now targeting the decking industry.

lN ADDITION to its tropical look, BamDeck from Cali Bamboo reportedly resists mold, insects and extreme weather.

High Quality Beautiful Color Excellent

prerltium quality, stained cedar fencing

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.lightweight & easy to work with

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. beautif ul natural redwood heart water based stain

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end sealant reci uces vvater ing ress

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PBEPARED SCOUTS. Treated wood tent platforms allow comfortable camp ng despite wet weather that otherwise wou d create muddy il00rs.

PRIVATE HARBOR. Duo out behind a treated bulkhead on this lake is a calm sanctuary for one well-protected boat

DECK THE BOUGHS. Not many trees have thelr own deck. This one does. as well as a platform for tree-guarding sentinels (currently on breaki,

DON'T WASTE YOUR TIME, DON QUIXOTE. Sails and sldinq on this English

'ri I * i ': a ; w, tii ...,.,,1:.',.,,.':.r1. WINDOW WELL WITH A VIEW. In addition 1o admitting light through a basement window, this wood-walled well serves as an arlistic niche.

PRIMATE & PILE. Everyone occasionally needs someone (or somethino) to lean on,

CELLULOSIC BODY SHOP. lnstead of going to the junkyard {or parts, this car owner must have visited a lumbervard.

GOOD PLACE FOR FRUITY RUM DRINKS. These Bahamian posts support thatched covers and handy tables for a snack and beverage.

N0 PLACE LIKE HOME, T0T0. This house wi I withstand termiles and fung for a long time - in dog or people years.

windmlll were made using preserved wood.

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Echoing success

By Carla Waldemar

f-THRIS Beilhartz was pretty confi\,,dent when he made the decision to purchase a lumberyard l0 years ago. Okay, a little nervous, too.

He was 25 and one year out of college, where he'd studied business. He always knew he wanted to go into business, just not the family business: playing nice with a bunch of contractors and weekend waniors? Not every young entrepreneur's dream-cometrue.

Chris had helped out in his father's hardware store in a neighboring town throughout his school years, but mixing paint and counting out nails were never high on his list of career choices: Time to flee to something more glamorous, like selling spofts cars, or sports coats.

Maybe the paint fumes addled his thinking, for when push came to shove, he found it was hard to leave. "I'd come to love what we did, dealing with people on a daily basis. 'Hey, this is pretty nice: Stick to it!"'he counseled his inner rebel. And bought a tiny store in nearby Echo Bay, Ontario, Canada. (The family business would only slice a small pie even thinner, he figured: "no opportunities for growth.")

"I was confident I could run the business," he says in retrospect, "but it was still unnerving. I inherited a staff of six experienced people, many of whom were twice my age."

Cut to the chase: In the 10 years of his ownership, sales at Echo Bay Home Hardware have rocketed787o.

First order of business was a complete turn-around. The 3,000-sq. ft. store served only pros, with a miniscule retail area in front for an almost nonexistent walk-in trade. Chris projected a complete home center-onestop shopping for retail customers and the contractor base alike. He tore out a

little-used window shop in the rear, enabling him to convert the entire space into a 10,000-sq. ft. showroom.

In order to beat the nearby competition (including big boxes in Sault St. Marie, l5 minutes away, where six lively independent yards also flourished), he expanded and added product lines to capture the whole project-and then some. New brands, new signage, new diversity: housewares, sporting goods, expanded electrical and plumbing, and more drew the d-i-yers and pumped up sales of lumber packages to pros as well.

During that first year, Chris drove profits from $1.8 million to $3.2 million. "We became a destination retailer," he notes. "And by adding more departments, like housewares and Christmas gifts, we could stay busier when home-building stops in winter, so we could keep pretty steady year-

round and avoid layoffs."

No need for fancy ads. In a community like Echo Bay, all it takes is good word of mouth. "In a small town," he says, "that's huge. Everybody knows everybody. Plus, we're located directly on the Trans Canada Highway, with a lot of traffic."

His staff of six-"great people, happy to carry on with a young boss," says the young boss-"were good with customers. They loved the change of focus, because now they could give advice, could actually help people with their projects. Of course," he adds, "there was a learning curve with whole new product lines and a new computer system."

Staff education has always been of prime importance for Chris, however. Today the crew numbers 18. "We have monthly staff meetings at which one person presents the ins and outs of a new product," backed by supplier huddles and a monthly SBTV (Success Building through Television) video on anything from products to customer service." Chris has installed a TV in the lunchroom to make in-service training a piece of cake (or sandwich, as the case may be).

Margins rose accordingly. "My philosophy is, don't be the lowestpriced. Be competitive, of course, but not a discount store. I'm selling myself on quality of products and great service-giving advice the boxes cannot. We talk to someone face-toface, backed by lots of expertise."

Speaking of expertise, Chris has

FACELIFT two years ago added a homey awning, a fresh look, and a refreshed image.

added Installed Sales to the company's dance card. While other yards remain leery of angering their contractor-customers by appearing to cut into their business, Chris has actively sought to partner with them, and, he reports, "It works great! They love it! Customers had been telling me, 'Chris, I've heard horror stories, but I trust you. I just want to write one check. Can you do something for us?'

"I take care of the payment, delivery, selling the job, and all the paperwork, while the contractors have the opportunity to do the work they love but not the paperwork, the administration, the going out in the evening after dinner to figure out bids," Chris says. "I'm not favoring one guy over another; it's equal opportunity among qualified people. It's strengthened my relationships with these contractors-no friction."

"We also install garages," he adds, "a big part of our business in Sault St. Marie. We've established a reputation as the local leader."

Because he knows the importance of keeping fresh and clean and ahead of the competition, tn 20O7 Chris remodeled the home center once again. "We tore off the front of the store and added an awning, to look more like a country store. Plus, under it we can store barbecue grills and lawn mowers," he adds. "It looks pretty sharp. With it, we added a garden center" to further diversify Echo Bay's multiple niches. "Plus, we greatly increased out kitchen department with new display areas and hired a full-time designer- and itjust took off!" he reports.

Echo Bay is currently experiencing the same economic travails as the rest of the globe, of course. "Last year was a really good building year-the best ever," says Chris. "We sold a lot of house packages and cottages. Today, it's mostly remodeling, but that segment remains strong.

"When times are tough, you buckle down and do what you have to. Lean times give you the opportunity to look at where you can save. But," he insists, "we've had no layoffs: my mode of operation from day one. Lots of stores hire on extra part-time people in summer and then let them go when the season slows down, but I'm just the opposite: In slow times, we do the remerchandising work we have to do. Full-timers are key to retain," he feels, "because they're loyal and they know your products. In a small town, you've got to focus on that kind of friendly service."

Chris is quick to point to a key component of Echo Bay's success: "My wife! Her support. We work side-byside, day in and day out. I tell people that working with

your spouse is the greatest thing....and also the worst thing. You've got the same goals, but also a [potentially] stressful relationship. If it's a bad day at work, you might bring it home with you...."

Well, you could always open a second store to add to the mix and never lack for conversation. And that's exactly what's next up (though not necessarily why). "I just completed a buy-out of my father's original store in my hometown," Chris proudly announces.

"This will be a learning curve for me, to juggle two stores," he acknowledges. "I'm a hands-on manager, but I'll need to be more of a manager that puts policies and procedures into place and then trust other managers to implement them."

Hey, it'll keep a person from getting set in his wayseven ifhe's only 35.

- Aformer award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaLdemar@ c omcctst.net.

GORFORATE GREDENTIALS:

Certification: SFl, PEFC, CSA certified tso 14001

We are Built Green members.

EARLIER this vear. Canadian LBM co-op Home Hardware Stores Ltd. presented a Prirud of My Home Award to Echo Bay, recognizing excellence in customer service, training, and store aesthetics. Pictured are (/r) co-op's director of central retail operations Dale MacPherson, area mgr. Brian Cook, Echo Bay owners Chris & Tammy Beilhartz, co-op v.p./c.e.o. Paul Straus.

R:rlrrrrs

Newcorner Building Supplies is out of business after 105 years, with the closure of stores in Greenfield and Mooresville, In. ...

Hughes Lumber,Tulsa, Ok., has acquired 100-year-old Fairland Lumber, Fairland, Ok., as its 7th location ...

Smitty's Building Supply is closing its Hq. yard in Alexandria, Va.o by Dec. 1 and consolidating in Manassas, Va.; earlier this year, the firm reorganized under Chapter 11 bankruptcy protection

OC Cluss Lumber closed its 3yoar-old yard in White Sulphur Springs, W.V., Sept. 22, consolidating operations in Beckley, W.V., then a week later shuttered its Buckhannon, WV., yard, consolidating at it Fairmont branch ...

CNC Lumber & Supplies, Dysart,Ia., opened Sept. 17 on the former site of Farmer's Lumber, which closed earlier this year (mgr. Mike Wilkerson, ex-ProBuilA

Proctor Lumber Co.. California. Mo., is liquidating its inventory after 95 years, with the pending retirement of third-seneration owner Eldred Proctor,-who joined the family business in 1961

Lewis' True Value,Middle Smithfield, Pa., moved from a 4p00-sq. ft. storefront to a 10,200-sq. ft. former nursey, nearly doubling its inventory; owners Dave and Pam Lewis plan to add aTS-acre lumberyard in back by spring

Baikema Ace Hardware, Naperville, Il., closed its Montgom-ery, Il., store, reducing the chain to nine locations

Gaylord Ace Hardware, Gaylord, Mi., reopened Oct.7 after a circuit court judge struck down a restraining order secured by its primary lender that forced the store to close for five days

S-Tenn LLC paid $1.05 million for a 12,800-sq. ft., near-vacant strip center in Jackson, Wi., to open an Ace Harb,vars store ...

