DECKING TRENDS SELLING PRESSURE TREATED WOOD IN THE WINTER
The
MERCHANT
NOVEMBER 2013
Magazine
THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922
The
MERCHANT
Special Features
November 2013
Volume 92 Number 5
Magazine
In Every Issue
9 FEATURE STORY
DECK SALES STRATEGIES
10 PRODUCT SPOTLIGHT
THE GREEN SIDE OF COMPOSITES
12 INDUSTRY TRENDS
MOVING TREATED WOOD IN WINTER
14 MARGIN BUILDERS
KNOTTY CEDAR DECKING SALES HELP
16 COMPANY PROFILE
HISTORIC TIMBERS FROM MONTANA
17 PRODUCT SPOTLIGHT
REENGINEERED BAMBOO DECKING
46 PHOTO RECAP: TRADERS MARKET 54 PHOTO RECAP: CALIFORNIA DEALERS 56 PHOTO RECAP: DECK EXPO
6 TOTALLY RANDOM 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 FAMILY BUSINESS 28 MOVERS & SHAKERS 42 NEW PRODUCTS 59 ASSOCIATION UPDATE 60 IN MEMORIAM 60 CLASSIFIED MARKETPLACE 61 DATE BOOK 62 IDEA FILE 62 ADVERTISERS INDEX TREATERS
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November 2013
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TOTALLY Random By Alan Oakes
The
MERCHANT
Magazine
www.building-products.com
A publication of Cutler Publishing
4500 Campus Dr., Ste. 480, Newport Beach, CA 92660
citing news rom The Merchant and W the orth merican Wholesale um er ssociation
O
an exciting month at The Merchant Magazine and sister publication Building Products Digest as we see the industry evolving and regenerating after one of the longest downturns in history. Capping what has clearly been a better year for all of us, our last issue ramping up to the NAWLA Traders Market was our largest in five years, as companies began promoting themselves again in a very different marketplace than at the start of the downturn in 2006 2007. All businesses will continue to face challenges as it will not be smooth sailing and there will be speed bumps along the way. We have noticed over the last five years that the thirst for industry news has intensified and education has come to the forefront. Knowledge has always been powerful and one of our longtime association partners, NAWLA the North American Wholesale Lumber Association, whose wholesaler and manufacturer members account for a large part of our readership, has taken a lead in education of its members and partners. or many years, we have supported The NAWLA Traders Market with a special issue each October. A few years ago we launched a special section centered on NAWLA in our May issues. Based on that success, I am now pleased to say that we have made a mutual decision to take our long-term partnership a logical one step further. I am excited to announce that Cutler Publishing and NAWLA have signed a oint publishing agreement for The Merchant Magazine and BPD to become official publications for NAWLA and a voice to NAWLA members an extension to the community we have served since 1922. To that end, in the future you will see articles and news direct from NAWLA that will be timely, interesting, authoritative and educational, targeted to both members and non-members, wholesalers, manufacturers and retailers. We are also determined that every NAWLA member receives one or both publications, so please let us know if we have missed you. Our goal has always been to inform and educate our readership. To that end we work with many fine industry associations. We are delighted that this new relationship with NAWLA will support the channel that supports their members, as well. As we celebrate Thanksgiving in a few weeks, this new relationship is perhaps timely to recognize, finally, the industry upturn. es, not where we would all want it, but we have seen the turn of a very deep U” shape depression curve and are positioned to start the growth that we all have been waiting for. It’s good to once again see smiling faces and people getting out to meetings. Next year looks to be heading even further north. While the industry will still have its ups and downs and growth will bring its own issues, a much better place. But shhhhh let’s en oy it again regardless. We, as a leader in the industry, will continue to bring you the most news, latest product announcements, and some of the best editorial in the business, all to help you and your companies become even more successful. Happy Thanksgiving to you and your families. CTOBER HAS BEEN
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 Dwight Curran James Olsen Carla Waldemar 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 David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com
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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), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.
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Alan Oakes, Publisher a oakes aol.com
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FEATURE Story By Tim Reed, Weyerhaeuser
strategies to strengthen dec sales COMFY OUTDOOR entertainment areas, such as the Tamko EverGrain deck shown here, are in high demand as consumers push their living space boundaries to the exterior.
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EAR has yet to come to a close, the next spring selling season is closer than you think. And along with warmer temps will come homeowners looking to get back outdoors dining and entertaining on a new deck. But making the sale whether to builders or d-i-yers requires more than ust warm weather. The wide array of materials, components and accessories available in today’s deck market requires that dealers have sharp selling skills and the ability to navigate broadening inventories and constant price pressures. Here are strategies to help sell decking more effectively and efficiently Create an inspiring display. Sample boards can help buyers select a color, but nothing beats a partial- or full-size deck on site to draw homeowners in and help them visualize how they’ll feel after their own deck is installed. Dealers with a deck display tend to sell more, so the cost of materials to build it can be recouped quickly. our distributor may even provide assistance with materials and labor. HOUGH THE
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Diversify your offerings. Don’t ust bring in a SKU or two you think might sell. Successful deck dealers create more sales by carrying a full array of deck lines and, most importantly, offering a complete solution. Don’t neglect details. If you have the deck boards, make sure you also carry the coordinating accessories, matching railings, matching face fasteners, and the manufacturer’s approved hidden fastening system. Understand your products. The growth of composite decking has added thousands of new SKUs to the market. Help customers wade through the offerings by developing a deep understanding of your lines. Know the differences not only between wood and composite, but classic composites vs. capstocks. Understand installation best practices, fastener compatibility, and long-term maintenance strategies. Consult with your distributor reps they can help bolster the sales staff via product knowledge sessions and assist during open houses, how-to workshops, deck fairs, and trade shows.
Communicate the value. Part of the sale is quantifying to buyers what the entire deck will cost and what the advantages are of up-selling the proect. or example, while a composite deck might cost more than lumber, it has more color options with no need for stain and is lower maintenance. Similarly, cedar decking costs more than pressure-treated, but offers a look homeowners love. Some materials carry longer warranties or distinctive guarantees that also differentiate them from other brands and price points. Keep an eye on the competition. Take note of what your competitors stock and be prepared to explain how your offerings are different and deliver more ROI. The same goes for pricing. Know how much your decking costs in relation to theirs so you aren’t blindsided by a competitor’s lowball. Ensure you’re taking advantage of the boom in outdoor living by offering complete solutions, inspiring displays, and deep product knowledge. – Tim Reed is a dealer sales representative for Weyerhaeuser Distribution (www.woodbywy.com).
November 2013
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PRODUCT Spotlight By Edie Kelso Wilson, Fiberon
green loo at com osite dec ing
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composite decking products that look beautiful and are extremely durable, leading composite decking manufacturers have made significant investments into sustainable environmental practices. Cutting-edge processes start with the sourcing of raw material through delivering products that last long past their warranties. Today’s composite decking products are demonstrably green. Here are a few of the environmentally friendly highlights you can pass on to inquiring customers. N ADDITION TO MAKING
Recycled Materials
This is the most intuitive component of composite decking’s green” story. Most composite materials are made from a combination of plastic and wood fiber roughly half wood, half plastic, give or take 10%. Leading composite manufacturers are using massive amounts of recycled materials in their products. In some instances,
up to 95% of recycled material is used in composites. This recycled material originates mostly from post-consumer plastic and pre-consumer recycled wood. Post-consumer content consists of recycled containers discarded by consumers, usually collected curbside, or at a recycle center or collection bin. Post-consumer plastics come in two varieties high-density polyethylene (HDPE) and low-density polyethylene (LDPE). Both are used by manufacturers of composite decking products. HDPE includes recycled plastics made of thicker materials such as milk cartons, laundry detergent and shampoo bottles. LDPE comes from thinner materials such as dry cleaning bags and plastic grocery bags. Pre-consumer or post-industrial content are manufacturer overruns of product not sold, or scrap materials used in the manufacture of goods that are resold to other manufacturers. Preconsumer wood used in composites
are sourced from shavings and scraps from cabinet, door and window manufacturers. Reclaimed content is manufacturing scrap that can be put back in the manufacturing process. Most composite manufacturers are able to plow 100% of their manufacturing excess back into production. These are practices used by most manufacturers. Technically, reclaimed content is not considered recycled content. Manufacturers have become very proactive in sourcing recycled materials. Some have set up drop-off centers at convenient locations around the country to turn discarded consumer plastics into long-lasting outdoor living products from composite decking to park benches. Companies adhere to strict policies governing the sourcing of recycled content, obtaining materials within a predetermined distance from their manufacturing facilities and only choosing raw materials that have a proven chain of custody to ensure quality and source of the materials. Raw materials have to be specified and are meticulously inspected to ensure consistency. As a whole, the composite decking manufacturing industry diverts millions of pounds of plastic and wood scrap from landfills. Keeping reusable materials out of a landfill is a win for everyone.
Manufacturing Efficiencies & Sustainability
RECLAIMED wood fibers and recycled plastic pellets are key ingredients of composite decking. Photos courtesy Fiberon
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Modern techniques for manufacturing composite decking are second to none. The industry has developed state-of-the-art processes that minimize energy usage, lower plant emissions, and eliminate the discharge of Building-Products.com
waste water into the environment. Advanced green technologies and a sincere desire to deliver truly environmentally friendly products have made the composite decking industry a leader in sustainable practices.
Shipment of Product
As both a cost- and energy-saving strategy, two top composite decking and railing manufacturers have invested in manufacturing facilities on both coasts. This investment reduces the hidden waste time, energy and vehicle emissions of shipping composite decking across the country. In addition, shipping product by rail whenever feasible reduces fuel costs and carbon emissions. In fact, according to the U.S. Energy Information Administration and its Annual Energy Outlook 2013 report, shipping freight via rail saves 92% in carbon emissions (converted from petroleum consumption) compared to shipping via truck.
A Sustainable Replacement
While obvious, it is important to remind customers that building with composite decking materials saves trees. Wood decks deteriorate in 10 to 12 years if not properly maintained.
Boards will twist, splinter, split and rot over time and will require replacement even when maintained properly. And for wood to achieve any longevity, it requires regular staining or painting to withstand Mother Nature’s harsh conditions. On the other hand, composite decks are made to last 30, 40 or 50 years or more without splintering, twisting or rotting. Decks made from composite materials don’t require chemical stains or sealers. Bottom line, composites are designed to last for decades, while wood degrades much more quickly, necessitating more frequent replacement and use of resources. or both residential and commercial builders, composite decking provides the added benefit of contributing points to green buildings. Points are awarded for post-consumer recycled material used, amount of sourced materials within a 500-mile proximity of the obsite, and other resource efficiencies, such as termite-resistant materials. The U.S. Green Building Council LEED program and the NAHB Green Building Program provide guidelines for sustainable construction that incorporate environmental considerations and resource efficiencies into every
step of residential or commercial construction to minimize environmental impact. Plus, there are many other regional green building programs around the country that focus on providing homeowners with high-performance homes. Over the past two decades, composite decking materials have become more beautiful and more natural looking. Consumers have demanded realistic-looking deck boards that are stainand fade-resistant, durable and easier to maintain than wood. Even exotic hardwoods turn gray within a year or two and require effort to maintain their beauty. Composites provide a beautiful solution that does not require staining or painting. Builders and consumers can compare the long-term costs of wood versus composites by using the EPA’s Greenscapes workbook (www.epa. gov wastes conserve tools greenscapes tools ). This workbook allows users to input current costs in local areas, comparing composites with PVC decking, pressure treated lumber, and hardwoods. – Edie Kello Wilson is director of marketing communications for Fiberon, New London, N.C. She can be reached at (704) 463-2971 or ediek@fiberondecking.com.
