BPD
Building Products Digest
JUNE 2015
INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS
WHAT’S NEW IN LBM TECHNOLOGY
SOUTHERN PINE
SIDING, TRIM & ROOFING
BPD
June 2015
Volume 34 Number 4
Building Products Digest
BPD
Building Products Digest www.building-products.com
A publication of 526 Media Group, Inc.
151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626
President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes David Cutler Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com
Special Features
In Every Issue
9 MANAGEMENT TIPS
PROTECT YOURSELF FROM CREDIT RISK
10 INDUSTRY TRENDS
WHAT’S COMING IN EXTERIOR TRIM
6 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES
12 PRODUCT SPOTLIGHT
34 NAWLA–THINKING AHEAD
14 FEATURE STORY
42 MOVERS & SHAKERS
CLAY & CONCRETE ROOFING YOUR BIGGEST SECURITY THREAT
44 FAMILY BUSINESS
16 INDUSTRY TRENDS
46 NEW PRODUCTS
DEALERS, VENDORS SHARE DATA
52 ASSOCIATION UPDATE
18 MARGIN BUILDERS
3D AS-BUILT MEASURING
56 IN MEMORIAM
24 ONE ON ONE
56 CLASSIFIED MARKETPLACE
INSIDE LOWE’S NEWEST DIVISION
36 SPECIAL FOCUS: SOUTHERN PINE
57 DATE BOOK
53 PHOTO RECAP: HARDWARE SHOW 54 PHOTO RECAP: NELMA
58 FLASHBACK
LATEST USES, SALES AIDS
58 ADVERTISERS INDEX
Online BPD DIGITAL VERSION, BREAKING INDUSTRY NEWS & PHOTOS
BPD DIGITAL VERSION
BUILDING-PRODUCTS.COM
FOLLOW ON TWITTER
TWITTER.COM/BLDGPRODUCTS
4
Building Products Digest
THIS MONTH’S EDITION AS WELL BACK ISSUES OF BPD CAN BE VIEWED DIGITALLY AT BUILDING-PRODUCTS.COM
AS
June 2015
Circulation Manager Heather Kelly hkelly@building-products.com
How to Advertise
PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com
How to Subscribe
SUBSCRIPTIONS Heather Kelly Phone (714) 486-2735 Fax 714-486-2745 hkelly@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping FOREIGN (Contact hkelly@building-products.com for surface and air rates, including to Canada)
BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2015 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.
Building-Products.com
AZEK iPADÂŽ APP
NOW AVAILABLE
THEIR HOME. YOUR MASTERPIECE. Appease your passion for perfection with the proven performer. For over a decade, professionals have depended on AZEK Trim and Mouldings to provide the high quality their customers demand. With unmatched uniformity, durability, workability, and beauty, along with the striking architectural details of AZEK Mouldings, AZEK Trim is the brand you can trust to bring all of your customers’ visions to life. Learn how to create a one-of-a-kind exterior masterpiece at AZEK.com/for-pros. Deck | Porch | Rail | Trim | Moulding | Pavers
AZEK.com
ACROSS the Board By Patrick Adams
Technology is just a fad
A
TER L I G HOME in my car tonight, my family and I sat down to our amazing gourmet meals cooked in mere seconds by one of our staff robots. Before heading to bed in my deep-sleep chamber, I put on my brain helmet and downloaded a few books by Shakespeare. I also learned Spanish. Isn’t the technology of the future great When I was young, there were just nine channels on TV and no remote controls. Every night, we sat down after dinner and watched something until it was bedtime. ow, I have over 500 channels and it seems that nothing is ever on. I can send a thought to the entire world via acebook, but appreciate when a customer mails me a handwritten letter. I can hold a web conference with an entire marketplace, but only gain new friends when I visit a customer and learn about his business by listening and walking around. My daughter at 4 is a technology native. She knew how to work my iPad better than me by the time she was 2, but still prefers to grab a book to read a story. Maybe technology is just a fad Here’s a quiz—when was the first consumer PC computer available 1977. When was the first website created 1991. The first smartphone ine years ago. The first tablet ive years ago. The first fitness/health bracelet Two years ago. The first smartwatch Three weeks ago. My point is this: technology advances faster than our ability to understand how to best leverage these resources to truly improve our lives. Don’t get me wrong—I love the fact that my wife can now prove any statement I make as being wrong in seconds on her phone anywhere we happen to be. In the good old days, it would take a trip to the library to access things called books and encyclopedias It has allowed us to be faster, but have we gotten better Is the meal I can now complete from freezer to plate in one minute 45 seconds better than a home-cooked beef brisket slow cooked for six hours hours over an open fire Does an email convey how much I value a customer as much as a personal visit As we move into the future, I hope we will learn the place and time where technology will make us better. But, technology will never replace hard work, relationships and human interaction. When properly used, technology allows us to learn what our customer’s true needs are and how to serve them in the time and fashion that best suits them. However, I stumble at times with
what is faster, and what is truly better. Sometimes, I want just the headline on my phone and other times, I really want to hold my favorite newspaper and read. There are times when the navigation system in my car allows me to get to a customer meeting on time and there are other times when I enjoy the journey that includes getting lost at times on a beautiful summer afternoon. Our industry is built on relationships, handshakes and being stewards of the land. Technology will continue to give us resources and information to make us even better. But at the same time we must never forget that the convenience of a text message will never replace the value of sharing stories, time and experiences with people who will become lifelong friends through our dealings with each other. With the extra time and intelligence that technology provides us, are we investing in the things that will build our business and relationships as well as preparing the next generation to take over Don’t get me wrong, I am a H GE fan of technology and all the latest gadgets and they will continue to shape how I evolve our business and how we conduct it And, I especially value the time that the great people in this industry have spent sharing their stories and support with me during our personal time together. ow, I’m just waiting for my flying car I look forward to watching how the many great technology companies in our industry will help us improve our efforts to build and advance our businesses.... and relationships for decades to come. Thank you for all of your support in the past months and years. ever hesitate to email... or call... or visit... or write with an oldfashioned pen and paper on how we can better serve you Happy ather’s Day to all of the great men who have sacrificed to give us the life that we enjoy every day.
Patrick S. Adams Publisher/President padams building-products.com
6
Building Products Digest
June 2015
Building-Products.com
MANAGEMENT Tips Scott Simpson, BlueTarp Financial
Protect yourself from risk, not just bad debt
C
used by dealers in our industry are nearly identical in what they ask for: company and principal info, trade and bank references, and usually requests for a personal guarantee. This information plus a statement of terms is pretty standard fare. What is far from standard, however, is how dealers manage the credit process to protect themselves from risk. irst, experienced dealers ensure that all of the information is filled out completely, the application is signed, and they get completed references prior to making a credit decision. Many other dealers, however, are content to rely on their credit pull and personal relationship to make calls. I’m always surprised how often we need to follow up to get a signature or ask for the full complement of references. Second, savvy dealers call the references. All of them. And they wait for the responses. It takes time—usually a day or two—but the information gleaned is a treasure trove of information that is material to whether that customer will be a profitable one. Here’s what I mean. The credit process is not just about uncovering the risk of someone not paying you back. That’s certainly the most acute risk, but there are others to screen out or mitigate, too: slow pay, dispute risk, and fraud. Experienced dealers use all information at their disposal to uncover what kind of customer they are getting. REDIT APPLICATIO S
Slow Pay
Dealers often make pricing decisions independent of how promptly they are going to get paid. The cost of providing credit to someone who pays promptly and someone who is chronically 60 days late (but always good for it) can be 2-4% depending on a dealer’s cost of money and how much resource they use to collect that money. That can literally make the difference between a profitable and unprofitable customer. Pull the customer commercial and consumer credit bureau. Call the references. Ask not just generally how they got paid but how consistently that occurred, especially in the winter months. How that customer has paid other dealers is how they are going to pay you. Count on it. And price for it, too.
Disputes
It’s not all about when you’ll get paid. A lot of margin— not to mention time and frustration—gets burned up in resolving disputes. This is where dealer references are invaluable. In addition to asking about payment trends, be Building-Products.com
sure to ask about how many complaints the contractor made and how often they needed to do something to make it right (regardless of fault). It’s just a fact that some people are more prone to complain than others. Make sure you know who you are dealing with. It’s especially helpful to pull the Better Business Bureau report on contractors applying for credit from you. What type of complaints are their customers making about them How frequently are they getting made and how are they resolved There is a direct correlation between how many complaints your contractors get and how many they will make up the chain to dealers like you.
Fraud
ortunately, many dealers have the benefit of knowing everyone that buys from them. The larger you get, though, the more problematic fraud risk can be. Is the applicant really who they say they are An application perfectly filled out, combined with a super-prompt reference, is a warning sign that something may not be right. We find that bank and trade references come back in their own time and rarely instantaneously. Another helpful tool, especially if you don’t know a particular contractor well, is to check Google Maps to verify a business address or to confirm that the delivery address and the bureau actually match. sually you can figure out if they are real or not. While the information on a credit application is nearly the same across all dealers, the rigor of what happens afterward differs widely. The extra effort and discipline that sophisticated dealers invest, ensures they get the full picture of the customer and helps protect them from risks beyond just bad debt. Make sure you are investing enough and getting the most out of your process. – Scott Simpson is president and CEO of BlueTarp Financial, which helps dealers grow and protect their business by managing their credit program. Contact him at ssimpson@bluetarp.com. June 2015
Building Products Digest
9
INDUSTRY Trends By Doug Mucher, CertainTeed
Cellular PVC proves a lovely, stable option for exterior trim
M
ORE THA A ACCESSOR , exterior trim is an essential component to the construct of a home. Its beauty provides the finishing touch to a home’s curb appeal. Its brawn helps seal out wind and moisture around window and door openings and at corners. It is found on the exterior of every home no matter the cladding. Wood, of course, was the original material for exterior trim. However, developments in material science have given wood a run for its money. PVC trim entered the market in the 1970s and has successfully been integrated into the architectural specifications of vinyl-clad homes ever since. More recently, the industry unveiled cellular PVC trim, which, like wood, can be used alongside any sort of cladding, be it wood, fiber cement, brick, stucco or vinyl.
New Exterior Trim Gains Acceptance
Cellular PVC exterior trim is more like its wood counterpart than any other alternative building material. It is solid like wood. It cuts like wood. It can capture the natural texture of wood. et unlike wood, cellular PVC is easy to maintain over the long haul. And that is a feature builders and their home buying customers have come to really appreciate. It is in fact because of its inherent no-hassle upkeep that builders have increasingly been selling cellular PVC exterior trim as an upgrade feature to homebuyers. With this new material, homeowners worry less about rot or woodboring insects or really even repainting like they would have to do with traditional wood trim. Plus, manufacturers of cellular PVC exterior trim have developed a broad range of trim profiles in smooth and woodgrain textures that can combine into design elements that enhance exterior aesthetics. Homebuyers like that and are willing to pay upfront for it. Let’s face it, no one has much interest or time for ongoing maintenance to their home’s exterior trim. ortunately this material gives people an out for this chore. It’s an easy upgrade to be sure, and a design detail that sets builders apart from their competition as well. Likewise, contractors have embraced cellular PVC as a
10
Building Products Digest
June 2015
FINAL TOUCH: Exterior trim is a go-to product for enhancing the curb appeal of a home and PCV trim in particular has been a profitable alternative building material. (Photos courtesy CertainTeed) Building-Products.com
material of choice for exterior trim. The material, like wood, allows millwork craftsmen to fully express their own creativity, attention to detail and commitment to quality. sing their own traditional woodworking tools, these contractors can cut, mill, shape and rout the cellular PVC product. They typically find that milled edges are smooth and cut edges are very close to factory finish.
Trends in Trim
Industry-wide, the biggest technical trend in trim right now is the addition of the smooth edge finish on the edge of trimboards. Most major manufacturers seal the edge of trimboards to keep dirt from collecting on the surface where the cells used to be exposed. As a result, the board width also becomes very exact. This saves valuable time in cleaning and painting prep on the job site. In the same vein, some manufacturers are extending their stock of cellular PVC exterior trim to include preengineered components that further aid the installation process. Some have gone so far as to design specialized shrink-wrap packaging that assures the trim arrives on the jobsite clean and ready to install. Because cellular PVC trim is gaining traction, there are several products on the market from which to choose. Look for quality brands that offer trim with authentic wood-like textures as well as designs that are easy to install. It is also important to opt for products that are environmentally sustainable. ind trim that is comprised of recycled content and that makes an independent life cycle assessment (LCA) publicly available. This assessment is a cradle-to-grave review of raw material acquisition, manufacturing, transportation and distribution, installation, use,
SMOOTH EDGE finishes are among some of the biggest trends in trim.
maintenance and end-of-life recycling and final disposal. Without doubt, wood can be turned into beautiful exterior trim however, its ongoing upkeep is a consistent issue among end users. Cellular PVC is a true alternative that provides authentic wood-like aesthetics and installation features that make jobsite work easier. All this, and over time it requires a fraction of the maintenance. – Doug Mucher is marketing manager for CertainTeed Outdoor Living and Trim. Reach him via www.certainteed.com.
– Serving the industry for over 30 years – Phone: 800-763-0139 • Fax: 864-699-3101
www.spartanburgforestproducts.com Building-Products.com
June 2015
Building Products Digest
11
PRODUCT Spotlight By Kayla Kratz, Boral Roofing
Clay and concrete roofing offers strong protection
A
materials, there are various performance attributes to consider when making a selection. Depending on the climate, some materials are more resilient to inclement weather and storm events. In particular, clay and concrete roof tile is a product segment that showcases superb durability, energy efficiency, and long-term performance in the wake of inclement weather without having to make the trade-off between aesthetics and performance. CROSS ROO I G
non-combustible, with many products receiving Class A fire-rating, the highest fire resistance rating for roofing. The ICC Evaluation Service, indicates that the Class A roof tile is able to withstand a higher level of fire exposure originating from sources outside the structure.
