MEMORIAM

Bobbie Edward Schiel, 88, owner and co-founder of Eastex Forest Products, Houston, Tx., died May 18.

He co-founded Eastex in 1964 as a cash & carry supplier to homebuilders. He added a treating facility in 1987, which grew to 70% of his business.

Peter S. Edwards, retired head of Brookside Lumber Co., Bethel Park, Pa., passed away June 13 at age 102.

After graduating from Colgate University in 1942, he served as a 1st lieutenant in the Army Air Corps during World War II. Pete then returned to his father’s lumber company, becoming president in the 1950s and chairm in the 1980s. He retired in 2020.

James A. Yankie, 94, founder of Yankie Lumber Co., Evensville, Tn., died May 21 after a fall in the park.

He served in the Korean War and graduated from the University of Tennessee. Jim and his father opened Yankie Lumber in Little Rock, Ar., before he relocated to Tennessee, where he continued in operation until 1979. He then joined Tennessee Asphalt, Knoxville, Tn., retiring at age 79.

Edmund “Blake” Barker, 81, Southern lumberman, died June 5.

He started in the industry in 1957 with Peeler Hardware Co., Macon, Ga., staying on through his education at the University of Georgia, until he became general manager of Univer- sal Forest Products, Auburdale, Fl., in 1972. Blake served as project manager with Great Southern Wood Preserving, Abbeville, Al., from 1990 to 2008, and launched Lumber Logic Inc. in 1995. After retiring, he obtained his real estate license and worked with Ingram Land & Development, Dothan, Al.

Ralph Herman Twenter, 92, retired co-owner of Twenter Lumber Co., Pilot Grove, Mo., died May 23. Ralph operated the lumberyard with his late wife, JoAnn, for 36 years.

David E. Bardo, 75, formerly with Your Building Center, Bloomsburg, Pa., died May 26. Dave previously worked at Wickes Lumber, and retired from YBC in 2009.

William C. DuPont, 66, longtime inside contractor salesman for Curtis Lumber Co., Ballston Spa, N.Y., passed away unexpectedly on May 14.

Paul Truman Halvorsen, 85, former owner of Halvorsen Lumber Co., Arcadia, Wi., died May 20.

After working for Bluff City Lumber, Stillwater, Mn., Paul purchased Halvorsen Lumber Co. in 1974, which he sold to his sons in 2007.

OLSEN ON SALES: SUGGESTIVE POWER

MBF per usable piece. ($450 x 1.15).

If we can find them a high-quality economy for $390/MBF that gets a 75% yield, they would only be paying $487/MBF per usable piece ($390 x 1.25). This is a savings of $800 a truckload. (We would have to calculate the time lost on broken pieces in production and waste removal, but in theory a money-saver for our customer.)

Spreads. Some customers will switch products, lengths, species and grades based on spreads. They may prefer SPF to SYP, but will switch if the spread is right. Master Sellers know what the spreads must be for their customers to switch, and study those spreads daily.

Hustle, Service and Suggesting

Hustle and service are important elements of value that we bring to our customers. Master Sellers hustle, give great service (as partners, not servants!), and also bring value by suggesting more competitive products and options to their customers.

James Olsen

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@ realitysalestraining.com. them to 48” pieces. Let’s say they are paying $450/MBF and getting an 85% yield. Net they are paying $517/

(Continued from page 20) one largest and most trusted distributors in the building industry. a huge inventory of materials available at substantially competitive prices along with a team of experienced experts, ready to get you what you need.

We have treating facilities in Junction City, OR, Woodland, CA and two in Fontana, CA along with our distribution and manufacturing facility in Sacramento, CA. With more than 20 trucks in our fleet, California Cascade delivers value to your business with prompt, economical and timely delivery. Rail spurs are available at all locations to minimize shipping costs for large projects, will call pickup is available at all locations.

Our reputation has been built upon the success of our customers and we look forward to sharing our years of experience with you.