Building Products Digest - December 2012

BPD

NEW IN EWP LUMBER RACKING & MATERIAL HANDLING TRADERS MARKET PHOTOS

Building Products Digest

DECEMBER 2012

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

“There’s a reason pros choose ProWood®.

Well, actually, three reasons.”

Jason Cameron Licensed Contractor and Host of DIY network’s Desperate Landscapes and Man Caves.

ProWood® Treated Lumber Products

NOTHING ELSE MAKES THE CUT. 1 PRO-GRADE LUMBER

2 PRO-GRADE SELECTION

3 PRO-GRADE SUPPORT

When you choose ProWood® from

Whatever building pros and DIYers need

You can count on us for on-time delivery

Universal Forest Products, you get

in pressure-treated lumber, ProWood

of your orders. And for unmatched

superior lumber and products preferred

Professional Grade delivers. From Dura

technical support – for you and your

by more building professionals and

Color, with lasting color infused deep into

customers. We offer generous advertising

DIYers than any other brand. ProWood

the wood, to kiln-dried KDAT and termite-

and marketing support to bring customers

Professional Grade lumber offers

stopping treated products, all are made to

to your door too, including teaming up

exceptional protection and will stand up to

the most demanding standards. Ours.

with licensed contractor and DIY Network

everything time and nature can dish out.

TV host Jason Cameron.

Experience the professional grade difference. Contact your ProWood representative or visit us at ProWoodLumber.com

BPD

December 2012

Volume 31 Number 10

Building Products Digest

Special Features 7 PRODUCT SPOTLIGHT NEW SOFTWARE SIMPLIFIES DESIGN OF EWP TRUSSES & PANELS

8 INDUSTRY TRENDS BAMBOO STALKS EWP MARKETS

10 MARGIN BUILDERS SELECT THE BEST RACKING FOR YOUR LUMBERYARD

12 FEATURE STORY GET HOOKED UP WITH THE PROPER LIFT TRUCK FOR YOUR BUSINESS

14 COMPETITIVE INTELLIGENCE DAKOTA YARD ENJOYS BOOM TIME UNDER NEW OWNERS

22 PHOTO RECAP: TRADERS MARKET 27 PHOTO RECAP: WRCLA EVENT

In Every Issue

PROWOOD DURA COLOR™

COLOR THAT LASTS. With Dura Color, colorant is driven deep into the wood fibers during the pressure-treating process, so you get color-treated wood that stays good looking longer. And, with guaranteed protection against termites and rot built in, it’s more than just the color that’s made to last. ProWood Dura Color from Universal Forest Products offers everything you need for your backyard — from fencing to decking, railing to timbers and everything in between.

6 TOTALLY RANDOM 18 OLSEN ON SALES 19 MOVERS & SHAKERS 20 NEW PRODUCTS 27 ASSOCIATION UPDATE 28 CLASSIFIED MARKETPLACE 29 IN MEMORIAM

“Treated lumber never looked so good.”

Jason Cameron Experience the professional grade difference.

Contact your ProWood representative or visit us at ProWoodLumber.com

29 APP WATCH 30 IDEA FILE 30 ADVERTISERS INDEX Building-Products.com

December 2012 Building Products Digest

5

TOTALLY Random

By Alan Oakes

I

Be careful how you present yourself!

from the NAWLA Traders Market in Chicago. If you ever wanted to be motivated about the turnaround, then those that could attend this event and did not, missed out. The noise was loud, energetic, and downright upbeat for 2013. The election result from the night before, called seemingly 20 minutes after the polls closed, had no bearing.

Good to see the best attendance for a number of years. Long may it reign! Yes, we know it has ways to go, but no one disputes this year was a heck of a lot better than last, and 2013 will continue that trend, barring no unforeseen events. Government: Get the fiscal cliff sorted ASAP! As a great proponent of attending industry events, while I know it has not been easy these past few years, it is time to get out again and hear and see what is going on. I attend many, many events and there is never one I do not learn something from. And how could you not? There were over 1,300 industry attendees at Traders Market—manufacturers, service companies, mills and wholesalers—and hearing what’s going on from your peers can only help you in your business. It really does not take much to more than pay for your dues and travel many times over. Many associations have multiple programs that can help you at all levels of your company and protect your and the industry issues. They are the glue to this industry and they need your support as much as you need theirs.

On the question of learning, I have been helped over many years by many people. I have received common-sense advice over the years from mentors and managers. From them I have learned how I want to be and, sadly in some cases, how I do not want to be.

I was taught long ago that if your company does not instill the best quality into all that it does, you will not succeed. The customer is always right. A quality company needs quality people—hire the best! That has guided my business principles for many years.

There is no short cut to success. While sometimes you can just be lucky to be in the right place at the right time, you mostly create your own luck by doing the right things. I have learned that if you help people through their issues without the thought of return, it comes back to you many times over.

Listen to your customers and your employees—you do not know everything. Anyone you need to talk with is worth listening to! Learn from your peers—do not be so insular.

Take advice!

I once worked directly for one of the richest people in the world who always told me: worry about the top line and the bottom line will take care of itself. Believe in the value of what you offer and stand by your pricing principles. When everyone else is giving it away, stand firm! Over these last four years especially, you could not always control what was happening around you, but you can control how you respond with the actions you take. Whenever the going gets tough, the tough get going. Yes, everyone uses that, but I learned when I was in the automotive business that when the economy gets tough, people keep their cars longer and need to repair them. When you cannot buy a new home you remodel the one you have. The moral: there is always business to find even in the worst of times. When everyone else goes into hiding, increase your trade visibility. When they cut, get aggressive!

Be punctual in all that you do and keep your promises. Turn up prepared for a result.

And, last but not least, work with the highest integrity.

Treat people with respect and in a manner that you yourself want to be treated. I am happy that I have never had to betray my principles and whenever I was asked to, I moved on to something else. And I continue to learn from those around me! It should never get old.

As we come to the end of 2012, as always I want to thank you, our loyal readers and advertisers, for all your support. Our advertisers allow us again to continue as the ONLY publication in the sector to publish 12 monthly issues and to enjoy more advertisers in our industry than any other publication. Thank you. Merry Christmas and Happy Holidays to you all, and may 2013 be the year we have been waiting for.

JUST RETURNED

Alan Oakes, Publisher ajoakes@aol.com

6

Building Products Digest December 2012

BPD

Building Products Digest www.building-products.com

A publication of Cutler Publishing

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Director of Editorial & Production David Koenig dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Carla Waldemar, James Olsen, Jay Tompt Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com

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Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com Alan Oakes www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com.

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Building-Products.com

PRODUCT Spotlight Truss Design Software

New software simplifies design of engineered wood trusses and panels

N

Simpson Strong-Tie, Pleasanton, Ca., allows efficient design and manufacture of roof and floor trusses and wall panels. Going forward, the company will work closely with users to expand functionality of the software on an ongoing basis.

Within the new software, which is named Component Solutions, designers can model structures in an intuitive 3D environment, create and optimize truss and panel designs, send truss design information to Simpson StrongTie for engineering seals—and more.

“Simpson Strong-Tie has been involved in the structural building component industry for decades,” says Mike Bugbee, senior vice president of truss and component systems. “This experience has provided invaluable insights into the needs of the component manufacturer and resulted in this latest addition to the Simpson Strong-Tie product line for light-frame construction.”

Other new additions include three new truss hangers: HTHMQ is a versatile, high-capacity truss hanger designed EW SOFTWARE FROM

CONNECTOR PLATES manufactured by Simpson Strong-Tie strengthen engineered wood roof trusses. Photos courtesy Simpson Strong-Tie. Building-Products.com

NEW SOFTWARE enables efficient design and manufacture of roof and floor trusses and wall panels.

to carry two or three trusses to enable a greater range of hip-jack configurations, including various angles, member sizes, and number of plies. HHSUQ is a high load, face mount, truss-to-truss and structural composite lumber hanger designed to accommodate severe skews.

