BPD March 2014

BPD

CEDAR, EASTERN WHITE PINE, REDWOOD REPORTS  FSC MADE EASY  NAILS & FASTENERS MARCH 2014

Building Products Digest

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

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BPD Special Features

March 2014

Building Products Digest

In Every Issue

9 PRODUCT SPOTLIGHT

6 TOTALLY RANDOM

WESTERN RED CEDAR PERGOLAS

10 FEATURE STORY

CEDAR HEATING UP FOR THE SUMMER

12 INDUSTRY TRENDS

CERTIFIED WOOD EASIER TO FIND

14 MARGIN BUILDERS

REDWOOD DEALERS READY TO RESPOND TO NEW GREEN STANDARDS

53 DATE BOOK

28 COMPETITIVE INTELLIGENCE

54 IDEA FILE

38 APP WATCH

54 ADVERTISERS INDEX

38 MOVERS & SHAKERS 40 NEW PRODUCTS 44 FAMILY BUSINESS

18 MARGIN BUILDERS

44 PHOTO RECAP: IBS

CALIFORNIA REDWOOD HITS THE SURF

GET A HANDLE ON FASTENER TRENDS

20 INDUSTRY TRENDS

GRADING EASTERN PINE ONLINE

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Building Products Digest

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52 CLASSIFIED MARKETPLACE

17 OLSEN ON SALES

16 PRODUCT SPOTLIGHT

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 Volume 33  Number 1

50 ASSOCIATION UPDATE 51 IN MEMORIAM

March 2014

Online BPD DIGITAL VERSION, BREAKING INDUSTRY NEWS & PHOTOS BUILDING-PRODUCTS.COM

FOLLOW ON TWITTER

TWITTER.COM/BLDGPRODUCTS

Building-Products.com

TOTALLY Random

By Alan Oakes

BPD

Building Products Digest www.building-products.com

A publication of Cutler Publishing

Busy and boisterious!

B

Y ALL ACCOUNTS,

the recent IBS show in Las Vegas was a great success. I heard of sold-out exhibit space, although I am sure they could have fit a few more in. But for the first time in years, the show was fun again. From the morgue of about three years ago, the aisles were full pretty much non-stop for the two days I was there.

Everyone (yes, everyone) I spoke to was positive about the year ahead. The atmosphere was almost giddy. I believe the official numbers will show about 80,000, proving the decision to combine it with the KBIS show was a good one.

People I met at booths and in the aisles, even those who had been hit by the bad weather in the East and Midwest, reported that despite the weather they were surprised how good business has been. After what we have all gone through, for those that have survived, at long last something to crow about! My preceding trip—to the Hoo-Hoo Crab Feed in Eureka—had its best attendance in years. My calls across the country suggest the industry will grow 10% to 15% again this year.

In the last few months here at BPD, we are starting to see investments again with new products hitting us in a barrage—again a great sign the industry has turned. I am sure some companies are taking some risks, but as I have often written, business is not for the faint of heart. You have to be willing to take risks to succeed and to stay ahead of your competitors. Keep them coming!

That all being said, it is interesting to hear some negative feedback and concerns within the industry. On the lumber side, many mills are telling us that they are 100% sold out—good for them but not necessarily good for the industry. When the industry starts growing again, then what? I am not hearing about too many plans to open new mills, bring back on line mothballed mills, or even add new shifts. Perhaps this is a reflection of not getting ahead of the game because of the fear we have lived through the past few years.

In decking, I have heard from many on the non-wood side that prices are in a skid —mostly due to one or two producers. In the end that is not good for the industry, although it might be their way of getting rid of competition. There are a lot more issues to overcome when you become a commodity.

We have seen an increase in merger activity—not sure what that means, but my interpretation is that all those who wanted to get out and retire and could not do so the last five to six years are now getting a price for their business they can live with. So look out for more. For me, mergers and acquisitions are both good and bad—certainly bad when I see good companies being carved apart and usually emerging worse off.

One comment I have heard a half-dozen times now concerns the effects of the Affordable Care Act. I will stay away from the rights or wrongs, but have heard that a number of smaller companies will not go over 50 employees. That says to me that there will be little hiring, not only in this industry, but in many others, too. Not good for employment numbers, considering 96% of all companies are under 50 employees.

Yet, overall, signs point to a positive year—as confirmed by most every economist I’ve listened to over the past six months.

Lastly, thank you for the emails and comments about my last column, “Unlocking You” (Feb., p. 6)—particularly those agreeing with me! A good reader of ours, W.C. Litzinger, sent me two quotes that he often shares: “What you put up with is what you end up with” and, my favorite, “Everything that has ever happened in your life is preparing you for a moment that is yet to come.”

I think that all our industry has gone through since 2006-2007 has indeed prepared us for the future. I have learned more these past distressing few years than at any time in my career, and I suspect that is the same for many of you.

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest

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March 2014

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

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

How to Advertise

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

CLASSIFIED MARKETPLACE David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available.

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2014 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

Building-Products.com

PRODUCT Spotlight

Photo by WRCLA

Western Red Cedar Pergolas

Western red cedar a perfect choice for pergolas

I

F THERE’S ONE

thing dealers and distributors can count on this summer, it’s a surge in homeowners looking to construct their own detached garden features—think gazebos, planters, benches, arbors and pergolas. Lots of pergolas. In fact, building plans for pergolas are the number one download on RealCedar.com. Yep, when it comes to creating a backyard sanctuary, d-i-yers just love their pergolas—or more specifically, they love their western red cedar pergolas, and for good reason, too.

Western red cedar lumber really is the ultimate building material for every kind of backyard project—be it an outdoor kitchen pergola with climbing vines, a classically arched walkway arbor, or a freestanding gazebo with builtin benches. For starters, cedar’s a dream to work with. It lays flat, stays straight, and holds fastenings tightly. But that’s not all. This structurally solid wood is surprisingly light, meaning less heavy lifting, and let’s face it—nobody wants to be messing around with cumbersome materials that make their outdoor projects more labor intensive. They want to enjoy the creative process from beginning to end.

Speaking of creative process, customizing these kinds of outdoor structures just got a little bit easier—thanks to RealCedar.com. Paul Mackie (a.k.a. Mr. Cedar) from the Western Red Cedar Lumber Association explains: “WRCLA is going to be adding a sketch-up application to the RealCedar.com site so consumers can create their plans in 3D, look up the materials required, specify grades, and then, last, but not least, find the nearest premium retailer simply by using our defined cedar locator network.”

Another reason so many people request western red cedar for their outdoor projects is because of its undeniable Building-Products.com

durability.

“Western red cedar is naturally resistant to rot, decay and insect attacks,” says Mackie, “which means WRC structures last a very, very long time and require minimal maintenance. That’s something the indigenous people of the Pacific Northwest can attest to with their centuries-old cedar long houses.”

In terms of environmental performance, eco-minded pergola builders can rest easy knowing western red cedar is renewable, biodegradable and boasts a net carbon sink— i.e., while other building materials generate greenhouse gasses, western red cedar actually removes greenhouse gasses from the atmosphere.

As for variety, western red cedar customers are spoiled for choice. Real cedar offers a wide range of lumber dimensions, surface textures, as well as a grade for every design palette—from a sleek, clean premium clear to a rustically charming, cost-effective knotty to everything in between. Additionally, western red cedar is pitch- and resin-free, so it’s ideal for accepting and holding a wide range of beautiful finishes. Another way to go is au naturel. That’s because if left untreated, western red cedar just gets better with age, taking on a stunning silvery patina.

Of course, at the end of the day, it’s western red cedar’s innate beauty that makes it the preferred choice for outdoor structures.

“Aesthetically, there really is no substitute for the natural beauty of real cedar,” says Mackie. “Imbued with decidedly crisp, yet superbly rich, tonal properties, real cedar can create truly inspirational garden features.”

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Building Products Digest

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FEATURE Story

By Western Red Cedar Lumber Association

Count on cedar heating up this summer comes to sustainable outdoor building materials, western red cedar is pretty much “the chosen one.” Independent studies have shown that wood outperforms composites, as well as concrete and steel, in the following categories: energy expenditure, environmental impact and renewability.

Price Point for Every Budget

While clear grades of WRC remain relatively affordable, the readily available knotty WRC is even easier on the wallet. This gives consumers choice: They can opt for the crisp contemporary appeal of grade “A” or better or go a somewhat more costeffective route and choose the distinctly rich, deep luster of select knotty grades. Either way, they’re likely to save money by choosing western red cedar over other materials, resulting in happy customers.

KNOTTY WESTERN red cedar provides an even more affordable option for outdoor projects.

Photos by WRCLA

S

PRING IS (ALMOST)

in the air and we all know what that means: Homeowners are gearing up to tackle some of those outdoor projects they didn’t get around to last summer.

Suffice to say, this annual burst of backyard inspiration will invariably lead to an increased demand in building materials. Not just any building materials, mind you. Due to a renewed interest in natural living and clean design, western red cedar is fast-becoming the darling of the R&R

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industry, and there’s no sign of this trend slowing down any time soon. At this rate, dealers and distributors can expect WRC’s growing popularity to reach all new heights this season.

Here’s why:

Growing Awareness in Green Architecture

There’s a whole new wave of highly respected publications, writers and bloggers who strictly focus on green architecture and design. And when it March 2014

Rise in Pinterest Popularity

Like it or not, this particular social media network wields a lot of persuasive powers over potential consumers looking to update their backyard and/or improve their curb appeal.

Furthermore, women (who, incidentally, make a majority of home design decisions) rely on Pinterest for inspiration, and it just so happens this is one arena where western red cedar continues to outshine composite knock-offs. Why? Well, as the saying goes, a picture’s worth a thousand words, and right now, there are countBuilding-Products.com

less photos of western red cedar circulating on the site—each one illustrating WRC’s unsurpassed natural beauty and versatility.

Heavy Traffic on RealCedar.com

The new and improved RealCedar.com website currently boasts a record amount of unique visitors every month, with a substantial increase in the number of architects requesting sample kits and d-i-yers trying to locate a retailer near them.

That’s because more and more people are realizing there is no substitute for the real thing. The look, the feel, the smell—you just can’t beat WRC and

the R&R consumer is getting quite hip to this fact.

No Brainer for Builders

Contractors have come to rely on western red cedar’s high-performing characteristics. The species’ naturally occurring organic chemistry, for example, prevents decay, rot and insects. As well, cedar’s unique cell structure minimizes shrinking and swelling, so it stays flat and is structurally solid—which, in turn, makes the contractor’s work look that much better. So it’s no wonder why so many builders are choosing western red cedar for their upcoming projects.

Why Dealers Should Join WRCLA As the voice of the cedar industry, the Western Red Cedar Lumber Association has worked hard to increase cedar usage and quality standards for the construction and repair and remodelling industries.

In addition to the fact that more members mean a stronger, more influential voice in the industry, there are several reasons why retailers should think about joining this year:

guided through a qualifying process that provides information on ideas, plans, building and maintenance information, and then leads them directly to the nearest certified cedar distributor (CCD) defined retail network, where members have preferential listing and ranking. It’s worth noting that the webpage directing consumers to the closest member retailer receives over 7,500 visits monthly.

• Dedicated advertising, marketing and public relations campaigns The WRCLA is strategically targeting prospective consumers in the R&R sector with a unified message and promotional programs to create a consumer pathway to member retail locations. In addition to traditional advertising, the WRCLA is also very active online and in social media.

• Training Cedar is a high margin product, and having the right skills to sell it means higher profits. Member retailers benefit from a variety of online training programs, tools, support and resources designed keep product moving.

• New, robust web presence All programs direct consumers to RealCedar.com, where they’re

Building-Products.com

• It’s an affordable advantage Manufacturers, remanufacturers and distributors all contribute to making the tools and resources provided by the WRCLA possible. As a retailer, you get the advantage of profiting from all of these, but at a much lower cost.

As the WRCLA continues to build a presence in the market for its members, retailers will benefit from an assurance of quality, best practices, resources, assured supply lines, and support.

Look into membership today, and see how the WRCLA can increase your cedar margins.

March 2014

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Building Products Digest

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11

INDUSTRY Trends FSC Certification

Staying on top of evolving FSC markets “‘I

group, a program that provides group rates and assistance to small and midsized wood products companies in the western U.S. seeking certification.

Wood markets are constantly evolving. The market for FSC-certi-

T’S SO MUCH BETTER now than it was’ is a phrase commonly heard during visits with our new members,” says Paul Vanderford, manager of Sustainable Northwest’s Forest Stewardship Council certification

fied wood is a prime example.

