Building Products Digest - December 2010

Simpson Strong-Tie continues to look for ways to simplify the installation of wood and cold{ormed steel trusses

Our new line of spacer restraint, diagonal bracing and hip-end purlin connectors are designed to eliminate steps that add time and expense to the yob. The adjustable AHEP connector is a structural purlin that also serves as lateral restraint. lt attaches at the leading edge of step-down hip trusses and eliminates the need for drop top chords and fillers. The TBD22 diagonal truss brace offers a time-saving alternative to traditional diagonal bracing

The TSBR and S/TSR truss spacer restraints capture the on-center spacing of wood and cold{ormed steel truss chords and webs, and laterally restrain truss members, allowing quicker, easier and safer installations.

For more information about the AHEP, TBD22, TSBR and S/TSR connectors and all of our truss solutions, call (800)999-5099 or visit www.slrongtie.com/truss.

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TOHtDt Random

By Alan Oakes

Here we go?

firtnsr. I wnNr ro sTNCERELv rHANK you for all the comments, emails and phone calls I

received regarding my October column ("Which Way Are You Leaning?"), which became the most commented-on article I have written in my almost l0 years. As I told everyone,I hesitated to write such a column and rewrote it a number of times. I appreciate your lUOVo favorable feedback.

Since then the election was held and the results are well known. We might agree that the result was less a support for one party and more an assessment of the other. But, we all know that it will require more than words from our "career" politicians to turn the corner. It is time for leadership and brave decisions that are in the best interests of the country as a whole. We cannot afford gridlock for two years. We need action that works, and does not feed an agenda the American people do not want.

The economic uncertainty, anti-business climate, and feeling that our hard work and investments will go unrewarded must be reversed-and quick. Get us back to what we do best-creating products and opportunities, and taking risks with our capital.

As individuals, the reality is that our average earnings have continued to drop and will continue to do so unless we find ways to create real jobs and keep manufacturing jobs here at home, jobs that pay well, not barely above minimum wage. How many of you are earning less than you did five years ago? Where do we go as a nation if that trend continues? We need to keep manufacturing here FULL STOP.

Interestingly, after writing that column I was overseas and, like you on your TVs, watched the riots in Paris as unions fought to keep the retirement age at 60 instead of62. I saw first-hand the blight of the economy in Spain.In the U.K.,l witnessed the government announce severe cuts to benefits in the largest austerity program since World War II and an increase in the retirement age. Even as I write, there are riots in the U.K. over the increase in student fees (until they come here, they will never realize how lucky they are in what they pay). European govemments are finally realizing that benefits need to be controlled, that there is massive abuse. and that the costs are unsustainable.

While in Europe, I read examples of some families "earning" unemployment benefits of up to $150K a year. lt doesn't leave much incentive to look for ajob when you can get that. I think the big fear we in business have had is that we may be heading for the same thing here in the U.S. It has also been interesting to note that the only major country that did not implement a stimulus program in 2008/9-Germany-has today the strongest economy in Europe by far and arguably the strongest manufacturing base. Having been to Germany many times, I've found it to be one of the two most discerning consumer bases of Europe, which still yeams to buy quality and is prepared to pay for it.

That being said, I have just returned from NAWLA's Traders Market. It's always one of the best events of the year and was even more so this year. A good crowd, up on last year. Frankly, the mood was tremendous. lt was like the light switch had been flipped. I heard only optimism for the first time, for a long time. We all know nothing immediately changed election night, but overall believe we are at the bottom and the only way now is up. It confirmed to me what I have been saying for months: that what we need is a dose of optimism throughout the country, at all levels, positive news out of Washington, and policies that give the business community encouragement to keep jobs here. I came away from Chicago pumped up and raring to go for 20l | Want to join me? Let's make it a trend.

Lastly. as we come to the end of another difficult vear. I want to thank the manv companies that have allowed us to continue our 88 years of serving this industry. The many companies that have advertised with us have allowed us to be -rr. the only magazine serving the wholesale and retail communlties to publish each and every month. My colleagues here at BPD thank you not only for your business, but also for the many friendships cultivated over many years. To you, our readers, we appreciate your loyalty to our publications and the many kind words and letters we receive during the year. We all know these past few years have not been kind to many, with many fine people and companies fbrced out of the industrv. I can onlv sav that we will continue to offer all we can to keep you abreast of all that is happening in our industry, to help you run your business more effectively and profitably.

To you and your families, Merry Christmas, Happy Holidays, and a successful and healthy New Year. See you in 201 l. Here we go!

Alan Oakes. Publisher aioakes@aol.com

BPII

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By Mike Petinge, AbelWomack Inc.

Pick the right lift truck

[tnvlNc ro FoRCE a single type of lift truck to work in I. every process required by LBM warehouses and distribution centers will result in lost productivity and frequent maintenance, which can lead to downtime. Selecting the right truck for the job optimizes productivity, efficiency and, ultimately, costs. To ensure the right trucks are being used in specific applications. it is important to consider the capabilities of various lift trucks and ensure those capabilities are tailored to efficiently meet material handling needs.

Sit-down counterbalanced lift trucks offer versatility and large load handling capacities that make them efficient and productive in dock environments. They are flexible for use with both standard pallet sizes and long loads, such as lumber. To further facilitate the handling of many products with varying sizes, these trucks can utilize various attachments-such as slip-sheet attachments to handle non-palletized loads, roll and carton clamps, and boom attachments that allow the truck to act as a mobile jib crane for access from the top of non-palletized loads.

Sit-down counterbalanced lift trucks are ideal for moving products and pallets from dock to storage areas, and can be used to pick loads from racks up to 340 inches.

Stand-up reach trucks, with capacities in excess of 4,500 lbs. and a reach as high as 444 inches, handle large loads at greater heights. Their ability to handle products stored in higher racks means warehouses can increase storage space by storing products higher off the ground instead of adding racks or using floor space for storage-vital for maximizing the use of an existing warehouse footprint. Reach trucks are ideal for palletized loads, such as windows, insulation, shingles, flooring and some hardware.

Four-directional reach trucks can travel in four directions, eliminating the need to perform right-angle turns. This makes the trucks extremely maneuverable, even when handling long or wide loads such as pipe, lumber, furniture or carpet. In addition, because the trucks can travel sideways within aisles, facilities can reduce aisle width and better utilize the available warehouse soace.

Four-directional trucks handli standard pallets and include an auxiliary carriage option to add forks for greater stability when handling long loads like mouldings and trim.

Sideloaders are uniquely designed to move long or bulky materials, such as bar stock, tubing, laminates and plywood sheets, in very narrow aisles, helping to maximize space optimization. They also offer a robust lifting capacity of up to 10,000 lbs. and can handle loads up to 26 ft. long.

Sideloaders are ideal for stocking and picking long or bulky materials within aisles and moving them to another location within the facility where they would typically be transported by another lift truck, especially if the long loads need to be transported through narrower doorways.

Orderpickers enable the operator to be lifted with the

lift truck to pick single or packaged loads. Since operators can pick loads at higher levels, facilities can store products for orderpicking from floor level up to 390 inches. Orderpickers are ideal for putting away and picking cases and cartons to fulfill orders. They can be used for picking smaller items, such as hardware or smaller component parts that may be needed for order fulfillment for retail.

Facilities also can choose to mount pick carts on the forks of an orderpicker, which facilitates picking methods by allowing the operator to easily sort and pick multiple orders because the carts ale compartmentalized. These carts can be configured to secure longer loads as well, such as windows and glass. Orderpickers can be configured with a larger operator platform, giving operators more room to work, and longer forks to accommodate longer loads.