Watson Ace Hardware, Lake Mills, Wi., was opened Sept. 29 by Brian Watson ...

Rylee's Ace Hardware anticipates moving in April to a new 33,000-sq. ft. location in Fulton Heights (Grand Rapids), Mi.; its existing building and Fix-it Shop are up for sale or lease

Sorners Hardware, Montpelier, Vt., has closed after 70 years; adjacent Aubuchon Hardware will expand into its space

Kin-Ko Ace Hardware closed its Romeoville, Il., location Oct. 31. reducing the chain to six stores

Ace is opening a l2,127-sq. ft. store in Cordova, Tn. ...

Lowe's opened new stores Oct. 23 in Glenville, N.Y.; Exeter Township and Philadelphia, Pa., and Oct. 9 in Granite City,Il.

Lowe 's closed its under-per- forming Midtown store in Milwaukee, Wi., Sept. 20 after four years ... the chain expects new store openings in 4th quarter 2009 in Deltona, Fl., and Chalmette, La., and in lst quarter 2010 in Abingdon, Va.

Habitat for Humanlry opened ReStore discount LBM outlets Sept. 26 in Durham, N.C., and San Angelo, Tx., and is relocating its Parkersburg, W,V., store ...

Wnor:smrns/illrurlcrunrns

Shuqualak Lumber Co. indefinitely idled its Shuqualak, Ms., sawmill due to a weather-caused log shortage ...

Coastal Forest Products, Beford, N.H., is investing $10 million to acquire, retrofit and reopen by January Chapman Forest

Products' shuttered lumber and plywood plant in Chapman,Al.

Boise Cascade will indefinitelv idle its plywood and veneer plarit in Oakdale, La., starting Dec. I due to market conditions; it hopes to restart the mill in the spring ...

Weaber Inc.'s hardwood mill in Irbanon, Pa., will lay off 93 of its 402 workers due to the housing downturn,effective Dec. 18

Anderson Forest Products, Tomkinsville, Ky., is looking to buy a 226,000-sq. ft. vacant building to install additional equipment, tripling its production area

Wolf Distributing Co.,York, Pa., is leasing a 100O00-sq. ft. DC in the Atlanta, Ga., area, to serve Ga., Fl., westem S.C., eastern Al., and eastern Tn., and will now stock PVC and composite decking and railing at Allentown, Pa.

M & M Lumber, Houston, Tx., sustained a Sept. 29 fire in its office; no injuries reported

An thony Timbe rl an ds temporarily cut production at its Bearden, Ar., sawmill to one day a week

PlasTnex moved its offices and plastic lumber manufacturing operations to a larger 43,000-sq. ft. facility in Copley, Oh. ...

Osmose's MicroPro and NatureWood wood preservative technologies have earned Green Approved Product Certification from the National Association of Home Builders Research Center

Osmose has been granted a preliminary injunction limiting competitor Viance's marketing campaign against micronized copper wood preservatives

Anniversari es: ,Gffird's Lumber, Fredericktown, Mo., 80th Moynihan Lumber, North Reading, Ma.,50th...

Housing starts in September inched up 0.5Vo to 590,000 to a seasonally-adjusted annual rate of 590,000 ... single-family starts rose 3 .9Vo to a 501,000 annual pace ... permits fell 1 .27o to a 573,000 rate ... regionally, home (Please turn to page 35)

dqr

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

llovrmr:n

Specialty Tools & Fasteners Distributors Association - Nov.810, annual convention & show, Atlanta, Ga.; (800) 352-2981.

Northeastern Retail Lumber Association - Nov. 9-1L, dealer roundtables, Hudson, Ma.; (518) 286-1010.

Retail Lumber Dealers Association of Maine - Nov. 11, board meeting, Lewiston, Me.; (800) 292-6752.

GreenBuild - Nov. ll-13, Phoenix, Az.; (800) 795-1747.

APA-The Engineered Wood Assn. - Nov. 13-16, annual meeting & expo, Ritz Carlton, Amelia Island, Fl.; (253) 565-6600.

Northern New York Lumber Dealers Assn. - Nov. 14, bowling tournament, Potsdam Bowl, Potsdam, N.Y.; (800) 292-6'752.

Peak Auctioneering - Nov. 14, LBM auction, York Expo Center, York, Pa.; (800) 245-9690.

Wisconsin Retail Lumber Association - Nov. 16-18, estimating camp; Nov. 18, lien seminar, Madison, Wi.; (262) 250-1835.

Twin Cities Hoo-Hoo Club - Nov. 17, Turkey Trot dinner meeting, Grumpy's, Roseville, Mn.; (6 I 2) 490-8583.

Vermont Retail Lumber Dealers Assn, - Nov. 17, board & legislative committee meetings, Randolph, Vt.; (800) 292-6752.

New Jersey Building Materials Dealers Assn. - Nov. 18, annual meeting, Hilton, East Brunswick, N.J.; (908) 359-1184.

Northern New York Lumber Dealers Assn. - Nov. 18, annual meeting, Ogdensburg, N.Y.; (800) 292-6752.

Ohio Construction Suppliers Assn. - Nov. 19, regional meeting, Comfort Inn & Suites, Chillicothe, Oh.; (614) 267-781'7

Peak Auctioneering - Nov. 2l-22, LBM auction, Metrolina Tradeshow Expo, Charlotte, N.C.; (800) 245-9690.

Wallace Hardware - Nov. 30-Dec. 3, fall market, Gatlinburg Convention Center, Gatlinburg, Tn.; (423) 586-5650.

Drcrmr:n

Eastern New York Lumber Dealers Association - Dec. 1. trade show, Holiday Inn, Saratoga, N.Y.; (800) 292-6752.

Twin Cities Hoo-Hoo Club - Dec. 1, Lumberman of Year dinner & presentation, Jax's Caf6, Minneapolis, Mn.; (612) 490-8583.

Michigan Lumber & Bldg. Materials Assn. - Dec. 2-3, board/ executive committee meeting, Lansing, Mi.; (517) 394-5225.

Eastern Building Material Dealers Association - Dec.3, annual board meeting, Lancaster, Pa.; (800) 296-3278.

Florida Building Material Assn. - Dec. 3, PAC golf tournament, Mystic Dunes Country Club, Kissimmee, Fl.; (352) 383-0366.

Midwest Industrial Woodworking Expo - Dec. 3-4, Indiana Convention Center, Indianapolis, In.; (828) 459-9894.

Oklahoma Lumbermen's Association - Dec.5, Christmas party, Sam Noble Museum, Norman, Ok.; (800) 444-1771.

Peak Auctioneering - Dec. 5-6, LBM auction, Howard County Fairgrounds, Baltimore, Md.; (800) 245-9690.

Eastern New York Lumber Dealers Assn, - Dec. 8, holiday trade show, Saratoga Springs, N.Y.; (800) 292-6752.

Illinois Lumber & Material Dealers Association - Dec. 9, board meeting, Springfield, Il.; (800) 252-8641

Lumber Dealers Association of Connecticut - Dec. 9, past presidenr's dinner, Simsbury, Ct.; (800) 292-6752.

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

Ohio Construction Suppliers Association - Dec.9-10, commercial estimating seminar, Columbus, Oh.; (614) 26'7-7817.

Lumbermen's Association of Texas - Dec, 10, Focus on the Bottom Line seminar, Chateau Bourbon Hotel, New Orleans, La; (512) 412-1194.

Western New York Lumber Dealers Assn. - Dec. 17. holidav dinner meeting, Rochester, N.Y.; (800) 292-6752

Indiana Lumber & Builders' Supply Association is now managed by the Raybourn Group International, which is owned by executive director Timothy J. Murphy and his wife, Leslie. The association's new address is 9100 Purdue Rd., Ste. 200, Indianapolis, In. 46268. Phone, fax, email and website are unchanged.

New Jersey Building Materials Dealers Association has booked green building expert Mark Laliberte to speak at its Nov. 18 annual meeting in New Brunswick, N.J.

Jeffrey Otteau, president, Otteau Valuation Group, East Brunswick, will share real estate forecasts for the state.

Oklahoma Lumbermen's Association has scheduled its annual Christmas party for Dec. 5 at the Sam Noble Museum. Norman. Ok.

Kentucky Building Materials Association has enlisted Wanda Borges to lead a Nov. 20 seminar on commercial litigation and creditor rights in bankruptcies.

Ohio Construction Suppliers Association will present commercial estimating seminars Dec.9-10 in Columbus.

Lumbermen's Association of Texas has re-launched its website at www.lat.org.

Southern Forest Products Association welcomed new chairman Adrian Blocker, West Fraser, Germantown, Tn., at its recent annual meeting. (See below for officers photo, pages 36-37 for annual meeting photos,)

Vice chairman is Joe Patton, Westervelt Lumber, Tuscaloosa, Al.; treasurer Fritz Mason, Georgia-Pacific, Atlanta, Ga., and outgoing chairman Patrick Harrigan, Harrigan Lumber, Monroeville, Al.

