Building Products Digest - November 2012

Special Features

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By Alan Oakes

Be careful how you present yourself!

pv rue rIME you read this column, the election will be over. Like most of you, I I-lwill be glad to get it behind us. Tonight, though, I watched the second Presidential debate and it was very different from the first. Tonight, depending on what side of the aisle you sit, you would probably think your candidate won, but the first debate was a real lesson for all of us-particularly in business.

First, this is not political. I make no comment on the substance of the debates, but like many of you, I suspect, I watched the first Presidential debate with great interest and surprise. I experienced precisely the opposite of what I expected, as apparently did most every pundit. I did not have high hopes for Governor Romney in the debate and expected with all that had happened in previous weeks that President Obama would probably win it. As we all saw, exactly the opposite happened.

From the start, the President looked l0 years older than he did only a few months back. He was listless. He looked drained, like he wished he were anywhere but at the debate. Romney, on the other hand, was pumped up from the moment the bell sounded and came across like he meant business and was in command. As the debate ended, I heard all the pundits swallowing their pre-debate words, acknowledging what a poor performance it had been by the President.

As the polls soon showed, it was an overwhelming win by Romney, and the election, by all accounts, was thrown back into play. Again, I make no comments as to the substance of the policy debate, but I use this example as a warning to all of us in business, especially those of us in sales. If we are not prepared, if we are not pumped up, if we are not ready to perform-we lose. If we take our customers for granted, we stand a good chance of losing a sale-and perhaps a customer-to the competition.

Every day is a new day and we have to have that same energy from the moment we make our first call to the last, even after a day of no's. Often we do not get a second chance, unlike the President, who still had two more debates.

Who knows what the President was doing the day of the first debate. I have heard theories that he was too busy running the country, that he lacked time to prepare, that he was hit by the high altitude. The reality is that it does not matter. Remember the old adage, "The show must go on." Maybe he took things for granted, maybe not, but it was generally believed he just did not prep enough. Complacency in any company is a curse.

I have to say on a personal note that I have fallen into that same trap more than once and have paid for it even with all the experience of 40+ years in the field. I should know that when I am calling on a customer I need to be prepared by reviewing the past and present history of each account and having a competitive analysis from both their point of view and ours. I should know what is new with them, what is happening in their business, their challenges, who the real decision-makers are. I should know not what I want to sell them, but instead what they need and how it will fit in with their product mix, what their sales and margin philosophies are, what support they will need, and a good idea of what it will take to replace someone else's product-and many other things, to boot. I should know how to marshal my knowledge and thoughts to position a sale or move the sales process forward.

Again, we do not always have the opportunity to tum around a bad performance. More often than not, once damage is done and regardless of what you do, you can never recover.

Lastly, I would like to give thanks for the year so far. Certainlv a better vear. thoush not one for the annals, but one that I hope is a harbinger for the year to come. I may be wrong, but I am sensins the turn we have been lookins for.

I am thankful for all the friends that we enjoy with our publications and wish you and your families a Happy Thanksgiving.

Alan Oakes, Publisher ajoakes@aol.com

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Use samples to sell alternative decking

|ftnaorrloNAl-l-y. usaLr,ns have I been the first stop for consumers looking to upgrade outdoor living areas. This was the place to view displays, consider various options, and get small decking samples to take home.

Another option was to call a contractor, who visited the consumer's house with sample kits from one or more manufacturers. Once choices were made, an order was placed to a dealer. If extra supplies or accessories were needed, the dealer was called again.

Today, many consumers conduct initial research online, before visiting a dealer or contacting a contractor. Because of this trend, many decking manufacturers now offer samples through their website-free or at a nominal cost.

Fiberon has taken things a step further, by launching an own online shopping store that offers more than just samples.

"We want customers who prefer the ease of shopping from home to obtain items they want, and contractors an efficient way of obtaining needed items to complete installations," says Doug Mancosh, president of Fiberon, New London, N.C. "Our new site is one more resource we can provide customers to offer convenience in ordering products they need."

Through the online store, deck samples measuring 12"x12" can be ordered for $5.00 each. Contractors can choose from a full range of fasteners, in 90 and 900 count containers, as well as an installation tool and

a proprietary deck cleaner. Railing components such as balusters, caps and skirts are also available online, along with matching hardware.

"We started the online store for samples and service/replacement items," explains Edie Kello Wilson, director of marketing communications

PRO SALES SPECIALISTS such as Chuck Ban (/efl) and Kelsie Moore (right) at ProBuild, Bradenton, Fl., rely on fully stocked kits-complete with board and railing samples-that highlight Endeck decking and Enrail railing products from Enduris.

at Fiberon. "Dealers told us that most of these small items are better handled online, rather than having to special order with minimum order requirements. higher costs, freight, and the time to get small quantities."

Enduris, Jacksonville, Fl., provides fiee 3" samples of its Endeck boards to contractors and consumers. Longer, individual pieces are also available, upon request. Depending on their sales volume, dealers and distributors are eligible for free sample packs for counter display, counter displays, banners, and fieestanding deck and railing displays.

The company's sample kit for contractors has made sales calls to higher-end properties easier. "Contractors expect samples and will lean toward the manufacturer that provides their needs," says sales and marketing manager Rick Wearne. "The contractor is where you will lose business if their needs are not met."

He adds, "Our products look real good and do well in ads and brochures, but they tend to shine when we can get the actual product in prospects' hands. It is our intent to take the worry, cost, and complications out of the sample requests procedures-so the distribution chain will associ-

ate this with ease in receiving product on an ongoing basis."

Integrity Composites, Biddeford, Me., offers online ordering to both consumers and dealers/distributors. Sales manager Jim Poulin believes it is important to off'er samples so customers can see and feel the actual products, instead of just viewing a beauty shot online or in a print ad.

"Anyone can fill out a sample request form on our website and receive free individual samples, with no charge for shipping," he says. "Our distributors order samples and displays through us as well. We offer mixed color cases of decking and railing samples to them for free."

TAMKO, Joplin, Mo., provides a variety of sample offerings to fit the needs of dealers and distributors. Individual product samples, boards, and dealer packs are offered at no charge. Racks and displays are available for co-op. The company also offers a display deck program in which dealers and distributors can purchase supplies for the deck at a discounted price, with TAMKO providing design specs free of charge.

"Most samples are mailed directly to the dealers and distributors, which in turn distribute them to the homeowner," says Alex Hines, corporate director of marketing. "Homeowners can call directly and obtain a sample straight fiom the manufacturer, but those situations are limited."

He believes that samples allow consumers to feel confldent in the product they are choosing. "Most homeowners will not make a decision based solely on a printed piece," he says. "If you can't show a product, you can't sell it. This makes the product easier to sell."

Kleer Lumber, Westfield, Ma., provides free samples to its dealers and distributors. The company also offers "individual samples directly to consumers who request them through our website or at shows," says Jack Delaney, senior vice president of sales and marketing. "We will ship

DEALER DISPLAY and sample kit of Kleer Lumber's decking catches the interest of prospective decking customers at Jackson Lumber, Amesbury, Ma.

SAMPLE KIT demonstrates color ootions and features of AERT's MoistureShield decking products.

samples directly from our plant to consumers or dealers, or our distributors can provide samples."

NyloBoard, Covington, Ga., is formally re-launching its NyloDeck brand this fall. A major part of the effort is developing a dealer network and dealer displays. In the meantime, the company has been offering free 4"x6" samples at no charge to consumers. Longer length samples of 3 to 4 ft. are offered for a nominal cost.

"Since we are active on social media channels and online, we do get numerous requests directly from consumers," explains Craig Jacks, vice president of sales and marketing. "As we put our national dealer network in place, we'll direct consumers to them."

AERT, Springfield, Ar., offers free samples of its MoistureShield decking through its website. The company also

provides kits and displays to dealers and distributors, as well as sample kits for contractors.

"We constantly receive good feedback about our displays and samples from our dealers and distributors," says Brent Gwatney, vice president of sales and marketing. "Displays within and outside the stores offer an easy conversation starter and attention getter, and individual samples provide a look and feel for customers that will increase the chances of makine a sale."

Hot option for outdoor living Homeowners embrace open-a,ir porches

fN vv sUBURBAN Atlanta business, II'm seeing significant newfound interest in open-air porches. They are currently one of the hottest requests from my clients.

In recent years, probably 75Vo of the projects we built included a screened-in porch, but the dominance of screened-in porches has shifted to porches that are open. They offer desirable features for homeowners and sales opportunities for dealers.

Over the past two years we've built many different styles of open porches-porches with gable roofs, shed roofs, hip roofs, and the latest, flat roofs. Variations are numerous. We've had customers that want their porch painted, others who prefer stain, and some who ask for a combination of paint and stain. Furthermore, all of the

desirable amenities of a screened porch can be built into an open porch. This includes electrical outlets, ceiling fan/light kit, TV, audio speakers, and a fireplace.

What's the difference between a screened-in porch and an open porch, besides one having screens and the other not? Both provide shade from sunshine and cover from precipitation, allowing for more use than from an exposed deck. When they are elevated like a deck, they often provide usable, rain-free space on the ground level.

A screened-in porch is an extension of a house projected outdoors. Compared to an open porch, it feels a little more enclosed and private.

An open porch is subtly different. It is like a piece of the outdoors brought partially inside. An open porch is cov-

ered with a roof structure, yet psychologically has an open feeling. If a deck adjoins an open porch, as it often does, the usable outdoor living area is much larger than if it adjoins a screened-in porch-there's no door and wall dividing the two areas. Another advantage we see involves grilling, a common activity on a deck or porch. Grilling, serving, and eating are more informal without screened walls, and spills are less traumatic.

An open porch is like a park pavilion attached to a house. If that is too public and the homeowner wants a little privacy from neighbors, a sliding curtain can be installed as a separator. A curtain adds color, texture, and versatility to a porch.

There is at least one situation in which an open porch may not be

THIS INVITING decUporch combination, made of specially selected and milled Wolmanized Outdoor wood, was chosen 201 1 Deck of the Year in a nalional comoetition. Contractor: Tailor Decks. Photos courtesv Wolmanized Outdoor Wood)

advisable-if the back yard attracts a lot of mosquitoes or bugs. However, the homeowner can burn citronella candles or take other steps to minimize insect confrontations.