According to Vanderford, five years ago, the availability, quality and expense of certified material limited involvement. A frustrating audit process and the high cost of certifica-

Top 10 myths about chain-of-custody certification

By Paul Vanderford, Sustainable Northwest

1. FSC chain-of-custody (CoC) certification is expensive.

Not so. The number of certification bodies has grown and FSC has innovated with changes in group certification programs that improve access and affordability. The big innovation was raising the annual revenue cap to $5 million, which allowed many more firms to qualify, improving accessibility of affordable FSC certification services together, with FSC brand and network access for an increasing share of the woodworking industry.

Sustainable Northwest’s FSC group program offers certification on a sliding scale between $500 to $2,500 a year. Companies too large to qualify for group membership can expect to pay $3,200+ a year, based on the complexity of their operation.

2. Putting an FSC system in

place is time consuming and hard.

Group certification programs make getting certified much easier than going in alone. New group members can create efficient FSC

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systems on site as part of a two-tofour-hour certification visit by the administrator.

3. Certification requires significant lead time.

Getting FSC certified requires very little lead time. In the Northwest, new group members take an average of two weeks. If a regional group or certification body is not available in your region of the country, getting certified may take longer.

4. Not all wood products are available as FSC. Several supply chain issues have created limitations in the past, but most historical issues have been resolved. Paper laminates, liners, backers, dowels and even some exotic woods can now be sourced as FSC. Today, homebuilders are building entire homes with 100% FSC-certified wood.

5. FSC is a flash in the pan.

FSC certification has mirrored

March 2014

the exponential growth of green building since its inception in 1993, despite the recent recession. There are now 27,457 certified companies in the world and 446 million acres of certified forest land. The number of certified companies has grown by over 5,000 in the past two years, representing a 25% growth rate.

6. LEED is getting rid of the FSC wood MR7 point.

The U.S. Green Building Council (USGBC) continues to uphold its commitment to the FSC. Last year, the council voted to reject alternative wood certification programs.

Additionally, The Living Building Challenge (the next generation of green building standards) has a prerequisite for FSC wood.

7. There is no demand for FSC.

Building with FSC-certified wood, holds valuable and demonstrative weight. Fortune 500 companies like Walmart, Kimberly-Clark, Home Depot, Staples, International Paper, Hilton and Unilever are getBuilding-Products.com

tion forced out many interested companies. It was bad for business, the market, and FSC. A lot has changed in five years.

The FSC market is maturing. Scale is lowering costs and increasing supply.

Construction and design companies are now aware of FSC, know their regional FSC suppliers, and commonly specify an FSC preference. Entire commercial buildings and custom homes are now sourcing 100% of their wood materials from FSC vendors.

Group certification programs have spearheaded the change by simultaneously providing affordable access to certification and critical support. The evolution has created an opening for proactive companies.

“Companies that could be using certified wood to strengthen their businesses are staying away because of outdated cost and market information,” says Vanderford. The cost of certification used to be $5,000 a year.

Now, the average cost is closer to

ting involved using and selling FSC products and currently all have FSC purchasing policies.

LEED certification has built a solid market for FSC materials.

There are now 50,000 LEED projects worldwide, representing 10.1 billion sq. ft. of commercial and institutional construction space.

About 1.5 million ft. are added each day. About 60% of LEED construction is happening inside the U.S. Companies not seeing FSC demand represent a shrinking segment of the wood products industry.

8. Fabricators that install don’t need FSC certification.

Fabricators who substantially modify wood products prior to installation to meet LEED MRc7 point criteria are required to possess and use FSC chain of custody. This issue was clarified by a 2010 USGBC addenda, which states, “facilities that fabricate or alter product beyond that which is necessary for installation are required to hold FSC certification.”

9. FSC material costs more and is lower quality.

Many examples of competitive pricing exist. Many suppliers find some of their FSC product lines cost Building-Products.com

$3,000 and certification with group programs like Sustainable Northwest’s average $1,500. There are now over 3,387 certified companies in the U.S. There is no question LEED is a major player in creating FSC demand.

LEED has grown into a key market for structural and custom interior wood products. About 1.5 million sq. ft. of new commercial projects are registered each day. The standard continues to award points for FSC certified and reclaimed wood. Many regions have a bonus “regional priority point” for the FSC materials credit. The future is bright. As LEED approaches 50% of the commercial building market, the standard is driving significant wood materials demand.

FSC certification may not be for every company, and owners should only join if they see market opportunity. However, companies that have stayed away will find themselves pleasantly surprised at the options now available to them.

the same as non-FSC options.

In addition, FSC wood exists in all quality grades. The FSC standard does not assign or evaluate grade. If a supplier sells wood that doesn't meet ANSI quality or equivalent specifications, the goods are not fit for commerce as advertised. FSC certification is a subset of a firm’s quality management approach.

10. FSC certification provides market access and differentiation.

True! Many businesses see FSC certification’s main value as market access and differentiation. With over 4,500 certified companies in North America, more and more businesses are deciding to join in and take advantage of the growing FSC wood products market. FSC logos can help provide cost-effective brand recognition and acceptance by consumers.

The brand is now seen daily in grocery stores, home improvement centers, and in mailboxes.

– Paul Vanderford is forest stewardship manager for Sustainable Northwest, a non-profit organization helping to certify and support companies in Oregon, Washington, California, Idaho and Montana with less than $5 million in annual wood products sales. Reach him at paulv@sustainablenorthwest.org.

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Building Products Digest

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13

MARGIN Builders

By Charlie Jourdain, California Redwood Association

Redwood dealers can respond to new green standards with long-standing practices

C

ONCERNS OVER environmental issues have spurred action across multiple audiences in the building industry. From consumers insisting on certified green projects to the architects who design them, to the communities that embed them into building codes, building products providers know they need to do more than just say they offer environmentally friendly products. They have to put their certifications where their mouths are.

In many industries, such as the redwood industry, environmental stewardship and careful management of natural resources that provide our products is a business practice that precedes much of the “greenwashing” found in the marketplace today. But simply saying we do is no longer enough. That’s why it’s so important to show and tell our progress, and prove through our transparency the solid foundation of our product claims.

REDWOOD LUMBER is a naturally green product, well suited to capitalize on the trend toward eco-friendly standards.

Photo by CRA

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A survey commissioned last year by the California Redwood Association showed how consumers desire a greener home front. Our survey showed that three-quarters of homeowners said that it’s important for their deck to be eco-friendly. That’s probably why more than 90% of them believe a deck should be recycled or reused, and not wind up in a landfill. That shifting mindset is also what provokes their insistence on certifiably green designs and asking their architects to design to the newest LEED guidelines.

In fact, with the most recent LEED v4 guidelines, new materials and resources credits were added. The credits are intended to show users how to get information for evaluating the safety and environmental impact of products and help manufacturers to compile the information.

Such green building certifications remain voluntary (so far), but local and state governments across the country have begun issuing their own mandates for green building to establish minimum, enforceable sustainable construction requirements. Sustainability goals—not even a consideration a generation ago—are already set in many communities. This trend will continue driving the development of codes and ordinances for green building. In perhaps the ultimate “good green cop, bad green cop” scenario, the financial impact for following these laws are tempered by tax credits and other incentives that reward green building strategies.

The path of this trend is pretty clear. Members of the California Redwood Association are more than ready to answer the challenges raised by these sustainability goals.

That is why the CRA commissioned a Life Cycle Assessment (LCA), a scientific technique commonly used to quantify the environmental footprint of producing and consuming products we use in our everyday life. And it is also why the CRA and American Wood Council have released an Environmental Product Declaration (EPD) for redwood decking (view the PDF at www.calredwood.org).

EPDs are standardized tools that provide information about the environmental footprints of the products they cover. The redwood decking EPD goes one step further by obtaining independent third-party verification of our claims from Underwriters Laboratory Environment.

CRA’s LCA quantified the environmental impacts of Building-Products.com

redwood decking production and use over a 25-year life span, in what is known as a cradle to grave LCA. The results, compared to the environmental footprint of plastic decking, are revealing.

• Recycling: Plastic decking is made from recycled materials, but did you know you cannot recycle plastic decking? On the other hand, the lumber from a redwood deck is completely recyclable and biodegradable.

• Air Pollution/Carbon Footprint: Redwood trees absorb more carbon than they produce (actually reducing carbon emissions), and continue to store that carbon once it is harvested and milled. Plastic-composite lumber by contrast introduces 26 times more particulate matter into our air.

• Water Pollution: Introducing too much nitrogen into a pond or stream can produce algae blooms that destroy the habitat for many species of fish, creating what are known as “dead zones.” It’s called eutrophication, and plastic lumber is nine times more damaging to marine habitats.

• Energy: Plastic decking processes use 10 times more energy than a lumber mill producing redwood decking.

To learn more about the CRA’s new LCA, which compares redwood decking to plastic-composite decking and to learn the eco facts, view CRA’s new brochure at www.calredwood.org

(“CRA Life Cycle Assessment Brochure”).

If analyzing the life cycle of a product still isn’t enough, certification proving our resources are managed to some of the strictest, most respected standards is one more way we prove the impact of our products and ensure they will continue to be available for future generations to enjoy. All the members of the California Redwood Association are committed to sound forest management practices to ensure that our forests will remain healthy, beautiful and productive. We take pride that 100% of CRA memberowned timberlands are certified as well-managed by the Forest Stewardship Council. When your customers see the FSC icon in your store, they can rest assured that the lumber they are building with comes from healthy forests. That means responsible harvesting at sustainable levels as well as the protection of natural habitats.

To learn more about one of nature’s most environmentally friendly, beautiful and strong building materials and to find redwood locally through our member mills, visit the CRA at www.realstrongredwood.com.

– Charlie Jourdain is president of the California Redwood Association. Reach him at charlie@calredwood.org.

Selling Smarter When selling redwood, what you don’t know can hurt you. Make sure you and your employees have all the answers with “Redwood Basics for Sales and Marketing.”

This award-winning, eight-lesson correspondence course from the California Redwood Association covers everything from wood chemistry to grades and patterns to installing and finishing tips. It’s a thorough grounding in redwood basics that will make your staff more effective and productive on the sales floor.

According to one student, Ganahl Lumber Co.’s Victoria Foucault, “I was someone who had no lumber background when I started this course, but after finishing each and every lesson I was able to utilize that knowledge, and apply it with an understanding to real life

Building-Products.com

situations.”

Ganahl Lumber, a redwood retailer with nine stores throughout the greater Los Angeles area, has had a number of employees become redwood experts by completing CRA’s course. “Victoria should be particularly commended because she achieved perfect grades throughout the entire course,” says CRA’s course administrator Anita Mac Kusick.

The lessons, approximately two hours each, include technical and scientific overviews, practical project-oriented information, and valuable merchandising techniques.

Graduates of the course receive a certificate and manual.

For more information, contact your redwood supplier or Anita Mac Kusick at (925) 935-1499, ext.

10, or anita@calredwood.org.

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PRODUCT Spotlight California Redwood

California redwood hits the surf C

is a popular choice for decks, fences, pergolas and other beautiful outdoor structures that help create the perfect escape at the end of long, work-filled days.

Yet there are countless unique and even unconventional uses of the species. From redwood bars, tabletops and bookshelves to jewelry and speaker boxes, the material is extremely versatile. However, one of the coolest ways redwood has been used is in the making of surfboards.

California native Dana Blocksage, started making surfboards in college to help pay for college tuition. In 2010, he decided to start his very own company, Dana Surfboards, in Oxnard, Ca. The first wooden surfboard Dana ever shaped was modeled to resemble a 1960s vintage surfboard and was made from pine, with the stringers, nose and tail block made from solid redwood.

“This surfboard was much different from the ones I make today,” Dana explained. “But I was stoked when I sold it for $200 and then I quickly realized there was a market for decorative, wooden surfboards.”

Since then, Dana has shaped hundreds of wooden surfboards and has shipped them all over the United States, as well as to Canada and nearly a dozen other countries.

ALIFORNIA REDWOOD

SURFBOARD MAKER Dana Blocksage primarily uses California redwood.

Photos by California Redwood Co.

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Dana mainly uses California redwood when building his surfboards, although he still uses a variety of other wood from around the world as well.

Each surfboard is so unique that none of them are exactly the same, which is one reason Dana enjoys working with redwood. He looks at the color, grain and the unique character of each type of wood and then laminates them together to make a beautiful and completely distinctive product.

“Redwood is beautiful and unique to California,” Dana said. “It ranges in color from very light, to a deep rich red and since no two pieces look exactly alike it is a wonderful medium to work with when creating surfboard art. There are just so many different ways to manipulate it.”

Confirmed Kelly Lusa, marketing manager for California Redwood Co., Eureka, Ca.: “California redwood is strong and durable, but woodworkers really appreciate how easy it is work with. Redwood’s natural resistance to shrinking, warping and checking make it an ideal choice for any project.”