Tow Tractors, designed for horizontal transportation of carts that hold various size loads, feature towing capacities up to 10,000 lbs. They typically are used for batch orderpicking and horizontal transport of products that can be placed into carts and then moved within the warehouse or distribution center, making them a cost-effective solution for moving materials from one area to another.

- Michael Petinge is vice president of sales for Abel Womack, Lawrence, Ma., an authorized sales and service center for lifttruck manufacturer Raymond Corp. Reach him at (978) 989-9400.

.U

Northea up historic renovation

felr ABour TURNING lemons into I. lemonade. Manv dealers are finding that a slower ".ono-y allows time for much-needed upgrades and improvements.

This was the case at Sanford & Hawley, a 126-year-old pro dealer with locations in Unionville. Avon. Manchester, and Unionville, Ct., and Springfield, Ma. The chain installed a new company-wide computer system and undertook extensive renovations of its oldest location. in Unionville.

"The actual amount of warehouse space was virtually unchanged, old to new," said president Bob Sanford. "The big difference was that the amount of materials and items we are able to stock increased considerably with the new storage systems from

Sunbelt."

According to Sanford, the renovation took just l4 months, from concept to completion, even though construction occurred during a particularly harsh winter. "Because of the economy, there were nowork delays because everyone was available," he said.

The centerpiece of the Unionville location is a woolen mill built in 1800, which became the company's first retail store four years later. It sits beside a brook that once supplied water-driven power to the mill. As the business grew, several storage structures were constructed on the I .4-acre site. During the 1980s and 1990s, two nearby homes were purchased and repurposed for storage and offices.

Homeowners from ll nearby homes were initially opposed to the company's plan to replace five of the older buildings with a new steel-sided, drive-through warehouse. Of particular interest was one of the re-purposed homes, which had been built by Sanford's great-grandfather in the 1890s and later served as the office of Service Agency Insurance.

To coordinate with the design of neighboring homes, architect Jack Kemper specified simulated, dividedlight windows from Koltech and lowmaintenance, cellular-PVC clapboards and shiplap siding from NuCedar for the new 54'x195' warehouse. The historic home used for offices was moved to a new spot beside the warehouse's

anll'

NEW WAREHOUSE and up-to-date storage systems, including exterior cantilever racking, brought 1 26-year-old dealer into the 21st century.

HISTORIC HOME was moved and renovated, to serve as office space.

entrance and remodeleG.

Inside the single-aisle warehouse, Sunbelt installed its PowerBin automated lumber-storage system, with mezzanine and catwalk access to upper bin levels; rack storage for drywall and palletized products, and Aframe racks for moulding and trim. On the outside wall of the warehouse. 160' of five-tier cantilever racking was installed for lumber.

"Sunbelt also provided layout and product slotting to maximize storage capacity, reduce damage to products due to excessive handling, reduce labor cost and requirements, and provide a neat, clean, safe display of products," explained Sunbelt v.p. Parris Stapleton.

During construction, fiber optic lines were installed so all the buildings were tied into the company's new Progressive Solutions software. The computer system also controls a new wireless network with hand-held tablets to simplify order fulfillment.

Sanford said. "Contractors love the convenience of the new system," which allows barcodes to be scanned in the warehouse so sales orders can be printed at the end and invoices automatically emailed to customers.

Just six months after completion, everyone seems more than pleased with the entire project. Just last month, the Home Builders Association of Connecticut recognized the renovation as the best adaptive reuse of a historic structure in the whole state.

"The renovation made efficient use of a tiny parcel in a developed downtown area that abuts residential neighbors," said Sanford. "We are very proud that we were able to stay in the spot that has been our home for 126 years."

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RACK SYSTEMS from dealer's new warehouse.

Gross-lam panels come to America

f\ et READY To welcome the latest lr.Iengineered wood product: crosslaminated timber panels. The lightweight panels are assembled from boards made with small-diameter or low-grade timber, which are stacked together atight angles and then glued over their entire surface.

The result is an exceptionally strong product that retains its static strength and shape, and allows the transfer of loads on all sides. It can be used to build anything from singlestory homes to multi-story office buildings-lessening or eliminating the need for concrete and steel, even in large structures.

Although CLT panels have been produced and used in Europe for more than a decade, they made their U.S. debut just last month-in a 78-ft. bell tower in Gastonia, N.C.

The tower, which is constructed of 70 ft. of pre-fabricated CLT panels above a three-foot concrete foundation. is the brainchild of Sustainable Cross Laminated Technologies LLC,

Asheville, N.C., and White Fish, Mt. The company was formed earlier this year to initially import CLT from Europe and eventually produce it here.

"We intend to serve as the nation's leading provider of CLT l' said Steve Cochran, SCLT chief sustainability officer. "From an environmental standpoint, the availability of this product in North America is a huge step forward in sustainable development."

Although the 4'x4' panels were imported from Austria, SCLT hopes to begin producing CLT at its White Fish plant by the middle of 2011.

"Wall, floor, and roof elements will be pre-fabricated in our climate-controlled facility, then transported to building sites for rapid assembly," said Pete Kobelt, director of sales and business development in the West.

"CLT panel construction will transform construction methods and materials in North America."

WoodWorks, a program created by the Wood Products Council to encourage non-residential use of wood, pro-

CLT PANELS in the interior of a nine-story apartment building in England, the world's tallest residential wood structure. (Waugh Thisleton Architects)

vided technical assistance for the project. "We believe this tower is the first of many CLT projects across the U.S.," said national director Dwight Yochim. "It will demonstrate the environmental, performance, and cost benefits of this unique building product."

Last year, WoodWorks introduced CLT to U.S. designers through seminars led by Andrew Waugh. He's the architect who designed the world's tallest residential structure-a ninestory apartment building in Britain that's won several wood-use awards.

Named the Stadthaus, the building has 29 apartments, for both private and affordable housing. Each of the CLT panels was prefabricated, including cut-outs for doors and windows, by KLH of Austria. When the panels arrived onsite, they were craned into position. allowing the nine-story building (eight stories of CLT over one story of concrete) to be constructed in just nine weeks.

In Gastonia, construction of the tower took iust davs. "The tower is

12'xl2' and utilizes 4' panels of varying lengths, which are prefabricated at the manufacturing facility and assembled onsite," said architect Michael DeVere, who also co-directs architecture design and research at SCLT. "Because of CLT's light weight, the concrete foundation could be substantially smaller than would have been necessary to support a tower built of steel or concrete."

APA-The Engineered Wood Association is sponsoring the introduction of CLT in the U.S., with a 29member committee that has been working toward CLT performance standards all year. Tom Williamson, who chairs the committee and heads a timber engineering firm in Vancouver, Wa., said that APA hopes to have a first draft by January 201 l

"The bell tower in North Carolina is just the beginning," said DeVere. "Given its environmental. structural. and economic benefits, we believe that CLT's acceptance in the U.S. will be swift and endurinp."

CLT PANELS were used to construct the world's tallest wood residential structure, a nine-storV apartment building in London, England. (Photo by Waugh Thisleton Architects)

BELL TOWER was constructed of 70 ft, of CLT panels over a 3 ft. concrete foundation in iust davs

By Carla Waldemar

Turning the corner

fN 1946. rwo GIs RETURNING from the battlefields of lEurope-brothers Abbott and Harold Wiley, farm boys from upstate New York-found jobs hard to come by back on the home-front, so they signed on at the local feed and coal company and felt themselves lucky. Luck, paired with hard work and ambition, paid off, and pretty soon the brothers bought the owner out.

