Building Products Digest - September 2012

BPD

EASTERN WHITE PINE SPECIAL ISSUE REDWOOD MARKETING AIDS OSB FORECAST

Building Products Digest

SEPTEMBER 2012

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

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BPD Special Features 9 FEATURE STORY THE FUTURE OF OSB MANUFACTURING

12 INDUSTRY TRENDS RECENT IMPROVEMENTS IN OSB

14 PRODUCT SPOTLIGHT STEEL SCREWS ADAPT TO DECKING

15 MARGIN BUILDERS CAPITALIZE ON REDWOOD PROMOTIONS

29 SPECIAL FOCUS: EASTERN WHITE PINE 46 PHOTO RECAP: SLMA

September 2012

Volume 31 Number 7

Building Products Digest

In Every Issue 6 TOTALLY RANDOM 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 GREEN RETAILING 26 MOVERS & SHAKERS 42 NEW PRODUCTS 49 IN MEMORIAM 50 ASSOCIATION UPDATE 52 CLASSIFIED MARKETPLACE

BUILD A PLACE FOR MEMORIES.

53 DATE BOOK 54 IDEA FILE 54 ADVERTISERS INDEX

Online BREAKING INDUSTRY NEWS & INDUSTRY PHOTO DOWNLOADS BUILDING-PRODUCTS.COM (FOLLOW LINK FOR PHOTOS)

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Feldman Wood Products Garden City Park, NY

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Building Products Digest September 2012

Building-Products.com

TOTALLY Random

By Alan Oakes

There is no quick fix— the real problem is uncertainty

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URING MY MANY CALLS,

I try to assess the heartbeat of the industry, and of late the best that most can say is that business is better than last year. In certain parts of the country, improvement is marginal. In areas initially reporting strong sales, I sense that business has taken a step back in the last month or so. While I certainly hear from individual companies that are doing well, many are still bobbing along.

But the housing and remodeling industry cannot really change until there is a vast improvement in business outlook nationwide, and individuals and businesses are confident that they can spend and invest and not regret it later. High uncertainty creates a vicious circle or standstill and paralysis. There are so many factors outside of our control today that we live in a perpetual state of waiting for the other shoe to drop. We lack confidence—and with good reason. Economic growth appears to be slowing again, we are burdened by unemployment, the euro debt crisis, the China slowdown, and the looming fiscal-cliff crisis at the turn of the year. Businesses are reporting that they are putting capital and human investments on hold until there is more clarity. On an individual basis, if we look at our investments, many of us have fled the market and not for any other good reason than we have not made a buck in many a year. We keep getting sold on the notion of investing for the long run, but continue to see that as soon as we show any gains they get wiped out by the next catastrophe. I read recently that Boomers like me cannot take risk. Gen X and Gen Y believe in Facebook but not its stock, and Gen Z has no money.

The job crisis in this country needs to get to a healthier state. It may be true that we are no longer at the official 10% level of unemployment of recent years, but the current 8.2% figure is a joke, as it does not include the millions who cannot get a job and have given up.

What many do not know is that the unemployment jobless rate is based on a survey of 60,000 households. So my question is, who selects these 60,000? With such a small sample, I am not sure how real the number is. I know a handful of people who have been laid off and not one of them have found a real job yet—some even after a year and all highly qualified. Many of us could replicate this example with our own friends, meaning true unemployment is probably over 15%.

So how do we get an improved situation, when our job creation engine is at a crawl?

Frankly, we as a nation must first realize that this is our No. 1 critical need and that decades of kowtow-ment to other nations and allowing our industries to be decimated by unfair business practices must change. Our seeming willingness to bash big business (actually, all business) will not allow this country to get out of this crisis.

We have hovered around 8.1% to 8.3% unemployment for a year or so, and it does not seem to change. (And that doesn’t take into account that most people, even when reemployed, end up with substantially less pay than in their previous employment.) The fact is that we have accepted losing our industries and allowing our average wages to decline.

We need to grow our economy, as we only average 151,000 jobs a month to date this year.

Add this to the fact that 50% of families are not earning enough to pay taxes and the scope of the issue is very clear. Forget the theory of taxing the rich more—you cannot tax them enough to get out of this mess. We need not only to create new industries, but also to find a way to bring back and re-tool some of our old industries. We need to encourage R&D, and we have to take advantage of the energy at our disposal.

Our regulations absolutely put us as at a disadvantage compared to our international competitors. We have serious structural issues that only seem to get worse, not better. Our country’s long-term solutions are pushed aside by politicians determined to maintain their comfy lifestyle and stay in power. Regulations, taxation and energy are all issues that never change for the better. With Administration after Administration and Congress having tantrums, nothing changes and we continue to watch our economy sink even further. It scares me. I hope it scares all of you, too—and especially those in Congress and the White House, whomever they may be in 2013. What we want now is true leadership through this black hole!

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest September 2012

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Building-Products.com

FEATURE Story

By Jeff Wagner, LP Building Products

Oriented for success OSB and the building industry

A

S KEY MATERIAL PROVIDERS for the building industry, OSB manufacturers have seen the effects of the country’s economic conditions firsthand. Fortunately, the first half of 2012 has carried with it slow but persistent growth in the demand for OSB, thanks in part to the low inventory of new and existing homes. Although anticipated housing starts for the year are well below pre-recession averages, they are much more positive than the numbers from just a few years ago.

Forecasters are calling for more growth by 2013.

As the building industry slowly emerges from the bottom of this downturn, there is some light at the end of the tunnel. Although a revived housing market may present a new set of challenges, the opportunities for innovation and product development seen along the way are already creating a stronger, more diversified industry.

Opportunities for Innovation

All photos courtesy LP Building-Products.com

Engineered wood products, including OSB, bring flexibility to product development and innovation. With an intentional design and purposeful variation in properties, OSB products can be developed to provide solutions for specific construction challenges.

As the pioneer in OSB, LP Building Products is among the producers committed to ongoing innovation in the design and application of OSB products. This means listening to builders, architects and engineers and working with these groups to create custom product solutions that meet their needs.

New product development—such as the recently launched LP FlameBlock Fire-Rated

September 2012 Building Products Digest

9

OSB Sheathing and the growing use of LP TechShield Radiant Barrier— provides builders with more options when meeting construction challenges.

As many segments of the building industry are navigating through the

proposed 2012 IECC energy code, LP stands by the importance and value of energy codes across North America.

We also believe the homebuilder should have a variety of products at their disposal and have choices as to

OSB from Ainsworth is fed through a cutting machine in preparation for wall panel construction at JL Schwieters’ manufacturing facility in Hugo, Mn.

Full-Service Strategy Gives Dealer Edge

JL Schwieters Building Supply, Hugo, Mn., is more than just an LBM dealer. It’s a service provider whose custom packages from plates to peak are making life for builder customers a bit easier.

“The thing that distinguishes us: we offer it, design it, and install it,” says Nathan Steere, sales and purchasing director.

The dealer’s turnkey components division includes wall panel manufacturing services, with a team of skilled carpenters, a fleet of forklifts, and in-house crane service to design, fabricate, and install framing packages for single- and multi-family homes, hotels, and more. Under its NexStep System, JL Schwieters custom builds stairways, fireplace niches, archways, and other interior building components that span beyond the basic framework. The systems are delivered fully assembled, helping to eliminate jobsite errors and save builders time. For example, a complicated 10-hour fireplace buildout is reduced to just two hours.

Along with time savings for the customer, the controlled production environment and captive workforce

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mean higher quality, greater consistency, and increased efficiencies, while field-shop communication ensures products and practices are innovative and optimized.

JL Schwieters uses 7/16- and 5/8inch 4x8, 4x9, and 4x10 OSB, primarily from Ainsworth Engineered, for the manufacture of its wall panels. The tapered-edge technology of Ainsworth’s pointSIX Durastrand subfloors eliminates the hassles of edge sanding. The durability and moisture tolerance of Ainsworth’s SteadiTred stair tread panels stand up to the rigors of the jobsite. “It really blends in well with our strategy that everything must be efficient to be effective,” Steere says.

Its services are more in demand than ever due to the current state of the housing market. “Over the past six years, when prices have been depressed, many framers have vacated the industry and young people have been discouraged from desiring careers in carpentry and framing.

It’s a serious issue,” says Steere.

“So, pre-fabricated wall panels are becoming much more important because it means more homes can be built with fewer hours in the field.”

Building Products Digest September 2012

how to meet those codes.

Many states are concerned about balancing the new codes with cost, structural requirements, and moisture prevention. Numerous states, such as Minnesota, have elected to amend the codes to meet their specific needs while others, like Georgia, have chosen to bypass the adoption of the 2012 IECC code entirely.

For the OSB industry, the prescriptive requirements of insulated (foam) sheathing in the 2012 IECC code disadvantage our products. LP has been working alongside other manufacturers with the Coalition for Fair Energy Codes to help shape the future of energy codes and create alternative wall assemblies that meet the intent of the 2012 IECC energy codes while addressing state and industry concerns.

The OSB industry has also found additional opportunities innovating building practices on the international front, particularly in South America.

Because wood products are much more resilient under seismic conditions than the traditional masonry practices in this area, LP has seen success converting South American companies and governments to the use of wood for housing construction.

Product innovation has gone beyond the housing segment as manufacturers continue to research and develop innovative OSB applications for the industrial arena, such as furniture and specialty products. The flexibility of engineered wood products allow the development of a panel with the customers’ end-use in mind, as was done with LP SuperStruct Furniture Panels.

Organizations such as APA–The Engineered Wood Association, the American Wood Council, and WoodWorks are encouraging the use of wood in non-traditional applications. These efforts are also driving the diversification of OSB, as the industry discovers places to use wood where it hasn’t been historically.

Recovery Challenges

As the building industry emerges from the downturn, all channels will be faced with a unique set of challenges.

For much of 2012, the market has been depressed. According to APA, the industry demand capacity ratios are in the 60% to 70% range. Several years ago LP, like many of our supply chain partners, started the long and Building-Products.com

OSB 2012

LOUISIANA-PACIFIC , Nashville, Tn., attributed strong sales of OSB from its 14 mills worldwide for driving the company’s total earnings up 18% in the second quarter.

“Higher OSB prices and volume and continued volume growth in our siding business were the primary drivers for the improvement in our results,” said c.e.o. Curt Stevens.

Sales for the company’s OSB mills in Chile and Brazil totaled $43 billion for the second quarter, an increase of 8%, “Going into the second half of the year, we remain cautiously optimistic,” said Stevens. “Though it appears that the general economy may be slowing, housing activity continues to improve.”

NORBORD, Toronto, Ont., also reported higher secondquarter sales for its 11 OSB mills—$272 million compared to $241 million in the same period last year.

“We are finally seeing a more sustainable U.S. housing market recovery, and this is flowing through to our bottom line,” said c.e.o. Barrie Shineton.

WEYERHAEUSER, Federal Way, Wa., added new equipment to its OSB mill in Edson, Alb., and started producing energy-efficient radiant barrier sheathing at its OSB mill in Hudson Bay, Sask. The new machinery will produce drainage grooves on the company’s Edge Gold flooring panels.

THE CONSTRUCTION industry can count on OSB manufacturers to continue to develop better-performing, more efficiently installed products.

painful task of right-sizing our operations and infrastructure to accommodate the depressed demand levels of the past six years. Through this process, our objective has been to balance our supply by region against the demand our customers have for our products.

Market conditions suggest the revived industry may encounter shortages across the board from inventory to transportation. The logging infrastructure—including both the logs themselves and the trucks used to move them— has shrunk based on demand and has the potential for a slower comeback than the market itself.

There is also a shortage of flatbed trucks across North America. As manufacturers start to ramp up production facilities to meet customer demand, there is a very real concern about having the trucking infrastructure to meet those needs. LP is aware of these challenges and is working with suppliers and customers to help mitigate them.

Looking to the Future

The building industry has gone through the toughest five years in its history, facing changes and adjusting operations as needed. But through product innovation, there have been bright points along the way.

OSB’s place in the building products industry remains strong. As the market improves, competitive lessons learned in the downturn will provide a new emphasis on service to the customer and the end users’ needs for our products.

– Jeff Wagner is the executive v.p.-OSB for LP Building Products, Nashville, Tn. Reach him via www.lpcorp.com.

Building-Products.com

AINSWORTH, Vancouver, B.C., marked one year of no recordable injuries at its OSB mills in Grande Prairie, Alb., and Barwick, Ont. “Our philosophy here is that every employee needs to go home to their family safe and sound every day,” says Randy Johnson, site manager in Grande Prairie. “Safety isn’t a sometime thing; it has to be an all-the-time thing.”

GEORGIA-PACIFIC continues operations at five OSB

mills in the Southeast.