Available Jan. 1, HTHGQ is a high-capacity girder that carries multi-ply trusses (up to five-plies) or structural composite lumber. Previously, such extreme loads required a bolted connection.

Another important offering is truss connector plates manufactured by Automatic Stamping, which was acquired

by Simpson Strong-Tie last December.

“This facility was established about four years ago by Bill Black Jr., a leader in the truss industry,” says Bugbee.

“It produces top-quality truss connector plates with some of the highest loads in the industry.”

Simpson Strong-Tie also produces a full range of products for component systems, including proprietary shear walls and moment frames, plus related fasteners, adhesives, and concrete anchors.

“Our range of innovative connections enable longer spans and more complex designs, while addressing increasing loading required to meet evolving code requirements,” says Bugbee.

December 2012 Building Products Digest

7

INDUSTRY Trends Laminated Veneer Bamboo

Bamboo stalks engineered wood markets T

of Lamboo Inc., Springfield, Il., laminated veneer bamboo (LVB) can now be specified as a fiber material in engineered wood products covered by ASTM International standards.

“Now, architects and engineers will be able to specify possibly the most ecologically friendly material to ever be integrated into the most respected international standard,” says president Luke Schuette, who has more than 32 years experience in the research and development of engineered wood products.

“It has taken over three years of effort and multiple ballots to develop the necessary revisions to permit the evaluation of a bamboo species used in structural composite lumber (SCL) manufacture,” says Bruce Craig, product development director at Lamboo.

“These revisions will permit an LVB product to be used as an alternative to other structural wood products.”

LVB is a composite of bamboo strand elements, edge-bonded to form veneer sheets that are then face-bonded to form finished products. Schuette says that the product’s inclusion in ASTM International standards represents the first bio-based structural material addition in about 30 years. As he notes, “sustainability is becoming more and more of a focus in construction.”

Lamboo’s partnership with The Forest Trust ensures that its raw material is sourced from sustainably managed plantations in Vietnam, China, Africa, Central and South America.

The fiber is then processed in nearby manufacturing facilities and shipped HANKS TO THE EFFORTS

LAMBOO’S STRUCTURE brand products fabricated by Walsh Industries, Portland, Or., bring beauty, strength, and durability to a commercial project.

All photos courtesy Lamboo Inc.

8

Building Products Digest December 2012

Building-Products.com

ELEMENTS BRAND exterior-grade components, such as panels, awnings, and stair treads, are 30% more stable than hardwoods in harsh exterior conditions.

to custom fabricators around the world.

Naturally resistant to fungus and bacteria, bamboo also contains silica fibers that deter insects and wood-eating pests such as termites. Only lowVOC adhesives are used during the manufacturing process, so there is no off-gas during sanding, profiling, and handling. On the job, no special tools are required and LVB mills, sands, and finishes like most hardwoods.

Depending on the application, LVB can cost up to 10% to 20% more than engineered wood products made of southern yellow pine or Douglas fir.

Even so, Matt Paul, director of architectural product development, believes this is a small price to pay for “the substantially higher structural performance of bamboo, due to proprietary adhesives and additional engineering.”

The Lamboo Structure line is made up of high-performance engineered bamboo components for an array of applications: beams and glulams, exposed trusses and members, and hybrid cold-formed steel joists. All are

Building-Products.com

custom-fabricated in by Lamboo’s manufacturing partners in the U.S.: Western Structures, Eugene, Or., and Walsh Industries, Portland, Or.

Lamboo Elements consists of exterior-grade, laminated bamboo components that can be used in panels, awnings, and stair treads. “It’s 30% more stable in moisture and temperature changes than traditional hardwoods,” notes Paul. “And, these materials remain stable in harsh environments, through years of use.”

The company also offers WeaveCore, an alternative to traditional plywood and OSB, for use in roof, wall, and floor deck panels.

Panels measure 4’x8’, with other sizes available for volume orders, in thicknesses of 7mm, 13mm, 16mm, and 19mm.

“Lamboo recognizes the growing demand for superior products that deliver outstanding performance,” says Schuette. “Our products are not only a superior option in terms of quality and performance, but are a sustainable option as well.”

WEAVECORE is a bamboo alternative to traditional plywood and OSB panels.

December 2012 Building Products Digest

9

MARGIN Builders

By Sean Denison, Timberline Rack & Storage

I

The right racking for your yard

DON’T BELIEVE there is a definitive answer for what type of racking works best for what product. The truth is there are too many variables. In the end, what type of racking works best depends on the customer’s budget, equipment, and footprint.

I have multi-location customers who have to handle the same products differently because of the way their operations are laid out. Hopefully, if we as solution providers ask the right questions ahead of time, we can provide the

best options for maximizing our customer’s efficiency and protecting their products.

That being said, here are a few examples of things we are doing that seem to be working well for our customers.

Cantilever Racks

If laid out carefully and correctly, and designed for the proper loads, customers can’t go wrong with cantilever racking because of its versatility. EWP, dimensional lumber, metal studs, and sheet goods can all be stored effectively in cantilever racks.

With the use of specialty steel pallets designed specifically for loading vinyl siding and composite decking, those items can also be stored in cantilever rack without fear of the product sagging.

Stacking Millwork Racks

TRADITIONAL cantilever racking is a versatile solution for everything from dimensional lumber (top photo) and engineered wood to sheet goods and metal studs (directly above).

10

Building Products Digest December 2012

Millwork racks provide for the safe shipping and storage of fragile and often expensive millwork items. With the use of optional carts, they can be utilized throughout the manufacturing process, shipped, stored and ultimately delivered to the jobsite. Millwork racks can be stacked up to three racks high, maximizing the use of available floor space.

A large distributor in the Chicago area now works in concert with their window manufacturer by utilizing our millwork racks. They send empty racks to the manufacturer when placing their orders for windows and glass doors.

Those products never leave the millwork rack until the builder is installing them. The fewer times these products Building-Products.com

have to be handled, the less likely these products are to be damaged.

Pallet Racks

Pallet rack can be used in various configurations and is easily changeable, making it an excellent storage option for numerous products.

Shingles can be stored safely and densely in pallet rack. It is not uncommon to see pallet upon pallet of roofing materials taking up valuable space in a customer’s yard or parking lot.

By utilizing pallet racking adapted for metal siding and roofing, the materials can be stored vertically at the edge of the customer’s property. This limits the space they occupy and reduces damage to product from stacking.

Pallet racking can also be equipped with material divider bars and used to store items vertically. Long lengths of moulding, pipes and tubing can be stored neatly in pallet rack, and it makes for easy loading and unloading by both customers and employees.

In areas where space is limited, or the user needs to store a large number of SKUs in smaller quantities, much denser storage can be accomplished by incorporating pallet racking into a pigeon-hole system. In this configuration, items are stored horizontally, one on top of the other. In many cases, the top of the racking can then be covered and used as additional storage space.

The possibilities are endless when it comes to storing building materials.

There are all types of racking systems that can be used efficiently. But the bottom line is this: Effective storage solutions have to be designed around a customer’s available useable space, their products, and their existing equipment.

– Sean Denison is president and owner of Timberline Rack & Storage, Granger, In. Reach him at (888) 293-1116 or sdenison@timberlinerack.com.