When the passing railroad called it quits, they did, too, and moved the operation to a 13-acre site in Schaghticoke, New York, where today Wiley Bros. still flourishes.

Well, that's a bit of an understatement. Last year the outfit was named PRO Hardware Retailer of the Year by its co-op, the Toledo, Oh.-based Bostwick-Braun Co., and then went on to become a finalist for the outfit's 2010 Paul L. Cosgrove Memorial Award, presented to retailers in recognition of superior commitment to the principles and ideals of effective hardware merchandising.

Today, the family-owned business is run by Abbott Wiley's nephew, Timothy Wiley, vice president/treasurer, who oversees customers and products, and president David Moore, who, as he humbly puts it, "runs the programs."

Moore is another of those accidental participants in our

industry. Wandering over for a summer job in 1975, he was hired with the mandate, he recalls, to "straighten out the books." (He's still trying to get them straight, he jokes 35 years later.) "When you've finished school, come back and see us," they invited. He did, and the rest is-well, you know the saying.

With Moore in the driver's seat, the company has turned a few corners. Ask him what's changed, and he's ready. "A couple of things," he begins, starting with the product mix: "less wood, more PVC and vinyl and everything that goes with it."

Customers have changed, too, he observes. "They're much more knowledgeable, both in the retail sector and the pros. They're now telling us, rather than asking for, guidance, as before. They've done their research and they know what they need for a project. Also," he adds, "the turnaround time has to be quicker, which makes a big difference. We've added more people and gone with vendors who are more timely in their delivery, vs. cheaper; we've moved to vendors we can rely on to keep to their delivery times. And we've updated our technology-definitely!particularly when it comes to quotes and take-offs. Plus, driven by customer feedback, we recently bought a boom truck. We heard that others were doing deliveries that way and didn't want to lose the business."

There's still no tacked-on fuel-supplement at Wiley, however. "The 'free' delivery cost is built into the original pricing so that a customer isn't faced with surprises, making it easier for him to predict expenses without incurring any penny-pinching effect on our part," Moore explains.

Services have expanded, too, and include everything from repairing broken window screens and cutting keys to wash pump repair and installation and a rental servicewhich, Moore agrees, is not a cash cow, but rather a customer convenience, allowing folks to try before they buy.

Wiley's customer mix is a healthy 60140, and that's exactly the way Moore likes it. "We try not to specializejust handle what our customers want and help them on their projects." And that fuels the operation's staying power, enabling them to withstand the onslaught of the boxes, 12 miles away. Not only just l2 miles, but stationed right smack on the highway commute from Albany, where many of the town folks work-"so, if they need something in a hurry, they'll stop at the boxes on their way home. But if it's something they're thinking over-a bigger purchase-they'll come in here first," he maintains.

Moore has faced up to this fierce competition by sharpening the entire business operation, starting with the margins. "We've adjusted prices so that they're in the ballpark,

CUSTOMER SERVICE earned Wiley Bros, 2010 Retailer of the Year honors from its co-op, PRO Hardware. (Leftb nght) V.p. Tim Wiley, president David Moore (with award), Jeni Barton, Don Barton, Randy Eddy.

if not the lowest (we don't claim to be the lowest). The purchasing power we gain as a PRO Hardware member helps keep us competitive without having to invest a lot of upfront money," he explains. "Plus, we provide better service. At the boxes, you never get the same employee twice, so you have to explain your project two, three times, which is a little frustrating.

"We've also worked to clean up our [in-store] presentation." In the process, Wiley also has examined its SKUs and made some transitions to keep up with the times, adding, for instance, more air nailers, electric guns, air guns. "Hand-nailing has gone down tremendously," Moore notes.

Foreseeing and acting on customers' needs is what singled out Wiley for the PRO award, he opines: "I think it's based on two things: one, maintaining and growing sales in hardware, and two, a partnership in every program that goes on."

Okay, Dave, easy to say but not so easy to do: How did you grow those sales? "Two things happened," he responds. "Last year, more people that had shopped at the boxes came back to us as the shine wore off. Plus, we made a concentrated effort to suggestive-sell the hardware systems with other orders. If they came in for lumber, we'd ask, 'Do you need X with that?' Customers appreciate that, too, to keep them from running back in the middle of a project.

WILEY intentionally doesn't specialize-but rather provides what customers want.

employees, most of whom have been on the payroll over 15 years. "If we find a good person, we hire 'em, even if we don't have a job. We can't let 'em get away. And if I need to hire someone, I never run an ad; I just put it to the employees to find someone. They tend to know how someone will fit in."

And clearly, the crew likes it here. Wiley, says Moore, pays fair wages and extends good benefits, including flex schedules that allow parents to catch their kids' football games, or whatever: "We cover for each other."

Wiley also is respected as a good corporate citizen in this small community 20 miles north of Albany. "We support 80 organizations a year, both with money and with materials," Moore documents. The company also awards the Abbott J. Wiley Scholarship each year to a promising student enrolled in the construction technology program at a nearby community college. "Two reasons," Moore elaborates: "One, it honors our founder. Two, it's an investment in the continuation of this industry, feeding more people into the field-our future customers." Also as payback, and just because it's time, Moore will step up to serve as chair of the Northeast Retail Lumber Association next year. "To keep up the strength of an organization, you've got to participate," he believes. And he's one to put his money where his mouth is. Look for him working toward the future by lobbying his Congressional reps during NLBMDA's annual Washington conclave.

"Yes, a contractor can certainly find things cheaper [elsewhere], but labor is such a big part of the job cost that he can't afford to have his people idle because of some rejected product. The quality of our merchandise is a big factor in how we do business."

And that's at the crux of Wiley's continued success. "What we do-and this is very important with our builders-is get them what they need when they need it. By working with somebody more than once, we can come to know what to expect and be ready."

Which boils down to the R word: relationships. "I really do believe that's the starting point," Moore asserts. "You get them to trust you; then they'll open up and give you more orders.'Get this for me!'they'll say.'I'm tired of dealing with X, and I don't care if it costs more."'

So-what it takes is good stuff, and good staff. Wiley's got the latter, too. There's little turnover among its 20

And, yes, there is a future, according to Moore's vision. Sure, the economy stinks-no one's building-but Global Foundries, a computer chip company, is starting up down the road, which means people moving in, which means people needing houses. In the meantime, "a couple things happened. When things slow up. you've got a few more minutes to examine your operation: Do you have the right product mix? The right price point? We found that some things hold true despite the recession: People want quality." And Wiley is prepared to deliver.

Carla Waldemar cwaldemar@comcast.net

PROMPTED BY requests from customers, the dealer recently acquired a boom truck.

Be wary when buying used lumber racking

ftuaNrs ro a recent spate of lumberyard closures, an I increasing number of auctions have been selling off used racking systems. Certainly, the initial price tag cin be significantly lower than buying new lumber racks. And, the buyer receives the racking immediately, without waiting for it to be engineered and built.

But are there hidden costs or dangers?

First, know that cost savings are highly variable, as well. According to Doug Taylor, K&S Services Group, Duncan, B.C., "The cost savings, depending on where you live and what the laws are, can be huge or very small. You can save as much as 707o of the cost of the racking or as Iittle as 5Vo.lf you are in an area that must have all racking engineered before being installed, this can run up your price to where your saving is very little. And, if you go ahead and stand it without the engineering, they may make you take it down, have it engineered, and then re-install it."