GOOD STEWARDS: During its recent convention in Boston, the National Hardwood Lumber Association oresented its 2009 Forest Slewardship Award to Industrial Timber & Lumber Co., Beachwood, Oh. In particular, ITL promoles sustainable forestry to young people (through efforts with area schools, after-school clubs, and by providing college internships) and to loggers (by staging "Logger Appreciation" events and encouraging contractors to participate in SFI training). (L-r,) ITL head forester Chris Guth, owner Michael Drusinsky, and president Larry Evans accepted the award from NHLA director of industrv relations Tom Walthousen.

North American Wholesale Lumber Association has selected Ga.y J.Vitale as its new president. His most recent position was as president and c.e.o. of TW Hager Lumber, Grand Rapids, Mi.

Florida Building Material Association will gather Dec. 3 for a golf tournament at Mystic Dunes Golf Club, Kissimmee, Fl. The annual meeting and awards ceremony will follow.

Mid South Building Material Dealers Association elected Tom Stine, Stine Lumber, Sulphur, La., as its 20092010 president.

Other new officers are president-elect David Huntington, Huntington Lumber, Hazlehurst, Ms.; lst v.p. William King, King Lumber, Bassfield, Ms.; 2nd v.p. Jim Smith, Home Hardware Centers, Natchez, Ms.; treasurer Doug Gregory, Morrison Terrebonne, Houma, La., and ladies auxillary president Melinda Schram.

Northeastern Retail Lumber Association and its affiliates are looking forward to the holidays.

Events include Northern New York Lumber Dealers Association's annual meeting Nov. 18 in Ogdensburg, Central New York Retail Lumber Dealers Association's annual meeeting Nov. 20 in Skaneatoles, Eastern New York Lumber Dealers Association's holiday trade show Dec. 8 in Saratoga Springs, Lumber Dealers Association of Connecticut's past president's dinner Dec. 9 in Simsburg, and Western New York Lumber Dealers Association's holiday dinner meeting Dec. 17 in Rochester.

SOUTHERN F0REST Products Association installed new oflicers, including (back, l-r)immediate past chairman Patrick Harrigan, chairman Adrian Blocker, vice chairman Joe Patton, treasurer Fritz Mason, and (front) president Digges Morgan, corporate secretary and director of administration Tami Kessler.

National Lumber & Buitding Material Dealers Association installed Daniel Fesler, c.e.o., Lamperts, St. Paul. Mn.. as its new chairman at its recent conference. He succeeds Paul Hylbert, Pro-Build Holdings, Denver, Co.

Joining them on the executive committee are chair-elect

(Please turn to page 45)

What are your options?

By James Olsen

1|-\NE OF the biggest wastes of time

\-f for us as salespeople is chasing business we cannot get. If the information we possess about what a customer wants is not thorough and complete, what are our odds of getting the order?

What is the information we need to close? We need to find out all the information necessary to actually get the order, before we begin to work for our customers. When asking for this information we need to ask the customer about all the options they will consider.

Have you ever lost an order because you didn't ask one more question? I have. It's frustrating. To avoid this problem, we ask our customers aboil all the options possible.

Erample:

Us: "When do you need it to ship?"

Customer: "Two weeks or sooner."

Us: "Would one week shipment help?"

Customer: "Yes, it would. I am getting low."

Now we have more closing information. If we can find something quicker, it will be an advantage. Not a huge advantage. but in a competitive market it may be all the advantage we need.

In addition, we will discover other advantages throughout the inquiry process when we ask "what are the options?" questions on other specifics.

Continuing the example :

Customer: "No, I don't need it sooner. Two weeks is fine."

Us: "Can you live with three weeks?"

Customer: "You know, I probably can live with three weeks."

Another advantage. The seller who just takes the inquiry without asking probing (options?) questions is left in the dark. There may be only two suppliers who can ship our order in two

weeks; there may be 20 who can ship it in three. Three weeks gives us more time to find a better deal, even if the market doesn't help us.

We ask the options question on each of the specifics of the inquiry: Shipment: one week, two weeks, four weeks?

Type of stocft.' Eastem, westem, high, low or medium reputation, reman? Item: lx4-could you use a lx3?

Grade: #3. 3&Btr.. 3&Btr. l0-157o #4,highlined #3?

Ial/y: Nobody buys "good random." Get an exact tally and all options.

Species: Can you live with Fir/larch? Does it have to be eastern?

Price: What are you thinking on price?

Many sellers are too intimidated to thoroughly question their customers about inquiry they get from them (especially on price). They feel the customer will get upset and say something like, "Why are you asking all these questions, just give me what I want!" If the customer gets upset we say, "John, the reason I'm asking you these questions is because I want to get you exactly what you want, not just come close."

(What we are really saying is, "I

am serious about your business and mine. I want to get you exactly what you want, and I want you to get it from me. I'm not here just to quote.")

If the customer won't share information with us in the inquiry phase, will they all of a sudden open up at closing? Of course not. Our customer's attitude during the inquiry will give us plenty of clues on how to close. It will also give us an idea what the chances are of getting the order. (Thus telling us how much time to spend on it.)

The "We" Nlode

Our attitude from the second our customers tell us they are looking for something is that the order is ours. A good way to project this is to talk to our customers in the "we" mode.

Examples:

When do we need to bring this in? What kind of tally are we thinking on this one?

Speaking in the "we" mode will be uncomfortable at first, but you will get used to it. I have never had a customer say, "Hey, what's with all this we stuff." If we want our customers to treat us like partners, we must speak like partners.

Pre-Closing Off Inquiry

We pre-close our customers when we take inquiry correctly. We get them to engage and spend time with us. This by itself will tilt the odds in our favor. Asking probing questions helps us find the true need of our customers before closing.

Taking inquiry thoroughly will lead to more orders and less wasted time for us.

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

Osmose Acquires PhibroWood

Osmose, Griffin, Ga., has acquired the wood preservatives business of competing micronized copper/ACQ producer PhibroWood LLC, Ridgefield, N.J.

The acquisition includes the assets PhibroWood used in the business, such as patents, patent applications, trademarks and trade names, and certain manufacturing equipment and inventories. The deal also resolves ongoing intellectual property disputes

Scotch, Gulf CloseTo Merger

Scotch & Gulf Lumber LLC has been confirmed as the new name of the proposed merger of Scotch Lumber Co.'s sawmill in Fulton. Al.. and Gulf Lumber's sawmills, remanufacturing facility, and treating plants in Mobile and Jackson, Al. (see Oct., page l7).

Gulf's owners-the Stimpson family-will manage the new firm, which they will own in equal share with Scotch's principals, Dwight Harrigan and Tom O'Melia.

Sales and administration operations will continue in Gulf's Mobile offices.

between the companies.

Osmose president Paul Goydan called the acquisition "both timely and strategic. Specifically, it allows us to consolidate the intellectual properties and technologies involved in producing a wide range of micronized wood additive and wood-preservative products."

PhibroWood had marketed its wood preservatives under the Sustain brand.

with salesmen Lavoyd Hudson, Bob Anderson, and Gary Burch joined by 20-year Scotch veteran Dennis Drinkard. Darrell Pace, Bucky Adams, and Ramona Merritt will continue treated sales from Mobile. Specialty pattern, flooring and moulding products will be handled from the Blakely Island facility by Craig Gray and Clark Sudduth.

The new company hopes to bonow up to $3 million to re-equip the Fulton sawmill, which has been idle since April, to produce trusses and more lumber for export. Construction should last several months, with a

restart anticipated for early next year, contingent on market conditions. Reviving the plant would add 100 jobs to Scotch & Gulf's current 296 employees.

Although Scotch's mill is closer to much of the region's timberlands, Gulf's mills have remained operational, in part because they produce a wider array of specialty, kiln dried, and treated products.

Bank Shuts Down Columbus

Columbus Lumber Co., Brookhaven, Ms., has shut down its sawmill and treating plant due to the housing downturn.

The 66-year-old southern pine mill's primary lender, Bank of America, ordered operations halted Sept.24.

With 100 employees now out of work, owners Jeff Grierson and Doug Boykin are scrambling to find a buyer. "Doug and I are not worried about ourselves, we're worried about finding a solution to keep Columbus Lumber running and putting our employees back to work," Grierson said. "This company plays an important part in Brookhaven, and for it to be shut down and sold off in pieces is not in

the best interest of this community. We would love to stay here, but that's a secondary goal."

Optimistically, he added, "Hopefully before the holidays, CLC will once again be operating."

Gulfport Yard Fined $1 25,000

General Lumber & Millworks, Gulfport, Ms., is struggling to stay in business after being fined $125,000 for failing to comply with the city's fire code. According to authorities, the yard's sprinkler system is inoperable.

Prosecuting attorney James Halliday said the fire department tried to work with owner Kevin Lock and gave him months to correct the problem. When no progress was made, Judge Alvin Chase levied fines of $1,000 a day for each day the business operated without a sprinkler system,

from April through the September court date. He also shut down the business and ordered Lock to begin paying a minimum of $100 a month on the fine, starting in October. If Lock fixes the sprinkler system, the money he spends will be deducted from the fine.

"I'm just talking with people and, hopefully, I will find someone who will work with me in bringing that sprinkler system up to code so I can open," he said. "I don't have $30000 and I don't have access to $30,000. They were very unsympathetic to me. It just doesn't seem right to come in here and close my business."

Attorney Halliday said that a fire at the yard could cause "catastrophic" damage-especially since a medical company next door deals in oxygen tanks that could explode.