The maintenance needed for an open porch is similar to that for a screened-in porch, which is less maintenance than required for a fully exposed deck. The floor and railing of an open porch is not exposed to the elements like a deck; therefore, if the floor and railing is stained, the coating will protect and look great for years to come. If the ceiling is stained, there is a good chance it may never need to be re-stained.

Whether it includes an open porch, screened-in porch, pergola, or no overhead structure at all, an outdoor living area should be an inviting space. It should be a place where the homeowner wants to go, where family and visitors gravitate naturally because of its promise of pleasant comfort.

A good view and tasty grillings will certainly lure people onto the deck, but so will two other characteristics:

(l) lighting that adds practical elegance once the sun sets and (2) natural

building materials.

A dark deck/porch can be spooky and hazardous. This is not the atmosphere wanted. Soft lights on steps, along railings, and on the porch roof will promote greater use of the deck.

We install LED lights instead of incandescent lights. Some LED bulbs do not attract bugs or they attract fewer bugs. We've come came across a couple of LEDs that are being advertised as bug repellent lights: Miracle LED 605023 LED light bulbs, Yellow, and Infinity LED Ultra bug light with 38 powerful LEDs. You may find others by doing some research of your own.

We've had good results by using Pharox 6 watt LED bulbs (this bulb is intended to replace a 60-watt incandescent bulb, although it only produces 360 lumens-less than half of what 60 watt incandescent would produce) and GE Reveal l0w, 400 lumens CFL (just a slightly higher output than the LED, it's marketed as a 40w replacement).

Another factor that can affect deck/porch usage is the material it's made of. I'm partial to the natural

appearance of wood. Vinyl and wood plastic composite decks can be very attractive-I've built many decks with them-but I try to steer my clients toward wood. Most of my projects are built of preserved lumber, but not the kind typically offered by treating companies. We work directly with dealers and sawmills to get high-grade lumber with vertical grain. Then we have it machined on the surfaces with rounded corners and tapered sides. The result is a very good-looking project that invites homeowners to make use of it.

Offering open-air porches is valuable for contractors who are building outdoor spaces. If you are not talking with contractors about open-air porches, you and your customers may be losing out on jobs.

- John Paulin is the owner of Tailor Decks, Statham, Ga' which he founded in 1994. One of his decks was chosen overall deck of the year in the 2011 competition of the North American Deck & Railing Association. He has also won the LongSullivan Award of the Southern Forest Products Association for his innovative use of southern oine.

OPEN PORCHES, covered but not screened, have become hot items for upscale deck builders. They allow for pleasant outdoor enjoyment even on rainy days and under intense sun. Contractor: Tailor Decks.

By David Elenbaum, Specialty LBM Holdings

The distribution I enigma of decking

f f,/Hor-esll-E (HoL.sAL): The sellf I ing of goods in large quantities to be retailed by others.

That's what is written on the online definition site, Wikipedia, about the two-step distributor (wholesaler).

So what happened? Today I see distributors' trucks with one piece of material instead of full units. Many retailers have no broken units in stock, suggesting that they did not buy a "wholesale" unit and break it.

Of course, I am talking about decking and railing. In my last article, I wrote about what a retailer can do to sell more decking (May, p. I0-11). But what about the distributor? What can a distributor do to sell more decking?

Let's get into the right frame of mind first. Right now, it seems that there is a pricing guideline used across the industry for distributor pricing: A direct or truckload price, an out of warehouse (OOW) unit

price. and a broken unit or piece price. Pricing fluctuates through the year with winter buys and season pricing, etc. Certainly reasonable.

Logic dictates that if a retailer is able to take the risk or "move the cheddar" as I like to say, he can buy truckloads at a huge discount, especially if he does so in the winter. With this purchase, he can be vastly competitive against the guys who buy OOW or pieces. He usually enjoys caveat support mechanisms such as truckload prices on OOW units and reduced piece pricing. Such service should support healthy margins and good competition if the programs are honored; support and investment nurtures loyalty and protection.

Devil's advocate: the temptation of the sale is a vicious, hungry, eating machine. It doesn't take much, and a retailer who only buys units is getting truckload pricing, a non-stocking dealer is getting unit pricing on broken unit orders, and the bad thing, these pricing mishaps are happening in markets where other retailers are buying truckloads, therefore creating a nasty margin issue.

Let's look at it. Retailer A buys 20K linear ft. of product at winter buy price (say 5Vobelow season price) and feels like he should be able to make 3O7o off his stock.

Dealer B decides to buy four units OOW at a winter buy price that is also 57o below season price, but he pays more than the truck guy because he is in a hisher cost bracket since OOW

LARGE QUANTITY purchases of decking and other building materials are becoming less frequent as jusfinlime buyers place greater price pressures on distributors.

units cost more than directs. He knows that he has to compete with Dealer A, but the only way to do so is to match his price, so he takes a margin hit and only marks up his material 2OVo, give or take a few points. This is reasonably healthy competition, since they are both making investments.

Finally, Dealer C comes along and decides to not buy anything in the winter buy season or stock anything in his retail yard. He knows that he has to compete with dealers A and B, so he decides to take a margin hit and only make 107o. He may now be cheaper than the others. Since he has no cash invested and virtually no risk, this is a logical move for him. He took business from the competition and made a few bucks in the process. He doesn't stock any decking, so he didn't lose a sale opportunity on his inventory. He cherry-picked the market with no investment and won. Do you blame him or the pricing?

This is a nasty scenario. Before you know it, the others get wind of this pricing debacle and call up their rep. The logical conclusion from the rep is to cave and give the dealer better pricing so he can overcome the competitive situation. This happens

and the market price of the product is now lower. The stocking dealers are dropping their margins to turn product. They are reducing stocking buys, and they are ordering more piece orders from distribution. This has been the trend in the decking industry over the past decade. The introduction of countless colors and options has only exacerbated the situation.

The issues at hand have been seen before in many categories-vinyl siding, windows, roofing, all categories where the traditional supply yard flourished and therefore the distributor did, as well. Now, much of that has gone to one-step distribution and cut out both parties. The cost structure allows for a one-step distributer to bring in SKU-loaded directs from the manufacturers and piece them out to the contractors, since they have eliminated a step in the process and can afford to do business this way now. The margin supports full-line stocking opportunities and they flourish. There are few in the decking business with this sort of model, but they are growing in numbers.

Considerations of how to begin to remedy this issue include placing more separation between pricing lev-

els and more control over who has access to what. Perhaps set a required buy-in in stock inventory to be able to receive pieces at all.

My theory is that a truck buyer should be able to get 3O7o and still beat an OOW piece buyer at l}Vo. Also, creating programs for value adds to the end-users for buying from stocking dealers, such as co-op enhancements and so forth.

Finally, perhaps wholesalers could consider getting back to what they are good at-selling whole units. Then again, Wikipedia has been known to be wrong and the world of the twostep wholesale distributor may have changed forever.

Nevertheless, I continue to support the industry and will evolve with it. I just hope I can make a few bucks in the process.

- David Elenbaum is president of Specialty LBM Holdings of SC, Simpsonville, 5.C., a company engaged in sales, distribution and installation of outdctor living products. He serves as a national director of the North American Deck & Railing Association and is chair of the NADRA CPAC committee. Reach him at dav ide le nbaum@ gmai l.c om.

By Colin Szewaga, Air Barrier Association of America

Know your barriers Understand the difference between air, vapor and water-r€sistive barriers

f, rR nnnnnRs ARE Nor to be confused with vapor barrilA.ers or water-resistive barriers-although individual materials may provide all three functions. Each barrier has a different function to perform in a building assembly. Dealers and distributors should understand the separate functions their materials provide to sell the right product for each job.

Vapor barriers are materials used to slow or reduce the movement of water vapor through a material (water vapor is also transported by air leakage but this can be resolved by installing an air barrier). Vapor barrier materials are typically installed on the warm side of the insulation in a building assembly.

The position of the vapor barrier in a building assembly will be determined based on the climatic conditions. In warm climates, it will typically be on the exterior and in cold climates, it will be on the interior.

Vapor barrier materials can be self-adhered membranes (depending on composition), fluid-applied materials, rigid cellular thermal insulation board, or medium density spray polyurethane foam (SPF). The thickness of the material will impact whether it is vapor penneable or not.

Water vapor transmission is the measurement of water vapor through a material.In most cases, the results are expressed as vapor permeance. The most common test method for measuring water vapor permeance is ASTM E96. It can be tested using either the desiccant or water method, and typically the results are reported in the units of ng/(Pa.s.m2) or US Perms. Keep in mind that these test methods

are different and results from both methods of testing are not comparable. Check your local building code for the method that is referenced in the glossary.

The test measures the water vapor that passes through a material. Proper specimen preparation is critical and experience has shown that if there are pinholes in the material or if the specimen has not been properly sealed into the apparatus using the correct mixture of wax, the results are not repeatable or reproducible.

Water-resistive barriers are materials on the exterior of a building that are intended to resist liquid (bulk) water that has leaked, penetrated or seeped past the exterior cladding from absorbing into the exterior sheathing or concrete wall (depending on the application) and further into the wall assembly.

Water-resistive barrier materials can be mechanicallyfastened building wraps, self-adhered membranes (depending on composition), fluid-applied materials, rigid cellular thermal insulation board, medium density spray polyurethane foam, or any other material that has been designed to resist liquid water.

Water-resistive barriers are combined with flashing and other supporting materials to ensure that there is a shingled effect to direct liquid water away from the exterior sheathing.

Testing the water resistance of a material is normally done using the "boat method" (ASTM D719), the "water ponding" method (CCMC 07lO2 section 6.4.5), or the hydrostatic head method (AATCC 127).

Air barrier materials are used anywhere in

HOUSEWRAPS, such as Benjamin Obdyke's HydroGap, often double as both air banier and water-resistive banier.

a building assembly to stop the movement of air into or out of the conditioned space (water vapor can also be transported by air). Air barriers can be mechanically-fastened building wraps, self-adhered membranes (depending on composition), fluid-applied materials, rigid cellular thermal insulation board, medium density spray polyurethane foam, poured concrete, metal, or a host of other materials.

