Building Products Digest - November 2014

rcPPERS

Performance Chemicals

Koppers Perprmance Chemicals is n lescler itr thc rcscarch and development of ttew prodttcts and services in all oreos of lurtber preservation. We provicle innoycrtive wood preservative products, crdvsttcetl etryineering services and custontized markethry serviccs to our volued customers.

We sre a prenier arpplier of wood preservatives, globally recogtized frtr our successftrl developmuft sttd diversification of wood preservntive tecIurologies.

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By Alan Oakes

The Retail Dilemm?... and what will we do to change it?

tJlHene rs No industry that does not transition every decade or so. Preferences change. I Demographics change. Over the last l0 years, a bad economy had its impact, as has the Internet, drawing an ever-increasing volume of sales away from brick-and-mortar stores.

As a country, for years we have benefited from the culture perspective of excess, stoked by deeper and deeper discounting by just about anybody and everybody. Indeed, sometimes shopping is so much easier online, sitting at home and not fighting for parking or a clerk's attention-and still getting a lower price.

Yet. there is a frustration and sadness to see Main Street continue to decline and malls start to empty (some l57o of malls are expected to close in the next 10 years) or become places to hang out rather than buy. One of the joys I have when traveling internationally is to be in countries where the baker, butcher and candlestick maker are still valued in the town center.

Overall, looking at Wall Street, it is clear the retail sector has not been a reason to invest. Whether back to school or holiday season, results do not seem to improve the meter significantly. Indeed, the holiday season seems to start earlier and earlier, which, coupled with early discounting to attract buyers, seems like the retail sector putting a knife in itself. The mentality of "build it and they will come" has certainly hurt many of the major retailers that have been forced to close stores. The "build them big" mentality has also gone by the wayside.In2Ol4, retail sales are expected to slow to 3.4Vo growth-a disappointing rebound following our Great Depression of the last six years. Many stores are seeing year-on-year declines.

Sometimes it takes guts to understand times have changed and that you need to change, too-although a declining bottom line will often do it for you! Considering all the instability of recent years, low inflation, the panic button set to "discount, discount and discount again," e-commerce now accounting for 6.5Vo of sales, and perhaps understanding that many stores have become too large to support themselves (and to really enjoy shopping in), there is a sense that retail has seen its best days.

My own feeling is that all things are cyclical. What goes around comes back another day, though maybe not looking the same. And this is where innovation continues to make some retailers thrive. Without touting ourselves, I enjoy reading Carla Waldemar's column ("Competitive Intelligence"), where you can see our industry's retailers changing their environment and doing what they need to do to increase their business, as well as their customer interaction. They recognize that to compete and stay in business, they have to change. Consumers have not gone away, they're merely shopping in a different way.

You cannot survive today by being in the discount trap. Discounts should be special and a bonus-not for everyday shopping. Otherwise, like me, you wait until something's on sa1e, because it sure enough will be. Lower average transaction value only aids the spiral down. That being said, as JCPenney discovered, it's not easy to get out ofthe bunker once you're in it!

Maybe stores are too big-and too plentiful. I read a statistic recently that the U.S. has 52 sq. ft. of retail space per head of population vs. about 16 sq. ft. in Germany-perhaps why revenue per foot is also declining in an economy with only marginal wage growth. Our economy cannot suppofi more, but it can and will support better-whether that means delivering a better sales experience, not a forced one, or providing what your customers want when they want it.

In our industry, I love to read about customer education sessions on decking, laying tile, or... ? How do you take advantage of the web? Let customers choose online and then let them come to the store to pick the items up? Use the retail store as the warehouse for the online store?

Alan Oakes, Publisher aioakes@aol.com

BPII

Building Products lligest

www. bu ilding-products.com

A publication of Cutler Publishing 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

Publisher Alan 0akes ajoakes@aol.com

Publisher Emeritus David Cutler

Director of Editorial & Production David Koenig david@building-products.com

Contributing Editors Carla Waldemar, James 0lsen

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Circulation Manager Heather Kelly hkelly@building-products.com

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Chuck Casey

Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com

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By Steve Shields, Arch Wood

Help your treated wood customefsr help your business

Incr IN THE '90s, deck contractors and d-i-yers could -fDbasically do no wrong when buying and building with treated wood. There was only one preservative generally used for residential treated products, and retailers in much of the country stocked only treated wood products with preservative retentions suitable for both above-ground and ground-contact applications.

Now, in most parts of the country, dealers stock many treated wood sru's that are only for above-ground use. Plus, there are a number of products available, each with different retention levels and other characteristics.

The result: today's product marketplace requires users to pay close attention to how treated wood products will be used-i.e., the potential hazard of the intended applica-

tion-and to buy wood treated appropriately for the application. Treated wood products are available for aboveground, ground-contact, and heavy-duty ground-contact uses, and to get the expected service from treated wood, it is important to use the wood properly. The end tags on the wood should always identify the intended use.

What does this mean for dealers? It means that we as an industry will be well served by making consumer education a priority. We need to educate store employees and customers that wood treated intended for above-ground use should not be used in direct contact with the ground, leaves and other debris or vegetation. It shouldn't be used where it is wet every day by sprinklers or other sources of moisture, or where it is prevented from drying.

MANY PROJECTS, such as this fresh water dock, should be built using ground-contact materials.

We need to talk about construction techniques. Users need to know that decks built close to grade must have adequate ventilation under the deck and spacing between the boards. If there is not air circulation to allow drying, then wood treated for ground contact should be used. Fence pickets and rails should not come into contact with the ground or debris and should have space undemeath to ensure airflow and drying. While not widely done in the eastern U.S., we recommend applying a topical preservative* to timbers and boards that are trimmed during constructing a deck; this additional step will help to prevent premature decay of the exposed surfaces.

It also means that-as dealers-you should begin to stock ground-contact material in 2x8 and wider dimensional lumber. These items are most likely to get misapplied and they are also more often used as supporting structural members under a deck or supporting stairs. The additional cost for products that will provide good service for decades-even in more severe environments-will help to ensure that customers are always satisfied with the treated wood you sell. Plus, providing ground-contact materials is necessary to give customers the selection of products they need to do the job.

Recent discussions at the American Wood Protection

Association meeting focused on the issue of misapplication of treated wood. This often does not even mean that wood labeled above ground is put into the ground (such as 2x lumber used for a planter or the bottom ends of a step stringer on the ground), but means that some "aboveground" uses are really "ground-contact" hazards if the wood does not regularly dry out. A task group was formed to evaluate potential changes to standards to help ensure that wood is appropriate for the use, but as dealers you can be proactive in sourcing the needed products for your customers.

The first step in making this happen is to familiarize employees and customers alike with the end tags on treated wood. The tag gives your employees and customers all of the information they need to determine if the wood is treated for the intended use, whether it meets building codes, and the type of preservative it was treated with.

Improved awareness of the potentialhazard of the application will help to make users think twice before putting treated wood into a job where the hazard is greater than its intended use and will likely result in a shorter than expected service life. When you provide customers with a robust ground-contact product that can handle more severe hazards whether installed above ground with regular wetting, under a deck where the joists are against the ground, or in a closed in space that affords little air flow and drying, you are upselling to a product that will instill confidence in the performance of treated wood and will encourage customers to return to your store for their next project.

To learn more about proper use guidelines for copper azole treated wood, as well as BARamine technology for better penetration and added protection against copper-tolerant fungi, visit Wolmanized Wood University at www.wolmanizedwoodu.com.

OTHER APPLICATIONS that require ground-contact treated wood include posts used for supporting decks, and for fence posts and stair stringers that sit on the ground or on concrete on the ground.

FENCE POSTS should be treated to ground contact, and the factorytreated ends should be placed in the ground. Cut ends should face upward and be covered with post caps or cut at angles to shed water and treated with a topical preservative. Fence boards should be approximately 2" from the ground and clear of any vegetation or debrls.

- Steve Shields is technical director for Arch Wood P ro tec tion, I nc., www.w o lmanizedw ood.c om.

* One such product is Outlast Q8 I-og Oil, an EPA-registered wood preservative containing copper 8 quinoljnolate. Available through Arch Wood Protection, Inc., Outlast QU Log Oil is colorless, odorless and available in various colors.

Walley, By Carey

Extend dec into the fall

Itr/"o sAys DECK building has to end in the fall? It may V Y Ue the weather in some regions or just a mindset in others, that autumn heralds the end of deck building or deck enjoyment. But many pro dealers and their customers are finding ways to stay busy as the weather cools and days get shorter.

Mel Westerman, v.p. of purchasing for Cape Cod Lumber, North Easton, Ma., says fall's cooler weather is very conducive to deck building. "Homeowners can have a deck built now so it's ready for the spring," he suggests.

Tony Shepley, owner of Shepley Wood Products, Hyannis, Ma., agrees: "We find that our customers are not having to deal with homeowners' vacations and everyone is back to their work and school routines."

And once the deck is built, there are still ways to enjoy a fall outdoor barbecue or deck party. Here are some ideas for extending your deck season right through the crisp days of autumn... and possibly beyond.

Get a cool deal. Homeowners may be more willing to bring it outdoors if they know they can get a good deal. "With falling temperatures come falling deck installation costs," says Mike Corvino, DeckCrafters, Cherry Hill, N.J., who already has deck projects lined up through January. He explains that contractors are not as busy nor timeframes as tight as in May or June, so costs can be much lower.