HUBER ENGINEERED WOOD, Charlotte, N.C., introduced new ZIP System R sheathing, structural wall sheathing with continuous foam insulation.

“We have enhanced our ZIP System sheathing with rigid foam insulation to eliminate the hassles of installing multiple systems on the jobsite,” said Brent Flotkoetter, product director of ZIP System. “This provides builders with five layers in one installation step.”

ROYOMARTIN, Alexandria, La., is moving into its fifth year of operations at its OSB facility in Oakdale, La. “Emphasis has been placed on translating our Eclipse radiant barrier product from a singular roof decking application to a wall sheathing application, which replaces traditional housewrap,” said Tony Rocha, senior field sales and business development representative.

TOLKO, Vernon, B.C., lost nearly a month of OSB production at its mill in Meadow Lake, Sask., in late June, due to severe storms. Power was not restored until July 16, and full production was restored 10 days later.

LANGBOARD continues to produce OSB at its mill in

Quitman, Ga.

September 2012 Building Products Digest

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INDUSTRY Trends

By Chris Degnan, Weyerhaeuser

Enhancements to OSB products improve residential, light commerical construction

M

oriented strand board over plywood for its lower price. When it comes to selling OSB, though, it’s equally important to emphasize performance. As dealers know, competing on price alone can be a race to the bottom.

Keeping and growing a customer base usually depends on showing value, not just the lowest price.

ANY BUILDERS CHOOSE

Within the OSB market is a wide range of products—from commodity sheathing to specialty floor and roof panels. To provide builders with valued solutions for their panel needs, three attributes of high-performance products for the sales staff to keep in mind are: • water protection and warranties, • fastener templates, and

HIGH PERFORMANCE OSB panels help create quality floors.

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Building Products Digest September 2012

• simplified construction features.

OSB manufacturers have focused on product formulations and features to better enable their panels to withstand moisture during and after construction. This is particularly true with OSB floor panels, for which edge sealants help protect against water

Water protection, warranties

All photos courtesy Weyerhaeuser Building-Products.com

intrusion to prevent edge swell. Such treatments help ensure that panels install flat and remain flat and smooth during and after construction.

Manufacturers typically market such panels to stand apart from commodity OSB, such as a tint on the edges of panels to show they offer enhanced defense against moisture.

Because preventing edge swell is vital for quality finished floors, manufacturers also are pioneering other ways to prevent water damage. For example, drainage grooves added to floor panels eliminate standing water

DRAINAGE GROOVES on OSB flooring panels help eliminate pooled water during constructon.

they believe the joist is and walk across the floor using a nail gun to rapidly attach the panel. It’s easy to veer off and end up with “shiners.”

Snapping chalk lines is a good solution, but takes time. To make panel installation faster and easier, some OSB manufacturers include pre-printed templates that enable crews to follow a straight line and improve accuracy of fastener placement.

On many OSB floor panels, manufacturers now provide tongues and grooves. Panels with these profiles

Simplied construction

ADVANCED EDGE SEALS help prevent water intrusion in panels, reducing edge swell.

during rain storms, which saves builders the problems and costs of sweeping standing water off the floor or drilling drainage holes to let it through.

A clear indicator of the improved performance of OSB panels is the enhanced warranties now available.

Some manufacturers offer “no sand” guarantees for up to 200 days, which indicate their specialty panels can resist edge swell for more than half a year of exposure during construction.

Additionally, panels also are available with 50-year limited warranties against delamination, providing the builder and homeowner the assurance of long-term performance.

Builders know that reducing the risk of floor squeaks requires that nails or screws driven through floor panels attach securely to the underlying joists. Many eyeball a line where

Fastener templates

Building-Products.com

help speed construction and improve quality by creating a self-gapping fit.

Crews don’t need to measure for a gap; instead, they slide the tongue and groove together. Ensuring an appropriate gap is necessary to prevent panels from buckling if they expand or contract from moisture.

Another ease-of-use is how manufacturers load panels at the mill.

Those that arrive at the jobsite bundled working side up make it simpler for crews to unload and install them, without the strain of flipping panels over. This can help speed construction and lessen fatigue, especially in cases where crews have to handle numerous panels.

OSB panels can also provide builders a simple way to build greener. Manufacturers are able to produce OSB from quickly regenerating trees and with methods that use almost the entire log. Plus, for builders who want confirmation that the wood comes from sustainably managed forests, some OSB products carry third-party certifications, such as that of the Sustainable Forestry Initiative.

– Chris Degnan is OSB strategic marketing manager for Weyerhaeuser, Federal Way, Wa. For more information, check www.woodbywy.com.

Radiant Barrier Sheathing Enhances Energy Efficiency

While manufacturers have often focused on floor panels as a key category for specialized OSB products, some are also offering enhanced roof panels—especially radiant barrier sheathing (RBS).

RBS offers the same types of benefits as standard OSB roof sheathing, including being engineered to remain flat and resist buckling, cupping, warping and sagging. It installs the same as other roof panels, yet helps lower home energy use.

These panels are foil laminated OSB roof sheathing that reflects 97% of the sun’s radiant energy.

By blocking solar energy, RBS helps reduce heat build-up in attics so the home stays cooler. As a result, less energy is needed for air conditioning, which in turn can control costs for homeowners year after year.

RADIANT BARRIER SHEATHING Is a simple-to-install way to help keep homes cool in sunny climates.

September 2012 Building Products Digest

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PRODUCT Spotlight

By Steve Gertner, Starborn Industries

Steel screws adapt to changes in wood decking

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ECK FASTENERS have developed rapidly since the introduction of the first standard green deck screw in the 1990s. Although this type of deck screw was an improvement over the previous generation of galvanized wood screws that had been used by contractors for many years, it is remarkable how little this standard model has evolved.

Instead, advances in the design of deck screws have been driven largely by developments in PVC and composite decking. Constant changes in the colors and technologies of PVC and composite decking have spurred a range of technical and aesthetic improvements in deck fasteners.

In terms of color alone, the first color-matched Headcote deck fasteners were initially available in only five colors.

Today, they come in almost 20 colors, in several different thread and head designs, and in both stainless and carbon steel. Almost every design advance was developed in response to changes in PVC and composite decking.

Recently, however, increased availability of many different types of treated wood decking has focused renewed attention on the standard model deck screw. Many treated wood decks are still built with standard deck screws that are very similar to the screws first developed 20 years ago.

However, increased variation in the appearance of pressure treated lumber, as well as higher expectations from deck fasteners based on improvements made to PVC and composite deck screws, has increased demand for better color matches and improved performance from standard deck screws.

Pressure treated lumber varies greatly by region, in terms of wood species and pre-stained color options.

Although it is typically more difficult to achieve a precise fastener color match with treated wood compared to PVC and composites (because of the natural variation of wood products, staining processes, and weathering conditions of the deck), there are now many more options for standard deck screw color matches. Green, gray, red and tan screws are all available on the market today.

Choosing the right color match for pressure treated lumber depends on many factors. For instance, gray deck screws are popular in areas where treated wood decks are typically allowed to weather, especially coastal areas in the northeast U.S. In other areas, contractors and homeowners sometimes prefer screw colors that better match the original (and maintained) color of the treated lumber.

Contractors using deck screws designed for treated wood are usually most interested in very high levels of reliability in terms of mechanical performance and corrosion resistance, as well as ease of use. While most standard deck

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Building Products Digest September 2012

DECK SCREWS designed for treated wood, such as Starborn’s Deckfast Epoxy screws, stress reliability of performance and corrosion resistance, in addition to ease of use.

screws are capable of meeting basic performance criteria, in terms of reliability there is actually a wide range of difference between various screws on the market.

First, lower quality screws are more likely to cam-out or even snap during installation. Screws held to higher quality standards for the dimensional specifications of the recess and torsional strength of the screws, and with additional design features like a reinforced countersinking head, will save contractors time in avoiding this basic type of failure.

During the life of a deck, another area of concern is the adhesion of corrosion-resistant epoxy or ceramic coatings.

If the coating does not adhere well during installation, the screw is unable to provide any corrosion resistance, which can lead to staining and ultimately failure of the fastener itself. Even if the screw’s coating is able to achieve good results in salt spray tests, in a real world application, the adhesion of the coating is actually more important. For ease of use, there are many features that contractors prefer, including square and star drive recesses, auger points (T-17 point) for quick start, and countersinking nibs for a clean and uniform appearance of the decking surface.

These are just some of the features of the new standard deck screw. If treated decking continues to diversify and develop, the standard deck screw will have to continue to evolve at a much more rapid pace than it has in the past.

– Steven Gertner is the marketing manager at Starborn Industries, Edison, N.J. Contact him at sgertner@ starbornindustries.com.

Building-Products.com

MARGIN Builders

By Charlie Jourdain, California Redwood Association

Redwood ramps up

Expanded promotions help sell redwood

T

HE MISSION of the California Redwood Association is to leverage the collective strength of its members to communicate all benefits of redwood lumber in a way that complements each member’s marketing and promotional programs.

Dual impacts of economic recession and competition from alternative products have affected redwood market share just as they have for many other traditional building products. As the economy grows its way out of the depths, the redwood industry is implementing plans to grow anew just as the thousands of acres of healthy, sustainable redwood forests grow along California’s north coast.

The plan includes various methods of media outreach: radio, television, traditional print, web-based, and social networking. “We love redwood and we love working with the California Redwood Association, a longtime partner and supporter of On the House (OTH) with the Carey Brothers,” says popular radio host and syndicated writer James Carey. For example, this year, the CRA was the platinum sponsor of the show’s Great Backyard Makeover Sweepstakes, which received 8,000 entries, the most ever.

Most entrants applied through a link to Facebook, which greatly expanded CRA’s social network.

The grand prize winner of the 2012 contest, Jeffrey Sellier of Marietta, Ga., will receive $5,000 worth of redwood decking. “My entire family was present during the grand prize announcement; they were all cheering.

I can’t wait to get started on the renovation of my backyard entertainment area,” he says.

Building-Products.com

All photos courtesy CRA

The redwood will be used to replace an existing non-redwood deck.

This will add significant value to the Sellier residence and provide a story that CRA can follow in the future.

In addition to the sweepstakes, the redwood message can be heard at On the House radio, which airs every Saturday morning from 9:00 a.m. to 1:00 p.m. EST, reaching more than two million listeners on 200 stations nationwide. Redwood content will also be included in the OTH enewsletter, within banner ads on www.onthehouse.com, and in the

OTH column in two issues of Family Handyman magazine.

Indeed, media continue to be attracted to redwood. On June 8, the redwood message was heard by listeners of Your Place, Your Space Home & Garden Radio on KNOC 1680 and beachcitiesradio.com in Orange County, Ca. As CRA president, I discussed green decking materials, redwood versus plastics, and how redwood decking and siding meets the California wildland/urban interface fire codes with host Ana Hitzel, a strong proponent of natural, energy-

September 2012 Building Products Digest

15

efficient building materials such as redwood.

Another Southern California-based proponent of naturally beautiful and durable redwood is professional deck designer Claudia Schmutzler.

Recently featured in Better Homes & Gardens’ “Deck, Patio & Pool” issue, Claudia described her dream deck: “That’s an easy one: my own custombuilt redwood deck.”

Claudia, who often promotes redwood in media interviews, has projects that can be seen at www.windsordecksandgardens.com.

Radio and magazines are not the only media being used to get the redwood message out. Fans in the Bay Area tuned into local Oakland A’s games have no doubt seen the TV ads espousing sustainable forestry and redwood aired by CRA member Mendocino Forest Products.

If you happened to be lucky enough to get a ticket to the sold-out

A’s vs. Red Sox game on July 3, you would have seen the between inning award of new redwood decking to a deserving entrant in the “Replace Your Ugly Deck” contest sponsored

by CRA member Humboldt Redwood Co. In the near future, residents of California’s north coast will be seeing TV commercials promoting the benefits of locally grown and sustainable redwood lumber products, a key to the region’s current and future economic vitality. This is all part of a Humboldt-Made campaign to promote the local economy. Check out www.humboldtmade.com.

CRA communications efforts over the past several months also have centered on the Life Cycle Assessment study conducted by CORRIM. Now that the study is complete, the information can be used to help promote the significant environmental benefits of naturally beautiful redwood vs.

imitation plastic alternatives.

The LCA proves that redwood has little impact on our environment and possesses a miniscule environmental footprint when compared with that of plastic and composite decking. The amount of carbon stored in redwood decking exceeds the total carbon emissions emitted during its whole life cycle.