Air permeance is the amount of air that permeates through a material, whereas air leakage is the air that passes through holes or gaps. Any material that has an air permeance no greater than 0.02 L/(s.mz), at a pressure difference of 75 Pa (0.004 cfm/sq. ft. at a pressure difference of 1.56 lb./sq. ft.) when tested in accordance with ASTM E 2178, is an air barrier material.

Air barrier assemblies are a collection of air barrier materials and air banier accessories (such as sealants, tapes and transition membranes) assembled together to form a continuous barrier for air filtration into and out of the environmental separator.

The performance of an air barrier assembly is of far greater importance that the air permeance of the material. When materials and accessories are installed proficiently, the benefits of the assembly have positive benefits for the entire life cycle of the building.

Multi-Function Materials

Materials can provide an air barrier, a vapor barrier, a water-resistive banier, or any combination of these three functions. Some materials can provide all three, plus the function of a thermal insulation. Other materials may provide all three functions, and some materials may provide two functions. It would be unusual for a material to only provide one function.

By understanding these principles, an effective building separator can be provided to professionals to create effective barriers that help increase building occupant comfort, reduce energy bills, and prevent future moisture and airrelated concerns.

- Colin Szewaqa, C.E.T., is technical services advisnr for the Air Barrier Association o.f America. He can be reached via www.airbarrier.org.

Siding, Trim to Post Big Gains

Demand for residential siding and trim will reach $9.1 billion by 2014 from $7.2 billion in 2011, according to a new study by Principia.

Siding demand will increase 'l%o from 58 million squares valued at $5.8 billion in 201 I to 7 | .6 million squares with a factory gate value of $7 .2 billion in 2014, based on projected unit shipments.

Exterior trim will increase lj%o from 1.7 million linear ft. in 20l l to 2.3 million linear ft. in2014.

"The residential siding and trim market is expected to see steady growth over the next few years due to the increasing need for re-siding and repair along with increased activity in new construction," said Ken Jacobson, partner at Principia. "Manufacturers are improving existing products so that they are more cost effective, easier to install, and align with existing and upcoming codes and standards."

Ogden Lumber, ogden, ta., has been acquired by Amanda and Joel Benbow from John and Joan Sutton, who are retiring after 26 years of ownership.

Spalln & Rose, Dubuque, la., has purchased the former Barker Lumber Co. iite in Byron, ll., and wiil reopen the yard by next month as its 27th location.

McGarty Lumber Co., Muncie, tt., ctosed Oct. 31 after 82 years.

Owners Sue Earls and Greg Barnard aftributed the closure primarily due to the national housing downturn and resultant decrease in local building projects.

ProBuild is closing its yards in Pittsburgh, pa.; Morgantown, W.V., and Hagerstown, Md.

DeckStore, Simpsonville, S.C., has been opened by David and Rachel Elenbaum.

MaxYield Lumber, Garner, la., was destroyed by a late-night fire Sept. 26.

Arrowhead Building Supply moved its Springfietd, Mo., branch to a new 42,000-sq. ft. complex on 5 acres in Strafford, Mo.

Marlowe's Ace Hardware, Hampshire, ll., is closing at the end of the month after 31 years, with the retirement of owners Dean and Marge Marlowe.

Tart Lumber Co., Sterling, Va., unveiled a new 9,000sq. ft. millwork design center.

Ace Hardw?ro, Daleville, Pa., suffered extensive damage in a Sept. 29 fire.

True Value Hardware is opening a new store in Farmington, Mi.

Newtown Hardware House, Newtown, pa., has closed after 37 years.

Ragsdale Ace Hardwar€, Marietta, Ga., this month is adding a 9,000-sq. ft. sister store, East Cobb Ace Hardware. East cobb, Ga.

Knotts Hardware, Tampa, Fl., closed Oct. 12 after nearly 60 years.

Habitat for Humanity opened severat ReStore discount LBM outlets over the last two months, including a 40,000-sq. ft. store in Opelika, Al.; a 4,000-sq. ft. unit in Exmore, Va., and a location in Lancaster, 0h. (Miranada Reason, mgr.). Another opens next month in Woodstock, ll.

The Akron, Oh., store added 15,000 sq. ft. to grow to 42,000 sq. ft., while Cleveland, Tn., was expanded to 8,000 ft.

The Morgantown, W.V., ReStore reopened at a new location, while relocations are also planned for Rockford, ll., and Wichita, Ks. The unit in North Beach, Md., closed Sept. 22, in hopes of eventually reopening in a larger space.

Weyerhaeuser Modernizing EWP Mill

Weyerhaeuser Co. will invest $6 million upgrading its engineered wood plant in Natchitoches, La.

The 250,000-sq. ft. facility produces TrusJoist I-joists and Microllam LVL, headers and beams.

Construction will start early next year and will be completed by the end of 2013, increasing the workforce from l'75 to205.

Arauco Folds North American Operations into Flakeboard

Anauco has completed its purchase of Flakeboard Co., making it the largest producer of MDF, particleboard, hardboard and thermally-fused melamine panels in the Americas, as well as the third largest composite panel producer in the world.

ARRuco's particleboard and MDF plant in Moncure, N.C., joins Flakeboard's two facilities in Canada and five in the U.S. (former Weyerhaeuser plants in Malvern, Ar.; Albany and Eugene, Or.; Bennettsville, S.C., and Simsboro, La.). They will operate under the Flakeboard name and its existing senior management, including Kelly Shotbolt as head of Flakeboard North America.

Annuco is based in Santiago, Chile, with its North American headquarters in Atlanta, Ga.

Remodeling Poised to Take Off

Home improvement activity is expected to reach doubledigit growth in the first half of 2013, according to a study by Harvard University's Joint Center for Housing Studies.

"After a bump in home improvement activity during the mild winter, there was a bit of a pause this summer," noted managing director Eric S. Belsky. "However, we're now projecting an acceleration in market activity beginning this quarter, and strengthening as we move into the new year."

The study was designed to estimate national homeowner spending on improvements for the current quarter and subsequent three quarters. It provides a short-term outlook of homeowner remodeling activity and is intended to help identify future turning points in the business cycle of the home improvement industry.

"Strong growth in sales of existing homes and housing starts, coupled with historically low financing costs, have typically been associated with an upturn in home remodeling activity some months later," said director Kermit Baker. "While the housing market has faced some unique challenges in recent years, this combination is expected to produce a favorable outlook for home improvement spending over the coming months."

Summit Forest Products, Orchard Park, N.Y., has been formed by Matt Bubar, ex-Baillie Lumbel, specializing in imporVexport.

Klausner Lumber One, Myrtle Beach, S.C., applied for an air quality permit in advance of possibly building a sawmill in Live Oak, Fl.

Beadles Lumber Co., Moulkie, Ga., lost its oldest of three dry kilns in a Sept. 23 fire. A replacement will be built at a cost of roughly $1 million.

Ferche Millwork applied to add four dry kilns to the six it currently operates in Mount Pleasant, Tn.

The expansion will help meet growing demand at its manufacturing plants in Rice, Mn., and Elkhart, In.

TMO Logistics, Cnartottesville, Va., reportedly has ceased operations after 12 years.

Ply Gem Windows willexpand its manufacturing plant in Rocky Mount, Va., to add 200 jobs by the end of 2014.

Silvaris Corp., Seattle, Wa., is now exclusive sales aoent for all B qrade and Shoo qrade hardboard products from Diecorative-Panels I nieinationa I's manufacturin g facility in Alpena, Mi.

Guardian Building Products, Greer, S.c., is now distributing Fiberon decking and railing products.

Wolf, York, Pa., rs now distributing Tnuro's Evergrain Envision decking and Marquee railings and Universal Forest Products' Latitutdes composite decking in 19 eastern states.

National Industrial Lumber Co., North Jackson, Oh., now distributes Boral TruExterior Trim in Kentucky, Ohio, lndiana, West Virginia, and western Pennsylvania.

Huttig Building Products, St. Lquis, Mo., has entered inlo a multi-fear agreement for ThermaTru, Maumee, Oh., to pre-hang and distribute its exterior steel and fiberglass doors across most of Huttig's trading areas.

Dixie Plywood & Lumbof, Sa-vannah, Ga., is now exclusive diitributor ot Aristech Acrylic's Avonite Surfaces in the Southeast and Caribbean.

The surfacing products will be stocked at DixiePly's DCs in Nashville, Tn.;Atlanta, Ga.; Charlotte, N.C.; Orlando, Tampa, West Palm Beach, and Miami, Fl.

Atlantic Plywood, woburn, Ma., will distribute Avonite Surfaces in New England, New York, New Jersey, Delaware, Maryland, and eastern Pennsylvania.

Epicor Software Corp. completed its acquisition of Sola-rsoft Business Systems for $155 billion.

New websites: radiant barrier producer Solar Energy Gorp., Ewing, N.J., www.solec.org ... TimberTown, Austin. Tx.. www.timbertown.com

Fencing Demand Growin g 7.1olo Per Year

Demand for fencing in the U.S. is forecast to grow 7.lqo annually to $8.3 billion in2O16, totaling 835 million linear ft., according to a new study by Freedonia Group.

Growth will be driven by an expected rebound in building construction from a depressed 2011 base. In addition, advances will be supported by rising use of high-value fencing materials, such as ornamental metal and plastic and composite lumber. Consumers will opt for these materials because of their favorable aesthetic qualities and performance properties.

The residential market accounted for the largest share of fencing demand in 2011 and will remain the market leader in 20 16. Demand for fencing in residential building construction applications is forecast to increase at an above-average pace through 2016, fueled by a rebound in housing completions.

Further growth will be supported by the large residential replacement segment, which will benefit from a recovery in improvement and repair spending.

Nonresidential fencing demand will see strong gains through 2016. Increasing nonresidential building construction-particularly in the office and commercial segment-will stimulate demand. Fences are often installed around nonresidential structures to provide security barriers and to demarcate property lines.

Fencing demand in the nonbuilding and agricultural markets will rise modestly through 2016. Gains will be moderated by the prevalence of lowcost materials, such as wood and metal wire, in these markets.