Clint Darnell, Sunbelt, Alpharetta, Ga., warns that it can be difficult to ensure second-hand racking is code compliant. "Most municipalities are now requiring permitting and engineered plans with racking systems. If you have purchased a system that does not have the documentation behind it, you will have to generate these documents with a third-party engineer. This will be added time and expense and negate a percentage of the savings you initially real-

ized with your purchase."

An even greater danger, says Damell, "is purchasing a system that has been designed for a certain application, and reusing it in another way that it was not designed for. For example, sheet goods rack and roofing rack are different capacities, and if you try to put heavier pallets in a system designed for a lesser application you will run into some safety issues."

When buying from a liquidator, the seller is usually not a racking expert. "The seller doesn't always know what he is selling, and the buyer doesn't know what he is getting," says Jerry Ritz, Auto-Stak Systems, Westwood, N.J. "Not all manufacturers stamp the capacity into their products. You can have two 5" beams with different capacities. But they are both 5". Most of the problems stem from the fact that the buyer usually settles for something that might do thejob because they think they got a deal."

Ritz can cite several near-disasters involving misapplied used racking. At one yard, he recalls, "it was a used drivein rack. The rack collapsed. Fortunately no one was injured, because it happened during the night. The system was designed for a different size pallet. The customer's pallets were smaller and only caught the edges of the pallet rails. They should have been told to use a slave pallet the size that the system was originally designed for."

K&S's Taylor advises buying used racking only from someone who knows the products and knows if it must be engineered. "You may end up with a product that is not compatible with your current system, or the frames and beams may not be compatible with each other, and this will become a major safety issue," he says. "Make sure you look for any damage to the racking or the welds. Many dealers say it is okay, but it is very unsafe, an engineer will not pass it, and, again, you are out all that money. If you are dealing with a reputable racking supplier and they carry used, you should not have any problems with this. Most used racking from them is inspected and refurbished."

Sunbelt's Darnell suggests all used racking be inspected by an engineer for cracked welds, excessive rust, and other signs of wear and tear that can decrease durability and capacity before putting it into service.

When you add in these other expenses, hassles, uncertainties, and possible absence of a factory warranty, Darnell says, "the savings for used rack are often not that great-maybe l0 to 207o.That typically isn't enough to iustifv the risk."

exactly what you're getting when buying used LBM racking.

By fames Olsen

The turn arou

QnI-es rs A cuRrous calrE where it doesn't matter how Llmany we miss. only how many we make. A fantastic way to create more "yeses" is to get more "nos." Many underperforming salespeople are so afraid of the no they will never get to enough yeses.

The second problem is that these sellers don't know how to construct dialogue to end up in more yes/no conversations versus maybe or service (only) conversations.

How can we construct dialogue?

The Turn Around

There are many places in the sales process where we can use the Turn Around to create yes/no (sales) conversations.

Customer: When can you ship?

Quotron: Two weeks.

Customer: Thanks, I'11 let you know...

This quotron is dispensing information. We can give our customers information, but we must make information exchange a two-way street. In most cases our information is a large part of our value proposition. I am shocked how many salespeople give information away for free. I'm not saying that customers and potential customers aren't entitled to our information; but if our information helps them, then they should help us back.

Psychologically speaking, our customers will value our information (and us!) if we treat our information as valuable. How do we treat it as valuable? We make the process of getting our information a sales situation using the Turn Around.

Customer: When can that ship?

Us: When would you like it to ship?

Customer: Two weeks.

Us: If I can ship in two weeks, do we have an order?

Or...

Us (assuming the order): We can do that. What's your order number?

Struggling sellers feel this approach is too bold. It isn't. Why is the customer asking the question? Because they want to shop or buy. If they want to shop without buying from us, they are wasting our time. If we are a (real) potential supplier, why not ask for the order?

This technique can (and should) also be used when we don't know the answer:

Customer: Can you ship one for quick, ship another in two, and two more in four weeks? And can we alternate the tallies?

Us: If we can get that done, do we have an order?

The quotron will scurry off and spend half a day working on logistics, etc., and come back:

Quotron: Whew! We can do it.

Customer: Thanks. I'll let you know.

Dispensing information without using the Turn Around leaves us in a non-yes/no conversation, gives us nothing to sell to, and creates an unquestionable potential for time wasting.

Thatts a Great Question

Customer: John, can your company do a VMI program?

Quotron #/: Yes. sometimes.

Quotron#2: No

Master seller: That' s a great question, Susan. Why do you ask?

Customer: We just picked up a huge contract and will need a partner to help us service our customer's needs."

The first two sellers have answered the question without finding out the need behind the question. They are selling (servicing) blind. The master seller finds out the need behind the question and now can strategize how to get the business whether his company does VMI programs or not.

When we use the Turn Around in our sales approach, our customers will stop using us as information dispensers and start treating us as supply partners. If we act as if it is okay to pull valuable information from us without buying, customers will continue to waste our time.

But I have to service my accounts, don't I? Yes. We absolutely have to service our customers, but we must sell them while we service them. When customers come to our bar and order a martini, they cannot have it with vermouth only (service); we are also going to add some spirits to that cocktail (sales). If they want a vermouth-only cocktail we must direct them elsewhere. We cannot service our way to the top of a sales business.

There is little friction in a quotron's life. Managers, beware! Quotrons hide behind service work because they don't wctnt to do sales work. Salespeople take nos. They negotiate. They wrangle and deal with the non-partner-type customer who does not respect salespeople's time. They also use the Turn Around and sell more.

James Olsen Reality Sales Training (503) 544-3572

james

@realitysalestraining.com

Maine LBM Suppliers Merge

Five-unit Viking Lumber, Belfast, Me., is merging with five-unit Rhoades Building Products, Holden, Me.

Named Viking Lumber, the merged company will employ nearly 200 workers at its l0 yards.

"This merger presents a great opportunity for the combined company to better serve the expanded coastal community," said Viking president David Flanagan.

The Flanagan family, which launched Viking in 1944, will share ownership with Chris Rhoades, who began acquiring his yards in 2004.

Texas' MJB Adds Power Tool, Equipment Division

MJB Wood Group, Irving, Tx., has launched a new division, MJB Supply, specializing in the sales, marketing and distribution of power tools and equipment throughout the U.S.

"We bring the strengths of our people, products, and technology to MJB Supply," said Joe Caldwell, president and c.e.o. of MJB Wood.

Buzz Burton will manage the new division, which is exclusive distributor for all products manufactured by Harrier Industries, a leading manufacturer of air compressors and tools.

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Homestead Building Supply, Brookings, S.D., has sold its Frazee, Mn., lumberyard to John P. Olson, Kent Ketter, and Jon R. Olson.

Builders FirstSource, Dallas, Tx., closed its yard in Beaufort, S.C.

E.C. Barton & Co., Jonesboro, Ar., this spring opens its 59th Surplus Warehouse in Wilmington, N.C.

Buttolph Lumber, Jamesville, N.Y., has relocated to Wickes Lumber's former 9.4-acre property in Schroeppel, N.Y., allowing ample room for future expansion.

East Coast Lumber & Supply Co. has converted its flagship itore in Fort Pierce, Fl., to Ace Hardware affiliation.

Taylor Hardware, Dayton, oh., has closed after 63 years.