FINISHED PRODUCT is beautiful and durable, in addition to environmentally friendly. Building-Products.com
November 2013
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INDUSTRY Trends Pressure Treated Wood
he o season is rime time to sell outdoor ro ects
THE COMING of fall and winter should signal more, not fewer, decking sales. (Photo of Ecolife deck courtesy of Viance)
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HERE’S NO TIME like the present. Like Archadeck Outdoor Living, a nationwide network of outdoor living contractors, dealers should encourage their customers not to hold off until next spring to construct an outdoor pro ect, citing a number of advantages of a fall or winter build. With over 100,000 pro ects built worldwide since 1980, Archadeck is no stranger to the typical building cycle. And, energized by an upturn in home improvement spending, the company sees homeowners continuing to add decks and other outdoor structures through the cooler months, where historically there has been a decline. The fall and winter months can bring many advantages to the outdoor
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building process,” says Rob Haislip, Archadeck vice president. Not only are contractors typically more available during the winter months, but the cooler conditions can minimize damage to the surrounding landscape as most plants and grasses are dormant in the winter.” A winter pro ect will also cause less lifestyle interruption, because homeowners typically spend less time outdoors and less time participating in outdoor activities during the colder months of the year. The nature of the materials also makes the off season” the prime time to build a deck. Although the deck boards may be wood, PVC or composite, the foundations are almost always pressure treated wood. And, says
November 2013
Haislip, pressure treated wood will dry and stabilize more evenly in the winter due to reduced humidity.” Michael Reeder, owner of the Archadeck franchise in Columbus, Oh., calls it the give and take” of the pro ect. The give refers to the wood’s expansion and the take refers to the wood’s contraction, which is caused by the effects of varying outdoor temperatures on the wood itself,” he says. Conversely, Reeder says, a summer deck construction exposes the pressure treated wood to higher humidity conditions. When drying in the hot sun, treated wood will undergo expansion and contraction that can cause cracking, warping and other damage to the wood itself. Due to the orientation of the sun during the winter months, the sun doesn’t beat down on your deck, and the treated wood that holds the key to your pro ect’s structural integrity will not undergo these negative effects.” Archadeck has seen huge growth in the hardscapes pro ect category, with outdoor kitchen pro ects, patios and fire pits gaining in popularity. People are finding new ways to enhance the use of their outdoor spaces, and we’re seeing fire pits and retaining walls being incorporated into deck and patio designs more often,” says Haislip. Adding a fire pit is the perfect way to extend en oyment of the outdoors as the weather gets cooler.” The Archadeck team believes that one of the biggest benefits of a fall or winter pro ect is the immediate en oyment it will bring the following spring. Rather than pursuing a contractor and building a pro ect, the homeowner’s outdoor living space is ready to en oy when they are. Building-Products.com
MARGIN Builders Knotty Cedar Decking
Why you should e selling notty cedar dec ing
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N A GROWING remodeling market dominated by materials with large marketing budgets, it’s understandable why many consumers may be under the misconception that there are only a few popular decking choices available those being primarily of the composite variety. That being said, there’s one material that may come as a surprise to consumers (and some retailers) that’s quietly growing in popularity, and for all the right reasons knotty western red cedar. The green, sustainable characteristics of western red cedar are a well-known story, so we won’t repeat ourselves. But here are seven top reasons why you may want to stock up on knotty western red cedar decking.
1. Lower price point
Comparatively speaking, even clear cedar is an affordable product, but knotty western red cedar, which is milled from younger trees and is more readily available than other grades, is available at an even lower price point, making it very cost effective to build with. A quick square-footage cost comparison between knotty and other decking materials is often all it takes for most consumers to choose knotty.
2. High performance
Knotty western red cedar, or thuja plicata, is probably the ideal building material for outdoor R R pro ects, and even more so in high-moisture conditions. Naturally occurring phenols in the species prevent decay, rot and insects. Cedar’s dense cell structure (about a million cells per cubic inch) minimizes shrinking and swelling, so it stays flat and is structurally solid. Also worth noting is the misconception that the knots will fall out over time. Knots are from live branches and are inter-grown into the deck board, so they will remain sound and tight through the life of the deck.
3. Different grades, different looks
The condition or character of the knots in the wood determines the grade of knotty western red cedar, and ultimately gives the consumer a wide range of looks from which to choose from urbane and elegant to rustic and charming. Grades such as Architect Knotty and Custom Knotty, which have sound, tight knots and are popular
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choices with homebuilders, are proprietary grades to Western Red Cedar Lumber Association members.
4. Hard-to-beat versatility
Knotty cedar is light and easy to work with, but the variety of looks and finishes that can be created is what really make its versatility unparalleled. Cedar (knotty or otherwise) is pitch- and resinfree and perfectly suited to take virtually any stain, finish or bleaching oil, giving the homeowner or builder myriad choices on the final look. Knotty cedar is also available in a variety of dimensions (although 2x4 and 2x6 are most common for decks).
5. It’s the rising star of deck materials
Although cedar has been around for a long time ( irst Nations and Native Americans have been building with it for centuries), knotty western red cedar as a decking material is making a comeback in a composite dominated market. Growing environmental awareness has certainly pushed its popularity, as has a trend to extend outdoor living spaces to blend in with and complement outdoor areas and natural landscaping. Louder calls for a possible land-fill tax to be added to the sale of composite materials may be helping as well.
6. Great for grilling burgers, not your feet
Whereas composite materials can heat up and actually burn bare feet in the summer, western red cedar stays cool under foot, even in the hottest weather, so it’s always comfortable to walk on. Additionally, there’s no risk of the surface softening due to heat, nor being marked from moving patio furniture or the like.
7. Knotty cedar just looks great
Despite the other reasons for choosing knotty western red cedar, the fact that it looks so good is likely the single biggest factor in its growing popularity. With natural colors ranging from honey-yellow to cinnamon-red to deep-sienna, and its rich, deep lustre, the natural warmth and beauty found in real cedar is matchless. – For more on knotty western red cedar, visit realcedar.com. Building-Products.com
COMPANY Profile Historic Western Timbers
istoric tim ers o er uni ue eauty history o ontana
HISTORIC LOGS salvaged from Flathead Lake, Mt., wait to be milledd for a variety of interior applications. All photos courtesy Northwest Management Inc.
H
ISTORIC TIMBER from northwest Montana is now available for use in a variety of interior applications, courtesy of the DeVoe family and Northwest Management Inc. (NMI), a natural resource and consulting forestry firm based in Moscow, Id. The new line of unique wood products is called lathead Lake Historic Timber. Manufacturing takes place at Hunts Timbers, St. Ignatius, Mt., and a specialty mill in Idaho. Our customers are a diverse group of people with a common interest in the history of the timbers,” explains Mark Corrao, NMI’s hydrologist, who assisted with reclamation of the 100-year-old timbers. They appreciate the sheer beauty and patina of the wood, which is something you won’t
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find anywhere else.” Anyone looking to own a piece of Montana logging history can choose from a mix of several varieties of pine ponderosa, western white, and lodgepole as well as western larch. Standard planks are 4” and 6”, with wider planks available. Also available are slabs for bars, counters, and tabletops, boards for furniture, wood for music instruments, rustic mantels, and one-of-a-kind gift boxes. The gift boxes are made to customer dimension, by hand, so no two are alike,” says Corrao. Each one is branded for authenticity and comes with a numbered certificate that lists how old the log was and where it was recovered, as well as the wood species.”
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The story of the unique wood began at the turn of the century, when workers floated cut logs down the lathead River to the Somers Mill on lathead Lake. The DeVoe family began operating the mill in 1901. Over the years, thousands of old-growth larch and pine logs sank to the bottom of the lake, where they were protected from exposure to the elements and saturated with minerals that streaked them with a rainbow of colors. When the DeVoe family asked NMI to recover the timbers, it took seven years to obtain salvage permits. Once that was accomplished, local divers were hired and recovery operations began. According to NMI, the enviro-friendly process has improved lathead Lake’s ecological habitat and maintained its pristine water quality. Currently, we have a recovery permit for six years, which is renewable for another 10 years,” says Corrao. rom sonar data and our divers, we’ve estimated sustainable market supply for the remainder of our permits.” Prospective customers can visit lathead Lake’s website and acebook page to view product and pro ect photos, watch informative videos, and read user comments. Samples are also available,” he says. These can be something as simple as a box of pine and larch pieces varying in dimensions and thickness, to something as intricate as a custom gift box made by our carpenters.”
WIDE-PLANK PINE flooring showcases unique coloration of historic timber from Montana. Building-Products.com
PRODUCT Spotlight Bamboo Decking
ew am oo dec ing ri als e otic hardwoods
DECK TILES add drama to recreation areas.
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NEW CATEGOR of decking combines the sustainability of bamboo with the beauty and durability of exotic hardwoods. Dasso TR is manufactured with strand woven technology a patented process in China, Australia and Russia, and patent-pending in the U.S. that fuses carbonized bamboo to make it suitable for exterior use. Unlike the process used to create strand-woven bamboo flooring, our process incorporates several proprietary steps that make our product exterior grade,” says president Brett Kelly, who is based in Pennsauken, N. . Another difference is that Dasso TR is 87% bamboo and 13% phenolic resin, not a composite of reclaimed bamboo fibers and recycled plastics, as can be the case with other brands. The reversible boards can be installed smooth side up or reeded side up or a combination of the two, for unique designs. Each 6-ft. board is side-grooved for hidden fastening and end-matched for installation on oists, 12” or 16” on center. Double- and sin-
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gle-grooved profiles are also available. The company also offers residential deck tiles that click together for easy installation on any flat, level surface. Other divisions produce siding, lumber, veneer and panels, and flooring all constructed of fused bamboo. We ust had our first head-to-head with ip on a specification and came out on top,” says Kelly. The pro ect is replacement of the deck of the village band shell in Lake Placid, N. .” In Atlanta, Ga., 1,800 sq. ft. of the decking was installed at the new residence office studio of TAC Studios which helped the pro ect earn the LEED silver rating for environmental sustainability. The pro ect was also featured in the city’s annual Parade of Homes, for two years in a row. According to Kelly, Dasso TR is a unique product that looks and acts like premium tropical hardwood decking, but
is more stable is Class A fire-rated is environmentally friendly is available prefinished with a natural oil or can be stained onsite The product is also very durable. In China, where the company is based, Dasso TR was used to construct a two-mile walkway in the Houtan Park Expo in Shanghai. The expo saw traffic of more than 70 million people during the fair,” says Kelly. et three years later, all original boards are still down and there have been no notable issues with the product.” or the Wuxi Theater in iangsu, China which was designed by innish architect Pekka Salminen to rival Australia’s Sydney Opera House Dasso supplied 802,000 sq. ft. of its bamboo products exterior decking and architectural-grade bamboo panels specially constructed for the entire interior.
HIGH PERFORMANCE BAMBOO decking is an integral part of TAC Studio’s new office/residence in Atlanta, Ga. Photos courtesy Dasso XTR November 2013
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COMPETITIVE Intelligence By Carla Waldemar
aine reason or success i ersi y
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American dream In 1937, Wolf Eldredge, a gentleman of southern Maine, took it in his head to peddle the lumber he planned to salvage from a massive 19th Century summer resort. Today, Wolf’s grandson, Scott, runs Eldredge Lumber Hardware, consisting of three locations, a couple of design showrooms, and a whole lot more. Wolf, the enterprising founder, expanded his ork Beach sawmill to include fabrication of custom millwork. After a fire in 1957, he moved the operation to Cape Neddick, where it quickly morphed into a lumberyard and ALK ABOUT THE
hardware operation. Scott, on board since a kid, took the helm in the ’80s and transplanted the operation to ork, headquarters today the company’s mothership, which boasts a full-service lumberyard with plenty of bells and whistles. or folks in southern Maine, it’s become a destination. As has the hardware store in Kittery, 10 miles way, launched in 2000, and the newest lumber-cum-everything outpost 45 miles north in urban Portland, which debuted in 2011. ork is very much a retail store, with a large homeowner clientele,” says general manager Dan Remick, an
MAINE DEALER has built its brand primarily with unparalleled customer service, word of mouth, and stocking a varied range of products.