“If you were trying to invent an industrial process that would take carbon dioxide out of the air and store it safely, had no negative impacts on the environment, and created products you can use every day using very little energy to do it, you couldn’t do better than inventing a forest. And redwood forests do an excellent job at this because of the ideal climate where they grow,” says CORRIM executive director Elaine Oneil, Ph.D. To further redwood’s environmental message, a new website— www.RootedInTruth.org—has been

While recognizing that the majority of redwood sales are decking related, the California Redwood Association has also noticed that

more and more builders and remodelers—and indeed its own mill members—are utilizing redwood beyond the deck, on projects and

products both big and small.

For example, Humboldt Redwood Co. offers ready-to-use redwood posts, railings and panels for easy fence construction.

Similarly, the California Redwood Co. recently launched a popular line of redwood planters, perfect for flanking a front door or marking borders of a garden path.

On a larger scale, we recently came across a project in Sonoma County, Ca., that is a prime example of how builders can use redwood: a custom furniture maker has featured redwood throughout his dream workshop and studio. His inspiration came from a natural meadow backed by redwood trees below the main house: the perfect location for a high-end barn.

His goal was to blend the new structure with the wonderful surroundings. An exterior of re-sawn California redwood boards, finished with rough-sawn battens, mirrored the naturally weathered 60-year-old board and batten siding of the main house. Other structural details, such as the ornamental roof stays and fascia, were also constructed from rough-sawn California redwood lumber.

Redwood Isn’t Just for Decking

DRAMATIC ROUGH-SAWN redwood barn serves as furniture maker’s workshop.

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launched. Developed by the CRA in partnership with other organizations who share a common goal of providing accurate environmental information, RootedInTruth.org is committed to presenting the facts as clearly and fairly as possible. Our goal is simple: to clear the air and let the truth take root.

RootedInTruth.org information was distributed during the Pacific Coast Builders Conference June 2728 in San Francisco, where CRA and member personnel staffed an association booth, and at the Forest Center at Cal Expo July 12-29 in Sacramento.

Plans are in place by CRA and members to staff booths at 2012 Deck Expo Oct. 10-12 in Baltimore, Md. While it may appear as if all industry promotional activities are focused around decking, everything from siding to planter boxes fit into our campaign, illustrating the tremendous versatility of redwood. Case in point; the

redwood board-and-batten siding used to clad a fabulous barn-like structure used as a music studio, woodworking shop, and garage in Sonoma County, Ca. (see sidebar below).

Clad in durable and affordable Construction Heart redwood, the Factorworks Studio has been professionally photographed by CRA for use in current and future promotions.

The Factorworks Studio is currently being featured on www.houzz.com, as well as other electronic and traditional media outlets.

These images will join the hundreds of other redwood images maintained by CRA. Check out the “Be Inspired” section of CRA’s website (www.calredwood.org) or www.redwoodthenaturalchoice.com for a sample of images that are available for use by members and customers to help promote and sell their redwood products. Maintained by CRA art director Ali Vorhies

In addition to the woodworker’s power tools and materials, the redwood barn has a few “man cave” elements. The north wing is divided into lumber storage, playing studio, and recording equipment room. The south wing was developed into a three-car garage with painted auto and motorcycle logos gracing the interior wall.

The 2,000-sq. ft. workshop/studio at once takes command of the meadow, yet still appears at home in the open space. Complementing its surroundings, the barn is a great demonstration of how redwood lumber shines through on every type of project.

Redwood certainly isn’t just for decking.

Building-Products.com

(ali@calredwood.org), the extensive redwood image library is in constant use.

Examples include a number of images used by Big Creek Lumber Co. in the recent redesign of its corporate website, www.big-creek.com.

“Without this fantastic resource, CRA member companies would have to devote significant financial resources to scout and photograph such projects,” said Big Creek president Janet Webb.

Good old-fashioned newspaper ads are certainly a traditional way to reach local audiences, as well. For example, for several seasons Bruce Bauer Lumber & Supply, Mountain View, Ca., has successfully run co-op newspaper ads for redwood planter boxes with the CRA tagline “Redwood the Natural Choice.”

Something as simple as raised garden beds can also be used as a valuable educational tool. Ashby Lumber, Concord, Ca., recently provided redwood for the “edible garden” at Valhalla Elementary School in Pleasant Hill, Ca. “Thanks to the generosity of CRA and Valhalla Dad’s Network, our students will not only be eating a more healthy diet, but are receiving a valuable lesson in the use of natural, sustainable products such as redwood,” said Valhalla principal Marji Calbeck.

While planter boxes and raised garden beds can be very simple, the California Redwood Co. has introduced a line of high-end planters and Adirondack style furniture, available through its online store (www.californiaredwoodco.com). “The quality of materials and construction is far above that of typical wood patio furniture,” says CRC’s Kelly Lusa, marketing and product development.

These beautiful planters and furniture were displayed at Sunset magazine’s Celebration Weekend June 2-3 in Menlo Park, Ca., and at the Humboldt Made Fair in Eureka, Ca., June 21-24. Two lucky PCBC attendees won CRC redwood planter boxes by stopping at the CRA booth and entering a raffle.

Hopefully, you have gathered that the wheels never stop turning at CRA or its member mills when it comes to promoting this remarkable product.

Pass the word that redwood has ramped up for 2012, and stay tuned for an expanded commitment to collaborative redwood marketing in 2013.

September 2012 Building Products Digest

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COMPETITIVE Intelligence

By Carla Waldemar

Rebranding for the future

Y

OU ALL KNOW the proverbial business choices: lead, follow or get out of the way. Not much of a dilemma for young Justin Ennis, whose father, Bruce, is president and c.e.o. of New Mexico’s Roswell and Artesia yards, recently rebranded as Builders Do it Center.

“I’m a lead guy,” clarifies Justin, whose longer, more official title is corporate sales manager, adding “and I’m an optimist. Not much point in wasting your time and energy on being anything different,” he declares.

And he’s reinventing the company while barely old enough to shave (he began working for his dad 12 years ago at age 14, before earning a college degree in Agricultural Economics, where he thought his future would lie before being bitten by the sawdust bug). “I fell in love with the industry,” he justifies his U-turn—“the kind of customers we serve, the building materials, the retail process—and the independence I’ve got to play entrepreneur: to build the business the way I want to.”

Blame it on the DNA. He’s just like his dad before him—a general manager who bought out his boss in the late ’80s, driven by the urge to turn an illmanaged operation into a well-run company. Justin at the steering wheel brings not only a vision of where to take the company, but the business smarts to change with the changing times and grasp those opportunities for growth.

Uniting the Roswell and Artesia

18

stores, 40 miles apart, under one banner, along with remodeling and remerchandising them and refocusing their employees’ goals readies the operation for the future. Wisely, at the same time, Justin remains cognizant that each store operates in its own niche and demographic. “Roswell is a lumberyard with a hardware store, with 80% pro customers,” he explains, “while Artesia is more of a home center, with a 60/40 split.”

And it’s Artesia that’s been better positioned to sustain the enterprise in this rocky economy, due to the community’s robust oil and gas resources,

which are still doing very, very well.

“We’ve built the wood wallhead cellars for those operations,” Justin reports, “and our only frustration is that we’re not set up to do even more.

Unlike our competitors, we decided to assemble them to order—and it’s worked out even better than I’d thought; we can actually make pretty decent money.

“Roswell, definitely more of a pro store, was sailing along nicely” before the bust, supplying builders of the town’s McMansions. But when that niche dried up three years ago, Justin turned on the proverbial dime to where a new need was arising—production builders addressing the housing shortage of more modest homes a broader workforce could afford.

“I reached out to the builders and asked them, ‘Try us! We’re smaller, more nimble. Our prices are competitive and, as added value, we’re next door,’” rather than simply a cog in the distant national wheel they’d been in the habit of using.

In the same gutsy manner, Justinas-outside-salesman approached potential commercial clients—most recently winning the business for a new hotel going up. “We’ll stock roofing, lathe and plaster, shingles, sell them insulation, tons of drywall, and supply the framing, versus working with a national outfit three hours away. We’re very competitive and we’re just down the road.” He paints the big-picture outlook of Builders’ future: “Instead of bringing it in from Texas, we’ll use Roswell as a central hub and drive two hours out from

ROSWELL YARD has always catered primarily to professionals.

Building Products Digest September 2012

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there” to serve the wider territory. “In a small production market, we’ll be a great market force, building big growth.

(This is all a little different from five, 10 years ago for us,” he confides. “This”—pause for a ta-da—“is my baby!”)

In similar seize-the-moment thinking, Roswell acquired Overhead Doors of Southeast New Mexico in 1997—a toogood-to-pass-up opportunity that presented itself when the prior owner couldn’t make a profit at it. “Now it’s 14% of our revenue,” Justin has won the right to brag.

Then there’s RLC Supply & Logistics, another of Justin’s newly birthed offspring. “It’s a brand-new company with one employee.” (Guess who?)

He’s got big plans for the fledgling venture. “We’ll relocate operations here in Roswell to serve the agricultural and oil and gas industries of Eastern New Mexico. It will allow us to hold inventory for the stores.” A new railroad spur for which he lobbied long and strong will speed this along. “By next year, we’ll develop a two-step business with vendor partners to distribute products—but not,” he’s quick to stress, “in competition with our builders. I’ve seen that happen, and we definitely don’t want to do the same.”

Meanwhile—does this guy ever sleep?—Justin has laid the ground work for what he deems a necessary change in management style in the two stores. “I’m building the infrastructure so that the GMs will run each store as an independent business—make it their own. Formerly,” he says, “they sort of acted as supervisors but were not focused on P&Ls. It’s a mindset change, and my job is to help them— retrain them without finger-pointing or pulling hair—to focus more on product. I’ll give them the tools for what’s expected,” he promises.

Backing all this change in the company’s rebranding is a new marketing strategy that’s also (surprise) Justin’s

MAKEOVER provides more, easier-to-find options for all customers.

Building-Products.com

PARTNERS Justin Ennis (left), with father Bruce Ennis.

domain. “I’m turning our focus to radio advertising, to reach the pro who’s in his truck with the station on all day,” he explains. “But print, too: focusing on key categories, such as competitive pricing, building front-of-mind awareness, especially with our (loss-leading) power tools: three aisles of power tools to drive traffic, but then six aisles behind them.”

A walk in the park, then? Not with heavy competition in the form of boxes, regional chains, and other independents.

How does Builders claim to better all those boys?

Well, “the answer depends on the customer, and the category,” Justin wisely explains. “We adapt to the customer’s needs. For the one-stepper, we stress the highest level of service. For the roofer, our inventory is our strong point— 20 colors versus 10 elsewhere. More options. And,” he adds, “I need to serve you— with competitive prices, service no one can match, and the quality and variety of materials absolutely unmatched.” (Remember that old threelegged stool adage? So does Justin. But today, he says, “two out of three will no longer do it. Try for all three.”

And here’s another maxim for which he walks the talk: don’t be satisfied with the status quo. “If we had not moved from the custom builder, our future would look completely different”—and pretty cloudy. “I’m a ‘lead’ guy,” he restates. “Here, we’re performance-driven. We like to win, and that’s why people like to work for us. Bruce, as president, is the financial guy; he’s also handson, day to day. I undertake everything top-line—marketing and advertising. l oversee sales. I deal with the customers. And I’m optimistic.”

Carla Waldemar cwaldemar@comcast.net September 2012 Building Products Digest

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OLSEN On Sales

By James Olsen

Losing the big one

W

IT HAPPENS slowly (“Everything is fine, we’re just slowing down a little”) or out of the blue (“We’ve decided to go another way”), losing an important account is a painful body blow to any salesperson.

Elizabeth Kübler-Ross wrote On Death and Dying in 1969, which gives the five stages of grief we go through when we experience a loss. The book was inspired by her dying parents. The five stages are often applied to the grieving process in dying, but can be applied to any kind of loss, be it a break-up, divorce or losing an important account.

The five stages are: • Denial. I can’t believe this is happening to me!

• Anger. @%$!, this can’t be happening to me!

• Bargaining. There must be something I can do!?

• Depression. All is lost.

• Acceptance. Okay, it’s happened. Now what?

HETHER

Remember the Feeling

Acceptance is important, but as professional salespeople we must hang on to the feeling of the body blow and remember that we never want to feel that way again. How can we avoid ever having this feeling again? By never letting ourselves be lulled into thinking we don’t have to prospect.

We must realize that no matter how well things are going, we are always in “rainy-day” mode as salespeople.

We are skeptical. We do not trust that (our current) accounts will stay with us forever.

Of course, we bring ongoing value and work with our accounts so that they do become lifetime customers, but we always keep a little bit of ourselves working for the time that they might not be. “Pray like only God can help you, but plant your garden.”

Self-Analysis

Denial kills sales careers. We need to spend some time thinking about our role in the loss. Some accounts are lost through no fault of our own, but sometimes it is something we have done or said that can be improved upon. If we don’t learn from our failures, we will make the same mistakes again.