The majority of Dana’s surfboards are for decorative purposes, yet are built to look very authentic. However, on occasion, he still creates surfboards made for riding. Dana also produces coffee tables, bookshelves, and skateboards, among other things. He even makes guestbook surfboards, a great idea for those California weddings on the beach.

Building-Products.com

OLSEN On Sales

By James Olsen

Account management

J

UST AS THE discoveries a scientist makes while working for a research company belong to the company, the accounts that are brought in and sold by your sales team are the company’s assets.

This is a sensitive subject.

Salespeople feel that accounts they bring in or even accounts that are given to them to work are their accounts. We want salespeople to feel this way. We want them to have a personal stake in the success of the relationship with the customer. But we must be clear that there are no “lifetime assignments.”

Accounts must be worked and developed—or reassigned.

Complacency of ownership will lead to a stagnation of your team’s sales increases and calcification of their sales skills. No one on your team, even and sometimes especially the most experienced, will know how to find, much less, grow new business. When we create a culture of account rotation, sales activity will intensify. Salespeople will know that they can’t “desk-drawer” potentially great accounts for their individual rainy day.

New sellers will feel they have a chance to grow—hoarding accounts is real and demotivating to your new sellers and experienced sellers alike—even those currently abusing the system.

Key Account Management

The sales manager should have a personal relationship with the “Pareto’s Peak” of your total account base. Eighty percent of your company’s sales are coming from 20% of the total accounts worked.

If the salesperson is the only one paying attention to the account, then the loyalty will be only to the salesperson.

The sales manager’s ongoing relationship with these key accounts will help the seller. Customers like attention from all levels of our company—it makes them feel important— and will create loyalty to your company, as well as the salesperson.

How long should we work an account before we reassign? Master sellers work accounts for much less time than their struggling counterparts. Master sellers know they are good—they are already selling others successfully. They take rejection less personally and move on more quickly.

Building-Products.com

We should do the same as companies and make account rotation a part of a sales growth culture. I have asked thousands of salespeople, “How long did it take you to begin to do some business with your best accounts?” Nearly 99% say less than six months.

We invert the math: If an account isn’t doing solid business with us in six months, they never will. We cannot delude ourselves otherwise. There are exceptions, but we cannot build a business on exceptions. Play ’em or trade ’em.

Letting your sales team (letting is the same as making it “company policy”) work accounts unprofitably for more than six months is costing you and your team money.

One hundred percent of the lumber salespeople in North America—be they mill, distribution or office wholesale sellers—make 80% of their sales to five accounts or less.

Ninety percent of their business comes from less than 10 accounts! The crazy thing is, if you ask a salesperson how many accounts they are working, they will tell you 30 to 50.

Think of this terrible loss of potential. Each of your salespeople is profitably selling less than ten accounts.

How much growth are you leaving in the field unworked and untapped? How can this be? There is a big difference between having an account “on your screen” or “in your account box” and being profitable.

Creating an environment where everyone on the team knows that accounts will be sold, grown or rotated—there will be no hoarding of accounts—is the number one thing managers can do to create a culture of growth, period.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com March 2014

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MARGIN Builders

By Warren Corrado, Paslode

Getting a handle on fastener trends

F

undergone a major evolution over the last few decades, meaning there are now a wide range of options with various ASTENERS HAVE

features and designs. Not only do these new advancements offer superior performance, but many can increase productivity for your cus-

COMBO PACKS now bundle fastener and fuel sales for cordless nailers.

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Photo by Paslode

tomer’s crew by allowing for easier, more consistent drives that require less hammering.

However, not all building and remodeling professionals are aware of these advancements, so they may be choosing the wrong nail for the job, costing them money and time in the process. By learning about the innovations and attributes of each nail type, you can help builders select the right nails for each job to ensure superior performance and durability.

With the introduction of new and varied building materials over recent years, fasteners have evolved to deliver the performance needed for each unique building product that enters the marketplace. For example, engineered lumber nails have been specifically developed to offer superior drive performance in laminated veneer lumber, laminated strand lumber, and parallel strand lumber. By eliminating standing and bent nails in these types of engineered wood, these fasteners save labor time and reduce waste for maximum productivity and profitability.

By helping your customers choose nails that deliver superior performance with the materials they’re working with, their crews can run at lower compressor pressure, save fuel, and reduce wear and tear on their equipment.

Leading manufacturers also continue to introduce advancements that solve common issues with various fastener types. One example is with Building-Products.com

hot-dipped galvanized nails. While many traditional hot-dipped galvanized nails tend to stain and streak wood, top manufacturers have introduced new designs and head tip coatings that reduce the likelihood of unsightly streaking, staining and nail discoloration.

Another recent innovation is the offering of fuel and nail combination packs for cordless nailing systems.

These combo packs, which come with the appropriate balance of nails and the fuel needed to drive them, add efficiency and productivity to the jobsite. This systems approach is a convenient option since remodelers often buy only what they need for each job and, therefore, never need to run short on supplies.

As fasteners continue to evolve, it’s important to stay ahead of the curve on new advancements that can help your customers increase productivity, performance and profitability.

– Warren Corrado is marketing manager for Paslode, a division of Illinois Tools Works Inc., Vernon Hills, Il.

Building-Products.com

Nail It

A guide to specifying the right fasteners to ensure durability, quality and confidence in any job The nail is a small but mighty factor, and it’s essential that building and remodeling professionals choose a nail they can trust. As an industry expert, your insights on the top nails for each job type can help deliver superior performance for your customers.

The following overview helps to simplify the selection process:

Brite Nails: Since brite framing nails do not have a surface coating, they are best suited for interior applications and are not recommended for weather exposure or use with acidic or treated lumber.

Some manufacturers add special tip coatings to their brite nails, which make driving the nail easier and increase its holding power.

Galvanized Nails: Coated with zinc, galvanized nails are ideal for exterior uses since they offer resistance to the elements. Hot-dipped galvanized nails are manufactured with a rough finish that deposits more zinc than other methods, resulting in very high corrosion resistance that is suitable for some acidic and treated lumber. By contrast, electro-galvanized nails contain less zinc, which can result in surface corrosion for exterior applications.

Metal Connector Nails: Offered for use in applications with metal hardware, metal connector nails are ideal for installing joist hangers, straps, framing anchors/ties and seismic/hurricane ties.

March 2014

Fuel + Nail Combo Packs: Some manufacturers now offer combination packs for use with cordless nailers, which include the ideal balance of fuel and nails for a standard job. This allows the customer to buy the exact quantity they need.

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INDUSTRY Trends Online Grading Tools

NELMA invites beta testers to online grader academy

I

N LUMBER AND in life, grades matter. They set architect, builder and consumer expectations (and pricing) for the quality of lumber they are specifying and purchasing.

The Northeastern Lumber Manufacturers Association (NELMA), the grading authority for eastern white pine and other important species in the Northeast, knows this and has developed an innovative online Grader Academy (www.graderacademy.org) to educate the industry and consumers about the complexity and importance of lumber grade standards. A beta version of the educational platform is planned to launch around the middle of this month.

“Graders, as we see it, are the

unsung heroes of the lumber industry,” says N E LMA president Jeff Easterling. “They are our best quality control measure. We’re launching the Academy first and foremost as an educational tool for our mills’ graders. It’s part of our strategic focus on bringing greater value to our members. With so much modernization going on at our lumber mills, we felt the time was right to bring the same approach to training as well. But the audience is really much broader than just graders. We see all mill employees using the system to learn about the grading process. Wholesalers, retailer sales reps, architects, builders and even consumers can benefit from learning more about the complexities

NEW ONLINE grading school for Northeastern species begins beta testing this month.

Photos courtesy of NELMA

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of the grading process.”

Beginning with eastern white pine, NELMA has taken content from their extensive grade rule book, the 200+ page Grading Rules for Northeastern Lumber, and developed free online courses to support the entire lumber industry. A beta version of the Grader Academy will launch with entry-level courses to begin the process of understanding the characteristics that go into defining lumber grades. At launch, the academy will include the following courses with corresponding tests: • Characteristics 101: Know Your Knots • Characteristics 102: Most Common Characteristics • Characteristics 103: Less Common Characteristics • Characteristics 104: Odd & Ends Additional courseware being developed includes: • Grade Standards 201: Maximum Allowable Grade by Common Characteristics • Grade Standards 202: Maximum Allowable Grade by Less Common Characteristics • Grading 301: Identifying Board Grades • Grading 302: Exceptions & Anomalies • Advanced Grading 401: Building a Grade Complementing the Grader Academy, NELMA is also launching AboveBoard, an interactive game that mirrors as closely as possible the real life decisions that professional graders make every day. Players will choose Building-Products.com

from three different speed levels— beginner (five lugs per minute), intermediate (10 lugs per minute), or advanced (15 lugs per minute)—and grade lumber for three minutes to experience what it is like to be a lumber grader.

Like arcade games, AboveBoard includes leader board statuses so that you can compare your scores to friends, and even share your scores on FaceBook. Badges are also available as players improve their scores and advance to the next level. By contacting NELMA, you can even set up your own grading tournament, so groups of people at mills, retail locations, architect firms, etc., can challenge each other to grading competitions.

“Bringing game mechanics into the educational process was important to us. Grading can be a dry science, but when you add in the elements of time and speed, you really get a sense for what these lumber graders go through every day,” adds Easterling. “The game makes learning fun, in addition to being a great public relations tool for the profession. Grading, we quickly learn, is part science and part art.”

NELMA has gained a reputation as an innovator in bringing new market-

INTERACTIVE online game helps graders sharpen their skills in a competitive setting.

ing (remember their Talking Print Ad? http://bit.ly/1g3XzHE) and technologies (mill inspectors are armed with iPhones with a custom app designed to speed the inspection and reporting process) to their members and the industry. The Grader Academy and Above Board grader game are two new examples of how

Turning Good

this inspection agency is providing new value to its members, promoting its species, and advocating for the industry at large.

You can log in to learn more about grading and play a beta version of the game for free at www.graderacademy.org.

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Building-Products.com

March 2014

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Interfor Buying Tolleson Sawmills

International Forest Products, Vancouver, B.C., has agreed to purchase southern yellow pine manufacturer Tolleson Lumber, Perry, Ga., for $180 million in cash and stock from Ilim Timber Continental SA. The addition of Tolleson’s mills in Perry and Preston, Ga., will increase Interfor’s capacity by about 20%, to 2.6 billion bd. ft.

“The Tolleson mills are a great fit with our operations in the U.S. Southeast and provide a larger footprint on which to build our presence in the region,” said Interfor c.e.o.

Duncan Davies.

The deal, set to close in the first quarter, includes $129.9 million plus 3.68 million shares, giving Ilim a 5.5% stake in Interfor. As a result, Ilim will nominate its recently retired c.e.o., Paul Herbert, to the Interfor board.

Rayonier to Split into Two

Rayonier, Jacksonville, Fl., will split into two separate, publicly traded companies by the middle of this year.

Its performance fibers business will be spun off as a new company, under current chairman, president and c.e.o. Paul Boynton. Its forest resources and real estate businesses will retain the Rayonier name and its status as a real estate investment trust, with current director Richard Kincaid serving as chairman.

“With an improving U.S. housing market, strong timber export markets, and the successful expansion of our cellulose specialties capacity, we concluded that now is the optimal time to pursue the separation of these two non-integrated businesses,” Boynton said.

DEALER Briefs

Lumber Direct, Greencastle, Pa., has been sold by Ralph Michaels to Mike & Misty Stenger and Ray & Lisa Fair.

A grand re-opening is set for next month.

Gulf State Lumber Co., Tyler, Tx., is closing April 1

after 86 years.

McCoy’s Building Supply broke ground on a replacement store in Weimar, Tx., featuring drive-thru lumberyard, 3,000-sq. ft. warehouse, and 15,000-sq. ft. showroom.

Mead Lumber Co. is relocating its Columbus, Ne., yard to a larger facility after 80 years as a downtown anchor.

With move-in set for late summer or early fall, the new 5acre site includes a 6,000-sq. ft. showroom and drive-thru lumberyard.

Home Builders Lumber Co., St. Joseph, Mi., lost a shed and suffered damage to its office in a Feb. 6 blaze.

Von Tobel Lumber, Schererville, In., had its warehouse roof collapse Feb. 5 under the weight of heavy snow.

LS Building Products, E. Peoria, Il., received permits to build a new yard in Champaign, Il. Newtown Building Supplies, Virginia Beach, Va., was launched by D.J. “Jimmy” Rogers and Dave Liebig, taking over the former Newtown Window & Door showroom, warehouse and offices (Joe Ramsey, sales development mgr.).