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Eldredge vet of 22 years and counting. We also have a large contractor base,” he’s quick to add pros who are served in their own sales area by a dedicated staff. Oh, and there’s the commercial business, too, garnered by an outside salesperson, snagging accounts that range from an auto repair shop to a mall site to a dentist’s office and more. Marketing is pretty low-tech, the way folks operate in Maine. We’ve been here a long time, we’re well known,” says Dan, so it’s mostly word of mouth.” And what are those mouths endorsing A really good, experienced staff and a product selection that’s second to none.” And the competition They can’t do what we do personal service. We take care of customers the old-fashioned way. Because we’re family-owned, we don’t have to check with corporate.’ No fancy rules to follow. It’s all hands-on. Scott Eldredge trolls the floors seven days a week,” reports his G.M. We collaborate really well.” Both agree that the customer is boss. Contractors can count on free delivery with no minimum (forklift services when necessary, too). We don’t argue with them, we ust take care of them. Customer service is Number One.” It’s delivered by a staff cherry-picked for their ability to understand retail and who en oy being around people. When Dan signed on 22 years ago, the personnel count numbered 15 today, it’s nudging 120. Dan and Scott subscribe to the ust get the customer in the door” school of marketing. Once lured, they’ll look around and like what they see. And what they see is a complete one-stop shopping opp Come in for a screwdriver, walk out with trendy Mrs. Meyer’s cleaning products. Stop by for some coffee filters and leave with a plan for remodeling the kitchen. That’s the reasoning behind what’s this animal feed. What’s pet food doing next to the 2x4s Drawing clientele, that’s what. Lots of people have animals around here,” Dan explains. It’s a good market and a great customer base. They need feed we’ve got stuff. So we sell them as much other stuff as we can. People thought we were crazy to sell 3 chicks ou can’t make any money on those ’ Well, you can if you also sell them the coops and the feed. The store is busy, and that’s what matters.” That’s also why there’s an Eldredge Bros. ly Shop at a smaller Cape Neddick location. It opened 20 years ago in a small, little yard where the manager was asking, How can I get customers in my store ’ His fishing buddy had the answer. It opened up the yard to a whole lot more people,” Dan testifies. So does the Atlantic Design Center, a 5,000-sq.-ft. showroom launched on the ork site eight years ago that serves as a mega-arena for kitchen, bath and flooring, displayed in complete, full-room vignettes. It’s big,” Dan attests. There’s nothing like it around. ormerly, we didn’t have a good place to display kitchens for our customers they deserved better. Now it’s become a destination.” The design center is served by close to a dozen design consultants who add value to their services by hosting a huge variety” of free seminars, ranging from landscaping to contemporary gilding to replacing windows. But they’re not always design-focused,” Dan adds. We hosted the Antiques Road Show and drew 150 people.” Eldredge also offers accredited AIA classes, led by vendors, for local architects. It also offers free cookouts for passersby in summer months. Building-Products.com
Atlantic has proven so successful that, when Marvin Corporation approached the company to launch a similar gallery in Portland, it was a no-brainer. There’s nothing like it around,” swears Dan, over 50 displays. ou leave with no questions unanswered.” Well, why Portland, anyway and why, during the doldrums of 2011, enter a ma or city market We don’t have a growth plan,” Dan allows. We ust seized the opportunity. There was an old, vacated wholesale lumberyard, so when Marvin approached us, we decided within minutes.” And came through the recession relatively unbloodied. Sure, things slowed up, but we managed because of diversity of product selection we didn’t rely on new building alone. We kept the shelves full, the store staffed, and smiles on our faces. Now,” he’s happy to report, conditions are definitely improving. South Maine is very fortunate lots of homes, and second homes, along the coast. Commercial, too. We cater to the builders who specialize in that.” So, thanks to a wonderful staff and great group of customers,” looks like Dan is stuck here for another 22 years, selling everything from baby chicks to coffee filters to custom homes. Carla Waldemar cwaldemar comcast.net
November 2013
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OLSEN On Sales By James Olsen
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US were raised on work hard. But pushing a button that doesn’t produce is frustrating. It can kill a salesperson or an organization. Below are three areas to work on that will produce sales results. OST O
Account Management
No matter our skill level as a salesperson, we are not going to squeeze an A sales life out of a B- account box. Working hard, calling the same accounts more often, will not bring better results. Some sellers hang on to C- accounts because they aren’t that much work.” The problem with this strategy is that we wake up one day with a whole account box of Crelationships. C- accounts cloud our vision and time much more than we realize. They keep us from developing more B and A relationships. Our accounts must be viewed as a whole. We don’t ust look at our top three accounts and say, I’m a master seller. A, B and C love me and do a lot of business with me, so I must be great.” This analysis is a false friend that creates false confidence and results. Take our revenue for the last 12 months. Divide that number by our total number of business relationships (all customers and suppliers). Divide by 12. That will give us the total value of each of our relationships the value they bring to us and the value we bring to them on a monthly basis. Master sellers do not waste time on C- relationships.
Rapport Building
Popeye the cartoon sailor says, I y’am what I y’am and that’s all that I y’am ” I call this the Popeye Syndrome. We are not a cartoon. We do not have the luxury of ust being ourselves.” We must work on our personal charisma.” We must work hard at being charming. About 95% of the time in B-to-B sales, the customer knows as much or more than we do, so Slow down on the product knowledge and get to know the customer. Be charming. Smile master sellers do and most sellers don’t I am shocked at the number of salespeople who do not whistle while they work.” No one wants to ump off a cliff with you, so cheer up. Listen. Ask interested and interesting follow-up questions. Laugh at people’s okes. oke. Ask about their hometown. Ask about their kids. Give a darn in general.
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Read How to Win Friends And Influence People by Dale Carnegie. Charm is learnable, Popeye
Bold Is Gold
Master sellers are bold. Timid sellers do not sell. The common misconception is that bold is loud or pushy. This is not the case. Bold expects an answer. Our first moment of truth with our potential account is the first time they side-step one of our questions. I call it a non-answer answer.” Seller How much of that do you use per month Potential customer We use a fair amount. Most sellers let this go. This is a mistake. This communicates to the customer that it is okay not to answer our questions, and it is not okay. If we let customers off the hook on the simple questions, we train them to side-step us, and they will, right up to the moment they give the order to someone else. When a customer obfuscates on even the simplest questions, we must work hard, circle back, and ask our question again. We can do it in a nice way, but we must do it. Bold is assumptive. Master sellers work hard at speaking and carrying themselves as if they expect others to buy from them. Do they lose business es. But their demeanor does not change in the face of re ection. They also go into the next call assuming they will sell. This is the virtuous cycle” of the bold seller that stops slumps and builds momentum. Bold is forthright. ust ask for the order already I have worked with sellers who have doubled their sales in less than a year without changing anything, except asking for the order Our time, our energy, and our focus are finite. We cannot waste them on deadends. Working hard at account management, rapport building, and being a bit bolder will help us achieve our sales goals. James Olsen Reality Sales Training (503) 544-3572 ames realitysalestraining.com Building-Products.com
FAMILY Business By Wayne Rivers
S ider an and the amily usiness
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W HAT Spider-Man is going into the superhero business with his long-lost sister Marvel Comics has announced a new graphic novel set to debut in 2014 in which a mysterious woman claiming to be Spidey’s long-lost sister shows up, helps get him out of a tight spot, and drives them off at breakneck speed, thereby saving the day. It’s called Spider-Man amily Business.” amily and family business themes are fairly common in the comics. Think Batman and the ever-prospering Wayne Enterprises, -Men and the artificial family created by Professor and his band of mutants, or the intense sibling rivalry between Thor and his adoptive brother Loki. It’s uncertain whether Spider-Man’s sister will become a permanent fixture or if this is ust a one-off graphic novel, but the appeal of the connection and drama inherent in family and family business is universal and apparent. If Spider-Man was real, based on our knowledge of family businesses it would be easy to imagine some of the thoughts going through his mind as his sister reveals her identity and they embark on adventures together. AIT
to Spidey Does she have capabilities similar to his own, and what might that mean for him Will she stand for the same values he always has, or does she have a different code Will her appearance make him less needed, important, and diminish his standing in the community Will she somehow replace him Or will she become a tremendous asset
Trust: Does he trust that she is who she says she is If she is his sister, why did she wait to reveal herself What’s her angle Or is she the real thing to be loved and cherished She helped save the day in their initial meeting, but does he have a genuine basis for developing bonds of trust with a woman about whom he knows very little Threat: Is she somehow a threat
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Ownership: What will her appearance mean for the Spider-Man brand ” Will she dilute his ownership” somehow He has put many years and a great deal of personal risk into his career will she have to pay the same kind of dues Will she automatically be catapulted to hero status by piggybacking on his accomplishments, and, if so, where’s the fairness in that Legacy of Departed Parents: What would their deceased parents have wanted Who did they think more capable, ultimately, of managing the family superhero business How would they have advised and guided their offspring, and what potential difficulties would they have seen coming and helped to ward off Whether superhero or average mortal, a family business is a complicated place to be. Unmanaged fears and negatives like doubt, frustration, mistrust, worry about position, concerns about prestige, and anxiety over power and control can often overwhelm the love, connection, shared memories, and shared successes of a family business. Perhaps Marvel will take this opportunity to paint family business in a favorable light, and Spider-Man and his newly discovered sister will highlight a positive path for the rest of us in the family business world. – 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.
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Newhall Lumber, Newhall, Ca., was liquidated during an Oct. 20 auction, following the death of owner William Bill” Kellerman. Kellerman died Sept. 3 after a battle with cancer, three weeks shy of his 70th birthday. Since he was not married and had no children, proceeds from the auction will be divided among his siblings. Kellerman started the business with his father, William Kellerman Sr., in the 1970s. It survived the big boxes,” said Kellerman’s brother, Patrick Kellerman. We have to change with the times. If someone decides to tear it down, I’m fine with that.”
e co Relocating toc ton
By the end of the year, Weyerhaeuser Distribution will relocate its Stockton, Ca., operations to a new site seven miles away. The move will consolidate two existing facilities, boosting efficiencies and expanding capacity. The new facility also is convenient to ma or north-south transportation lanes and accommodates up to five box railcars three more than previously allowed. At present, our Northern California operations are split between inside and outside inventory, about a mile apart within the Port of Stockton. Merging into one site will significantly streamline internal operations,” said region manager George Perrault. The new location will provide 150,000 sq. ft. of operational space and 14 acres of storage. It is currently undergoing renovation, including repaving, a new roof, a new rail spur, and a new fire system.
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DEALER Briefs BMC is adding a second, 43,500 sq. ft. branch in Colorado Springs, Co., for a retail showroom of doors, windows and millwork. Weaver Lumber, Redding, Ca., held a grand opening celebration Oct. 11 to mark the company’s 50th anniversay and the unveiling of its remodeled 11,000-sq. ft. True Value Hardware store. Weaver moved into the former Moss Lumber facility last year and recently signed on with True Value. Sender’s Market & Hardware opened a new location in Valley Springs, Ca., on the former site of Valley Springs Home Center.
Shuttered Riffenburgh Lumber, Big Bear Lake, Ca., lost two storage buildings in a Sept. 29 fire. The business closed last year and the property is for sale.
Center for ReSource Conservation is closing its ReSource reclaimed building materials yard in Fort Collins,
Co., later this month after seven years.
Ace Hardware opened a new store in Rio Rancho, N.M., Nov. 1 (Sharon Alire, mgr.). McCoy’s Building Supply, San Marcos, Tx., is now selling Pella windows and doors at its 85 locations.