And with the natural-looking composites, capped composites, and capped PVC deck products on the market, winter's wear and tear is not such a woffy. "Some homeowners who choose wood for their decks feel pressured to build in the spring so they can use it before Mother Nature has her way with it," he says.

To eradicate that worry, his crew recently built a TimberTech deck for a couple in Mt. Laurel, N.J., using Legacy, a capped composite board with an added layer of protection surrounding each board. The homeowners love entertaining and enjoying outdoor meals on their new deck, and say it actually looks like interior flooring.

Extend your deck season. Because it gets dark much earlier in the fall, strategically placed outdoor accent light-

PROLONGING deck building season into the fall helps keep sales steady and salespeople busy

ing on the deck, stairs and railings help illuminate the deck and backyard. According to Corvino's partner, Luke Stewart, deck lighting can also enhance the mood within your outdoor space. "There are post rail lighting options with dimmers that can be used to change the mood," he says. "Some rail lights provide a downward glow, while others provide safe illumination of stairs-or small lights can be inset within the boards for path lighting. Quality deck lighting can extend your outdoor entertaining throughout the fall season."

Warm it up! On cool nights, Shepley says you can keep guests warm and cozy with a cost-effective outdoor heating system. They average a couple hundred dollars-from high efficiency electric, to liquid propane and natural gas options, and can boost your deck amenity offerings.

Expand living space economically. Shepley points out that it's much less costly to add living space with a deck than a home addition. "It's a great way to manage a large crowd and you don't have to worry about the mess in your house," he says.

By taking the creature comforts of the indoors outside, homeowners can enjoy outdoor entertaining right into Thanksgiving and beyond-they might even be tempted to cook that turkey on the grill this year!

With the right decking materials that stand up to harsh weather, combined with enhanced lighting options and various types of heating units, contractors can extend the deck season and maybe even offer up a new spin for the holidays. It's another way to add margins and take your deck business to a new level.

- Carey Walley is v.p. of marketing for TimberTech and AZEK Building Products Reach her via www.azek.com.

83o/o of 201 4 attendees made/renewed a relationship they expect to lead to new business!

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NAWLA's Leadership Summit delivers two days of relevant education and opportunities to establish relationships or re-connect with industry leaders in one of the world's most highly-rated resorts.

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Fasteners are integral to deck integrity, aesthetics

f, cconoluc ro rHE North Amerilacan Deck & Rail Association, deck failures and the resulting injuries nationwide are increasing due to factors such as the faulty work of inexperienced builders. poor maintenance. and the fact that 40 million decks in the U.S. are over 20 years old.

Another problem is that professional builders and do-it-yourselfers commonly skimp on fasteners after spending freely on low-maintenance composite and PVC decking, tropical hardwoods like ip6, pressure treated products, cedar or redwood. The reality is that the selection of fasteners is as important to the structural integrity and long-term durability of the deck as the specification of deck boards. If chosen properly, fasteners should outlast the lifespan of a deck. Deck boards that creak or experience play when walked upon are frequently the

result of fasteners that were either poorly matched to the decking material or selected on price alone.

Subsequently, fasteners should be considered according to the type and amount of thread, coating, heat treatment, and depth of recess, which will vary in relation to deck board materials. Face screwing also remains one of the most effective methods for securing a deck of any kind.

Pressure treated decking. To withstand the rigors of intense and changing environments, pressure treated lumber is protected by chemicals to resist challenges ranging from acidic climates and insects to microorganisms and fungal decay. Alkaline copper quaternary (ACQ) and copper azole (CA) are among the most common forms of chemicals used for extending the longevity of lumber to 20 years or more.

But, due to the superior corrosive properties of these chemicals, standard steel fasteners have been shown to corrode up to five times faster when inserted into treated materials. As a result, fasteners that are either AQCcompatible or manufactured with 305 stainless steel should be strongly considered for use with chemically-treated materials. That's because the high nickel content of the 305 stainless steel screws delivers superior corrosion resistance in all wood applications that are exposed to weather, high moisture, and other caustic conditions, while eliminating the discoloration and staining that can occur around the screw heads of other products.

Composite or PVC. Available as AQC-compatible or in stainless steel, composite deck screws are specially designed to eliminate mushrooming and blemishes in applications using composite and plastic materials. They are also an excellent choice for wood decks, where the top threads work to pull down and hold warped lumber and lock the boards together. Many times approved for use with their products by decking manufacturers, these screws are also commonly coated to match the color of leading types of decking boards, fascia, fencing and railings.

In conclusion, never underestimate the importance of proper fasteners and fastening in ensuring the long-term structural integrity and beauty of decks designed at any price point. When in doubt, just reach out to the reliable, leading manufacturers of fastener products for the latest details, insights and information.

- Jim Miller is president and c.e.o. of Screw Products, Inc., Gig Harbor, Wa. Reach him at (877) 844-8880 or via wr'rrv .s

Exterior Construction Lags for Ledger Attachments and Framing

Exterior Countersinking Wood Deck Screw and Framing

305 Stainless Sieel Countersinking for Redwood, Cedar or Saltwater Exposure

Trim Head 305 Stainless Steel for Hardwood. Redwood or Cedar

Finish Head Screw for Composite Decking, Fascia and Trim Work

Exterior Composite/Cap/PVC/Carpet Fiber Deck Screw

By Adrian Pye, Kebony

Easy case for selling modified softwoods

Ero* DECADES. aluminum, vinyl, concrete and steel have -a' been the building products of choice. And while these materials require less of a time and financial commitment to maintain than wood, they are not as environmentally friendly.

A recent study published in the Journal of Sustainable Forestry found building with wood significantly reduces carbon dioxide emissions, which makes it a better material choice for the environment. That is not to say traditional wood products do not come with their share of problems. Nature can often be cruel to wood, causing need for building repair and high maintenance costs. A building's longevity is directly related to the composition of its parts, so what is the solution?

Builders, developers and architects have grappled with choosing between materials offering long life or sustainability. Previously, it was difficult to find a material that was both long-lasting in the face of harsh weather conditions and responsible for the environment. Now, commercial builders and consumers alike are demanding materials that will perform strongly in both categories. Modified woods have what it takes thanks to the power of technology, and are emerging as a revolutionary building material trend within the construction industry.

Modified wood has long been used in Scandinavian countries because of its aesthetic appeal and durability. In

the U.S., modified woods are now coming to light as a transformative material. Technology permanently strengthens the cell structures, which allows traditional softwood to perform at high levels, comparable to hardwoods. And while modified woods can be used in both indoor and outdoor projects, the high resistance to damage and rot makes modified wood ideal for buildings exposed to harsh environmental factors.

According to a study conducted by insurance company Zurich, water damage is the number one source of property claims for owners of commercial structures, with 62Vo of these claims stemming from rain and general wear and tear. Because the wood performs like a hardwood, it does not damage as easily when exposed to water, with swelling and shrinkage reduced by 4OVo to 607o.

As an example, residential decks are often constructed with wood, and Westwood Timber Group estimates 20 million decks in the U.S. are currently in need of replacement. While it is generally recommended to weatherproof a deck every two years, wood exposed to excessive dryness or frequent moisture needs treatment more often. Wholesalers who can offer virtually weather-proof materials become the preferred choice for builders.

Yuill McGregor is a Canadian distributor for modified wood company Kebony. He believes distributing modified wood has differentiated his business within the marketplace. To Yuill and his customers, this type of product is the building material of the future. While it may be seen as a niche sector of the market presently, experts predict it will soon become the standard. Wananties can be guaranteed up to 25 years, meaning scientists predict it can last twice that.

This new trend in building materials is setting a modern standard for wood use in outdoor projects. New technologies are removing the issues of maintenance and upkeep, making it an easy, sustainable choice. As more distributors and wholesalers get on board with modified woods, the construction industry will continue to progress into a new era of building, where there will no longer be an either/or when it comes to reduced maintenance or responsible building. Modified wood brings both.

THERMALLY MODIFIED southern yellow pine provides resilient decking for this basecamp in Kenya. (Photos by Kebony)

- Adrian Pye is international sales director for modified wood producer Kebony. Reach him via kenbony.com.

By Carla Waldemar

Builders keeps on building

Durr-nr,ns, BASED IN Kearney, Ne., Llwith a successful Denver, Co., operation, hasn't always mastered both facets of that "right time, right place" secret to success. Locations were just fine, and what its leaders may have lacked in timing, they more than made up for with guts.

Back in 1977 , Myron Anderson launched the enterprise (a big word for what actually served as a brave, new start-up) with a small location and a pick-up truck you didn't dare turn off. With a staff of four, a World War II surplus forklift, and a shoestring, Builders was up and running. It staggered into the downturn of the mid'80s, staring down a year when the town of Kearney had but one single new-home start to its name-"but it

was ours, so we had 1007o of marketshare," laughs president and c.e.o. Chris Borrego, in telling the story. "We gutted out the '80s with a stickto-it-staff."

and were rewarded in the '90s by continued growth, including launch of a truss plant and lumber operationcum-cabinet shop in Grand Island, Ne. Fast forward to 2008, when Chad Anderson, son of Myron (who's still on hand as chairman of the board), saw an opportunity to open a location in Colorado. With customers and business all set, "we lined up land and bought equipment, just in time for the bust," Chris laughs again. "So we had to reinvent ourselves in the Colorado market. And," he's happy to add, "we've been very successful."