Geologic Content, Local Sourcing & Recyclability
Clay and concrete roof tile consist of naturally occurring geologic material that is locally sourced near the place of manufacture. Sustainable by design, clay and concrete roof tile is natural therefore recyclable at the end of the product life. However, clay and concrete roof tile continue to advance in engineering and design for even more increased performance.
Fire Threat & Prevention
One of the most vulnerable areas of the home is the roof where burning embers or branches land and spread quickly into the building. Although some geographies may be more vulnerable to wildfires, the threat of fire is pervasive and fire can start from several causes. Protecting the building envelope in the event of a fire can be achieved by controlling, or reducing the sources of ignition. The roof is a critical component to provide protection from fire spreading to the rest of the building. Clay and concrete roof tiles are
12
Building Products Digest
MADE FOR PROTECTION: Clay and concrete roofing is known for its exceptional durability during fires and inclement weather. (Photo: Boral Roofing class 4 Hail Rated Concrete Tile)
Hail Risk & Testing
Hail balls can wreak serious damage. Select concrete roof tile products offer up to a Class 4 hail rating. Class 4 rated products undergo impact resistance testing in accordance with the M 4473 standard. Class 4 hail rated tile withstands 2-inch ice ball impacts shot from a cannon within a 5-ft. distance at speeds up to 70 miles per hour. Hail rated tile is certified through the Roof Covering Impact Certification Program, which is sponsored by Architectural Testing, an June 2015
independent testing laboratory accredited by multiple national agencies.
Frost Resistance
Regardless of the size of frost crystals, they pose danger to the roof, subjecting it to extreme temperature variation and potential water absorption. Grade 1 clay tile provides increased protection from frost conditions. The American Society for Testing and Materials Grade 1 rating indicates the highest certification, demonstrating higher resistance to frost and water absorption. Grade 1 clay tiles and freeze-thaw resistant concrete roof tiles both pass stringent testing which tests the product to endure 50 freeze/thaw cycles without the material degrading or cracking. The testing is designed to mimic frost conditions and, when a product passes the testing, it is proven to perform better than other alternatives in colder regions. Each climate zone is unique in the weather patterns that can affect the longevity of the home. These environmental events must be accounted for when structures are built and maintained, as any roof product needs to be evaluated for its ability to withstand the elements critical to the geography. But regardless of climate zone or the likely storm conditions on the horizon, there’s no doubt that clay and concrete roof tile systems should be considered. These materials are ecofriendly, durable and proven to protect in serious weather conditions. – Kayla Kratz is product manager with Boral Roofing. Reach her at kayla.kratz@boral.com. Building-Products.com
FEATURE Story By Greg Mooney & Jessica Arant, DMSi
An enemy among us Innocent employees may pose the biggest security threat
T
HE WEAKEST POI TS in any security system are the people who use it. This explains a growing trend among cyber criminals. Instead of attacking networks directly, they’re targeting the people who access them. It’s much easier to con a person than create a computer virus. Hackers don’t have to break through your firewall, because employees are letting them in the front door. Malware like viruses and bots is a familiar problem. Internal attacks pose an entirely different kind of danger. And most businesses are completely unprepared.
Worse Than You Think
Here’s the real problem: Most business networks have weak or nonexistent internal defenses. The emphasis has always been on external measures like firewalls. Good anti-virus software is expensive, and executives didn’t see it as a huge priority ( because we have such a good firewall ). Essentially, people put giant locks on their front doors and called it good. Which means if a hacker can sneak past the firewall, there’s likely very little to stop him from stealing your data, crashing your system, and bringing your business to a screeching halt. This is why the discussion about cyber security needs to change. Businesses have to look beyond keeping the bad guys out and consider what happens once they get in.
The Options
Don’t assume your current IT staff can take on this threat. Searching for and responding to internal breaches is more labor-intensive than maintaining a firewall. System administrators don’t have time to run counter-hack operations and support the company’s IT needs. If a fulltime cyber-security specialist isn’t in your budget, then you need to consider other methods for improving data security. Good strategies include using the best antivirus software that management will buy, putting more user restrictions in place, prohibiting SB drives, and teaching employees good cyber hygiene. Perhaps the most effective strategy for protecting your data is to move it from your private server to the cloud.
How It Works
Hackers have a host of methods for conning their way into a network. Email is still a very effective method for delivering malware. ( ou’d be surprised at how many distracted executives will open a file called 1 Past Due Accounts. ) Messages may use techniques like baiting or phishing (pronounced fishing ) to trick people into handing over passwords and account numbers. Some hackers target employees’ personal computers, which tend to have weaker security. Then they sneak into the company network when the employee logs in remotely or brings a corrupted SB drive into the office. Mobile devices can contract malware through apps and unsecured networks (such as the free Wi i at airports). All of these methods give cyber criminals a way to slip past the company firewall without raising an alarm.
14
Building Products Digest
June 2015
The Cloud Bank
The building materials industry has been very slow to adopt cloud-based solutions, in part because many executives don’t trust them. Letting a third party manage their data at a separate location feels risky. Keeping everything in-house, on their own servers, in an environment they control feels safer. But unless your company has a fulltime cyber-security specialist, using a private server is significantly riskier than using the cloud. A good way to think about it is to compare your data to money. Keeping your data on a private server is like keeping your money in a shoebox. ou have direct access, but so does anybody who breaks into the building. It’s easy for them to grab that shoebox and walk out the door. When Building-Products.com
hackers get past your firewall, they can potentially trash or steal anything on your network. Accounting records, operations data, and customer information are up for grabs. sing the cloud, on the other hand, is like keeping your money at a bank. The funds are still available, but if a thief breaks into your office, there’s nothing for him to steal. He can’t get to your money because it’s at the bank. And breaking into a bank is an entirely different matter.
Still Not Convinced?
Some people are skeptical that the cloud is safer. After all, if a corrupted laptop can infect your entire network, what’s to stop that virus from spreading to your hosted data. This is a fair question. The simple answer is the cloud is different from traditional networks. It offers multiple layers of security, far beyond what most businesses can afford on their own. The first line of defense has to do with access. A local network typically has many points of entry, because it’s used by many different software applications. When employees check email, create sales orders, track inven-
tory, or enter payments, they are storing all of those records in the same place. Applications on a local server are sort of like offices on the same hallway. Applications in the cloud are more like guarded buildings on separate roads. Let’s say a hacker gets past your firewall. If you store all of your data locally, he can walk up and down the hallway , from your email to your accounting records to your customer files, because everything is connected. If you store your accounting data in the cloud, however, he can’t crawl from your email to your billing records because they are in separate locations. In order to get to your accounting data, he has to leave the hallway, exit your building, find the right road, and then get past all of the guards. This brings us to the next line of defense. If data is stored in the cloud, it’s on a server (or multiple servers) at a data center. Data centers make sure your information is accessible to you and only you. These facilities invest heavily in sophisticated security tools and anti-virus software. They also provide 24/7 monitoring by cyber-security experts who constantly walk the (vir-
tual) perimeter, checking for weaknesses and scanning for suspicious activity. (All the things system administrators don’t have time to do.) Let’s go back to the shoebox vs. bank analogy. our only way of protecting that shoebox is to lock your front door. The bank, on the other hand, has locks on the door, cameras in the ceiling, and German Shepherds patrolling the lobby.
Next Steps
nfortunately, there aren’t any security patches for human behavior. o matter how many rules a company puts in place, somebody will inevitably slip up. If you want a sobering conversation, ask your IT manager what defenses your network has against an internal attack. ind out which parts of your operation would be affected, and how long your business would be down. Take a hard look at the worstcase scenario, and start planning the best possible response. – Greg Mooney is the director of application operations & systems engineering and Jessica Arant communication coordinator for DMSi Software, Omaha, Ne. Reach her at jarant@dmsi.com.
877-546-6808 www.quattrotimber.com Common problem: Solid-sawn green post has checked, split, and twisted while drying.
• KD engineered porch & deck posts
Solution: Kiln-dried engineered Quattro™Posts
• Available in cedar, fir and spruce • Our manufacturing process virtually eliminates the problems that are common with solid-sawn posts, such as splitting, checking and twisting. • Quattro™Posts carry a certified structural rating, and their hollow core encourages a variety of lighting options.
Your next deck, porch, pergola, gazebo or arbor project deserves Quattro™Posts Building-Products.com
June 2015
Building Products Digest
15
INDUSTRY Trends By Eric Green, Askuity
Why retailers are investing in data sharing solutions W
ALMART HAS BEE an innovator with technology for over 30 years. Sharing data with its vendors through its proprietary Retail Link vendor portal has transformed the way Walmart and its vendors do business. With Retail Link, Walmart empowers vendors to manage performance at the store and SK level, which contributes significantly to Walmart’s market success. In the home improvement channel, the Big Three— Home Depot, Lowe’s and Menards—have all taken their cues from Walmart in building their own retail data sharing solutions to improve collaboration with their suppliers. Home Depot, for example, provides its suppliers with point-of-sale data through its HomeDepotLink vendor portal, while Lowe’s vendors enjoy similar functionality through Lowe’sLink’s VendorDART. et, even with the quantifiable success the Big Three have experienced (highlighted by increased sales, faster inventory turns, and reduced out-of-stocks), the fact remains that most LBM, home improvement and hardware retailers don’t have the multi-million dollar budget required to build an equivalent data-sharing solution. So how can your business follow in the big boys’ footsteps without reinventing the wheel ortunately, the recent emergence of cloud computing and Big Data technologies have created options for retailers that previously didn’t exist. Where even a few years ago, the only way to capture the benefits of Retail Link was to custom-build a Retail Link-like portal, today there are cloud-based platforms that are deployed quickly and easily without the need for custom software, expensive implementation services or a data center. The key to getting your team onboard with the idea of deploying a cloud-based retail intelligence solution rests in making the business case that demonstrates the return. By presenting the proper framework regarding the value of sharing inventory and sales information with your vendors, everyone can get on the same page regarding the initiative, bringing the company closer to achieving the benefits that Home Depot has been enjoying for the past five years. There are three key areas to examine and quantify when building your business case: cost savings, cost avoidance, and revenue.
16
Building Products Digest
June 2015
Cost Savings
Every business wants to save money, and with the right retail intelligence platform, the business will be able to do just that. Cost savings can be broken down into two main areas: infrastructure cost reduction and operational improvements. Infrastructure Costs. or retailers currently running old-school BI reporting solutions for internal and vendor use, there is an annual software and hardware maintenance cost as well as a personnel cost to run the reports and maintain the platform. By partnering with a retail intelligence platform company, these costs would be eliminated. Annual software maintenance can run between 15-20% of up-front software licensing, while conservatively estimated labor costs can run from 1 to five full-time employees for a mid-sized retailer. Operating Improvements. There are two key ways retailers can improve their bottom line through inventory optimization: (a) reducing out of stocks and (b) increasing inventory turns (or improving capital efficiency). Reducing out-of-stocks. Industry studies have put the cost of out-of-stocks at 4% of retail revenue. While sharing store-level inventory data with vendors won’t eliminate out-of-stocks entirely, the ability for vendors with increased visibility to pre-empt potential problems at store-level will help bring the incidence of out-of-stocks down. Building-Products.com
A conservative estimate of a 10% improvement on the lost sales revenue for a retailer with annual revenue of 500 million amounts to 2 million. Multiplying that by retailer gross margin percentage gives a net incremental improvement that flows directly from better supply chain visibility. Increased inventory turns. When less money is tied up in slow-moving inventory, money is freed up to generate returns elsewhere. Effective use of store-level, SK -level data enables the identification of average inventory levels represented by slow moving goods. Reducing that number through optimized on-hand levels to a level that doesn’t impact sales but does meaningfully limit idle stock can free up significant dollars. Those dollars multiplied by the retailer’s cost of capital will give you a target for improved capital efficiency.
represent a good portion of your revenue and margin, or who might be strategic in the sense of offering a source of differentiation to the retailer. It’s easy to have the allure of the short-term dollars from a handful of larger vendors distract a retailer from the primary objective of the initiative: to improve key operating metrics across the entire business. Incremental Promotional Dollars leading to Sales. Other benefits that would fall into this revenue bucket would be the ability of the retailer to attract more vendor marketing dollars that in turn drive more sales. With the increasing shift of vendor marketing programs to retailerbased, shopper marketing programs, vendors are prioritizing their dollars with retailers who can provide them with the information they require to properly manage and measure those programs.
Cost Avoidance
Understanding The Value Drivers
or retailers currently without a vendor reporting platform who are looking to build their own reporting infrastructure, there is a one-time cost to either custom build a solution or buy and configure commercial software. All-in costs for this type of initiative can range from 250,000 to over 10 million once software licensing, implementation services, internal resources and hardware are considered. Consider too the on-going annual maintenance costs (15-20% of the license fees), the internal resource requirements to support the function and all other ancillary costs to manage the reporting infrastructure. By moving to a cloudbased, Software-as-a-Service platform from the get-go, these expensive start-up and maintenance costs are avoided.