Ace Hardware, Gretna, Ne., was opened Jan. 28 by Bill Sapp and his grandson, store mgr. Alex Ziegenbein. Wife Ashley Ziegenbein is assistant mgr. The 6,000-sq. ft. store will add a lawn and garden center this spring.

Ace Hardware, Nogales, Tx., was opened Feb. 4 by Brian and Shann Buntin. John Buntin is store mgr.

Ace Hardware , Hendersonville, N.C., has been renamed Carolina Ace Hardware & Garden Center and added a new paint center.

Paris Ace Hardware , Gulf Shores, Al., has been opened by the father-son team of Bruce Paris and Taylor Paris in a former True Value Hardware building.

Seven Corners Hardware, St. Paul, Mn., has sold its property to a developer and is liquidating after 80 years.

DriBar Ace Hardware hopes to begin construction this month in Sugar Grove, Il., for a summer opening. eBuilderDirect.com, Denver, N.C., hopes to relocate to a more visible, 8,160-sq. ft. showroom.

Habitat for Humanity is remodeling a former 11,000True Value Hardware in Charleston, Il., into a ReStore discount LBM outlet; added a third, 23,000-sq. ft. sq. ft.

store in Orlando, Fl.; relocated its Winston-Salem, N.C., ReStore to a larger, 23,000-sq. ft. building; purchased a former Carter Lumber yard in Greenfield, In., and closed its Albert Lea, Mn., branch Feb. 28.

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Pennsylvania Chain Down to One

SUPPLIER Briefs Sterling Lumber has closed its hardwood milling facilities in Gary, In., and Blue Island and Joliet, Il., consolidating operations at a new 600,000-sq. ft. plant on 60 acres in Phoenix, Il. LS Building Products, East Peoria, Il., will spend

$1.1 million to build a second location in Champaign, Il.

Roofing Supply Group, Dallas, Tx., added a branch in Plano, Tx. (Mark Holdorf, mgr.).

ABC Supply opened a DC in La Crosse, Wi., Feb. 17 (Garrett Meyer, branch mgr.).

Buchanan Hardwoods, Aliceville, Al., suffered damage to a sawdust silo in a Jan. 29 fire, which injured a volunteer who was helping out at the scene.

Parksite’s Batavia, Il., and Louisville, Oh., DCs are now distributing Gossen’s Passport and Trailways deck and porch in western Pennsylvania, western Ohio, Kentucky, West Virginia, Indiana, Illinois and Wisconsin.

Dairyman’s Supply, Gadsden, Al., is now stocking Huber’s Zip System R-sheathing panels.

Rocco Building Supplies, Harrisonburg, Va., will distribute CAMO products from National Nail, Austell, Ga.

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Barr’s Hardware is down to a single Williamsport, Pa., location, following the Feb. 17 closure of its South Williamsport store.

At its peak, the 55-year-old business operated 10 stores.

Eastman Ending Perennial Wood

Eastman Chemical Co., Kingsport, Tn., is discontinuing its thermally modified Perennial Wood product line and business operations.

“This decision was not made based on product performance, but rather on the challenging economics of the product market,” said Tim Dell, v.p.-innovation, marketing, sales & pricing.

Perennial Wood will remain available in the market while supplies last, and Eastman will honor the products’ 25-year limited residential warranty.

In addition, a small number of other manufacturers— notably Accoya—will continue to produce acetylated wood. Perennial Wood distributor Snavely Forest Products, Pittsburgh, Pa., remains committed to the category and will pick up a new brand later this year once it exhausts its remaining inventory.

“I have never seen a product launch as successful as Perennnial Wood,” said Clark Spitzer, v.p.-marketing for Snavely, which began supplying the product to the Carolinas in 2012 and in Maryland, Virginia, Pennsylvania and Delaware in 2013. “The market is ready for this technology, and we believe that acetylated wood is the next big thing in our product line.”

The first Perennial Wood distributor, Boston Cedar, Mansfield, Ma., is not sure if it will take on a new line.

Building-Products.com

Ace Acquires Emery-Waterhouse

Ace Hardware Corp., Oak Brook, Il., has acquired 170year-old hardlines distributor Emery-Waterhouse, Portland, Me. Emery-Waterhouse will operate independently, as a majority-owned subsidiary of Ace, under its existing leadership, including c.e.o. Steve Frawley and c.o.o. Don Dickson. Former majority owner Charlie Hildreth will continue to have a presence in the organization.

SUPPLIER Briefs Wagner Lumber, Owego, N.Y., lost its hardwood mill in an early-morning fire Feb. 16.

Molpus Woodlands Group, Jackson, Mississippi, has purchased 130,659 acres in upstate New York’s Adirondack Park for roughly $57.5 million.

Conifex Timber, Prince George, B.C., has completed its $4-million acquisition of distributor Lignum Forest Products, Vancouver, B.C. W.R. Grace & Co., Columbia, Md., has emerged from Chapter 11 bankruptcy after nearly 13 years.

Q.E.P. Co., Boca Raton, Fl., agreed to buy laminate flooring maker Faus Group, Calhoun, Ga., from bankrupt Spanish company Industrias Auxilliares Faus.

Continental Building Products, Reston, Va., anticipates raising $225 million through an IPO. The drywall and accessory manufacturer will list on the NYSE as CBPX. Random Lengths has released the latest version of its Big Book, an annual reference guide to the North American softwood forest products industry.

NyloBoard, Covington, Ga., has repurposed over a million lbs. of scrap carpet fiber to produce NyloDeck decking.

APA-The Engineered Wood Council teamed with the International Code Council to publish a free, 20page guide, “IECC Compliance Options for Wood-Frame Wall Assemblies.”

Weyerhaeuser released version 4.5 of its Stellar dealer operations software, with changes that extend cut optimization and inventory management capabilities to all Trus Joist stocking dealers.

Weyco also has added a fourth saw option—EasyPack— to its line of NextPhase Site Solutions.

CertainTeed, Valley Forge, Pa., added five new colors to CedarBoards insulated vinyl siding and eight new colors to Monogram 46 double 5” and double 5” Dutch-lap vinyl siding.

Benjamin Obdyke, Horsham, Pa., has redesigned its website, www.benjaminobdyke.com.

Anniversaries: Denny Lumber, Middletown, Oh., 155th … Home Lumber Co., Hazard, Ky., 100th … Johnson Home Center , Scottsville, Ky., 85th … Tri-County Building Supplies , Pleasantville, N.J., 50th …

Falmouth Ace Hardware, Falmouth, Ky., 15th …

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Building-Products.com

COMPETITIVE Intelligence

By Carla Waldemar

Grooming the next generation

B

OB G ABRIEL ’ S GRANDFATHER , of Ponchatoula, La., launched Gabriel Building Supply in the early 1900s.

He passed the torch to his son when Bob bought out his dad and brother and became Gabriel’s sole owner in 2008. And now, after 40-plus years in the enterprise, the boss is starting to think of his own retirement and turning the operation over to his own two—daughters.

Two girls, that’s right—and right as right can be. Jasmin Sziber, 33, and her younger sister, Devin Hayden, 26, were born with sawdust instead of sparkly headbands in their curls, and never gave a second thought to a more “girlie” industry. Jasmin manned the floor after school and summers before heading off to college and a course in finance.

“I’m back here because it’s fun. I enjoy retail and the people,” she declares.

Devin also took business courses in college and adores working full time for dad, first as a cashier, then in the cabinet department, and now in purchasing—and more.

“They’re teaching me a lot,” their father professes. He himself began by helping remodel the original store, bumping up staff from six to 15, then in 1992, moving the operation to a new location they built on Main Street, providing expansion room and increased visibility. Cheered on by his two daughters, he assumed sole ownership in 2008 and last June added a second store, 20 miles north of Ponchatoula, in Amite (pronounced, not as this reporter tried to Frenchify it to fit into Cajun country, but like this: Ah-meet).

“Two daughters, two stores,” Bob explains the launch with a laugh: “I got bored; I wanted to re-energize myself.”

But it’s not always been full steam ahead. Nothing bor-

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ing about the downspin in 2005, when Hurricane Katrina— called the worst natural disaster in U.S. history—blew in.

Ponchatoula (pop. 5,500 with 30,000 in the surrounding parish) lies 50 miles north of New Orleans, so it was all about location, location, location.

“Things were real good right after the hurricane, then real bad soon after that,” Bob reports. “Business doubled overnight, with a big influx of people moving out our way.

Reports told us we’d have a good six or eight years’ window of opportunity. But”—so much for expert opinions— “it lasted 15 months, then plummeted even farther down.

We suffered from the bad economy, but the influx of tract builders was even more devastating. We opted to stay with the builders we’d had, over the years, not get in bed with the tracts. But we’ve lost a lot of contractors around here in the past seven or eight years—from 50 to less than half.

Yet,” he figures, “in the long run, it paid out.

“We’re turning now more to the retail trade—quadrupled the size of the retail area and added thousands of SKUs, thanks to my daughters. The girls have different ideas than an old guy,” he laughs, “things that bring ladies into the store, like Christmas gifts, gardening supplies, knickknacks—items we’d never have carried 30 years ago. Yet the volume of our pro business is still the biggest.”

Sure, there’s plenty of active competition, both from independents and chains like Lowe’s, but Gabriel outshines them in service. “That’s where our focus is. And we keep the staff trained in new-product knowledge.”

There are far fewer rivals in Amite, 20 miles north of Ponchatoula. “We’d served them fairly well already, but they’d been without a lumberyard in town for quite some time. We had friends and relations there, knew a lot of people,” Bob explains.

“And their market’s different, which is amazing, being so close together,” Devin adds. “Amite is more rural, so different things, like stock tanks, do very well.”

Gabriel built the 50,000-sq. ft. Amite facility from the ground up, with traffic and visibility a big consideration in choosing its location. “It cost us more than other sites we looked at, but it’s worth it,” Bob is convinced.

Devin points out the differences between the two stores: “Amite is a different mix of people, a lot more walk-ins, di-yers, and our staff there is trained and ready to help them with their projects.”

Jasmin is the family techie and the go-to girl for Building-Products.com

LOUISIANA DEALER is headed by father and daughters—(l-r) Devin Hayden, Bob Gabriel, and Jasmin Sziber.

Gabriel’s advertising. She oversees the website, conducts direct email campaigns, buys radio ads, and is initiating a new quarterly mailed circular. She’s leaning on Facebook, Twitter and Pinterest to lure her own demographic: younger and female. “The girls have taught me a lot about good use of the Internet,” Bob, the self-proclaimed Old Guy, allows.

These days, one-stop shopping is the drill. Gabriel always handled building material, electrical and plumbing, hardware and paint—duh—but, thanks to the pressure of the femmes, has branched into gifts, pet supplies, and outdoor recreation. “We’ve always had some garden stuff— soil, mulch, fertilizer,” Jasmin says, “but now we’ve beefed it up by adding décor, patio furniture, and outdoor cooking to bring in the ladies.”

Next up: a recharging of the Ponchatoula store “to make

it fresh and new, like Amite: update the product line.

Expand business through Facebook. Add more women’s items,” Devin lobbies.

And they’re not the only women aboard at Gabriel, no ma’am. “There’s a good mix in all departments. When I started,” Jasmin remembers, “I was the ‘little girl who knew nothing’ (in the eyes of the old-timers). But that’s changed.”

Devin, who handles inventory for Amite, agrees: “In the beginning, the old guys would ask to ‘speak to a man.’

Over the years, they got to know us both and things started to change. We’re accepted by the younger generation.”

And the sisters rarely squabble. “We each have our own areas and don’t overlap or get on top of each other. Same with Dad! Then, after work, we get together a couple of times a week for dinner and weekends. I’m in it for the long haul,” Devin testifies. Just like her sister, “It’s something I always wanted to do.”

Bob still loves the business, too.

“But I’ll also love being around a little less, turning things over to the girls. I’ve had a lot of fun doing what we’re doing,” he swears. “But it’s getting time to pass things along to the next generation. Neither girl has children yet, but….”

A granddaughter as c.e.o. down the road wouldn’t be such a bad idea, would it?

Carla Waldemar cwaldemar@comcast.net

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Building Products Digest

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Stores,’ seven years in a row.”

All seven trophies will be transported in a special truck decorated with the co-op’s name and logo, plus that of J.D. Powers. Stores that participate in the tour will offer in-store promotions and incentives tied to the appearance.

Fire Destroys Tennessee Sawmill

An early-morning fire on Feb. 7 destroyed the sawmill operations at Graham Lumber, Linden, Tn. “Right now, we’re looking for equipment,” said sawmill manager Gil Cagle. “Once we have the insurance settlement and the fire marshall’s report, we’ll tear down and rebuild.”