Among fencing materials, plastic and composite lumber is expected to see the most rapid growth in demand through 2016. Plastic and composite materials often resemble natural wood, but have minimal maintenance needs and longer lifespans than wood fencing. Plastic and composite lumber is also promoted as being "green" because it is often made from recycled materials, such as reclaimed plastics and wood scraps.

In 2011, metal fencing accounted for the largest share of the fencing market in both dollar value and linear ft. Chain link fencing is often used to mark boundaries and secure properties, while ornamental metal fencing

is erected around houses and businesses to form an aesthetically pleasing barrier. Demand for metal fencing will increase in line with the industry average through 2016, with ornamental fencing fortifying gains.

In addition to the rebound in housing activity, some business owners will opt for ornamental fencing to serve as an aesthetically pleasing alternative to chain link and wire fencing.

Wood fencing demand will advance at a below-average pace

through 2016. Wood is most often utilized in the residential market because of its low cost and favorable aesthetics. However, demand for wood fencing will be checked by competition from plastic and composite fencing.

Concrete and other fencing materials will see solid gains through 2016. Demand for concrete fences will be supported by strong interest in concrete and other materials for use in privacy fences. Moreover, concrete fencing offers a high degree of protection from damages caused by impacts and explosives.

By fames Olsen

Executing the basics

f f fooov Alr-ex rs attributed V Y with, "Ninety percent of success is just showing up." Much of what is considered "The Basics" in any field is the basics flawlessly executed. In fact, 9OVo of our competition miss some or all of the basics on most calls.

Pen: A salesperson without a pen is like a soldier without a gun. Have a pen. Have two pens-one for back up or for the customer. Bring them to the meeting with your customer.

When the customer speaks, especially about product specifications or their desired outcomes-take notes. I've had reps tell me they can remember everything. First, this is B.S. Second. we take notes to show the customer we care. Not taking notes shows the opposite.

Do not click or play with your pen.

Notepad: Have a note pad and be ready to use it. Use a spiral notepad instead of a flip notepad. We can mark the date and day of all conversations and refer to those notes in a spiral notebook. This is impossible or very sloppy with a flip notepad.

Cards: Have your cards with you. Also have a back-up box of cards in your glove box and some extras in your briefcase.

Have your card out of your pocket and in your hand before you enter the building or office. Hold your card in your left hand so you can hand it to the customer and shake their right hand. When you tell the receptionist your name, give her (or him) your card. Make it easy for her to tell your customer who you are and where you are from. If you don't, she will either give an incomplete message or a wrong message-give her your card.

Company Information: If you have company promotional material, bring it, but don't rely on it. Brochures don't sell. It is a conversation starter, not the presentation.

Proof: Potential customers need proof, the sooner the better. Four things we can bring to an initial meeting that will provide proof are:

. Letters of recommendation. We want to stand out. Most salespeople do not take the time to get letters of recommendation, even from their most satisfied customers. Letters of recommendation are powerful in two ways: our customer gets immediate proof and we stand out from the throng of salespeople coming at them every day.

. Examples of similar programs that we are running with customers similar to our tarset customer.

Pro-forma program we can run with them based on some assumptions about their business. This is very powerful, especially if we have good research. It is assumptive without being arrogant. We have already provided value before the order.

. A written "Why Should I Buy From You?" statement. Write out specifically why our potential customer should buy from us. It will give both us and the customer confidence.

Credit Choreography: We should do our best to have the credit conversation as soon as possible. We should be prepared and choreograph that conversation:

Us: "Sarah, I appreciate your time today and look forward to doing business with you. Who handles your credit?"

Customen "That's Susan."

Us: "Okay. I've got the form 9OVo flled out. I just need about three to five minutes with her and we can get you set up."

Most of the time we can fill out 9OVo of the form for the customer-again assumptive. They will appreciate it and be much more likely to give us the information.

Credit slows down territory growth more than most steps in our initial meetings with potential customerseven the ones that like us!-so we need to practice this part of our initial meetings until it is smooth.

Connect the Call: Once the call is finished, we connect it to the next call. There may be steps the customer has to complete. If so, confirm their marching orders and when you will circle back for the information. Be specific about their steps 4 and yours and the reconnect time.

More likely, we will have to come back with a proposal. Set that as a firm appointment. If they are a qualified customer, this is essential for rapid growth.

Prepare and win, or prepare to lose. Excellence in sales is flawless execution of the basics under fire.

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We started with ultra-tow maintenance deck boards backed by a tifetime warrantywith tabor for the first two years. Then we offered an industry leading 25-year stain and fade warranty on our Sierra Series. And final.ty, we added cotor-matched Cortex Deck Fasteners for square edge boards, and staintess stee[ KteerKtip Hidden Fasteners for grooved edges. The resutt is a more attractive finished product that's atready a customer favorite.

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Workshops for the green-it-yourselfer

winter. I suggest workshops for draft-busting windows and LED lighting.

Change is difficult for people, so it's no surprise that people are slow to adopt LED lights. It's also a different value proposition. Old light bulbs are energy hogs, cheap and disposable. LEDs are expensive energy misers that last for a long, long time. They are much cheaper in the long run, a good investment that Warren Buffet would endorse wholeheartedly. The light quality can vary, so buy quality first. Don't make the mistake that too many merchants make: buying lowest cost, low quality LEDs.

For starters, the workshop should break it down simply: explain how they work, show the calculation on energy and money saved, payback period, and how to install. For the newbie, this part of the workshop will be a revelation.

tTtue DAys ARE GETTINc shorter and the leaves are dropI ping. For homeowners, it's a good time to take on projects that will improve comfort and liveability for the cold, dark months ahead. For dealers and distributors, it's also a signal to merchandise accordingly.

Merchandising is simple, right? Assemble products into endcaps and floor displays, create signage to get customers thinking about projects, and tell a compelling story. Simple formula, right? The experienced merchandiser could do it in his sleep. But I say, "Wake up!" It's not enough to sleep walk in this economic environment.Rather, it's time to wake up, slug that cup o' Joe, and engage the world. How? Workshops.

One could plot weekend warriors on a spectrum. At one end, there's the person who's an engineer during the work week and home improvement mad scientist on Saturday, making every project an opportunity to innovate something the world has never seen before. Then there's the well intentioned but clueless newbie who has trouble knowing where to begin. There's many more of the latter and their ranks are swelling. Solution: hold workshops that appeal to both.

Let's focus on energy efficiency. We know two things about winters, they're cold and dark. More energy is required to heat the interior of the home and inefficient windows leak it out into the neighborhood. Meanwhile, depending on what part of the country you're in, the lights may start going on at 4 p.m. Whether expert or neophyte, your g-i-y customer will be looking to cut energy costs this

Next, break out the fixtures. Why just change a light bulb if you can change the entire fixture? Explain the benefits of matching LED lamps and fixtures, both indoor and outdoor: lamps, down lights, and strips. Demonstrate wiring and installing switches, too. You won't hold everyone's interest, but you'll have served the few remaining hard-core g-i-yers, as well as demonstrated your own expertise.

I recommend doing something similar for windows. There are loads of YouTube videos demonstrating tried and true techniques for draft proofing and secondary glazing. So, get together your weatherstripping, caulk and sealant, plastic film, plexiglass sheets, and magnentic tape, as well as some salvaged window frames, and you're good to go.

What these simple workshops do for homeowners is give them confidence that they can do these projects for themselves. If they have a good experience, whether firsttimer or experienced g-i-y innovator, they'll come back for more. For you, it will bring your merchandising sets alive, you'll sell more product, and you'll have strengthened customer relationships.

Jay Tompt Managing Partner William Verde & Associates

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The coast is clearing

I lleN OsreeN ts PEERING into the ll,future. ls that a lisht at the end of the tunnel he spies-lor is it a train wreck looming? As the executive vice president of East Coast Lumber, he's preparing for both outcomes.

The Fort Pierce, Fl.-based company has weathered both extremes in the decades since its founding in 1902 by Allen's great-grandfather. That gent, who owned a yard in in East Central Florida, foresaw strength in numbers,

so he hooked up with several other like-minded owners in nearby towns to unite as East Coast, with operations in St. Petersburg, Ogala and Cocoa.

During the next decade, they added sites in Miami, Stuart and elsewhere-"growing substantially," as Allen relates, "until the land bust of the '20s," when downsizing became the necessary order of the day. (Sound familiar?) By the '60s, a truss plant had been added, then another (consol-

idated into a single unit recently), serving the six yards then operating in the '80s, currently consolidated into five. Today's ongoing recessionAllen actually uses the D word for the state of things in Florida-has reduced employee count from a high of 300 to a 60 working-smarter staff-"like losing family," the boss regrets, "but essential for survival."

A fourth-generation owner such as he doesn't throw in the towel when things look bleak ("Hey, I'm too young to retire!" he explains with a laugh.) Instead, he makes positive changes. And that's exactly the route East Coast has taken. Voila-down the tunnel, that glimmer of light is looking stronger. Slowly, steadily, business is gaining speed. "We're up 20Vo from last year," Allen reports.

What drove the turnaround? Not one sole Aha! moment-that's only in the movies-but a succession of smart little tweaks. East Coast hooked up with Ace, for one, enhancing its depth and breadth of SKUs-"making us a full-fledged operation"-beefing up hardware, especially, to better serve its strong base of contractor customers, but also-fringe benefit-for the first time, luring d-i-yers to the company's stores as well.

Second, the outfit decided to invest in a new computer system. "This gives us a lot more information on sales, margins, inventory turns, and such. It helps us better manage accounts receivable, too." And it allows contractors to use its enhanced website to access product info and pricing at their convenience.

East Coast also seized an opportu-

UNDER (/-r) executive v.p. Allen Osteen and president Don Osteen Sr., East Coast Lumber has returned to high groMh, despite the feeble state of the Florida's construction industry.

nity to launch its own, new millwork division. It approached a father-and-son business with an offer to take them under the East Coast umbrella, a win-win scenario that's proved a boon in scoring the upscale remodeling projects that are still moving ahead by moneyed homeowners who haven't felt the pinch. "They've got the cash to spend and want our custom crown mouldings, doors and such," Allen reports.

Add those offerings to the output of the roof- and floortruss plant, which serves contractors and other dealers in a wider geographic range, and you're now talking about onestop shopping. Especially when you figure in another smart addition: a new, full-scale lawn and garden department: "plants and trees, as well as mulch and pavers," explains Allen-"another step that's really paid off for us."