Revenue
Vendor Fees. A retailer’s data is very valuable to its vendor partners and these vendors are in most cases very happy to pay for it. Smart vendors know how to use this data to drive sales, limit out-of-stocks, optimize their marketing and promotional spend, and manage their inventories. Point-of-sale data is the lifeblood of any product vendor’s business and making effective use of this information is a key success factor for winning at retail. Accordingly, retailers have an opportunity to monetize the information that they are providing to their vendors. Moreover, when the information that retailers are providing goes beyond raw data but includes the use of an advanced analytics platform from which to derive insights faster, there is even more value to monetize. After all, a tool that helps surface actionable insights quickly and easily vs. expecting vendors to sift and sort their way through spreadsheets of data is going to produce better business outcomes at the store execution level. In addition, if the tool to analyze the data is being provided, this eliminates the need for the vendor to spend money on their own third-party tools and resources. In other words, the greater the value provided, the greater the opportunity for monetization. Whereas some industry data services are cost-prohibitive for all but the largest product vendors, we believe that you capture the most value from the data sharing initiative if it’s accessible to all vendors. A nominal fee applied across the entire vendor base will democratize the initiative and ensure that the business benefits that accrue from supply chain collaboration—where the real monetization opportunity is—are realized by all vendors and by implication all retailer departments and volume. Care must be taken to not price the program out of the reach of your mid-sized and smaller vendors who might Building-Products.com
Retailer-vendor collaboration enabled by store-level vendor visibility has proven to be a key enabler of growth and success of the leading big-box home improvement retailers. The more information shared with vendors, the more partnership-like the relationship between retailers and vendors, which in turn leads to better joint planning, execution and performance. Consider the recent success of ational Gypsum, a top supplier of gypsum board. Through an organization-wide commitment to investing in retail analytics with its biggest retail partners, ational Gypsum has evolved from drowning in data to proactively addressing potential store-level inventory issues and optimizing localized product assortments with their retail partners. ltimately, this focus on retail analytics has enabled the company to position themselves as true category partners with their key home improvement retail accounts, transforming the retailer-vendor relationship from a transactional one to one that is much more collaborative and win-win. There are several routes LBM retailers can take to get to this kind of vendor collaboration, some more effective than others. In all cases, however, it takes a good understanding of the value drivers that underlie the business case for such an initiative the above summary framework is a good start to help retailers think through these. – Eric Green is CEO of Askuity, a cross-retailer big data analytics platform that connects retailers and product manufacturers. Reach him at info@askuity.com.
RETAILERS can realize significant benefits in sharing sales data with their vendors. June 2015
Building Products Digest
17
MARGIN Builders By Paul Hansen, ETemplate Systems
3D as-built measuring improves design & installation
T
HE DESIG , fabrication and installation of architectural surfaces and components require both skill and knowledge. Parts of this process are tasks performed by people and parts are based on tasks performed by tools. How effective and efficient the overall process will be is determined by the quality of the data used in the process, and how well the data flows between processes. Everyone in the supply chain wants their projects to go smoothly. The contractor, the architect, the material supplier, and ultimately the customer all want deadlines and budgets to be met. When the project runs smoothly, everyone looks good, and ultimately the end product looks good. This helps bring more business to the contractors, architects and material suppliers. The as-built measurement process from the jobsite greatly impacts the project. The jobsite work order, specifications and design layout define what needs to be measured at the site. Let’s look at the flow of information from the jobsite through the process. (1) Measure relevant features (walls, windows, doors, soffits, level, plumb, scribe). (2) Enter data into design system. (3) se jobsite layout and irregularities to design surfaces or components in design system. (4) Send part designs to fabrication. (5) Install fabricated system into jobsite. When using manual measuring methods, the data tends to be based on assumptions and is incomplete due to
18
ď Ž
Building Products Digest
ď Ž
the complexities of both the jobsite and the measuring process. Wall angles are assumed to be 90 , windows and doors are measured as simple rectangles. Measuring of curves many times must be done using a physical template. Measuring of plumb, level and scribe is done sparingly, if at all. The measurements are written down to be entered into design software. This process is usually incomplete, is quite tedious, and is error prone with transposed numbers, data entry errors, and the like. Due to these limitations of the manual measuring process, the design, fab-
LOOKING TO THE FUTURE: As technology advances, the more we will see products evolve like Elaser Xpress by ETemplate Systems, made to easily measure the jobsite more efficiently. June 2015
rication, and installation processes are also affected. The design process will have to take into account that the data is limited and allow for modifications to take place at the jobsite for imperfections not determined during the measuring process. This obviously affects the installation process as well. This can also affect the fabrication process with the necessity of creating filler pieces or the need to do some final fabrication onsite during installation. As with many processes, the introduction of technology, hardware and software, can greatly enhance the jobsite measuring process. The use of a discreet point 3D laser measuring system, such as ELaser, makes the measurement task a one-man effort and easily measures the jobsite geometry as well as plumb, level and scribe situations. During the data collection of accurate measurements, the system creates a 3D CAD model, eliminating any errors bringing jobsite data into the design system. 3D laser measuring allows the user to create the CAD model at the jobsite. The geometry created is automatically formatted to be easily used by the design software. Imperfections at the jobsite along with out of square situations are easily measured and documented. Measuring out of plumb, level and scribe details can also be measured and documented by the system in the CAD model created at the jobsite, eliminating costly errors. With a comprehensive data set of the as-built measurements of the jobBuilding-Products.com
site taken by the 3D laser, the design process is streamlined. The data is already formatted for the design software, and the operator can have confidence that the design is working from a true layout, eliminating the need to design in a fudge factor for the installation process. The installation is also made quicker and easier due to the accuracy and completeness of the design. Scribes are done, shim levels are known. sing the layout function of the laser, the installation team can easily locate start points, drill points for mounting, level locations across surfaces, and plumb points from ceiling to floor and floor to ceiling. All of this enhanced data and knowledge virtually eliminates doing any final fabrication on the jobsite. Another type of 3D laser, called a cloud scanner or room scanner, has also become more popular in recent years. The cloud scanning process uses a 3D laser that rotates in the center of a space and collects a dense grid of points. Depending on the size of the space being measured, the scanner will collect millions to hundreds of millions of data points. The prime benefit of this process is the amount of data that can be collected fairly quickly. The issues involved in this process for the fabricator is currently several. irst, the amount of data is so great that it requires specialized software to manipulate the data. Second, the data collected will not necessarily represent the features that need to be measured, such as corners and edges. This means the designer needs to make interpretations from the data to create fabricatable geometry. And third, the cost of this technology is about an order of magnitude greater than the discreet point technology, making it a difficult acquisition for most companies. Over the coming decade, this technology will certainly become a bit more affordable and user friendly to the fabrication market. As with many trades, finding skilled labor is very difficult. The addition of technology like the ELaser will streamline your processes with efficiencies and cost savings. This will give you more consistent results, allow you to bid jobs you may have felt were beyond your scope, and ultimately bring more to your bottom line. – Paul Hansen is president of ETemplate Systems. Reach him via www.etemplatesystem.com. Building-Products.com
June 2015
ď Ž
Building Products Digest
ď Ž
19
COMPETITIVE Intelligence By Carla Waldemar
It’s showtime!
N
Knudson Lumber, Ellensburg, Wa., of being a traditional, buttoned-up operation. ou won’t find store manager Marty Shelley in a business suit. (Clown suit, maybe.) Trying to envision his presence as we chat on the phone, he invites me to picture a character rom Scooby Doo. My shaggy mop of hair’s a joke around here. And that’s just the least of the fun at Knudson, starting with the outfit’s acebook page, for which he writes a twice-monthly column that, he swears—he promises —has nothing to do with business. Instead he addresses life experiences folks can relate to ( It’s me, sounding stupid ). But people seem to like it and add comments. They text me, they email. It’s unbelievable There’s no advertising on the page per se, but that’s the charm of the best advertising of all, word of mouth. And it’s over the top. Marty, who’s been here 24 years now, did not seek— never mind expect—this career path. The original plan was to gain fame and fortune as a rock ’n’ roll drummer. But when down on his luck in that pursuit, his mother suggested he try things out in Alaska and gave him a plane ticket. One way. He decided why not and found a job in Juneau as stock boy in Don Abel’s yard. A couple of years later, he’d become its manager. But he missed his home in Ellensburg, so he sent a resume to Knudson Lumber’s owners, Robert and Cindy Knudson, who’d been hands-on but were ready to ease off, and the rest—all together now—is history. Says Marty, If you’d told me then I’d still be in the lumber business 20 years later, I’d never have believed it. But here I am And not a day goes by that I don’t have a blast. The staff will second that. The Knudsons, thoughtful small-business owners, provided 401/k plans and insurance and lots of intangible reasons to stay put, so folks stayed on. They never thought of themselves as lifers,’ explains Marty of his 20-plus full-timers, just a nice place to work.’ And I’m the noisiest one, by far—definitely the loudmouth. We have a good time. But don’t get the wrong idea. Life here is not always a bowl of Rainier cherries. Ellensburg, pop. 18,000, lies 100 miles east of Seattle, where the terrain of Central Washington is very redneck, very conservative, Marty states. But this is also a college town—the home of Central Washington niversity—which contributed the opposite, so it balances out. And we keep very busy. We sell a lot of big house packages. A lot of spec homes are being built in subdivisions (parents build them for their kids in school), and for people who commute over the mountain pass to Seattle—people who are tired of life in the big city. Plus, we have way-better weather That, and O O E WO LD ACC SE
20
Building Products Digest
June 2015
farmers moving into town and needing housing and the college itself, which keeps on growing. But there’s no lack of competition for a piece of the pie. Back in 2007-2008, before the bust, people were going crazy around here, putting up big houses. That attracted the boxes, which set up shop within driving distance, causing Marty to lose some sleep. Close to 70% of our business is with the pros, so I worried that they’d switch to the big boys—and we can’t compete with them on price. But, turns out, we were hardly even bothered. I can’t think of a customer who left us for the other stores. We take good care of our contractors, and they’re loyal. We offer betterquality lumber, even if you pay a little more for it. Bottom line: We try like mad: everything from really good delivery service to lots of special orders. What I like, he declares with a victor’s pride, is when a builder—or homeowner—has a friend who’s a competitor, so they buy from someone else. But, halfway through the project, they’re back, buying everything from us. Knudson repays that loyalty on Contractors ight, featuring an open bar and really good food for hundreds of pros and their wives. Our vendors tell us the event is one of the best ever, second to none. And our pros call ahead to make sure they’re on the list. By now, we’re dealing with the second generation—the kids of our original customers. Knudson knows how to put on a party for its DI brigade as well, starting with Ladies ight. It’s nuts. It’s crazy, states the crazy-maker himself. We close at 5:30, then re-open at 6 with wine and cheese for the ladies. Men are kicked out, but women come in with lists from their
WASHINGTON STATE lumberyard is constantly putting on a show for its customers—whether it’s a ladies night… Building-Products.com
husbands. I look back on years when you never saw women in a lumberyard, and now, two-thirds of our employees are women. At the event, we see women who’ve never been in here before, and they say, We didn’t know you had .’ The Garden Club presents demos on transplanting flowers, and there are prize drawings every 15 minutes. Cars are parked all up and down the highway. It’s noisy, it’s fun, and everybody’s having a great time. Birdhouse Day is another riot scene, this time for kids. All summer, Marty explains, we take our twists boards and saw them up and make a kit, with a dowel and nails. Then, near Christmas, hundreds of kids with their families are sitting on the floor, putting the kits together. There’s Santa Claus, too, and our employees bring in cookies—four hours of total chaos—and we do it all for free. ot chaotic enough for you Then swing on over to the fairground for the annual nail-driving contest: beams on haystacks on a stage with contests for every age group: kids pounding roofing nails, grown-ups pounding 10-penny sinkers, with prizes and ribbons. It’s a show in itself, and —no surprise— I’m the emcee—hundreds of people laughing. It’s so chaotic, and it gets bigger every year. The
… OR A BIRDHOUSE DAY …
first year, I had to strong-arm the staff to help out, but now, they can’t wait. (I give them each 20 for food, too). un, for sure. But be assured, the frolics are driven by a serious mantra. We use all this stuff to become part of the community. The older I get (I’m 53), the more I understand how important that is. And a funny thing happened on the way to the giveaway of dog treats on International Dog Appreciation Day. Sales of dog food skyrocketed. Okay, we’re a lumberyard, but after the owner’s dog had cancer, we discovered a line of organic dog and cat food. When I saw the price, I swore, obody’s gonna buy that,’ but people come from a hundred miles away. This section has really grown. et it takes more than fancy pet food to lure repeat business. It’s all about treating customers like valued guests. To get that message engraved in the minds of his employees, Marty tells them, ou’re the reason people shop here. ou’ve got to put the customer first. And there are rules for that. ou’re not allowed to point here, he says. Instead, we take customers to the department they need. Slip up The whole crew (led by guess who ) will yell, O POI TI G It’s a joke Building-Products.com
… OR A NAIL-DRIVING CONTEST …
now, says the boss. Another thing I tell our people is, If I see a customer carrying moulding 8 feet tall, I grab their stuff and take it to their car. I tell our staff, Don’t ask. They’ll tell you, o, so just grab it.’ That’s how I teach our people to serve. Another rule: By the time you walk from the door to the front counter, you’re greeted from two to eight times. Okay, I’m in my office in the back corner, but I can see the front counter, so I scream, rude as hell, Hi, rank ’ (When I go to other stores, it can take five to 10 minutes before I’m greeted. I’m thinking, Whoa What is this ’ Ensuring that superior kind of customer service is never a walk in the park but consider, too, this added challenge: This is a small, college town, where each year, a new handful of students are hired to help out during the busy summer season. There’s a training manual for guidance (how to cut lumber, how to mix paint, etc.), but Marty knows he has to train’ the old-timers in how to accept and aid the new kids as well. It can be really, really hard. Customers don’t always want the newer people to help them. I tell the regulars, There’s not a job in the world where you have to learn so many different things and know what you’re talking about. Don’t forget what it was like not to know things. There was a time when you were new, too.’ We realize that we, also, had to be trained. We want to keep all the staff happy, and that doesn’t just involve a paycheck. Marty himself acknowledges that he may have made a mistake or two over the years. But owners Bob and Cindy (ceding now to their daughter, Renee Kraft) have been the greatest people you could ever work for. I say to them, I’d be fired anywhere else,’ but they always let it roll off. Renee, too, listens—doesn’t make rash decisions. I can say what I want, even pushing the wrong buttons, and I don’t have to worry. or do they. The payback is priceless. Carla Waldemar cwaldemar comcast.net June 2015
Building Products Digest
21
OLSEN On Sales By James Olsen
Doubling down to double up
I
WE PLA blackjack straight up, the dealer/house has an 8% advantage, sometimes called the edge. This edge is gained because the dealer plays last, so many of the players will bust before the dealer, ensuring the house a win regardless of the dealer’s outcome. Playing basic strategy, making the best statistical play with any combination of dealer and player cards that flop, can decrease the house’s edge to only 0.5%. It takes time to learn basic strategy, as the intuitive play is often not the best play. This 0.5% edge can be further diminished by card counting, which, while not illegal, is frowned upon by casinos. Card counters are banned from play if caught. One of the biggest advantages blackjack players have is they can, when the odds are right, double down —doubling their bet and taking one card against the dealer’s multiple hits. They can push when the odds are in their favor.