The key to that success-and to the future, the folks at Builders believeis customer mix, "a very diverse scope of service. Back in Nebraska, where we'd started, in order to survive. we strove to serve multiple customer segments-from repair/remodel to singlefamily custom home, to builders with 20 or more homes a year, to light commercial. Hotels," he testifies, "are a growing portion of our business. All that's a little unique. It raises eyebrows in our industry. But we're now shipping [trusses] as far as North Dakota and New Mexico.

"The breadth of materials we carried needed to increase, too-you have to do that if you want to grow."

Thus, both Nebraska stores boast new design showrooms for kitchen and bath-an outgrowth of the flourishing cabinetry business. The showrooms also carry flooring, lighting, windows, doors and appliances, and stage customer events to drive visibility and traffic. And they're spotlighted as the only act in town that can boast these draws.

Builders' customers are 70Vo pro in Kearney, 90Vo in Denver. With this strong contractor focus, Builders is quick to realize its prime function. "We're in the project-management business," Chris attests. "We anticipate the builders' needs." And when it comes to driving new business, "we let our actions speak for themselves. We partner with builders who, like us, are quality-minded, share our values,

BUILDERS'store in Kearney, Ne., recently unveiled a remodeled design center, heavy on the kitchen and bath.

IF IT DOESN'T HAVE THIS YELLA TAG, YOU DON'T WANT IT

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We turn beautiful backyards into better bottom lines. YellaWood''' brand pressure treated pine isn't just the most popular brand of lumber for building outdoors, we're also number one when it comes to dealer support. From our online deaer po(al to our reps in the f eld, when you carrytheYelaWoodu'brand, you'll see a di'le ence ,1 vou' sa es aro voJ oJsiless Learn more at YellaWood.com/ForDealers

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have high expectations, and pay close attention to details. Our biggest source is referrals-the happy customers who say great things about us. And from our sales team's relationships. We don't just come to work, we participate in the community, like helping Habitat and local high schools. We put our name out there.

"Why do they like us?" One big reason: Builders listens. "Every year we sit down with our customers and ask for a report card: What are their opinions? Where do we have room for improvement? They told us, for instance, that they wanted a contractor area of their own within the stores, a quick entrance and exit, yet close to the retail shelves-and that's how we remodeled our stores. It's a relationships business, not a transactional one," Chris stresses.

Division managers are rewarded with plenty of autonomy to run the operation as if they owned it. They develop individual business plans to justify added equipment, product lines and sales growth. "Our managers want to demonstrate this! And they make the difference," Chris is convinced.

A prime factor they're accountable for is delivery service. "We're in the transportation business almost more than anything else," Chris insists, noting that Builders will purchase and distribute over 300 cars of lumber this year. "Making deliveries is important. We measure on-time and in-full delivery every day, and the entire company gets a look at it-so if there's a glitch in, say, purchasing or operations, they can get a fix on it.

"We use diverse metrics to deliver on our promise-for instance, customer service: to measure it, to keep ourselves grounded. We're a little tougher on ourselves than our customers are, they tell us," he laughs again-but wouldn't have it any other way.

Case in point: the new truss plant in Denver, a 20-acre location with little walk-in traffic, by design. "And we've got great plans ahead for Colorado in the cabinetry product line: countertops, millwork. We'll provide a good mix and do a good job at it. We had our Grand Island truss operation launch in the mid-'90s, so we were used to the truss business on a smaller scale, and could anticipate the customer mix in Colorado. Our success would depend on relationships with the multi-family business, and 2008-09 was a challenge. Our sales team had to hustle, because familyoriented construction was where the cutbacks were," he reminds us. "And as the market recovered, we've gone after the single family and hotels.

"We made substantial investments, partnering with our vendors, and designed software in-house to measure profitability. We can implant the building plans into the system and derive estimates, then send the information back to the salesmen. After sales, it works as a means to communicate the status of the job to the multitude of people working on a single project.

Builders works to repay this strong customer loyalty (some contractors have been on the books since that 1977 launch). "It has to be mutually beneficial. That loyalty has been a great resource for us, so we strive to show our appreciation. And each market is different, so maybe a golf outing here, a trap and skeet shoot there, or a contractors' night after remodeling the design centers." Builders' personnel also realize the importance of attending industry roundtables to glean do-and-don't pointers from industry allies who've gone the route before them.

Of course, to maintain strong relationships requires a strong staff. And staff training begins with attitude. "We hire people who share our values, our guiding principles. We screen for quality." (However, he adds, the recent recession has taken its toll: "The availability of qualified labor just isn't there today; lots of people left the industry during the recession.") Builders turns to industry associations for training materials, both in product knowledge and customer service. "We try to source out to industry resources to educate, then test them."

Who do they want working here? If they're anything like Chris, the answer is, "a great company with great people who really enjoy coming to work and working with customers. The senior management boasts 25 to 30 years in the industry and shares common values: you've got to like customers,like people, and handling difficult situations."

"Technology," Chris explains, "makes us much more efficient. We document everything we possibly can, including issues and solutions from past projects (such as, what materials were over-shipped) to save time and money on the next project. It puts us in a whole new league in the industry, especially on big jobs like hotels, with the level of communication needed. It's increasingly critical to be on the same page."

And that factor alone should keep Builders ahead of the pack in the future. "In the sales process, we'll enter the design to get an estimate and upload it to our system for a seamless transfer of information throughout the process. And it must happen quicker, faster than in the past: There's demand! Maybe a client wants it by next week-or even tomorrow. We've sot to anticipate the future."

And the future looks... like what? "Our company's next logical move is to introduce a design center in Colorado." Right time, right place.

Carla Waldemar cwaldemar@comcast.net

SELECTION CENTER is the place to choose cabinets and countertops.

By Scott Holland, i-lighting

Lighting today's decks

tTl"t Mosr coMMoN deck lighting

I- mistakes are committed by those who think more is better.

The truth is outdoor lighting can be intrusive to guests and neighbors if not strategically located with form and function in mind. Too often, d-i-yers and even pros spend too much time, energy and money on lighting nearly every outdoor area, ranging from patios and furniture to fences and walks, without consideration of the ultimate goal: creating a comfortable, relaxed atmosphere that facilitates entertaining or quiet, soothing alone time.

Oftentimes, this includes an overabundance of lighting focused in a single area or quite simply pointed in one direction, up or down, resulting in effects that are either flat-out boring or impair the visibility of other spaces. For instance, lighting grouped too intensely together atop railings can cause a nagging glare, while detracting from the beauty of fountains, shrubbery, statues, swings or porches.

Outdoor lighting should always include a blend of techniques to ensure safety and ambiance. This includes a combination of downlights placed unobtrusively under decks and stairs, uplights used to wash the front of artistic elements, backlights that accent architectural structures, and hardscape lighting built into structures like retaining walls and fire pits to increase both the flair and purpose of outdoor living areas.

Also a consideration is local regulations. Although not stringently enforced as long as light exists from other sources, stair lighting should be a mandatory inclusion of all decking projects due to their ability to increase safety and eliminate the possibility of costly violations.

Now, the hard part. Although most people would agree on the benefits of outdoor lighting, many contractors and homeowners alike are still reluctant to include lighting in their building and renovation packages. Difficult, costly and bulky are just a few of the terms that are regularly used to describe its installation. Fortunately, these phrases represent the memory of systems past, as cutting, splicing and line voltage drops are no longer integral for weaving lighting into decking and the surrounding landscape.

Unlike many exterior lighting solutions that only focus on posts, modern systems have been specially designed to light outdoor rail systems with new connection technologies that simply plug together to ensure easy installations achieved in half the time of traditional outdoor lighting products.

Another benefit is that they work equally well with all forms of material, ranging from vinyl and aluminum to composite and wood railings, to create nearly invisible downlighting effects that can be extended to deck

stairs, posts or other outdoor areas and structures. This is mainly due to the use of sleek 5mm LED light strips available in 4',6', 8' or even customizable sizes that can be neatly tucked under railings, deck boards, and stairs.

Furthermore, the newest forms of LED outdoor lighting offer many advantages in comparison to their counterparts, with cost savings rising to the top of the list. This is because the latest LEDs use approximately 807o less energy than incandescent bulbs and are rated for 12plus years of operation if used 24 hours a daylseven days a week. Since they can be operated with custom low-voltage DC transformers, line voltage drops are also no longer an issue, with up to 30 LEDs lit on a single string of lights with the same intensity. Other benefits include:

. Photocell technologies that sense ambient light and automatically turn lights on and off for both safety and security. while adding convenience and reliability

. Lighting designs that don't create heat, making them safer for pets and children, while attracting fewer insects . Dimmable systems that can be increased or lowered in intensity to accommodate mood and ambiance

Lastly, always work with proven manufacturers who will back your sales efforts with credible warranties and sales tools that include kits that builders can demonstrate or homeowners can sample on their own during evening hours. This is a sure way to create confidence in the latest LED outdoor lighting systems and turn customers into repeat clients.

- Scott Holland is president, c.e.o. and founder of i-lighting LLC, North East, Md. Contact him at (888) 305-4232 or via www.i - I i ght i n go n I i ne.com.

By Pete Ciaraldi,

The total deck package

Upsell to boost profit,

II/sns rHrs vsan's outdoor living

Y V season is drawing to a close, the work of a successful Aeiting salesman never ends. As construction winds down in many places across the country, now's the time to look back at the season and evaluate your success. Did you meet or exceed your goals? What hurdles did you face? Most importantly, what can you do better next season to maximize your time and profit?