She’s Dead to Me

Now forget the account. Take them out of your account box or Outlook file. Do not circle back with the buyer, even though they may be one of your friends. It is time to

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Building Products Digest September 2012

move on, and frittering away at the edges of an account that has cut us loose will just delay our developing new accounts.

Action!

Important customers take time. They are also emotionally and mentally demanding. The good news is now we can apply our mind, time and emotion to developing new business.

And we can. We are the ones who found, landed and developed that big account we just lost, remember? That means we already know how to do it. We didn’t get lucky. So let’s get to it.

• First, we put the full-court-press on our ongoing account base. Go back and re-prospect every account we are currently working and see if there is anything we have missed or any other value we can bring.

• Second, we network with all our current accounts, suppliers and friends to find new business.

• Third, we commit to prospecting and do it every day.

No Comfort for Us

Humans like stability. Knowing what is going to happen is comforting. Marketing is built on it. Once people start to buy from or shop in a certain place, they are likely to continue to shop in that place.

That is not the life of a salesperson (or sales organizations). Individually or as a company, if we make a list of our top ten customers five years ago we will see that very few of them make our top ten list today. The same will hold true five years in the future. It is sad to think that the customers we are so tight with today probably (again, we fight it with all we have, but…) won’t be our best customers in the future.

We must realize that in reality we are The Big One in our sales careers. We must remember that we make accounts, they don’t make us. Losing the Big One hurts, but it is just a test of our commitment to ourselves and our careers in sales.

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

GREEN Retailing

By Jay Tompt

Merchandising for the green-it-yourselfer

W

INDOW WINDOW INSERT

OW , WHAT A SUMMER .

According to the National Oceanic & Atmospheric Administration, July was the hottest month ever recorded in the continental U.S. Two-thirds of the country is experiencing drought. And then there was the “super derecho” storm that wreaked havoc across the Midwest and Mid-Atlantic. More than two million acres have burned and much of the West is still in its fire season. Add to this extensive crop damage and, all in all, it’s been a harsh summer.

What will autumn bring? And winter? Perhaps property owners are thinking the same thing. My hunch is that we’re due for an uptick of d-i-y projects. If so, what can dealers do to prepare for what comes next?

Certainly, preparations for extreme weather in areas where it might be expected would be sensible. Big rains and floods? Blizzards and ice storms? Or maybe this winter will cut us a break and be calm and mild. That would be nice. A little research can help you pick products so you can merchandise them in time to help your customers protect their property, whatever the weather has in store.

But instead of focusing on the exterior, I’d like to turn our attention to the interior. How can we help do-it-yourselfers, or rather green-it-yourselfers, undertake projects this fall to make their homes warm, cozy, and comfortable for the winter months ahead?

First, paint. This should be automatic, and presumably plans are already underway to merchandise your core zeroVOC paint brands, and a few niche products, too. If you’re still looking for a dependable line with a strong designer brand, Yolo Colorhouse (www.yolocolorhouse.com) is

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Building Products Digest September 2012

worth evaluating. With people looking to simplify and probably planning to spend less during the holidays, perhaps positioning a warm, new interior as a part of familycentered holiday could be an effective message strategy.

Second, draft busting or weatherproofing. It’s not as glamorous as adding a new designer color scheme to the living room, but eliminating drafts can improve thermal comfort in a home and save 10%-15% on heating requirements. Most dealers already carry enough of the product and materials to develop an effective end cap or floor display. Make sure expanding foam sealant and other caulks and sealants are zero-VOC and free of other chemicals of concern.

Third, loft insulation. This is an easy weekend project for an experienced homeowner or handyperson to take on.

Energy savings can be substantial, as well as improved thermal comfort winter and summer. It might be worth making those points in your promotions. Choose formaldehyde-free batting or loose fill. Better, choose products made from natural materials, such as those from Bonded Logic (www.bondedlogic.com).

Fourth, windows. For homes with single pane windows, there are limited options for improving thermal performance, short of replacement with double or triple pane windows. Replacement is expensive and may be well worth the investment if projected energy savings are significant. But if outright replacement isn’t an option, there’s a new innovation that seems a perfect solution for homeowners. Indow Windows (www.indowwindows.com) has developed a window insert that comes close to doubling the R-value of a single pane window, and it reduces noise, too. It may not be available in all areas of the country, yet, but it’s definitely worth a look.

Turning each of these projects into end caps or floor displays can boost sales and provide real value to your customers. You’ll feel good that no matter what the weather has in store and helped people feel a little warmer and safer, too.

Jay Tompt Managing Partner William Verde & Associates (415) 321-0848 info@williamverde.com www.williamverde.com

Building-Products.com

Mead Donates Closed Yard

Mead Lumber has donated its recently-shuttered lumberyard in Ashland, Ne., to a local foundation, which will use proceeds from the sale of the property to build a community resource center with a public library and a senior center.

Mead closed the yard July 7. The property and buildings were auctioned off Aug. 25, while Mead’s inventory, vehicles and fixtures were set to be auctioned off Sept. 8.

Among the bidders for the property and buildings were parties interested in reopening the hardware store. The

facilities’ sale will help fund the Ashland Community Resource Center project.

Wholesale Wood Brings Redwood to Southeast

Wholesale Wood Products, Dothan, Al., is now distributing redwood products from Redwood Empire, Cloverdale, Ca., to dealers in Tennessee, Mississippi, Alabama, Georgia and Florida.

“We are proud to offer fine-milled redwood products from Redwood Empire to our customers,” said Wholesale Wood president Chuck

Harris. “Redwood is a beautiful, naturally durable wood, and we are unique in bringing it to this region. Redwood is a product that can set a retailer apart.”

Wholesale Wood’s distribution centers in Dothan and Birmingham, Al., will stock a full line of 1”and 2” redwood in lengths up to 20 ft. The company will offer kiln-dried, S4S Heart B redwood, an upper grade product with few knots and an elegant overall appearance, as well as air-seasoned Con Heart S4S redwood, a more economical, construction grade product.

SUPPLIER Briefs

Tennessee Valley Forest Products , Chattanooga, Tn., has

been formed by Gerald Lang, exSavannah River Lumber.

Besse Forest Lumber Mill , Newberry, Mi., was destroyed by an early morning fire Aug. 16.

Baillie Lumber, Hamburg, N.Y., has acquired Wagner Lumber , Owego, N.Y., which operates three hardwood sawmills and one log yard in the state.

Hartzell Hardwoods , Piqua, Oh., has purchased Reliant Hardwoods, Kirksville, Mo. Beacon Roofing Supply , Contractors Roofing & Supply Co., Peabody, Ma., has acquired

O’Fallon, Mo. CRS owner Ken Bennett is leaving to pursue other interests.

Chester Wood Products , Chester, S.C., will invest $10 million over the next year to upgrade and expand its hardwood plywood operations.

Epicor Software renewed its deal with True Value to continue for three years as the co-op’s recommended P-O-S solution provider.

Anniversaries: Ellis Ace Hardware, Seneca, Il., 140th … Endicott Lumber & Box , Endwell, N.Y., 110th … Butler County Lumber Co., Hamilton, Oh., 100th … Pepin Lumber, Woonsocket, R.I., 65th …

Gavin’s Ace Hardware , Fort

Myers, Fl., 25th …

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Building Products Digest September 2012

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DEALER Briefs

Harry’s Building Materials, Rusk, Tx., closed its 14year-old Palestine, Tx., location July 31, reducing the chain to four yards.

People’s Do it Center, Galesburg, Il., finishes work this month on a new lumber warehouse to replace the facility that was destroyed in an April 28 fire.

McKenzie Building Center , Watford, N.D., has added a new electrical and plumbing department, as well a new contractor and commercial customer service center to serve the Bakken area of North Dakota and Montana.

Star Lumber closed its Hutchinson, Ks., store last month, but will continue serving local pros from its DC in Wichita, Ks.

ABC Supply Co. opened a new 42,000-sq. ft. store

Aug. 1 in Carnegie, Pa.

Gabriel Building Supply, Ponchatoula, La., purchased land in Amite, La., to open a branch next year.

84 Lumber is continuing to operate its Watertown, N.Y., yard under a lease, after selling the property to a real estate investment firm.

Bayers Do it Best Hardware, Linden Hills, Mn., has closed after 89 years, with the retirement of owner Bob Bayers after 45 years.

Ace Hardware franchisee John Brown is opening a store in November in Barrington, Il. True Value is opening a 7,500-sq. ft. store in Wilton, Ct.

Palos Ace Hardware, Palos Heights, will open a second branch in October in Lemont, Il. Ace Hardware added a new store in Little Rock, Ar.

Pease Warehouse & Kitchen Showroom , Hamilton, Oh., is relocating to a slightly smaller, 88,000-sq. ft. facility.

True Value Hardware, Wheeling, W.V., is closing.

Greenville Hardware, Smithfield, R.I., has expanded by 5,000 sq. ft., providing room for more product lines.

E&H Hardware Group, Wooster, Oh., held a July 25 grand opening for Westlake Ace Hardware, Westlake, Oh. The new store is located just doors away from Ingersoll Hardware, which recently closed after more than 100 years.

Juniata PRO Lumber & Supply, Mifflin, Pa., was presented the 2012 Paul L. Cosgrave Memorial Award for hardware merchandising by PRO Hardware.

Habitat for Humanity is opening a ReStore dis-

count LBM outlet in Kilgore, Tx. Building-Products.com

September 2012 Building Products Digest

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MOVERS & Shakers

Greg Lutter has been promoted to president of Mann & Parker Lumber Co., New Freedom, Pa. Dave Bushman is now executive v.p. and production mgr., and Rick Rufo, ex-Elk Creek Lumber, is new as sales & purchasing mgr.

Chris Smiley, ex-Sound Structures, has been named engineered wood products mgr. for Cedar Creek, Richmond, Va. Clint Vance, ex-ProBuild, is now mgr. at Stock Building Supply, Paradise, Pa. Bob Schutte, ex-Carter Lumber, has joined the sales team at Kramer Lumber, Lebanon, In. Bob Vezina, ex-Century Stair, is now northern Virginia and Maryland area sales mgr. for 84 Lumber.

Steve Kniceley, ex-ProBuild, is new to contractor sales at 84’s yard in Myrtle Beach, S.C. Darle Hoshaw has been named mgr. of Woodford Lumber & Home, Clear Lake, Ia. Mike Catalino, ex-Foxworth-Galbraith, is now market mgr. for BMHC/BMC West, El Paso, Tx.

26

Kenneth Oetjen, ex-ProBuild, has been named general mgr. for Wisconsin Building Supply, La Crosse, Wi. Phillip Orem, ex-Perkins Home Center, is new to sales at F.D. Sterritt Lumber Co., Watertown, Ma. Mike Patneaude, ex-Empire Wholesale, is now leading the panel department at Tampa International Forest Products, Tampa, Fl., assisted in sales by Paul Gubbini, Renee Sticker, and Armando Martinez, all ex-Empire.

Michele White, ex-BlueLinx, is a new buyer for Lumbermens Merchandising Corp., Wayne, Pa. Richard Kelly, ex-Bodyguard Wood Products, has been named national sales & marketing mgr. of Norse Building Products, Allenton, Wi., overseeing the Rockstep and ProLine Stone lines.

Ty Shumate, ex-Georgia-Pacific, is now general mgr. of American Lumber, Birmingham, Al. Neil Nugent was promoted to sales mgr. in Bryan, Tx.

Building Products Digest September 2012

George Fuchs has rejoined the outside sales force at Woodhaven Lumber & Millwork, Lakewood, N.J. Kevin Fisher has been appointed v.p.-logistics & warehouse operations for BlueLinx, Atlanta, Ga. Michael Newsom, ex-FoxworthGalbraith, is now business mgr. for Shreveport, La. Robyn McKenzie has joined the sales team at National Industrial Lumber Co. (NILCO), North Jackson, Oh. Nick Bair is a new commercial sales rep with Schmuck Lumber Co., Spring Grove, Pa. Jayson Darula, ex-Empire Wholesale, now leads the fir plywood department at Seaboard International Forest Products, Nashua, N.H. Chad Tennant, ex-Boise Cascade, has been named Atlanta, Ga., area sales mgr. for Boral.

Andrew Randle, ex-Stock Building Supply, is now director of national accounts for Rosen Materials, Boca Raton, Fl.

Building-Products.com

Aaron Kluger, ex-MasterBrand Cabinets, is new to LouisianaPacific Corp., as market development mgr. for San Antonio and South Texas.