Building-Products.com
olds on to Ba ers ield ells Rest o lants to tella ones Pacific Wood Preserving Cos., Bakersfield, Ca., has agreed to sell its wood preserving plants in Arizona, Nevada and Oregon to Quebec-based Stella- ones for 57 million. The deal, which was expected to close by the end of November, includes the Arizona Pacific Wood Preserving, Nevada Wood Preserving, and Pacific Wood Preserving of Oregon treating plants, a concentration yard in Texas, and the Pacific Wood Preserving name. The sale does not include the plant in Bakersfield, Ca., which will be renamed West Coast Wood Preserving LLC. Executive v.p.-sales Ken Laughlin will stay on, still based in Arizona. As part of the deal, the Bakersfield facility will not treat utility poles or railway ties, and any poles or ties it sells must be purchased from Stella- ones. Stella- ones c.e.o. Brian McManus said the purchase will help expand its utility pole and rail tie capacity and enhance its offerings, but did not indicate if the newly acquired facilities would continue using any waterborne
preservatives. While I am confident the sale of the company was the right decision for the shareholders of PWP, I, of course, have mixed feelings since I’ve en oyed getting to know and work with our employees and customers, and I will miss them all,” said PWP president c.e.o. Elaina ackson. I do think that Stella- ones, being a large public company, will have the resources to invest back into the business, and in the long haul this will be very good for our customers and employees. I wish Stella- ones and their employees and customers great success.” She added, In some ways, I have the best of both worlds, as I am able to keep my Bakersfield facility, and this will continue to allow me to be involved in industry trade organizations and events, which I still en oy. My only regret is that my late husband is not here with me to en oy what the future will bring.” Her husband, PWP founder Dick ackson, died in 2012.
PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896
SUPPLIER Briefs TMI Forest Products, Morton, Wa., restarted its Crane Creek fencing mill near Amanda Park, Wa., with one shift. John O’Brien was rehired as plant manager. Southport Lumber is installing USNR’s MillTrak 3D log gap control
to the log infeed at its North Bend, Or., operation. The system is designed to maximize the efficiency of loading logs into a conveyor during primary breakdown processing.
Fruit Growers Supply Co. is considering building a $30-million, small-log mill in Yreka, Ca., on the former site of Hi-Ridge Lumber . Lumber produced will be used primarily for pallets. Sierra Pacific Industries’
Lincoln, Ca., mill sustained about $75,000 in damage to a kiln in an Oct. 27 fire.
Boise Cascade, Boise, Id., completed its acquisition of Wood Resources’ Southeast operations, including Moncure Plywood , Moncure, N.C., and Chester Wood Products, Chester, S.C. Delta Cedar, Delta, B.C., recently installed a headrigger at its “A” mill.
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EUGENE, OREGON 1-866-960-9703 www.JHBaxter.com
CUSTOMER SERVICE MGR. MARTY MARTIN 1-541-689-3801 x2 MMartin@JHBaxter.com
JHBaxter & Co. is WBE Certified AFFILIATIONS: AWPA • CAHM&PC • IOHH • PCCHM&PM • PWLA • WCLBMA • WCLIB • WWPI
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Jones Wholesale Lumber Co., Lynwood, Ca., is now distributing Roseburg engineered wood prod-
ucts.
J.M. Thomas Forest Products’ Boise, Id., and Ogden, Ut., DCs are now distributing Fiberon products.
Huttig Building Products’
DCs in Auburn, Wa., and Medford and Tigard, Or., are now distributing National Nail Corp.’s CAMO hidden deck fastening system and CAMO exterior screws.
Weiland Sliding Doors & Windows, Oceanside, Ca., agreed to be acquired by Andersen Corp. Whiteman Lumber , Cataldo, Id., was recently named Idaho Small Business of the Month by U.S. Senator Jim Risch. Building-Products.com
MOVERS & Shakers Patrick McCauley has been named c.e.o. of Bridgewell Resources, Tigard, Or. Mark Davis, ex-Weyerhaeuser Trusoist, has oined ones Wholesale Lumber, Lynwood, Ca., specializing in sales of Roseburg engineered wood products. Gayle Lovell, Big Creek Lumber, Watsonville, Ca., has retired after 37 years in the industry. Bob Banchero, ex-Stimson Lumber, has been named general mgr. at Columbia Vista Corp., Vancouver, Wa. Scott Stormoen has been promoted to v.p.-marketing administrative services. Rick Flores is new to Roseburg orest Products, Dillard, Or., as softwood plywood sales mgr. Edward Harty has been appointed operations mgr. at Capital Lumber, Portland, Or. Eric Lairson and Nickolas Wilkinson are new to the operations staff. Lisa Kratochvil is business mgr. Dean Hanna, Rand Henrichs, Erik Jacobs, and John Polinsky are new account managers.
Doug Fenn, ex-Beacon Roofing Supply, has been appointed regional operations mgr. for Bloedorn Lumber Co., Torrington, Wy. Denise Bough, ex-Ganahl Lumber, is now Southern California engineered wood products territory mgr. for Boise Cascade. Paul Stumbaugh has re oined the contractor sales team at Angeles Millwork, Port Angeles, Wa. Wayne Billmark is new to contractor sales at Hartnagel Building Supply, Port Angeles, Wa. Carl Christoferson, ex-Disdero Lumber, is a new territory mgr. at Woodtone Building Products, Bend, Or. Dan Zeamer has been named general mgr. and chief financial officer for Banks Lumber Co., Banks, Or. Gabriel Gonzalez, ex-Southern Shingles, is new to outside sales at Allied Building Products, Los Angeles, Ca. Mike Erickson, ex-ProBuild, has been appointed controller at Orepac Building Products, Wilsonville, Or.
Gary M. Freedman, ex-Walnut Creek Hardware, has been hired through the end of the year as director of liquidation for soon-torelocate Oakley Hardware, Oakley, Ca. (see p. 38). Joshua Heitman has oined ProBuild, Henderson, Co., as operations supervisor. Kim Caldwell, ex-BlueLinx, is new to inside sales at PrimeSource Building Products, Tualatin, Or. Cathy Debes is now San Diego, Ca., area account mgr. for Atrium and Superior Windows. Bob Leffler has retired after 39 years with Taiga orest Products, Burnaby, B.C. Dave Clutterham is new to sales. Tammy Fuentes was promoted to lumber sales mgr. at the DC in Langley, B.C. Miles Sagen, ex-Quanex Building Products, is now director of corporate sales at Cascade Windows, Spokane, Wa. Andrew Hampe, ex-Amarr Garage Doors, has been named director of sales-West U.S. for Nyloboard, Covington, Ga.
NATIONWIDE STOCKING DISTRIBUTORS SUPERIOR TO PAINT OR COATINGS STRONGEST FRTW WARRANTY COMPETITIVE PRICING TSO AND KDAT
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Shari Bell has been named marketing mgr. for USP Structural Connectors, Burnsville, Mn. Alex Mason is now sales and marketing mgr. at Newpro, Vancouver, B.C. Dave Beeken has been named president of the Silver Line division of Andersen Corp., Bayport, Mn. Thomas A. Burke, c.e.o. and president, Modine Manufacturing Co., has been elected to the board of USG Corp., Chicago, Il. Rick J. Mills has been elected to the board of Masonite International, Tampa, l. Tim Valters has been named president of Weston Premium Woods, Brampton, Ont. Carmen Backs, ex-Vancouver Specialty Cedar, is new to sales administration at Western orest Products, Vancouver, B.C. Jim Hannan, c.e.o. and president of Georgia-Pacific, Atlanta, Ga., has been elected to the Sustainable orestry Initiative board, along with Bob Matters, Steelworkers Wood Council, and Jonathan Haufler, The Wildlife Society. Mike Ter Molen has been promoted to divisional mgr.-building products home decor at Do it Best Corp., ort Wayne, In. Justin Towne has oined the outside sales team at Mungus- ungus orest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.
CERTAINTEED launched a new mobile app to support its CertaSpray spray foam insulation. Designed for use on iOS and Android devices, it provides easy access to troubleshooting and safety information, andl product details. Building-Products.com
November 2013
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ire laims ard s istoric Buildings
Investigators are searching for the cause of a fire that destroyed two buildings and severely damaged a third at Padula Lumber Co., San ose, Ca. The Oct. 8 blaze decimated the main lumberyard office, as well as an 1860s era bunk house on the property. An ad acent 1850s former Union Pacific railway depot also caught fire, but was saved by fire crews. Both vintage structures are on the Santa Clara County Historic Buildings Registry. Two vehicles at the yard were also destroyed.
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McNair True Value Hardware, Port Orford, Or., has been sold to Ryan Ringer, owner of Gold Beach Lumber ard, Gold Beach, Or. This will be a win-win for Port Orford, providing a variety of new product lines for local residents to choose from,” said Bill McNair, whose family has owned hardware stores here since 1914. Gold Beach Lumber currently has outlets in Gold Beach and Brookings, and will now have all three corners of Curry County.” The new owner will expand the business into a full-service lumberyard and a hardware store affiliated with Do It Best.
Rose urg Moderni ing
illard lant
Roseburg orest Products will upgrade its Dillard, Or., sawmill to allow it to utilize a broader range of fiber in its manufacturing process. Small-diameter logs commonly referred to in the business as whips and tops” will be the
target raw material for this pro ect. We see this as an opportunity to strengthen our commitment to adding value to the raw material source in our area,” said Grady Mulbery, v.p.-operations. In addition to the small-log processor, the pro ect will also include an upgrade to the log merchandising systems.
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Ainsworth Engineered, Vancouver, B.C., has reintroduced longer length OSB panels OSB L 9-ft. and OSB L 10-ft. panels. The longer length panels are available in multiple thicknesses, and even custom length, ust like the company’s 8foot OSB product line. With the recovering housing market and the trend toward higher ceilings in building designs, the demand for longer OSB boards is very clear, and we are thrilled to offer our customers a more complete OSB product line,” said v.p.-sales Bart Bender. With longer boards, we see a unique opportunity to offer our customers cost-avoidance on labor, since there is less cutting and installation labor required when sheathing with longer OSB boards.” The launch of OSB L follows Ainsworth’s re-opening of its OSB mill in High Level, Alb., after an extensive equipment upgrade and hiring of 135 new employees.