If you're not upselling your customers. you're missing out on a critical opportunity to maximize profit,

buyer satisfaction

grow your business, and better serve the full needs of your clients. Here are several strategies I've found to help sell decking more effectively, efficiently and profitably:

Sell the Total Package

A beautiful backyard consists of more than just a deck. The right foundation and accessories are what truly bring a customer's vision to life. I always start a project by reminding homeowners that the key to a durable, high-performance deck is what lies

beneath the surface: the substructure. Among the fastest-growing trends in deck building today is the use of steel framing. Products like Trex Elevations Steel Deck Framing System offer an ideal opportunity to upsell since they increase a deck's longevity and value, while improving overall appearance both above and below. Unlike wood, steel won't warp, twist, split or decay and its stability creates a remarkably flat deck surface. For homeowners looking to get the highest quality and lifetime satisfaction out of their space, steel deck framing is a no-brainer. However, the substructure of a deck typically isn't top-of-mind for most homeowners, so it's up to you, the contractor, to present your clients with all the available products and information so they can make the best choice for their backyard and budget.

Similarly, lighting and railing add safety and enhanced ambiance to any outdoor setting. Given the myriad of options available, this is an area where clients can truly customize their space and let their personality shine. Use images from previous projects as inspiration and to reinforce the important role these components play in creating a dream outdoor living space.

lnspire Gonfidence and Possibilities

With the "total package" approach in mind, have the discussion about add-ons early in the planning process.

STEEL FRAMING is a new trend beneath composite decking.

(Photos by Trex)

You will show yoursell'as a true spe, cialist by demonstrating you are thinking ahcad. Ask your cLlstomers questions about how they plan to use their' new deck. and present ideas that ignite inspiration. lntroduce clicnts to online design softwarc and encouragc thenr to experiment with the difl'crcnt f'eatures and options to help expose thent to ncri possihilities. Designirrg an ouldoor living space from scratch can be overwhelming, but I've found that resources like visualizer apps 1'or mobile devices provide a r-rser-friendlv way to experiment with the many deckin-e and railing choices available.

Focus on Value vs. Price

When it comes to decking materials. many consurlers limit their options due to prcconceived pcrceptions about the cost of compositc decking. A great way to address rhis concern is by quantifying the longterm valuc of a composite deck. The cost*and time requircd to n.raintain a traditional wood deck can far exceed the upl'ront inr estmenl in I hirh-per formancc composite dcck that will last for 2-5 years and retain a like-new appearance with just an occasional soap-and-watcr cleaning. Make sure your clients understand and consider the cumulative expense of powerwashing. sanding. staining and paint-

ing a woocl dcck-not to rnention the value of all the time they get to spcnd en.joying thc deck rather than working on it. T1'picalll'. the cost diffcrcnce evcns out within fivc to l0 1,ears.

Today's widc rangc of offerings and pricc points rnake it cven easier to convert cLlstomcrs to higher-margin wood alternatives. Trcx. amonr other n'ranufacturers. offers nrultiplc dccking collections. to accomntodatc a range of budgcts. Its three lines all ol'l'cr high durability and wear-resistancc. along with ultra-low maintenance and longlasting good looks. Each off'ering thcn builds on the last with enhrrrrced pcr'formance and design features that makc it eas1, fbr contractors to upscll basccl on customer preferences and budgcts.

Given the constant arrav of new products, advancernents in tcchnology. and the evolution of backyard design, (herc's ncrcl beerr a morc exeiting time to be in the outdoor living business. Be surc vou're making thc rnost of every projcct by promoting \ourself as an outdoor living expert and offering your customcrs complete outdoor living solutions. along with a healthy dose of inspiration and guidance

USE 0F steel framing can provide a cleaner look under elevated composite decks

By Brent Gwatney, MoistureShield

Whatts in store for decking in 20{5?

living products your builder and d-i-y customers will be demanding come spring and summer.

Living large outdoors

Outdoor living is really taking off, with more people turning their backyards into vacation spots. They're increasingly using decks for entertaining, not just relaxing. That means more amenities like outdoor kitchens, bars and fireplaces.

The growing popularity of outdoor living also means that in many parts of the U.S., especially the west, decks are getting larger and more complex. Many now feature well-defined areas for cooking, eating and socializing, with handrails, level changes and colors setting off each space. For dealers , this means opportunities to sell larger quantities of decking and railing, including multiple colors per job, to help accent various functional parts of the space.

ing in 20 15. The winter months are an ideal time to explore the design and product trends that will be popular with homeowners, so you'll be prepared to offer the decking and outdoor

In the Northeast, where many homeowners are still rebuilding from Superstorm Sandy, replacement decks tend to be smaller and more utilitarian to accommodate for smaller yard spaces and over-extended remodeling budgets. The demand for decking and railing is robust given the sheer volume of decks being replaced, so dealers in the Northeast should be prepared for strong decking orders to continue. Both small and high-end decks present an opportunity to sell complementary, functional items such as grills, shade systems, and outdoor seatins.

DECK BUILDERS increasingly offer customers alternatives to traditional square balusters in railing systems. (Photos by MoistureShield)

Deck design trends

In many parts of the U.S., deck designs are moving towards a more modern look. Custom decks increasingly f'eature accessories likc complementary colored handrails (white and black arc growing in popularity). altcrnative railings (such as rope and glass), and captivating lighting to illuminate the dcck and create visual interest. More manufacturers are off'ering lights exclusively designed fbr decks, with low voltage outputs. expanding design possibil ities.

For clcck boards and rails. exotic colors are trending, although browns and -grays continuc to be favrtred, as well. Decking manufacturers have responded with new colors that dealers can use to fulfill these homeowner preferences.

For example. in rccent months MoistureShield has addcd to its color palettc Brazilian Chestnut (a warm. golden brown with rich brunette streaks) and Bridle (a rich brown with a hue similar to fine leather).

Desire for durability

One outcome of the Great Reccssion is many homeowners are looking for horne improvements to deliver lasting value and be morc than a short-term amenity. For decking. this means a growing interest in prod-

ucts that will hold up well no matter what nature throws at them. frorn harsh sunlight and heavy snowfall to soaking rains. In addition to favor.ing products with long-term durability, homeowners also want to minimize the timc required to maintain their home improvements.

A result of thesc two homcowner desires is increased demand for composite and plastic dccking. which is forecast to grow nearly l07o pcr year through 20 l13, according to a recent Freedonia murket study.

For many homeowncrs. the ultimate deciding factor whcn choosing decking products is still how good the boards look. The result is growing interest in exotic hardwoods like ipi. and composites that replicate the look of high-end woods. A decking's reputation fbr reliability and durability is still very important. though. so dealers stand the best chance for sales succcss when off'ering products that are both durable and beautiful.

Brtttt CrtLttttr'.r Lr rt l?lrrl t'ice ltrt.tident o.f sale.s & markctirtg .lor MoisttrreShieltl t ontltosite decking, and htt.s rnore than -10 year.r oJ e-rperien<.e in thc huiltling industy. Gwatney also .scrt'es ott the brnrd ol North Anericcut Dcck & Roiling Assotiatiort. Contact ltim at bgv'atner@ aerl .com

DEcKING manufacturers now supply an array of low-voltage lighting to accent deck designs.

By Mark Brennan, U.S. Lumber, and Committee Member, North American Wholesale

Driving sales growth with technology

DsceNrr-v, rHIS coLUMN focused on the challenges of -[\serving customers who have grown accustomed to an Amazon.com shopping experience. The key takeaways for staying competitive and relevant in today's environment included using technology to advance and support your sales organization. In an industry that is slower to adopt technology and traditionally reliant on strong personal relationships to conduct business, this can be a challenge.

However, there are a number of organizations that have embraced and are driving sales growth through the use of proprietary or third-party technology solutions. Those tools include online sales or e-commerce platforms, mobile apps and integrated customer relationship management (CRM) systems.

"A mobile app that is accessible through a tablet computer or smartphone gives a sales team the ability to access real-time inventory pricing and accounts receivable information, enter quotes, open sales orders, and input sales leads on the fly," said Anthony Muck, senior special projects manager of DSMi, a software company specializing in the building products industry. "A lot of our customers appreciate how this tool can replace a binder full of sales sheets that are outdated as soon as they are printed."

We at U.S. Lumber Group, Atlanta, Ga., recently began using Salesforce.com for CRM to be responsive to customer requests, consolidate customer information, and facilitate sales.

We've always struggled with information flying around from 90 different directions. Now our sales reps can have all their customer and product information

Lumber Association

available through their tablets when they're meeting with customers.

Like U.S. Lumber, many organizations struggle with consolidating historical customer sales data and contact information in one place. Housing that information in a central CRM system like Salesforce.com, ACT or similar technologies, can streamline and improve a company's sales and marketing efforts and grow revenue. Access to detailed, accurate customer data means a marketing team can send targeted offers and communications to the right people at the right time and increase conversion rates.

U.S. Lumber's roll out of these technologies began in spring 2014, so adoption across the organization is still underway. However, the sales representatives who can

A Speciatr Series fronr North American Wholesale tumber Association

now easily locate sales history, pricing, programs and other details in real time have provided positive feedback to me about their experiences.

Recognizing the trend that more and more of our customers want to transact with us online, U.S. Lumber is also developing an online e-commerce site. We will be able to provide customers with customized program pricing and all product documentation in one spot. The new U.S. Lumber catalog will also allow customers to track the truck delivering their orders and provide them with a real-time ETA.