Sure, the big-box boys are shouldering into the territory, but East Coast outshines them with top-notch service and a long, strong channel of knowledge. "Many of our people have been here their whole careers. Contractors come ro them with questions on their projects, how to handle them-the best materials for the job, the latest and greatest-and our people have the answers.

"It's still a strong relationship business," he underscores what many ofyou already know by heart, "and East Coast excels at that with outside salespeople who regularly pull up to jobsites to do what needs to be done. "To attract and keep accounts, communication is all-important," Allen declares. "And that's also where our new computer system can help. It keeps contractors informed about what the market is doing-like, commodity plywood and 2x4s. Everybody is working on slimmer margins these days just

to get the job, so it's even more important to keep abreast on prices."

Each of the five locations serves a slightly different demographic base, but these days, remodeling-especially in the upscale communities-is carrying the business. "Those customers are more interested in quality than price, especially in the millwork, and they like the expertise we can bring." This stream is augmented by East Coast's ongoing commercial accounts. "We've built great relationships with various municipalities, school boards, and that business has continued to be a little stronger," Allen notes. "There's some stimulus money out there," to feed the fire.

But not enough. This owner's big complaint-yours, too, perhaps-is that banks aren't lending, a Catch 22 that's holding up the industry's recovery. But Allen is determined to follow the footsteps of the three generations who have gone before him, joined by his cousin, Don, who serves as president, and Don's son. "We all wear many hats these days, share different areas. It's what we have to do."

And it's working. "Last year started up strong, then fizzled. This year, we're seeing steady increases month to month."

Sounds like the light at the end of the tunnel to me.

Rrotect Wood Fronr kK.,

Carla Waldemar cwaldemar@ comcast.net

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New Owner at Wolf River Lumber

Wolf River Lumber, New London, Wi', has a new owner: Welter Forest Products, Marathon City, Wi., which operates as Granite Valley Forest Products.

Welter entered into an agreement with GreenStone Farm Credit Services to buy the assets of Wolf Investment Acquisition, which purchased Wolf River Lumber in summer 20 l0 and kept it running.

"Everyone at Granite Valley Forest Products is happy to welcome the hard-working and dedicated staff of Wolf River Lumber to our organization," said Gus Welter, president of Granite Valley Forest Products. "We look forward to continuing operations at Wolf River and being actively involved in the local community."

BlueTarp Launches Marketing Services to Dealers' Customers

BlueTarp Financial, Portland, Me., a trade credit and marketing services provider for the building supply industry, has launched a new eMarketing platform to help its business partners increase sales by keeping dealers better connected with their customers.

Offered exclusively to qualified customers, BlueTarp eMarketing Services provides customized emails to the dealer's customers. These regularly distributed emails include direct advertising, exclusive eDeals, and eSurveys that provide customer insights to dealers. The BlueTarp eMarketing Services team will provide analytics, including how many customers opened the email, results of the surveys, and sales trends over time.

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Call 1-800-675-9007 or 910-675-8999

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"Our field and market research shows the average contractor buys from seven different suppliers on a regular basis and 60Vo of these contractors want direct email communication," said c.e.o. Scott Simpson. "Any time suppliers can get their name in front of contractors-with BlueTarp doing most of the heavy lifting-the better it is for their business. We help our dealers increase sales, while giving them time to focus on providing outstanding customer service and growing their business."

BOSTON CEDAR, Mansfield, Ma., launched a mobile-friendly version of its website for smartphones and tablets at www.bostoncedar.com

Whether you are looking to increase your wood treating plant's production, build a new treating plant, or just need a part for a exisitng one, call us. We're here to help!

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Michiqan Hardwood Producer WorkS to Enlarge, Restart Sawmill

Besse Forest Products. Gladstone. Mi., is trying to secure tax incentives that would allow the expansion and reopening of its hardwood sawmill in Escanaba, Mi

"We arc considering building new structures and buying new equipment to increasc the capacity the current mill configuration provides." said c.f.o. Dan LaMarchc. "The benefits to the city would be the creation of 20 to 25 jobs, thc continual purchasing of supplies and equipment from local vendors, and anothcr piece of land within the city limits that is being productive again."

The increascd capacity is needed in the wake of a fire at its sawmill in Newbeny. Mi.

Dykes lnstalls Solar System

Dykes Lumber Co. is adding a 200-kilowatt rooftop solar system at its store in Long Island City, N.Y.

This is the third system for Dykes. following previous installations by EnterSolar at stores in Weehawken, N.J.' in 2009 and Aberdeen. N.J., in 201 I

The new project will utilize ConEdison's new Remote Net-Metering program, allowing surplus electricity generated by the Long Island City rooftop system to be credited to other Dykes locations in Manhattan, Brooklyn, and the Bronx. N.Y.

Tool Manufacturers Change Hands

Stanley Black & Decker, New Britain, Ct., agreed to sell its Hardware & Home Improvement Group to Socctrum Brands Holdinss Madison, Wi ., for $ I .4 billion

HHI brands include Kwikset, Weiser, Baldwin, Stanley, National and Pfister.

In addition, Danaher, Washington, D.C., and Cooper lndustries, Dublin, Ireland. agreed to sell jointly owned Apex Tool Group, Sparks, Md., to Bain Capital Partners fbr$l.6billion.

Apex brands includc Crafisman tools, Lufkin tape rules. Crescent wrenches. GearWrench wrenches. and Jobox storase oroducts.

PROVIA, Sugarcreek, Oh., launched entryLlNK Fusion to make ordering of windows and patio doors easy for dealers and distributors. The webbased interface works with all browser forms, including mobile devices. A new webinar series explains the process and demonstrates its features and capabilities.

ALt FROM THE SAME FAMILY TREE.

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SOUTHERN FOREST Products Association helds its annual meeting Oct. 9-10 at The Grove Park Inn, Asheville, N.C. Reception attendees included [1] Huck DeVenzio, Sandy & Jeff Miller. [2] Joe & Andrea Kusar. [3] Crawford Murphy, Richard Kleiner, Michael DeVere. [4] Joe Patton, Mike Warren, Mike Gulledqe.'[5] Scott Vande Linde, Racy Florenc6. t6i [irad Bratton, Bryan Smalley. [7]

Partyka,

Eric

Jim & Nancy Loy. [9] Bud Utsey. [10] Vince Almond, Rebecca & William Almond. [11] Bob Glowinski, Cathy Kaake,Vladimir Kochkin. [12] Tom Rice, Rob Taylor. [13] Kerry & Tqql Kessler. [14] Kerlin Drake, Rick Radoczy. [15] Brent Gr-ay,-Patrick Hanigan. [16] Richard & Rachel Elton. Rosalvnn & Vernon Barabino.

Mark

Bert Campbell. [8]

Gee,

polntSIX'

tsGo Ior efficiency."

losh Meschi, Meschi Construction

- DURASTRANDFTOORING Ettt'Fril r-r.lfar.t ..L tL-trFrltTLTTJ :_g;-T;L

ln Santa Cruz, California, Josh Meschi helps his framers and subs worK more efficiently by putting color-coded information on the subfloor. (And not just any floor: pointSlX Durastrand Flooring with its innovative tapered edge.) See his system and learn more in ttThree Things |tve Learned: Tips from Searoned Pros,tt one in a series of short high-value videos from pointSlX and Ainsworth Engineered.

www. point sixexp e rts.c o m lj os h

Bobby Pool, ex-ProBuild, has joined Tibbetts Lumber, Palm Bay, Fl., as sales mgr.

Dan Harmon is a new trader at Richmond International Forest Products, Richmond, Va.

Tim Reed, Snavely Forest Products, Baltimore, Md., has been promoted from inside sales to account mgr. for the Eastern Shore, Baltimore and southern Maryland markets. He replaces Dave Thayer, who left the company to pursue other opportunities. Nicholas Hrkman II is new to national accounts in Pittsburgh, Pa.

Carol Green, ex-Frisco Wholesale Lumber, is new to outside contractor sales for Lee Roy Jordan Lumber Co.. Dallas. Tx.

Fred Lund has been named executive v.p. for sister companies Safrit's Building Supply, Beaufort, N.C., and Jacksonville Builders Supply, Jacksonville. N.C.

Ben Phillips has been appointed to the board of American Builders Supply, Sanford, Fl. Joseph Vuolo, ex-Builders FirstSource, is new to ABS as purchasing mgr.

Shannon Turcott, ex-McGrath Lumber, is new to commodity lumber sales at Eastern Forest Products, Lyndeborough, N.H.

Diana Morales, ex-Great Southern Wood Preserving, is now in sales at Boise Cascade, San Antonio, Tx.

Alex Bethancourt has joined Georgia-Pacific, Atlanta, Ga., as mgr. of international sales.

Rob McKean, ex-Jackson Lumber & Millwork, has been named mgr. at New England Building Supply, Boston, Ma.

Vance McDonald is new to sales at Conner Industries, Jacksonville, Tx.

Deb Hunter, ex-Mountain Lumber, is now sales mgr. for O'Malley Lumber, Tappahannock, Va.

Richie Gonzalez, ex-Kleet Lumber, is now mgr. at Valley Supply, Long Island City, N.Y.

Tom Werner, ex-Boise Cascade, has rejoined Weyerhaeuser Co., Naperville, Il., as sales mgr.

Kevin Sassin, ex-Builders FirstSource. has been named market sales mgr. at Stock Building Supply, Schertz, Tx.

Doug Reid is the new general manager at Ipe Clip Co., Bradenton, Fl.

Mike Boyce, ex-Builders FirstSource, is new to outside sales at Locust Lumber Co.. Locust. N.C.

Jeff Petroski has been named engineering mgr. for Fiberon, New London, N.C. Jeff Brunsma is now project engineering mgr.; Stan Bowman, plant maintenance mgr., and Garry Flaherty, HR mgr.

Harry Streyle, ex-ProBuild, joined Carter Lumber, Kent, Oh., as district mgr. for Virginia, Maryland, and Pittsburgh, Pa., markets.

Eric Lowenberg is a new commercial outside sales rep for Foxworth

Galbraith Lumber, El Paso, Tx.