Owner Accused Of Mail Fraud

A federal grand jury indicted the owner of a timber company on 65 counts of mail fraud connected with the alleged theft of logs worth $350,000 from Deltic Timber Corp., El Dorado, Ar., from 2OO5 to 2OO7

Each count carries a penalty of up to 20 years and a $250O00 fine.

Tracy Clemons,44, owns Clemons Timber, Quitman, Ar., which contracted to harvest logs for Deltic and haul them to a mill in Ola, Ar. According to the indictment. Clemons directed drivers to take some of the pine logs to a mill in Menifee and tell them that the logs had been brokered through North Arkansas Wood, a company owned by his mother. The mill then sent Clemson 65 separate checks for the logs, for a total of $417,000.

Noveveen 2009 Burr,orNc Pnooucrs Drcnsr

Russ Kimbell, ex-U.S. Timber, has joined Anthony Forest Products Co., El Dorado, Ar., to lead its lumber sales organization. Robert Garland has retired after 47 years with Anthony.

Mack Singleton, c.e.o., New South Cos., Myrtle Beach, S.C., has retired after 37 years with the company, but will remain on the board of parent Canfor.

Chuck Juell, PAL, Grand Rapids, Mi., has retired as building materials department mgr. after 23 years with the co-op.

James Diemel has been named general mgr. of Rommel's Ace Hardware. Exmore. Va.

Brian Herndon, ex-Cassity Jones, has been named general mgr. of Klumb Forest Products, Tyler, Tx.

Bill Hoffeld, ex-Bluelinx, is the new general mgr. at Vail's True Value Hardware, Scottsburg, In.

Chuck Knapp, ex-Alexander Lumber, has been named mgr. at Hundman Lumber, Springfield, Il. Fred Ervin has been promoted to contractor sales.

Scott B. Wetherell, ex-Culpeper Wood Preservers, has joined FLW Wood Products, Princeton, N.J., overseeing its fence division.

Bob Harden, Dow Building Solutions, Midland, Mi., was promoted to v.p. of sales in eastern North America, overseeing east of the Mississippi River. Pete Pendergast is now vp. of sales for the West. They succeed v.p. of sales John A. Somerville Jr., who has retired after 35 years with Dow.

Rob Scoble has been named executive v.p. & chief operating officer for Hyde Tools, overseeing its professional products and industrial blade divisions, both based in Southbridge, Ma.

One Mississippi.,.

Two Mississippi...

Kevin O'Connor, ex-Activant, has joined DMSi, Omaha, Ne., as senior sales specialist for the LBM dealer segment.

Edie Kello has been promoted to director of marketing for Fiberon, New London, N.C. New decking specialists are Dan Isom, exParksite, covering Baltimore, Md., and Washington, D.C., and John May Jr., ex-Parksite, for N.J. and Philadelphia, Pa.

Jason Rasmussen, ex-True Value Co., has acquired 2-wit Gordy's True Value, Chippewa Falls, Wi., from Jeff Schafer and family.

Duane Cave was named national sales mgr. for Blue Heron Enterprises' EBTY Hidden Deck Fasteners Group, North Branch, N.J.

Kevin Buckner has been named president of Masco division Liberty Hardware. Winston-Salem N.C. He succeeds Robert Buck, who is now executive v.p. of Masco Contractor Services, Daytona Beach, Fl.

Chris Davies has been appointed chief financial officer at Ainsworth Lumber. Vancouver. B.C.

Erik Heilman was named director of government affairs for American Forest & Paoer Association.

Lag screws are old news. The self-tapping GRK RSS is a serious structural screw. It's a high torque, high tensile, high-tech wonder. lt bores through w00d with ease and greatly reduces the risk of splitting. Its revolutionary design also eliminates the need for washers. In the time it takes to put in a drill bit, you could be done.

'l'homas G. Kadien. scnior v.p., Intcrnational l'aper Co.. Mcrnphis. Tn.. has bcen electcd to thc board ol' clircctors of Shcru in'Willianrs. Clcveland. Oh.

Jay' Luncl has becn namcd prcsident ancl chief opcrating officer of Anderscn Corp., Bayporl. Mn.

Ralph Bruno. ex-Azt,t<.. has .joined housewlap ntartufactut'cr Propex. Chattanoogl. Tn.. as cxecutivc v.p.. leaclins its nc\\' l)erfornrancc Technology busincss unit.

Randl' Skinner. Tahlccluah Lurrber, TahlcqLrah. Ok.. was re-cleclcd to thc board of [)o it Best Corp.. along u'ith Stere Phillips. Phillips Do it Ccntcr. Ccdar Hill. Tr.. Hon'ard Nliller. Hartville Harclwarc. Hartville. Oh.: Tom Brou'n. Arncricatr Homc & Harrclwalc. Elkton. Md.. and Pat Sullivan. Sullivan Hardware. Indianapolis. In.

Carol B. Tome. chiel financill ofl'icer and erecutivc v.p.. Hornc Depot, Atlanta. Gu.. lr.,as appointecl chairman ol' thc Fcdcral Rcserve Bank o1' Atlanta's board ol' dircctols.

Nlary Jane Magoon. color consultant. Rin-c's Encl I-unrber, New Milfold, Ct.. was Dcw'et' color certificcl alicr conrplcting l course in professional in-honrc color consultation.

Ralph Thompson.91. is celebrating his -15th annivers:iry with Hol'fman l-urnber Co.. Texas City'. Tx.

Dee Kaye is aclministcring thc new clental plan fol Mungus-Fungus Forest Proclucts. Climux. Nv.. l'cport co-owners Hugh Mungus rrrrd l;redd1 Fungus.

Fiberon Re-brands PVC Line

Fiberon has introcluced a new name for its line of Sensibuilt PVC decking: Fiberon OutdoorFlooring with Sensibuilt Lumenite Technology.

The company said the name change rnirrors changing consurnL'r attitudes toward clecking and sets the stage fbr the introcluctior.r of new technologies tbr PVC decking, perhaps as early as next year.

"With the recent prolil'cration of decking opticlns, homeowners are placing emphasis on style and aesthetics," said Chris Beycr, v.p. of marketing. "They are krokir.rg for flooring for their clutdoor livin-rr spaces the same way they select tile, laminate. or hardwood fbr their indoor spaces."

Fiberon acquired Sensibuilt in late 2008. The l-unrenite fusion-bonded coating inhibits lading and chalking.

Tap Frent.h G0trhlc iEII

Going local Tap into the green benefits of buying and selling close to home

E OR MOST indePendent business

I-' owners. the idea of buying local is pretty familiar-at least with respect to our own businesses.

We know that money spent in our stores, from folks in our own community, tends to stay in the community. A good chunk of our salaries and those of our employees will likely be spent and invested locally, for other goods and services, as well as contribute to local taxes that pay for fire, police, and other municipal services.

Awareness of these benefits is spreading and giving rise to hundreds of buy-local campaigns that could be an important component of your green strategy.

Recently, the media has covered the growing interest in buying locally produced food, as "locavores" seek to reduce the "food miles" and carbon footprint of their daily meals. Right alongside, the shop local movement has been quietly picking up steam.

Organizations like BALLE, the Business Alliance for Local Living Economies (www.livingeconomies.org), and AMIBA, the American Independent Business Alliance (www.amiba.net), and a few others are experiencing rapid growth. Combined, they represent over 30,000 independent businesses and over 130 local networks, with the bulk of those forming over the last two years. Not surprisingly, a growing number of these businesses are LBM dealers.

"Joining an independent business alliance, or starting one in your local community, is not unlike joining a co-

op, where members can benefit from group buying on advertising, supplies, etc.," says Jeff Milchen, co-founder of AMIBA. Milchen counts the recession and growing interest in reducing environmental impacts as two of the main drivers lifting the number of independent business alliances they work with from 30 before the recession to an anticipated 75 by year's end.

Both organizations provide support to locally focused business networks to educate the community about the benefits of buying and "thinking local." BALLE's Alissa Barron points out that there's a strong economic case for local businesses to form col-

By Jay Tompt

for buying renewable energy."

Seeking to tap this trend with some innovative twists is San Francisco start-up Viv (www.doyouviv.com).

It's a forward-thinking rewards program that helps green customers entice participating retailers to continuously green their operations with a simple card scan. The businesses take green steps based on the number of customer visits, while the Viv team offers consulting, free energy audits, and discounts from affiliated wholesalers. Meanwhile, customers can share pride in a business' accomplishments and become more loyal.

For most independent LBM dealers, this trend plays to your natural advantage, but you can't sit on your hands. Join your local network, put signs in your windows, buy your supplies locally, and start educating your customersboth contractors and homeowners-about the community benefits of buying local.

laborative networks that promote buying locally. "Dollars spent at locally owned businesses circulate in the community two to four times longer, and do two to four times more good, than those spent with chains," says Barron. "We're also finding that businesses end up collaborating on broader issues, too, like pooling resources

There may be opportunities to pool resources with fellow local businesses, too. If you're sourcing local materials, make sure to point them out-they can also contribute to LEED regional credits. All in all, by fully embracing your local selves, your business will benefit and your community will, too.

- Jay Tompt is managing partner of William Verde & Associates, a consuhing firm dedicated to helping LBM and home channel retailers, distributors, and manufacturers become green leaders in their communities. He can be reached at info@ williamverdetom or (4 I 5 ) 32 I0848.