Double Down to Double Up
A straight up strategy is the way of the struggling seller. Every sales call is the same. Master sellers use basic strategy, especially the double down, to double up their sales. nderperforming sellers see themselves as servants to their customers (masters ). Master sellers give world class service, but they aren’t servants. Sellers who kill it see themselves as money-making partners and consultants to their customers (partners ). Servant-like sellers are afraid to make margin. What if my customer (boss) finds out I made too much money on this deal Master sellers don’t even know what this question means, much less ask it. Master sellers know that their customers buy from them because they consistently do a great job for them, not because they are always the cheapest. Because of this mentality, the master seller knows when to double down and pushes, when the time is right, for a bit more volume and/or margin from their customers.
When & How to Double Down
When we have the best deal. When we know we have the best deal or our customers tell us we have the best deal, we ask for more volume. When we lose an order. ind out what they bought. Ask for the next two. When the customer counters on price. We should counter the price objection by asking for more volume. This is another good reason to add extra margin to our initial proposal. This way, we can accept our customer’s offer and pick up more business while we are at it. When we are on fire! In basketball, we call it a heat
22
Building Products Digest
June 2015
check. A heat check happens when you can’t miss. The player with this feeling will take a wild shot, just to see how hot they are As salespeople, we should do the same. If we are on fire with some customers, we should push the margin and volume envelope with all customers. When the market is on fire! See heat check above. If the market is moving in a positive direction, we must push for more volume and margin. If not us, who If not in a hot market, when “I’m going to give you a shot on this one.” When a customer we have been working, who is not buying from us or not buying enough from us, comes at us with this approach, it is time to double down. One reason we are getting this call is because their main supplier can’t do what they are asking us to do. Regardless, we don’t just sell the order. Double down by asking for an ongoing commitment. Mr. Jones, I appreciate the shot on this one and, of course, I will do it for you. My being able to do this is in a tight market is exactly why you should have me in your regular rotation of suppliers. Before we put this together, let me ask you, will you buy from me on a regular basis now It can seem at times that the customer is the house. That they have all the cards. Master sellers know that this is not true. We have strategies and, more importantly, mentalities that level the playing field. When the odds are in our favor, double down to double up. James Olsen Reality Sales Training (503) 544-3572 james realitysalestraining.com Building-Products.com
ONE on One With Bob Tellier, president of Orchard Supply Hardware
New chief charts course for Orchard
B
PD PUBLISHER Patrick Adams sat down with Bob Tellier, president of West Coast-based Orchard Supply Hardware, a division of Lowe’s. Having had previous retail experience with True Value and as a longtime financial consultant, Tellier shares his view on the evolving industry and how change is inescapable. BPD: So, how’s business? Tellier: Business is great We’re seeing a great spring, a spring that started with first quarter results in the double digits. nfortunately, our nurseries have been impacted by the drought. The good thing is paint, hardware, electrical, and plumbing departments are doing very well. We are experiencing a change in many of our old neighborhood themed stores as we work to transition them from the old format. By the end of next year, over 80% of our stores will be in the new format. We hope to have 80 stores by next year with over 60 of them designed with the new format. We are working to evolve all stores, even those going back to the ’50s and ’60s.
BPD: How does the future look for the industry and for Orchard? Tellier: I think there’s always going to be a need for hardware stores like ours. We’re really pushing customer service more. People need help and reassurance when buying a product. It has to involve sort of a whole service model. There are two ends of the spectrum. ou’ve got the small independent stores, where customer service is first priority, and then you have the larger stores, with the depth and breadth of assortment in the boxes, where the customer is basically on their own. We’ve nailed the two together. We’re retro yet futuristic. We’re trying to find that balance between what’s old and what’s new, so we can capture all
24
Building Products Digest
ends of the spectrum. We strive to hire people in the local community, who know the community well. The demographics are changing. The customer base is changing. BPD: How do you efficiently scale a model that calls for uniqueness at the store level, considering different demographics that exist? Tellier: That’s what I call microassorting. We’ve spent a lot of time in the neighborhoods. We listen to the neighborhoods, we hire from the neighborhoods, and we have an open discussion with all who are involved. BPD: Since the acquisition of Orchard Supply by Lowe’s, how have you made the relationship between both companies work? Tellier: Orchard Supply is completely autonomous. We utilize some of their legal help and it’s very helpful, but Orchard Supply is pretty much self-sufficient. We were bought for a very specific reason, because we are not Lowe’s. They agree with our strategy, they agree with our direction, and that’s symbolic that Orchard will be run by Orchard. They’ve offered a lot of support. Having them with us makes many things go easy.
Tellier: The only thing constant is change. ou can’t guess where things are going to go in the future. ou can always expect change—in the environment, in our customer base. ou never know what life will give you, so you have to be prepared, flexible and ready to adjust. our years ago we realized if we kept doing what we’re doing, we wouldn’t be here for 84 more years. ou have to build that flexibility into the culture. ou have to have that thirst for change, that willingness. It’s important to have a workforce that realizes change is inevitable. BPD: Do you feel an added weight of being a company that has carried a legacy for so long? Tellier: That’s a weight on my shoulders every day. Orchard goes back to 1931. The roster of associates who carry over 30 years of experience would go many pages in a book. We celebrate the history and the loyalty, not only of our associates, but of the customers. I feel it every day. But we don’t have to be the same Orchard that we were in 1931. We must change and still stay true to that history.
BPD: What trends do you see ahead in the industry that are going to influence the market? Tellier: More people than ever are using the internet for research. We realized we’d be doing ourselves a disservice by not putting our entire lineup of products online. We didn’t realize that the information that was displayed online was setting an impression in the customer’s minds. People thought we had a limited amount of products, when really we had thousands.
BPD: You’ve been in many other industries, you’ve had plenty of opportunities. What about this industry keeps you here? Tellier: I really love product. Hardware is great because of the breadth of products that we carry. I like the complexity and it’s great to solve people’s problems. Where can you find another industry where you can touch so many different aspects of people’s lives
BPD: What’s one lesson you’ve learned that the industry can benefit from?
This is just a slice of the interview with Bob Tellier. For the full transcript, visit www.building-products.com.
June 2015
Building-Products.com
COOL BLENDS
Timeless Beauty BEGINS WITH THE FINISH
Evening Blue
Arctic White
Boothbay Blue
Weyerhaeuser Distribution has you covered. From coast to coast, Weyerhaeuser Distribution is YOUR SOURCE for James Hardie® siding & trim. Work with us today 888.453.8358.
© 2015 James Hardie Building Products Inc. All Rights Reserved. TM, SM, and ® denote trademarks or registered trademarks of James Hardie Technology Limited. The is a registered trademark of James Hardie Technology Limited. All other logos belong to their respective owners. AD1420 5/15
NOW IN STOCK IN PITTSBURGH!
SUBTLE BLENDS
Timber Bark
Cobble Stone
Khaki Brown
Capture the essence of your home with OUR CURATED COLLECTION OF COLORS.
Color specialists at James Hardie have designed a distinctive palette of ColorPlus® Technology finishes for your home’s siding and trim. With a range of tones drawn from natural environments, these exterior finishes are not simply paint. They’re baked-on colors that are as brilliant and timeless as America’s idyllic neighborhoods.
Explore color combinations at jameshardie.com
888.453.8358
LD-CLAS OR
S
W
AVAILABLE AT
IN
C E 1921
will continue with the company under the new ownership structure. The deal, expected to close by the end of the second quarter, includes 10 South Texas lumberyards, two millwork plants, and a component plant. Kodiak operates 21 locations in Texas, Colorado, Michigan and ew England.
Louisville Leaders Merge
S LBM Holdings has acquired 78-year-old Boland Maloney Lumber, Louisville, Ky. Kingbrook Window Door, and Structural Component Systems, to integrate into its Louisville-based K-I Lumber division. K-I will operate Boland Maloney’s LBM distribution center and millwork operations, and add a kitchen and bath showroom. The SCS truss and wall panel plant will be consolidated with K-I’s manufacturing center in Shelbyville, Ky. The dedicated associates at Boland Maloney Lumber align perfectly with the K-I team and their commitment to serving professional builders, contractors and project-oriented consumers, said K-I president Bob De erraro. This partnership will ensure that K-I Lumber continues to prosper and help build communities in Kentucky and Southern Indiana.
odiak Buying Texas
The Indiana Lumber Builders’ Supply Association and Michigan Lumber Building Materials Association will merge by the end of 2015. Both associations have voted to approve the combination, which has been discussed for about a year, initially spurred by a desire for cost consolidation. Other benefits soon became apparent, including a more powerful voice for advocacy and greater impact in the services marketplace. The newly formed group will be known as the Midwest Building Suppliers Association. Staffing and management are under consideration.
arsky
Pre Civil War Yard Closing
Eberly Lumber, Mechanicsburg, Pa., is closing at the end of this month after 155 years. Brothers Lee and I.S. Eberly have been running the family business for over 40 years, but noted that big box competition has hurt its retail business and their children—five daughters between them—are not interested in taking over.
SpeedySpacer com Toll Free
Fax
1
84 Lumber has purchased a 50,000-sq. ft. building on 4.5 acres next to its current 50,000-sq. ft. store in Summerville, S.C., to add a door shop and warehouse. Spahn & Rose Lumber
moved its century-old lumberyard in Dubuque, Ia., to a new location.
Indiana Michigan Dealer Associations to Unite
Kodiak Building Partners, Denver, Co., has agreed to purchase the operating assets of 10-unit Zarsky Lumber Co., Victoria, Tx. Cally romme, CEO of Zarsky, said, Zarsky Lumber Co. has provided building materials to South Texas for nearly 90 years. The partnership with Kodiak offers many new opportunities for our customers and our employees. Zarsky’s key management team, including romme, Phillip Steffy, Steve Weaver, and Travis romme,
DEALER Briefs
1
Saves Time • Saves Money Currently looking for distributors and considering buyout opportunities
Wilson Lumber, Huntsville, Al., lost inventory and an old maintenance building in a May 21 fire. Walker Lumber & Do It Best Hardware , Minong, Wi., has been
placed up for sale.
Gordon’s Ace Hardware is opening store #8 late this summer in Chicago’s Bridgeport neighborhood. La Plata Hardware, a 10,000sq. ft. Ace franchise in La Plata, Md., was opened April 25 by Allan Hungerford. Islands Ace Hardware , Savannah, Ga., owner Randy West is teaming with Randy Saunders to build a 20,000-sq. ft. Ace with 10,000-sq. ft. garden center in Southern Pines, N.C. Plans have been submitted, and construction could begin as early as this summer. Tunnel Hill Ace Hardware, Tunnel Hill, Ga., will not rebuild, following a devastating early morning fire April 25. Marysville True Value Hardware, Marysville, In., auctioned off its
1.5-acre property and inventory early last month. J.R. Righthouse Jr., owner of the 105-year-old store, died last year.
Ace Hardware broke ground for a new store in Trimont, Mn. Riddle’s True Value, Amherst,
Oh., is closing.
Menards is seeking rezoning in Gary, In., to build a 174,000-sq. ft. replacement store with 42,000-sq. ft. outdoor lumberyard. Every sheet of plywood & OSB spaced perfectly Proper spacing helps prevent buckling, shingle ridging, & stucco cracking due to swelling & expansion.
28
Building Products Digest
• Greatly improves the speed & accuracy of panel installation • Avoid lawsuits from improperly spaced panels swelling & buckling • Proudly made in the U.S.A
June 2015
Anniversaries: Terry Lumber & Supply , Peninsula, Oh., 75th … Strait & Lamp Lumber, Hebron, Oh., 65th … Akard True Value Hardware, Zionsville, Oh., 60th. Building-Products.com
Carter Breaks into Tennessee
Carter Lumber, Kent, Oh., has entered Tennessee, with the opening of a 10-acre pro yard in downtown Knoxville. The location is managed by Brian Massie, VP of the Southeast, with the sales team led by Glenn Holston, a former regional manager for 84 Lumber. Carter now operates 145 stores in 12 states and has been increasingly eyeing the Southeast.
Herrington s Buys into Massachusetts
Ed Herrington Inc., Hillsdale, . ., has purchased the assets of DeVries Building Supply, Sheffield, Ma., from Bill and Joan DeVries as its sixth location and first in Massachusetts. DeVries customers will now have access to Herrington’s depth of inventory and sales support, along with engineered wood system services, window and door expertise, kitchen bath design services, stone and masonry specialists, countertop fabrication, and enhanced estimating and delivery services.
US LBM Buys Distributor Launches Fastener Division
S LBM Holdings subsidiary niversal Supply Co. has acquired 12-year-old fastener/tool distributor A C Supply, Riverside, .J., from red Lindsey and relaunched it as niversal asteners. The team at A C Supply is
extremely excited be a part of niversal asteners, said Lindsay, who stays on as president. This is the perfect opportunity to expand our business and provide fasteners, compressors, safety equipment, scaffolds, ladders, sealants, adhesives, specialty tools, and repair services to the entire niversal Supply marketplace. The formation of niversal asteners supports the S LBM strategy to diversify our specialty product categories and customer base, said niversal Supply head Jeff mosella. The experience and professionalism of the A C team will fit seamlessly into the niversal Supply family.
Indiana Store Expanding
Pat Sullivan, the second-generation owner of three-unit Sullivan Hardware Garden, Indianapolis, In., is expanding his northeast-side location by buying up several nearby homes. One of the homes has been torn down and another will be remodeled and used for do-it-yourself programs and seminars for much of the year. Sullivan is a Do it Best member.