The willingness of our president, Jeff Mclendon, and leadership team to invest in technology has put U.S. Lumber at the forefront of the industry when it comes to innovation. As a company, we are dedicated and focused on using technology to enhance our customers experience with us.

Building Producrs Inc. (BPI), a supplier of building products headquartered in Watertown, S.D., recently implemented the DMSi PartnerView online portal. Through this tool, its customers can find and print invoices, view open orders, get shipping status, enter quotes, and perform other functions at any time of day.

"Now, our customers don't have to get off of the phone with one of their customers to place orders," says Cas Rangel, chief information officer for BPI.

Rangel believes the convenience, time savings and other features of this new tool have resulted in increased customer satisfaction.

Over the past year and a half, BPI has also focused on other technology investments, such as a new phone system and a custom-built CRM system that will integrate with the customer portal and phone system.

Not only do these enhancements position BPI for greater marketing and sales success by centralizing customer data, they also ensure business continuity, which prevents lost sales and customer service issues.

"If something happens that closes one of the branches, I can have those operations up and running the same day at another branch," said Rangel. "And our staff can work remotely if needed."

To learn how other peers are leveraging technology to enhance their sales efforts and drive revenue growth, I encourage you to attend NAWLA's Leadership Summit, March 22-24. 2015. at The Westin Kierland in Scottsdale, Az. The event brings together mid-level managers and executives and industry-leading companies to discuss top-of-mind business topics and solutions for driving revenue growth and streaml ining operations. Additional details are available at www.nawla.org.

- Mark Brennan is program manager for U.S. Lumber, Atlanta, Ga., and a member of North American Wholesale

By fames Olsen

Glosing relationshipsr closing techniques

D elertoNsHlps AND TECHNIQUE affect how much busi-[Ln.tt we get from our potential customers. Many sellers are friendly. They are helpful. Other sellers have good technique. They've read all the books and know all the moves. Master sellers do both. Master sellers know how to ask for the business and they know how to build mutually beneficial business relationships.

Make closing part of the relationship

Too many sellers have a "relationship" with the "customer" that is only a one-way or social relationship. Here is a typical conversation with a salesperson in this type of relationship:

Manager: "So, John, how are you doing with ABC Distribution?"

Quotron: "Greatl We have a great relationship."

Manager: "Good, so how much are you selling him?"

Quotron: "Oh, he hasn't bought anything from me yet, but we have great conversations."

Manager: "It's not a great relationship unless he is buying from you!"

The customer is using and abusing this salesperson for market information or to "keep his main supplier honest," but has no intention of buying from him even though they have a great "relationship." This salesperson thinks that after many great conversations, eventually the customer will start to buy from him. He's correct in one sense. Relationships take time for all sellers to build. The difference between the master seller and the quotron is the beginning, the middle, and the end of the relationship.

The Beginning.' Quotrons spend all their time and energy trying to please the customer. They confuse agreeability with likeability and deference with respect. They allow the potential customer to dictate the terms of every conversation. They are there to please.

Master sellers spend their time and energy looking for common ground. They give and demand respect. They are likeable and agreeable, but they do not concede and cede on every point. They ask for the order/business earlier and more often. Master sellers are interested in relationships that are mutually beneficial and projects this in everything they say and do.

The Miildle.' The quotron serves the customer and accepts a lot of "I'm fine right now," "The market isn't right for me," "I don't know exactly where I am on that," and other excuses at face value and does not ask the follow-

up questions that the master seller does:

Master Seller: "I understand that you are fine right now, but when will you be buying?"

Customer: "In a couple weeks."

Master Seller: "If we can put a deal together for two weeks out, can I have your order today?"

The master seller follows up on all side-steps from the customer with a "what if?" strategy or just by asking more follow-up questions to get to the customer's true need.

The End: At closing time, master sellers ask and ask way more often.This is not a style issue-ask and ask a lot.

trYes or nott vs. 'rltll let you knowtt

Closers are in in the game, not just commenting on it. Sellers who struggle are in a lot of "I'll let you know" conversations. Closers are in more "yes or no" conversations.

A great way to ensure we will get into "yes or no" conversations is the "opening close." We open the conversation with a closing sentence.

Another way to get into more closing conversations is by holding back the price on our offer. We tell the customer the positives about our offer. We build value and excitement, but we hold back the price. When we hold back the price, customers will ask for it. Questions are buys signs. By holding back the price in the offer we "force" the customer to engage in a sales conversation (yes or no).

Us: "Good morning, John. We just bought a block of Beautiful Wood studs. I've got flexibility on shipment, how many of these do you need?"

Customer: "What's the price?"

Us: "The price is the icing on the cake, John. If we can agree that the price is right, how many can you use?"

From here, we are in a closing conversation. The customer may say yes or no, but he is unlikely to say, "I'll let you know."

When we use more "yes or no" techniques and build mutually respectful relationships from the beginning, we win.

James Olsen Reality Sales Training (503\ 544-3572

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Co-ops PAL, ENAP to Merge

LBM buying groups Progressive Affiliated Lumbermen, Grand Rapids, Mi.. and ENAP. New Windsor, N.Y., have agreed to merge, targeting a first quarter 2015 close.

ENAP president/c.e.o. Steve Sallah will be president and c.e.o. of the new company and PAL c.e.o. Paul Dean will be executive vice president, heading a leadership team that includes v.p.s and managers from both co-ops.

They will operate out of New Windsor, Grand Rapids, and Monroe, La., serving 447 members that possess T42lumberyards in 33 states.

Busy Beaver Back Growing

Busy Beaver, Pittsburgh, Pa., opened its l5th store Oct. 2 in Lawrenceville, Pa.-its first new store opening in eight years.

The new 23,000-sq. ft.location will employ l5 full-time, with additional part-time seasonal positions.

The new store stocks new and expanded lines, such as luxury vinyl plank flooring, which will roll out to the chain's other locations in Ohio, Pennsylvania and West Virginia.

Founded in 1962, Busy Beaver was purchased by new ownership in Seotember 2013.

US LBM Holdings, Green Bay, Wi., acquired 1 1O-yearold Standard Gos., operator of six Standard Supply & Lumber DCs, a component plant, and eight kitchen showrooms in western Michigan.

Schroeder Lumber, Kendall, Wi., is closing Nov. 15 after 112years.

Builders FirstSourco, Dallas, Tx., has completed its purchase of Trim Tech of Austin, Hutto, Tx.

Alexander Lumber Co. closed its Woodhull, ll., yard last month after 106 years and held an Oct. 24 grandreopening at its newly remodeled store in Canton,ll.

Stantons Hardware & Building Supply, W. College Corner, In., has closed, with the retirement of owners Don and Sue Stanton. The property is up for sale.

Graber Building Supply, Sullivan, ll., sustained $20,000 to $30,000 in damage from an Oct. 9 arson fire.

Bud Lott True Value HardW?IO, Douglas, Ga., was deshoyed bY an early morning fire Oct. 2.

True Value Hardware, David City, Ne., has been sold by Raymond and Janis Cameron to Blake Burgess, owner of York Ace Hardware, York, Ne. The store, which the Camerons bought in 1983, is being converted to an Ace and will be managed by Erin Hotovy.

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Burney True Value Hardware, Aberdeen, N.C., recently held a grand re-opening to show off its extensive remodel.

Westlake Ace Hardw?IO will shutter its Lenexa, Ks., distribution center July 31 , 2015.

Summit Materials, Denver, Co., acquired Southwest Ready. Mix, Houston, Tx.; Golorado CounW Sand & Gravel, colorado County,ix.; and Concrete SuPPIY/ Builders Ghoice Concrete, Topeka, Ks.

Anniversaries: Yarnelle Lumber & Hardware, Wabash, In., 150th

Canfor Buying Southern Lumber

New South Companies, a subsidiary of Canfor Corp., Vancouver, B.C., has agreed to purchase Southern Lumber Co., Ridgeland, Ms., from the Dearman and Sulser families for $48.7 million.

The deal, anticipated to close at the end of first quarter 2015, includes Southern's Ridgeland headquarters and sawmill in Hermanville, Ms., providing 90 million bd. ft. of SYP production capacity annually. Current management is expected to remain.

In recent months, Canfor has picked up several other SYP mills, including Balfour Lumber and Beadles Lumber in Georgia and Scotch Gulf Lumber in Alabama.

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Home Supply Millwork has sold its 9_0,000-sq..ft. home in touisvill'e, Ky., to Reese Central Wholesale, but will lease back about 9,000 sq. ft. until it can relocate to 2.3 acres it recently purchased in Jeffersontown, Ky.

Georgia-Pacific will invest $37 million to increase capacity by 60% at its Gurdon, Ar., lumber mill by next fall.

Fraser Timber agreed to sell its Masardis, Me., sawmill to Quebec's Maibec.

Genova Products has taken over the 100,000-sq. ft. plant in Paducah, Ky., formerly operated Oy Infiniti Plastic Technologies, to produce PVC building products.

Beacon Roofing Supply has purchased distributors Wholesale Roofing Suppfy, Dallas, Tx., and S-branch Applicators Sales & Service, Portland, Me.

Gvpsum Manaqement & Supply, Tucker, Ga., agreeAio acquire 3-uniiDrywall Supply, Ljncoln, Ne.

Interfor is now marketing llim Timber's European lumber products in North America.