Rick Reuss has joined Thermafiber’s technical services group, Thermafiber Insolutions, Wabash, In. Trevor Cowell, ex-LP, is new to millwork sales at MJB Wood, Irving, Tx. Beth Wiseman is now senior human resources mgr. for Thermal Industries, Pittsburgh, Pa. Omar Madrigal is now in sales at Marjam Building Supply, Miami, Fl. John Greiwe has joined Deceuninck North America, Monroe, Oh., as director-commercial markets development.

Jason Lehtman, ex-Temple Inland, is new to sales at Owens Corning, St. Louis, Mo. Lisa Harris has been appointed channel marketing mgr. for Atrium Windows & Doors, Welcome, N.C. Jeff Wright has joined Wojan Window & Door, Charlevoix, Mi., as regional sales mgr. for the MidAtlantic area.

Building-Products.com

Frank Peters and Earle Ingle, exEmpire Wholesale, are new to the trading division of Amerhart Ltd., Green Bay, Wi. Steve Willer, ex-ACO Hardware, is new to sales at ASA Building Supply, Walled Lake, Mi. John Boyle is now a door & window estimator at Wilmington Builders Supply, Sudbury, Ma. Russ Archer has been promoted to president of McKenzie Building Center, Watford City, N.D. Bryan Stanford is the new lumber yard foreman/mgr.

Betsi Baker is now a sales representative for South Carolina and eastern Georgia for Laticrete, Bethany, Ct. Keith Mullens is the new sales mgr. at Wynndel Lumber Sales, Wynndel, B.C. Ben Stimpson Jr., Scotch Gulf Lumber, Mobile, Al., has been elected chairman of the Southeastern Lumber Manufacturers Association, Tyrone, Ga. Lou Pole has been named director of the legal department at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

VERSATEX TRIMBOARD, Pittsburgh, Pa., has launched a new mobile website at www.versatexpert.com, which includes a contractor handbook, catalog information, and 10 new installation videos.

September 2012 Building Products Digest

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FSC Expands Operations

The Forest Stewardship Council will host its first annual southeast regional conference on Oct. 24 at Home Depot’s corporate headquarters in Atlanta, Ga. Attendees will include regional stakeholders who will address opportunities and challenges in building the marketplace for FSC-certified products in the Southeast.

At its headquarters in Minneapolis, Mn., FSC-US welcomed Karin Meier as development manager and Amelia Harris as a program manager.

Effective Oct. 1, Kim Carstensen

will be director general of the organization’s international board of directors, succeeding Andre de Freitas, who has led FSC International for the past five years. Carstensen previously served 20 years with the World Wildlife Fund.

DG Picks Up Three Aces

DG Hardware Stores, Sarasota, Fl., has acquired three-unit Flagler Ace Hardware, Palm Coast, Fl., from retiring owner Lesley Anderson.

Andersen opened her first store in 1985 in Bunnell, Fl., with her late husband, Andy, later adding two stores in

Palm Coast.

“We will try and run the stores in the manner the customers like and expand the Ace Hardware initiatives and product offerings so they are more up to date, like adding Craftsman tools,” said DG c.e.o. Ron Schaefer.

DG now operates 11 stores in Florida and three in the Midwest.

Irving Forest Products Wins Energy Awards

Irving Forest Products’ sawmill in Dixfield, Me., was awarded a $471,000 incentive from Efficiency Maine to install a kiln moisture control system that will save nearly 15% of the mill’s annual energy expense.

“The incentives from Efficiency Maine will allow the mill to take advantage of low-cost energy that we otherwise would not be able to access because of high up-front costs,” said division manager Susan Coulombe.

“By reducing the amount of electricity purchased on the grid, the project will allow Irving to remain more competitive and reinvest those resources in its people and operations.”

The incentive award is the second that Irving has won through a competitive program administered through Efficiency Maine, in which projects are ranked on the basis of cost effectiveness and project readiness. The first was a $706,543 incentive for a steam turbine that cut Irving’s dependence on grid-supplied electricity.

“Both projects will allow the mill to be at 100% capacity,” said Coulombe. “That’s something that’s extremely rare in the forest products industry today.”

Merger on Track for ShortLine Railroads

Genesee & Wyoming, Greenwich, Ct., agreed to acquire RailAmerica, Jacksonville, Fl., for $1.39 billion, combining North America’s two largest short-line and regional rail operators.

When the deal closes in the fourth quarter, GWI will operate 108 railroads covering over 12,000 miles of track in 37 states, plus Canada, the Netherlands, Australia and Belgium.

“The acquisition of RailAmerica by GWI is a straightforward combination of two organizations with overlapping holding company structures and complementary railroad geographies,” said GWI c.e.o. Jack Hellmann. “The synergies between the companies are expected to be significant.”

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Building Products Digest September 2012

Building-Products.com

Eastern White Pine

Special Issue

Cutting edge promotions

I

Driving traffic to dealers

N THIS ISSUE of Building Products Digest is NELMA’s latest ad, “Ben the Builder.” See if you can find it. If you do, take out your smartphone with a QR Reader App* installed and scan the QR Code in the ad. It’s all part of NELMA’s blazing new print advertising frontiers.

NELMA continues on its creative path to utilize unique ways to spread its marketing message on behalf of its lumber manufacturing membership.

Case in point, check out the recently published August/September issue of Fine Homebuilding magazine, where you’ll find yourself face-to-face with a full page, four-color photo of Ben the Builder, located in the publication’s centerfold. Smiling Ben is an authentic New England builder who has a real story to tell the reader on why he has chosen eastern white pine for decades in construction projects of all kinds. Integrating scan code technology and the iPhone as a mouthpiece, Ben brings the print ad to life!

Three key messages regarding eastern white pine are conveyed in 60- to 90-second increments that cover the durability, character, and sustainability of the species.

To enhance Ben’s messages, the back of the insert showcases a variety of eastern white pine end-uses along-

Building-Products.com

“pro-like” that’s available on newsstands and at building retailer stores nationwide. To ensure NELMA reaches its geographic-relevant audience, a regional insert approach was used.

* Popular QR Reader Apps include http:// itunes.apple.com/us/app/qr-code-reader-and-scanner/id388175979?mt=8 for Apple and, for Droid, https://play.google.com/store/apps/details?id=tw.com. quickmark&hl=en.

Social Media

Looking for the latest information on eastern white pine and other important soft and hardwood throughout the Northeast? Check out NELMA’s social media hotspots.

INTERACTIVE “Ben the Builder” ad from NELMA comes to life when paired with viewers’ smartphones.

side descriptive details of the application. And to bring it all full circle, the reader can click on another scan code that will take them to a nearby retailer to purchase eastern white pine products!

Fine Homebuilding is the Cadillac of builder publications, reaching more than 200,000 via paid subscription and thousands more readers as a mainstay cross-consumer magazine for the

YOUTUBE

http://www.youtube.com/nelmatv Learn how we stack up to competitive products and watch how-to videos.

FACEBOOK

http://on.fb.me/NbdQfF Like us on Facebook to see what we are up to.

TWITTER

https://twitter.com/inelma Follow us on Twitter to see what news and trends we are tracking for the industry.

September 2012 Building Products Digest

31

Eastern White Pine Special Issue

Traditional marketing tools for

Selling eastern pine

O

F COURSE, it’s not all interactive and social. NELMA also provides the industry with a variety of cutting edge traditional marketing tools in support of retailers and builders.

Many of these tools are available by visiting www.nelma.org or www.easternwhitepine.org, and can also be conveniently mailed directly to you by request. All literature requests may be sent to info@nelma.org or by calling NELMA at (207) 829-6901.

1. NELMA Buyer’s Guide

A directory listing of eastern white pine producers and

THINK WOOD Think Warren Trask for the most comprehensive Eastern Pine inventory!

Since 1924, Warren Trask has been committed to being the number one source for Eastern White Pine.

Think Warren Trask for all your Eastern White Pine needs.

THE SWATCH is a compact tool that serves as a great reference piece for architects, designers, lumber retailers and wholesalers.

distributors, this convenient resource is published in a pocket-size format (4.5”x6”). The Buyer’s Guide displays company contact details, products produced, and other vital specifics for each lumber manufacturer, secondary wood products producer, lumber wholesaler, industrial equipment manufacturer, and industrial services member.

2. Standard Grade Rules for Northeastern Lumber

This heavy duty, spiral-bound, pocket-size booklet is all-inclusive, covering the official NELMA grading rules divided into 12 easily referenced sections. This resource is available for a nominal charge and can be obtained by contacting NELMA.

1•800•752•0121 32

www.wtrask.com

Building Products Digest September 2012

3. Eastern White Pine Brochure

This comprehensive brochure is a showcase folder containing tabbed information on all aspects of designing, specifying, installing, and finishing eastern white pine Building-Products.com

products. It includes elements such as the standard patterns for siding, paneling, and interior products, along with providing helpful technical and installation information.

4. The Swatch

This one-of-a-kind, compact, informational tool takes on the look and size of a paint swatch, detailing specifics on the five primary grades of eastern white pine: D&Better, Finish, Premium, Standard, and Industrial.

High quality photos of sample boards, plus basic grade and rule summary information is included for each section.

5. Patterns of Eastern White Pine Booklet This updated publication showcases the official 23 standard patterns of Eastern White Pine. In a convenient 4” x 9” horizontal format, a single page is devoted to each pattern, including an illustration of the final “look” of two pattern pieces.

PATTERNS BOOK: Printed in a 4” by 9” horizontal format and showcasing the official 23 standards, this NELMA booklet is the perfect sales and informational tool.

6. “AskNELMA” E-Newsletter

Complete with interesting industry news, association happenings, and upcoming industry events, NELMA’s electronic newsletter “Ask NELMA” is sent on a monthly basis to over 1,500 members of the building supply, design, and construction community.

PURCHASING GUIDE: N E LMA’s latest Buyer’s Guide is a handy resource that is both convenient and comprehensive.

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September 2012 Building Products Digest

33

Eastern White Pine Special Issue

Sustainable versatility

Introducing eastern white pine to the next generaton of architcts and designers

T

HE SUSTAINABLE Versatility Design Awards, sponsored

by NELMA, is a design contest for students currently enrolled in an accredited architecture program to design a modern sustainable structure featuring eastern white pine.

Judges look for dialogue-inspiring, future-predicting, forward-thinking designs.

For the 2012 awards, the following building design parameters were provided to architectural students throughout the Northeast: • Project must prominently feature eastern white pine on

Manufacturers of Quality

Eastern White Pine

• Producing 16 million bd. ft. annually • Weinig Waco maxi planer specializes in pattern stock • Nine Irvington Moore dry kilns – total capacity 360,000 bd. ft.

• All shipments via truck or van are paper wrapped • Marketing throughout the U.S. and Canada via Wholesale & Wholesale Distributors

Sales: Win Smith, Jr. win@limingtonlumber.com (207) 625-3286 • Fax (207) 625-7399 www.limingtonlumber.com

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Building Products Digest September 2012

WINNING DESIGNER: Student Maynard Hayden León (center) was presented the 2012 NELMA Sustainable Versatility Design Award by project judge Steve Thomas (left) and NELMA president Jeff Easterling.

interior or exterior of building.

• Building must be a free-standing structure (home, backyard office, in-law apartment, design studio, etc.).

• 600 sq. ft. max.

• Include other features increasing the sustainability/ efficiency of the structure.

According to Jeff Easterling, president of N E LMA, “This award was born of a vision to reach out to the next generation and raise awareness of wood.”

Maynard Hayden León, a first-year student at the Harvard University Graduate School of Design in Boston, Ma., was recently named the recipient of the 2012 NELMA Sustainable Versatility Design Award for his project, “Studio Soleil.” As first place winner, León received a $1,000 cash award and visited the NELMA annual meeting in April 2012, where he spoke about his project and received his award.

Steve Thomas, host of This Old House for 14 years and known as the “ultimate home enthusiast,” served as a Building-Products.com

Sustainable Versatility Design Awards project judge. Upon presenting the award to León, Thomas remarked, “As an industry, we should be doing much more of this.”

Studio Soleil, called “a place of guidance and performance” by León, is a piano studio and small-scale performance facility. Reflecting his knowledge of sound engineering, the studio features a ceiling baffle constructed entirely of eastern white pine. Almost like a white pine 2x4 net hung from the ceiling, the baffle is jointed in two places and can be manipulated via hand-drawn pulleys to customize the sound envelope of the room.

Additional uses of eastern white pine in the project include interior shelving and millwork, an exterior porch and trellis, and exposed joists in both interior and exterior applications.

The exterior of the structure showcases the “shou sugi ban” method of charring wooden siding. This charring carbonizes the face of the wood and creates a barrier against rain, rot and insects for decades. Adding beauty and longevity to the wood siding, it also gives the exterior a subtle reptilian texture that is both striking and practical.