Yard Spins Off High-End Showroom

Everglades Lumber & Building Supply, Miami, Fl., celebrated the opening of a new design showroom with an evening reception attended by nearly 500 architects, contractors, and interior designers-and their clients.

"Our lumberyard and building materials business has suffered like everything else in this economy," said c.e.o. Ovi Vento. "But clur high-end division has given us an extra boost tcr help us wcather this tough economy."

For thc past six years, the showroom had operated inside the yard's

Arson Levels Texas Dealer

Investigators suspect burglars may have set fire to Furr's Building Materials, Mineral Wclls, Tx., to hide their tracks.

The 53-year-old yard lost its main shop and storage building in an Oct. l6 blaze intensified by the absence of a fire hydrant within a half-mile.

Policc later discovered the store's safe was drilled and cash had been removed.

Thompson Mahogany Merges With EastTeak Hardwoods

East Teak Finc Hardwoods, Dallas, Tx., has acquired fellow hardwood importer Thompson Mahogany Co., Philadelphia, Pa.

Thompson Mahogany will operate as a wholly owned subsidiary of East Teak, yet will maintain full operational autonomy from its Philadelphia headquarters, under existing president Don Thompson.

"Thompson Mahogany joining the East Teak family offers many benefits, including a strong customer base across North America, a complemen-

main building. After Expo Design closed its two showrooms in the Miami area, Evcrglades decided to fill the void by moving the in-house showroom to its own 10,000-sq. ft. space. (Since 2004, it has also had a design showroom in Boca Raton.)

"The perception is that we are a lumberyard and we sell building material and construction material, not high-end products," said Vento. "So it was important fbr us to expand and put our showroom in a freestanding buildins."

tary product line, the addition of direct suppliers in South America and Africa, and an expanded distributor network," said Wayne Rogers, president and c.e.o. of East Teak.

Established in 1843, Thompson Mahogany ships tropical hardwoods into the ports of Philadelphia and Camdcn. N.J.

Founded in 1912, East Teak operates sules and milling centers in Donalds, S.C., and Sultan, Wa.

Pike Building Hardwood Mill

Pike Lumber Co., northern Indiana's largest manufacturer and distributor of kiln-dried hardwood lumber, will spend over $-5 million to build a 25,000-sq. ft. sawmill in Milan.In.

Founded in 1904, Pike currently employs 180 at facilities in Akron and Carbon, In. The Milan sawmill, expected to start up by November 20 1 0, will add another 20 jobs

"The Milan project is the largest, single capital investment in our 105year history," said Jim Mulligan, director of corporate development.

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Innovation Turn the worst of times best of times

By Joseph C. Schmieder

his mind continuously-sharp saw blades ripping through a thick piece of white oak and a man's hands ripping off pieces of bread from a large, softcrusted loaf.

"That's it!" Howard blurted out loud. The dots finally connected. He raced back to the factory to begin developing the first retail bread slicer.

Fast-forward to this century and you will find bread-slicing machines, modernized since those early models, in SOVo of the supermarkets and most retail foodservice bakeries in the U.S. Over that same time frame, the Tuthill family passed the business down to the third generation, who continued to diversify the company into bread packaging and labeling.

Jt was eerily quiet. because the once Ibustling factory that manufactured woodworking equipment no longer had a steady stream of orders.

Everything had slowed to a crawl. Dismayed, Howard left the factory on the north side of town and walked downtown by the lines of people waiting in front of the YMCA building for some meager portions of food. He watched as the government official scooped up soup and tore off pieces of bread for each needy person. He kept walking and kept thinking. Two seemingly disparate images floated around

Faced with the current market conditions, how can you respond creatively, as Howard did? Is this current economic funk actually a conducive period for developing your company's next innovation?

Yes, now is an excellent time for family and closely held businesses to step back and take a look at what is going on in their industry, what the business's unique strengths are (that is, those that cannot be copied by your competition), and how these might be

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leveraged into new opportunities.

What have your customers bcen complaining about, and how might you address these complaints?

What do your salespeople describe as the real reason you are unable to win over those prospects, and how might these objections be overcome?

What are your suppliers saying about other companies to which they provide products or services, and are there areas where you are superior to these competitors?

What products or services have you been thinking about developing and offering in the marketplace?

Answers to these questions can generate a meaningful list of potential innoval ion opportunities: new products, new markets to serve, or a superior way to manufacture your product or bring it to market.

Companies that successfully produce a steady stream of innovative products and services have a disciplined process for cilpturing. prioritizing, developing, and commercializing these ideas. Howard's bread-slicing idea did not follow a disciplincd process, but subsequent company developments did. The ad.lustablewidth slicer that could cut thick Texas toast or thin deli slices fbllowed a new product development process that clearly identified the unmet needs of customers and guided the path to market introduction.

We have all been exposed to the ace omplishmenls of large companies that are recognized as innovators. 3M created the now-famous Post-it Notes out of a lab mistake. Although a ''killer app" product or scrvice can create a whole new product category or change an entire industry, radical innovation is not necessary for most small- to medium-sized private companies. Incrementrl innovation cun also drive significant value. Modifying a product, such as by taking a bread slicer and morphing it into a bagel slicer, can extend an entire product line without requiring the risk or investment neccssary to expand into a new customer base ol rnarket.

An innovation can also come in the form of a new business model or a diff-erent way to go to market. Michael Dell showed the world how to create a made-to-order computcr via the Deil website, shrinking lead times and bypassing the retail outlets. Or how about an innovative service? Again, the Internet played a key role in the recent success of Google, eBay, and

Facebook.

We live in a time when information-what customers want and don't want, what competitors are offering, and what new business models have been tried-is readily available. The challenge is to ask yourself the right questions, create a process for filtering opportunities, and create a culture that fosters and reuards innova(ion.

This turbulent economic period is actually a prime time to spawn new creative ideas, because people are more open to change and may need to think outside the box to keep their business afloat. lt is an opportunity to

capitalizc on the new world order that is unfolding in front of us.

Can your company create the next innovation that lives up to the clich6d standard set by Howard Tuthill-the best thing since sliced bread?

- Joseplt Sr'hrttirtlt r is a .tenior u.t.tociate o.f Family Business Consulting Group, Marietta, Gu. Reot'h him ttt (BO0) 551063 3 or s c hm e d er @ eJumilyhtts i n e s s.c on Rtprinted w,ith pernti.s.sion Jrorrt The Funtilt Busine.vs Advi.srtr. a coptrtghted publication ol Funtih Enterprisc Publislttr.t. No lxtrtion ol this article ntuI be rtprodtrced n'ithout pcrntission of F unilt F)rtarpri st P u b li.s hcr s.

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Get late-paftg customers to pay on time a

Bv Gene Siciliano

VOUR business was running pretty I smoothly-sales growing, and profits growing, too-and then the credit crunch hit, someone said the "R" word and everything started slowing down almost ovemight. Most troubling of all, your customers have been paying you later and later, as if they are using your money to fill their own personal credit crunch.

Well, they probably are.

Most of us don't realize how dependent we are on credit to run our businesses. Vendor open account credit-the kind you extend to your customers-is by far the largest source of borrowing power in our economy. When you sell your products and services on credit, you are making interest-free loans to your customers, even if you are financing those loans with a bank loan for which you pay interest every month.

When collections roll in on time, it all seems to work out nicely. But when collection slows down, you still need to replace goods you've sold, pay your workers (on time), and pay the rent and all the other expenses of running a business.

Assuming your bank credit lines are in place and your margins are adequate, you have a bit higher interest expense and you can ride it out with your customers. However, if your credit lines or cash reserves aren't sufficient to cushion you from the sudden change in cash flow, your business could be in big trouble. Besides, most bad debt write-offs come from old balances, not current ones. The older the balance, the higher risk it will never be collected.

So, your best bet is to encourage your customers to pay on time. No added interest expense, no hassle with

customers, no write-offs, everyone is happy.Well, you are probably thinking, "That was helpful. How do I do that, exactly?"

Here are five ideas that can work well for you:

Improved Credit-Granting Practices

On the front end, screen new customers more closely before granting a credit line. Spend a few dollars actually getting a credit report, and a few minutes calling a couple of their credit references to get a sense of the relationship they have with your potential customer.

The conversation might go to their payment patterns when the economy slows, which could be different from good times. A comment that "they sometimes struggle to keep current but they always manage to get caught up" could be a red flag these days. Also, be watchful of a prospect who has changed suppliers more than once in the past year, and if you can learn the name of their previous supplier, that's someone you want to talk to.

Committed Collection Effort, AII the Time

Make collection follow-up a key duty of at least one person in your company. Don't make the mistake of giving the job to your controller to handle in her spare time, just because Accounting handles the money. She likely doesn't have any spare time, and besides, accounting personnel are not typically the best in customer communication, especially if the subject is touchy. Assign the job to someone who is a good negotiator, has an amiable but firm phone personality, and who understands this is a key iob.

Most importantly, do what you say. If you promise something in return for prompt payment, make sure you deliver. If you say you must deny future shipments until an account is brought current, stick to it-every time.

Key point: If your collection practices have been lax in the past, a culture change may be needed in the minds of your customers, who may be tempted to "wait you out" to see how long the new rules will stick around. This is called a test.

Call Ahead of Time to Make Sure They're Ready to Pay

Have your collection person call the customer's Accounts Payable department a few days before the due date for payment, "as a courtesy" to your customer, just to make sure everything is in order, there were no problems with the paperwork, and the check will be going out on time. This little reminder, when positioned with friendliness and desire to help, can make a friend of the person who actually cuts the check.