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Dixie Plywood & Lumber, Antioch, Tn., and Lum. berman's Wholesale Distributors, Nashville, Tn., are now distributing all James Hardie producls to middle and east Tennesse6. Prior distributor Diamond Hill Plywood, Knoxville, Tn., is discontinuing Hardie sales in Tn., but will continue in N.C., S.C., and va. Boise Cascade Building Materials Distribution, Memphis, Tn., continues selling in west Tn.

BlueLinx Corp. is now distributing Weyerhaeuser engineered wood products in the Delta Gulf market, from its DCs in Pearl, Ms.; New Orleans, La.; and Pensacola, Fl.

Boral Versetta Stone veneer is now being distributed by WOLF, York, Pa., to mid-Atlantic states and Oy Monsma Marketing Corp., Grand Rapids, Mi., in the Midwest.

Kinq Architectural Metals now distributes Feeneyrs CableRail and DesignRail railings from its ofiices in Dallas, Tx.; Baltimore, Md.; and Los Angeles, Ca.

WBH Group, longtime rep for Unive^rsal Stair Parts, now also ,bprese-nts sister brand L.J. Smith Stair Systems in Tx., 0k., Ar., Ms., La., Memphis, Tn.; and Wichita, Ks. (Michael Martin, regionalsales mgr.).

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A true craftsman, an innovator, a leader in outdoor living...You create the masterpiece behind AZEK Deck. In additiorr to a full palette of 17 luxurious colors that resemble the richness of real wood, AZEK Deck now offers a full line of Deck and Rail lighting, making it easier for you to give your customers the deck they really want. Voted #1 in Quality for 3 years in a row by Builder Magazine, AZEK Deck is the obvious choice to grow your business. To learn more about how to make your customer the envy of the neighborhood as they entertain. celebrate, or iust unwind on the masterpiece you ouilt, visit AZEK.com/tor-pros.

David Hogan, ex-Specialty Woods, has been named president of Lumber Source, Monow, La.

Ken Schmitt has been promoted to regional v.p. of the Northeast for Huttig Building Products, overseeing DCs in Me., Ct., Ma., N.H., and N.Y. Vin Dibiasio succeeds him as general mgr. in Hooksett, N.H. Bob Kern Sr., ex-Milliken Millwork, is new to Huttig's Wilkes-Barre, Pa., branch, as territory mgr. for southern N.J.

Mark Spargo, Snavely Forest Products, Denver, Co., has been promoted to v.p.-national accounts for the Pittsburgh, Pa.-based business.

John Edwards has retired after 36 years in the industry, the last 30 in sales with Hoover Treated Wood Products, Thomson, Ga.

Brad Hodgins, ex-Wholesale Millwork, is now in outside sales with Coastal Lumber Co., serving northern New Jersey from Newton, N.J.

Shawn Kitts, ex-SPEC Building Materials, has been named store mgr. of 84 Lumber, Huntsville, Al.

Mike Haas and Scott Passino have joined the outside sales team at Russin Lumber, Montgomery, N.Y., Haas covering central/western Ma. and Ct., and Passino serving eastern, central and northern N.Y.

Keith Keegan, Weyerhaeuser Co., has been promoted to area general mgr. for north Texas, based in Carrollton. Tx.

Kevin O'Connor, ex-DMSi, joined DQ Technologies, San Antonio, Tx., as senior account mgr.

Colin Sexton has joined the sales team at Alexander Lumber, Eagle, wi.

Brent Harris is now in inside sales at Bluelinx, Atlanta, Ga.

Ken Galubinski, ex-Sears, is new to Stock Building Supply, Atlanta, Ga., as market sales mgr.

Sean French, ex-Boston Cedar & Millwork, has joined the Wolf Organization, York, Pa., in sales.

Drew Dickman is new to sales at Dickman-Hines Lumber Co., Pottstown, Pa.

Shane Graham, ex-Pella, has been named general mgr. of Frontline Building Products, Green Bay, Wi.

Roger Redenius, ex-Stock Building Supply, is now window mgr. at G$F & Basco, Houston, Tx.

Troy'Baker, SRS Distribution, has been promoted to area v.p for Mo., Ks.. Ok.. and Ar.

Nick Cwikla has joined Tarco, Little Rock. Ar.. as Midwest district sales mgr., based in Chicago, Il.

Jonathan S. DeArment has been named president and chief operating officer of Channellock, Meadville, Pa. He succeeds his father, William DeArment, who continues as c.e.o. and chairman.

Travis Hendren has been appointed v.p. of mergers & acquisitions for Gypsum Management & Supply, Tucker, Ga.

Jim Keller has been appointed legal counsel for Deceuninck North America. Monroe. Oh.

Jack Barry was named chief financial officer for CalStar, Racine, Wi.

Jim Smith, Dane, Wi., is now Midwest regional mgr. for the American Wood Council.

Robert Scoble, president, Hyde Tools, has been promoted to president of parent The Hyde Group, Southbridge, Ma.

Joseph Hayden, Pella Corp., Pella, Ia., was honored by the National Fenestration Rating Council as Dariush Arasteh Memorial Member of the Year.

Eaton Wright and Liv Good are implementing a new wellness program at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Curtis Adding Arkansas Yard

Curtis Lumber Co., Wynne, Ar., will build a new $5-million store in West Memphis, Ar., by next July.

The 32,000-sq. ft. facility will include a full-service Ace Hardware and a drive-thru lumberyard.

Presently, Curtis will also rebrand its Caldwell Lumber yard Wynne to the Curtis name.

RSG Expands In South

Roofing Supply Group, Dallas, Tx., has added new locations in Greenville, S.C.. and Mobile. Al.

Walter Fulmer is branch manager in Greenville; J.J. Fountain has relocated from Atlanta to oversee Mobile.

Tool Retailer Adds DC for Online Sales

Acme Tools has opened a new distribution center in Grand Forks. N.D.. to support its growing Internet sales division.

The nine-acre, 40,000-sq. ft. facility has 20 employees and, with room for expansion, expects to double that number in five years.

"The online marketplace continues to record rapid year-over-year growth rates," said v.p. Steve Kuhlman. "Completion of the new distribution center centralizes our Internet sales operation and increases fulfillment efficiency, which will benefit our web customers and retail operations who expect timely order processing and fast, on-time delivery."

Acme also operates 10 retail stores in North Dakota, Minnesota and Iowa.

For over 90 years, Roy0Martin's wood products have helped you build smarter. 0urTuffStrandr''XL and Eclipse-"'oriented strand board (0SB) enable builders to save time and money through using energy-eificient materials available in a variety of lengths and thicknesses, and our SmartCore '' pine plywood, lumber, and timbers offer outstanding performance and quality. RoyOMartin's OSB and plyrwood are APA rated, and all of our wood products are available Forest Stewardship Gouncil@ (FSC@ I certified. FSC'o certified products are a vital resource for builders seeking Leadership in Energy and Environmental Design"' (LEED! ) certification, recognizing best-in-class building strategies and practices. To learn more about how we can "Build Better. Together," visit royomartin.com.

We welcome your letters to the editor. Send comments to Fax 949-852-023 I, david@building-products.com, or BPD, 4500 Campus Dr. #480, Newport Beach, Ca.92660.

FRrnNp ro BUSTNESS

Since being forced to shutter my second generation family lumber and building material distributorship in June of '10, BPD has become an even more valued monthly periodical than when I was still operating the business. The magazine keeps me updated on issues, trends, moods and products, so I feel more engaged with the industry I love.

Alan Oakes' last two columns ("Two-by-fourish," Oct., p.6; "Hey,I'm Not Dead Yet," Sept., p.6) are particularly germane to our industry and the entire economy. The antibusiness environment of California is truly appalling, but the same attitude in Washington, D.C., is the bottom line reason that housing and, indeed, our entire economy are in the fifth year of a shadow "recovery." It is not possible for the U.S. to have a growing job market, manufacturing index, and overall GDP without a vibrant home construction industry. That just simply isn't going to happen with current anti-business, uber regulatory attitudes from the legislative side. What would the politicians who brought that ridiculous suit against Lowe's have said if, in response. Lowe's closed every store in their jurisdictions and laid off the hundreds of their citizens who depend on that company to feed their families and pay county and state taxes?

Excessive taxation and regulation discourage business origination and expansion. Califomia thumbed its high tax-andregulation nose at Tesla. Well, Texas, Ohio, my state of South Carolina, and others welcome new businesses-and

the jobs they provide-with incentives. Jerry Brown would choke on his tofu to know that last year S.C.'s Republican legislature, under the able, pro-business leadership of Gov. Nikki Haley, passed a law extending a 35Vo tax credit for every dollar invested in new CapEx for businesses expanding in or moving to S.C.! Has it been successful? Wildly so. BMW is adding a billion-dollar expansion to its plant in Greenville. Michelin is having to expand because of BMW, and on it goes.

I don't see conditions favoring the type of strong housing construction we enjoyed coming out of the four previous recessions to take hold in the U.S. for several more years. Onerous federal banking regulation that discourages mortgages, coupled with the lethargic growth of good, high-paying jobs, has socked the millennial age group, who should be first-time home buyers now. We are blessed that our 32-year-old son, although still single, does have a great job and owns a 1,200-ft. condo in a cinder-block-and-stainless-steel building in uptown Charlotte. Many of his college friends are not so fortunate.