Chris Bennett, ex-Eastern Hardwoods, has been named c.f.o. and v.p. at Northwest Hardwoods, Fort Mill, s.c.

Maryann Trono, ex-Pella Windows & Doors of Virginia, has joined the sales team at Hudson Building Supply Co., Virginia Beach, Va.

Terry Davis, ex-Brown Lumber, is new to sales at Oak Mountain Building Supply, Pelham, Al.

Michael Simon, ex-Shelter Products, is now sales mgr. for Fullenon-The Builder's Choice, Watertown, Mn.

Kyle Militzer, ex-Timber Roots, is a new EWP specialist at Shaw/Stewart Lumber Co., Minneapolis, Mn.

Chris Locklear has been named general mgr. of Rommel's Ace. Exmore. Va.

Cheryl Lamphere is now an inside sales mgr. for Louisiana Pacific Corp., Nashville, Tn.

Perry Sobel, ex-Somerville Lumber, is now in sales at Direct Millwork, Washington, N.J.

Mark Fabere, HD Supply, Atlanta, Ga., has been promoted to senior v.p.-operations.

Dale E. Mercer has been appointed president of Allied Building Stores, Monroe, La., effective Jan. l, 2013, to succeed David E. Stiles.

Wm. Jason Gearhart, ex-Beacon Roofing Supply, is new to Therma Tru, Lafayette,La., as territory mgr. for the Gulf Coast.

Lauren Baker, ex-Northland Forest Products, is new to sales at Highland Hardwoods, Brentwood, N.H.

Jason Quenzer has been promoted to regional sales mgr. for the Northeast for the TruExterior Trim product line of Boral. Roswell. Ga.

Kevin Wohlert, ex-Ornamentals Manufacturing, is now in sales at Plyco Corp., Winona, Mn.

Lucia Lanchbery is new to inside sales at Nyloboard LLC, Covington, Ga.

Kevin Kelly, ex-Allied Building Products, has joined ABC Supply Co., Wauconda, Il., as commercial coordinator for the Chicago district.

Tony Casey, Moulding & Millwork, Acworth, Ga., has been promoted to mgr. of the Southeast.

M. Scott Greer, ex-84 Lumber, was named v.p.-sales & marketing for 5 Star Building Solutions, Kennesaw, Ga.

Richard Hunt, ex-ProBuild, is now assistant sales mgr. for ABC Millwork, Chanhassen, Mn.

Kelly Haga has joined the sales team at Associated Hardwoods, Granite Falls, N.C.

John Dembowski, ex-Johns Manville, is now plant mgr. at Masonite. Laurel. Ms.

Scott Cathcart, ex-Fiberon, has joined Fortress Railing Products, Richardson, Tx., as Mountain States territory mgr. He is based in Golden, Co.

Chelsey Bickett is a new customer service rep at Tnvro, Joplin, Mo.

Paul Valle, ex-CertainTeed, has joined Andersen Corp., Bayport, Mn., as president of vinyl products division Silver Line Building Products, North Brunswick, N.J.

Jon Uldrich, ex-84 Lumber, has been named general mgr. at American Builders Supply, Winter Haven, Fl.

Joshua Ayers is a new mgr. trainee at 84 Lumber, Manassas, Va.

Kevin Comstock, PrimeSource Building Products, Albany, N.Y., has been promoted to regional market mgr.-BMG for Pittsburgh, Pa.; Baltimore, Md., and Edison, N.J.

Ryan Tetteris, ex-Sunrise Windows, is a new metro sales rep for James Hardie Building Products, Baltimore, Md.

Frank Simone, ex-Lowe's, has joined Doyle Lumber, Andover, Ma., as kitchen department mgr.

Kevin Trafton is now asst. store mgr. at Frattalone's Ace Hardware. St. Paul- Mn.

Kelsey Duda is new to marketing and communications at National Nail Corp., Wyoming, Mi.

Daniel Christensen, c.e.o., Hancock Natural Resource Group, and president, Hancock Timber Resource Group, Boston, Ma., was appointed to the Sustainable Forestry Initiative board of directors.

Jack Merry has retired after 30+ years with APA-The Engineered Wood Association and Engineered Wood Technology Association. Sheila Cain succeeds Merry as communications director of EWTA, which publishes the Engineered Wood J ournal.

Dwayne Pipe heads the plumbing department at MungusFungus Forest Products, Climax, Nv., according to coowners Hugh Mungus and Freddy Fungus. J:

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TimberTech, Wilmington, Oh., has partnered with FastenMaster to create TimberTech Cortex hidden deck fastener for perimeter and replacement boards and stairs. The decking producer is also teaming with Feeney InC., Oakland, Ca., to produce a complete railing system featuring TimberTech's composite railing with Feeney's stainless steel CableRail infill.

Simpson Strong-Tie's latest version of DeckTools allows users to design with generic decking products not currently available in the software. Tutorial videos are available on YouTube.

Anniversaries: Trevor True Value Hardware, Moline, ll., 125th Swartzmiller Lumber, Chesaning, Mi., 100th Craddock Lumber, Dallas, Tx., 65th 9arber Building Supplies, Ctifton, N.y., 60th Pearland Lumbei, Pea'rtino, Tx., 60th Hometown Ace Ha_rdware, Amite, La., 40th Everyday's True Value Hardware, Jamestown, N.Y., 20th.

The power of no

f nv a Seth Godin fan. If you are not familiar with him, lyou.just might want to be. Indisputably one of the great marketing minds of our time, Seth is a clear and poignant communicator of big, important ideas. Simply put, his messages matter not only to your ultimate professional success, but to the success ofyour industry overall.

Recently, Seth posted the following list of "no's" on his blog:

No.

No, we don't take clients like that. No, that's not part of what we offer.

. No, that market is too hard for us to service properly.

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. No,I won't bend on this principle.

No, I'm sorry,I won't be able to have lunch with you.

. No, that's not good enough. Will you please do it again?

No, I'm not willing to lose my focus, and no, I'm not willing to compromise.

A simple but effective reminder of how critical it is to know who you-and your brand-are, is served up in the power of a single word: no.

The clearer you can be about who you are, the stronger and more valuable your offering, and your brand, will be. When you know who you are-what your values are, what you stand for, what you will offer and how-the better able you can be in setting the necessary boundaries. In plain language, it's about learning to say "no" to the many opportunities in which you could partake but, when push comes to shove, probably shouldn't.

As is reiterated by the French artisan baker Lionel PoilAne, "In business, it is very important to be able to say 'no' when you feel like saying 'yes' would mean losing your soul."

Knowing who you are remains at the core of our decisions and is a powerful place to come from when so many either don't know who they are or worse, try to become too many things to too many people. In short: When you know who you a"re, you can focus. When you know who you are, you can say, "No."

I find it curious that many people feel they have to be dishonest to others when faced with a choice between making up a story or simply saying: "No, I'm sorry I won't be able to have lunch with you." Why should the reality be so difficult to say? Far too many people feel they have to come up with some excuse or reason as to why they cannot-or simply do not want to-do something that's not in the best interest of themselves personally or professionally.

The implications of this disempowered state-the avoidance of a simple no-is highly relevant to what occurs in more important, professional matters. And, that is to say nothing of what it is like to be on the receiving end of disempowered people. For example, if I ask you to lunch and you claim you didn't get my voice message until too late, but when your story doesn't add up, the result is that I no longer trust you. The very outcome you were hoping for-to not damage our relationship because you simply don't feel like lunching today or have other things you'd rather do-is exactly what results.

I find it sad so many talented people feel so vulnerable professionally that they don't yet know the freedom and success that can result when they finally stake claim as to who they really are.

In the words of the late Steve Jobs: "And it comes from saying 'no' to 1,000 things to make sure we don't get on the wrong track or try to do too much. We're always thinking about new markets we could enter, but it's only by saying 'no' that you can concentrate on the things that are really important."

Many of us admire the contributions and brilliance of Steve Jobs and wish we could be more like him. What we fail to recognize, however,

is that the opportunity to be the kind of person worthy of our own admiration is always right in front of us. And it's summed up in a two-letter word: no.

Now, let's make this personal:

1. What are your top five values?

2. What is your ideal professional reputation? Write it down.

3. Do your answers to the above align with your organization's brand?

4. How well do your daily interactions deliver on your ideal professional reputation - your personal leadership brand?

5. If I came to your organization and spoke with the people with whom you most interact, how many would be able to recite your answer to questions 1 andZ?

Given the above revelations, what is the one thing (yes, one thing) you most need to focus on in 2013? And, given the above, are you committed to using the word "no" a little bit more? I hope the answer to that is, well, yes.

- Susanne Biro is a senior leadership coach with Bluepoint Leadership Development, Loveland, Oh., and coauthor ofUnleashed! Leader as Coach as well as the Leader as Coach Workshop. Reach her at susannebiro@ bluepointleadership.com or (888) 22i,-8685.

Reprinted with permission of Bluepoint Leadership Development. No portion of this article may be reproduced without its

ftneceov can strike anyone at anyI. time. [n fact. no company or family can escape some crisis at one time or another. First, let's define crisis. It's any unplanned event, occurrence or sequence of events that you have not had to deal with before. It might be external to the business: an economic downturn, hurricane, terrorism, earthquakes. It can also be internal to the business: the death or disability of the founder, workplace violence, product failure, management failure.

Whatever the cause, the keY to survival is planning and the ability to take the long view. Traditionally, family businesses have been better able to do this and, as a result, are often more resilient. For example, the owners of a family-owned clothing store in the heart of New Orleans were the first to reopen their business, just seven weeks after Katrina hit. They credit their recovery to a lot of luck, meticulous planning, and a large dose of determination.

Just imagine that you got a call in the middle of the night from the town's fire department telling you that your building was in flames that were spreading quickly. Imagine that you began to suspect your c.f.o. of manipulating the books to pad his own pockets. What are you doing to prepare for any of these?

Too far-fetched? Imagine that on your way to work tomorrow You have a pain in your chest and down Your left arm. You ignore it until lunch when your assistant, worried about how you look, insists on calling the doctor. You are rushed to the hospital and. soon after. die in the operating room. What do your family and business do to survive your sudden death?

What have you done to plan for this?