And if your customers are lacking something they need in order to pay you, this would not be a good time to be condescending at their inefficiency. Your effort to quickly provide it without them having to run it down in their company instead, could put you at the head of the line for payment.

Discounts for Prompt Pa;rment

This is an old technique that worked well years ago, but has fallen

into neglect in recent years as business practices evolved. The old "2llO net 30" was. and still is. a fantastic deal if explained to customers clearly.

Consider this: a 27o discount for paying 20 days earlier than normal amounts to an annual return of 36Vo; not a bad yield for a customer whose savings account is probably earning 2Vo a year. Even if your customers planned to pay in 45 days, getting them to pay in 15 days instead represents an annual return to them of 24Vo.

You can juggle the numbers any way that makes sense in your industry, but the key is getting the customer to understand the value they get from paying promptly.

And, by the way, if you do business with certain organizations, e.g., local governments, many of them are required by their policies to take advantage of such discounts. Key point: Yott must be strict about charging back discounts taken when payments don't come in on time, as some customers will try.

The "Preferred Custotrrer" Plan

Want to think out of the box?

Consider a special program for "special" customers-free overnight delivery on rush orders, extra discounts, advance notice of price changes, special sales, etc.

Promote this as a customer benefit and make it available only under certain conditions, one of which would be consistent payment in accordance with your terms. Don't make sheer order volume a condition if your low-volume customers produce higher margins, as is often the case.

A small invoice that gets paid on time is a blessing compared to a large one that takes 90 days to come in. Still, make the conditions list beefy

enough that it doesn't look like a poorly disguised collection program. Use it as an opportunity to reward the customers you enjoy doing business with, especially those who pay on time every time.

Key point: Avoid the risk of alienating customers who are in the program but then fall behind in one or more criteria. Give them the opportunity to rejoin the program after two to three months of again meeting all conditions for participation.

You can appreciate your customers' dilemma in trying to stretch their cash. But that's not the same as agreeing to be their banker-interest free! You can extend their payment terms, as many companies do at times like these, but in the end you still need to collect your money by a date you can plan on.

And you need to avoid alienating your customers in the process. If you do everything you said you wouldquality products. competitive price. prompt delivery, etc.-then it's reasonable to expect your customers to do everything they agreed to, including prompt payment. Still, these days most suppliers will get paid late by most of their customers.

Follow the suggestions above and you can be the exception to the norm, the stand-out in the crowd, and certainly a better positioned company when the economy tums around again, as it always does. Wouldn't that be great?

- As Your CFO For Rent and president of Western Management Associates, Gene Siciliano has spent over 20 years helping, clients build financial strength and shareholder value through applied knowledge and process improvement. He is author of Finance for Non-Financial Managers. Reach him at gene@cfoforrent.com.

producls

Preservative Protected PSL

ilevel's Parallam Plus parallel strand lumber is protected with Arch's newly improved Wolmanized preservative.

Manufactured with lons veneer strips bonded together with a-dhesives, the engineered wood product is available as headers, beams, columns and posts. The preservative reportedly penetrates to the product's core and is compatible with galvanized fasteners.

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Glimate Zoned Siding

New fiber cement siding from James Hardie Building Products has been engineered for two distinct climate zones.

What's Hot in Decking

Nature's Choice Deck is thermally modified southern yellow pine that contains no chemicals.

Distributed by Building Products Plus, the lx5 deck boards reportedly are more stable than regular wood and last longer. No special fasteners are required and staining is not needed.

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Tip Top DrywallTape

FibaFuse from Saint-Gobain

Technical Fibers is a mold-resistant alternative to paper drywall tape.

Radiant Barrier Panels

Eclipse Weather Guard panel system from RoyOMartin consists of radiant barrier panels that are sealed with Weather Guard tape on seams and corners.

The product reportedly combines the benefits of three barriers-radiant, air, and vapor diffusion-to eliminate the need for a separate housewrap.

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Waterproof i ng Membrane

Laticrete's Hydro Barrier liquid rubber polymer can be applied before tile and stone is installed in wet areas. The load-bearing, self-curing liquid can be applied with paint roller, brush, or airless sprayer over almost any substrate and can be flood-tested in just 24 hours.

HardieZone5 reportedly protects against wide seasonal temperature variations and extreme cold, while HardieZonel0 was developed for warmer climates with high heat, rainfall, and humidity.

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Engineered with a porous, openfiber design, the tape allows drywall compound to flow through and bond with its reinforced glass-mat fibers and the underlying drywall-for a more durable joint.

Available in75-,25O-, and 500-ft. rolls, it product reportedly weighs 627o less and is 76Vo stronger than paper tape.

A pre-creased center fold speeds installations in corners.

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A Microban additive reportedly inhibits the growth of mold and mildew in the membrane.

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Cutting lt Close Ridgid's 2-in-l Close Quarters

Autofeed Cutter has a ratchet handle that allows easier cutting in tight, restricted spaces.

The adjustable cutter can be used on both soft and hard copper, aluminum, brass and plastic tubing.

Production Nailer

Duo-Fast's new nailer specializes in production installation of siding, fencing, and decking.

Model DF225C coil sidins nailer weighs just 4.5 lbs. to lessen-worker fatigue.

The tool comes with a spare cutter wheel has an ergonomic design.

- Please call (800) 769-7743 or visit www.ridgid.c'om

Insulation Blower

The Series 500 blower from Meyer Insulation can spray loose-fill insulations such as cellulose, fiberglass, and rockwool.

and quarter eyebrow and half round and quarter half round, in both operating and stationary options.

All are available in eight clad colors plus Low-E glass and argon fills to meet Energy Star thermal requirements.

- Visit www.ply gemwindow s.com

Water-Based Primer

Zinsser Smart Prime's water-based formula reportedly performs like an oil-base primer.

A proprietary resin resisls rewettins to block water-soluble stains. lt also seals oil-soluble stains from grease, crayon, tar and asphalt.

The low-odor and low-VOC primer can be used on bare or painted

Features include a rubber grip, after hook, switchable trigger, and a clear magazine to monitor nail usage.

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Scandinavian Style

The RAIS 60 fireplace system is EPA certified fbr clean-burning performance and qualifies for the new 307o consumer tax credit.

A high-efficiency, wood-combustion firebox and metal. zero-clearance installation enclosure offer sleek Scandinavian design. The unit measures 22"x18"x23".

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The device features a heavy-duty agitator for consistent processing. a l5-hp air-cooled gas engine, quickchange airlock seals, mechanical feed gate, and emergency stop.

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Stylish Windows

Ply Gem has added four new styles of radius windows to its Mira Premium Series.

The new styles include extended

surfaces -without sanding or deglossing-and on porous surfaces such as cured plaster, concrete, stucco and masonry.

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l{ews Briefs

(Continued from page I 8) construction was flat in the Northeast and Midwest and slipped |.77o in the South

Timber Products laid off 16 employees at its plant in Munising, Mi., which is working through an ongoing contract dispute ...

German Timber Promotion Fund is liquidating, after the German Constitutional Court deemed its marketing activities unconstitutional and in violation of entrepreneurial freedom; participating mills hope to one day establish a new organization to promote German wood products

Silvaris Corp. will sell all downfall OSB from Weyerhaeuser's mill in Grayling, Mi., through www.osbmarket.com; Silvaris already sells all downfall from Weyco's mills in Sutton, W.V.; Arcadia,La., and Elkin, N.C. ...

Weston Forest Products has purchased Colony Ratcliff LumDer's industrial lumber business ...

Fry's Wholesale Lumber, Justin, Tx., is now distributing Flamedxx fire retardant OSB

BlueLinx Corp., Atlanta, Ga., is now carrying all Nichiha fiber cement products

Holbrook Lumber Co., Albany, N.Y., has resumed distribution of GeoDeck composite decking in the Northeast and will carry Green Bay Decking's next generation of composite products in 2010; Holbrook had stopped carrying GeoDeck at the end of 20O7 ...

Fierst Distributing Co, Pittsburgh, Pa., is now distributing Brazilian hardwood flooring from Cikel America, Miami, Fl.

Lowe's has tapped Johns Manville as its exclusive supplier of fiberglass insulation

Norbord Inc. has achieved Forest Stewardship Council certification at a third OSB mill-in Bemidji, Mn.-and had five more OSB mills chain-of-custody certified under the Sustainable Forest Initiative. bringing the total to seven

Biewer Lumber, St. Clair, Mi., has been granted FSC chain-of-custody certification by Scientific Certification Systems

Ro-Mac Lumber & Supply, Leesburg, Fl., has been FSC chain-of-custody certified by SmartWood

Deerfield Builders Supply, Deerfield Beach, Fl., has been FSC chain-of-custody certified by Scientific Certification Systems ...

Metal Sales Manufacturing Corp., Louisville, Ky., was named LBM Vendor of the Year by Do it Best ...

Redesigned websites'. American Lumber Co., Walden. N.Y.. www.americanlumberco.com ... Dixie Plywood & Lumber Co., Savannah, G3., www.dixieply.com Ridgid, www.ridgid.com.