LBM Rack Specialists

In addition to the dozens of general racking providers, the following specialize in equipping lumberyards:

Krauter Auto-Stak

www.krauterautostak.com

Sunbelt

www.sunbeltracks.com

Timberline Rack & Storage www.timberlinerack.com

Building-Products.com

December 2012 Building Products Digest

11

FEATURE Story

By Steve Rogers, Cat Lift Trucks

How to choose the right lift truck for your business

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dealers and wholesalers, the lift truck is an essential tool, instrumental in loading and transporting lumber, concrete, shingles, and much more. With so many different types of lift trucks available, matching the right lift truck OR BUILDING MATERIAL

to the application is critical.

Choosing the best forklift for a business—a decision that includes many factors, such as electric versus internal combustion, new versus used, lease versus buy, among others—will reduce costs and increase efficiencies.

CHOOSING THE BEST forklift for your business will reduce costs and increase efficiencies.

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Building Products Digest December 2012

All forklifts need to be replaced at some point, which leads to two key questions: When should customers consider purchasing a new lift truck, and how can they ensure they’re buying the right one? The answers will vary, depending on the specific busi-

All photos courtesy Cat Lift Trucks Building-Products.com

ness and its utilization needs. A lumber company that runs two forklifts an hour a day will not have the same needs as a mid-size dealer with a six lift truck fleet.

The simple rule is whenever annual maintenance costs outweigh the cost of the lift truck lease-payment, it may be the right time to consider financing or leasing a new forklift.

Most lift trucks have an economic life of approximately five years or 10,000 to 12,000 miles, although as technology advances economic life continues to increase.

A business that plans to use a forklift one to two hours a day, or only intermittently, may consider buying a used model. However, a growing lumber company that anticipates constant use and requires high dependability and uptime may find that a new lift truck is a better option and costs less in the long run.

When purchasing a new lift truck, dealer support is part of the decision.

Customers without an existing dealer, or those looking for a new one, should ask other regional businesses for recommendations. Always check the dealer’s references against local references within the industry. The customer’s relationship with the dealer should be a true partnership. A good dealer has the expertise to evaluate the customer’s application and recommend a lift truck that matches their exact material handling requirements.

Even if a customer has purchased the same forklift for years, a material handling professional should visit the facility to see if anything has changed or if a new technology or attachment can help improve efficiency. In addition, customers should ask the dealer what sort of “value-added” programs they offer, including maintenance programs and specialized fleet management systems designed to measure truck utilization and operating costs.

After establishing a relationship with a dealer, the customer should collaborate with the dealer to choose a lift truck brand that meets the customer’s needs. Thanks to significant advances in AC technology over the last decade, electric lift trucks are now more powerful, and in some cases can match the performance and capacity of internal combustion (IC) trucks. While electric forklifts have a higher initial purchase price, they produce no emissions, require less maintenance, and operate at a lower costper-hour than IC trucks. A building Building-Products.com

USED OR NEW? A growing company that anticipates constant use and requires high dependability may find that a new lift truck is a better option and costs less in the long run.

materials supply operation that runs primarily in a warehouse with minimal outdoor exposure may consider purchasing electric pneumatic tire lift trucks, especially if they’re keen on green products.

However, for the majority of building material dealers, wholesalers, and lumber companies with operations that run outdoors, IC lift trucks with pneumatic-shaped tires are still the most efficient and capable option.

These types of forklifts are ideal for lumberyards because they traverse uneven terrain with ease, can be used in inclement weather, and are available in heavier capacity ranges than electric forklifts.

IC trucks run on gasoline, diesel or liquid propane. Because other equipment on site utilizes diesel fuel, many building materials companies find it easiest to purchase a lift truck that also runs on diesel.

Customers who haven’t purchased IC trucks in several years may be surprised by how intelligent they’ve become. Lift truck manufacturers are increasingly developing smarter lift trucks that are able to control performance, enhance safety and detect

their surroundings.

Be sure to choose a lift truck brand that offers a strong warranty. A standard “entire truck” warranty may be 12 months or 2,000 hours. A standard powertrain warranty may cover 24 months or 4,000 hours.

The question of whether to buy or lease will depend on the size of the business, and will be dictated by its financial constraints. There are advantages to both types of financing—customers should check with their financial consultant to determine which scenario would be best for their business.

A growing lumber or building supply company may consider leasing rather than buying because it allows the company to utilize the lift truck during its economic life, when it is most productive. A smaller operation that plans to use the lift truck for more than five years may consider financing the purchase, with intent to own the lift truck once it is paid off.

– Steve Rogers is senior product marketing specialist at Cat Lift Trucks, Houston, Tx. Reach him at (713) 3651785 or steven.rogers@mcfa.com.

December 2012 Building Products Digest

13

COMPETITIVE Intelligence

By Carla Waldemar

Boom time for North Dakota lumberyard

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C K ENZIE B UILDING C ENTER , founded in 1934 in Watford City, N.D., for untold years snoozed along on the windswept Dakota prairie as the decades rolled by unnoticed. Why bother to change things up? There was no competition… and also not much in the way of business in the tiny town.

That all changed overnight. Oil was discovered on those very North Dakota plains (it’s called the Bakken Field).

Three years ago, the town grew from1,200 to 8,000 virtually overnight. “There was only one car dealership, one café—not even a McDonalds, no Walmart,” recalls Andy Jensen of Sterling Cooper, the public relations arm for McKenzie. And… only that one lumberyard.

Rather than reboot to face the surge in demand for services, its owner decided to retire. Enter an investment firm that saw opportunity looming and purchased the place with plans to bring it into the 21st century, and then some. (The company is looking at several other yards in the Upper Midwest with the same idea, hoping to gain power in numbers: better buying terms, sharing of best practices, fewer overlaps in personnel, and other savings.)

The new owners kept on most of the former employees but wisely hired two new outside salespeople plus—even more vital—seasoned industry officers from nearby Minnesota and Wisconsin yards who had suffered from stiff economic challenges and were excited to begin anew in Watford City.

What they found was—a mess. Says Andy, “There were no systems in place. Nobody knew what deliveries had been made, and if those deliveries were even correct and up to spec, nor what was lying around in inventory— ‘Sheetrock? Yeah, I think we got some somewhere…’— what SKUs were selling (and which weren’t), and who’d paid what and when (or maybe not). So, first thing on the to-do list: a modern computer system, thanks to Spruce.

The company then bought a boom truck—the first in the area—to aid its many stressed and busy contractor cus-

BOOM TRUCK has been a key component of serving local builders.

NEW OWNERSHIP and an oil boom in North Dakota has reinvigorated McKenzie Building Center.

tomers. It added new lines—plumbing, electrical—and joined a new buying group, Hardware Hank, to in-fill items and purchase stock at a better price. It fired some past vendors, hired new ones with better terms (“cash flow is everything”) and more favorable delivery practices. And delivery is no small deal here in the middle of nowhere. Trucks arrive fully loaded but leave empty, which is hardly costeffective. (The only item to leave here is, ahem, oil, and plenty of it.)

Those pro customers provided over 70% of McKenzie’s business, but that’s changing, too. The goal is a 50/50 split between pros and retail trade—which meant hiring and training new personnel to handle this different, walk-in, breed of cat. Homeowners represented a big slice of business that had been overlooked, and who wants to turn away trade? “Homeowners had nowhere to go for hundred of miles for things like carpeting and flooring, either, so we added those lines,” says Andy. Plus appliances, paint, fencing, cabinets, you name it. And there’s a vibrant, 2,500-sq.ft. showroom acting as kitchen-and-bath center with free design aid to guide them.

Want it installed? No problem. McKenzie has instituted a network of trusted subs (a.k.a. their own contractor customers—a practice that’s proved win-win) to work “in a network for us, like Sears does” as installers, too. And it listened to its pros and added lots of items they said they needed, like power tools. It converted its yard to a covered space that stores lumber sans warping and rot. Free delivery 24/7 also—including into neighboring Montana (“We deliver anywhere” boasts the website.). There’s also a brand-new commercial customer center to specifically help builders, developers and oil-field contractors: the whole nine yards. In other words, the operation now offers one-

stop-shopping.