So, when conditions do improve, what kind of domocile will the millennial generation seek? I believe they will be forever conservative, remembering their struggles in the down years of their 20's and 30's, and wanting to make as small an environmental footprint as possible. Ergo, Alan's last two "Totally Random" pieces are inherently tied together. Lessen regulation and taxation, business recovers and takes off, and housing construction benefits! I will be a most interested observer to see iust what size and kind of home they build.

Jack Aden, former owner Rawles-Aden Building Products, Petersburg, Va.

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Natural Decking on the Side

UltraShield Naturale by NewTechWood is a proprietary embossing process that produces the most natural looking and feeling composite board in the industry. ideal for both decking and siding.

The material is extremely durable and will not fade. Its 2-5-year warranty also covers labor.

It comes in nine colors, each using a proprietary process that further enhances the natural look.

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A Touch of Glass

Tempered glass railing panels from Wahoo Decks are built to last, while enhancing the view fiom any deck or balcony.

Wicking channels are molded into the bottoms of the brackets, allowing water to drain-

The Wahoo Glass Panel Railing comes with beveled edges, in two tints-twilight or pure-and in 4',5'and 6'kits, straight or stair at 36" or 42" helghts. Each kit includes aluminum top and bottom rails, all hardware, and a post assembly.

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Grooving to Composites

A new channeled profile has been added tct Integrity Composites' Duralife MVP (Maximum Value & Performance) decking line.

The line debuted last year as a "square edge only" product that required face-fastening installation. The new grooved profile offers hidden fastening capability, using the Fastenator hidden fastening system.

I DURALIFEDECKING.CoM

(201) 51 t-0115

Taking Cuts in Tight Spaces

A new reciprocating saw from DeWalt features a compact configuration of the DCS387 to allow users to make controlled overhead cuts and cuts in tight spaces, such as between studs, under sinks, and in corners.

The DCS387 20V Max lithium ion saw is ideal for cutting through a variety of materials, including wood, PVC and various types of metal including studs, conduit, and steel pipe.

Its keyless four-position blade clamp provides the ability to orient the tool according to different types of cuts, while a fixed pivoting shoe provides leverage tbr different applications. Other features include a vanable speed switch for control during cutting applications, and LED light to illuminate the cutting surface and work area.

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Zip-away Geiling

Ideal for exterior soffits, raised decks, and basement ceilings, a new PVC paneling system fromZipUP Ceiling creates a waterproof barrier that enables the space below to stay dry.

The flat, grid-free, non-corrugated ceiling "unzips" for easy overhead access to wiring and plumbing, or for dry-out should there be a water leak from above. Utilizing just 2" of headroom, panels can be installed against an existing unsightly or damaged ceiling without the hassle of removing it.

The system features just five main components, including a main rail, 1-ft.-wide surface panels, and an optional hurricane rail. They come in white or beige, with a smooth or serrated finish.

Sandy Surfaces

TimberTech has added a versatile light tan color, Sandy Birch, to its Earthwood Evolution Terrain Collection of capped composite decking. Its flat-grain surface pattern is designed to resist trapping dirt.

In addition, AZEK Deck Arbor Collection has added a new light color called Hazelwood. With its sleek, yet subtle variegation, the new hue offers a striking, natural shade with earthy richness, which will help camouflage dirt.

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Building Material Suppliers Association will hold its annual building products buying show Feb. 4-5 in Hickory, N.C.

The show will be preceded on Feb. 2-3 by a blueprint reading and estimating clinic presented by WBMA's Casey Voorhees.

Florida Building Material Association will host its 2014 government relations golf tournament Dec. 5 at the Mystic Dunes Resort & Golf Club. Kissimme. Fl.

Northwestern Lumber Association is sponsoring blueprint reading and material take-off workshops Nov. 17-18 in Eagan, Mn.; Dec. l0-11 in Sioux Falls, S.D.; Jan. 7-8 in Des Moines. Ia.: and Feb. I l-12 in Madison, Wi.

Northeastern Retail Lumber Association affiliates will honor Lumber Persons of the Year during their annual meetings this fall.

Central New York Lumber Dealers Association has selected

Jonas Kelly, Jay-K Independent Lumber, as lumber Person of the Year, to be pfesented at its annual meeting Nov. 7 at the Crowne Plaza, Syracuse, N.Y. Salespersons of the Year are Brad Farnham. Reeb Millwork; Len Moscowitz, Holbrook Lumber; and Drew Sienko, Mid-State Lumber. Awards for Outstanding Customer Service will go to Bill Titus, Liverpool Lumber; Darren Leonard, Tully Building Supply; and Andy Stetson, Jay-K Independent Lumber.

Lumber Dealers Association of Connecticut will fete Laurence Laureno, Sanford Hawley, as Lumber Person of the Year Nov. 5 at Aqua Turf Club, Plantsville, Ct., and a day later Massachusetts Retail Lumber Dealers Association will recognize James Baker, Mid-Cape Home Centers, at Demetri's, Foxboro, Ma.

Northern New York Lumber Dealers Association will posthumously honor Stephen Spilman, Morristown Fuel & Supply Co., with its Industry Excellence Award Nov. 12 atThe Gran-View, Ogdensburg,

N.Y. Salespersons of the Year are Rick Maroney, PrimeSource Building Products; Brian Seiselmyer, IKO Sales; and Dave Yergeau, Hood Distribution. Counter Persons of the Year are Travis Taylor, Whites Lumber; Shawn Lashua, Triple A Building Center; and Wesley Cunningham, Charles Garlock & Sons.

NNYLDA's 18th annual bowling tournament is Nov. 8 at Market Lanes, Potsdam, N.Y.

Specialty Tools & Fasteners

Distributors Association's 38th annual convention and trade show is Nov. 9-l I at the Charlotte Convention Center. Charlotte. N.C.

Arauco/SierraPine Kill Deal

Arauco subsidiary Flakeboard America Ltd. has dropped its proposed acquisition of SierraPine's three panel mills in California and Oregon, due to objections by the U.S. Department of Justice.

Arauco and SierraPine jointly and voluntarily agreed to terminate the deal, which was struck in January.

Hardwood Wr€nchil Board Stralghtner &

Hldden Fastenlng Systemt to. Decklng, Sldlng, and tl€s

SOUTHERN FOREST Products Association held its annual meeting Oct. 5-7 in Charleston, S.C. [1] Kerlin Drake, Mike Sims, Scott Vande Linde. [2] Jeff Miller, Huck DeVenzio. [3] Pam & Richard Wallace. [4] Matt Yaun, Ross Lampe. [5] Rob & Mary Alice Girardi, Nick Girardi. [6] Michael Rutherford, Lon Sibert. [7] Keith McGregor, Doug Warstler, Debbie Sand, Gary Fallin. [8] Art Mordecai, Scott Gladysz. [9] Don Woodruff, Anthony Rhodes, Kay Reynolds, Barry Black, Matthew

Ktsanes, Jim Ktsanes, Teresa Taylor Ktsanes, [10] Vernon & Rosalynn Barabino. [11] Tyler McShan, Tom Rice. [12] Steve Singleton. [13] Mark Partyka. [14] Chris Matier, John Rhea. [15] Jim Huffstatler. [16] Kerry & Tami Kessler, Mike Hubbard. [17] Lauren Gee, Ethel Rice. [18] Mary Hubbard, Ben Singleton.

(More photos on next page)

SFPA ANNUAL MEETING (continued from previous page): ['l] Andrea &Joe Kusar [2] Sharon & Jim Krauseneck. [3] J.D & Beverly Hankins. [4] Jeff & Amy Baumgartner, [5] Ben & Vicki Crim. [6] Kirk Forbes, Todd

Kurle. [7] Chuck Casey, Steven Hofer. [8] Terry & Kathy Roberts. [9] Bill Craig, David & Vicky Burns, Thomas Schafer. [10] Harry & Ellen Hardin.

Charles Rex Scott Jr.,52, former executive v.p. of sales for Plycem USA. Atlanta. Ga.. died Oct. 10.

He spent 24 yeas with GeorgiaPacific before joining Premdor, Lawrenceville, Ga., as assistant plant manager in 1999. He joined Arauco Wood Products, Atlanta, as sales manager in 200 l, Masisa USA as director of panel sales in 2004, Plycem in 2008, and was director of business development for TMO Global Logistics, Charlottesville, Va., unril 2012.

Robert P. Thompson, 94, retired president of Thompson Mahogany Co., Philadelphia, Pa., died Sept. 2.

CTASSTFIED

He took over the family business in 1946, until retiring in the mid1990s.

Ladislav E. "Laddie" Havlik.97, former owner and operator of Tampa Lumber & Hardware, Tampa, Ks., died Oct. l5 in Ellsworth, Ks.

Mitchell L. Sanderson. 82, former part owner of Wilcox Lumber, Flora, In.. died Oct. 10.

He previously worked for Barnard Lumber Co., Burlington, In.

Eugene Frederick Neer, 84, former owner of Neer Lumber Co., Liberal, Ks., died Sept. 25 in Kansas City, Mo.

He operated the yard in the 1950s and early 1960s.

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera-ready" (advertiser sets type), $65 if we set type. Questions? Call (949) 852-1 990.

H.A. ttFoxeytt Lowery, 81, former sales manager for Hazlehurst Lumber, Hazlehurst, Ms., died Oct. 9.

After serving in the U.S. Army during the Korean War, he received a degree in forestry from Louisiana Tech. Ruston. La.. in 1961

He worked as quality control manager for several lumber companies in Louisiana and Mississippi, before moving to sales with Hazlehurst in 1984. He retired in 2005.