-Gonpnerc & Gomprtcror Panr

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or

SOUTHERN FOREST Products Association recently held its 2009 annual meeting at The Roosevelt in New Orleans, La. Attendees included (1): Joe Patton, Chip Harrigan. (2) Dianne Breaux, Huck DeVenzio, Joe Kusar, Linda Patch. (3) Robin & Janet Swift. (4) Jeff Hurst, Angela & Mark Culpepper. (5) David DeVries, Linda & Fritz Mason. (6) Lynda Anthony. (7) Debbie Brady, Mike Pastore. (8) Mark Richardson, Ryan Hilsinger. (9) Grady Payne, Ron Coker. (10) Mike Gulledge, Nick Roppolo. (11) Pete & Georgiann Gullett. (12) Jim & Nancy Loy, Rebecca & William Almond. (13) Ben Stimpson. (14) Tim & Debra Lee Brown, Brian & Carol Hayson. (More photos on next page)

WI{YYOU SHOULD EXHIBITAT THE %*ry

2O1O COMIENTION - APRrL 8-ro,2o1o - sANAr\IToNro,

st2Ltos TEXAS TO LEAD ECONOMIC RECO\IERY

TExA,s

The four major TExas metrcs will be among the firct in the nation to ,&overfrom the recession, according to a nationwide forecast by IHS Global Insight, San Antonio and Austin will lead the way, bouncing back to their prerecession job levels in 2010, predicts the Massachusetts+ased economic forecasting firm. Houston and DF W are among eight other metropolitan areas predicted to recover by 2011.

TEXAS HOUSING FORECAST STABLE

Five latge Texas cities and En smaller ones ane among the nation's top markeE when it comes to expected home price peformance, according to Local Market Monitor's latest Home Price Forecast.

Among the largest markets, with populations of 600,000+, Dallas-Plano-Iruing, Fbrt Wofth-Arlington, HoustonSugar Land-Baytown, San Antonio and Wichita Falls filled five spaces on the ten-slot list of cities with the best expected performance in home price over the next year.

The same survey of the smallest U.S. markets revealed ten Texas citi6 wete tops, tied with other cities across the country, These were Abilene, Amarillo, Brownsrille-Harlingen, College Station*Bryan, Corpus Christi, KilleenTemple-Foft Hood, Laredo, Lubbock, Texarkana and Waco.

is a major prcmoter of GREEN BUfLDING and dedicated to ptoyiding the best possible education to building material dealerc at the annual IAT aonvention, Go to www,lat,oro - Check out the Convention pages for Schedule, Featured Speakerc, and Exhibit info - and Plan to IOIN US IN SAN ANTONIO, APRIL 8-7O, 2010. Email craia@lat.om or call SOtl-749-5862,

SFPA (continued): (1) Mark Junkins, Buddy Klumb, Lane Merchant.

(2) J.T. McShan, Elizabeth Manderson.

(3) Cathy Kaake, Mike & Lisa Warren. (4) Jack & Gay Stevens, Faye & Ross Lampe. (5) Kari & Xli, :I' ? gtl'; lql,[

Malinda & David Richbourg. (9) John Hammack, John Rhea, (10) Elise & Kerlin Drake

(11) Patrick & Michelle Harrigan.

ASSOCIATION OF MILLWORK Distributors held its 45th annual convention Oct. 7-12 in San Antonio, Tx. (1) Susan Brady, Ken Stubert. (2) Randy Hollinger, John Green. (3) Jud DeHart, Mark Taylor, Tim Myers, Chris Selzer. (4) Dennis Sullivan, Jim McCooey. (5) Tom Feiten, Nate Root. (6) Esther Young, Sarah Hamlin, Ron Pearson, Terry Boren. (7) Darin & Rebecca Hauff, Dan & Paula Warren. (8) Carl McKenzie, Craig Young, George Stipe, Dan Beaty. (9) Garnett Douglas, Gerina

BurruNc Pnooucrs Drcnsr

2009

Freeman, Tom Williams. (10) Joshua Tyler, Dave Durst. (11) John Brown, Brad Boyle. (12) Brit Blair, Alan Meeks. (13) Kevin Fox, Tim Klimek, Gerald Grider, Mike Pendleton. (14) Jeff Johnson, Shane Kuk. (15) Jim Murk, Bryan Hoyle. (16) Audrey Dyer, Scott Robinson. (17) Cherry Williams, Steve Sutton, Teresa Laze. (18) Chris Roberson, Josh Peizer, Chris French. (More photos on next two pages)

MORE AMD (continued from previous page):

(1) John Morrison, Joe Palencar, Mark Westlake. (2) Scott Dunsl, Jason Beeker, Mike Moe. (3) Mike Ball, Brad Schmidt, John Jurcak. (4) Todd Norris, Herb King. (5) Don Houghton, Nick Carter. (6) Kristy Bumgarner.

(7) Camille Silva, Hilda Pinilla, Tamara Roman (More photos on next page)

Two Coat Exterior Prime

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Superior Wood

Made of quatity, clear, finger-jointed Western Red Cedar or Redwood, these products are naturatl.y designed for exterior use*both species are ideaI for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Whether the pro1ect caLLs for S1S2E or S4S, we offer tengths ranging from'1 6'to 20.

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The Finest Stock, The Best Coating

Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

AMD CONVENTfON in San Antonio (continued from previous two pages): (1) David Overby, Nara Charneski, Rick Bloemke. (2) Kellie Schroeder, Melissa Leal. (3) Eric Sailors, Margaret Gibson, Jimmy Stewart. (4) Franciso Figueroa, Antonio Luque, Rodrigo Monreal. (5) Andres Alacon, Sebastian Mandiola. (6) Jerry Kvalheim, Brian Mcllwee, Gary Routh. (7) Lonnie Ramey, Mark Schongalla, Dallas Stovall, Tom Jappert. (8) Phil Jackson, Randy Roedl. (9) Rick 40 Burr,rrxc Pnorucrs DrcBsr NoveMaen 2009

Smischny, Chuck Casey. (10) Brian Feeney, Sarah Branscum. (11) Terry Livengood, Neal Grubbs. (12) Taimur Khan, Dan Kustin. (13) Cheryl Guizzetti, Marylene Rosier, (14) Jim Parker, Ben Gaswick, Terry Goode, Scott Hilliard, Jim Hutto. (15) Larry Ray, Rosalie Leone, Miguel Rivera-Sanchez. (16)Todd Braid, Jim Monis. (17) Cal German, Bill Sarbaugh, Jesse Shumaker. (18) Dave Cady, Sharon Bell, Matthew Hagen.

BC WOOD'S 6th annual Global Buyers Mission brought a record 700 participants to Whistler, B.C., to promote the province's value-added wood products industry. (1) Trent Tucker, Jake Vanschothorst, Bryan Johnson. (2) Joe Petree, Jack Alley, Glenn Dutton, Cal Dyck. (3) Ron & Lynne Enyeart. (4) Mike DeMarni, Charlene Ellickson, John Kuch. (5) Bruce St. John, Jack Draper, Erin Carter, Shane Burger. (6) Michelle Desiderio, Peter Burns, Bob Thompson. (7) Brian Hawrysh, Beth Hird.

(8) Jeff Derby, Brad Meeker. (9) John Brissette, Peter Alexander. (10) Robert Sandve, Steve From, Gary Arthur. (11) Ben Meachen, Shane Leath, John Sanders. (12) Mark Rutledge, Ed Burke. (13) Randy Engh, Steve Horvath, Venus Chen, Peter Laslo, Sat Brar. (14) Justin Diener, Paul Harvey. (15) Bruce Cheng, Ray Pauwels, Rick Hanis. (16) Paul Mackie, Carlos Furtado, Cees de Jager. (17) Tim Raphael, Doug Clitheroe. (More photos on next two pages)

SOLD-OUT Global Buyers Mission (contlnued from previous pagel was held Sept. 10-12 at British Columbia's Telus Whistler Cbnieience Center. (1) Jeff Popham, Jay Timothy. (2) Sean Greenhill, Hiroko Yanagimura. (3) Thom Wright, Chuck Casey. (4) Peter Grant, John McGilt (5) Jody Boates, John Gardner, Paul Saini, Roger Champagne, Qcott Boaieg (6) Brett Johnson, Chris Sainas. (7) Gerrrj Pankratz, Mary & Michael Mclnnes, Tyler Moore. (8) Elaine Furtado, Wayne Miller. (9)

Burr,orNc Pnooucrs DtcESr NovrMaen 2009

Bob Sloper, Stephen Tolnai, Mike Pidlisecky. (10) Ryan & Laura Furtado. (11) Brent Stuart, Gary Gill, Sam Bath, Ryan Stanyer. (12) Stewart Clark, Curtis Walker. (13) Duane Svendson, Dave Gardner, Scott Jackson. (1a) Rob & Leah Marusic, Greg Smith. (15) Leah Jones, Pat Miller. (16) Shane Carphin, Brett Li, Colin Zhang, Bob Elkington, Pete Lauridsen, Peter Elkington. (17) Paul Zarhman, Ute Faber. (More photos on next page)

Seeing is believing buying

lmagine showing a prospective custonrer a picture of their dream deck-and not just a drawing or sketch, but a full-color, 3D image they can look at from any angle. DeckToolsi' a sales, design and estimating sofhvare pr0gram for decks, makes it easy {or deck builders and suppliers to create one-of-kind deck designs right from their lapt0ps. Customize nearly every detail, from the deck shape and railings to malerials, connectors and fasteners, while quickly generating plans. proposals and material lists.

Learn t0 turn y0ur proposals into sales tryith Simpson Strong-Tie DeckTools" so{tware. Visit www.slrongtie. com/decktools or call (800)999 5099.