For consumers and pros alike, simple awareness was a major hurdle. “The store still looked like it did in the Seventies,” Andy moans, “with the same dusty sign outside that has had the wrong phone number for 20 years.” So he and his crew launched a major publicity campaign, with print and TV ads and promotions that sound almost too good to be true, such as a drawing not only for mega-TVs, but a complete mobile home (in high demand in this city with more No Vacancy signs than dandelions).

Speaking of mobile homes, McKenzie has restructured its lot and set up a subsidiary company, Watford City Homes Inc., to offer them for sale—and, going one step further, to add manufactured homes as well—shipped in in modules, ready to be set up. The Park Model, says Andy, rings in at 900 sq. ft.—“a beautiful little home that has the same features of a standard home,” with this exception: It’s instant. And that’s what the hordes of new-in-town oil workers desperately need. Yes, they’ve been buying or renting mobile homes (what we used to calls trailers back in the day, but far nicer), but the city is cracking down on parking them in other folks’ driveways, for which those homeowners charge their tenants $1,500 (!) a month.

Workers in these Park Models are clustered in man camps, as Andy calls them—just like in the good old Gold Rush days—living there together weekdays, or for weeks at a stretch, then driving back home for a quick visit with their families before returning to life on the frontier.

Contractors are working around the clock, too, building new permanent homes as fast as they can, so families can join their breadwinners—but again the city is imposing new, stricter zoning rules as to, say, lot size (think five

acres). Those coveted lots have zoomed in price, Andy says, from $500 to $15,000—a significant part of the asking price of a new house. The nation’s large tract builders are moving in, too, and have no other yard within miles and miles to serve them. Thus, McKenzie’s business rose 30% last year and is up another 40% to 50% so far in 2012.

The company is aiding contractors in other immediate ways, such as initiating a new company credit card with up to $1 million available to qualified applicants—acting, in fact, like their banker when that kind of loan is far from easy to come by via standard lending institutions. It’s also launched contractor breakfast sessions, to roll out new products and act as a networking op for participants—and in time will start offering classes in such vital business skills as financial management and computer training.

Sure, there’s no competition…yet. But that doesn’t mean there won’t be, so McKenzie’s new owners are conscious not to rest on its status as the only act in town. “We’ve got to be good, or somebody will step up,” they realize. (Andy mentions Amazon, of all vehicles, talking about delivering building products.)

So the company is determined to keep on improving, listening to its customers, and adding what they say they need. Sounds like a pretty darn good business lesson for anyone to heed.

Carla Waldemar cwaldemar@comcast.net

Size does matter.

Douglas Fir up to 20” x 20” x up to 40’ Cedar 16” x 16” x up to 32’

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(877) 318-5261 phone (214) 358-2314 fax (214) 358-2383 www.richardsontimbers.com

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Since 1949

December 2012 Building Products Digest

15

DEALER Briefs

84 Lumber Co. opened a larger, 7-acre replacement

store in Bridgeville, Pa.—its first new location in six years.

The chain now operates 251 locations—about half its peak of five years ago.

McKlveen Lumber, Newton, Ia., has been sold after 100 years of family ownership to 26-unit Spahn & Rose Lumber, Dubuque, Ia. To aid in the transition, former co-owners Tom and Dick McKlveen will stay on full-time until Dec. 31.

Preferred Building Supply, Newark and Cleveland, Oh., has acquired 50-year-old Thomas LumberTown, Zanesville, Oh., from Ron Thomas.

C.E. Thompson & Sons, Edinburg, Va., is closing before the end of 2012 after 54 years.

Owners Harris Thompson, Mary Beth Foltz, and Ann Thompson Shirkey attribute the closure to dwindling sales.

Beacon Roofing Supply, Peabody, Ma., acquired 98-year-old McClure-Johnston Co., Braddock, Pa. McClure-Johnston’s 14 locations are expected to continue offering current product lines under the MJC name.

Smith Mountain Building Supply mothballed its Union Hall, Va., store for the winter, consolidating operations at its flagship yard in Hardy, Va. The store is expected to reopen in the spring.

Kents Hill Lumber, Readfield, Me., closed Nov. 3 after 36 years due to the poor economy.

Owner Stephen Monsulick will continue to operate a selfstorage business at the same site.

Bingham Lumber, Brookline, N.H., was destroyed by a Nov. 1 fire of undetermined origin.

Owners Tom and Rebekah Bingham vowed to rebuild.

Jim’s Builders Hardware, Delano, Ks., closed after 33 years and auctioned off the property and remaining inventory Nov. 28.

Ricci Supply has sold Ricci Lumber’s Portsmouth, N.H., property to Portsmouth Lumber & Hardware LLC—a family transfer for tax and estate planning purposes.

Ace Hardware, Covington Township, Pa., sustained serious damage in an Oct. 27 fire.

Kenny Queen Ace Hardware, Huntington, W.V.,

added store #2 in Kenova, W.V.

Ace Hardware, Barrington, Il., held a Nov. 13 grand opening (John Brown, owner).

Palos Ace Hardware, Palos Heights, Il., owner Dan

Harris expects a Dec. 17 opening for his new Ace store in Lemont, Il.

Anniversaries: Horn’s True Value, Sayre, Pa., 100th … Avery True Value Hardware, Newland, N.C., 50th …

Interstate Plywood Co., Memphis, Tn., 35th …

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Building Products Digest December 2012

Capital Sells Texas Distribution Centers to Cedar Creek

Cedar Creek, Oklahoma City, Ok., has purchase Capital Lumber’s distribution centers in Dallas and Houston, Tx. The deal was expected to close by Nov. 30.

Phoenix, Az.-based Capital will continue to operate eight other DCs outside of Texas.

“This move helps us enhance our positon in a state that we have served for years,” said Cedar Creek c.e.o. Clark Wiens. “Our customer base in Texas will benefit from this consolidation as we broaden our product assortment and continue our consistent service in this key Cedar Creek market.”

“We will use this as an opportunity to focus our resources where we’ve proven to be the strongest—the western United States,” said Capital president Sam Sanregret.

Cedar Creek currently operates 13 DCs serving 20 states in the mid-South, Midwest and Southeast.

CLTs Earn Code Approval

The International Code Council (ICC) has approved the American Wood Council’s proposed code change to expand the use of cross laminated timber (CLT) in non-residential buildings.

“Having worked closely with ICC code and fire officials, AWC was able to quickly answer questions raised about the proposal,” said Kenneth Bland, v.p.-codes and regulations at AWC. “The strong support for the proposal shown by ICC members is validation of the ICC process when all stakeholders work together to maintain state-ofthe-art codes.”

The now-approved code will be published in late 2014 and will be available for jurisdictions to adopt in 2015.

Prior to the hearings, as part of a project to produce a U.S. design manual for cross-laminated timber, AWC conducted a successful ASTM E119 fire endurance test on a CLT wall at NGC Testing Services in Buffalo, N.Y. The wall, consisting of a five-ply CLT (about 7” thick), was covered on each side with a single layer of 5/8” Type X gypsum wallboard. The wall was loaded to the maximum attainable by the test equipment, although it remained significantly below the full design strength of the CLT specimen. It was then exposed to a standard fire that reaches more than 1800° in the first 90 minutes of exposure.

“While only seeking a two-hour rating, as required by the building code provisions, the test specimen lasted three hours, six minutes,” said Brad Douglas, v.p.-engineering at AWC. “This may also open up additional possibilities in a few specialized locations where a three-hour fire resistance rating might be required.”

À

Tear out this handy industry calendar to plan your show visits during 2013.