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Woodbrowser Inc., New London, N.H., has launched what it describes as the first flat-fee based lumber-trading firm to offer the advantages of a buying group to the general lumber market without the upfront costs. Similar to the current buying process, Woodbrowser
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handles the transaction from determining lumber availability, purchase, credit, payment to the mill, and logistics. et the service removes commission-based influence and adds price transparency to every purchase. Instead of being provided only a delivered cost, Woodbrowser shows the price of the lumber, freight and flat service fee which starts as low as 10 per 1,000 bd. ft. Using its True Price inder trading tool via the phone or web, mills compete for the order and offer pricing directly to the buyer. Woodbrowser’s staff communicates with its mills daily to provide real time information, as well. Woodbrowser also offers a listing and marketing section where mills can offer products for sale directly to the buyer. Buyers can sign up for Woodbrowser Email , which markets inventories that mills are looking to move. We studied past companies that ventured into lumber sales with a web component, and learned from their results,” said Matthew Haggerty, chief operating officer. We do not view ourselves as a web company, more as a transparent lumber trader with online capabilities for those buyers and sellers that are ready to move in that direction.” Woodbrowser currently offers products from 29 mills across the country. Because the company is based in the Northeast and led by president Chuck Gaede, formerly a sales and operations executive for eastern white pine manufacturer Durgin Crowell, New London, eastern white pine has so far been the most heavily traded species. Sellers also offer SP , southern yellow pine, and Douglas fir. Products are boards, dimension and plywood. The initial 39 buying accounts include East Coast retail lumberyards, manufactured building, developers, manufacturers and exporters, spanning from lorida to Maine, although the ma ority of the business has so far been in Pennsylvania and north. Wholesalers can use Woodbrowser, but, according to Haggerty, its process really works for direct transactions, with the mill shipping direct to the end user. Our position is that if the buyers and mills wish to have more transparent transactions with the buyer and seller being the main beneficiaries of the transaction, not the trader our process will work.” Building-Products.com
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Connect. Learn. Innovate. At the North American Wholesale Lumber Association (NAWLA), weâ&#x20AC;&#x2122;ve been serving the lumber industry since 1893, supporting growth, building networks and spurring innovation. Recently, times have been tough for those of us working with lumber and building products. But it is a new day. As an industry, we are reinventing the way we do things and especially the way we serve our customers. We are networking and helping each other. We are learning to innovate from experts in every part of the business. At NAWLA, weâ&#x20AC;&#x2122;ve been creating better forums for teaching each other and offering these services to the entire industry. These include: NAWLA Leadership Summit â&#x20AC;&#x201C; Education, workshops, and networking opportunities abound at this world class thought leadership event. NAWLA Regional Meetings â&#x20AC;&#x201C; Local area meetings create the ideal venue to network with supply chain partners and customers. NEF (NAWLA Education Foundation) â&#x20AC;&#x201C; Collaborating with universi
experiences, and internships. Wood Basics Course â&#x20AC;&#x201C; Taught by industry experts, this 4-day immersion class covers the entire spectrum of the forest products industry, perfect for new employees. ready to serve you. I invite you to visit us at www.nawla.org. Weâ&#x20AC;&#x2122;re on this journey together. Gary Vitale President/CEO, NAWLA
tra Railcars rea a oc at Alas a um er ard
Two delivery vans owned by Spenard Builders Supply in airbanks, Ak., were crushed when nine railcars broke free from an Alaska Railroad train on Sept. 16. The cars separated from the locomotive in the middle of a trackswitching operation. According to a release, The loaded cars hit a small trailer loaded with Sheetrock, rolled over a stack of plywood, and shoved into two box delivery trucks.” No one was hurt in the incident
and the cars stopped short of the Spenard’s building. According to Alaska Railroad, human error caused the rail cars to disconnect from the train and damage is estimated at less than 100,000.
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Sierra Pacific Industries, Anderson, Ca., will rebuild its large-log sawmill in Quincy, Ca., beginning in early 2014. A small-log mill on the same site will continue to operate, as will a planer and cogeneration plant. The improvements we are making in the mill will enhance its ability to
compete in today’s marketplace and help assure its future,” said SPI spokesman Mark Pawlicki. According to SPI, the large-log mill will close when the existing log supply runs out, sometime in ebruary. It will take about eight to 10 months to update the facility with modern milling machinery and a better layout.
ood Resources Re i es ma a mill
Wood Resources LLC, Shelton, Wa., has restarted the former Colville Indian Plywood Veneer mill in Omak, Wa., operating it as Omak Wood Products LLC. Shuttered since 2009, the facility employs 87, but the number could grow to 200.
Issued or Red ood
The American Wood Council and California Redwood Association have released an environmental product declaration (EPD) for redwood decking. The California Redwood Association is glad to oin the list of other North American wood products for which EPDs are available,” said CRA president Charles ourdain. This EPD is different, since it is based on a cradle-to-grave (C2G) life cycle assessment report. The findings represent the value of carbon sequestered by the product throughout its useful life and eventual end-of-life scenarios.” EPDs are standardized tools that provide information about the environmental footprint of the products they cover. The North American wood products industry has taken its EPDs one step further by obtaining third-party verification from UL Environment, a business unit of Underwriters Laboratories and an independent certifier of products and their sustainable attributes. Based on international standards (ISO 14025 and ISO 21930), EPDs have worldwide applicability and include information about product environmental impacts such as use of resources, global warming potential, emissions to air, soil and water, and waste generation.
e uts e est oast
I oist on
LP Building Products has launched its new LP SolidStart LPI 530 I- oist in West Coast markets.
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Equipped with an LP SolidStart LVL flange, the new I- oist provides the load bearing capacity, consistency and performance builders have come to expect from LP Engineered Wood Products. By adding the LPI 530, we’ve provided an LVL-flanged I- oist solution for the West Coast residential market,” said Kim Rogers, EWP product manager for LP Building Products. Because of its light weight and long lengths, the LPI 530 installs quickly, helping save time and money as well as allowing for more open floor plans. The new LVL flange also has Douglas fir nailing equivalency for attaching the floor sheathing.” LP SolidStart I- oists are less likely than solid sawn lumber to split, shrink, twist, warp or bow, helping reduce floor squeaks. The I- oists allow for HVAC and plumbing to be run through the web as needed. The LPI 530 has a 1-5 16”x2-1 16” (53mm) wide flange and is available in depths from 9-1 2” up to 16”. Manufactured at the LP Building Products engineered wood products mill in Red Bluff, Ca., the new oist is backed by a lifetime limited warranty.
aagen Gets ol ile ontract
Vaagen Brothers Lumber, Colville, Wa., was recently awarded a 10-year stewardship contract to manage about 54,000 acres in the Colville National orest. Vice president Russ Vaagen believes the pilot program will build a working collaborative model and get more out of the area’s resources, with better supplies to area mills and improved forest management. He said that the program’s goal is to help make up for a lack of U.S. orest Service personnel and funding. The industry has requested an annual harvest of 80 million bd. ft. from the Colville National orest, but the orest Service can handle about 40 million bd. ft. Vaagen expects there will be a series of pro ects over the course of 10 years, likely with negotiated points set along the way for the timber. He estimated the cost would be about 1 million before the company has the opportunity to bid on the timber coming off the land. We’re not even guaranteed it won’t be appealed and litigated, but because of our collaborative work, we feel confident we can address those concerns going forward,” he said. Building-Products.com
November 2013
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KAHLE On Sales By Dave Kahle
Can you ma e inside sales eo le more roacti e
I
AM REQUENTL asked, How can we get inside sales to do some
proactive sales activities each day ” Companies may expect their inside
salespeople to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business, only to discover it is hard for them to do this regularly. I wish I had 5 for every time I came across this question. I would have retired years ago. Let me answer it in two ways. irst, how do you get inside sales to be proactive Answer ou don’t. It is far easier to refloat the Titanic than it is to get a group of essentially reactive customer-service-type personalities to change their mode of operation and make proactive phone calls. That’s because of the personality of the typical inside customer service person. Generally, the people who fill these positions are very reactively oriented. By that I mean that if a customer comes to them with a problem, they will knock down walls to fix the problem and help the customer. They are great helpers and problem-fixers. That personality characteristic is one of their strengths, and one of the reasons they are good in that ob. However, if you ask them to make 10 phone calls to people who are not expecting the call proactive calls, in other words they will lose sleep the night before, worrying about it. And tomorrow, when they are supposed to do this proactive calling, they will
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discover that the amount of other work they have to do has swelled up and crowded out the time that they had dedicated to proactive phone calls. They rarely get to it because other stuff” gets in the way. So, the first answer is Don’t bother trying.” Now, it may be that the circumstances of your situation will not allow you to hire a new person and create a new position. If that is the case, then you need to consider my second answer. Second How do you get inside sales to be proactive If you must, you follow these guidelines
1. Make the task extremely specific. It is not, Proactively call 10 people and see if they need anything.” Instead, the task should be, rom 3 00 to 4 00 every Tuesday afternoon, call the 10 people on the list I give you and make this 50-word presentation that I have written out for you, word for word.” The more specific is the task, the more likely it is to happen.
www.superiorwoodtreating.com
2. Train them in the task. Don’t expect that they automatically know how to do what you want them to do. One of the reasons that they are uncomfortable making proactive outbound calls is that they have little experience and virtually no confidence. ou have to in ect some confidence into them. Confidence only comes from one of two places experience or practice. So, provide them some practice. 3. Measure and publish their progress. Keep track of how many calls each person makes, and how successful each call is. Share those numbers with everyone in the group. 4. Reward all success. When someone has a successful call, praise that person in front of everyone. Lavishly reward them for doing what you asked them to do. As you can see, this is a lot of work and requires high-touch involvement on management’s part. It may be that the cost, in time and effort, is more than the potential reward. Back to my answer number one. – Dave Kahle is a sales trainer, presenter, and a free weekly ezine and author of 10 books, including his latest How to Sell Anything to Anyone Anytime. Reach him at dave@davekahle.com. Building-Products.com
November 2013
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STRONG TURNOUT showed for the Los Angeles Hardwood Lumberman’s Club’s Oct. 10 meeting in Orange, Ca. (Front row, seated, l-r) Jim Gaither, Dan Bohannon, Bill Fitzgerald, Charlie Fiala. (2nd row) Kevin Tranter, Phillip Sarris, Mark Michie, Alan Arbiso, Randy Porter, John Banks, Kevin Trussell, Dennis Johnston. (3rd row) Garrison Cox, Tom Escherich, Charley James, Marty Fox, Charley Bohnhoff, Richard Phillips. (4th row) Matt Barrass, Steve Ondich, Dale Bohannon, Randy Wilson.
ard are tore Ace ntil Mo e
uts
rom
Oakley Ace Hardware, Oakley, Ca., has temporarily dropped the Ace” from its name, as it prepares to relocate to a new home at Oakley Plaza in the spring. Starting Oct. 15, the existing store began a liquidation sale and during the months-long clearance will not be affiliated with its long-time co-op.
ri e to Re ur is Idle Mill
A sawmill in Whiteriver, Az., closed since 2010, will be re-opened through a partnership of U.S. Bank, CEI Capital Management, and the White Mountain Apache Nation. A 10 million loan will be used in part to repair and replace equipment, and rebuild the log deck at the ort Apache Timber Co. facility. Tribal chairman Ronnie Lupe predicts that the tribally owned mill will create 185 obs. This is exciting news for the White Mountain Apache Tribe,” Lupe said. The reopening of ATCO is a critical piece of economic development in our community and throughout the region.”
R G Blan ets
orners o
A
Roofing Supply Group, Dallas, Tx., has opened a new location in Hawthorne, Ca., headed by branch manager rank Paour. The branch oins Santa Ana and
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Industry, Ca., as RSG’s third in the Los Angeles market and seventeenth in the West region. By setting up shop in West L.A., we have created a triangle around Los Angeles that allows us to service most areas with an RSG branch within 30 to 40 miles,” said West region senior v.p. Richard Oliva.
With Cascadia decking, the unsurpassed natural beauty of Western Red Cedar is matched with Terminal Forest Products’ renowned manufacturing quality. This creates a product that is beautiful, functional, and eco-friendly. Cascadia decking is made from a 100% renewable and sustainable North American resource unlike PVC and composite decking, which is largely made from non-renewable petroleum products. Third-party life cycle analysis clearly shows WRC decking as the best environmental choice for decking: WRC significantly outperforms sustitute products in every environmental measure.
Association oo s A ead to or G psum Board
The Gypsum Association has completed a product category rules (PCR) document for North American gypsum boards. The PRC provides requirements and guidelines for developing ISO 14025 conformance Type III environmental product declarations (EPDs) for North American-produced gypsum board products and sets forth the underlying requirements of a compatible life cycle assessment. Next, the association will develop a generic EPD for gypsum board.
ro
n
Distributed by
losing Raintree Mill
Probyn Group, New Westminster, B.C., will permanently close Raintree Lumber Specialities Ltd., Surrey, B.C., at the end of ebruary 2014. Raintree is a custom remanufacturing facility specializing in western red cedar. Probyn made the decision to close after a thorough review” concluded that it was no longer economically viable to continue Raintree’s operations.
P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288
• (541) 535-3465 • www.normandist.com
Superior Service, Products & Support
G lant Adding olar
USG Corp., Chicago, Il., is installing a solar facility at its gypsum wallboard manufacturing plant in Plaster City, Ca. The one megawatt photovoltaic system will provide USG with predictable cost for the portion of electricity supplied by the PV system for the next 20 years. Installation of solar cells on eight acres of site should be completed by December.