Cagle said that it appeared that the fire started in the filing room and quickly spread to the entire structure. No one was hurt in the evacuation or in fighting the fire, but all equipment was destroyed.

CO-OP will show off its hardware—trophies for seven straight customer satisfaction survey wins—during a 100-store tour.

Ace Hardware Taking Victory Lap

Ace Hardware, Oak Brook, Il., will tour more than 100 of its stores in 24 states, to celebrate its seventh straight win of J.D. Power’s Home Improvement Retailer Satisfaction Study.

“We’re committed to delivering a more personal kind of helpful to our neighborhood customers each and every day,” said Ace spokesperson Lou Manfredini. “Our J.D. Power Award Neighborhood Tour gives us the opportunity to thank our customers for rating Ace Hardware ‘Highest in Customer Satisfaction with Home Improvement Retail

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U.S. Producers Appeal Chinese Plywood Ruling

A coalition of U.S. plywood manufacturers has appealed the U.S. Court of International Trade’s ruling that dismissed their trade case against Chinese hardwood plywood.

The coalition originally filed suit in late 2012, alleging that Chinese imports are sold in the U.S. at prices below cost and are subsidized by the government of China. After more than a year of investigation, on Nov. 5, 2013, the U.S. International Trade Commission unanimously dismissed the suit.

An appellate ruling from the U.S. court system is expected to take 18 to 24 months.

Building-Products.com

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Buyer Renames Iowa Yard

Formerly employee-owned Barnes Building Materials, Cedar Falls, Ia., has been acquired by Jared Huntington and Jared Honermann, and renamed Builders Select. The company had been an ESOP since 1992.

The owners have also remodeled and added new lines. “Basically we’re close to 90% contractor-based, and we’re kind of going down the same road, but as a new company, we’re bringing in new categories—kitchen design, project drafting, and other areas,” Huntington said.

Former president John Bates, who

has been with Barnes for 40 years, will serve as purchasing agent, as he heads toward retirement within the next two years.

Drexel Adds Richardson Unit

Drexel Building Supply, Campbellsport, Wi., has added its sixth location, with the purchase of Richardson Industries’ lumber division in Sheboygan Falls, Wi. Drexel acquired the lumber inventory and will lease the 5,000-sq. ft. design center on Richardson’s 9.5-acre site. Richardson is looking for new uses for the adjacent lumberyard and

warehouse.

The sale provides Richardson with capital to expand its Richco Structures truss plant in Haven, Wi., and yacht interiors division.

Quanex Buys Atrium Plant

Quanex Building Products has acquired the assets of Atrium Windows & Doors’ Greenville, Tx., facility, including six vinyl extrusion lines and room for expansion. Quanex also inked a long-term deal for the plant to continue supplying proprietary vinyl extrusion designs to Atrium.

Atrium still extrudes its own vinyl in Welcome, N.C., and St. Thomas, Ont., and aluminum in Wylie, Tx.

Virginia Mill Worker Killed

An employee at C&B Lumber, Fries, Va., was killed Jan. 29 while trying to clear a conveyor jam.

Investigators believe that the accident occurred while Dennis Carlie Johnson, 55, was cutting lumber and placing it on a conveyor belt. When he tried to clear a lumber jam, his clothes got caught and pulled him into the conveyor belt and pulley mechanism.

Versatex Launches Custom Milling Service for PVC Trim

Versatextural is a new made-toorder service that allows builders and contractors to order custom-milled and fabricated cellular PVC trim components directly from Versatex Trimboard, Pittsburgh, Pa. “This is an industry first. Now there’s a convenient, one-stop source for the unique PVC profiles or fabricated shapes that more and more of our customers need,” said Rick Kapres, vice president of sales. “By performing precision millwork and fabrication in-house, we can help control cost, scheduling and quality.”

Kapres called the range of Versatextural applications “unlimited,” including one-of-a-kind mouldings, gingerbread, corbels, ornaments, railings, brackets, water tables, window surrounds, louvers and shutters, as well as projects like trellises, pergolas and spires. “Through our coast-tocoast network of distributors, the new service gives our customers access to the closest dimensional tolerances in the industry, plus unbeatable experience in working with high-density PVC, and the same outstanding innovation, service and tech support.”

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Building-Products.com

Lowe’s Expands Contractor Services Lowe’s has forged a strategic partnership with Porch.com, Seattle, Wa., to connect homeowners with contractors for work outside the chain’s current installation services, such as painting, landscaping and general handyman repairs.

The service will start in 139 stores in the metro Seattle area and the Carolinas, and eventually expand nationwide.

“Working with Porch is another great example of how Lowe’s supports our customers throughout every step of the home improvement jour-

ney,” said Jay Rebello, v.p.-new business development & corporate innovation at Lowe’s. “By partnering with Porch, Lowe’s can help our customers achieve their home improvement dreams by providing them with the confidence of knowing who their neighbors have used successfully, and benefit our professional customers by providing them greater opportunities to grow their businesses.”

Porch’s network includes more than 1.5 million pros who have completed more than 90 million projects.

If a Lowe’s customer needs a pro NEW PARTNERSHIP with Seattle-based contractor finder will allow Lowe’s stores to refer customers to a wider range of home improvement services.

THE OUTDOORS REAL TURN INTO THE GREAT CEDAR OUTDOORS For outdoor structures like decks, pergolas and BBQ areas, there’s just no substitute for real western red cedar. Real Cedar is naturally beautiful, light and easy to work with, and has physical properties that give it a natural durability and longevity that make it the ideal building material for outdoor applications.

What’s more, Real Cedar is available in a variety of profiles, dimensions and grades, from the rustic charm of select knotty to clear, so you can get the exact look you want. And it’s entirely sustainable and renewable.

Not bad for such an affordable product.

Turn the outdoors into something great with naturally beautiful Real Cedar. For more information contact: QUALITY | SUSTAINABLE | CERTIFIED

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westernforest.com

realcedar.com

For your local distributor contact: 604 648 4500

1 866 778 9096

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for a service Lowe’s does not currently offer, employees can access the Porch network of pros on their mobile devices and in-store terminals to identify local providers. After the job is complete, the homeowner can simply and quickly provide feedback about the experience on Porch.com.

Additionally, Lowe’s pro customers across the nation have the opportunity to join the Porch network for free, giving them exposure to Lowe’s consumers in need of specific services to complete their home improvement projects. A paid, premium pro membership is also available for greater access to local home improvement projects and trends.

Wood Windows Keep Pace

Wood window production is forecast to rise 12% from 8.2 million to 9.2 million this year, capturing 18% of the total U.S. window market, according to the recent Wood Products Almanac.

Of the 2014 total, 4.1 million units will be used in new construction, 5.1 million for remodeling or replacement.

The total U.S. window market is predicted to increase from 46.1 million units in 2013 to 52.5 million units in 2014 and 57.5 million in 2015, with the biggest gains in vinyl and fiberglass.

The U.S. wood window market remains relatively fragmented, with the top 50 manufacturers holding 70% of the market. The top suppliers are Andersen, Jeld-Wen, Masonite, Pella and Marvin.

Building-Products.com

Global Trade of Softwood Lumber to Hit Five-Year High

With demand for lumber being in recovery mode in 2013 for a number of countries, global trade of both lumber and logs was on track to reach their highest levels since before the global financial crisis began in 2008, reports the Wood Resource Quarterly.

The biggest increases in overseas lumber trade have been from Canada to China and from the Nordic countries to Japan.

Global trade of both logs and softwood lumber was higher in 2013 than it was in 2012, with both products

reaching their highest levels traded since before the global financial crisis.

The total value traded in 2013 was estimated to exceed $50 billion (extrapolated from data for the first 10 months of the year), with almost twothirds of the value being that of softwood products. Although shipments of logs have increased faster than shipments of lumber the past five years, the total value of traded lumber is still more than double that of logs.

Softwood lumber is, by far the most commonly shipped wood prod-

uct worldwide. The U.S. continues to be the major destination for internationally traded lumber, with Canada currently supplying almost 96% of all imports to the country. Lumber shipped by break-bulk vessels or by container ships accounted for more than half of the total volume of lumber traded in the world in 2013. The largest overseas trade flows were between Canada and Asia, followed by shipments from Sweden to the United Kingdom and Northern Africa.

The biggest changes in overseas lumber trade in 2013 have been a continued increase in exports from the Nordic countries to Asia (mainly Japan) and from North America (mainly Canada) to China, while there has been a decline in trade within Europe and in shipments from most supplying countries to Northern Africa. The unrest and uncertain political situation in Egypt has left supplying sawmills searching for alternative markets and many lumber companies in Europe and Russia have found new opportunities for increased sales in Asia over the past 12 months.

There has been an unprecedented increase in demand for softwood lumber in Asia the past few years, with the three major importing countries (Japan, China and South Korea) together importing more than twice as much lumber in 2013 as compared to five years ago.

With a strengthening lumber market in the U.S., Wood Resource Quarterly expects Canadian sawmills in the western provinces to redirect some of their current shipments, which have been going to Asia, into the American market in 2014. As a consequence, opportunities could rise for European and Latin American lumber producers to expand exportation to both Japan and China.

Lumber Shipper Honored as N.C.’s Top Exporter

Prime Lumber, Thomasville, N.C., has been named the state’s 2014 Exporter of the Year by the North Carolina Department of Agriculture & Consumer Services. Exports are 50% of the company’s business.

To meet increased demand, the company recently added three new kilns to process hardwoods used in furniture, architectural millwork, cabinetry, flooring, musical instruments, and decorative items.

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MOVERS & Shakers Newell E. LaVoy has been named president and c.e.o. of 23-unit Alexander Lumber Co., Aurora, Il. He succeeds Walter Alexander, grandson of the founder, who is retiring after 54 years with the chain, the last 48 as president/c.e.o.

Glenn Arthur has been named national industrial sales mgr. for Cedar Creek, Broken Arrow, Ok. Meagan McCoy Jones has been promoted to senior v.p. and chief operating officer at McCoy’s Building Supply, San Marcos, Tx. James Lewallen is now v.p. of culture & customer experience; Waylon Walker, v.p. of store operations, and Curtis Keith, store mgr., Bryan, Tx. Mark Heyboer is now business development mgr. for sawmill sales staff at Biewer Lumber, St. Clair, Mi. James Stevenson II has been named v.p. of purchasing for ASA Builders Supply, Walled Lake, Mi., succeeding John Griglak, who has retired after 58 years with the firm.

Mark Sellew, ex-ProBuild, is now sales mgr. for Massey Builders Supply, Richmond, Va. Glen Griglak, ex-ASA Builders Supply, is the new millwork buyer at Church’s Lumber, Lapeer, Mi. Scott Hamilton is the new mill mgr. at Interfor’s lumber mill in Swainsboro, Ga. Michael Hyde, ex-American Builders Supply, has been named truss manufacturing mgr. for Southern Milling & Lumber, Lakeland, Fl. David Cherry is new to outside sales at Savannah Wood Preserving, Savannah, Ga. Jeff Fitzgerald, ex-ProBuild, is now general mgr. of Jacksonville Builder’s Supply, Jacksonville, N.C. Thomas J. Vanleer has been promoted to v.p.-sales & marketing at Tague Lumber, Philadelphia, Pa. Josh Gutzwiller is a new territory mgr. at PrimeSource Building Products, Chicago, Il. Todd Nelon is now territory mgr. with Atlanta Roofing Supply, Marietta, Ga. Bob Sinos, ex-BlueLinx, is a new EWP designer at Brand Vaughan Lumber Co., Atlanta, Ga. Melissa Aschenbach has been named marketing mgr. for Weaver’s Ace Hardware, Fleetwood, Pa.

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Tami Kessler has been promoted to executive director of Southern Forest Products Association, Kenner, La. Stephen Conwell has resigned after 15 months as president. Cathy Kaake, v.p. of technical marketing, has also left after 28 years with SFPA. Dawn Frampton will now handle dealer and industrial accounts in Me. and northern N.H. for Kearns Plywood, Londonderry, N.H. Josh Diaz has joined Versatex Trimboard, Pittsburgh, Pa., as a regional market development specialist, covering southern New England. Also new are Chad Domrase, handling Mi./Chicago, Il.; Tom Hartman, eastern Va., and Bryan Hord, Ky., southern Oh., and Tn. Diana Wiesner is a new kitchen designer at Lampert Lumber, Chetek, Wi. Keith Nelson, ex-Millwork & More, is new to contractor sales at DavisHawn Lumber Co., Dallas, Tx. Dave Green, ex-Stock Building Supply, is now a sales mgr. with Truswood, Raleigh, N.C. Ken Laughlin, ex-Pacific Wood Preserving, has joined Nisus Corp., Rockford, Tn., to support sales of QNAP copper naphthenate and Cellutreat DOT borate.