Building-Products.com

SUPPLIER Briefs

Handy Hardware, Houston, Tx., is shuttering its Meridian, Ms., distribution center Dec. 31.

Frick Lumber Co ., Brimfield, In., lost its 4,800-sq. ft. planing mill, drying area, machinery and 100,000 sq. ft. of lumber in an Oct. 23 fire.

Sherwood Lumber expected to begin shipping Georgia-Pacific’s engineered lumber products from its Holtsville, N.Y., DC Dec. 3 and from its Delanco, N.J., DC by year’s end.

WOLF, York, Pa., is expanding service to parts of Al., In., and Tx.

N.C.ʼs Shaver Opens Reload

Shaver Wood Products, Cleveland, N.C., opened an LBM reload Dec. 1 in Statesville, N.C. Headed by general manager Tom Lakeman, the 12-acre facility has over 35,000 sq. ft. of covered storage, an 1,100-ft. spur, and mainline Norfolk Southern service.

Lumber Dealers Turn Corner

Revenue for LBM retailers is expected to grow 7.6% to $100.8 million by the end of the year and will continue to rise over the next five years, forecasts IBISWorld.

Industry revenue has declined at an

average annual rate of 6.1% over the last five years, with profit declining from about 3.1% in 2007 to about 2.1% in 2012. Falling margins have caused many operators to exit the industry or consolidate, with the number of retailers declining at an annual rate of 2%, from 43,008 in 2007 to 38,936 in 2012. A major challenge has been volatile lumber price, since lumber accounts for 65.4% of LBM sales.

Consolidation will increase in the next five years, but should remain modest. An improving economy will likely encourage new firms to enter the industry, at an average annual rate of 2.3% over the next five years.

Weyerhaeuser is now producing Edge Gold floor panels at its OSB plant in Arcadia, La.

Woodgrain Millwork , Fruitland, Id., will build a new facility in Lenoir, N.C., adding 170 jobs.

Ainsworth’s Grand Rapids, Mi., mill, shuttered since 2009, has been purchased by J.M. Longyear , Marquette, Mi. Horizon Forest Products , Raleigh, N.C., has fully merged with sister company Long Floor.

Their combined nine branches will all operate under the Horizon name.

Stella-Jones , Montreal, P.Q., has begun construction of a new wood treating plant on 40 acres in Cordele, Ga. Initial wood trimming operations are anticipated to start in early January, with treating of railroad ties expected to begin near mid-year.

Scientific Certification Systems , Emeryville, Ca., has been renamed SCS Global Services.

Osmose’s MicroPro preservative technology earned Environmental Claim Validation from UL Environment, confirming its low VOC content.

ProVia, Sugarcreek, Oh., added two new earthtone colors (chateau and mocha) to its siding collections.

JEC America’s inaugural composites show was so successful, exhibitor booking has begun for returns to Boston Oct. 2-4, 2013, and Oct. 2830, 2014.

Building-Products.com

December 2012 Building Products Digest

17

OLSEN On Sales

By James Olsen

Selling Ships

W

E ARE ALL AT different levels with our customers.

Where do we want to be? What is our ultimate relationship goal?

ServiceShip

The Serviceship level starts with our first contact with the account. They do not know us, trust us, and in some cases have a pre-disposed negative attitude that we will have to overcome.

This is the Missouri “Show Me” stage. We must be hyper-vigilant about details. When a potential customer gives us an opening, we must take advantage and make sure all details are checked and doubled-checked. Field reps should coordinate with trucking to arrive with their first shipment, for example. Inside sellers can (virtually) do the same by following up with a phone call at deliver time.

In addition to excellent detail work, we must call these customers on a regular basis. I am flabbergasted by the number of salespeople I work with who prospect an account, qualify them as a good fit/potential customer, and then don’t call them on a regular basis.

Once we take an account into our rotation—we have decided they deserve our time—we work them just as we would an existing account. We will not become our potential customer’s main supplier if we are not persistent and consistent with our contact from the outset. If we work them like a secondary account, they will treat us like a secondary supplier.

Many salespeople make the mistake of staying in Serviceship mode with customers. Alas, we cannot service our way to the top of a sales business. On to Friendship!

FriendShip

The Friendship level happens after we have earned our customer’s trust through our business delivery and consistent personal contact. (This does not always mean friendly.

Some people will never be friendly, but they will trust us— The Friendship level.)

Because of this trust, doing business is easier. While there are still negotiations, they are more transparent and more win-win oriented. Mistakes are forgiven or fixed quickly. Volume increases.

This is a happy stage in the relationship with a customer, and many salespeople confuse happiness with winning. (A touchdown makes me happy, but does not win the game. A date makes me happy, but does not a lifetime partnership make.)

Two mistakes are made at this stage of the relationship.

The first is taking advantage of the friendship and trust we have built. We start to slack off on the detail work. (Who in

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Building Products Digest December 2012

sales loves detail work?) We don’t hustle for the business as diligently as we did at the beginning of the relationship.

This is how accounts are lost and stolen. How difficult is it to un-seat an incumbent? Darn tough. To lose an account whose trust we have earned, we have to make some lazy mistakes—but it happens all the time. Ouch.

The second mistake is more serious and is the hallmark of the plateaued, mid-level salesperson in all organizations.

The Friendship level is not the end-game. Many sellers believe that having a friendly relationship with the customer means that they are getting the lion’s share of the business. Not so.

I ask Friendship sellers, “How much of your customer’s business are you getting?” They say, “I don’t know” or “All of it.” I ask, “How do you know?” They say, “Because the customer told me.” (Ha!) Many Friendship sellers are reluctant to thoroughly and consistently question customers on total purchases. Customers can be cryptic about volume.

But we must push through these obfuscations. On to Leadership!

LeaderShip

Using thorough questioning, the Leadership seller understands their customer’s business as if they were working side-by-side. In the B-2-B world, this mainly involves the logistics of turning inventory. The Leadership seller knows why, when, how and how much their customer is buying—exactly—often better than their customer.

On a macro level, the master seller knows their industry and the changes that are happening in it and, most importantly, how they affect their customer’s business.

Many sellers fear leaving friendship behind when we move to the Leadership level. We don’t leave friendship with our customer behind any more than we leave our high school learning behind when we go to college—we build on it.

The Leadership seller is respectful but not subservient.

The Leadership seller moves to the ultimate level of the master seller—Partnership.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

MOVERS & Shakers

Matthew Scholl, ex-Georgia-Pacific, has joined Great Southern Wood Preserving as director of quality control, working out of the corporate office in Abbeville, Al., and the treating plant in Conyers, Ga. Rob Latham has been promoted to v.p. of Tri-State Forest Products, Springfield, Oh. Ed Boehm, ex-Empire Wholesale Lumber, is a new lumber trader at Richmond International Forest Products, Glen Allen, Va. Christopher Doleno, ex-Carter Lumber, has joined 84 Lumber, Bridgeville, Pa. Matthew Lyons, ex-ABC Supply, is new to outside sales in Columbus, Ga. Michael Walters transferred from 84’s Dayton, Tn., yard to the Madisonville, Tn., store as co-mgr.

Jay Lattanzio, ex-Dykes Lumber, has been named national sales mgr. for Sure Drive USA, Conover, N.C. Coop Jackson, ex-Builders FirstSource, is now regional sales mgr. for eastern North Carolina at Huber Engineered Woods, Charlotte, N.C. Dennis Candelora, ex-Eagle Lumber, has been named v.p. of operations for Arnold Lumber Co., West Kingston, R.I. Patrick Malone, ex-Atrium Windows & Doors, is new to outside sales at Foxworth Galbraith Lumber, Fort Worth, Tx. Mark Travis has been named v.p. of operations for Travis Lumber Co., Mansfield, Ar. Lindsay Robidoux, ex-BlueLinx, is new to sales at F.D. Sterritt Lumber Co., Boston, Ma. David Kirkham has joined Atlantic Forest Products, Ayer, Ma. Ricky McNeil is a new architectural millwork specialist at Smith Phillips Building Supply, WinstonSalem, N.C. Robert Lett Sr. has been promoted to v.p. of market development for W OLF , York, Pa. Promoted to regional kitchen & bath sales mgrs. are Brian Doub, for N.C., S.C., Ga., Tn., Al., Ky., and Tx., and James Biss, Oh., In., and Canada.