Bluelin
ears
aming
Bluelinx, Atlanta, Ga., expects to bring a new c.e.o. on board by anuary, according to chairman Howard Cohen. ormer c.e.o. George udd left the company in May. The distributor’s search team has interviewed five candidates for the post and will announce the new chief executive by the end of the year. Building-Products.com
November 2013
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MARGIN Builders By Kelly Kennedy, MP Global Products
EVERYTHING LOOKS BETTER WITH
REAL CEDAR.
ow to u sell loor underlayment T OU know about the products you sell and what differentiates one within a catego-
HE MORE
ry from another, the more likely you will add value to a sale and to your bottom line. Everyone will benefit
INCLUDING YOUR BOTTOM LINE. There’s more to Real Cedar branded products than their rich, natural good looks: They’re also an assurance of quality, best practices, service and support. And retailers see real benefits from this high-profile brand. Benefits like assured supply lines, dealer support, and dedicated marketing driving customers to our dealer network. Join the Western Red Cedar Lumber Association today, and see how we can help build your bottom line.
www.realcedar.com 1 866 778 9096
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HIGH-PERFORMANCE underlayments, such as VersaWalk from MP Global, will help ensure a quality installation and happy customers. November 2013
Building-Products.com
Customers are more likely to get what they really need and you are more likely to sell a premium product. Talking up the attributes of a product can be especially rewarding when selling a product such as quality floor underlayment, which has performance features not evident at first glance. The specifications and characteristics of an underlayment can affect ability to minimize sound transmission between floors, walking comfort, the perceived warmth or coldness of the floor underfoot, the ability of the underlayment to handle moisture emanating from the subfloor, and the smoothness of the finished surface. Imperfections in any of these qualities can lead homeowners to call back the contractor or installer, or can lead renters in multi-family housing to complain to the landlord. If you are selling wood, laminate, tile, or luxury vinyl tile flooring, it pays to become familiar with the standards that apply to underlayment for different types of flooring and what the product labeling on underlayment packaging stands for. or example, to meet building codes, acoustical underlayment, which is designed to minimize noise transmission, has to be tested in a flooring assembly to make sure the assembly conforms to impact insulation and sound transmission levels. Acoustical underlayment can dampen ambient sound, quiet impact sound, and inhibit noise from traveling into the room below, important features that owners, management and tenants would all appreciate. or example, if you are selling engineered wood and laminate floors to owners and contractors of new and renovated condos and rental units, you should recommend acoustical floor underlayment that meets or exceeds local building department acoustical standards. The best way to make sure an underlayment for engineered wood and laminate floors meets applicable standards is to look for documentation that the product has been laboratory tested as part of an assembly, because that is what the code looks for. Manufacturers that test their products typically label them to indicate the standards to which they conform. There are two tests that are recognized by the International Building Code for sound that travels from one living area down to another beneath. Both are performed in a controlled Building-Products.com
laboratory environment. One is the test for Impact Insulation Class (IIC) and the other is the test for the Sound Transmission Class (STC). IIC evaluates the ability to block impact sound by measuring the resistance to transmission of impact noise or structure-borne noise. STC tests the ability of a specific construction assembly (e.g., floor, window or door) to reduce airborne sounds, such as stereo systems, voices, and TV. The higher the number, the better the resistance. In addition to minimizing sound transmission, acoustical underlayment with an appropriate compression resistance can help smooth out minor imperfections in the subfloor while properly supporting the floor, enabling the top finish surface to lay flat. It can also add thermal insulation that contributes to keeping the floors cool in the summer and warm in the winter. Other features that may matter to buyers include cushioning and moisture control. Cushioning offered by quality underlayment can lessen the strain of each footfall on knee and hip oints, resulting in more comfortable walking. And some underlayments are engineered to wick away sub-floor or incidental perimeter moisture, helping protect engineered wood and laminate flooring from subfloor moisture that could otherwise adversely affect the finished floor. or customers who are buying environmentally friendly flooring, there are fiber acoustical underlayments that are third-party certified for sustainable attributes and may be made from primarily, or even entirely, clean recycled textile fibers. Regardless of which type of floor the underlayment is slated for, the customer should understand that installing high-performing underlayment beneath the finished surface will add performance value that will last the length of the installation. – Kelly Kennedy is national sales manager for MP Global Products, Norfolk, Ne., a manufacturer of acoustic fiber floor underlayment products for hard surface flooring. He can be reached at kkennedy@mpglobalproducts.com or (414) 331-8248.
WE’RE GROWING OUR NUMBERS TO HELP GROW YOURS. The Western Red Cedar Lumber Association welcomes its new members producing and distributing Real Cedar. NEW MEMBERS Bakerview Forest Products Cedarsource Central Cedar Leslie Forest Products Lignum Forest Products Rielly Lumber Vancouver Specialty Cedar Products
MEMBERS Gilbert Smith Forest Products Haida Forest Products Idaho Forest Group Interfor Mid Valley Lumber Specialties Ltd. North Enderby Timber Power Wood Corp. Quadra Wood Products Sawarne Lumber Shakertown Skana Forest Products West Bay Forest Products & Manufacturing Western Forest Products
DISTRIBUTION MEMBERS OrePac Building Products Reid & Wright Inc.
AFFILIATE MANUFACTURERS BW Creative Wood Industries Cedarshed Industries Outdoor Living Today Synergy Pacific Engineered Timber Woodway & Arboria / LWO
www.realcedar.com 1 866 778 9096 November 2013
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41
NEW Products
Ca le Rail Fittings
eeney’s Quick-Connect fittings are designed to simplify assembly of CableRail custom cables. The fittings are constructed of 316-grade stainless steel, with a tumbled satin finish for durability. eatures include a patented automatic-locking aw design, fixed aw ends, aw turnbuckle, threaded terminals, and tension-ad ustment fittings.
Under Ceramic Water roo ing
Kemperol 022 from Kemper is a solvent-free, reinforced, liquid-membrane waterproofing system for protection under ceramic tile. The two-component resin system bonds fully with the substrate, reliably sealing into corners, around pipes, and other penetrations including irregular shapes. It can be used in both new construction and renovations, in bathrooms, kitchens, pool decks, and other tiled areas.
EENE INC.COM (800) 888-2418
KEMPERS STEM.NET (800) 541-5455
rywall Screws
Screw Products now offers drywall screws in six sizes, from 6x1-1 8” to 8x3”, with both fine and coarse heads. The fasteners can also be used with wallboard, plasterboard, and gypsum board. Quantities range from 1lb. ars to 50-lb. boxes.
SCREW-PRODUCTS.COM (877) 844-8880
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Cedar oo Com osite
Duralife MVP Decking from Integrity Composites is now available in Spanish cedar, in a variegated, non-repeating grain pattern. Manufactured from polypropylene and hardwood composite, the decking is lighter in weight but maintains a 16” on-center rating for oist span. Other colors include Greenwich gray and Saratoga brown.
DURALI EDECKING.COM (207) 571-0775
Solar Roo Vents
Master- low Green Machine solar roof vents from GA are easy to install. The solar-powered model has a 20-watt integral solar panel and an ad ustable thermostat humidistat, to reduce attic-cooling costs. The dual-powered model switches automatically between solar and house power for cooling at night and during cloudy weather.
GA .COM
(800) 766-3411
Building-Products.com
November 2013
The Merchant Magazine
43
merican Shingles
CertainTeed’s Patriot asphalt roofing shingles come in six colors shadow black, weathered wood, driftwood, colonial blue, graystone, and prairie wood. Each shingle measures 13-1 4”x39-3 8” with 55 8” exposure, for both residential and commercial steep-slope applications.
CERTAINTEED.COM (800) 233-8990
ew Porch
oards
Nyloboard is introducing a wood-alternative deck board named NyloPorch. Made from recycled carpet fiber, the tongue-andgroove boards have a natural-looking woodgrain. The product is also resistant to moisture, mold and insects.
N LOBOARD.COM (877) 695-6909
Stains or
oors
illwor
PureColor developed EvenGrain stain for door and millwork manufacturers. The collection consists of three products for solid and veneered wood doors, hardwood composite doors, and millwork and door trim packages. Each ships and stores dry, contains zero VOCs, and can be applied with either manual or automated equipment.
PURECOLORINC.COM (855) 729-7873
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Rustic PVC Fencing
Enduris’ Endwood cellular PVC fencing has a hand-stained look, rough-sawn texture, and variegated woodgrain pattern. It has an outer HardCover capstock shell, a stabililizing rail system, and contains 100% inorganic material that won’t support mold. Styles include California, privacy straightedge or dog-ear, and shadowbox straightedge or dog-ear.
ENDURIS.COM (888) 329-7428
Wood Shearwalls
Strong-Wall SB pre-fabricated wood shearwall from Simpson Strong-Tie offers enhanced design flexibility and greater lateral-force resistance. The wall is designed for residential, multifamily, and lightframe commercial construction, including garage portals and other large openings. Dimensions of 12”x7’ to 24”x20’ are offered.
STRONGTIE.COM (800) 999-5099
Warmer Underlay
MP Global Products designed QuietWarmth electric radiant heat underlayment for new floating wood, laminate and ceramic and porcelain tile flooring. Made from at least 77% recycled textile fibers, it puts generated warmth where it works most efficiently. Controlled by individual programmable room thermostats, it is clean and quiet.
QUIETWALK.COM (888) 379-9695
Building-Products.com
November 2013
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NAWLA TRADERS MARKET Photos by The Merchant
NAWLA TRADERS MARKET stormed Las Vegasâ&#x20AC;&#x2122; Mirage Resort & Casino Oct. 23-25. [1] Wade Mosby, Cami Waner. [2] Julie & Dillon Forbes. [3] Joe Buttice, Rob Atchley, Jim Vandegrift, J. Bo Maiuri. [4] Bryan Lundstrom, Al Fortune. [5] Karen Stephens, James Robbins, Claudia & Hank Mullins. [6] Bill Artigliere, Curtis Walker. [7] Shawn Church, Rick Palmiter, Mike Gruenke, Regina Minish, Michael Pratt, James Lambert. [8] John Branstetter, John Walcott. [9] Mac MacDonald,
Theo Vallas. [10] Bob Bratton, Suzanne Hearn, Lillian & Rick Ekstein. [11] Chuck Gaede, Tonia Tibbetts, Alex Darrah, Jeff Haley. [12] Chris Wischmann, Alan Oakes, Marv Askey. [13] Steve Killgore, Susan Fitzsimmons, Mike Mordell. [14] Brett Anderson, Doug Chiasson. [15] Tom Taylor, Jessica Navascues. [16] Ron Hanson, Tod Kintz, Jim Maloney. [17] Steven Hudson, Jim Tittle, Matt Pedrone. (More photos on next seven pages)
NAWLA TRADERS MARKET Photos by The Merchant
NAWLA IN VEGAS (continued from previous page): [1] Leslie Southwick, Chuck Casey, Kris Lewis. [2] Barry Schneider, Jim Hand, Linda Schneider, Dusty Hammack. [3] Kevin Paldino, Erol Deren. [4] Pat Thorp, Kathy Klassen, Tony & Darlene Wiens. [5] Chris Boyd, Jason
Mann, Todd Kion, Rod McKay. [6] Max & Janné Jones. [7] John Murphy Jr., Paul Odomirok, Jim Enright, Tim Lewis. [8] Kevin Henley, Amy Vitek, Bob Handegard. (More photos on next six pages)
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BoraSol WP® for Wood Boring Insects & Interior Wood Rot … Permanently SEE the Advantages Safe Effective Economical ®
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NAWLA TRADERS MARKET Photos by The Merchant
MORE TRADERS MARKET (continued from previous two pages): [1] Steve Anderson, Kip Anderson, Stuart Ralston, Lewis Santmyer. [2] Chris Hedlund, John Pace, Rick Kapres. [3] Pat Mawhinney, Gwen Webster, Alan Mawhinney. [4] Joshua Tyler, Kathy Saito. [5] Mark Pickering, John Pasqualetto, Rob Marusic. [6] Mark Challinor, Kevin Demars, Bob Gibson. [7] Scott Jarrett, Larry Boyts. [8] Ken Caylor. [9] Dave Durst, Martin Oakes. [10] Chris Hedlund, John Pace, Rick Kapres.