Todd Buehl has been promoted to chief financial officer and treasurer of ABC Supply Co., Beloit, Wi., effective April 1. He succeeds Kendra Story, who is retiring after 32 years with the company.

Rod Workman, ex-Associated Materials, has joined Deceuninck North America, Monroe, Oh., as a technical services specialist.

Elisabeth Marino is now in architectural sales at Thruway Hardwood & Plywood, Buffalo, N.Y. Marcello Santorelli, ex-Allied Building Products, has joined Henry Co., as territory sales mgr. for metro N.Y. and N.J. John Snider, v.p.-retail logistics, Do it Best Corp., is retiring June 30 after 29 years with the co-op. He will be succeeded by v.p.-marketing Tim Miller. Bob Gumash is now regional sales & development mgr. for the Northeast.

James Arnold is now director of product development for Kemper System America, W. Seneca, N.Y. March 2014

Brad Finck has resigned as senior v.p.-business development at Cadsoft, Guelph, Ont., but remains on the board, while joining Renoworks, Calgary, Alb., as v.p.

John Bliss is the new director of sales for L.E. Smith Co., Bryan, Oh. Gerald “Jerry” Laramie was promoted to lead kitchen designer at Curtis Lumber, Queensbury, N.Y. John Williams, president/c.e.o., Domtar, was elected chairman of the American Forest & Paper Association.

Dean Kelly, president, Jay-K Lumber, New Hartford, N.Y., served as a statistician for curling events at the recent Winter Olympics, the third time he has done so.

Earl Lee Riser has joined the opening crew at Mungus-Fungus Forest Products, Climax, Nv., report coowners Hugh Mungus and Freddy Fungus.

APP Watch

Application: PITCH GAUGE 3.0 Produced by: Prolific Methods, Inc. Price: Free Platforms: iPhone, iPad The newest version of the #1 downloaded roofing app, Pitch Gauge, was introduced at last month’s International Builders Show.

The app can be used to calculate the total size and slope of any roof. It includes two digital slope finders and a square calculator.

Using camera-mode, slope can be determined without ever leaving the ground. Then, a picture can be taken with the pitch reading and current address stamped onto it, so it can be attached to an email.

Download from iTunes App Store

Signs are pointing to recovery. NAWLA has designed its 2014 Leadership Summit for those who want to move ahead boldly and wisely at this crucial time. We’ve gathered eight industry leaders under one roof to help us better understand emerging outlooks, opportunities, and critical issues.

Now is the time of tapping into the wisdom of our community and casting new visions.

We know you’re busy, so we’ve packed a lot into a day and a half. You’ll come away better prepared to navigate pitfalls and pursue new opportunities.

Gustavo Jon Biotti Kimmo Jarvinen Don Kayne President/CEO, Secretary General, Managing Director, Grodnitzky, Ph.D. Leadership & Charlesbank EOS Canfor Capital Partners Org. Development Consultant

Marc A. Brinkmeyer Chairman, Idaho Forest Group

Jack Koraleski President/CEO,

Corporation

Peter Alexander CEO, BMC

Curt M. Stevens CEO,

NEW Products

Expanded Views

True-Look Composite Shakes

Arcella composite shakes from Inspire Roofing Products carry a Class A fire rating.

Four colors—aged cedar, new cedar, cedar brown, and weathered gray—have shade variations for a natural look. To enhance the natural, handcrafted look, 5”, 7-1/2”, and 10” shake widths are available.

 INSPIREROOFING.COM

Kolbe’s VistaLuxe collection now includes a multispan sliding door.

Intended for large openings—up to 24’ wide and 10’ tall—the doors help erase the boundaries between inside and outside living spaces. They can either stack open or pocket into a wall. On request, doors can also be manufactured as custom corner units.

The extruded aluminum-clad exteriors can be painted in standard, custom, and new mica colors. Interiors are made of wood, including bamboo and other sustainably harvested species..

 KOLBE-KOLBE.COM (715) 842-5666

(800) 971-4148

Upgraded Sizing Software

Smarter Insulation

Weyerhaeuser has launched Forte 4.5, a free program that performs load calculations and identifies sizing for Trus Joist engineered wood products and other material for use in joist, beam, post and stud applications.

New features include expanded hole analysis capabilities, concentrated live loads, and product updates.

SmartBatt fiberglass insulation from CertainTeed uses MoistureSense technology to adapt to changing humidity.

The product blocks moisture when humidity is low and releases moisture when humidity becomes high. It is ideal for crawlspaces, basements, bathrooms, laundry rooms, kitchens and exterior walls—any place traditional kraft-faced insulation is typically used.

 WOODBYWY.COM

 CERTAINTEED.COM (800) 233-8990

(888) 453-8358

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Building-Products.com

Priming into Wood

Stainable Primer from Arnon Fasteners transforms any surface into a stainable wood surface.

The product contains real wood, so the treated surface can be stained or painted. It can even be used on an existing finish, without sanding.

 STAINABLEPRIMER.COM (770) 728-1661

Call It The Fun Side of Cedar.

Who says siding has to be all about straight lines and uniform color?

Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance.

Which leaves more time for the fun things in life.

Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to composite decking and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

1.866.778.9096

Versatile Hex Screw

TimberHex screws from Screw Products are designed for log homes, trusses, and other interior and exterior applications.

The 5/16” hex-head screws range in size from #14x4” through 14” long and #17x5” through 11” long.

Made of heat-treated, hardened steel, the fasteners are corrosion resistant and compatible with treated lumber.

 SCREW-PRODUCTS.COM (877) 844-8880.

Building-Products.com

www.wrcla.org To learn more about Haida Skirl or to place an order, contact us at 604-437-3434 or info@haidaforest.com

www.haidaforest.com THIS AD WAS DEVELOPED AS PART OF THE WRCLA’S JOINT PROMOTION PROGRAM. FOR MORE INFORMATION CONTACT THE WRCLA.

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Composite Deck Tiles

Deck-A-Floor outdoor flooring kits from NewTechWood can turn any flat, solid surface into a professional-looking deck.

The capped, composite deck tiles don’t need sanding, painting or staining. Individual tiles snap into premade grills, without the use of joists or screws.

Colors include teak, walnut and gray. Borders and designs can be made using multiple kits and colors.

 NEWTECHWOOD.COM

Sturdy Mounting Blocks

(866) 723-5673

SturdiMount blocks from The Tapco Group offer a solid, even, crack-proof surface for the mounting of outlets, vents, gas lines, and light fixtures.

Pre-assembled and pre-flashed, the blocks are secured into place before installation of fiber cement siding, stucco, and wood cladding, to ensure architectural uniformity and optimum water management.

Available in white, with a realistic woodgrain, the blocks can be painted to match or blend with any siding material.

Moisture-Resisting Subfloor

RigidCoat plywood underlayment from Roseburg Forest Products has a water-repellant coating that blocks up to 40% moisture absorption.

The coating extends from the top of each 8’-long panel to the tongue-and-groove edges. Floor coverings can be applied directly over the underlayment.

Made from Douglas fir and other western species, the veneer is fully sanded for uniform thickness.

 THETAPCOGROUP.COM (800) 521-8486

 ROSEBURG.COM (800) 245-1115

Bright Deck & Porch Lighting

Boral TruExterior Trim now has a 2x profile (1-1/2” actual thickness) in nominal widths from 4” to 12”.

The proprietary fly-ash and polymer blend helps prevent rotting, splitting and termite damage, but does not require additional priming or end-sealing.

Feeney’s new LED rail light kit is designed to recess into the underside of the top and bottom rails of the company’s DesignRail product.

Two lengths are available: 21” and 32”. Snap-on frosted lens on each LED lamp evenly diffuse light over outdoor porch and deck areas. A power kit, required for installation, includes either a 35-watt or a 60-watt, 24-volt driver.

 BORALTRUEXTERIOR.COM

 FEENEYINC.COM

Thicker Exterior Trims

(800) 888-2418

(888) 926-7259

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Building-Products.com

Gap-Free Deck Tool

National Nails’ CAMO Marksman Edge delivers no-gap installation of treated wood decks.

The tool attaches to any drill to provide secure, side-angle fastener entry, with no splinters. It can also work with secondary spacers when a project requires gaps. A built-in driver bit controls the depth of drive.

 NATIONALNAIL.COM (800) 968-6245

Capstock Decking

MoistureShield Pro capstock composite decking from AERT resists fading, staining, scratching and is slip-resistant.

An exclusive manufacturing process encapsulates wood fibers in polyethylene plastic, ensuring moisture protection to the core of each board and allowing installation on the ground, in the ground, or underwater.

Resistant to slips, scratches and stains, the boards come in 12’, 16’ and 20’ lengths, plus coordinating trimboards, and three variegated colors: ipé, Brazilian chestnut, and graystone.

Simpson Strong-Tie’s StrongWall SB shearwall provides greater lateral-force resistance for garage portals, large openings, and other residential and multi-family applications.

Dimensions range from 12”x7’ to 24”x20’ for standard, portal, two-story stacked, balloon-framing, and rake-wall uses. Each one is field-trimmable. Convenient drill zones and a chase for wiring make it easy to fasten to headers.

 MOISTURESHIELD.COM

 STRONGTIE.COM

(866) 729-2378

Stronger Shearwalls

(800) 999-5099

Fiberglass Entries

ProVia’s 8’ Signet fiberglass entry door has a solid, integrated frame with hardwood stiles and rails that are dovetailed and glued at each corner.

A 4-1/4” fingerjointed fourply hardwood strike stile provides a solid mounting surface for decorative hardware.

It comes in a variety of styles and hand-applied finishes (cherry, mahogany, fir and oak).

 PROVIAPRODUCTS.COM (877) 389-0835

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FAMILY Business

By Wayne Rivers

The hardest of hard times

E

challenging economic times, the cycles of human existence push inexorably forward.

The death of a family or closely held business leader may present the hardest of all possible hard times.

We received a call from a distressed second generation member of a family business: “My father died a few months ago. He had spent time with our accountants and attorneys preparing wills and trusts, and he assured us he had it all taken care of.

We took him at his word, but now we’re in a mess. None of the planning work he did had to do with the successful continuation of the operations of the business. He did good tax planning, and the trusts he set up were probably a good idea, but we’re stuck now. We have no direction. Maybe worst of all, we have had no time to grieve for Dad because we are so immersed in trying to understand and VEN IN THESE

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take over the business. Can you help us?”

We, of course, offered assistance, and what we found was alarming.

There were plenty of areas of concern. It occurred to us that it might not be the current circumstances that killed the business, but the next unforeseen event could easily start them on a death spiral.

There was a senior generation owner in his 70s still in the business, and there were three junior generation family members active. As might be expected, there was quite a bit of deference to the senior generation when it came to the future of the business, and that wasn’t necessarily a good thing. The company basically had no decision-making methodology at all.

The two partners had always worked by consensus. Now that one of them was gone, they were unclear about what to do next and confusion

March 2014

was rampant. Things weren’t getting done, other things fell through the cracks, and there was low efficiency and synergy. Because the company was mature, everyone knew their jobs, but in terms of the future needs of the business, they were at a standstill. The “new” leadership group conversed at length on every subject and had dozens of ideas, but they had no traction for implementation—there was a lack of leadership present.

Roles and responsibilities were unclear because junior generation family members were unsure about who should assume the duties of the deceased partner. There was one division of the company that was hemorrhaging money. The company’s controller was extremely ineffective. A computerization initiative begun several months prior was moving at a snail’s pace, with lots of pushback from employees. The company had no budgets and no cash planning. There were problems over pay: the senior generation made twice as much as the junior generation with no real consideration of why or how compensation might be tied to performance or improved with incentives.

To start, we conducted a thorough, objective analysis in order to ascertain the nature and potential impact of the problems and to develop an action plan for correcting them. Once the action plan was assembled, it was necessary to get buy-in from both generations in order to set the right tone for the improvements and set the order of priority.

The action plan contained about 75 unique items. While working through the extensive plan, the company still had to fulfill day-to-day obligations, while attempting to assimilate change.

Building-Products.com

Many of the items on the action plan were sequential in nature. That is, item #46 couldn’t get completed until item #41 was put to bed.

It took about three years to fully implement the plan, and 95% of the items on the list were gradually put into place. Of the 75 action items, two stood out as being critically important. The first was that it was readily apparent that the division that was losing money rapidly ought to be shut down, in spite of the fact that that division supported one of the family members.

The other critical item was to prepare for the next transition. Since the first partner had passed and the second partner was in declining health, it was obvious that someone needed to be groomed and trained to assume the duties of the remaining senior partner in order avoid a double whammy.