This traditional Japanese process is used in Scandinavia and the Netherlands, and adds an almost animated quality to the exterior of the structure.

Wood is an integral part of this process, according to León. “Real wood offers continued beauty in any project.

The warm, soft glow adds a natural look that can’t be replicated. In Studio Soleil, the eastern white pine adds a soft personality and creates a comfortable, informal, inviting space,” he says. “The eastern white pine makes the entire structure lighter and more inviting.”

León adds that choosing wood is an excellent way to showcase local elements. “It’s not always about fancy materials; sometimes you can use simple materials in elegant ways to create amazing effects. This wood is a simple material used to elevate the status of the structure into something more, creating a beautiful object.”

“It just makes sense to use local materials, and local wood like eastern white pine,” León concludes. “To choose another wood or another product over the local option doesn’t seem like the honest choice. I work with

Building-Products.com

WINNNG DESIGN: León’s winning project, “Studio Soleil,” made extensive use of eastern white pine, inside and out.

wood on a daily basis, and I love it. I’m going to use lumber for the rest of my life.”

More information on the 2012 and 2013 Sustainable Versatility Design Awards can be found at www.sustainableversatility.org.

September 2012 Building Products Digest

35

Eastern White Pine Special Issue

NELMA grader competitions

T

Supporting our mills

N E LMA- SPONSORED grader competitions provide an excellent opportunity for graders to both showcase their skills and get together for networking and camaraderie.

“We recognized a need in the industry,” said Jeff Easterling, president of N E LMA. “By sponsoring competitions for both dimension mills and eastern white pine sawmills, we can fill this gap. We consider it our association duty—and a privilege—to provide this added educational comHE

ponent to lumber grader education. It allows us to interact with mill employees we might not otherwise have the opportunity to meet, building relationships and letting them know that their association is here for them.”

The 10th annual competition for graders of dimension lumber was held June 9, 2012, at Stratton Lumber Co., Stratton, Me. The largest delegation of dimension graders in 10 years was on hand, with 28 graders from

NELMA INSPECTOR Brent Vecchi (left) reviews a grader’s work during the group’s recent grading competition.

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Building Products Digest September 2012

Quebec and Maine ready to compete in a half-day of activities.

On the table? One of the top five individual awards, sharing $650 in prize money and the added bonus of a mini-grading competition round for the top five graders, snagging the winner an extra $100 cash award— not to mention the coveted “Bronze Hammer” trophy, awarded to the top team and guaranteeing significant bragging rights for a year.

Correctly grading the most out of 50 pieces was Jean-Pierre Blais of Fontaine Inc., followed closely by Craig MacAlister of Pleasant River Lumber in second place. Josh Farnsworth and Ruben Campbell of Stratton Lumber finished third and fourth respectively, with Denis Roy of Fontaine rounding out the top five graders in the 2012 competition.

Thanks to Blais, Fontaine squeaked out a one-point win for the team title, their fourth title in 10 years. Stratton Lumber and Pleasant River Lumber secured second place.

On the eastern white pine sawmill side, Hancock Lumber, Pittsfield, Me., played host to the 9th annual eastern white pine graders competition on June 16, 2012. A total of 52 graders representing 10 mills throughout New England participated in grading 50 stationary boards within five minutes. The top 10 finishers shared cash awards totaling $1,550, while a separate bonus round featuring the top 10 graders added 10 additional board to the mix, guaranteeing the grader with the most correct an additional cash prize of $100.

The 2012 Top Grader of Eastern Building-Products.com

White Pine went to Bill Badger, representing the host mill, Hancock Lumber, Pittsfield. Mike Rafuse, Irving Forest Products, Dixfield, Me., finished second, followed by Troy Manson, Hancock Lumber, Pittsfield, in third place; Jason Labbe, Hancock, Ryefield, fourth place, and George Gallant, Irving Forest Products, fifth place. The bonus round was won by the overall winner, Hancock’s Badger.

In the team competition, Hancock Lumber’s Pittsfield mill retained the Bronze Hammer trophy for a second year in a row, their fourth win in the nine-year competition. Rounding out the top five team results: Irving Forest Products, Dixfield, Me.; Hancock Lumber’s Ryefield, Me., sawmill, and a tie for fourth between Limington Lumber, East Baldwin, Me., and Madison Lumber Mill, West Ossipee, N.H. Always entertaining and educational events, the 2013 grader competition’s details will be announced early next year.

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N E LMA GRADING COMPETITION’S first place winners included Fontaine Mill’s (l-r) David Plourde, Jean-Pierre Blais, and Denis Roy.

September 2012 Building Products Digest

37

Eastern White Pine Special Issue

I

The White Pine Monographs

For architects

Volume 1, Number 1–Colonial Cottage. The very first White Pine Monograph was introduced in 1915 with the goal of “introducing the White Pine Series of Architectural Monographs to the Retail Dealers in Lumber … of its being of direct interest and value primarily to the architect and building contractor, both, it will be agreed, T BEGAN WITH

38

most important factors in the selection of building materials.”

For more than 25 years, the monographs were an industry favorite, gaining loyal readership across the country. They earned a valuable place as mainstream architectural reference literature, as they provided visual documentations of classic and unique applications of white pine. Illustrated

Building Products Digest September 2012

with crisp photography of the time, vivid illustrations, and detailed editorial by well-respected American architects and builders, the monographs are a time capsule with modern relevancy. Many copies of the monographs have been found today preserved and treasured in architectural libraries, homes and vintage book stores.

Last published in the 1940s, the

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is a treasure trove of projects showcasing eastern white pine,” says Jeff Easterling, president of N E LMA. “What’s amazing is that this information is as relevant today as it was in the teens, ’30s, and ’40s. The monographs show the longevity of the wood, the endurance and sustainability. The fact that many of these structures are still around is proof of the undeniable fortitude of eastern white pine.”

The White Pine Monograph series will continue as N E LMA works to preserve the value of these historical

documents and their impact on New England, translating the same durability, sustainability and beauty elements of eastern white pine to the current market.

To truly capture the spirit of the original monographs requires a collaborative effort. Dealers, architects, designers and building professionals—please share your knowledge and experiences of working with eastern white pine! If you know of an outstanding project using eastern white pine, please consider submitting it to NELMA via info@nelma.org.

THE ORIGINAL White Pine Monograph, published in 1915.

monographs have recently made a comeback on the pages of the N E LMA-sponsored website (www. easternwhitepine.org). Of the original 99 created, 80 have been found and are being added, one-by-one, to the website.

All monographs are offered free to download. The new monographs, which NELMA began publishing in 2008, add to the mix and bring the same information valuable almost a hundred years ago to the forefront of today’s lumber industry. You can subscribe to the new monographs by emailing info@nelma.org.

“The White Pine Monograph series

THE REBORN Monograph from 2012.

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September 2012 Building Products Digest

39

FAMILY Business

By James Olan Hutcheson

A transfer tsunami

O

20 years, nearly $4.8 trillion of wealth is set to be transferred to the next generation of heirs. Much of that wealth will consist of the assets of family businesses, about 40% of which are due to hand the reins to the next generation during the current decade alone.

However, most family businesses are not adequately prepared to handle this tidal-wave transfer of wealth. In fact, the majority of family businesses have made few or no provisions for turning the business over to the next generation.

In one sense, that’s not surprising.

Few vibrant and active family leaders find it easy to envision their own retirement or, worse, demise. Another problem is that the challenges of family-business succession tend to be exceedingly thorny. It’s relatively easy for business leaders to accept their impermanence to the extent of purchasing a life insurance policy. It’s much more difficult to engage in the sort of personal soul-searching, family dialogue, and complex financial planning required to really prepare for succession.

The job, however, can be done.

Millions of family businesses have successfully transitioned ownership from one generation to the next and the journey is well worn, with proven techniques and experts ready to help at every stage. Many of these experts are the same attorneys, accountants, famiVER THE NEXT

40

Building Products Digest September 2012

ly business consultants, financial planners, and others who may already advise you and your company. Many of the actions required by financial planning for succession are ones that you should be doing already, even if today succession seems to be no more than a fuzzy image on a far horizon.

Set a specific goal.

At the top of the “to do” list is to get straight about the purpose of the business with regard to the family and succession. Deciding whether you hope to provide lifetime employment for as many family members as possible, maximize profits to uninvolved family shareholders, or pursue some other goal is essential to charting a smooth course. What your goals are is not as important as selecting them through discussions with other family and business members, and communicating them to all interested parties.

Remember, people will tend to support what they help to create.

You’ll likely find some difference in the goals of the current business leadership and the next-generation heirs. For instance, the current c.e.o. may want to allocate significant money to invest in a new venture or buy new equipment, while the heirs may believe that available funds should funnel to shareholders. Even if both generation’s plans are identical, now is the time to get the agendas out in the open and make sure you’re all Building-Products.com

sailing in the same direction.

Get a professional valuation of your business.

The techniques for planning a transfer are many, sometimes complicated, and often only applicable to certain specific situations. However, all planning will call for an accurate and current valuation of the family business to move forward. One of your first moves should be to get a valuation of the enterprise by an experienced business appraiser with good credentials.

Determine how to pay estate taxes.

Once the value of the family enterprise is documented, you can address specific methods for minimizing the trauma of transfer.

One issue that will, no doubt, surface immediately is to find a way to pay estate taxes. The current unified tax credit allows for you to pass on $5 million in assets to heirs without paying tax. Transferring any business valued at more than the allowance will likely trigger a graduated federal tax that can prove debilitating.

It’s a nice problem to have, but dealing with estates over the $5 million allowance can sometimes be surprisingly simple, if planned for properly. For instance, you may be able to merely defer the payment of any estate taxes for up to 14 years, paying interest to the Internal Revenue Service periodically and avoiding the kind of lump-sum payment that is likely to exceed any business’ ability to pay.

Buy/sell agreements funded with life

insurance offer another possibility.

You’ll need to work with a certified public accountant to come up with your own customized strategy.

Plan for retirement now.

One common error is for the current leader to neglect to provide for adequate income and financial security during his or her own retirement.

This may result in the c.e.o. being forced to continue working for the business long after he or she is effective, just to draw a salary. Setting up a retirement savings plan and trimming pre- and post-retirement lifestyle expenses are two ways to overcome this common obstacle.

Succession is accurately described as the most important event in the life of a family business, as it is for the family in the business. Financial planning, however, is not the only hurdle.

You must also prepare future leaders with training, experience, and exposure to life at the top. No plan that attempts to anticipate the future is perfect. Tax laws change, human frailty shows itself, and every business transfer presents unique risks. But simply attempting in good faith and due diligence to plan for a transfer will go a long way toward improving the outcome.

– James Olan Hutcheson is managing partner and founder of ReGeneration Partners, a family business consulting firm headquartered in Dallas, Tx. He can be reached at (800) 406-1112 or www.regeneration-partners.com.

Reprinted with permission of ReGeneration Partners. No portion of this article may be reproduced without its permission.

Green Homes Fetch More

Conservation-minded consumers are willing to pay 9% more for green-certified homes, according to a new study from the University of California.

The researchers examined 1.6 million home sales in California between 2007 and early 2012. Not surprisingly, they found that consumers in areas with higher hybridauto registrations were more likely to pay a premium for green-certified homes—what the researchers dubbed the “Prius Effect.”

No significant correlation was found between local utility rates and a willingness to pay more for greenBuilding-Products.com

labeled homes. However, buyers were willing to pay more for green homes that promised lower energy costs in warmer parts of California, especially in the Central Valley.

Despite being environmentally friendlier, many of the green homes are located in suburban areas— leading to a longer work commute, higher fuel expenditures, and more air pollution.

The study was conducted by UCLA economics professor Matthew E. Kahn and Nils Kok, a visiting scholar to UC-Berkeley from Maastricht University in the Netherlands.

September 2012 Building Products Digest

41

NEW Products

Reliable Roof Repairs Woodgrain Coating

Duckback’s Wood Grain coating for composite and fiber cement siding and trim offers the look of natural wood, plus long-lasting protection.

To ensure proper application, the coating is applied in a factory setting.

SUPERDECK.COM (800) 825-5382

OMG Roofing Products now offers 12.5” wide EverSealTape for long-lasting, watertight repairs.

Each 50’ roll is packed in one- or two-pack master cartons.

Available in black and white, the product bonds to all common roof materials.

It can also be used to flash curbs and edge metal, skylights, and gutters.

OMGEVERSEAL.COM (800) 633-3800

Three Things I’ve Learned: Tips from Seasoned Pros

Brighter Treatments

Woodsy Ceilings

Sauder’s WoodTrac panels offer an environmentally friendly way to upgrade ceilings in both residential and commercial settings.