Marvin Buys TruStile Doors
The Marvin Cos., Warroad, Mn., has acquired 100% ownership of TruStile Doors, Denver, Co. TruStile is an outstanding company with a proven track record of quality and craftsmanship that aligns with our values and premier positioning in the marketplace, said Dan Marvin, Marvin’s VP of business development. The addition of TruStile to our
family of brands will expand our product portfolio into other building products categories, and will allow us to combine our knowledge and resources to take advantage of new opportunities that will grow all of our brands. Marvin plans to run TruStile as a separate business unit within The Marvin Cos. There will be no changes made to the way that TruStile currently services its national network of dealer partners and TruStile’s current senior management team, led by president and CEO Scott Schmid, will continue to run the company from its Denver headquarters.
SUPPLIER Briefs StemWood, New Albany, In., will cease operations late this year after 110 years of veneer and lumber manufacturing. ITOCHU Corp. has completed the sale of PrimeSource Building Products, Irving, Tx., to private equity firm Platinum Equity. Novik’s Stainnatural NovikShakes and NovikStone products are now being distributed in New Jersey and Pennsylvania by Boise Cascade , Delanco, N.J., and throughout Michigan, northern Ohio, and northern Indiana by Hansen Marketing , Walled Lake, Mi. Pennco Windows has shuttered and placed up for sale its 200,000-sq. ft. vinyl window manufacturing plant in Ashland, Ky. GAF is considering adding a new commercial roofing plant in the eastern U.S. to produce PVC, TPO and ISO. Milan Lumber Co., Milan, N.H., was given the 2015 Outstanding Forest Industry Award by the New Hampshire Timberland Owners Association. USG Corp. , Chicago, Il., was honored as The Executives’ Club of Chicago’s Innovator of the Year. Sherwin-Williams ranked highest in satisfaction with paint retailers, according to the J.D. Power 2015 Paint Satisfaction Study. In customer satisfaction, BEHR ranked highest for interior paint, and Clark + Kensington was tops in exterior paint.
30
Building Products Digest
June 2015
Building-Products.com
Nebraska Yard Calls It
uits
Earl Carter Lumber, Lincoln, e., closed April 21 after 67 years. Dean Blattert, who bought the company with his father in 1993, intends to remain in the construction industry in some capacity. He is looking for partners to possibly convert his facility into a wood products manufacturing operation.
PFS TECO Combine
P S Corp. and Timberco, Inc. (TECO), two third-party certification agencies that have been linked for almost 25 years, merged May 1. P S and TECO have been headquartered in the Madison, Wi., area since 1992, at times working out of the same building, but never before being part of the same company. As one, we’ll be able to provide even more effective and efficient service to our existing clients and grow our business more than we could individually, said P S president and CEO Jim Huson. The two companies together provide certification and testing services for more than a dozen different building products, including engineered wood products, SIPs, OSB, plywood,
wood trusses, adhesives, pre-cast concrete panels, and fasteners for approximately 500 manufacturing plants. Together, they have testing labs in Wisconsin and Oregon, plus offices in Pennsylvania, orth Carolina, Texas, California, Oregon, and Wisconsin.
Interfor Adding Arkansas Mill
Interfor has agreed to purchase The Price Companies’ sawmill in Monticello, Ar. The Monticello Sawmill produced 75 million bd. ft. of lumber over the last 12 months, but upgrades now in the works, including the addition of a continuous dry kiln by the fall, should increase the facility’s annual production capacity to more than 100 million ft. and drying capacity to 150 million bd. ft. The deal, set to close this month for 29.255 million plus closing log and lumber inventories, will increase Interfor’s total annual lumber capacity to 3.2 billion bd. ft., including 1.3 billion in the Southeast. This transaction is another illustration of our strategy to grow in regions with strong timber baskets and access to important lumber markets, said Duncan Davies, Interfor president and
CEO. The Monticello Sawmill fits these criteria, as well as having significant upside from initiatives that are underway and on the drawing board.
Skyreach Ready for Steady
After three years of aggressive growth, Skyreach L S Extrusions Corp. is transitioning to a lean operation phase, focused on operational efficiency, quality improvement, and customer care. During its three-year start-up phase, Skyreach developed five new patio door systems, five new open window systems, two fencing systems, numerous custom profiles, and opened two locations in Canada and two in the .S. (Rancho Cucamonga, Ca., and Chicago, Il.). The next three years should be marked by growth and new product introductions at a more sustainable pace. To facilitate the transition, Skyreach restructured its management team and will streamline its product mix, distribution channel strategy, and geographical territory coverage. The moves should result in a more efficient supply chain, better inventory control, better delivery accuracy, and reduction of operating costs.
simplify
32
Building Products Digest
June 2015
Building-Products.com
PROBLEM:
SOLUTION:
UNSEALED EDGES ABSORB DIRT AND DUST.
IS SHARPER, CLEANER AND MORE DIRT-RESISTANT.
Kleer PVC Trimboard with
. The best sealed edge anywhere.
TruEDGE® from Kleer doesn’t just look like a superior product, it is a superior product. With a truly sealed edge that resists staining from dust and dirt and cleans easier if it does get dirty, TruEDGE is specifically formulated to keep the edges cleaner longer. So your finished product looks—and performs—beyond your expectations. See how Kleer continues to think beyond wood at KleerLumber.com
A DIVISION OF THE TAPCO GROUP
THINKING Ahead By Mark Brennan, Program Manager, US Lumber, & NAWLA Communications Committee Member
New ways to optimize customer relationship management
C
STOMER RELATIO SHIP management (CRM) systems have become a standard for businesses, and the lumber distribution industry is no different. In short, CRM systems allow organizations to house and manage client data, such as contact information, accounts, leads, opportunities, pricing and more, in one centralized location to better understand each relationship. Sales representatives can track email correspondence, pull reports and even set up automated programming through the CRM system. The possibilities are virtually limitless. Because data is collected and stored on the cloud, version control issues and nightly system backups aren’t a problem. The question remains, however, how do CRM systems benefit the lumber industry By the nature of CRM, this tool is primarily for the use of sales representatives, but the data housed within the platform can have a number of applications. If you think about each of your clients, from large to small, consider how easily you can pull information about their pricing trends—which products are experiencing a sales boom and which aren’t—or how quickly you can look up a service-level report. All of these options are available through a CRM system. urthermore, the option to automate certain procedures from business intelligence software is possible, and the information periodically updates throughout the day and night. There are dozens of CRM solutions that your firm can select from to capture and access customer and prospect data and activity. The most prevalent and well known is Salesforce, which holds about 16% of global market share, according to a 2014 report from Gartner. While this tool is common in the building products industry,
34
Building Products Digest
June 2015
recent research conducted by DMSi reveals that SugarCRM, Microsoft Dynamics CRM, ACT and Goldmine are also used by manufacturers and wholesalers of lumber and related building products. DMSi (Distribution Management Systems, Inc.) is a software company that specializes in ERP and related solutions for the building materials industry. It is currently developing a CRM system that would also integrate data between a firm’s CRM and ERP systems. While the core functionality for managing information about your contacts (including interactions, timelines and documents), tracking sales performance, and collaborating across a sales team is similar across most leading
Building-Products.com
A Special Series from North American Wholesale Lumber Association
CRM systems, features such as invoicing, email integration, and lead generation support may vary across these tools. ou should consider how many employees will use the system and how, your likelihood of using the expanded capabilities of different offerings, and if customizing your solution would be of value when evaluating different CRM systems. The addition of these capabilities and customization will often add to your costs, so you should be realistic about what you will use and how you can support a more complex system at your firm.
Learn More
If you’re interested in evaluating different technology solutions or hearing how your peers are using technology to enhance their customer relationships, join me and other NAWLA members at our annual Traders Market, Nov. 4-6 in Dallas. Learn more at www.NAWLATradersMarket.com. And, for those who are already affiliated with NAWLA, I encourage you to join or start a 10 Group so that you can continue to build relationships and host conversations with peers about trends and challenges that face lumber suppliers and wholesalers. While these groups meet in-person at NAWLA events such as the Traders Market and Leadership Summit, you can reach out to another 10 Group member whenever you need his or her counsel.
At .S. Lumber, we have invested in Salesforce, which is a feature-rich, open source platform that allows any professional individual to continually develop on the platform. We wanted a system that had the option to grow in the future versus a proprietary, more static tool. With Salesforce, our IT team has embedded a number of different features tailored to our specific sales team needs. Remember, the CRM tool is the platform that makes the information available on phones, laptops, tablets, etc., but it is up to your team to identify the needs of your sales representatives and create customized reports that make sense for you. or example, we created a dashboard with approximately 10 graphics that each quickly and concisely display different information on each client page. They show information such as which products are growing and shrinking, how many RMAs are being processed for each account, daily gross margins, trends and more.
Building-Products.com
Through these 10 pictures, sales representatives have a clear story about what’s going on with a client at that specific point in time. Sales representatives can also set specific and targeted goals based on information housed in the CRM system. If they know that a client is stocking a product, they can set a goal to get that business. eatures such as these enable the sales team to create a targeted, personalized and datadriven approach for each client. It’s important to keep your users in mind when coming up with the best ways to use your CRM system. We found that some features were more applicable to our sales team than others, and to increase the tool’s rate of adoption, we focused on those features that the sales team viewed as beneficial. If you don’t have buy-in from your users on a particular offering, don’t force that interaction to happen. Instead, make those applications they do find helpful easier to use and build from there. Down the line, you may be able to revisit previously discarded features. Additionally, while adoption with your current sales team may be a challenge if you have a more experienced sales staff, adopting a CRM system and similar technologies can help you recruit and retain the next generation of sales professionals. Because they are accustomed to having immediate access to information, and are more comfortable with integrating new technologies into their work and personal lives, it is likely that they will appreciate your investment in tools that can improve their performance. ltimately, CRM systems are what you make them, and they can provide unlimited data, management and organization for your clients. ocus on finding a tool that best suits your organization and build on it for the most personalized experience. – Mark Brennan is program manager for U.S. Lumber, Atlanta, Ga., and a member of the communications committee of the North American Wholesale Lumber Association.
About NAWLA
North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn more at www.nawla.org.
June 2015
Building Products Digest
35
SPECIAL Focus By Southern Forest Products Association
Southern pine industry equipped for market rebound markets. In the process, and as they have been for hundreds of years, builders and remodelers throughout the country are selecting southern pine products for its strength, treatability and beauty. Readily available in a wide range of grades and sizes, southern pine products can be used inside and out. The Southern orest Products Association (S PA) provides dealers and distributors with the information they need to sell more lumber. Along the way, global markets have increasingly become opportunities for southern pine lumber producers. There exists a worldwide hunger for the strength, beauty and durabilty of southern pine materials. Exports of southern pine during 2014 hit a record 552 million bd. ft. China, Mexico and the Caribbean, India and the Middle East are just some of the more traditional and new markets where southern pine has grown in popularity.
SP Spans Perform DEMAND for new housing in many markets has helped support increased production of southern pine materials.
F
I TH consecutive year, total shipments of southern pine were up in 2014, reaching 15.79 billion bd. ft. Those dark years of recession are a fading memory, and mills are equipped to once again satisfy growing demand. That’s a testament to the resilient SP industry, producing America’s first lumber, just like Captain John Smith did over 400 years ago at Jamestown, Va., when he built our country’s first sawmill. Granted, the lumber business remains cyclical with annual shipment volumes shifting up and down, often mirroring the health of the domestic housing market. The most recent recession is a painful memory, but was a period that taught producers some valuable lessons—increasing efficiency and targeting niche markets to better serve both existing and new customers. Today, more high-tech and energy-efficient than ever, southern pine lumber manufacturers are on track to supply dealers and distributors with the products their customers want, when they want them. The inventory of new homes for sale is finally trending downward, creating demand for new housing starts in many OR THE
36
Building Products Digest
June 2015
The impacts of new design values that became effective two years ago this month have generated daily interest in the updated span tables for visually graded southern pine dimension lumber. The latest design values have confirmed (Continued on page 38)
SFPA provides span tables for all structural applications of southern pine, based on the latest design values. Building-Products.com
WE PRODUCE YOUR SOUTHERN PINE! PHONE : +1 843 626 9600
any lumber dealer could possibly need. In addition to its comprehensive publication, Southern Pine Maximum Spans for Joists and Rafters that contains 46 tables covering all loading conditions, S PA has provided a pocket span card for use in the field. This card displays the most commonly used span tables builders and remodelers can refer to on the jobsite. The card is also a ready reference for dealers doing take-offs for customers at their counters. One span card includes 12 tables for visually graded lumber, plus machine stress rated (MSR) grades and machine evaluated lumber (MEL).
New Span Card for Treated Lumber SFPA’S new pocket span card for treated lumber is a handy field reference for floor and deck joists.
that southern pine remains comparable to other softwood species used for structural applications. Its density remains unmatched, providing superior fastener-holding ability. And S PA has responded with all the definitive numbers
HOOD LUMBER “Long and Strong”
S PA’s newest pocket span card addresses treated lumber spans. The laminated card measures 3.75 x7.75 and contains three tables for treated floor and deck joists in nominal sizes ranging from 2x6 through 2x12. Spans are listed for the visual grades of o. 1, o. 1 Prime, o. 2, and o. 2 Prime for the most common on-center spacings of 12, 16 and 24 inches. Typical treated lumber quality marks are explained. This new card will be a handy field reference for the treated lumber spans needed for both raised floor foundations and decks, noted S PA’s Eric Gee. Marine and other outdoor building applications will also benefit from the information on this card. All span table publications and pocket span cards can be ordered from the publications page of southernpine.com. Also, all individual span tables are available for download from the website.
SP Resources Online
Specializing in quality Southern Pine Lumber. We provide a full product mix of 2x4 thru 2x12, small timbers, and lengths up to 24 feet, from mills in Mississippi and Georgia.