New building products sales reps are Greg Glander, serving southern Ct., southern N.Y., and Long Island, and Matthew Lenge, western Ct. and western Ma. Hunter Wilberger is a new K&B sales rep for Ga., N.C., and S.C. Building-Products.com

Donnie Buhrmaster, ex-Boral, is new to outside sales at ProBuild, Mount Pleasant, S.C. Adam Markich is a new commodity lumber trainee for BlueLinx, Atlanta, Ga. Andrea Bohmfalk, ex-Shepley Wood Products, is new to contractor sales at Specialty Builders Supply, Brewster, Ma. Darrell Truckly has rejoined Weyerhaeuser, Easton, Pa., in inside sales.

Brad Sorensen is new to sales at Custom Millwork, N. St. Paul, Mn. Robert D. Joy, ex-CertainTeed, is now in sales at ABC Supply, Raleigh, N.C. Larry Scott was promoted to v.p. of field technical services for DriTac Flooring Products, Clifton, N.J. Raymond Ace, ABC Supply, Warminster, Pa., has been promoted to a managing partner, along with fellow branch mgrs. John Baratta, Stratford, Ct.; Todd Bardell, Freeport, Il.; Matt Bowen, Harrisburg, Pa.; Tim Bowen, Stanton, De.; Rick Desrochers, Avon, Ma.; Jeff

Faulkner, Oklahoma City, Ok.; Chris Flatley, Grand Rapids, Mi.; Chad Jenkins, Collinsville, Il.; Eric LaBenz, Omaha, Ne.; Joe Mays, Riverdale, N.J.; Joshua McGrath, Woburn, Ma.; Bryan Morris, Kansas City, Ks.; Gregory Oechsle, Rochester, N.Y.; Giovanni Petrole, Plainfield, N.J.; Connie Prevatt, Fort Myers, Fl.; Scott Roller, Tampa, Fl.; Teressa Schaafsma, Toledo, Oh.; Steve Shearer, Fort Lauderdale, Fl.; Michael Stanley, Addison, Il.; Barry Talbert, Winston-Salem, N.C.; Matthew Tobin, Chesapeake, Va., and Andrew Wroten, Jarvisburg, N.C. Lynn Michaelis, ex-Weyerhaeuser, is now with Forest Economic Advisors, Westford, Ma. Kelly Haga has joined the sales team at Associated Hardwoods, Granite Falls, N.C. Les H. Ireland has been appointed president of Ames True Temper, Camp Hill, Pa. Will B. Watching is head of security at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

December 2012 Building Products Digest

19

NEW Products

Breathable Wraps Hybrid Stain

A hybrid stain concentrate from Eco Chemical promises high quality at lower cost.

Available in 5-gallon pails, Eco 3-to-1 can be mixed to produce 20 gallons of semi-transparent stain.

Lower dilution ratios will result in a solid stain.

The product combines the beauty of an oil-based stain with the eco-friendly characteristics of a waterborne stain, in both interior and exterior applications.

ECOCHEMICAL.COM

NovaWrap breathable, weather-resistant barrier for both residential and commercial applications is new from IPG. Made of non-woven polypropylene, the wrap is coated on one side for durability and resistance to water and tears. Compatible with nearly every type of sheathing, it installs easily under brick, stone, fiber cement board, wood, vinyl, metal, and composites.

ITAPE.COM

(800) 474-8273

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Toolboxes on the Go

Nautical Accents

The Beachfront collection by Themed Millwork includes 18 hand-carved keystones, onlays, and rosettes.

Depicting ocean creatures and nautical designs, they can be used as accents for furniture, mirrors, chalkboards, and mirrors.

THEMEDMILLWORK.COM (866) 355-6311

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Building Products Digest December 2012

Contractor toolboxes from Buyers Products Co. are available in aluminum, steel and polymer in a variety of sizes and configurations.

Cross-boxes suspend from truck side rails, with Jhook mounting hardware that does not require drilling, to provide easy access to contents from either side.

Lo-side and pork-chop boxes have low profiles for space efficiency. Topside boxes, available in dimensions up to 96� wide, provide easy access through continuous-hinge doors.

BUYERSTRUCKBOXES.COM (440) 974-8888

Building-Products.com

On Your Marks

Matthews Marking Systems offers the HP-2600 high resolution, thermal inkjet printer for the LBM industry.

The printer can control up to four cartridge modules, enabling four different print locations or combining them to create up to 2” high messages. A variety of different inks allow both porous (case coding, fiberboard, gypsum, lumber) and non-porous (PVC, PET) applications.

Message options include graphics, barcodes, date/time, counters, and text fields.

MATTHEWSMARKING.COM (412) 665-2531

PVC Skirtboard

Restoration Millwork cellular PVC skirtboard from CertainTeed offers a seamless look for fiber cement siding projects that can be used as a transition panel between siding styles.

The 12’-long, 6”- or 8”-wide boards meet code requirements for ground clearance.

Options include a paintable white finish, smooth or woodgrain texture.

CERTAINTEED.COM (800) 233-8990

Building-Products.com

December 2012 Building Products Digest

21

TRADERS MARKET Photos by BPD

TRADERS MARKET returned to Chicago, Il., Nov. 7-9. [1] Trevor Ewert, Steve Barth, Sean Nason. [2] David Weak, John Smith. [3] Steve Burdick, Sean Burch, Ray Barbee. [4] Mike Smith, Ali Jojo. [5] Jim Poulin, Jeff True. [6] Ryan Furtado, Brad Flitton, Daniel Rocha, Jeff Cook. [7] Chad Miller, Doug Coulson, Todd Lindsey. [8] Graham Picard, Jessica Perera, Ted Dergousoff. [9] David Warford, Bill Hurst. [10] Dirk Kunze,

22

Building Products Digest December 2012

Shane Harsch, Janet Wheeler, Kirk Nagy, Darrel Hanson, Doug Clitheroe.

[11] John Smart, Matt Pedrone, Jim Tittle. [12] Leo Colantuono, Kim Glaeser, Todd Askew. [13] Mike Logelin, Wes Bush, Wayne Jordan. [14] Kathi Orlowski, Mark Erickson. [15] Bruce Burton, Denny McEntire, Ernie Burton. [16] Steve Firko, Bryant Beadles, John Smith. [17] Trish Roche, Ken Tennefoss.

(More photos on next 4 pages) Building-Products.com

TRADERS MARKET Photos by BPD

2012 TRADERS MARKET (continued from previous page) was back at Chicago’s Hyatt Regency. [1] John Walcott, John Branstetter, Chris Schofer, James Lambert. [2] Bob Goral, Rick Wearne. [3] Raymond Luther, Larry Petree. [4] Kip Anderson, Stuart Ralston, Steve Anderson. [5] Leo Paradis, Keith Lolley. [6] Jeff Ruble, Todd Wright. [7] Charley Brittain, Doug Heryford. [8] Wade Mosby, Eric Schooler, Josh Dean, Alyson Kingsley, Kevin Paldino. [9] Cat Byers, Devon Lindquist. [10] Peter Krihak, Building-Products.com

Derek Demeo. [11] Michael Booth, Mike Pidlisecky, Matt Yates. [12] Ira Feingold, Drew Homan, James Gibson. [13] Sheldon Howell, Alicia Beltran. [14] Dillon Forbes, Mike Theberge, Jim Olson, Bill Price. [15] Ron Cluster, Terry Baker. [16] Doug Chiasson, Susan Coulombe. [17] Chuck Gaede, Alex Darrah, B. Manning. [18] Tom & Dianne Franklin, Danny Osborne, Ron Liebelt. [19] Jeff Fantozzi, Frank Stewart. [20] Gary Converse.