The panels are manufactured of medium density fiberboard with more than 90% pre-consumer recycled content.

WOODTRACBYSAUDER.COM (800) 523-3987

Osmose has added two products to its Cleanwood brand of wood protection chemicals: Busan 1009 and Prosan 18. Both help protect freshly sawn softwood lumber and timbers from mold and sapstain fungi, maintaining the natural bright appearance of the wood.

Busan 1009 is a combination of the microbiocides MBT and TCMTB for use in dipping applications. Prosan 18 is a formulation of propiconazole and quaternary amine recommended for spray-on applications.

Available in non-returnable drums and totes, typical dilution strengths range from 0.5% to 2.0%.

OSMOSEWOOD.COM (800) 585-5161

NOW WITH 1-YEAR NO-SAND WARRANTY

“It’s about trust.”

Steve Olstedt, Olstedt Construction Steve Olstedt, a coastal developer of multi-family homes in Seaside, Oregon, knows you can’t count on fine weather, but you can choose people and products you trust. Like pointSIX Durastrand Flooring, with its innovative tapered edge. Learn other trusted tips for success by watching “Three Things I’ve Learned: Tips from Seasoned Pros,” one in a series of short high-value videos from pointSIX and Ainsworth Engineered.

www.pointsixexperts.com/steve

SCAN TO VIEW VIDEO

Hail to the Roof

Storm Series concrete roof tiles from Boral are designed for high performance in hail storms.

The Class 4 tiles withstand sequential impacts of 2” hail at speeds up to 104’ per second.

BORALROOF.COM (800) 571-8453

Your Eastern & Midwest Redwood Specialist

REDWOOD DECKING THE NATURAL ALTERNATIVE

Full Range & Large Inventory Reman to Specific Patterns • Clear All Heart • Clear Mixed Grain • Construction Heart • Decking

Pattern Stock • Bevel Siding • Beaded Ceiling We Ship by the Unit or by the Piece Family Owned & Operated for Over 60 Years

CHICAGO SUBURBAN LUMBER SALES 8 0 0 -3 4 1- 6 48 5

7459 Franklin St., Forest Park, IL 60130

Fax: 708-771-7391 • Email: joe@chicagosuburbanlumber.com

www.chicagosuburbanlumber.com

Stainless Steel Rail

Atlantis Rail’s new cable railing combines the strength of steel with unobstructed views.

SunRail Latitude features prefabricated 316L stainless steel posts, horizontal cable infill, and top rail mounting plates. Kit options include 36” or 42” railing heights, plus various post kits.

ATLANTISRAIL.COM (800) 541-6829

Sharing a Special Moment

A special moment frame from Simpson Strong-Tie provides a lateral system solution for both new construction and soft-story retrofits in wood and light-frame structures.

Connecting links preserve the integrity of beams and columns during a large seismic event.

Each frame comes in 198 preengineered sizes, and can be custom-engineered using the company’s frame-selector software.

STRONGTIE.COM (800) 925-5099

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Building Products Digest September 2012

Building-Products.com

Tip-Top Fasteners

Top Hat Duplex screws from RemoveRite Inc. are designed for easy removal in temporary installations such as concrete forms, saving time and money.

The fasteners are available in a variety of lengths— from 1-1/4” to 2-3/4”—and in a variety of package sizes—from 1-lb. to 50-lb. bulk boxes.

REMOVERITE.COM (661) 965-6128

Quick Bonding to Roofs

Quick Roof Ultra Bond from Cofair Products stops leaks and permanently repairs most roofing material, as well as skylights, gutters, and flashings.

It can also be used for repairs on RV’s, trucks, trailers, pond liners, and tarps. Both 4” and 6” sizes come in 25’ lengths, in either black or white.

COFAIR.COM

(800) 333-6700

Mastering Storms

Scotchgard-protected T StormMaster shingles offer Class 4 impact resistance in classic styles and colors.

Atlas Roofing manufactures the shingles with rubberized SBS technology for enhance strength and durability. Scotchgard Protector defends against algae stains and streaks.

ATLASROOFING.COM (800) 388-6134

Building-Products.com

September 2012 Building Products Digest

45

SOUTHEASTERN MILLS Photos by BPD

SOUTHEASTERN LUMBER Manufacturers Association celebrated its 50th anniversary at

46

its July 25-28 conference at the Ritz-Carlton Lodge, Reynolds Plantation, Greensboro, Ga.

Building Products Digest September 2012

[1] Bill Beck, Mark Franklin, Rob Uelmen, John Tittle. [2] Lovick & Helen Mims, Lee Ashburn.

[3] Brian & Jennifer Turlington. [4] Deborah & Jimmy Smith. [5] Steve & Robin Flinn. [6] Sally Morgan, John & Amanda Morgan. [7] Anna Kay & Jamie Hotchkiss, Chris & Ginger Pierce. [8] Bill Briskey, Alexis Sivcovich. [9] Ashley & Mike Pastore. [10] J.D. & Beverly Hankins. [11] Alan Robbins, Chad Smith. [12] Beverly Knight, Bob Tweedy, Kim Drew. [13] Connie & Mark Jennings. [14] Diddy & Jim Anderson, Pat & Chris Taylor. [15] Eddie & Regina Collins. [16] Erin Meeks, Josh Krauss. [17] Roland & Sheryl Bales, Lucinda & Roland Stern.

(More photos on next two pages)

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SOUTHEASTERN MILLS Photos by BPD

MORE SLMA CELEBRATIONS (continued from previous page): [1] Bob Bratton, Margaret & Tom Turlington, Becky & Robin Little. [2] Jeff Wilson, Robert Pollard. [3] Amy & Doug Tinsley. [4] Robert & Melissa Harris, Mike & Claudia McCoy, Nancy & Matt Rogers. [5] John Smith, Craig Myers.

[6] Wyatt Spann, Rob Steed, Bob Lane. [7] Kathi Orlowski. [8] Wendy Jordan, Kimberly Scott, Mark &

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Jennifer Tucker. [9] Mary & Carl Shaffer. [10] Don Woodruff, Barry Black. [11] Lynette & Kerry Nelson.

[12] Mike Pompeo, Gary Converse.

[13] John Rhea. [14] David & Melinda Richbourg. [15] Carl & Linda Tucker.

[16] Johnny Hall, Jeff Clay. [17] Diddy & Jim Anderson. [18] Rodney Harrison.

[19] Joe Farmer, Danny White, Victor Beadles.

(More photos on next page)

September 2012 Building Products Digest

47

SOUTHEASTERN MILLS Photos by BPD

MORE SLMA (continued from previous two pages): [1] Sallie & Ben Garrison, Hunter & Jeannie McShan.

[2] Dianne & David Haddock. [3] Sue & Jack Jordan. [4] Dave & Maeve Gagnon. [5] Mark & Michelle Barford. [6] Jeff Redd, Marie Oakes.

[7] Christian & Byron Altman, Abigail

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Building Products Digest September 2012

Altman, Grayson Altman. [8] Christy & Jay Jordan. [9] Fred & Alicia Stimpson.

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IN Memoriam

Charles Roger Collins, 77, president of Broadview Lumber, Auburn, In., died Aug. 6 in Fort Wayne, In. He spent more than 30 of his 50+ years at Broadview as president.

He also served as president and treasurer of the Indiana Lumber & Builders’ Supply Association and, from 1988 to 1990, as dealer director to the National Lumber & Building Material Dealers Association.

Roger Edward Leavitt, 87, owner/ operator of Marcus Lumber, Ia., died Aug. 11 in Sioux City, Ia. While he serving in the infantry during World War II, he was injured in the Battle of the Bulge. After graduating from Northwestern University, he began his 60+-year career at his father’s lumber company.

WITH DISTRIBUTION THROUGHOUT THE SOUTHWEST AND UNSURPASSED INVENTORY ON THE GROUND,

WE HAVE THE COMMITMENT TO BE THERE.

SHERWOODLUMBER.COM | 971-925-8444

Edward Lee Harris, 91, owner of Ed Harris Lumber, Tulia, Tx., died July 29 in Tulia.

During World War II, he served with the infantry and landed on Omaha Beach in Normandy.

After the war, he worked for yards in Amarillo, Dumas and Kress, Tx. He then joined the family lumber business in Tulia, which he purchased in 1963 from his late brother’s widow.

He was a longtime director of the Lumberman’s Association of Texas.

Steven C. Horn, 58, fourth-generation owner of Charles Horn Lumber Co., Chicago, Il., died July 29.

Your source for

Robert L. “Bob” Bailey, 85, retired president of Fred A. Smith Lumber, Rockford, Il., died Aug. 14.

He joined the family business after serving in World War II and graduating from Amherst College.

LARGE TIMBERS, SPECIALTY PRODUCTS, & REMANUFACTURING

John Malvin McElroy, 92, retired president of Baldwyn, Ms., died Aug. 18 in Tupelo, Ms. He joined the family business in 1947, after serving in the U.S. Navy during World War II and graduating from Mississippi State University.

• Redwood • Western Red Cedar • Southern Cypress • Douglas Fir

Don Collins, 79, retired co-owner and operator of Austin Hardware, Austin, In., died July 24.

An Army veteran of the Korean War, he worked for hardware supply firms before opening his own store.

Jack R. Roark, 74, longtime owner of the old Roark Hardware, Mosheim Tn., died Aug. 13, 2012.

He closed the store upon retiring.

Building-Products.com

• Ipé • Abaco

877.533.7695 September 2012 Building Products Digest

49

ASSOCIATION Update Construction Suppliers Association’s director of safety Blane Goss will present “Red Flags that Alert OSHA to Your Company & Deem It ‘Unsafe’” during a series of Insight Meetings.

Dates are Oct. 10 in Rome, Ga.; Oct. 11 in Huntsville, Al., and Nov. 7 in Augusta, Ga. Following each presentation, CSA will host mandatory DOT supervisor compliance training, illustrating how to reasonably detect drug and alcohol use among employees. Attendees will earn a certificate upon completion of the training.

Builders Supply Association of West Virginia is holding its annual golf outing Sept. 13 at Lakeview Resort, Morgantown, W.V.

Ohio Construction Suppliers Association plans an installed sales roundtable Nov. 7-8 in Cincinnati, Oh. Oklahoma Lumbermen’s Association is readying its annual fall golf classic Sept. 27 at Dornick Hills Golf Course, Ardmore, Ok.

Northeastern Retail Lumber Association is staging a technology forum Nov. 13 at Doubletree Hilton, Tarrytown, N.Y. Discussions will cover top technology trends, strategic technology development, making the most of business software, and mobile apps every dealer should have.

Rhode Island Lumber & Building Material Dealers Association will host its annual holiday dinner and awards program Nov. 16 at the Crowne Plaza in Warwick.

Kentucky Building Material Association will host a golf outing Sept. 27 at Quail Chase Golf Club, Louisville, Ky.

New Jersey Building Materials Dealers Association has set its annual meeting for Nov. 14 at the Hilton, East Brunswick, N.J.

Mid-America Lumbermens Association has rescheduled its troutfishing event for Oct. 3-5 at The Fishermen’s Lodge, Cotter, Ar. Nov. 8-9 will be its annual Fall

50

Building Products Digest September 2012

Fling at Marriott Country Club Plaza, Kansas City, Mo.

Northwestern Lumber Association is hosting a sporting clay shoot Sept. 26 at Oak Creek Sporting Club, Brainerd, Ne., followed by its Iowa golf outing Sept. 27 at Lake Panorama National Golf Course, Panora, Il. NLA is participating in a Northern California mill tour Oct. 6-12, to start and end in San Francisco, Ca. Stops include timber processing plants and sawmills, window and moulding factories, and green-built home operations. Side trips include a day in Yosemite National Park, a tour of redwood forests, coastal towns, and a visit to wine country.

North American Wholesale Lumber Association will convene its annual Traders Market Nov. 7-9 at Hyatt Regency, Chicago, Il. Keynote speaker will be comedian Greg Schwem. Bill Benjamin will present a lunchtime program on “Emotional Intelligence and Being Your Best When It Matters Most.”

Russ Taylor will lead the Magellan Network breakfast program.

Association of Millwork Distributors will hold its annual convention and tradeshow Oct. 8-12 at the Kentucky International Convention Center, Louisville, Ky. Former NFL quarterback Tom Flick will be the keynote speaker. A business roundtable will foster discussions of “What’s Keeping You Up at Night?”

Southern Forest Products Association convenes its annual meeting Oct. 9-10 in Asheville, N.C., under the theme “Solutions for Success.”

North American Deck & Railing Association holds annual meeting and national deck awards dinner Oct. 10 at American Visionary Art Museum, Baltimore, Md. The event coincides with the start of DeckExpo Oct. 10-12 at the Baltimore Convention Center.