Lumber dealers and distributors depend on informative websites to deliver the information and tools they need to sell more lumber. S PA’s product promotion site, www.SouthernPine.com, is the one-stop portal for everything pertaining to the specification and use of southern pine materials. In addition to design values, span tables and comprehensive publications, the site serves as a helpful resource for building tips and best-use practices. Professional deck builders and advanced do-it-yourselfers can find everything needed to build a code-compliant deck or porch online at www.SouthernPineDecks.com. Construction guidelines, finishing and maintenance tips are
Phone 601-264-2559 Fax 601-296-4740
www.hoodindustries.com
38
Building Products Digest
June 2015
TREATED SOUTHERN pine is ideal for waterfront structures (docks, piers, retaining walls) in both fresh water and salt water environments. Building-Products.com
spelled out in easy-to-follow detail. Customers with clients wanting to build in flood-prone areas or on challenging lots can benefit from exploring raised wood floor foundations. S PA’s www.Raised loorLiving.com is divided into two sections—one for homeowners to learn about the features in basic terms, one for builders with all the construction details needed for a complete understanding of how the system works. A series of videos covers every aspect of construction, from footings and insulation to proper crawlspace ventilation. Energy-efficiency and enhanced curb appeal are just two features both lumber dealers and their customers can sell to future homeowners. Dealers can add a third more lumber to the typical framing package when
Building-Products.com
their clients use the raised wood floor system. eed a shortcut to everything S PA offers online Make the gateway page www.sfpa.org a favorite on your desktop. Here’s a single page offering your entry to all things southern pine—a convenient directory to all sites in S PA’s cyberspace family.
Waterfront Projects Call for Treated SP
There’s a dock in every dealer’s future It’s a fact that the vast majority of America’s population lives within the vicinity of a lake or coastal shoreline. Pressure treated southern pine materials have a legacy of excellent performance when used for docks, piers, bulkheads and retaining walls. The 2014 edition of S PA’s
June 2015
Marine Construction Guide has been recently updated to include the latest preservatives used to treat southern pine materials for exposure to both fresh water and salt water. The 40page booklet, downloaded as a free PD from www.southernpine.com, covers product selection, fastener and connector guidelines, and more than two dozen construction details. It’s a comprehensive reference to building on the water a glossary is also included to help a dealer understand marine construction terminology. Parks and recreational areas are other prime markets for outdoor construction projects—from picnic tables to pedestrian walkways. Have you noticed how much wood is used on a golf course Dealers should keep appraised of local municipal projects
Building Products Digest
39
PRESSURE TREATED southern pine readily accepts paints and stains, another sales opportunity for dealers.
and be on the list when new projects go out for bids. Every visitor to a park is a potential future customer for their own home’s next backyard project.
Verify Treated SP Application
When building outdoors, pressure treated southern pine lumber is delivered with the assumption the user will
40
Building Products Digest
apply the material as it was intended. Lumber marked for ground contact means direct contact with soil. Pieces marked for above ground uses are right for places away from the ground—typically 18 or more, per building codes—and excessive moisture. Instances abound where treated lumber is used in applications for which it was not intended. The result is poor performance over time, complaints from the customer, and possibly loss of future business for the dealer. A view of the problem industrywide and one can see it does nothing to enhance the good reputation of pressure treated wood products. Education is key. And dealers are one of the key sources of information for the proper use of pressure treated materials. What dealer doesn’t want a repeat customer year after year S PA is there to help. Informative booklets available for free PD download at www.southernpine.com provide the building tips and construction details to do the job right the first time. S PA’s booklet Pressure Treated Southern Pine has been recently updated to include the latest listings of preservatives plus more specification guidelines. This publica-
June 2015
tion is a good reference for builders and designers wanting to tackle a new project and have all the information in one convenient source. Dealers can refer to Table 2—a simplified specification guide—and recommend the right material for more than 60 uses.
SP Patterns Shine Indoors
ationwide, interior decorators have discovered the appeal of using wood indoors. Southern pine patterns feature a distinctive grain and excellent finishing properties that make it the ideal choice for flooring, paneling and ceilings. Accents such as wainscoting added to bathrooms and kitchens add texture and warmth to a space. Dealers can make some valueadded sales of southern pine patterns by adding end caps or simply displays of the added touches wood can bring to the home’s interior. Samples showing the application of various stains and other finishes can generate sales in the pant department, too. If customers need help choosing southern pine patterns, installation, finishing or maintenance tips, helpful publications are just a mouse click away. The 20-page Southern Pine looring explains grades and sizes
Building-Products.com
available, the installation and finishing processes, and tips for taking care of the floor. The 12-page Southern Pine Patterns is a pictorial guide to paneling, siding and ceiling patterns. Both booklets can be downloaded free from www.southernpine.com.
Simple Searches for SP
officially adopt grade marking. By 1928, mandatory moisture content requirements were added to the grading rules. Through the Great Depression and World War II, SPA survived. Lumber quality, mechanical efficiency, and safety marked initiatives through the decades. In 1970,
SPA became the Southern orest Products Association. Today, it stands to serve the needs of southern pine sellers and buyers in a global marketplace. The strength, beauty and durability of America’s first lumber is a testament to an industry with such a rich heritage.
Can’t find that particular southern pine product eed a new supplier of a specific pattern or a special pressure treated item S PA’s online Product Locator at www.southernpine.com provides state-by-state listings of manufacturers and suppliers of more than 400 southern pine items. Dealers and distributors can check a few boxes and up pops a listing of producers that either have the products in stock, ready for delivery, or can produce it in a timely manner. Dealers and distributors ready to buy southern pine products can start at the home page of southernpine.com and submit a lumber purchase inquiry. S PA will deliver your inquiry to lumber manufacturers, treaters, laminators and component manufacturers.
100 Years of Service
Since it was founded in 1915 as the Southern Pine Association (SPA), S PA has retained its motto of Service to the users of southern pine lumber. The association traces a history rich in innovations to lead the lumber industry. As early as 1916, the concept of grade marking lumber was studied by SPA. In 1924, SPA became the first organization of lumber producers to
Phone
0
0
Sparkman, Arkansas
0
0
Fax
The White Family – Serving the Lumber Industry for Four Generations
High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing. Building-Products.com
June 2015
Building Products Digest
41
MOVERS & Shakers George Froehlich, ex-Marling Lumber, has joined the outside sales team at Midwest Wholesale Materials Co., Madison, Wi. Dennis Brooks, Mid-State Lumber, Warwick, . ., has retired after 49 years in the wholesale LBM industry. Bob Carroll succeeds him as territory mgr. for Boston south, Cape Cod, and Rhode Island. Eric Studer, ex-Bestway, has rejoined Mid-State as a commodities trader. Ron Volino, ex-Parksite, is now territory mgr. for the Long Island market. Lyndsey Stratton is new to inside sales. Brian Poovey has been named general mgr. of Builders irstSource, Harrisburg, .C. Michele Lee, ex- .S. Lumber, is new to sales at Huttig Building Products, Rocky Mount, .C. Jay Lauer, 84 Lumber Co., Somerset, Ky., has been promoted to co-mgr. Dominic Spadafora is now comgr. in Lexington, Ky. ew 84 mgr. trainees include Benjamin Stankovich, Dayton, Oh. Kevin Starring in Binghamton, . . and Cody Cooke, Clarksville, Tn. Ted Cole is a new contractor sales rep at Danville, Ky. John Ganschow, ex-DixiePly, is now engineered lumber market mgr. for the ashville, Tn., area with .S. Lumber, Atlanta, Ga. Tim Elbers, ex-ISIS Wood Systems, has joined River City Software (PictureTally) as orth American sales mgr. He is based in Reese, Mi. Dan Marvin has been promoted to the VP-business development for The Marvin Cos., Warroad, Mn. Ed Kearns, ex-Pella, is new to Marvin, as outside territory sales rep for Barnstable/ armouth, Ma. Deborah O’Connor has joined True Value Co., Chicago, Il., as senior VP and C O, succeeding David Shadduck, who has left the co-op after 14 years. Ava Harter has been named senior VP, general counsel, and secretary of Owens Corning, Toledo, Oh. Mark Lipsius has joined Chelsea Building Products, Oakmont, Pa., as business development mgr.-specialty products. Mark Applewhite is a new broker for Lumber One Co., Russellville, Al. Rob Fiss has been promoted to gener-
42
Building Products Digest
al mgr. of Tague Lumber, Phoenixville, Pa. Scott Whitmore, ex-Jeld-Wen, is now VP of marketing for Gutchess Lumber Co., Cortland, . . Jeremy Stout, ex-ProBuild, is a new buyer at Swift Supply, Atmore, Al. Kevin MacKinnon, ex-Propex, has been named senior VP of sales marketing for Sto Corp., Atlanta, Ga. Martin Parker is now VP of marketing. John Yankovich has returned to Sto as VP of operations. Mark Lacy has been promoted to store mgr. at Ward Lumber, Jay, . . Steven Vidakovich, ex-Arrowhead Building Supply, is new to outside sales with orandex Building Materials, Earth City, Mo. Scott Murray, ex-California Cascade Industries, is now technical installation mgr. for the Boral Light Building Products Division’s West region. Gerald Ivey has joined Professional Builders Supply, Wilmington, .C., as a purchasing agent. Caid Bonnoitt, ex-84 Lumber, is a new account mgr. in orth Charleston, S.C. Mark Adams, ex- oxworth-Galbraith, is now senior estimator with Lee Roy Jordan Lumber, Dallas, Tx. Rob Rose, ex-Carter Lumber, has joined the outside sales force at The Building Center, Pineville, .C. Kursten Cofer, ex-ProBuild, is now commercial division sales mgr. for Home Builders Supply Co., Greenville, .C. Bob Gaffga, outside sales, oxworth Galbraith Lumber, Waco, Tx., has retired. James E. Cline, senior VP and C O of Trex Co., Winchester, Va., will become president and CEO when Ronald W. Kaplan retires Aug. 17. Kaplan will continue as chairman. Bryan H. Fairbanks will succeed Cline as C O, and F. Timothy Reese, senior VP-operations, will retire. Mark Skinner has joined CPG Building Products, Wilmington, Oh., as now marketing mgr.-digital for AZEK and TimberTech. Holly Jagger, ex-ABC Supply, is new to Beacon Roofing Supply, Auburn, Me., as project mgr.-commercial sales. June 2015
Matt Gombar is now Houston, Tx., area field marketing mgr. with Louisiana-Pacific Corp. Kevin Williams is a new hardwood log buyer for Robinson Lumber Co., Bennettsville, S.C. Joe Bagley, ex-Robert . Karpp, has joined the inside sales force at Kamco Supply, Shrewsbury, Ma. Dennis Schemm, ex-Armstrong looring, has been named C O of Continental Building Products, Herndon, Va. David Helmers has been promoted to VP of Weyerhaeuser Distribution, ederal Way, Wa. Lance Gooch, ex-James Hardie, has joined Weatherization Partners, Dallas, Tx., as Dupont Tyvek specialist for the Memphis, Tn., area. Brandon Miller, ex-TW Perry, is new to the sales team at ABC Supply, Alexandria, Va. Eric Thiele has been promoted to VP and business controller, global architectural coatings and protective marine coatings for PPG Industries, Pittsburgh, Pa. Vince Morales is now VP-investor relations and treasurer, and Scott Minde, director-investor relations. Michael Todd, ex-ProBuild, is now a product specialist at Texas Door Trim, Dallas, Tx. Shane Short, ex-Royal Building Products, has been named general mgr.-PVC trim for Ply Gem, Cary, .C. Darrin Trager has joined Alexandria Moulding as a Midwest territory mgr. Nick Reilly has been named business development mgr.- ortheast for Dur-A- lex, East Hartford, Ct. Alan Gershenhorn, PS, has been elected to the board of Beacon Roofing Supply, Peabody, Ma. Greg Brooks, CEO, Building Supply Channel, ew Albany, In., was elected to the board of directors of The Lester Group, Martinsville, Va. George Pattee, CEO and chairman of Parksite, Batavia, Il., was elected to a seven-year term on the ational Association of WholesalerDistributors board. Thurston Unger has proposed longer lunch breaks at Mungus- ungus orest Products, Climax, v., according to co-owners Hugh Mungus and Freddy Fungus. Building-Products.com
Building-Products.com
June 2015
Building Products Digest
43
FAMILY Business By Wayne Rivers
“It took me six months to figure out why I was so happy”
W
E RECE TL I TERVIEWED a 50something second-generation family business owner from ew Jersey who had helped consummate the sale of his company. He said that, post-sale, a great weight had been lifted from his shoulders. While helping run the family business for almost 30 years has been a great opportunity and experience, he was thrilled to have a new lease on life and was reflecting on his new opportunities. He commented, It took me six months to figure out why I was so happy, and that caught our attention. We asked what he meant, and here’s what he told us. irst, running the family firm meant dealing with never ending macroeconomic issues. Sourcing inputs and regulations were neverending battles fought with companies and entities much larger, more powerful, and less flexible than the family business. He felt with respect to inputs and regulations that he was fighting a losing battle every day. However, he had to be optimistic for his employees who, being realistic, could see that business was soft during the recession, there were no margins, and business conditions were very tough. But part of my job was to convince them that we were going to be fine in the future. I felt trapped and sometimes hypocritical. amily business leaders are often very lonely they must deal with frustrations and pressures most people never have to encounter, and they must simultaneously maintain their
44
Building Products Digest
reserve and stiff upper lips in order to model confidence for those dependent on them. Second, there were the daily fires to put out. If the burglar alarm went off at 3:00 a.m., someone had to be there to meet the sheriff. Dealing with health insurance price increases, worker’s compensation issues, the 401/k plan, bankers and CPAs, and employee drug tests, they all were just no fun. Worse, these kinds of meetings and tasks took up so much time that he felt he had no time to add value to any of the high-payoff activities on my plate. Time management is one of the critical success factors for family business leaders. Third, family business dynamics were always very much in play. My brothers thought it was time for our father to go, but he wasn’t ready, felt he had plenty of value left to add, and that he wasn’t given his due by my siblings. I always felt that I was trying to broker the peace between them. I was like the dampening rod in a nuclear reactor . The ability to maintain the balance between strong willed people with differing viewpoints who happen to be bound by blood and heritage is an attribute you’ll never see featured on a resume, yet it is a vital skill for family owned business members. He continued: Selling the business has added years to my life. I never knew how good life could be. The circle of life works in family businesses. The company is born, it grows, and it dies—or, in this particuJune 2015
lar case, it sold. That’s the way it worked for us. The lesson: owning and operating a family business is one of life s great challenges. The rewards come in many forms. or this family business owner, the reward was cashing out, having an opportunity to enjoy life more, and moving on to new ventures. His path may not be the same as yours—and vice versa. However, it’s important to note that, for some family businesses, selling out is precisely the right answer at the right time, and there is no dishonor in doing so. There is life beyond the family company. – Wayne Rivers is president of The Family Business Institute, Inc. (www.familybusinessinstitute.com). Building-Products.com
Working for you.