Let's look at some of the things you can do to plan and prePare:

Planning: Obviously, prevention is best. The irony is that the very definition of a crisis is that it is an event that can't be fully planned for. However, there are things you can do.

For example, you can evaluate the ways in which your family or company are most vulnerable to a catastrophe. Try to identify possible risks and what can cause them, evaluating the probability of such an event. Any company should have an internal "alarm system." In the best companies, bad news travels up fast. PaY attention to the warnings about product problems, about fire hazards, about bizarre employee behavior, and employees' concerns about a succession plan for the founder.

Preparation' Put a crisis Plan in place before one is needed. One study found that the cost of preparing for a natural disaster was one-seventh the cost incurred without preparation. So, it pays to plan.

(1) Create a crisis management team and identify a spokesperson who is prepared to be the ideal company spokesperson to the stakeholders, public, clients, suppliers, etc.

(2) Develop a manual describing what is done and who does what in the event of a crisis. Keep plans current.

(3) Always keep an uP-to-date employee contact list and make sure key executives have copies of that list on their cell phones or in their wallets. Rubenstein laminates a wallet-sized card for each manager with contact information for several employees.

(4) Consider establishing a company phone number outside of the imme-

diate area code for employees to contact for updates.

(5) Evaluate your company data and where you back it up. If possible, store important information related to customer records, inventory, accounts payable, sales, insurance and auditing offsite.

(6) If you are forced to evacuate, take as many forms of communication as possible with you. Laptops, PDAs, and cell phones are all valuable tools for getting in touch with employees. The more avenues of communication, the better.

(7) If possible, pay your employees to help retain them. Establish directdeposit payroll accounts for all employees, ideally managed by an offsite payroll.

(8) Make sure you review your insurance policies annually and know what your coverage includes, especially in the event of a catastrophe. Read those policies carefully.

(9) Be accountable to and for all you employees. Plan for methods to reassure employees and to account for missing employees, if necessary. Identify alternative places to work. Counseling may be needed, immediately and longer term.

Death at the Top

As the song says, "Everybody wants to get to heaven but no one wants to die." Death is not a subject that any of us want to dwell on, especially if it's our own. However, founders of companies who don't have a succespion plan can create financial as well ab emotional chaos in the company they have nurtured and spent their lives on. The risks are high and the problem is real. I

According to a Mass Mutual/ Raymond Foundation survey, of the c.e.o.s 6l years or older who plan to retire in five years, 55Vo had not chosen a successor. In two companies we now work with, the employees are very concerned that there is no succession plan for the founder/president.

Good stewardship is the hallmark of responsible family business ownership. It requires us to protect and care for what has been entrusted to us in our businesses. Others come to rely on owners for many things, not the least of which is their leadership during a crisis. This expectation creates an immense responsibility: to anticipate the needs of the business, especially in the event of the ultimate crisis. an unexpected death.

Create a short-term leadership team who will meet with advisors and stockholders. Decide who will be the spokesperson for the leadership team, to communicate with your customers, banks, and other stakeholders, giving reassurance that it's business as usual. Tell the truth and tell it fast with openness and consistency, being realistically upbeat and reassuring. Be as specific as you can.

Develop a written document-an emergency management letterdescribing who does what and what is done. It should also include:

Guiding philosophy: What overriding principles of your business are important for your successors to continue?

Interim structures: How should the company be managed, the family organized around it, and ownership handled in the interim and the future?

Direction and outside support: Who should be involved in determining key issues related to direction of the company, and how should that input be organized?

Benchmarks: What metrics, or key success factors, need to be monitored-and what should those benchmarks be?

Location of documents.' Where do you keep the important personal and business documents that will be needed in handling that transition?

Finally, involve the stockholders, board, executive management team, and family to put into operation the plans that you've made. Keep plans current and review them regularly. Have disaster drills. Meet with your family and board. Begin the meeting with: "You have just had a phone call that I have been hit by a beer truck. I don't survive. Now, what is the plan? Who's going to do what, when?"

How quickly both the company and the employees rebound is directly related to the planning and preparation completed beforehand. Knowing what to do and how to do it, while in the midst of the crisis, gives everyone a sense ofcontrol and security that helps the recovery phase. As the saying goes, "failing to plan is planning to fail."

- Jane Hilburt-Davis is president of family business consulting firm Key Resources, LLC, Boston, Ma., and coauthor of Consulting to Family Businesses. Reach her at (617) 577-0044 or at j .hilb urtdavis @ c omcast.com.

Reprinted with permission of Key Resources LLC. No portkn of this article may be reproduced without its permission.

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ASSOCIATION

Northwestern Lumber Association elected Bob Egan, Lampert Yards, Saint Paul, Mn., chairman of the board.

Other new officers are lst vice chairman Jeff Reinhardt, Interstate Building Supply, Cannon Falls, Mn.; 2nd vice chair Trent Peabodv. Lumber

Mart West, Grand Forks, N.D.; treasurer Ron Enter, Wright Lumber & Millwork, Buffalo, Mn.; chairman-atlarge Wayne Briggs, Crane Johnson Lumber, Fargo, N.D.; associate director Dave Charpentier, Midwest Lumber Minnesota, Stillwater, Mn., and state directors Stephen McCarron,

McCarron's Building Center, Forest Lake, Mn., and Brad Kranz, Salem Lumber. Salem. S.D.

Indiana Lumber & Builders' Suppty Association's annual meeting and members' party is set for Dec. 13 at Hyatt Regency Downtown, Indianapolis, In.

Louisiana Building Material

Dealers Association will host a Mardi Gras party Dec. 8 at Mardi Gras World in New Orleans, La.

After appetizers and cocktails, attendees will tour Blaine Kern Studios, which creates sculptures and floats for Mardi Gras. Dinner will folIow.

North American Deck & Railing Association elected new officers during its Oct. l0 annual meeting at the American Visionary Art Museum, Baltimore, Md.

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SOUTHERN FOREST PRODUCTS Association's new officers are (left to right)immediate past chairman Joe Patton, Westervelt Lumber, Tuscaloosa, Al.; chairman Tom Rice, Conner Industries, Ft. Worth, Tx.; vice chairman Rob Taylor, Weyerhaeuser, Federal Way, Wa.; treasurer Joe Kusar, Tolleson Lumber, Perry, Ga.; corporate secretary Tami Kessler, and new president Steve Conwell.

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Matt Breyer, Breyer Construction, Reading, Pa., and Gus DelaCruz, Barrett Contracting, Millstone Township, N.J.

Mid-America Lumbermens Association will host its winter meetings Jan. l0-11 in Columbia. Mo.. and Jan. 24-25 in Atchison, Ks.

Northwestern Lumber Association will hold its annual building products expo for Jan. 14-15 at Rivers Edge Convention Center, St. Cloud, Mi,

Lake States Lumber Association will hold its annual winter meeting Jan. l7-18 at Radisson Hotel & Conference Center, Green Bay, Wi.

1969, during which he also served two terms as chairman of National Lumber & Building Materials Dealers Association's State Managing Officers Council.

Glen Pieczynski, 71 , retired owner of Linden True Value Hardware, Linden. Mi.. died Oct.5 in Linden.

He and his wife, Judy, owned and operated the store for 32 years.

Ronald Dean Hrabak. 64. former manager of Hrabak Lumber Co., Chelsea. Ia.. died Oct.2 in Chelsea following a sudden illness.

In later years, he assisted his son, Kyle Hrabak at Hrabak Lumber's yard in Toledo, Ia.

Gus P. Tsioutsias, 88, retired Bay City, Mi., lumberyard manager, Oct. 3 in Bay City.

After serving in the U. S. Army Air Corps. during World War II and then running his own construction firm for 27 years, he managed Hirschfield Home Center from 1974 to 1984 and King Lumber Co. from 1984 to 1994.

Mark Allen Braswell. 50. lumber buyer for Burruss Lumber Co., Lynchburg, Va., died Oct. 4 in Lynchburg.

Edwin T. Brown,93, retired foreman for DelSignore Lumber Co., Bayard, W.V., died Oct. 3 in Oakland, Md.

He served in the U.S. Army during World War II.

Robert Lawrence "Bobtt Craft, 94, former executive vice president of the Indiana Lumber & Builders Supply Association, died Sept. 23 in Indianapolis, In.

He graduated from Butler University in 1940. During World War II, he served as an officer in the Army Medical Administrative Corps in Europe.

He worked at ILBSA from 1950 to

DECK EXPO landed at Baltimore Convention Center, Baltimore, Md., Oct. 10-12. [1] Mike Rodenhaus, Dan lvancic. t2l Shannon Huneycutt, Dan Grebenc, Carol Kelly. [3] Brooke Whiteside, Alan Oakes, Rachel Avara. [4] Craig Jacks, David Elenbaum, Stuart Dimery. [5] Rick Ralston, Jim Miller. [6] Nancy Hamilton, Karl Sedlarz. [7] Scott Ricke, David Jacobson. [8] Glenn Eberle, Bill Tucker. [9] Adam Gangemi, Doug Reid, Katie Eberly. [10] Kim Drew, Charlie

Jourdain, Jessica Hewitt, Carter Welch. [11] Ulf Konradsen, Wayne Hilton. [12] Bill Schaffer, Lee Robinson. [13] Scott McCrawley, Tom Heard. [14] Brian Orchard, Phil Lail. [15] Mike Coffey, Chris Johnson. [16] Paul Houck, Ted Davis. [17] John Forbis, Ralph Leyh. [18] Gary Roth, Erica Savage, Tom Curtin. [19] Tom Horvat. [20] John McGill, Bill Griffith. [21] Gary Bernstein, Ken Bernstein. [22] Erik Kiilunen.