(More photos on next 3 pages) December 2012 Building Products Digest

23

TRADERS MARKET Photos by BPD

MORE NAWLA (continued from previous pages): [1] Jean-Marc Dubois, Tony Saad, Archie Landreman, Albert Renaud. [2] Pam Mitchell, Kris Owen, Sara Bond. [3] Jim Enright, Tim Lewis, John Murphy Jr. [4] Jessica Navascues, Kevin Keen, Tom Taylor. [5] Jim Griswold, Amy Vitek. [6] Jim Wolf, Mike Hoag, Chris Hedlund. [7] Jason Friend, David Bisaillon, Mark Carter, John Cooper, Joe Albert. [8] Bob Dewald, Greg Haupt, Matt Weaber. [9] Jordan Hollis, Bob Loew, John Dawick. [10] Keith Abbott, Eric Wischmann, Bart Bender, Chris Wischmann. [11] Jim Haygreen, Tunstall Inge, Bucky Adams, Gary Burch. [12] Tom Rice, Bob Bell. [13] Chuck Casey, Darrell Hungerford. [14] David Battaglia, Jack Bowen, Kevin Hynes, Kevin Murphy, Matt Duprey, Dan Paige.

[15] Clint Darnell. [16] Kim Pohl, Kyle Loveland. [17] Josh Goodman, Jim Futter. [18] Mike Gerstenberger, Bob Hafner. (More photos on next 2 pages)

24

Building Products Digest December 2012

Building-Products.com

TRADERS MARKET Photos by BPD

TRADERS MARKET convened in Chicago (continued): [1] Steve Killgore, Mark McLean, Gary Pittman, Mickey Brown. [2] Leah Heneghan, Barry Haugh, Peggie Bolan, Tim Hiller. [3] Michael Kirkelie, David Smith, Jim Walsh, Mark Denner. [4] Reed Rediger, Jim Hassenstab, Anthony Muck. [5] Mike Flynn, Derek Dryden, Marc Mendenhall, Bob Mai, Don Graver. [6] Lowell Crossley, Bill Anderson, Stephen Fowler. [7] Jeff Cook, Chris Boyd, Peter Fograscher, Jason Mann, Todd Shipp, Dave Cochenour. [8] Jim Hand, Brad Schneider, Barry Schneider. [9] Tony & Darlene Wiens, Pat Thorp. [10] Terry Neal, Renee Vachon, Jacquie Hess. [11] Brad Johansen, Mike Thelen. [12] B.L. Johnson, Racy Florence, David Cox, Calvin Biddix. [13] Patrick Taleghani, Ward Mintzler. [14] Alan Oakes, Courtney Watkins. [15] Tony Fleischman, Josh Fleischman. [16] Bob Jahns, Jim Vandegrift.

(More photos on next page) Building-Products.com

December 2012 Building Products Digest

25

TRADERS MARKET Photos by BPD

EVEN MORE TRADERS MARKET (continued from previous 4 pages): [1] Mark Swinth, Brett Slaughter, Rick Yonke, Dave Billingsley. [2] Larry & Kathy Boyts, Janel & Scott Jarrett. [3] Jim Robbins, Alden Robbins, Roger Champagne. [4] Lee Greene Jr., Leslie Southwick. [5] Craig Sichling, Shawn Enoch, Joe Hanas. [6] Milt Farvour, Mark Musgrove, Laurie Creech, Mike Davis. [7] Jeff Morlock, Chris Johnson. [8] Jim McCluskey, Jeff Norman. [9] Bill Jones, Phil Schumock, Chris

26

Building Products Digest December 2012

Myers. [10] Rick Palmiter, Mason Anderson, Ahren Spilker. [11] Konrad Tittler, Rob Breda.

[12] Bernie Nugent, Win Smith. [13] Mark & Peggy Cheirrett. [14] Leonard Testa, David Jeffers. [15] Doug Reid, Adam Gangemi. [16] Donna Allen, Joe Brown, Christopher Webb.

[17] Jeff Easterling. [18] Leyland Klassen, Brian Boyd, Kathy Klassen. [19] Lawrence Newton, Carl McKenzie. [20] Mike Lermer, Bill Griffith. [21] Joel Cone.

Building-Products.com

National Lumber & Building Material Dealers Association during its recent industry summit in Savannah, Ga., installed new chairman Chuck Bankston, Bankston Lumber, Barnesville, S.C., succeeding

Cally Coleman Fromme, Zarsky Lumber Co., Victoria, Tx. Other new officers include chairelect Chris Yenrick, Smith-Phillips Building Supply, Winston-Salem, N.C.; 1st vice chair J.D. Saunders, Economy Lumber, Campbell, Ca.; 2nd vice chair Scott Yates, Denver Lumber, Denver, Co.; treasurer Linda Nussbaum, Kleet Lumber Co., Huntington, N.Y.; manufacturers & services council chair Roger Dankel, Simpson Strong-Tie, McKinney, Tx., and federated association executives chair Paula Siewert, Northwestern Lumber Association, Minneapolis, Mn.

American Wood Council elected Fritz Mason, Georgia Pacific, as its new chairman during the association’s annual meeting in Chicago, Il. Other new officers are 1st vicechairman Rob Taylor, Weyerhaeuser; 2nd vice-chair George Emmerson, Sierra Pacific, and immediate past chairman Brian Luoma, Louisiana Pacific.

Newly elected board members are Danny White, T.R. Miller Mill; Tom Corrick, Boise Cascade; Aubra Anthony, Anthony Forest Products; Ray Dillon, Deltic Timber; Michael Giroux, Canadian Wood Council; Pat Patranella, Temple-Inland; Andrew Miller, Stimson Lumber; Jim Rabe, Masonite; Marc Brinkmeyer, Idaho Forest Group, and Joe Patton, Westervelt Co.

WESTERN RED CEDAR Lumber Association hosted a business presentation during the recent Traders Market in Chicago, Il. [1] Jack Draper, Cees de Jager, Jeff Derby. [2] Gary Arthur, James O’Grady, Janet Wheeler. [3]

Michael Mitten, Tom LeVere. [4] Raymond Luther, Bruce Tays. [5] Otis Beveridge, Reed Brunson. [6] Warren Reeves, Scott Lindsay, Harry Lund, Jerry Bolt. [7] Dave Bolgren, Paul Boehmer, Larry Petree. [8] Ryan Furtado,

Brad Morrow. [9] Philippe Caissy, Charles Tardif. [10] Doug Clitheroe, Bill Griffith. [11] Mike Lermer, Garth Williams. [12] Chris Musselman, Shane Harsch, Robert Sandve, Kyle Jones. [13] Dorothy & Patrick Sinclair.

ASSOCIATION Update Retail Lumber Dealers Association of Maine honored David Flanagan, Viking Lumber, Belfast, Me., as Lumber Person of the Year.

Mid-America Lumbermens Association will host a series of winter meetings: Jan. 10-11 in Columbia, Mo.; Jan. 24-25, Atchison, Ks., and Feb. 7-8, Little Rock, Ar.

WESTERN RED CEDAR Photos by BPD

Building-Products.com

December 2012 Building Products Digest

27

Green Building Growing

Despite the economic downturn, green building continues to accelerate around the world, according to a new construction study from McGrawHill.