JD Beahm LVL Tally, 15 yrs.
Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115
|
|
Lumber
Softwood Plywood |
Particleboard
NEW Products
Visual Tally Tracker
PictureTally is an innovative system that uses digital cameras and the latest computer vision software techniques to perform rapid, accurate end-tallies of lumber bundles. The software creates and maintains pictures of every pack that is tallied, and each board in the pack is displayed along with its dimensions. These tallies are instantly available to every member of the production team via a website-like companion program called WebTally, instantly informing sales and marketing staff as to available lumber. The pictures are invaluable, providing not only tally information, but visual details of the wood itself. PICT RETALL .COM (603) 686-5533
Handy Toolboxes Milwaukee Tool’s new Jobsite Organizer is versatile and meticulously crafted to increase productivity. Designed with the needs of the professional tradesman in mind, the new organizer includes eight small and two large removable bins that can be mounted on common jobsite materials by utilizing the integrated screw slots.
MILWA KEETOOL.COM (800) 729-3878
Reliable Roof Repairs
Securock brand concrete roof deck panels are a new category within SG’s high-performance roofing portfolio, and can be combined with other noncombustible materials to create a one- and two-hour firerated roof-ceiling assembly. Designed with great uplift ratings, and to carry gravity and lateral loads, the panels are mechanically fastened to cold-formed steel joists or framing members, and roof membranes or insulation attach directly over the panels, making installation fast and easy.
SG.COM
Building Products Digest
Royal Building Products’ latest traditional vinyl siding offering, Estate, features a woodgrain that captures the look and feel of natural wood without the added maintenance. Engineered from vinyl, Estate exceeds the industry standards for product durability and performance and features a 5/8" butt height, which offers outstanding shadow lines. Its new teardrop-lock design ensures robust on-the-wall performance and easy installation.
RO ALB ILDI GPROD CTS.COM
(800) 950-3839
46
Vinyl Siding for Curb Appeal
June 2015
Building-Products.com
Bold Stone Designs
Vintage Decking
AZEK Building Products’ newest decking line, the Vintage Collection, features rich, classic colors, representing a unique style within the capped PVC decking category. The collection consists of three natural shades that have a definitive look of freshly stained wood—mahogany, cypress and dark hickory.
Terra Cut stone collection by Heritage Stone (ProVia Products) offers a uniquely dramatic look for manufactured stone products. The design combines the natural characteristics of weatherworn, coarse-grained, and coral style stones, with deep shadowing and contrasting texture variations. It comes in three colors: Slate, Russet and Summit.
PROVIAPROD CTS.COM (877) 389-0834
AZEK.COM (877) 275-2935
Fill ’er Up
A new portable gas can features patented spill-proof technology, a rotating nozzle, and a thumb-release trigger, allowing gravity to dispense fuel from the bottom of the can. The SureCan also self-ventilates and offers a durable design. Models hold 2.2 or 5.0 gallons.
S RECA
SA.COM (801) 827-0500
Bonding Adhesive
Surface Grinder
The Bosch CSG15 5" surface grinder employs maximum 12.5 amp, 9300 RPM power for that extra push in concrete grading, surface preparation, concrete cleaning, and other harsh concrete applications. The tool’s power and speed combine with constant response electronics to deliver the benefits of soft-start, smooth operation, constant speed under load, and overload protection. BOSCH.COM (877) 267-2499
48
Building Products Digest
ew HydroBond water-based PVC bonding adhesive from Mule-Hide Products delivers a high-strength, long-lasting bond, while giving contractors the convenience and time savings of a one-sided, wet lay-in application. ormulated to bond PVC membranes to a variety of porous and non-porous substrates, it can be used on clean, dry horizontal surfaces with slopes of up to 2:12, and as a contact adhesive in applications with steeper slopes or in vertical applications.
The Paladin Caselight CLK10 provides 10,000 lumens of portable light that lasts up to seven hours on battery power and sets up in less than 20 seconds. It weighs 32 lbs. with no need for a plug and is great for toughto-see jobs like working in basements and crawlspaces.
M LEHIDE.COM
PALADI PROTECT
(800) 786-1492
June 2015
Most Illuminating
(888) 394-6765
Building-Products.com
Problem-Solving Saws
Authentic Stone Columns
Molded from a Civil War ledgestone fence, Ply Gem columns are indistinguishable from quarried stone. The modular system is designed for easy installation and is ideal for a variety of applications: free standing solid columns, pedestals, light posts, fence posts, sign posts, and more.
The new RotoSaw+ with Dust Vault by RotoZip provides superior power, speed and performance. With the Dust Vault attachment, the product eliminates up to 90% of dust and debris, answering contractors #1 complaint when tackling indoor jobs– dust. The saw combines the power of a 6-amp cutting tool with an integrated dust collection system, for use on the toughest materials.
ROTOZIP.COM (877) 768-6947
PL GEM.COM (212) 697-2600
Color-Blended Shingles
CertainTeed’s new asphalt roofing shingle, Patriot, comes in a six-color palette and combines intricate color blend drops with intermittent shadow lines. Colors are Colonial Slate, Driftwood, Weathered Wood, Shadow Black, Graystone and Prairie Wood.
CERTAI TEED.COM
Building Products Digest
StoneBreaker gloves are equipped with knuckle protection, seamless shock-absorbing padding, and extra leather patches that provide advanced protection and comfort. They combine the high quality goatskin with backof-hand synthetics to maximize fit and breathability. STO E-BREAKER.COM (888) 978-6343
(800) 233-8990
50
Hands-On Protection
June 2015
Building-Products.com
Powerful Wrenches
DeWalt’s new brushless hightorque impact wrenches feature efficient, brushless motors. With the lithium ion battery pack, they deliver the power, speed, and extreme runtime required by the professional.
DEWALT.COM (800) 433-9258
Tech In Your Pocket
Bosch is expanding its laser measure line with the introduction of the GLM 30, GLM 35 and GLM 40, offering users the accuracy and affordability of the pocket-size GLM 15, but with greater functionality and range. The tools maintain simple operational features and compact design while offering users the ability to calculate area and volume in addition to length.
BOSCHTOOLS.COM (877) 267-2499
Building-Products.com
June 2015
Building Products Digest
51
ASSOCiAtiON Update Builders Supply Association of West Virginia has created the Bonnie M. Harold Lifetime Achievement Award, in honor of its retired executive director. The first award was presented to Michael Dougan, Armstrong Cement, at the group’s recent 102nd annual meeting. BSAWV will enjoy a day at the ballpark June 27 at Appalachian Power Park, Charleston, W.V. National Lumber & Building Material Dealers Association has opened registration for its annual ProDealer Industry Summit Oct. 28-30 at the Broadmoor Hotel, Colorado Springs, Co.
Indiana Lumber & Builders’ Supply Association and Michigan Lumber & Building Materials Association are merging by year’s end (see story, page 28). Building Material Suppliers Association will mix fun with business at its annual summer conference July 23-26 at the Wyndham Hotel, Virginia Beach, Va. A variety of sports and social activities, including a golf tournament at
Association of Millwork Distributors has changed its name to World Millwork Alliance (WMA). The switch reflects the association’s broader millwork commitment to strengthen the millwork community and its expertise in servicing the millwork industry. The Gypsum Association elected Ryan Lucchetti, PABCO Building Products, Rancho Cordova, Ca., as its new chair of the board, succeeding Craig Robertson, ational Gypsum, Charlotte, .C. ew vice chair is Peter Bauer, American Gypsum, Allen, Tx. treasurer Charles R. Harrison, GeorgiaPacific Gypsum, Atlanta, Ga. and secretary Stephen H. Meima. Door & Hardware Institute is hosting its executive summit June 2829 in Dallas, Tx.
Photos by BPD
NAWLA iN the NORtheASt
Lumbermens Association of Texas welcomed Brian McCoy, McCoy’s Building Supply, San Marcos, as its new president, taking over for Ted Galbraith, oxworthGalbraith Lumber, Plano. ew 1st VP is Clay Epstein, Dr. Ike’s Home Center Laredo 2nd VP Chris Miller, Parker Lumber, Beaumont treasurer Aaron Elliott,
DW Distribution, DeSoto secretary Mary Cunningham, Circle Hardware Lumber, Waco sgt.-at-arms John Weber, Deer Park Lumber, Deer Park associate VP Bobby Byrd, RoyOMartin, Alexandria, La. and Louisiana VP Jon Cromwell, Jon Cromwell Insurance, Covington. LAT will hold its summer committee meetings June 30-July 1 at JW Marriott Resort, San Antonio—site of next year’s annual convention. Regional safety meetings are set for July 14 at McCoy’s, San Marcos July 15 at Weyerhaeuser, Houston and July 16 at DW Distribution, Desoto.
the Heron Ridge Golf Course, will be interspersed among board and committee meetings, exhibits, and presentations on social media/advertising, installed sales, transitioning your business to the next generation, and economic vision/strategy by Dr. Ed Seifried.
NORTH AMERICAN Wholesale Lumber Association held its Northeast regional meeting April 22 at Westin Copley Place Hotel, Boston, Ma. [1] Author and consultant Dr. Rick Grandinetti presented his keynote seminar series Succeed Inside the Box, a success tool aimed to inspire industry professionals. [2]
52
Building Products Digest
June 2015
William Giguere, Chuck Gaede. [3] Robert St. Laurent, Frank Chaboud. [4] Sarah Haukap, Chris Thoms. [5] Mike Kelly, John Fijakkowski. [6] Dan Carrier, Tonia Tibbetts, Brian Kirwan. [7] Andy Sinnott, Alden Robbins. [8] Bill Adams. [9] Matthew Duprey, Jim Dermody.
Building-Products.com
NAtiONAL hARDWARe ShOW Photos by BPD
TENS OF THOUSANDS of industry professionals lined up to visit the annual National Hardware Show last month in Las Vegas, Nv. [1] Jim Miller, Rick Pully. [2] Don Jones, Stan Fawcett. [3] Sasquatch, BPD’s Patrick Adams. [4] Carlos Zarate, Jeff Bloch, Cyndi Chandler. [5] Bob Tellier. [6] Michael Lueck, Don Atkins, Dan McClure. [7] Jennifer Mulder, Cheryl Glover. [8] Peter Rodaway, Ernie Couillard.
Building-Products.com
June 2015
Building Products Digest
53
Northeast producers’ show displays industry strength
N
orway spruce sampling and testing being the primary topic, and following, the presentation of the Rich uitadamo Sustainable Versatility Design Award which was presented to Jack Searcy of Texas A M. The largest gathering of its kind in the ortheast, the convention offered insight and opportunities for networking, as talks of a prosperpous future filled the air.
NeLMA’S NEW cartoon characters [1] Skip & Wayne were introduced at its recent convention. [2] Andy Engel, Jeff Easterly present the Rich Quitadamo Sustainable Versatility Design Award. [3] Matt Duprey, Noah Duprey, Vincent Micale. [4] Ryan Chitwood, Alex Darrah, Peter Crowell, Tonia Tibbetts, Rob Hoffman. [5] John Rhea. [6] Doug Britton, Tim
Seale. [7] Adrien & Celine Brochu, Brian & Kim Belanger. [8] Doug Chiasson. [9] Kourtney McLean, Alison Duprey. [10] Prisco DiPrizio, Dan Paige. [11] Jim Robbins, Tim Biewer, Jeff Easterling. [12] Robert Weithofer, Paul Dente. (More photos on next page)
Photos by BPD
NeLMA CONVeNtiON
EARL 200 representatives of the forest products industry filled the Marriott Long Wharf Hotel in Boston, Ma., for the ortheastern Lumber Manufacturers Association’s 82nd annual convention. ollowing the popular marketing committee meeting, Day 1 of the convention introduced the industry’s very first comic strip, The Adventures of Skip and Wane. The dimension subcommitee meeting kicked off Day 2,
54
Building Products Digest
June 2015
Building-Products.com
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 55
NeLMA CONVeNTION Photos by BPD
MORE N E LMA (continued from previous page): [13] Bill Giguere, Michael Goodman, Greg Tuttle. [14] John Rooks, Kim Drew. [15] Paul Lennon, Doug Britton, Jeff Britton. [16] Ginny Pray, Jethro Poulin, Bill Ossenfert. [17] Bob Moses, Phil Ruck. [18] Alan Orcutt, Jim Robbins. [19] Whitney LaRuffa, Crystal Oldham, Tom MacDonald, Brian Kirwan. [20] Charles Tardif, Pierre Compagna, Sylvain Lefebvre. [21] Karl Smith, Building-Products.com
Sheila Michaud. [22] Peter Buckley, Tom Jenkins, Jo-Linda Jenkins. [23] Zoltan Von Heyningen, Frederick Broan. [24] Larry & June Coudill. [25] Nicholas Fontaine. [26] Bob Pope, Byron Chute. [27] Chris Thoms. [28] Steve Teixeira. [29] Dante Diorio. [30] Chris Matier. [31] Barry Hodgkin, Kimberly Haven. [32] Lorin Rydstrom. [33] John Pfeffer. [34] Bob Sorley. [35] Peter McCarty. [36] Scott Piper. June 2015
Building Products Digest
55
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 56
IN Memoriam Donald Roy Fisher, 87, chairman emeritus of Stringfellow Lumber Co., Birmingham, Al., died April 26 in Mountain Brook, Al. After graduating from the University of Alabama, he joined Stringfellow in 1957, working his way up to president, CEO and chairman. He led the company until his retirement in 2012. James Benjamin “Jim” Epperson Sr., 93, founder of Epperson Lumber Sales, Statesville, N.C., died April 23. He served as an Army Air Force
gunner and highly decorated staff sergeant during World War II. In 1947, he went to work at Sherrill Lumber, Statesville. In 1958, he got into the wholesale business, forming Forest Products, Inc., Statesville, with Bob Wilder and Garner Bagnal. He left at the end of 1971 to start Epperson Lumber Sales. John Paul Hammerschmidt, 92, former president of Hammerschmidt Lumber Co., Harrison, Ar., died April 1 in Springdale, Ar. He was a highly decorated fighter pilot in the Army Air Corps during World War II. After the war, he returned to college, but an illness in
CLASSIFIeD Marketplace 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 “cameraready” (advertiser sets type), $65 if we set type.