MORE B.C. BUYERS: (1) Trevor Hedstrom, Trevor Tatarczuk. (2) Grant McKinnon, Russell Taylor. (3) lan Wight. Jason & Mary Jacobson. Dennis Wight (a) Jacqueline Pizzey, Bill Sainbury, Adele Pizzey. (5) Brian & Moila Jenkins. (6) Brian & Katherine Tyldesley. (7) Brent Bradshaw, Abby

Mann (8) Randi Walker, He ena Jehnichen (9) Al Fortune, Je{f Bobinson. (10) Wayne Heath, Dave Stevenson, (11) David Jeffers. (12) Dennis Mawhinney, Brian Willrams.

Rates: $1.20 per word (2-5 uord min.). Phone number counts as I word, zrdclress as 6. Centered copy or headline, $9 per line. Border. $9. Private box. $15. Column inch ratc: $55 rf art fumished "camera-ready" (advertiser sets the type). $65 if we set thc type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For morc infir. call (919) 8521990. Make checks payable to Cutler Publishing. Deadline: ll3th ol'prerious month.

To reply to ads with private box numbers, send correspor.rclence to box number shown. c/o BPD.

Names of advertisers usins a box number clnnot be releasec

LUMBER TRADER

We are a wholesale lurnber company looking lor an experienced trader. Any species. No rl:strictions on nrills or customers. No relocation. 600lo split lbr trader. Call John at Lakeside Lumber at (623) 566 7100 or email lakesidelumber@cox.nct.

SALES REPRESENTATIVES WANTED:

Expanding lcader in the decking supply industry is seeking experienced lurrber sales representatives in the Northeast and Midwest. The right candiclatcs must be conrlluter literate and have good written and verbal communication skills. Earning potential will be predicated on the canditlatcs' skill and experience. Take advantirge of this ercellenl opportunity lo expand your income potential while working with a financially strong and well positioned company by sending your resume to dkoenig@building-products.com or to Box 108, c/o BPD, 4500 Campus Dr., Ste. 480, NewDort Bcach. Ca. 92660.

WB BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (80O) 8741953, Fax Ull8-576-8723, email LumberSource @ worldnet.att.net.

WANTED: LUMBERYARDS FOR SALE.

We have a growing list 01'clients asking for yards to purchase. We are business brokers as well as financial advisors to the lumber & building material industry. We will prepare a marketing package that will create enthusiasm internally and externally. Contact Philip Arsenault of American Business Consulting at (50f1) 86,1 7500. See our website at www.amerbusconsulting.com.

YOUR BRAZILIAN SOURCE OF DECKING

IPE, CUMARU, CANOE WOOD TIGERWOOD, GARAPA 1x4, 1x6, 5/1x4,51a,x6

For estimates: Call 305.674.8O8O E mail jack@brazfloor.com

Lumberyard Hit With Fine For Child Labor Law Violations

The U.S. Department of Labor has charged Tremont Lumber, Averill Park. N.Y.. with numerous child labor law violations from 2006 to 2008including one incident that led to the serious injury of a 15-year-old who was unloading a truck.

The total fine of $61,710 includes an $ I I ,000 penalty, the largest allowed, for the accident that injured the 15-year-old. Other violations included minors splitting firewood and operating a hydraulic log splitter, a circular saw, forklifts, and other equipment.

The minors also worked more than three hours on school days and more than eight hours on non-school days, in violation of child labor laws.

Owner Dennis Tremont Jr. has filed a request for an administrative law judge to review the case.

Agsociotion Jlews

( Continued from page 20 )

Joseph Collings, Ferguson Lumber, Rockville, In.; vice chair Cally Coleman Fromme, Zarsky Lumber, Victoria. Tx.: treasurer Linda Nussbaum, Kleet Lumber, Huntington, N.Y.; Manufacturers & Services Council chair Bill Pohl, Princeton Delivery Systems, Canal Winchester, Oh.; Federated Association Executives chair Geri Adams, Mountain States Lumber & Building Material Dealers Association, Englewood, Co., and president Michael O'Brien, NLBMDA, Washington, D.C.

Southern Building Material Association will present continuing education webinars on asset protection for North Carolina Dec. 2, South Carolina Dec. 10, Virginia Dec. 15, and Tennessee Jan. 6.

Hardwood Distributor's Association elected new officers at its 76th annual meeting in Boston, Ma.

New HDA president is Eric Burchett, Huntersville Hardwood, Huntersville, N.C.; 1st v.p. Tom Heard, DixiePly, Savannah, Ga.; 2nd v.p. Dan Caldwell, Atlanta Hardwood, Mableton, Ga., and treasurer Craig Forrester, Rex Lumber, Acton, Ma. Richard Wilson, Sweeny Hardwoods, Fort Worth, Tx., is a new director.

tion class about southern pine specialty products. Topics discussed include environmental attributes, proper handling and storage, and porch and flooring applications.

Southern Pine Council recently launched an online continuins educa-

Edwin S. "Ed" Pierce Sr., 85, vice president and treasurer at Tolleson Lumber, Perry, Ga., died Sept. 27 in Peny, Ga.

Mr. Pierce served in the U.S. Marines during World War II. He had worked at Tolleson for 63 years.

Peter Oren Crowell. 65. owner and director of Durgin & Crowell Lumber, New London, N.H., died Oct. 4 while in Nova Scotia.

Mr. Crowell helped start the company in 1976.

Michael Harrow 66Mike" Riley, 63, retired owner of Gulf Coast Forest Products, Gulf Breeze, Fl., died Oct. 4.

Prior to operating his own export business, he worked at GeorgiaPacific and Newport International Forest Products.

Kurt Gertner. 89. co-founder of Starborn Industries, Avenal, N.J., died Sept. 6 after a long illness.

He founded Starborn in 1961 with his wife, Florence. He remained as consultant until his death, assisting in the development of products.

Janet H. Redwine, 79, former owner for 18 years of Lumber Mart, Plymouth, Fl., died Sept. 19 in Sun City, Fl.

Buster Stowers, 83, co-owner of Parsner Creek Lumber Co., Lincoln County, W.V., died after a lengthy illness Oct. 16 in Huntington, W.V.

After serving with the U.S. Army in Japan during WWII, he launched Parsner Creek in 1945 with his father, Frank, and brother, Dorsel, operating the business for over 35 years.

Albert "Al" Bretz. 94. former owner of Bretz Our Own Hardware, Perham, Mn., died Sept. 28 in Perham.

He worked at Merickel Lumber, Wadena. Mn.. from 1936 until he was drafted into the military in 1941.

After the war, he worked at Wadena Hardware until he started Bretz Our Own in 1961. He sold the business to two of his children in 1986.

Robert R. Denson. 82. retired owner of Denson's True Value Hardware Store, Gas City, In., died Oct. 16 in Liberty Village,In.

After serving in the army from 1946 to 1948, he worked as general manager of Vonnegut's Hardware, Indianapolis, In., for l5 years. He opened his own hardware store in l9T2,retiringin 1990.

Gerald R. Frey, 83, founder of Frey Roofing & Lumber, Kirby, Oh., died Oct. 2 in Upper Sandusky, Oh. He served in the U.S. Navy during World War II.

Qo.sttd!?rrtkttl"

Building with Eaetern White Pine is character building. It is a refection of who you are, how you choose to live and your commitment to authenticity. To leam more about building with eastem white pine visit wwweasternwhitepine.org. Will your next project have character?

rw.rdm!.nry NILMA-

FAX to 949-852-0231

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

Name (Please print)

Position Company

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

Anthony Forest Products [www.anthonyforest.com] ...Cover II

Bodyguard [www.bodyguardwood coml ..................................1 9

Capital [www.capital-lumber.com] ..................31

Cambia by Greenleaf Iwww.cambiawood.com]......................34

Chicago Suburban Lumber Sales

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Crumpler Plastic Pipe [www.cpp-pipe.com]...........................34

Elder Wood Preserving [www,elderwoodpreserving.com],.....5

Fasco America [www.fascoamerica.com]

Fiber Composites LLC [www.fiberondecking.com]....Cover III

Fletcher Wood Solutions [www.tenonusa.com] ......................29

GAF-Elk [www.gaf.com]..................... ................3

GRK Fasteners [www.grkfasteners.com]

Hood Distribution Iwww.hooddistribution.com].......................7

Hoover Treated Wood Products [www.frtw.com].......Cover IV

Ipe Clip Co., The [www.ipeclip.com]........................................46

Lumber Timber Group Iwww.lbrtimbercom].......................31

Lumbermens Association of Texas [www.lat.org] ..................37

Northeastern Lumber Manufacturers Association Iwww.nelmaorg] .......,,,...........

Osmose [www.osmosecom]............. .........Cover I

Pfastic Components Inc. Iwww.plasticomponents.coml..........27

Quality Borate Co. Iwww.qualityborate.com] ........................22

Redwood Empire [www.redwoodempcom].......................13, 25

RoyOMartin [www.royomartin.com]...... ............8

Selkirk [www selkirkcedar.com] .L7

Simpson Strong-Tie [wwwstrongtie.com]................................43

Siskiyou Forest Products Iwww.siskiyouforestproducts.com].....................................39

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

Western Red Cedar Lumber Assn. [www.wrcla.org] ............23

Woodway-LWO Corp. Iwww.lwocorprom] ..............................6