[11] Dan Blenk, Ken Tennefoss. [12] Keith Mullins, Shane Elder. [13] John Georgelis, Greg Haupt, Matt Weaber. [14] Chris Retherford, Todd Fox, Tony Maben. [15] Jeff Easterling, Chuck Gaede. [16] Tom Franklin, Danny Osborne, Dianne Franklin. [17] Hunter McShan, Dina Fuller, Bob Bell. [18] Kathi Orlowski, Mark Erickson. (More photos on next five pages)
NAWLA TRADERS MARKET Photos by The Merchant
TRADERS MARKET (continued from previous three pages): [1] Marshall Lauch, James Oâ&#x20AC;&#x2122;Grady, Scott Gascho, Pete Henningfeld, Mark Mitchell. [2] Betsy Bendix. [3] Mark Tittler, Konrad Tittler. [4] Eric Schooler, Grant Phillips, Cami Waner, Josh Dean, Phil Hawkins, Kevin Dodds, Max Jones, Joe LaBerge. [5] Michael Pompeo. [6] Tim Gabriel, Bob Loew. [7] Sheri
Roberts, Kevin Smith, Gary Pittman, Pat Lynch, Ed Langley, John Assman, Marty Thomson. (More photos on next four pages)
NAWLA TRADERS MARKET Photos by The Merchant
TRADERS MARKET IN VEGAS (continued from previous four pages): [1] Blake Hutchison, Buck Hutchison. [2] Richard Mergel, Chris Mergel, Rick Palmiter. [3] Beth Banks, Kris Lamke, Kristie McCurdy. [4] James Robbins, Alden Robbins, Tonia Tibbetts, Kaycee Hallstrom, Karl Hallstrom. [5]
Patrick Taleghani. [6] Adam Russin, David Jaffee. [7] John Smith, Steve Firko. [8] Terry Baker, Ron Cluster, Rick Kitch. [9] John Cooper, Joe Albert. [10] Ken Smith. [11] Tim Hummel, Brendan Hexberg, Doug Willis. [12] Mark Thomas, May Forsyth, Andy Williams. [13] Jouni Hakkarainen, Olli Mannisto, Chris
MacFarlane. [14] Jeff Haley, Liz Ritz, Alex Darrah. [15] Jason Niemi, Anthony Muck. [16] Robin Dudrey, Kim Pohl, Billie Hesselgrave, Lisa Martin. [17] Christoper Webb, Mark Corso. [18] Russell Coulter, Jack Bowen. (More photos on next three pages)
NAWLA TRADERS MARKET Photos by The Merchant
MORE TRADERS MARKET (continued from previous five pages): [1] K.K. Sangara, Carlos Furtado. [2] Kris Owen, Taryn Olivieri, Tom Kyzer, J.R. Virnich. [3] Brian Oberg, Michelle Burbank. [4] Larry Crossley, Gary Maulin, Scott Nowatzki. [5] Larry Schmedding, Steve Sprenger, Chuck Dotson. [6] John Murphy Jr., Jerry Long. [7] Patrick Power, Jenny Burroughs, David Jeffers, Craig Combs, Patrick Hanulak. [8] Corey Scott,
Mike Phillips, Ken Kalesnikoff. [9] Mick Vaagen, Paul Waldon, Chris Schofer. [10] Bobby & Lori Byrd, Wayne Miller. [11] Clint Darnell. [12] Albert Renaud, Doug Coulson, Tony Saad, Todd Lindsey, Chad Miller. [13] Cristen Chambers, Thomas Mende, Ray Barbee. [14] Larry Stonum, Ray Barbee, Dan Kepon, Peter Stuart, Jim Haas. [15] Ken Munyon, Sam Howard, Brian Johnson. (More photos on next two pages)
NAWLA TRADERS MARKET Photos by The Merchant
NAWLA IN LAS VEGAS (continued from previous five pages): [1] Bruce Jones, Greg Carter, Jim Walsh, David Smith. [2] Tony Fleischman, Josh Fleischman. [3] Sam Satosono, Archie Rafter. [4] Rick Ekstein, Michelle Ekstein, Sandy Mills. [5] Jeff Cook, Dave Cochenour. [6] Mary & Mike McInnes.
[7] Josh Storm, Chuck Smith. [8] Brad Flitton, Matthew Burke, Patrick Miller, Ben Meachen. [9] Greg Bates, Blair Magnuson, Chris Wischmann. [10] Jim Brady, Mike Boone. [11] John Burgesser, Jeff Miller. [12] Leo Colantuono, Shana Gonda, Ali Jojo. [13] Mike Gerstenberger, Bob Hafner. [14] Dennis
Wight, Tyson Palmer. [15] Natalie Macias, Alan Oakes. [16] Bryan Lundstrom, Al Fortune. [17] Brad Shaigec, Roxanne Poggemoeller. [18] Doug Oâ&#x20AC;&#x2122;Rourke, Craig Little. [19] Rob Tam, Robert Sandve. [20] Todd Nodine, Mark Richardson. (More photos on next page)
NAWLA TRADERS MARKET Photos by The Merchant
TRADERS MARKET (continued from previous seven pages): [1] Gary Vitale, Alan Oakes. [2] Bill Sullivan, Jeff Wolgemuth. [3] Jacques Vaillancourt, Lula Chance. [4] Brad Schneider, Karin Warren. [5] Mark Grube, Joe Honochick. [6] Mike Lermer, Bill Griffith. [7] Rick & Susan Benton. [8] David Whitlow, Kevin Simard. [9] Ryan Kline, Gunnar Brinck. [10] Rick Rokoczy, Geoff Berwick, Duane Schantz. [11] Gerry Gluscic, Carl Lamb. [12] Rick Renshaw, Bob Owens, Clark Spitzer. [13] Mike Moran, J.D. Dombek, Tawn Simons, Dan Semsak. [14] Matt Kelly, Bill Nocerino, Barbara Hart, Bob Mai, Mike Flynn. [15] Frank Stewart, Russ Taylor.
[16] Michael Harris, Paul McRae, Jennifer Raworth, Jim Chambers, Donna Whitaker.
WEST COAST DEALERS Photos by The Merchant
WEST COAST Lumber & Building Material Association held its annual convention Oct. 17-18 in San Diego, Ca. [1] Melinda Ganahl, Sean Fogarty, State Assembly member Diane Harkey, Mark Ganahl. [2] Tim Dickison, Marty Oâ&#x20AC;&#x2122;Hara. [3] Tom Couch, Chris Wischmann, Greg Bates. [4] Paul Vanderford, Katie Beamer. [5] Denise Bough, Peter Fleming. [6] John Neel, Natalie Allen, Steve Prado. [7] Marv Askey, Tom Angel. [8]
Michael Caputo, Thom Wright. [9] Danny Sosa, Rick & Valerie Deen, John Allen. [10] Brian Hurdle. [11] Earl Downing, new NLBMDA chair Chris Yenrick. [12] Jerry Dunn, Chuck & Jen Wert, Crystal & Chris Swanson. [13] Russell Ek, Will Becker. [14] Mike Russell, Rick Roberts, Richard McArthur. [15] Alex Uniack, Thomas Stremlau. [16] Jim & Teri Turrentine. (More photos on next page)
WEST COAST DEALERS Photos by The Merchant
HISTORIC U.S. Grant Hotel was the site of WCLBMAâ&#x20AC;&#x2122;s recent convention (continued from previous page): [1] Barbara & Peter Ganahl, Matthew Blair. [2] Jean Henning, Charmaine Jennings. [3] Silvia & Troy Allen. [4] Augie Venezio, Jim Taft. [5] Eric Ziedrich, James Cedarholm. [6] Luis Vila, Vince Lauricella. [7] Tom Rider, Newell Lavoy, Julie & Kelly Lyon. [8] Charlie & Debbie Cain. [9] Andrea Monti, Cory Cunningham. [10] John Pasqualetto, Mike Carey.
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DECK EXPO Photos by The Merchant
DECK EXPO took over Lakeside Center at McCormick Place, Chicago, Il., Oct. 16-18. [1] John Junod, Mike Madden, Glenn Tebo. [2] Tess Lindsey, Brett Kelly. [3] Jon Hanson, Kurt Hogard, Jeff Morlock. [4] Micah Garrison, Tom Horvat. [5] Jim Miller, Jaclyn Stevenson. [6] Andrew Hampe, Craig Jacks, Darren Kennedy.
[7] Phil Lail, Jay Lattanzio, Brian Orchard. [8] Travis Jungers, Kelli Bergen, Cathy Schaefer, Scott Tober. [9] Craig Hyatt, Kevin Brennan, Roger Greenhagel. [10] Jay Brooks, Chris Smith. [11] Shellie Sellards, Edie Kello Wilson. [12] Michael Rodenhaus, Jon Fletcher, Dan Ivancic, Vanessa Carrano. [13] Adam
Gangemi, Amy Oâ&#x20AC;&#x2122;Hara, David Hughes. [14] Alan Oakes, Erin Canosa. [15] Matt Klone, Neil Rasmusson. [16] Chris Johnson, Jacek Romanski. [17] Peter Corr, Kaylynn Poplawski. (More photos on next two pages)
DECK EXPO Photos by The Merchant
DECK SHOW (continued): [1] Loren Graber, Larry Boyts, Scott Jarrett, Rick Fields, Larry Burkholder, Tom Gerard, Rich Peterson, Steve Cripe. [2] Marc Maniaci. [3] Brian Lotz, Pike Severance. [4] Shawn Enoch, Chris Cusack. [5] Wayne Hilton, Ashlyn Kirk, Troy Case. [6] Neil Robinson, Stephen McNally, Mark Shaner. [7] Josh Miley, Erin Canosa, John Paulin, Kirk Hammond. [8] Charles Lien, Tom Faber, Brent Hilton, Thomas Lee, Craig Miles, Jackson Chen. [9] Kristen Kleinsonge, Stephanie Leigh Rose. [10] Charlie Jourdain, Jessica Hewitt, Erica Savage, Phil Herman. [11] Lisa Martin, Chuck Casey, Jamie Kreiser. [12] Stuart Dimery, Valerie Misa. (More photos on next page)
DECK EXPO Photos by The Merchant
MORE DECK EXPO in Chicago (continued from previous two pages): [1] Brett McCutcheon, Keith Pabich, Dean Andreakish, Michael Thacker, Chad Giese, Dustin Schroeder. [2] Darrell Hungerford, Sheryl Grimm. [3] Roger Kasper, Chuck Klopp, Bill Schaffer, Chris Born, Lynn Flanagan. [4] Scott Sester, Scot Peters. [5] John McLister, Kevin Lawrence. [6] Richard Lam, Joel Cone. [7] Natalie Smith, Steve & Robin Wilson. [8] Greg Rubin, Mike
Nuclo. [9] John Green, Morgan Raganyi, Jef Butterfield. [10] Amanda Campos, Matt West, Jessica Olmsted. [11] Tammie Conn, Kathy Boyts. [12] Daniel Franklin, Jack Delaney, Dan Toboz, John Cook. [13] Ryan Schaefer, Darwin Waite, Jeff Bloch. [14] Sean Gallagher, Shari Bell. [15] Bob Richards, Rob Mitchell. [16] Larry Stonum, Andrew Romano, Tom Czlapinski. [17] Jim Poulin, Mike Descoteaux.