“This research confirms that green building advances environmental stewardship while providing value to the market,” said Geraud Darnis, president and c.e.o. of United Technologies Climate, Controls & Security, which helped prepare the study. “It also confirms that we now see more pull than push for green buildings.”

The study indicates that the global construction market views green building as a business opportunity rather than a niche market.

Respondents reported that their top reasons to do green work are client demand (35%) and market demand (33%).

Other reasons included lower operating costs (30%) and branding advantage (30%). Greater health and wellbeing was cited (55%) as the top

social reason for building green, as was encouraging sustainable business practice. Energy-use reduction topped the environmental reasons for green building; 72% said it is the important environmental reason to engage in green building. Water-use reduction was cited by 25% of respondents, up from 4% in 2008. Improved indoor air quality is also more important today; 17% cited this as a top reason to engage in green building, up from only 3% in 2008.

In contrast, the top reasons cited in 2008 were doing the right thing (42%) and market transformation (35%), followed by client and market demand.

“It is notable that over the next three years, firms working in countries around the world have green work planned across all building types, incorporating both new construction and renovation,” said Harvey M. Bernstein, vice president of industry insights and alliances for McGraw-Hill Construction. “It is clear that green is becoming an important part of the future landscape

of the global construction marketplace, and firms will need to be prepared for that transition.”

Green building is also expected to garner business benefits for building owners. For new green building projects, firms report median operating cost savings of 8% over one year and 15% over five years, as well as increased building values of 7% (according to design and construction firms) and higher asset valuation of 5% (according to building owners).

“We’ve been on the ground watching the markets shift to green around the world,” said Jane Henley, president of the World Green Building Council. “Today, there are green building councils in 92 countries around the world—more than double what it was when we first looked at the green building market globally in 2008.”

The study also revealed that approximately 48% percent of the work by U.S. respondents was green—and that share is expected to increase to 58% by 2015.

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

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Majestic Forest Products, Eugene, Or., (541) 345-4990; Fax 541-345-8131, or email majesticforest@hotmail.com.

Latest Industry News for Dealers, Wholesalers & Manufacturers—

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Building Products Digest December 2012

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IN Memoriam

Christian Miller “Chris” Snavely Jr., 88, chairman emeritus of Snavely Forest Products, Pittsburgh, Pa., died Oct. 24 in Pittsburgh.

In 1942, while in the Army, he was captured during the Battle of the Bulge and spent three years as a POW. He also served in the Korean War. He joined Germain Lumber, Pittsburgh, in 1954 and purchased the company four years later. The name was changed to Snavely Forest Products in 1977.

He was a former chairman of the North American Wholesale Lumber Association, which honored him with its Mulrooney Award in 1999.

APP Watch

Carl S. Wolf, 88, longtime New York lumber retailer, died Nov. 4.

He was awarded a Purple Heart, Decoration of Bravery, and Victory Medals for his service in the Army under General Patton during World War II. He joined Cor-Wyn Lumber, Clarence, N.Y., in 1963, working his way up to v.p. by the time it was acquired by Busy Beaver Building Centers, Pittsburgh, Pa., in 1970. He retired from Fagan’s Lumber in 1992.

Galen Acra Sr., 81, semi-retired owner of Leo Builders Supply, Leo, In., died Oct. 26 in Leo.

Mel Levick, 68, owner and operator of Levick Lumber, Aurora, Oh., died Oct. 23 in Aurora.

He also was an independent sales rep for Great Lakes Lumber, Wadsworth, Oh. Herman Hidmore Walton Jr., 83, president of Walton Lumber, Pendleton, Va., died Oct. 4 in Orange, Va. He had worked in the industry for more than 60 years.

Walter Eugene “Gene” Sell, 88, former owner and operator of Sell’s True Value Hardware, Wellsville, Oh., Nov. 9. He retired in 1996.

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December 2012 Building Products Digest

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ADVERTISERS Index For more information on advertisers, call them directly or visit their websites [in brackets].

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....11

Plycem USA [www.plycemtrim.com] ...............................Calendar 16

Advantage Trim & Lumber [www.advantagelumber.com]..........19

QB Corp. [www.qbcorp.com]..............................................Calendar 8

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

Richardson Timbers [www.richardsontimbers.com] ..................15

AERT [www.aertinc.com]..................................................Calendar 14

Arch/Lonza [www.wolmanizedwood.com] ........................Calendar 4

Breco Wood Products......................................................................9 C&D Lumber Co. [www.cdlumber.com]...........................Calendar 10

Redwood Empire [www.redwoodemp.com]....................Calendar 24

Sherwood Lumber [www.sherwoodlumber.com]........................29 Siskiyou Forest Products [siskiyouforestproducts.com]...........21

Straight Line Transport [straight-line-transport.com]....Calendar 26

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................30

Sunbelt [www.sunbeltracks.com] ..............................Calendar 22, 29

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

Universal Forest Products [www.prowoodlumber.com] ...........4-5

Great Southern Wood Preserving [yellawood.com].......Calendar 12

Lumbermens Association of Texas [www.lat.org] ........................3 Matthews Marking Products [matthewsmarking.com].....Calendar 6

Nordic EWP [www.nordicewp.com]...........................17, Calendar 18 North American Wholesale Lumber Assn. [nawla.org]..Calendar 20

30

Building Products Digest December 2012

Swanson Group Sales Co. [swansongroupinc.com] .........Cover II

IDEA File Cash for the Holidays

What with the free food, door prizes, and gifts, there’s a lot to like for builder-customers and prospects attending the annual holiday bash of Croft Lumber, Sayre, Pa. The party starts with dinner and continues with demos and exhibits from 30 to 40 vendors. Then it’s on to door prizes and the big event of the evening: 1% rebate checks for customers who’ve spent more than $12,000 at the store and have active accounts.

“When our dad died in 1998, I was looking for new ways to connect with local builders and expand the business,” says Warren Croft, who co-owns the business with his brother, Michael. “That first year, we handed out cash rebates, just like our dad had.”

The event also got a little bigger each year, moving to larger and larger venues. When a local casino opened five years ago—largely built with materials from Croft Lumber—the party was moved there. The rebates had gotten so large, they had to be handed out in check form instead of cash.

“We don’t give store credit,” says Warren. “We want to make it feel like a real gift for our customers, who often come in the following day and buy new tools or other needed goodies.”

Not surprisingly, customers often take the stage to express thanks for Croft and its helpful employees.

“They appreciate that we’re investing in them,” says Warren. “It helps create a team feeling, a sense of family, with our customers. And that’s a great thing, especially at the holidays.”

Building-Products.com

Feature your Business Card in BPD Say Happy New Year and help at-risk students Use this low-cost opportunity to send New Yearʼs wishes to customers, friends and suppliers—and help the Freedom Writers Foundation, which provides college scholarships for low-income, first-generation high school graduates and powerful training for educators.

Your business card—reprinted in color and reduced slightly—will appear in a special section in our January issue. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us—for a total donation of $50 to Freedom Writers Foundation.

The Freedom Writers Foundation is a nonprofit organization focused on the overall improvement of education for at-risk students. The foundation believes that every child has the right to learn in a

safe environment, every teacher needs to be highly trained and supported, and every school needs outstanding leadership.

Doing Your Part Is Easy:

Just send us your business card(s) by Dec. 14, along with a check for $100 per card (or $200 per card to appear in both est ucts Dig d o r P g Building Products Buildin Digest and its western counterpart, The Merchant Magazine) to Cutler Publishing, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

BPD

Questions?

Call Alan at (949) 852-1990 ajoakes@aol.com

Deadline: Dec. 14, 2012 Building-Products.com

WWW.FREEDOMWRITERSFOUNDATION.ORG December 2012 Building Products Digest

31

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Building Products Digest

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