APA-The Engineered Wood Association will host its annual meeting Nov. 9-13 at the Ritz Carlton, Amelia Island, Fl. Building-Products.com

EWP OPEN HOUSE Photos by Sherwood Lumber

WHOLESALER Sherwood Lumber, Islandia, N.Y., partnered with its new EWP supplier, Georgia-Pacific, to host an open house at its 60-acre Prime Distribution facility in Palmer, Ma. Aimed at raising awareness of new engineered lumber products in the Northeast, the event included presentations by Sherwood’s Jason Rastad and GP’s Dennis Bott, as well as social events, a BBQ, and games. [1] Josh Goodman, Kevin Cyr,

Andy Sinnott, Paul Cyr. [2] John Callahan, Joe Beguoche, Jason Rastad. [3] Chris Burns, Brian Nunes, Gordon Robitille. [4] Amy Alvarez, Stephanie Curry, Dave Michalchik, Joy Robles, Nancy Aguiar. [5] Nick Azersano, James Miele, Dennis Bott. [6] Steve Howe. [7] Diana Boodgett, Bill Giguere. [8] Bob Hansen. [9] Dave Gaudreau.

Size does matter.

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

• Now stocking Redwood • Rich ar ds on Timb ers is a lead er in cu st om millw ork & ma n uf a ct u r i n g o f cus t o mi z e d t i mb e r s , w i t h ca pa b i l i t i e s o f d e l i v e r i n g p r o d u c t s t h r o u g h o u t t h e U .S .

S erv ing th e co ns tr uctio n in du st ry for ov er 60 y e a r s , by t a k i n g t h e s pi r i t o f t h e ol d a nd com b inin g it w ith t he leadin g t ech no log y of tod ay , R ich ards o n Tim bers is able to of fer w h oles ale p r od uct s w i t h u np a r a l l e l l e d s e r v i ce a nd qu a l i t y .

Richardson Timbers toll free

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

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September 2012 Building Products Digest

51

CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9.

Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets the type), $65 if we set type. Send ad to Fax 949-8520231 or dkoenig@ building-products.com. For more info, call (949) 852-

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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.

WANTED TO BUY

WANTED TO BUY

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-576-8723, email LumberSource@hotmail.com.

BUSINESS OPPORTUNITIES

Kick-start your 2013 selling season Get the attention of 20,000+ lumber buyers across the country.

Ensure your ad message reaches EVERY company attending the 2012 N A WLA T ra d er s Ma rk e t by advertising in Traders’ Preview, a Special Supplement appearing with both Building Products Digest and The Merchant Magazine.

For one low price, you receive: • Full national distribution of your ad, packaged with the October 2012 issues of BPD and The Merchant.

• Expanded directory listing for your company.

• Distribution at the event.

• Free clickable online ad for your company (one month exposure on building-products.com).

• Heavily discounted, all-inclusive ad rates.

Call Chuck Casey or Alan Oakes at 949.852.1990

52

Building Products Digest September 2012

PATENTED TECHNOLOGY for Fencing, Decking, Posts: We are in search of partner or licensee(s) to bring new encapsulated lumber profiles to market. Technology provides ability to make cost effective, structural wood composites for decking/fencing/post applications.

Barry, (508) 776-2647, bcurtis@ foamtekcorp.com.

PRODUCTS FOR SALE

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

immediate

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FAX718-793-4316 973-455-7217 •• apronaz@aol.com apronaz@aol.com FAX

www.lumbercoversprotect.com

Latest Breaking Industry News

for Dealers, Wholesalers & Manufacturers—

Updated Daily

building-products.com Building-Products.com

DATE Book

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

North American Wholesale Lumber Association – Sept. 10-13, wood basics course, Corvallis, Or.; (800) 527-8258; www.nawla.org.

National Hardwood Lumber Assn. – Sept. 12-15, annual convention, Sheraton, Chicago, Il.; (800) 933-0318; www.nhla.org.

Builders Supply Association of West Virginia – Sept. 13, golf outing, Lakeview Resort, Morgantown, W.V.; www.bsa-wv.com.

Long Island Lumber Dealers Assn. – Sept. 13, annual meeting, Villa Lombardi’s, Holbrook, N.Y.; (518) 286-1010; nrla.org.

Construction Suppliers Assn. – Sept. 13-14, annual meeting, Hilton Garden Inn, Peachtree City, Ga.; (678) 674-1860; gocsa.com.

Florida Building Material Association – Sept. 13-15, golf tournament, meeting & expo, Gaylord Palms Hotel, Kissimmee, Fl.; (352) 383-0366; www.fbma.org.

North American Wood Pole Council – Sept. 18-20, pole structure design course, St. Louis, Mo.; (334) 887-3297; woodpoles.org.

True Value Co. – Sept. 18-23, fall market, Salt Palace Convention Center, Salt Lake City, Ut.; www.truevaluecompany.com.

Building Component Manufacturers Conference – Sept. 19-21, Denver, Co.; (608) 310-6722; www.bcmcshow.com.

Northeastern Young Lumber Execs – Sept. 19-21, Maine lumber tour; (518) 286-1010; www.nrla.org.

Northeastern Lumber Manufacturers Association – Sept. 20-21, board meeting & golf outing, York Harbor Inn, York, Me.; (207) 829-6901; www.nelma.org.

Blish-Mize Co. – Sept. 21-22, fall market, Overland Park Convention Center, Overland Park, Ks.; (800) 995-0525; blishmize.com.

Northwestern Lumber Association – Sept. 26, shooting event, Oak Creek Sporting Club, Brainard, Ne.; Sept. 27, golf, Lake Panorama National Golf Course, Panora, Ia.; (763) 544-6822; nlassn.org.

Construction Suppliers Association – Oct. 10, insight meetings, Rome, Ga.; Oct. 11, Huntsville, Al.; (678) 674-1860; gocsa.com.

DeckExpo – Oct. 10-12, Baltimore Convention Center, Baltimore, Md.; (866) 475-6495; www.deckexpo.com.

Northeastern Retail Lumber Association – Oct. 12-13, annual meeting, Saratoga Hilton, Saratoga Springs, N.Y.; (800) 2926752; www.nrla.org.

Do it Best Corp. – Oct. 13-15, fall market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

American Architectural Manufacturers Association – Oct. 14-17, national fall conference, Hyatt Regency Tamaya, Albuquerque, N.M.; (847) 303-5664; www.aamanet.org.

Door & Hardware Institute – Oct. 17-18, annual conference & expo, MGM Grand, Las Vegas, Nv.; (703) 222-2010; dhi.org.

Reflective Insulation Manufacturers Association – Oct. 19-21, biannual meetings, Hilton, Atlanta, Ga.; www.rimainternational.org.

Home Improvement & Design Expo – Oct. 20-21, Minneapolis Convention Center, Minneaplis, Mn.; (952) 238-1700; www.mediamaxevents.com.

ENAP Inc. – Oct. 20-22, forest products conference, Marriott Inner Harbor, Baltimore, Md.; (800) 456-4300; www.enap.com.

Home Improvement Showcase – Oct. 22-23, Arlington Park Race Course, Arlington Heights, Il.; (630) 953-2500; www.freehomeshow.com.

Composite Decking & Railing Conference – Oct. 22-23, Atlanta, Ga.; www.deckrailconference.com.

Green Industry & Equipment Expo – Oct. 24-26, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.

House-Hasson Hardware Co. – Oct. 25-27, market, Sevierville Events Center, Sevierville, Tn.; (800) 333-0520; www.househasson.com.

Kentucky Building Material Association – Sept. 27, golf outing, Quail Chase Golf Club, Louisville, Ky.; (800) 844-1774; www.kbma.net.

Oklahoma Lumbermen’s Association – Sept.

27, golf classic, Dornick Hills Golf Course, Ardmore, Ok.; (580) 223-4071; www.oklumber.org.

Mid-America Lumbermens Assn. – Oct. 3-5, trout fishing, Fishermen’s Lodge, Cotter, Ar.; (800) 747-6529; www.themla.com.

RISI – Oct. 3-5, annual North American forest products conference, Park Plaza Hotel, Boston, Ma.; www.risi.com/naconf.

New York & Suburban Lumber Association – Oct. 4, annual meeting, Terrace on the Park, Queens, N.Y.; (518) 286-1010; nrla.org.

Association of Millwork Distributors – Oct. 812, annual convention & show, Kentucky International Convention Center, Louisville, Ky.; (847) 303-5664; www.amdweb.com.

Remodeling Show – Oct. 9-12, Baltimore Convention Center, Baltimore, Md.; (866) 475-6495; www.remodelingshow.com.

Southern Forest Products Association – Oct. 9-10, annual meeting, Asheville, N.C.; (504) 443-4464; www.sfpa.org.

Building-Products.com

September 2012 Building Products Digest

53

IDEA File

ADVERTISERS Index

Easing In, Easing Out

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

Advantage Trim & Lumber [www.advantagelumber.com]..........44 Ainsworth [www.ainsworth.ca] ................................................42-43

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

BC Shake & Shingle Association [bcshakeshingle.com] ...........23

Boston Cedar [www.bostoncedar.com] .........................................7

California Redwood Co. [www.californiaredwoodco.com] ..........4 Capital [www.capital-lumber.com]................................................53 Cedar Creek Wholesale Inc. [www.cedarcreek.com] .................50

Chicago Suburban Lumber Sales .................................................44 FRENCHTOWN HARDWARE customers get acquainted with new owner Mike Tyksinski (left) and chat with previous owner Gene Hale (right).

The new owner

of a small hardware store is taking mentoring to a whole new level—and everyone involved benefits.

Mike Tyksinski became proprietor of Frenchtown Home & Hardware, Frenchtown, N.J., on August 1.

Nothing unusual about that, except that the previous owner, Gene Hale, will be at his side for the next six months, passing on all he’s learned over the past 30 years.

“My involvement is written into the sales agreement,” says Hale, who had owned the store since 1980. After six months of daily involvement, he’ll continue to assist the new owner (and earn retirement income) by coming in one day a week to maintain the store’s fix-it business: repairing screens, lamps, and furniture.

And that’s not all. For two weeks every year, he’ll work the counter daily, allowing Tyksinski to go on vacation. It’s a sweet deal that eases the transition for the new owner, allows the previous owner to stay involved, and shows customers that both men want to minimize disruption to the business.

“The best part of having a business in a small town is building relationships with people, being integrated and being part of the community,” says Hale.

The new owner agrees. “Interacting with customers is the best part of the business,” says Tyksinski. “ I got to know Gene while working on our own house and visiting the store for supplies. Seeing me work with him is comforting to customers.”

Tyksinski says he won’t change much at the store, which packs a wide variety of well-organized merchandise into just 2,000 sq. ft. He would like to do more marketing, to “raise the store’s profile and let people know that it’s here.”

Two days after closing the sale, he started a Facebook page for the store. A week later, he staged an open house, complete with food and beverages. The event allowed Hale to thank loyal customers and introduce them to the new guy.

54

Building Products Digest September 2012

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................25

Duckback Products [www.superdeck.com].................................27

Feldman Wood Products [www.feldwoodproducts.com].............4

GRK Fasteners [www.grkfasteners.com]............................Cover II Hancock Lumber [www.hancocklumber.com].............................39

Idaho Forest Group [www.idahoforestgroup.com] .......................3 J.D. Irving [www.jdirving.com] ......................................................37

JEC Composites Americas [www.jeccomposites.com]..............26

LB Plastics [www.lbplastics.com] ................................................48 Lee Roy Jordan Lumber Co. [www.jordanredwood.com]...........49

Limington Lumber [www.limingtonlumber.com].........................34

Mary’s River Lumber [www.marysriverlumber.com] ..................24 Northeastern Lumber Manufacturers Assn. [nelma.org].......29-30

Parksite [www.parksite.com] ................................................Cover I Pleasant River Pine [www.pleasantriverlumber.com].................38

Redwood Empire [www.redwoodemp.com]...................................8

Richardson Timbers [www.timbersonline.com] ..........................51

Robbins Lumber [www.rlco.com] .................................................33

RoyOMartin [www.royomartin.com] ...............................................5 Sandy Neck Traders [www.sntraders.com] .................................35

Screw Products [www.screw-products.com] ..............................25

Seaboard International Forest Products [www.sifp.com]...........31

Sherwood Lumber [www.sherwoodlumber.com]........................49

Simpson Strong-Tie [www.strongtie.com]...................................21

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

Tank Fab [www.tankfab.com]........................................................45

Warren Trask Co. [www.wtrask.com] ...........................................32

Western Forest Products [www.westernforest.com] ..................28 Western Red Cedar Lumber Association [www.wrcla.org]...40-41

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Building Products Digest

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