Send ad to Fax 714-486-2745 or david@ building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month.
HELP WANTED
PRODUCTS FOR SALE
INSIDE SALES REPRESENTATIVE Hoover Treated Wood Products, Inc., the premier manufacturer of fire-retardant treated wood, is seeking an inside sales professional. This position is located in Thomson, Ga. The ideal candidate is a motivated, self-starter with excellent communication and computer skills. A college degree with two years of inside sales and lumber or plywood trading experience is preferred. This position is responsible for maintaining excellent relationships with customers and vendors, fostering a commitment to the brand, cross-selling/up-selling, and participating in activities designed to improve customer and company performance and market visibility. To apply, please send your resume and references to hr@frtw.com.
BPD
Building Products Digest
Questions? Call (714) 486-2735.
SHAVER WOOD PRODUCTS Southern Yellow Pine Timber Production
6x6, 6x8, 8x8, 10x10, 12x12
Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet (704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com
TRI-STATE LUMBER CO.
Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10 Tel. (662) 862-2125 • Fax 662-862-4900 email jgibson@tristatelumber.net
WANTED TO BUY
the family brought him home to assume control of the family lumber business. He led the company for years before seeking public office and would serve 26 years in the U.S. Congress. He also served as president of the Arkansas Lumber Dealers Association and the Southwestern Lumbermen’s Association. James Roscoe Thrift, 94, cofounder of Thrift Hardware & Lumber, Westminster, S.C., died May 14 in Westminster. He started the company with his brothers in the early 1960s and spent 50 years as sales director. James S. “Jim” Jones, 78, retired regional trading manager for Roberts & Dybdahl, Milan, Il., died April 29 in McComb, Il. He worked in retail lumber sales in Fairfield, Grand Mound, and Stanwood, Ia., before beginning his 40 years as a lumber trader with Roberts & Dybdahl. He retired in 2007. He was a past associate director of the Illinois Lumber & Material Dealers Association. John William “Bill” Embree III, 89, former president of Rittenhouse & Embree Lumber Co., Chicago, Il., died March 12. During World War II, he served as a staff sergeant in the 71st Division of Patton’s Third Army. After graduating from Dartmouth College in 1950, he joined his grandfather and father in the family business. He became president in 1970 and expanded the business into Antioch and Frankfort, Il. He sold the company in 1983. James F. Barbieri, 82, owner of Barbieri Lumber Co., Housatonic, Ma., died May 11 in Great Barrington, Ma. As a youth, he began working at the family sawmill in Great Barrington. It was later moved to Housatonic, and he ran the mill with his father and brother Lawrence Jr. until the late 1970s, when the two brothers took over. James Forrest Hobbs, 80, former owner of Hobbs Lumber Co., Edinboro, Pa., died May 2, 2015 in Edinboro. He operated the yard from 1962 until retiring in 1996.
56
Building Products Digest
June 2015
Building-Products.com
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 57
DATe Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Southern Forest Products Association – June 10-11, machinery & equipment expo, Georgia World Congress Center, Atlanta, Ga.; (504) 443-4464; www.sfpa.org. Forest Products Society – June 10-12, convention, Georgia World Congress Center, Atlanta, Ga.; www.forestprod.org. Sales Management System Seminar – June 11-12, Dave Kahle seminar for sales managers, Oak Lawn, Il.; (800) 331-1287; www.davekahle.com. Mid-America Lumbermens Assn. – June 12, Kansas Sunflower Shootout, McPherson, Ks.; (800) 747-6529; www.themla.org. Oklahoma Lumbermen’s Association – June 12-14, summer fling, Chicksaw Retreat & Conference Center, Sulphur, Ok.; (405) 6025384; www.oklumber.org. Peak Auctioneering – June 13, LBM auction, Kane County Fairgrounds, St. Charles, Il.; www.peakauction.com. Western New York Lumber Dealers Assn. – June 15, golf, Centerpointe Golf Club, Canadaigua, N.Y.; www.nrla.org. Retail Lumber Dealers Assn. of Maine – June 16, golf, Belgrade Lakes Golf Club, Belgrade Lakes, Me.; www.nrla.org. Northwestern Lumber Association – June 16, golf, Crooked Creek Golf Club, Lincoln, Ne.; June 18, Bos Landen Golf Club, Pella, Ia.; (763) 544-6822; www.nlassn.org. Central New York Retail Lumber Dealers Assn. – June 18, golf, Beaver Meadows Golf Club, Phoenix, N.Y.; www.nrla.org. New Hampshire Retail Lumber Assn. – June 18, golf, Lake Sunapee Country Club, New London, N.H.; www.nrla.org. House-Hasson Hardware – June 18-20, market, Sevierville Events Center, Sevierville, Tn.; (800) 333-0520; www.househasson.com.
Mid-Hudson Lumber Dealers Assn. – July 20, golf, Powelton Country Club, Newburgh, N.Y.; www.nrla.org. Association of Woodworking & Furnishings Suppliers – July 2225, woodworking fair, Las Vegas Convention Center, Las Vegas, Nv.; (800) 946-2937; www.awfsfair.org. Building Material Suppliers Association – July 23-26, summer conference, Wyndham Resort, Virginia Beach, Va.; (704) 3761503; www.southernbuilder.org. Appalachian Hardwood Manufacturers Association – July 26-28, summer meeting, Colonial Williamsburg, Williamsburg, Va.; (336) 885-8315; www.appalachianwood.org. Massachusetts Retail Lumber Dealers Assn. – Aug. 3, golf, Pinehills Golf Club, Plymouth, Ma.; www.nrla.org. Lumber Dealers Assn. of Connecticut – Aug. 5, board meeting, Rocky Hill, Ct.; www.nrla.org. HDW Inc. – Aug. 7-9, dealer market, Jackson Convention Center, Jackson, Ms.; (800) 256-8527; www.hdwinc.com. New Jersey Building Material Dealers Assn. – Aug. 10, golf, Neshanic Valley Golf Club, Neshanic Station, N.J.; www.nrla.org. Vermont Retail Lumber Dealers Assn. – Aug. 12, golf, Jay Peak Resort, Jay, Vt.; www.nrla.org. Austin Home & Garden Show – Aug. 15-17, Austin Convention Center, Austin, Tx.; (877) 663-3186; www.showtechnology.com. Northeastern Young Lumber Execs – Aug. 19, summer outing, Saratoga Race Course; Aug. 20, board meeting, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org. Central New York Retail Lumber Dealers Assn. – Aug. 20, 12th annual clam bake, The Spinning Wheel, N. Syracuse, N.Y.; www.nrla.org. Ace Hardware Corp. – Aug. 20-22, fall market, Chicago, Il.; (630) 990-7662; www.acehardware.com.
New Jersery Building Material Dealers Assn. – June 23, board meeting, Mid-State Lumber, Branchburg, N.J.; www.nrla.org. National Retail Federation – June 23-25, loss prevention conference & expo, San Diego, Ca.; (800) 673-4692; www.nrf.com. Rhode Island Lumber & Building Material Dealers Assn. – June 24, dinner meeting, Spain, Narraganssett, R.I.; www.nrla.org. Florida Building Material Association – June 24-26, summer conference, Trump National Doral, Miami, Fl; (352) 383-0366; www.fbma.org. Eastern New York Lumber Dealers Assn. – June 25, golf, Van Patten Golf Club, Clifton Park, N.Y.; www.nrla.org. Long Island Lumber Assn. – June 25, golf, Timber Point Golf Course, Great River, N.Y.; www.nrla.org. Builders Supply Assn. of West Virignia – June 27, ballpark day, Appalachian Power Park, Charleston, W.V.; www.bsa-wv.com. Door & Hardware Institute – June 28-29, executive summit, Hilton Anatole, Dallas, Tx.; (703) 766-7026; www.dhi.org. Lumbermens Association of Texas – June 30-July 1, committee meetings, JW Marriott San Antonio Hill Country, San Antonio, Tx.; (877) 491-5138; www.lat.org. Rhode Island Lumber & Building Material Dealers Assn. – July 8, golf & clambake, Newport, R.I.; www.nrla.org. Eastern New York Lumber Dealers Assn. – July 15, clay shoot, Sunset Farms, Duanesburg, N.Y.; www.nrla.org. New Hampshire Retail Lumber Assn. – July 16, board retreat, Atkinson Country Club, Atkinson, N.H.; www.nrla.org. Central New York Retail Lumber Dealers Assn. – July 18, day at the races, Oswego Speedway, Oswego, N.Y.; www.nrla.org. Southeast Building Conference – July 16-18, Orange County Convention Center, Orlando, Fl.; www.sebcshow.com. Building-Products.com
June 2015
Building Products Digest
57
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 58
ADVeRTISeRS Index
FLASHBack
Allura [www.allurausa.com] ..........................................................29
70 Years Ago This Month BPD’s sister publication, The Merchant Magazine, has played an extremely important role for nearly a century. This month, we go back 70 years. • Lieutenant Kenneth O’Neill, son of W.H. O’Neill, O’Neill Lumber Co., San Francisco, Ca., was liberated from a German prison camp June 1, two and a half years after first running the business with his father. • The first of four diesel ships for the coastwise lumber trade in the postwar period was launched at Portland, Or., when the 4,000-ton motor ship, Oregon Fir, slid down the ways of Albina Engine & Machine Works’ shipyard to get into postwar ship construction. • A container of Puget Sound water was flown east for the christening ceremonies of United Air Lines’ first direct westbound flight from Boston and Hartford to Seattle and Pacific Northwest Points. The canteen, made from a segment of glued-laminated Douglas fir arch of Washington’s timber crop was given to the stewardess by lumbermen’s association manager W.B. Greeley. Wood plus glues provided uses undreamed of by lumbermen before the war. • The launching of Water Buffalo, the 10,000th amphibious tank, was celebrated with a coast-to-coast broadcast, in which stage, screen and radio stars shared the spotlight with Navy dignitaries, business leaders, and G.I. Joes. The Water Buffalo tanks were built by Food Machinery Corp., which had plants in Lakeland, Fl., and Riverside and San Jose, Ca. Los Angeles-based H.W Koll Mill & Lumber supplied component parts.
Arch Wood Protection [www.wolmanizedwood.com].........Cover I AZEK [www.azek.com].....................................................................5 Biewer Lumber [www.biewerlumber.com] .....................................3 Boral [www.boraltruexterior.com] ................................................49 BPD [www.building-products.com] ....................................Cover III BW Creative Railings Systems [www.bwcreativerailings.com] .32 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................57 Everwood Treatment Co. [www.everwoodtreatment.com].........25 Hood Distribution [www.hooddistribution.com]..........................38 Jordan Lumber [www.jordanlumber.com] ...................................30 Klausner [www.klausner-group.com]...........................................37 Kleer Lumber [www.kleerlumber.com].........................................33 KOMA Trimboards [www.komatrimboards.com] ..........................8 Kop-Coat [www.kop-coat.com] .......................................................7 MetsaWood USA [www.metsawood.us] .......................................50 Mid-State Lumber [www.midstatelumber.com]...........13, Cover IV NAWLA [www.nawla.org] .....................................................Cover II Pennsylvania & Indiana Lumbermens Mutual [plmilm.com]......17 Ray White Lumber [www.raywhitelumber.com] ..........................41 Roseburg Forest Products [www.roseburg.com] .......................45 RoyOMartin [www.royomartin.com] .............................................23 Simpson Strong-Tie [www.strongtie.com]...................................31 Siskiyou Forest Products [www.siskiyouforestproducts.com] .51 Snider Industries [www.sniderindustries.com] ...........................53 Southern Forest Products Association [www.sfpa.org].............41 Spartanburg Forest Products [spartanburgforestproducts.com].11 SpeedySpacer [www.speedyspacer.com]....................................28 Swanson Group Sales Co. [www.swansongroupinc.com].........43 Synergy Pacific/Quattro [www.quattrotimber.com] ....................15 Tapco Group [www.kleerlumber.com] .........................................33 Versatex [www.versatex.com].......................................................47 West Fraser [www.westfraser.com/syp].......................................39
70 YEARS AGO: Lumber companies aided the war effort, such as by supplying component parts for tanks.
58
Building Products Digest
June 2015
Westervelt Lumber [www.westerveltlumber.com] ......................40 Weyerhaeuser [www.weyerhaeuser.com]...............................26-27 Building-Products.com
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 59
How Can You Stand Out in the Crowd?
It comes down to
sales & marketing—how you promote, sell and distribute your
products and services. And the August issue of BPD will show you how, in our annual
Sales & Marketing Special Issue
• Tips from industry experts demonstrate how to separate your business from the pack! • Sales & Marketing strategies that can immediately impact your success! • The issue will be filled with new, creative advertising options that allow your message to jump off the page!
BPD
Building Products Digest
Curious about advertising? Contact Patrick Adams or Chuck Casey at (714) 486-2735 PAdams@building-products.com Chuck@building-products.com
Digest 6-15 Layout_D SigNov03-1-8,41-48 5/28/15 4:12 PM Page 60
BPD
Building Products Digest
Change Service Requested
151 Kalmus Dr. Ste. D200 Costa Mesa, CA 92626-5959