Smith-Moore-Williams, Bonham, Tx., has closed after 109 years, auctioning off its remaining hardware inventory and fixtures Nov. 13.

Ace Hardware & Contractors Supply, Fairmont, w.V., will open a 10,000-sq. ft. location in Kingwood, W.V., in January.

Owner Monty Burdoff was lured to Kingwood, in part, by the closure last fall of Naylor's Hardware.

Clark's True Value HardWEIO, Rockledge, Fl., has filed to liquidate under Chapter 7 bankruptcy.

Sunshine Ace Hardware renovated its store in central Naples, Fl.

With over 2 million acres of vital forestland, Nordic is certified under internationally recognized standards ISO 9001, ISO 14001 and the Forest Stewardship Council.

Nondic's ongoing commitment to sustainable forestry means investing in advanced manufacturing prcce ses to keep on the cutting edge of technology and product development.

Ace Hardw?IO plans a new store in Knoxville, Tn.

Lynchburg True Value, Lynchburg, Va., has remodeled, more than doubling in size to 22,000 sq. ft.

Menards opened a 212,000-sq. ft. replacement store Nov. 16 in Fremont, Ne. (Dan Werts, general mgr.), and submitted plans for a 162,000-sq. ft. location in Hartland, Mi.

Habitat for Humanity opened a 12,000-sq. tt. ReStore discount LBM outler in South Bend, In.

Anniversaries: Mahoning Lumber, Youngstown, Oh., 70th Moynihan Lumbor. Plaistow. N.H., 1sth.

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Jeffrey G. Rea has been named c.e.o. of Stock Building Supply, Raleigh, N.C., replacing Joe Appelmann, who has resigned after 22 years with the company. David Van Lenten is now assistant corporate controller, and Mechelle Craig, senior treasury mgr.

Mike George, strategic marketing mgr.-southern pine, Weyerhaeuser Co., Hot Springs, Ar., is retiring after 25 years with the company.

Lauren Litwin, ex-Mid State Lumber, has joined the Xpanse sales team at Barrette Outdoor Living, Cleveland, Oh.. as territory mgr. for N.H., Maine, Massachusetts, and Vermont. Other new territory mgrs.: Chad Tydings, for Upstate N.Y., and Kirk Evanov, W.V., Pennsylvania, and eastern Ohio.

David Rogers, ex-Tarheel Lumber, has joined Smith Phillips Building Supply, Statesville, N.C., as an account mgr. Ronnie Smith is a new account mgr. in WinstonSalem, N.C.

Dave Worthington, sales mgr., FP Supply, Columbus, Oh., has been transferred to serve as general mgr. in Indianapolis, In.

Mark E. Gaumond, ex-Ernst & Young, was elected to the board of Rayonier, Jacksonville, Fl.

Shannon Hoffman is now a Line 2 production mgr. at Tamko Building Products' Frederick, Md., facility.

Tiffany Wood has joined the customer service team at Gorell Windows & Doors,Indiana, Pa.

Dave Barbagallo is a new training coordinator/technical services rep at Laticrete, Bethany, Ct.

Hayes Launches Lumber Brokerage in Midwest

The family behind the former Hayes Forest Products has formed a new lumber brokerage, SourceWood Partners, Wichita, Ks.

"When my dad first started off on his own, that's what he and I started as," said Steve Hayes. "So we're kind of going back to our roots a little bit, which is really pretty cool."

Hayes Forest Products, which grew to two retail yards and a manufacturing facility, operated from the mid1970s until 1988, when it began phasing out of the lumber business and concentrating on producing lawn and

Mark Palmer, ex-NAWLA, has been named executive director of the Finishing Contractors Association and Northern Illinois Paint & Drywall Institute.

David Umbarger has joined the technical services team at Bostik's construction & consumer division, Middleton, Ma.

Joe Patton, Westervelt Lumber, Tuscaloosa, Al., was elected Southern Forest Products Association chairman during SFPA's recent annual meeting (see event photos, pages 20-21). New vice chairman is Fritz Mason, Georgia-Pacific, Atlanta, Ga.; treasurer Tom Rice, Conner Industries, Fort Worth, Tx., and immediate past chairman Patrick Harrigan, Harrigan Lumber, Monroeville, Al.

Dennis Downer, chairman and c.e.o., Intermountain Orient, Boise, Id., received the 2010 John J. Mulrooney Memorial Award during the recent NAWLA Traders Market in Chicago, ll. (see event photos, pages 22-26)

David Drew, LP Building Products, Nashville, Tn., and Dan Russell, Innovative Insulation, Arlington, Tx., were elected to the board of the Reflective Insulation Manufacturers Association International.

Todd Jones, owner, True Value Hardware, Spring Valley, Mn., was named Citizen of the Year by the local Kiwanis Club.

Wayne Alott is the new shipping manager at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

garden decor products. The division was sold in 2008.

"Now's just an opportune time to come back in," said Hayes. "You have customers who are looking for raw material, and you have mills that are selling production." He said that SourceWood will bring them together.

The brokerage has partners in Bellingham, Wa., and Northampton, Pa., and an office in Shanghai, China, that is run by Steve's brother, Phillip.

"The phenomenal growth of China is also another key driver," said Steve. "It's our opportunity to sell something to China rather than bring product out of China."

Cerberus dropped its proposed takeover of BlueLinx, Atlanta, Ga., after failing to acquire sufficient shares.

Sprenger Midwest, Sioux Falls, S.D., plans a new 20,000-sq. ft. warehouse for specialty products, expected to be completed by late spring.

Limington Lumber, East Baldwin, Me., added a new 14,500-sq. ft. storage building.

Tri-State Lumber, Fulton, Ms., earned SFI certificalion.

Cersosimo Lumber, Brattleboro, Vt., had a fully loaded logging huck stolen Oct. 18.

Versatex is adding 19,000 sq. ft. to its trimboard plant in Aliquippa, Pa.

Norandex, Hudson, 0h., closes its Poughkeepsie, N.Y., DC Dec. 30, consolidating in Albany, N.Y.

Owens Corning, Toledo, oh., is eliminating a 150-worker production line at its fiberglass insulation plant in Fairfax (Kansas City), Ks., effective Jan. 3. The facility, which will continue to operate two lines, halted a 30-worker operation in September.

Havco Wood Products, Scott City, Mo., resumed production two days after an Oct. 26 silo fire.

Manhattan Door Corp. relocated from New York to Carlstadt, N.J.

Arch Wood Protection nas discontinued dishibution of FlameDXX fire retardant-coated OSB, saying FuueDXX, Nashville, Tn., failed to renew its Evaluation Reoort.

ilevel now distributes steel reinforcing and concrete forming products at its DCs in Baltimore, Md.; Richmond, Va., and Easton and Pittsburgh, Pa.

Intectural, Dututh, Mn., is now distributing Smith & Fong's etyboo bamboo and Durapalm palm plywood in Mn., Wi., ll., la., Ne., S.D., and N.D.

Columbia Forest Products. Greensboro, N.C., was named Partner of the Year by Home Depot.

Osmose's Hi-bor and Advance Guard borate preservatives were NAHB Green Approved and Greenguard Children & Schools certified.

Easy Vinyl Fencing

Xpanse vinyl fencing from Barrette Outdoor Living is designed for easy installation and low maintenance.

Available in multiple colors and more than 100 different design options, the product has ultraviolet inhibitors and never needs painting. The Elite series includes reinforced aluminum in the bottom rail and bottom panels for a seamless appearance.