(More photos on next page)

MORE DECK EXPO (continued from previous page) in Baltimore: [1] Joao Alexandre Malinski, Lucas Lundin, Romel Bezerra. 1Zi Cfriis Kollwitz, Kbri panitt. I3l Jay P_eterson, Danell Hungerford. [4] Terry Brady,-Brett McCutcheon, Dustin Schro'edei [5] Paul Cavanelli, Dean Place. -[6] St'epnen-HlcNally, Chuck Anson, Tim Luttrell. l7l yVa$g. {19!t, Cindy Miller, Coy Green, Jerome Zerioby. [8] Vern Vincent. t9l Frairti Butterfield, P,eter Krihak, Robert Simon. [10] Tom Zimmeiman. Brian Bejo'w, Eric Yg{f, Sleyg^,Sqhulz t_JllChantale Pitts, Biad Finck. [12]Geratd Heatherington, Witl Prichard. {131 Cathy Schaefer, Travis Jungers, Kelli tjerfen. [14] Lisa Martin, Jamie Kreiser. ['15] Flo Sanchez, Brent Gwatney,l.C. Rentschldr. 1t61 (irf Hammond, Mark Smith, Huck_DeVenzio, Erin Canosa. [17] Shawn O'Keefe, Lauren Booth. [1g] Joe Dilio, David Kenworthy. [19] Joe Belden, D-avid Peterson, John Burkhart.

CTASSIFIED

Rates: $1 .20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera-ready" (advertiser sets the type), $65 if we set type. Send ad to Fax 949-8520231 or dkoenig@ building-products.com. For more info, call (949) 852-

1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month.

To reply to ads with private box numbers, send correspondence t0 box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

- Fax to 949-852-0231 or email to dkoenig@ building-products.com

TRI.STATE LUMBER CO. Your Southern Yellow Pine Timber Connection

Specializing in 6x5, 6x8, 8x8, 10x10 Tef. [552J 862-2L25. Fax 562-852-4900 email jgibson@tristatelumber.net

WE BUY AND SELL PANEL STRIPS

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

DATE Book

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

North American Wholesale Lumber Association - Nov. 7.9, Traders Market, Hyatt Regency, Chicago, ll.; (800) 527-8258; www.lumber.org.

Western New York Lumber Dealers Association - Nov. 8, annual meeting, Oak Hill Country Club, Rochester, N.Y.; (518) 2861010; www.nrla.org.

Mid-America Lumbermens Association - Nov. 8.9, fall meeting, Maniott Country Club Plaza, Kansas City, Mo.; (800) 747-6529; www.themla.org.

APA-The Engineered Wood Association - Nov. 9.13, annual meeting, Ritz Carlton, Amelia lsland, Fl.; (253) 565-6600; www.apaw000.0rg.

Northern New York Lumber Dealers Association - Nov. 10, bowling tournament, Potsdam, N.Y.; (518) 286-1010; www.nrla.org.

Northeastern Retail Lumber Association - Nov. 13, technology forum, Doubletree Hilton, Tarrytown, N.Y.; (518) 286-1010; www.nrla.org.

Southern Building Material Association - Nov. 13, two-part sales seminar, Randolph Bundy, Portsmouth, Va.; (704) 376-1503; www.southernbuilder.org.

Southern Pressure Treaters'Association - Nov. 13-14, wood utility pole standards course, Nashville, Tn.; www.spta.org.

North American Building Material Distribution AssociationNov. 13-15, annual convention, held in conjunction with North American Association of Floor Covering Distributors, Hilton, Orlando, Fl.; (888) 7 47 -7 862 www.nbmda.org.

New Jersey Building Materials Dealers Association - Nov. 14, annual meeting, Hilton, E. Brunswick, N.J.; (908) 359-1184; www.n.lDmda.0rg.

Northern New York Lumber Dealers Association - Nov. 14, annual meeting, Gran-View, Ogdensburg, N.Y.; (518) 286-1010; www.nna.0rg.

U.S, Green Building Council - Nov. 14.16, Greenbuild conference & expo, San Francisco, Ca.; (800) 795-1747; www.usgbc.com.

Ohio Gonstruction Suppliers Association - Nov. 15.16, basic residential estimating seminar, OCSA office, Columbus, Oh.; (614) 267 -7 817 : www.myocsa.org.

Central New York Lumber & Building Material Dealers AssnNov. 16, annual meeting, Crowne Plaza, Warwick, N.H.; (518) 286-1 01 0; www.nrla.org.

Rhode lsland Lumber Dealers Assn. - Nov. 16, annual meeting, Springside Inn, Auburn, N.Y.; (518) 286-1010; www.nrla.org.

Southern Building Material Assn, - Nov. 27-28, North Carolina h91 law & payment bond changes presentations, Raleigh, N.C.; (704) 376-1 503; www.southernbuilder.org.

Wallace Hardware - Nov. 27-29, fall market, Gatlinburg Convention Center, Gatlinburg, Tn.; (800) 776-0976; www.wallacehardware.com.

Eastern New York Lumber Dealers Assn. - Dec. 4, show, Holiday Inn, Saratoga, N.Y.; (518) 286-1010; www.nrla.org.

Midwest Roofing Contractors Association - Dec. 5-7, conference, Gaylord Texas, Grapevine, Tx.; (800) 497-6722; www.mrca.org.

Detroit Hoo-Hoo Club - Dec. 6, holiday lunch, Huron River Hunting & Fishing Club, Farmington, Mi.; (586)381-4569.

Lumbermens Association of Texas & Louisiana - Dec. 8, Louisiana Building Material Dealers Association Mardi Gras party, Mardi Gras World, New Orleans, La.; (512) 472-1194: www.lat.org.

Indiana Lumber & Builders' Supply Association - Dec. 13, annual meeting & members' party, Hyatt Regency Downtown, lndianapolis, In. ; (31 7) 87 5-37 37, www.ilbsa.org.

Every day of the year, Almquist Lumber is a wonderland of select hardwoods, fine tools, and creative inspiration to woodworkers in Arcata, Ca.-and beyond.

So it's fitting that the store puts on a real show during the holiday season, by hosting an annual Woodcraft Gallery sponsored by the Humboldt Woodworking Society. Filled with affordable gifts crafted by local woodworkers, the show brings in lots of customers from mid-November through New Year's Day.

"It brings a nice 'buzz' to our gallery area and gets us all dressed up for the holiday season," says owner Eric Almquist. "We provide the space and a fresh-cut Douglas fir tree from our Kneeland timberland."

Each year, Almquist devotes a good portion of the store's ad budget to promoting the year-end show in local newspapers. He believes it's money well spent because he sees lots of new faces each year, and local woodworkers appreciate his support.

The show is held in a 50 ft. by 50 ft. area at the front of the store, which serves as a gallery throughout the year for local art and photography, woodworking creations, antique and new woodworking tools, and howto books.

"Six years ago, when we reviewed the architect's plans for our new building, bathrooms were designated for this area near the entrance," says Almquist. "We thought we could make better use of it."

Opposite the gallery is Dick Taylor's Chocolate Co., which is owned and operated by Adam Dick and Dustin Taylor-two avid woodworkers who prepare handmade, single-source chocolate bars.

"Now our store smells of rich chocolate, with a background of woods and finishes," notes Almquist. "They do a good business during the holidays, too."

Lumber Sales ...,..,.,........................................37

Grumpler Plastic Pipe [www.cpp-pipe.com] ,.......,.......................36

Duckback Products [www.superdeck.com]................................,30

Fasco America [www,fascoamerica.com],................,....,.,.,C0ver ll

Great Southern Wood Preserving [www.yellawood.com] ..........31

GRK Fasteners [www.grkfasteners.com]...,..,.............................,49

Hoover Treated Wood Products [www.frtw.com].........,.....,,,......34

ldaho Forest Group [www.idahoforestgroup.com] ..................,..,.8

lpe Glip Co., The [www.ipeclip.com],,,...,.,....................................41

Jaaco Gorp, [wwwjaaco.com]...

J.H. Baxter [wwwjhbaxter.com]

.....,,,,,....1 5 ...37

Kleer Lumber [www.kleerlumber.com]..........,.............,..,.............23

Northeastern Lumber Manufacturers Assn.. [www.nelma.org]....4

Osmose [www.osmose.com] ...,...,.,..,,.... .....Cover I

Overseas Hardwood Co. [www.ohc.net]

Owens Corning [www.owenscorning,com.] ......................,......,....3

Quafity Borate Co. [www.quali$borate.com] ..............................27

Redwood Empire [www.redwoodemp,c0m1..............,,.........,.......19

Screw Products [www.screw-products.com] ......................,,,...,.42

Simpson Strong-Tie [www.strongtie.com]..,......................Cover lll

Sunbelt [www.sunbeltracks.com]

Swanson Group Sales [www.swansongroupinc.com].....Cover lV

Tank Fab [www,tankfab.com].....,............ ....,.,,.....28

TriState Lumber [www.homanindustries.com]........,...,..,..,,........35

Universal Forest Products [www.prowoodlumber.com] .......20-21

Viance [www,treatedwood.com] ,...............,......,,..................,.,,....25

Wahoo Decks [www.wahoodecks.com]

Western Red Cedar Lumber Association [www.wrcla.org]..,38.39

Wolmanized Wood [www.wolmanizedwood.com].........................7

HOLIDAY GALLERY at Almquist Lumber, Arcata, Ca., dresses up store and oleases customers-both old and new.

Strong-Drive@ SDS Slructural Wood Screw :or Various Simpson Strong-Tie.r Connectors as well as Wood to Wood Double-Barrier Coating - Stainless Steel

Slrong-Drive@ SD Struclural C0nnector Screw Replaces Nails in irany Popular Simpson Strong-Tie.'Connectors irechanically-Galvanized Coating

Strong-Drive@ SOW Skuclural Wood Screw Designed t0 Fasten lvlulti-Ply lllembers such as Plated Trusses E-CoatrM Coaling

Strong-0rive@ SDWH $lructural Screw

For General-Purpose Wood-to-Wood Fastening Double-Barrier Coatino

Your Market Demands...

Swanson Responds.

Intr

A customer approached us with a problem... he needed a radiant barrier panel.. but the job spec called for veneer plywood and not OSB. Afier consulting with mill management and our overlay supplier - sales had an answer. Yes. we can do this.

The result is TruBlock, a radiant barrier veneer panel that reduces attic temperatures and saves on energy costs. lt also has the superior strength, stiffness and performance of Douglas-fir plywood. Our customers ask- and Swanson responds.

Swanson Group Sales is now producing 2x4 and 2x6 Premium at their Glendale OR sawmill. The grade follows the light to no wane spec that is favored by

discriminating buyers everywhere. When appearance

is criticaltry Swanson Group's 2x4 and 2x6 Premium.

When the market calls for a better product...

Swanson delivers.

K371060i