The results of the action-planning project have been most encouraging. Seven years after that initial call, the company has been quite successful. Not one, but two, of the family members initially involved in the action planning project have passed away. Because of heightened awareness and careful planning, there was an orderly succession and transition of their roles and responsibilities to others in the organization. The company has even relocated into a modern, efficient building with plenty of room for future growth.

Does it take the death of a business leader in order to focus the minds and hearts of family and closely held business operators in order to undertake improvement planning? Of course not. However, one must recognize that the death of a business leader can be a traumatic and even crippling business occurrence. The biggest weakness in transition planning today remains the focus on estate planning and tax minimization instead of planning for the future of business operations. Every problem has in it the kernel of opportunity and possibility. Hard times, even the hardest of times in the case of a death, might just present a chance at rejuvenation and reinvention for closely held companies.

– Wayne Rivers is president of the Family Business Institute, Raleigh, N.C. Reach him at wayne.rivers@familybusinessinstitute.com or (877) 326-2493.

Reprinted with permission of the Family Business Institute. No portion of this article may be reproduced without its permission.

Nominees Sought for Next SLB

March 14 is the deadline for submitting nominations to the Softwood Lumber Board, which will hold elections to fill seven seats for members whose terms expire on Dec. 31, 2014.

The 19-member board began in 2011 and is overseen by the U.S. Department of Agriculture. Composed of 19 members who serve three-year terms, the group meets periodically to review marketing and research activities that encourage market growth and benefit the industry.

Domestic manufacturers will fill four seats representing large companies: two in the West and two in the South region. Softwood lumber importers will fill three seats: two representing the Canada West region (one large and one small company) and one small company representing the Canada East region.

Eligible nominees must manufacture and ship within the U.S., or import, at least 15 million bd. ft. of softwood lumber annually. The Secretary of Agriculture will appoint new members from the pool of candidates receiving the most votes.

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IBS Photos by BPD

INTERNATIONAL BUILDERS SHOW hit the Las Vegas Convention Center, Las Vegas, Nv., Feb. 4-6. [1] David Crandall, Hugh Paarmann. [2] Alan Tindall, Tony Groh, Toby Bostwick. [3] Jack Hudson, Tom Taylor. [4] Scott Wills, Dave Peterson. [5] Peter M. Busichio, Brent Gwatney, Peter W. Busichio.

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[6] Dan Carter, Denise Bough, Ralph Guthrie.

[7] Tom Angel, Shannon Mott, Jerry Higman, Dave Bufe, Randall Richards. [8] Kevin Brennan, Craig Hyatt. [9] Chuck Rigoni, Dan Beatty, Craig Young, Rick Sanders. [10] Drew Kappus, Mike Carver, Tom Hart. [11] Jim Gross, Jason Grommen. [12] Tom March 2014

Zimmerman, Allyson Ludewig, Sid Taylor. [13] Chris Salvador, Brent McCutcheon, Dustin Schroeder. [14] Larry Boyts, Loren Graber, Steve Cripe, Ken Hotchkiss, Scott Jarrett. [15] Doug Morse. [16] Bill Nugent, Jon Bailey.

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

IBS Photos by BPD

IBS IN LAS VEGAS (continued from previous page): [1] Ian Murphy, Jeff Sturdivan, Jim Reyes. [2] Garnett Douglass, Melissa Morinelli. [3] Joel Cone, Richard Lam. [4]

Building-Products.com

Craig Jacks, Heather Sandoval, Derrick Morris.

[5] Tony Saad, Simon Adnet, Jean-Marc Dubois. [6] Shari Bell, Marty Ruch. [7] Bruce Bunn, Kalvin Eden, Kylie Kessell, Chris Strong.

March 2014

[8] Jackson Chen, Stan Kao. [9] Jocelyn Gomez, Alan Oakes.

(More photos on next two pages)

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IBS Photos by BPD

MORE IBS (continued from previous two pages): [1] Chris Johnson, Uli Walther, Frank Grynkiewicz, Jacek Romanski. [2] John Assman, Matt Klone, Mike McDonnell. [3] Bill Bevacco, Julie Rathjen, Jerry Leddin, Tom Cook, Dave Nixon. [4] Jim MacInnis, Ed Mikowski, Mark Challinor.

[5] Brianne Franchi, Joe Russell, Kirk Evanov, Carol Lyn Groce. [6] Gary Hayes, Robert Spaulding. [7] Howard Rothstein, Kim Pohl. [8] Greg

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March 2014

Wells, Amy Warren, Heather Crunchie, Katy Tomasulo. [9] Nicole Hill.

[10] Kristina Steeves, Alan Oakes, Tess Lindsey. [11] Arvy Chadha, Laryssa Rose, Matt Sisman, Mike Pidlisecky. [12] Mike Booth, Traci Rizzo, Brett Collins. [13] Brian Orchard, Bo Bryant, Phil Lail, Jay Lattanzio. [14] Jim Miller. [15] Barry Schneider, Chuck Casey.

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

IBS Photos by BPD

Gangemi. [7] Patrick Slarko, Dr. Pete Mrosik, Robert Thiroff. [8] Miguel Gonzales, Gaby Huerta, Tom Tamlyn. [9] Daryll Martin. [10] John Cooper, Brendt Dudley, Shawn

Herrington. [11] Albert Renaud. [12] Rich Maurer, Pam Corn. [13] Jessica Nacascues.

[14] Katy Heaton, Jonathan Wierengo. [15] Brett Kelly.

MORE IBS (continued from previous three pages): [1] Vanessa Carrano, Mike Rodenhaus, Dan Ivancic, Katie Linkens. [2] John Forbis, Ken Logue, Dennis Coffey. [3] Marc Maniaci. [4] Jim Seeger, Brian Stuk, Joe Holt. [5] Joe Biss, C.W. St. John, Jens Busse.

[6] Dave Hughes, Amy O’Hara, Adam Building-Products.com

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ASSOCIATION Update Southern Building Material Association is merging with the Ohio Construction Suppliers Association, to form Building Material Suppliers Association, based in Charlotte, N.C. The new group represents LBM suppliers in Ohio, North Carolina, South Carolina, Tennessee and Virginia.

Jon Stier, chairman of SBMA and owner of Stier Supply, Columbia and Irmo, S.C., said the merger will help both organizations serve their members at a higher level. Stier will serve as the first chairman of BMSA. OCSA president George S. Miser, Lumber Service, Inc., Carrollton, Oh., said, “This merger of OCSA with SBMA is a great opportunity for Ohio’s independent dealers to have a stronger association to serve their needs. All the services that are offered now will still be available to our Ohio members, with even more services than we had before. I am excited to meet and network with the many new members of our new association.”

SBMA president Larry Adams will become president of BMSA, while OCSA executive v.p. Lynn Schwarz will be BMSA’s executive director.

Eastern Building Material Association will offer an estimating seminar April 3-4 at Philadelphia Reserve Supply Co., Croydon, Pa. Construction Suppliers Association’s new chairman is Alex Hill, Hill’s Ace Hardware & Lumber Center, Winder and Loganville, Ga.

Other members of the board are chair-elect Ida Ross Swift Hicks, Swift Supply Co., Atmore, Al.; 2nd vice chair Jason Boehm, Junior’s Building Materials, Ringgold, Ga.; treasurer Chris Moon, Harbin Lumber, Lavonia, Ga., and immediate past chairman Andy Brown, Brown Lumber & Supply, Columbiana, Al. Mid South Building Material Dealers Association will host its annual show and convention April 30-May 2 at Grand Marriott Resort, Point Clear, Al. Northeastern Lumber Manufacturers Association hosts its annual convention April 10-11 at Seaport Hotel, Boston, Ma. Speakers will include Rich Brooks, offering his thoughts on social media marketing, and humorist Jeanne Robertson, who will entertain at the industry lunch.

Architect Jesse Thompson will present sustainable versatility design awards.

Social events will include a welcome reception, buffet breakfast, chairman’s reception, and a trip to Boston Opera House to see Book of Mormon.

Lumberman’s Association of Texas will meet April 23-24 at Sheraton Hotel & Convention Center, Arlington, Tx., for its annual convention.

The event will begin with a LAT Lumpac golf outing at Waterchase Golf Club, Fort Worth, Tx. That night is a barbecue party at AT&T Stadium.

Dr. Mark Dotzour, chief economist at TAMU Real Estate Center, will discuss economic projections for Texas, while Doug Garrett, a certified energy manager at Building Performance & Comfort will speak on building and energy code updates.

North American Wholesale Lumber Association welcomed Rick Ekstein, Weston Forest Products, Mississauga, Ont., as its new chairman during its recent mid-winter meeting.

Other new officers are 1st vice chair Scott Elston, Forest City Trading Group, Portland, Or.; 2nd vice chairman Jim McGinnis, McGinnis Lumber Co., Meridian, Ms.; secretary/treasurer John Stockhausen, Snavely Forest Products, Pittsburgh, Pa.; immediate past chair Mike Phillips, Hampton Lumber Sales, Portland, Or., and president/c.e.o. Gary Vitale.

New to the board are Russ Hobbs, Plum Creek, Columbia Falls, Mt.; Rob Latham, Tri-State Forest Products, Springfield, Oh.; Dan Semsak, Pacific Woodtech, Burlington, Wa.; Bethany West, Capital Lumber, Healdsburg, Ca., and Donna Whitaker, Interfor, Baxley, Ga. NAWLA’s University of Industrial Distribution is set for March 9-14 at JW Marriott, Indianapolis, In. National Lumber & Building Material Dealers Association has released its national legislative and regulatory policy agenda for 2014, identifying dealers’ common interests and translating them into policy goals to revitalize the construction industry.

“Our industry was hit hard by the recession, but our members have rebounded with lessons about what needs to

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be done to set the housing industry on the path to economic growth. We need policymakers to focus on eliminating unnecessary regulatory burdens, creating sound fiscal policies, and reforming our tax code in a way that will aid the economic recovery,” said NLBMDA chair Chris Yenrick, Smith Phillips Building Supply, Winston-Salem, N.C. “The agenda outlines what our vital small businesses need to boost employment and get our country back on track.”

Focused on advancing pro-growth policies that will strengthen small businesses, the agenda offers the industry’s positions on housing/construction policy, tax/economic policy, legal reform/consumer protection, workforce policy, energy policy, highway safety, product supply/trade, and the environment, health and safety.

The agenda will be distributed to members of Congress and key Administration officials, and will be used

by NLBMDA members when they visit their members of Congress during the group’s legislative conference March 31-April 2 in Washington, D.C. Kentucky Forest Industries Association will gather April 2-4 at The Brown Hotel, Louisville, Ky., for its annual convention.

The event begins with golf at Oxmoor Country Club, Louisville, followed by a tour of Evan Williams Bourbon on “Whiskey Row” in Louisville.

The next day is the KFIA/Tree Farm awards luncheon and a panel discussion of the hardwood check-off.

John Obrycki, a state entomologist with the University of Kentucky, will present a talk on the emerald ash borer and thousand cankers disease.

Chris Morris, Woodford Reserve Distillery, will discuss “Growth in the Bourbon and Stave Markets.”

“Market Changes for Wooden Bats” is the subject of a talk by Matthew “Matt” Bynum, Louisville Slugger Factory.

Structural Insulated Panel Association will meet April 29-May 1 at Marriott Pampano Beach Resort & Spa, Pampano Beach, Fl., for its annual meeting and convention.

The keynote speaker will be Ron Jones, president and co-founder of Green Builder Media. Architect Sam Rashkin, Department of Energy, will Building-Products.com

discuss net-zero-training.

Other highlights are announcement of the winners of SIPA Building Excellence Awards and a trade show with industry suppliers.

Social events will include the Wayne Kondor Memorial Golf Tournament and a retirement dinner for Bill Wachtler.

North American Building Material Distribution Association recently honored several distributors, manufacturers and services providers for their longtime membership with

IN Memoriam Billy Mitchell Houston Sr., 59, retired vice president of sales for Georgia Pacific, Atlanta, Ga., died Feb. 3 in Richmond, Va. He managed GP’s facility in Conroe, Tx., before becoming vice president of sales for structural panels.

Doris Epstein, 80, retired coowner of Dr. Ike’s Home Center, Laredo, Tx., died Jan. 28 in Laredo.

She owned the store with her husband, Ike Epstein, whom she met while studying at the University of Texas at Austin.

David D. Zielinski, 88, former coowner of Globe Lumber Co., Crest Hill, Il., died Feb. 7.

After flying bomber missions in the Atlantic and Pacific for the U.S.

the association.