T BARRETTEOUTDOORLIVING.COM

(800) 336-2383

Goastal Housewrap

NapaWrap coastal housewrap from Propex keeps out water, but allows moisture vapor to escape from the wall cavity.

The wrap reportedly has twice as much UV protection, and can be left exposed for long periods of time without damage from sunlight or moisture. Five convenient roll sizes are available.

I NAPA-WRAP.COM

(888\ 431-3423

Gapped Gomposite Decking

TimberTech now offers fully capped composite decking boards.

Earthwood Evolutions features Hydrolock moisture resistance, three scratch- and fade-resistant colors, and a flat grain that does not trap dirt.

Lengths of 12', 16', and 20' are available, with matching fascia and stair risers.

I TIMBERTECH.COM

(800) 307-7780

Quick Weathering Gedar

SBC's cedar shingles are now available with Enviro Bleach stain, which provides a naturally weathered look after a few months of exposure.

The unique formulation reportedly replicates the look and performance of comparable oil-based stains, but meets the highest VOC rules. Each shingle is kilndried and individually coated with stain, for maximum coverage and protection.

I SBCCEDAR.COM

&15\ 594-6201

Zippy Panel Tape

Specially designed, linerless tape from Huber Engineered Woods simplifies installation of ZIP System structural roof and wall panels.

The tape eliminates the need for housewrap and felt-just install the all-in-one panel system, tape the seams, and the job is done.

I ZPSYSTEM.COM

(800) 933-9220

Gavity Protection

Advanced Building Products has added two masonrv-cavitv wall products.

Mortairvent CW is a nonwoven, mortar-deflection fabric bonded to polypropylene mesh. to keep mortar dropping and debris out of the wall cavity.

Mortairvent RFI is factoryadhered to rigid foam insulation panels in 16" widths, for added thermal insulation.

Both products are available in several thicknesses to meet the thermal requirements of each project.

I MORTAIRVENT.COM

(80u 252-2306

Easier Deck Demo

DuckPrybar reduces the debris of deck demolition, for safer and quicker removal.

Constructed of industrial grade steel, its prying arms reach under boards fbr safe removal of nails. The tool also has many general prybar applications.

I DUCKPRYBAR.CoM

(60 r ) 408-0285

SOUTHERN FOREST Products Association gathered Oct. 24-26 at the Mansion on Forsyth Park, Savannah, Ga., for its annual meeting. [11 Russell Richardson, Bill Mitchell. [2] Doug Eubanks, Gale Miller. [3] Mark & Phyllis Junkins, Mike & Lisa Warren. [4] Donnie Oney, Mike Gulledge. [5] Digges Morgan, Clary Anthony. [6] Brian Hayson, Cathy Kaake. [7] Pat & Kari Patranella. [8] Mike Hubbard. [9] Bill Nocerino, Suzanne Hearn. [10] John & Debbie Hammack. [11] Barry Black, Kay

20r Building hoducb Diged r December 2010

Reynolds, Mike Bergmann. [12] Curt Alt, Bob Tweedy. [13] Joe Patton, Brenda & Ron Coker, [14]Julie Brumfield, Linda Patch. [15] Elise & Kerlin Drake. [16]Tami & Kerry Kessler. [17]Jeff & Amy Baumgartner, Debra Lee & Tim Brown. [18] Lane & Susan Merchant, Len Barker. [19]

Mike Sims, Fritz Mason. [20] Randy Barsalou, Tayja & Vince Almond. [21] Tyler McShan, Jeff Miller, Ross Lampe. [22] Karen & Adrian Blocker, Dee Vande Linde. (More photos on next page)

'WINNING STRATEGIES" was the theme of Southern Forest Products Association's annual meeting in Savannah, Ga. (continued from previous page): [1] Lynda Anthony, Huck

DeVenzio, Debbie Burns. [2] Thomas & Ethel

Rice, Pam & Richard Wallace. [3] Bill Howard, Alan Robbins. [4] Jeff & Sandy Miller, Andrea & Joe Kusar. [5] Michelle & Patrick Hanigan.

[6] Dave DeVries, Chris Killwitz. [7] Robert & Adrian Hosford. [8] Faye Lumpe, Sall McShan.

[9] Tom Searles, Meg & Bob Browder. [10]

Carol Hayson. [11] John Batson. [12] Russ

Kimbell, Richard Kleiner, Charles Trevor. [13]

Dan Seale. [14] Pat Schleisman, Bob Clark.

[15] Abdool Duwany, Scott Vande Linde. [16]

Lon Sibert, Stewart O'Neill.

Sandto.d E Hawl.y - Unionvllle, CT Singls Aisle Dnve-Thru Burldingwith Multiply Rack Storage Syslems see

NORTH AMERICAN Wholesale Lumber Association held its annual Traders Market Nov. 3-5 in Chicago, ll. [1] Tom Taylor, Rex Scott. [2] Gary Pittman, Bob Shepherd. [3] Todd Fox, Ken Ford. [4] Bilt Nocerino, Suzanne Hearn. [5] Doug O'Rourke, Rick Ekstein. [6] Bill Moyer, Greg Mitchell, Jack Chase, Ed Langley. [7] John Cooper, Jason Friend. [8] Mark Richardson, Scott Gretke. [9] Win Smith. [10] Tom & Dianne Franklin, Danny Osbourne. [1 1] Thom Wright, David Jeffers, Tom Hunter, Patrick Hanulak. [12] Stacey Voldt, Gary Vitale. [13] Steve Firko,

Mark Drone, Patrick & Dorothy Sinclair, Dan Millman, Steve Boyd. [14] Steve Hollingsworth, Buck Hutchison. [15] Mark Tittler, Rob Breda. [16] Chris Schofer, Sandy & Dirk Kunze, Thomas Lister. [17] Dan Semsakl Jim Enright. [18] Matt Campbell, Tod Kintz, Kevin Daugherty. [19] Steve Hudson, George Youssef, Doug Chiasson, Mike Jennings, Matt Pedrone. [20] Joshua Kaye, Richard Raci. [21] Terry Johnson, Allen Gaylord, Brian Johnson.

(More photos on next four pages)

Crow's Market & Price Service

The most comprehensive market & price service covering the North American lumber and panel market.

As a subscriber to Crow's Market & Price Service you'll get the following great features:

' Crow's Weehly Market Report * the longest-running & most respected lumber & panel price reporting publications in North America.

' Crow'a Price Watch - an online service that allows you to analyze price trends and instantly see which prices are up and down and by how much.

' Crous's Lumber & Panel News Seruice - a comprehensive & reliable daily news service covering the latest lumber news & wood products industry developments.

' RISI'I Lumber & Panel Outlooh - a weekly analysis of wood products markets by RISI's economists - the most trusted source of forecasting in the North American industry.

Crow's Construction fif ntorinh Cost Indu - {CMCI)

CMCI is a weekly updated index that shows the impact of changing prices for a realworld application used in residential single family home construction. PMucts asd in the index are fron the materials list for an actual home plan.