He served as president of the Mississippi Lumber Manufacturers Association in 2003.

Everett Albert Wakefield, 70, longtime employee at his family's mill, Wakefield & Sons, Harrison, Me.. died Sept. 22 in Harrison.

Send ad to Fax 949-852-0231 or david@building-products.com. Checks payable to Cutler Publishing. Deadline: 1 8th of previous month.

To reply to ads with private box numbers, contact box number shown, c/o BPD, 4500 Campus Dr. 11480, Newport Beach, Ca. 92660, Names of advertisers using box number cannot be released.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8'74-1953, Fax 888-576-8723, email LumberSource@hotmail.com.

National Sales and Marketing Manager - Wood Mouldings

CEDAR CREEK is seeking an aggressive market development leader to expand its wood moulding business.

The successful candidate will have an extensive sales background with all types of wood mouldings, experience in import procurement, and a documented history of accomplishments in past positions. This job is responsible for creating and executing the growth plan for Cedar Creek's mouldings business across the company including strategies, tactics, and key performance objectives by market. Relocation may not be necessary, but ovemight travel is required.

For more information and a confidential response, please email your resume and salary reouirements to mwilson@cedarcreekcom.

Cedar Creek is a $l-billion distributor of building products with locations across the U.S.

TRI.STATE LUMBER CO.

Your Southern Yellow Pine Timber Connection

Specializing in 6x6, 6x8, $€, 10x10 Tel. [562] 862-2t25. Fax 562-862-4900 email jgibson@tristatelumber.net

SHAVERWOOD PRODUCTS

Sarhan Yelkxv Pi ne Ti mba Prduai on 6x6, 6x8, 8x8, 10x10, l2xl2

Relnd Sqvie & Stuage Available

Norfolk Southern Mainline Served Easy Access to l-40 k I-77 Company-Owned Truck Fleet (704) 278-9297 'Fax(704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com

DATE Book

Llsflngs are often submifted months in advance. Always verify dates and locations wrlh sponsor before making plans to attend.

Lumber Dealers Association of Connecticut - Nov. 5, annual banquet, Aqua Turf Club, Plantsville, Ct.; (518) 286-1010; www.nrla.org.

Massachusetts Retail Lumber Dealers Association - Nov. 6, annual meeting, Demetri's, Foxboro, Ma.; (518) 286-1010; www.nna.0rg.

Mid-America Lumbermens Assn. - Nov. 6.7, annual Fall Fling, Hilton Promenade, Branson, Mo.; (800) 747 -6529; themla.org.

American Lumber Standard Committee - Nov. 7, annual meeting, Scottsdale, Az. ; www.alsc.org.

Central New York Lumber Dealers Association - Nov.7, annual meeting, Crowne Plaza, Syracuse, N.Y.; (518) 286-1010; www.nna.org.

APA-The Engineered Wood Association - Nov. 8-11, annual meeting, JW Maniott San Antonio Hill Country Resort & Spa, San Antonio, Tx.; (253) 565-6600; www.apawood.org.

Northern New York Lumber Dealers Association - Nov. 8, 18th annual bowling tournament, Market Lanes, Potsdam, N.Y; Nov. !!, alnqal meeting, The Gran-View, Ogdensburg, N.Y.; (518) 286-1010; nrla.org.

Specialty Tools & Fasteners Distributors Association - Nov. 911, annual convention & show, Charlotte Convention Center, Cha rlotte, N. C. ; (800) 352-2981', www. stafd a. org.

Northwestern Lumber Association - Nov. 10.12. heritaoe roundtable, Rochester, M n. ; (888) 544-6822; www. nlaisn.org.-

Lumbermens Merchandising Corp. - Nov. 11-12, forest products & building materials expo, Maniott Downtown, Philadelphia, Pa., (61 0) 293-7 1 21 ; www. I mc. net.

NAWLA Traders Market - Nov. 12.14, sponsored by North American Wholesale Lumber Association, Hyatt Regency, Chicago, ll.; (800) 527 -8258, www.nawla.org.

Rhode lsland Lumber & Building Material Dealers AssociationNov, 14, annual meeting, Crowne Plaza, Wanryick, R.l.; (518) 286-101 0; www.nrla.org.

Western New York Lumber Dealers Association - Nov. 14, annual meeting, ARTlSANworks, Rochester, N.Y.; (518) 286-1010; www.nna.org.

Northwestern Lumber Association - Nov. 17.18, blueprint reading & material take-off; Nov. 19, contractor sales class, Eagan, Mn.; (888) 544-6822; www.nlassn.org.

North American Building Material Distribution AssociationNov. 18-20, ioint annual convention with National Association of Floor Covering Distributors, Sheraton, Dallas, Tx.; (S88) 7477862; www.nbmda.org.

lllinois Lumber & Material Dealers Association - Dec. 2, board Christmas dinner, Hilton, Springfield, ll.; Dec. 3, board meeting, Springfield; (800) 252-8641 ; www.ilmda.com.

Wallace Hardware - Dec. 2.4, fall market, Convention Center, Gatlinburg, Tn.; (800) 776-0976; www.wallacehardware.com.

Construction Suppliers Association - Dec. 4-5, blueprint reading & building material take-off, CSA Hq., Tyrone, Ga.; (678) 6741860; www.gocsa.com.

Florida Building Material Association - Dec. 5, government relations golf tournament, Mystic Dunes Resort & Golf Club, Kissimmee, Fl.; (352) 383-0366; www.fbma.org.

Northwestern Lumber Association - Dec. 9, introduction to building material sales seminar; Dec. 10-11, blueprint reading & material take-off, Sioux Falls, S.D.; (888) 544-6822: www.nlassn.org.

Midwest Roofing Contractors Association - Dec. 10.12, annual conference, Gaylord Texan Resort & Convention Center, Grapevine, Tx.; (800) 497 -6722; www.mrca.org.

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Adding Local Flavors

ADVERTISERS Index

Great food, artistic creativity, and lots of fun are highlights of New Orleans, La.-so a dealer there does its best to encourage all three.

Mary's Hardware has been a fixture in the city's historic French Quarter since 1982. In 201l, the store relocated several streets away and changed its affiliation from True Value to Ace Hardware. The new location, built in the 1840s as a family home, has two stories and about 8900 sq. ft.-double the old store. To fill the space, owner John Wood and store manager David Blaszak listened to customer requests and brought in merchandise not usually found in hardware stores.

"We brought in items local customers want to buy," says Blaszak. "We like to be known as the friendly neighborhood store that really listens to customers."

For example, Mary's fills its second story with a wide variety of high-quality cookware and knivesperfect for local chefs and serious cooks. Also upstairs are cooking supplies such as gourmet condiments, olive oils, jams and jellies, and other nonperishable delicacies. A once-a-month knife-sharpening event helps keep those knifes-and other tools-in top shape.

Another section of the second floor is devoted to the well-known New Orleans passion for Mardi Gras parades-specifically, the Barkus Parade for dogs and their owners, both in festive costumes. Now in its 35th year, the parade always kicks off across the street from the store.

"Our Barkus Room was created as a meeting place for the group that plans each year's event," Blaszak says. "It's also available as a meeting room for other community groups." The room also has a big collection of parade memorabilia, so it's open to all store visitors.

Downstairs, in addition to the usual hardware merchandise, local artists can stock up on art supplies from various manufacturers. Another section carries shutters, latches, and other hardware needed for restoration of the French Quarter's many historic homes. Although the most popular items are in-stock, customers can also special-order items from catalogs.

Since many French Quarter residents don't own cars, the store has phone numbers for another area specialty: pedicabs. Once customers and purchases are loaded inside, both get a ride home in real New Orleans style.

Fasco America [www.fascoamerica.com]............................,,......37

Great Southern Wood Preserving [www.yellawood.com]....16A-B

Kearns & Co. [www.kearnsplywood.com]..............,.......,.,...........34

Kop-Goat [www.kop-coat.com] .............. ,........,...13

Koppers [www.koppersperformancechemicals.com] ..,...,.C0ver I

LTG Inc. [www.lbrtimber.com] .............. ....,.........45

North American Wholesale Lumber Assn. [www.nawla.org] ...,,11

NyfoBoard [www.nyloboard.com].............., .........27

PrimeSource Building Products [www.primesourcebp.com] .,,.30

Quality Borate Co, [www.qualityborate,com] ..............................40

Roseburg Forest Products [www.roseburg.com] ...........,..,..,,..,.15

RoyOMartin [www.royomartin.com]

Screw Products [www.screw-products.com] ...,.,........................38

Shenrood Lumber [www.sherwoodlumber.com]................,.........4

Simpson Strong-Tie [www.strongtie.com],.....,................21, 23, 25

Snavely Forest Products [www.snavelyforest.com] ...............5, 19

Spartanburg Forest Products [spartanburgforestproducts.com].43

Stringfellow Lumber [www.slco.com] ....,..,..,..,..36

Swanson Group Sales Co, [www.swansongroupinc.com]....,,...35

Tri-State Lumber [www.homanindustries.com]................,.....,...,30

TruWood-Collins [www.truwoodsiding.com] ...........,..............8A.8

Viance [www.treatedwood.com]

Western Forest Products [www.westernforest.com] ..................28

19

Weyerhaeuser [www.weyerhaeuser,com]..,,......................Cover lll

Woodbrowser [www.woodbrowser.com] ..........,..,.......................39

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