Feted for 60 years of membership were Lensing Building Specialties, Evansville, In., and Wimsatt Building Materials, Wayne, Mi.; for 50 years, Aetna Plywood, Maywood, Il., and Diamond Hill Plywood, Darlington, S.C.; for 30 years, Lumbermen’s, Grand Rapids, Mi., and VT Industries, Holstein, Ia., and for 25 years, Darant Distributing, Denver, Co.; DMSi Software, Omaha, Ne., and White-Wood Dist. Ltd., Winnepeg, Mb.

Navy during World War II, he joined Globe Lumber, Peru, Il., serving as manager, v.p., and ultimately part owner before retiring in 1988 after 42 years.

Larry Dale Taylor, 67, former manager of Lyons Lumber, Frankfort, Ky., died Jan. 13.

He retired last year after 17 with Lyons.

Jeanette T. “Gennie” Craig, 60, owner of Dominion Builder’s Supply, Yorktown, Va., died Feb. 2.

She served as president of Dominion from 1988 to 2012.

William “Bill” Dickhaus, 88, longtime owner of Ace Hardware & Electric, Cincinnati, Oh., died Jan. 31.

He ran the store for 60 years, until retiring a few years ago.

Your Eastern & Midwest Redwood Specialist

REDWOOD DECKING THE NATURAL ALTERNATIVE

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7459 Franklin St., Forest Park, IL 60130

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

www.chicagosuburbanlumber.com March 2014

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HELP WANTED

JOIN OUR WINNING TEAM! CEDAR CREEK is looking for a few good men and women. We believe that our great

people are the key to our company’s success. Aggressive growth has created Sales, Operations and General Management opportunities across Cedar Creek’s expanding footprint.

Consequently, we’re looking for the very best people in our industry to help staff and grow our new and existing distribution centers across the country. Please contact us if you: • Have a successful track record • Can relocate for the right opportunity • Desire earnings and responsibility commensurate with your ambition • Are experienced in lumber and/or building products sales or operations For more information about Cedar Creek, please go to www.cedarcreek.com. If you’re interested in learning more about how you may become a key player on our winning team, please email your resume to abostic@cedarcreek.com for a confidential review of your qualifications.

PRODUCTS FOR SALE

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WELL ESTABLISHED Home Improvement & Building Supply Center – Located in growing Tuckerton, New Jersey. Business has increased significantly as a result of super storm Sandy. This presents an excellent opportunity for continued growth and business expansion in both the retail and wholesale sides of the business. Richardson Commercial Realtors. (609) 586-1000.

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Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10 Tel. (662) 862-2125 • Fax 662-862-4900 email jgibson@tristatelumber.net

WANTED TO BUY 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.

WANTED TO BUY

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BUSINESS FOR SALE

March 2014

• More news • User-friendlier layout • Frequent updates every day • Smartphone & tablet accessible • Improved search features • Event photos • Videos • Surveys • LBM stock ticker Building-Products.com

DATE Book

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

Lumbermens Merchandising Corp. – March 5-6, annual meeting, Tampa Convention Center, Tampa, Fl.; (610) 293-7049; lmc.net.

International Wood Products Association – March 5-7, annual convention, Renaissance Vinoy Resort & Golf Course, St. Petersburg, Fl.; (703) 820-6696; www.iwpawood.org.

Peak Auctioneering – April 12, LBM auction, Marion County Fairgrounds, Indianapolis, In.; (800) 245-9690; www.peakauction.com.

Transload Distribution Association – April 12-14, conference, Hilton Rosemont, Rosemont, Il.; (503) 656-4282; www.transload.org.

New Hampshire Retail Lumber Association – April 15, legislative breakfast, Concord, N.H.; (800) 292-6752; www.nrla.org.

National Frame Building Assn. – March 5-7, expo, Gaylord Opryland Resort, Nashville, Tn.; (800) 557-6957; www.nfba.org.

National Wood Flooring Association – April 16-19, conference & wood flooring expo, Music City Center, Nashville, Tn.; (800) 4224556; www.woodfloors.org.

Southeastern Lumber Manufacturers Association – March 6-7, spring meeting, The Dolce Atlanta-Peachtree Hotel, Peachtree City, Ga.; (770) 631-6701; www.slma.org.

Lumbermen’s Association of Texas & Louisiana – April 23-24, annual convention, Sheraton Hotel & Convention Center, Arlington, Tx.; (800) 749-5862; www.lat.org.

American Fence Association – March 6-8 , FenceTech/DeckTech shows, Mandalay Bay, Las Vegas, Nv.; (800) 822-4342; www.americanfenceassociation.com.

Kentucky Building Materials Association – April 23-25, convention & expo, Hilton, Lexington, Ky.; (800) 844-1774; www.kbma.net.

Kitchen Cabinet Manufacturers Assn. – March 9-12, spring convention, Bonita Springs, Fl.; (703) 264-1690; www.kcma.org.

Peak Auctioneering – April 26, LBM auction, Prince William County Fairgrounds, Manassas, Va.; (800) 245-9690; www.peakauction.com.

North American Wholesale Lumber Association – March 9-14, University of Industrial Distribution, JW Marriott, Indianapolis, In.; (800) 527-8258; www.nawla.org.

Northwestern Lumber Assn. – March 11-12, Nebraska lumber convention, Embassy Suites, Lavista, Ne.; (763) 544-6822; www.nlassn.org.

Budma 2014 – March 11-14, Poznan, Poland; (317) 293-0406.

Eastern Building Material Dealers Assn. – March 12, Ideas Show, Valley Forge Casino, King of Prussia, Pa.; (800) 296-3278; www.ebmda.org.

Southern Cypress Manufacturers Assn. – March 12, annual meeting, Savannah, Ga.; (412) 244-0440; www.cypressinfo.org.

Wood Machinery Manufacturers of America – April 28-May 2, woodworking conference, Wyndham Rio Mar Beach Resort, Rio Grande, Puerto Rico; (443) 640-1052; www.wmma.org.

Structural Insulated Panel Association –April 29-May 1, annual meeting & conference, Marriott Pampano Beach Resort & Spa, Pampano Beach, Fl.; (253) 858-7472.; www.sips.org.

International Wood Composites Symposium – April 30, May 1, annual symposium, Red Lion, Seattle, Wa.; (800) 942-4978; www.woodsymposium.wsu.ed.

Mid South Building Material Dealers Association – April 30-May 2, convention & show, Grand Marriott Resort, Point Clear, Al.; (877) 828-3315; www.mbmda.com.

Greenprints – March 12-13, Atlanta, Ga.; www.greenprints.org.

Hardwood Manufacturers Assn. – March 12-14, national conference, Hyatt Regency, Savannah, Ga.; www.hmamembers.org.

Peak Auctioneering – March 14, LBM auction, Kane County Fairgrounds, St. Charles, Il.; www.peakauction.com.

Emery-Waterhouse Co. – March 14-15, market, Rhode Island Convention Center, Providence, R.I.; (800) 283-0236; www.emeryonline.com.

International Home & Housewares Show – March 15-18, Chicago, Il.; (847) 292-4200; www.housewares.org.

ENAP Inc. – March 17-19, annual meeting & show, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; (800) 4564300; www.enap.com JLC Live – March 19-22, show, Rhode Island Conference Center, Providence, R.I.; (800) 261-7769; www.jlclive.com.

Panel & Engineered Lumber Conference & Expo – March 20-21, CNN Hotel, Atlanta, Ga.; (334) 834-1170; www.pelice-expo.com.

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

Window & Door Manufacturers Association – March 31-April 2, spring meeting & legislative conference, Hyatt Regency, Arlington, Va.; (800) 223-2301; www.wdma.com.

Kentucky Forest Industries Association – April 2-4, annual meeting, Brown Hotel, Louisville, Ky.; (800) 203-9217; www.kfia.org.

American Coatings Association – April 7-10, conference & show, Georgia World Congress Center, Atlanta, Ga.; (888) 433-3976; www.paint.org.

Northeastern Lumber Manufacturers Association – April 10-11, annual convention, Seaport Hotel, Boston, Ma.; (207) 829-6901; www.nelma.org.

Building-Products.com

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ADVERTISERS Index

IDEA File

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

Going to the Dogs

Allura [allurausa.com]......................................................................7

A family-owned dealer has learned that “going to the dogs” can be very good for business.

“The annual drive gets bigger and better every year,” says Geoffrey Webb, director of marketing and advertising for Rocky’s Ace Hardware, which is based in Springfield, Ma., and has 32 stores in Massachusetts, Connecticut, New Hampshire, Rhode Island, and Florida. “The program supports organizations that provide shelter, veterinary care, and comfort for homeless animals in five states.”

For the past three years, each of Rocky’s stores has collected food and other pet-related supplies for local animal shelters. This year, more than four tons of pet food—along with beds, leashes, treats, toys, and cleaning supplies—were collected and delivered.

The annual drives are also good for Rocky’s.

“Definitely, the annual drive has brought not only awareness that we are in the pet food business, but also bolstered sales,” says Webb. “Sales rose 12% to 15% during each four-week drive.”

Here’s how the program works: Nutro Pet Foods— one of the brands featured in the chain’s newly expanded pet sections—donated more than $1,500 worth of premium dog and cat food to kick-start the drive. Then customers—and animal lovers who hear about the program—bring donations of pet food and other items to their local Rocky’s location.

“The emphasis is on being a good community neighbor. Stores select their own local shelter/humane society to work with,” says Webb. “Many shelters promoted the drive to their email lists and posted it on their Facebook pages. A few shelters also came out to our stores on a Saturday and brought pets ready for adoption.”

Rocky’s also sends out emails about the drives, to customers who have signed up to receive alerts and sales notices. Press releases are sent to local TV stations and newspapers. These same news outlets cover the final tallies for each store, bringing even more positive attention.

Once the campaign ends, each store delivers the donations to a local shelter. “Our team members often make donations of their own and many volunteer at a neighborhood shelter,” says Rocco Falcone, president and c.e.o. of the chain. “We are honored to be a catalyst in achieving these outstanding results for homeless and abandoned animals in our communities.”

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Anthony Forest Products [www.anthonyforest.com] .................37 Black Talon Universal [www.blacktalonuniversal.com] .............49 Blue Book Services [www.bluebookservices.com] ....................50 Boston Cedar [www.bostoncedar.com] ..............................Cover II BW Creative Wood [www.bwcreativewood.com] .......................21 California Redwood Co. [www.californiaredwoodco.com].........25 Center-Line Group [www.center-linetrailers.com] ......................43 Chicago Suburban Lumber [chicagosurburbanlumber.com] ....51 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................53 C.T. Darnell Construction [www.ct-darnell.com].........................32 DeckWise [www.deckwise.com] ...................................................30 Diacon Technologies [www.diacon.com]...................................3, 5 Do it Best Corp. [www. www.independentdoitbest.com]..............8 Everwood Treatment Co. [www.everwoodtreatment.com].........33 Fasco America [www.fascoamerica.com]....................................26 Haida Forest Products [www.haidaforest.com]...........................41 Hancock Lumber [www.hancocklumber.com].............................36 Lumbermens Association of Texas [www.lat.org] ......................35 LWO Corp. [www.woodwayproducts.com] ..................................22 Maze Nails [www.mazenails.com].................................................23 North American Wholesale Lumber Assn. [www.nawla.org] .....39 Northeastern Lumber Manufacturers Assn. [www.nelma.org]...19 Pleasant River Pine [www.pleasantriverlumber.com] ..........16A-B Redwood Empire [www.redwoodemp.com].................................27 Richardson Timbers [www.richardsontimbers.com] ..................29 Roseburg Forest Products [www.roseburg.com].............Cover IV Screw Products [www.screw-products.com] ..............................47 Seaboard International Forest Products [www.sifp.com].............4 Simpson Strong-Tie [www.strongtie.com].......11, 13, 15, Cover III Skyreach L&S Extrusions [www.skyreachls.com] ......................24 Swanson Group Sales Co. [www.swansongroupinc.com].........31 Tank Fab [www.tankfab.com]........................................................45 Viance [www.treatedwood.com] ...........................................Cover I Western Forest Products [www.westernforest.com] .................34 Western Red Cedar Lumber Association [www.wrcla.org] ..34, 41 Woodway Products [www.woodwayproducts.com] ...................22

Building-Products.com

Deliver more deck sales.

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DeckTools makes it easy to deliver more deck sales. Learn how by signing up for a free demonstration at (800) 999-5099 or www.strongtie.com/decktools.

©2014 Simpson

Strong-Tie Company Inc. DECKTOOLS12-D

BPD

4500 Campus Dr. No. 480 Newport Beach, Ca. 92660-1872

Building Products Digest

Change Service Requested

Randy Sturgill Coquille Plywood Plant Manager 31 years