NAWLA TRADERS MARKET (continued from previous page): [1] Tim Hummel, Doug Willis, Paul Emmer. [2] David Jaffee, Adam Russin. [3] Ray Miller, Racy Florence. [4] Nick Nelson, Ken Caylor. [5] Dave Daughtery, Wayne Jordan, Mike Stevens, Bill McGrath. [6] Jeff Norman, Steve Killgore. [7] Terry Johnson, Allen Gaylord, Brian Johnson. [8]

Zack Brannock, Michael Almberger, Thomas Mende, Gary Fallin. [9] Brad Shaigec, Craig Fleischhacker. [10]Jim Van Pelt, Brett Ellis. [11]

Jim Gillis, Gary Arthur. [12] Steve Hollingsworth, Mark Daly. ['13] Robert Simon, John Green. [14] Chris Webb, Donna Allen. [15] Matt Weaber, Greg Haupt. (More photos on next three pages)

NAWLA HITS CHICAGO (continued from previous two pages): [1] Elliott Picken, Christian Labbe, Sarah Williams, Rick Palmiter, Barry Russin. [2] Sam Sanregret, Michael Kirkelie, Mark Denner. [3] John Smart, Bradley Monow, Jim Tittle, Matt Pedrone [4] Rick Wearne, Bart Swan. [5] Jim Walsh, David Smith. [6] Ray Barbee, Trish Roche, Ken Tennefoss, Brittany Sherwin, Dan Blenk. [7] Jonathan Wales, Lloyd Pullen, David Bernstein. [8] Steven Hudson, Rob Endres. [9] Penny Hammack, Linda Schneider, Alan Oakes, Julie Mclean. [10] Chris

Lazere, Joe Hanas, Gary Bernstein. [11] Cathy Spencer, Carl Henoch, Anellina Manelli. [12] Mark Junkins, Hunter McShan, Charlie Quarles. [13] Richard Quitadamo, Dennis Connelly, Alden Robbins. [14] Julie Sheffield, Chuck Smith. [15] Rick Richardson, Carol Kelly. [16] Brad Hodgins. [17] Chris Bailey, Alyson Kingsley. [18] Dan Paige, Anthony Baron. [19] Amy Vitele. [20] Kris Owen, Tom May.

(More photos on next two pages)

NAWLA (continued): [1] David Hanson, Jill Snider Parr. [2] Matt Duprey, Jack Bowen, Wayne Huck. [3] Tracy Trogden, Stephanie Mulvogue, Rayelle Vigneux, Kelly Srsen. [4] John & Denise Morrison, Mark Westlake. [5] Rick Stout, Chuck Casey. [6] Justin Gregory, Ali Jojo. [7] James Rane, Craig Grisham. [8] Jim Olson, Steven Knauss, Dillon Forbes, lan

Smith. [9] Christian Skaning, Carl Widder. [10] Kim Pohl, Lisa Martin. [11] Jean-Marc Dubois, Tony Saad. [12] Terry Adair, Thom Wright. [13] Gary Maulin, Phil Schumock. [14] Erol

Deren, Duane Kuzak. [15] Bonnie Anderson, Seamus O'Reilly, Linda Sabrowski. [16] Tony & Darlene Wiers. Pat Thoro. (More photos on next page)

#1&2Com

#1 Panel Pecky (selected)

NAWLA Traders Market (continued from previous four pages): [1] Steve Fowler, Lowell Crossley, Bill Anderson. [2] Rick Ingram, Mark Rohrbaugh, Don Dye. [3] Melinda Poole, Bobby Byrd, Connie Baker. [4] Mickey Brown, Korbin Riley, Bob Berch. [5] Josh Renshaw, Janis Kirschner, Bryan Payne. [6] Mike Phillips, Mark Porter, Reid Schooler. [7] Jett Code, Mel Smeder, Tod Kion, James O'Grady. [8] Chuck Martineau, Steve Thorpe. [9] Charlie Brittain, Jim Futter. [10] Leslie

Southwick, Brad Matley. [11] Gary Lee, Morris Douglas, Michael Holzhey. [12] Mi[ Farvour, Douglas Reed, Laurie Creech, Don Spiers. [13] Larry Petree, Chris Retherford. [14] Monte Jensen, Jim Hassenstab, Brandon Rinck. [15] James Gibson, Jason Scroggins. [16] Todd Fox, Ken Ford. ['17] Bryan Pane, Blair Magnuson, Steve Barber, Eric Wischmann, Bart Bender, Dave Wildeman. [18] Bob Eslinger. [19] John Scofield. [20] Mirco Walther. [21] Sam Krauter.

Red Cedar 6r

26r Buildirq tuducb Digest r December2Ol0

Northwestern Lumber Association holds its annual LBM expo Jan. 10-11 at the Grand Casino, Hinckley Conference Center, Hinkley, Mn.

During the expo, dealer seminars will cover new banking laws, principles of website design, health care reform, and preventing ID theft.

Southern Building Material Association has set its annual building products buying show for Feb. 2-3 at the Show Place, High Point, N.C.

Roland "Rollie" Haring,70, longtime executive at Carter Lumber, Kent, Oh., died Oct. 24 in Kent, following a l6-month battle with cancer.

He began his career at Carter in 1958, unloading boxcars. After spending more than 20 years in the stores, he moved to the purchasing department at the corporate office. He was later promoted to v.p. of purchasing, v.p. of logistics, and a board member.

Ken G. Boehmer, 69, industrial sales manager at Weekes Forest Products, St. Paul, Mn., died Oct.20 in West St. Paul.

His 5l-year lumber career included 2l years at Weekes.

Louise Childs.78. retired owner of Child's Building Supply, Orange, Tx., died Oct. 2 in Vidor, Tx.

She ran the store for over 30 years.

Jewel Roberts, 96, retired coowner of Roberts Lumber, Littlefield, Tx., died Nov. 10 in Austin, Tx.

She and her husband, Virrel, owned and operated the firm for 20 years.

Wayne Everett Phillips, 85, retired manager of McCaslin Lumber, Hereford, Tx., died Oct. 7 in Amarillo, Tx.

He served with the Army's 350th Infantry Regiment during World War II, earning a bronze star and purple heart. After the war, he attended Texas A&M, graduating in 1947 with a degree in accounting. He worked at McCaslin for 4l years.

Wayne Roelof, 81, owner of Main Hardware, Newark, Oh., died Nov. 13.

After serving in the Marines, he opened his store in 1955, working six days a week until his death.

Wisconsin Retail Lumber Association has marked Feb. 9-10 for its annual meeting and convention at Kalahari Resort & Convention Center, Wisconsin Dells.

Seminars will cover understanding and specifying engineered wood products, changes to health care, and selling in today's marketplace.

Mid-South Building Material

Dealers Association gathers Feb. 3-5 at the Marriott Grand, Clear Point, Al.,

Danny Gene Stratton, 66, retired manager and v.p. of National Lumber Co., Glasgow, Ky., died from a heart attack Nov.4 in Glasgow.

After graduating from the University of Kentucky School of Forestry, he spent 41 years in the family business, retiring in May.

Harry Diamond,97, retired operator of Diamond Hardware. Milford. Ct., died Oct. 10.

The WW II Army veteran owned the store for 40+ years, then worked for Lovell's Hardware, Stratford, Ct.

for its annual meeting and show.

Highlights included a lien law seminar, HDW Hardware's Barry Flint leading a "Power Buy" event, and a golf tournament and silent auction to benefit the Carl Frusha Foundation.

North American Wholesale Lumber Association's Southeast regional meeting is Feb. 24 in Birmingham, Al.

Indiana Hardwood Lumberments Association's convention and expo is Feb.9-10 at the Indianapolis Marriott Downtown, Indianapolis.

Daniel J. Dady, 55, owner of Breezy Point Lumber, Breezy Point, N.Y., died Oct.29 in Breezy Point.

Robert A. "Moose" Jensen, 83, former owner of Ace Hardware, Rochester, Mn., died Nov. 15.

He was a WWII Army veteran.

Alfred Allen "Al" Madore, 78, founder and owner of Al & Sons Millwork, Belleview, Fl., died of pancreatic cancer Nov. 8 in Belleview.

He and his wife, Rebecca, started the business in 1978.

Direct lmporters of Hardwood Decking, lumber,

Synthetic Building Materials Coming

A new company will invest $16 million to develop a composite building material called EoTek, a type of synthetic that looks and feels like real wood, but reportedly is more durable and does not degrade under weathering.

"We are talking about a technology that can make a very, very broad range of products," said Eovations LLC president Claude Brown Jr. "We know it works, we know

CTASSIFIED Mark

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as6. Centered copyor headline, $9perline.Border,$9. Private box,$15.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953. Fax 888-576-8723, email LumberSouree@ ht-rtmril.corn

how to make it work, it has a good patent portfolio that we are constructing around it."

Brown formerly served as R&D director at Dow Chemical, which developed the technology. He and investors purchased the patents from Dow, then took over the 77000-sq. ft. research facility in Bay City, Mi.

EoTek is made by mixing polymers and minerals, but no wood. Commerical and residential uses will be develooed.

Column inch rate: $55 if art furnished "camera-ready" (advertiser sets the type), $65 if we set the type. Sbnd ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18thof previous month.

WHOLESALE LUMBER BROKER looking for experienced trader. No relocation. Build your own sales force. Send resume to: Deep South Lumber Resources, Inc., P.O. Box 8087, Meridian, Ms. 39303. Call Scott Jay, (800) 3941910. All communications confidential.

Soy Hoppy l{ew Year tt , tr dnd bel0 end ltreast cdncer I

Use this low-cost opportunity to deliver Nevr Year's greetings to your customers, friends and suppliers-and help Susan G. Komen for the Cure, which for nearly 30 years has been leading the global movement to eno Dreast cancer,

Your business card-reprinted in color and reduced slightly to 23/8" x 1-3l8"-will appear in a special section in the January issue of Building Prodwcts Digest. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us-for a total donation of $50 to Komen for the Cure.

Doing v*ur p:rrt is easr':

Jusii6"d us yon. busineis card(s) before Dec. 13, along with a check for $100 per card-or $200 per card to appear in both BPD and its western counterpart, The Mercbant M agazine-to Cutler Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.9266a.

LUMBER TRADER

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

DATE Book

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

Eastern New York Lumber Dealers Association - Dec. 7, annual holiday trade show, Saratoga Springs, N.Y.; (518) 286-1010; www,nrla.org.

Lumber Dealers Association of Connecticut - Dec. 8, past president's dinner, Simsbury, Ct.; (518) 286-1010; www.nrla.org.

lndiana Lumber & Builders' Supply Assn. - Dec. 9, holiday party, The Conrad, lndianapolis, In.; (877) 465-8627; www.ilbsa.org.

Western New York Lumber Dealers Association - Dec. 14, customer service workshop; Dec, 16, board meeting, Rochester, N.Y.; (51 8) 286-1 01 0; www.nrla.org.

New York & Suburban Lumber Dealers Association - Dec, 15, board meeting, Monahan's, Bayside, N.Y.; (518) 286-1010; www.nna.0rg.

Mid-America Lumbermens Association - Jan. 6-7, Missouri winter meeting, Columbia, Mo.; (800) 7 47 -6529; www.themla.com.

United Hardware Distributing Co. - Jan. 6-9, market, Minnneapolis Convention Center, Minnneapolis, Mn.; (763) 557-2714; www. unitedhardware.com.

Northeast Young Lumbermen Execs - Jan. 7, board meeting, Rensselaer, N.Y.; (518) 286-1010; www.nrla.org.

Northwestem Lumber Association - Jan. 1G11, building products expo, Grand Casino, Hinckley Conference Center, Hinckley, Mn.; (7 64 ?AaABn; www. nlassn.org.

International Builders Show - Jan. 12-15, Orange County Convention Center, 0rlando, Fl.; (800) 368-5242; www. bu ildersshow. com.

Mid-America Lumbermens Association - Jan. 13-14, Kansas winter meeting, Pratt, Ks.; (800)747-6529; www,themla,org.

Buttery Co. - Jan. 15-16, dealer market, Bell County Exposition Center, Belton, Tx.; (800) 880-1515; www.butterycompany.com.

Monroe Hardware Co. - Jan. 22-23, dealer market, Cabarrus Events Center, Concord, N.C.; (704) 289-3121: www. monroehardware.com.

Do lt Best Corp. - Jan. 22-24, winter conference, Red Rock Resort, Summerland, Nv.; (260) 748-5300; www.doitbestcorp.com.

Noftheast Wndow & Door Association - Jan.2S25, winter education meeting, Heritage Hills Golf Resort & Conference Center, York, Pa.; (609) 7994900, www.nwda.net.

Surfaces - Jan. 25-27, Mandalay Bay Convention Center, Las Vegas, Nv. ; (972) 536-6358; www.surfaces.com.

Guardlan Bulldlng Products - Jan. 28-Feb, 3, dealer market, Caesar's Palace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

ADVERTISERS fndex r

r IDEA FiIe

Ladies Night

Realizing that ladies often control the purse strings in the family and that there's no time to shop like the holidays, this fall a record number of Ace Hardware franchises are hosting their own "Ladies Night Out" events.

While some stores are new to the event, others have been putting it on for 10 years, like Ace Hardware Cinco Ranch, Katy, Tx., which last year had over 1,500 women attend.

The recent Ladies Night Out at Lone Star Ace Hardware, Spring, Tx., even got covered by the local Fox TV news affiliate.

3tt to 48rt

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Golf Course Storm Drains

Industrial Waste Water Applications

. Constructed Wetlands Landfill Drainage

. Sewer Sludge Compost Pipe

3" to 48"

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For the Best Quality and Service Call WEB SITE: www.cpp-pipe.com

The high-energy parties promise fun, food, drinks from wine to hot cider, shopping, door prizes, discounts, product demonstrations, and booths staffed by vendors and other local small businesses.

Typical exhibitors include reps for Mary Kay, Pampered Chef, candy and flower shops, custom framers, candle makers, interior designers, and home decor and jewelry stores.

Some offer free gift-wrapping or invitations that include coupons for an extra $5 off.

Although the events are strictly women-only affairs, men (and others who need exha time to shop) can take advantage of the discounts earlier that day, during the store's normal operating hours.

Although most locations time event to lead into the holidays, Milan Ace Hardware, Milan, N.M., stages theirs in May. This year, Milan gave away 200 reusable shopping bags filled with flowers

PTNNSyLVANTA Lun4eenMENS Murunl

We've been protecting businesses like yours for over 100 years and we're still growing strong.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust. For over 1OO years, our experts have been providing quality claims and risk management services to the lumber, woodworking and buif ding material industries. Remember, "you get what you pay for." We understand wood. We know vour business... because it's our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8O0.752.1895 or log onto www.plmins.com, Yesterday, Today, Tomorrow... grow knowing you're covered.

Jr/,r .fnr'{/t

John K. Smith, CPCU President and Chief Executive Officer

I)ennsylvania Lurnbermens NIutual Insurance Company

Onc (lommerce'Scluarc, 2005 Market Strcct, Suite 1200 Philadclphia, I'}A I 9103 SL,RVINC CONTINI-NTAL UNITI.-D STATL.S