ASSOCIATION Update West Coast Lumber & Building Material Association elected Mark Ganahl, Ganahl Lumber, as its new president during its recent convention in San Diego, Ca. (see photos on pages 54-55). Other new officers are 1st v.p. Sean Fogerty, Osborne Lumber; 2nd v.p. Victor Fresca, ProBuild; treasurer Bobby Senften, Friedman’s Home Improvement, and past president Augie Venezia, Fairfax Lumber & Hardware. Jay McArthur, Ojai Lumber, is president of Second Growth. Dealer directors are Matt Petersen, Mead Clark Lumber; Jeff Pardini, Hills Flat Lumber; Rick Deen, Nichols Lumber, and Mark Boone, Champion Lumber. Associate directors are Tom Knippen, Diabo Timber; Dale Verseput, Select Equipment Sales; Vic Hausmaninger, HBLA CPA’s; Seamus O-Reilly, LP Building Products, and Chris Swanson, Swanson Group Sales. Mountain States Lumber & Building Material Dealers Association has adopted a one-day format and new location for its annual products expo, March 14, 2014, at the Crowne Plaza, Denver, Co. Western Building Material Association has scheduled its annual convention for Feb. 12-14 at Tulalip Resort, Marysville, Wa.
Boland Maloney Lumber, Louisville, Ky.; treasurer Linda Nussbaum, Kleet Lumber, Huntington, N.Y., and manufacturers & services council chair Roger Dankel, Simpson Strong-Tie, McKinney, Tx. Composite Panel Association selected a new board of directors for 2014 at its recent fall meeting in Baltimore, Md. Current vice chair Kelly Shotbolt, Flakeboard, will move up to chairman on Jan. 1. Grady Mulbery, Roseburg Forest Products, becomes vice chair.
Steve Stoler succeeds Mulbery as secretary and treasurer. Bryan Wilson, Georgia-Pacific Wood Products, will remain on the board for another year as immediate past chairman. North American Insulation Manufacturers Association celebrated its 80th anniversary last month. “Moving forward, NAIMA will continue to provide the leadership, information and expertise to drive continual innovation in the building insulation arena and work as a champion of energy efficiency and sustainability promoting the use of fiberglass, rock and slag wool insulation,” said NAIMA president Kate Offringa.
Superior Performance Through Superior Chemistry
For your Mold and Iron Stain Problems For a consultation, call 1-877-283-3021
Western Pallet Association has scheduled its annual meeting for Jan. 17-21 at Rancho Las Palmas Resort, Rancho Mirage, Ca. California Forestry Association will host its annual meeting Jan. 2930 at the Marriott, Napa, Ca.
ROUGH TIMBERS UTILITY POLES PRESSURE TREATED LUMBER
National Lumber & Building Material Dealers Association installed Chris Yenrick, Smith Phillips Building Supply, WinstonSalem, N.C., as its new chairman during its recent Industry Summit, succeeding Chuck Bankston, Bankston Lumber, Barnesville, Ga. Also welcomed were new chairelect J.D. Saunders, Economy Lumber, Campbell, Ca.; 1st vice chair Scott Yates, Denver Lumber, Denver, Co.; 2nd vice chair Davis Boland,
RETARDANT TREATED FIRE LUMBER AND PLYWOOD
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IN Memoriam
Aberdeen, Wa., and Bayview Lumber, Olympia, Wa.
Allison I. “Al” Caldwell, 78, retired Santa Rosa, Ca., lumberman, died Sept. 28 after a seven-year battle with Alzheimer’s disease. He began his industry career in the 1950s at ABC Lumber in Massachusetts, then worked for Masonite, Preston Lumber, and LouisianaPacific, before opening his own brokerage for sawdust and shavings, AC Wood Products. Gary Ray Foster, 62, long-time Reno, Nv., lumberman, died Oct. 14. He served in the Air Force Reserves before beginning his 30plus-year lumber career, starting at Sequoia Supply, Fairfield, Ca. After relocating to Reno, he worked for Logan Lumber, BMC West, and Kents Supply. Christopher John “Chris” Carless, 86, former buyer for San
Lorenzo Lumber, Santa Cruz, Ca., died Oct. 19. A native of England, he served in the Royal Air Force just after World War II, then moved to California. He worked for Freeway Lumber, Pacific Lumber, and for 22 years at San Lorenzo. Rex Clifford Freckleton, 87, retired Idaho lumberman, died Oct. 11 in Boise, Id. He served in the U.S. Army during World War II. He assisted his father and brothers in managing Bannock Lumber, Pocatello, and Falls Lumber, American Falls. Donald George Furu, 88, retired Pacific Northwest lumber salesman, died Sept. 20 in Hoquiam, Wa. A veteran of the Army Air Corps, he worked for Stouffer Lumber,
CLASSIFIED Marketplace Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “cameraready” (advertiser sets the type), $65 if we set type.
HELP WANTED ALLWEATHER WOOD is seeking a sales associate in Washougal, Wa., to provide customer service and sales support to its distribution center. Position serves as key point of contact and resource for the sales team, acting as a liaison between customers, sales team, and other departments to ensure complete customer satisfaction. Duties include communicating pricing and order status; preparing and presenting quarterly and year-end data with program customers; investigating and resolving customer issues; maintaining current, accurate customer files and data; receiving, preparing and processing orders; reviewing and resolving customer quality and shipment issues; coordinating with the distribution center to expedite orders, and assisting with pre- and post-sales tasks. Requirements include valid driver license, bachelor’s degree from four-year college or minimum of three years experience in lumber sales/distribution, strong knowledge of Microsoft Office Suite (including Word, Excel, Outlook and Power Point), and local travel up to 25% of the time. Submit a letter of interest and current resume with salary history to jadams@hrcllc.com or email to request an employment application.
Gerald Lopopolo, 82, retired Fresno, Ca., salesman, died Oct. 1. He was a salesman for General Box Co., American Forest Products, and Georgia Pacific. Bobby Lee Gordon, 37, lumber sales associate at Home Depot, Colorado Springs, Co., died Oct. 3 in Colorado Springs. Clarence Cecil Cain, 86, retired 40-year employee at Wheelwright Lumber Co., Ogden, Ut., died Oct. 4. Douglas Wellington Brown, 86, Anchorage building supply veteran, died Oct. 16 in Anchorage, Ak. A Navy veteran, he worked for Concrete Products of Alaska, Allstate Builders, Bear Run Building Materials, United Lumber, Noble Craft Kitchens, and Eagle Hardware.
Send ad to Fax 949-852-0231 or dkoenig@building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Deadline: 18th of previous month. To reply to ads with private box numbers, send correspondence to box number shown, c/o The Merchant. Names of advertisers using a box number cannot be released.
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DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Specialty Tools & Fasteners Distributors Association – Nov. 1113, annual convention & show, Mandalay Bay Resort & Casino, Las Vegas, Nv.; (800) 352-2981; www.stafda.org. North American Building Material Distribution Association – Nov. 12-14, annual convention in conjunction with North American Association of Floor Covering Distributors, Sheraton, Chicago, Il.; (800) 888) 747-7862; www.nbmda.org. Black Bart Hoo-Hoo Club – Nov. 13, new member meeting, La Hacienda, Cloverdale, Ca.; (707) 621-0485; www.blackbathoohoo181.org. Distribution America/PRO Group – Nov. 13-15, executive planning conference, Marco Island Marriott Resort, Marco Island, Fl.; www.daonline.com. Mountain States Lumber & Building Material Dealers Assn. – Nov. 13-15, estimating workshop, Ramada Plaza Denver Central, Denver, Co.; (800) 365-0919; www.mslbmda.org. Los Angeles Hardwood Lumberman’s Club – Nov. 14, meeting, Rib Trader, Orange, Ca.; (626) 445-8556; www.lahlc.net. U.S. Green Building Council – Nov. 20-22, Greenbuild conference & expo, Philadelphia, Pa.; (800) 795-1747; www.usgbc.com. Tacoma-Olympia Hoo-Hoo Club – Dec. 3, holiday party, Oakbrook Golf Course, Lakewood, Wa.; (253) 531-1834. Mountain States Lumber & Building Material Dealers Assn. – Dec. 5, WOOD Council holiday party, Mile High Stadium at Invesco Field, Denver, Co.; (800) 365-0919; www.mslbmda.org. West Coast Lumber & Building Material Association – Dec. 5, 2nd Growth holiday meeting, Brea, Ca.; (800) 266-4344; www.lumberassociation.org. Portland Wholesale Lumber Association – Dec. 6, holiday lunch, Embassy Suites Airport, Portland, Or.; (503) 203-6463; www.portlandwholesalelumberassociation.org. Southern California Hoo-Hoo Club – Dec. 11, meeting, Anaheim Hills Golf Course, Anaheim, Ca.; (760) 324-0842; www.hoohoo117.org. Oregon Wood Innovation Center – Dec. 16-17, annual wood products manufacturing quality control workshop, Oregon State University, Corvallis, Or.; oregonstate.edu/conferences. Portland Build, Remodel & Landscape Show – Jan. 3-5, Oregon Convention Center, Portland, Or.; (800) 374-6463; www.homeshowcenter.com. Seattle Remodeling Expo – Jan. 3-5, Washington State Convention Center, Seattle, Wa.; (800) 374-6463; www.homeshowcenter.com. Colorado Springs Home Building & Remodeling Show – Jan. 1012, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 374-6463; www.homeshowcenter.com. San Diego Home Show – Jan. 10-12, Convention Center, San Diego, Ca.; (888) 433-3976; www.acshomeshow.com. National Retail Federation – Jan. 12-15, convention & expo, New York, N.Y.; (800) 673-4692; www.nrf.com. Humboldt Hoo-Hoo Club – Jan. 16, crab feed, Elks Lodge, Eureka, Ca.; (707) 601-9128. Western Pallet Association – Jan. 17-21, annual meeting, Rancho Las Palmas Resort, Rancho Mirage, Ca.; (360) 335-0208; www.westernpallet.org. Do it Best Corp. – Jan. 20-22, winter conference, Walt Disney World Swan Resort, Orlando, Fl.; (260) 748-5300; doitbestcorp. Portland Renovation & Landscaping Show – Jan. 24-26, Portland Veterans Memorial Coliseum, Portland, Or., (800) 374-6463; www.homeshowcenter.com. 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].
Coupons on the Run
Allweather Wood [www.allweatherwood.com] ....................Cover I AZEK [www.azek.com]...................................................................27 California Redwood Co., The [californiaredwoodco.com]..........25 Capital [www.capital-lumber.com]....................................37, 39, 55 Contechem [www.contechem.com]..............................................59 DeckWise [www.deckwise.com] ...................................................61 Eco Chemical [www.ecochemical.com] .......................................38 Endeck [www.endeck.com] .............................................................5 Fasco America [www.fascoamerica.com]....................................43
An 88-year-old dealer
in Northern California has found a new way to attract customers: coupons sent directly to smartphones and tablets. “Customers come into the store armed with more information than ever before, so mobile couponing is just a natural extension of them getting knowledge— they can now also get savings,” says Linda Roark, owner of Pete’s Ace Hardware, Castro Valley, Ca. A local vendor, FunMobility, Inc., Pleasanton, Ca., developed the mobile coupon campaign. Retailers can send coupons—which automatically adjust to fit the size of the receiving device’s screen—as links in emails, text messages, or through mobile apps or web sites. The fun started in July. Customers who responded to text messages with the word “Petes” were then asked to opt-in to the mobile coupon club and begin receiving texted links to four coupons. Since each coupon has a unique code, Roark could monitor store-related metrics—redemptions and average order values—through her own point-of-sale system. She discovered that 49% of customers who received coupons redeemed them, for an average of $72 of merchandise. All in all, the store gained 190 new customers. Because of the positive results, the program was expanded with more in-store promotions and large-ticket items. “I can now update coupons to tie in with community events, holidays, or even an unexpected heat wave by offering coupons for fans,” says Roark. At the request of Ace’s corporate headquarters, she has helped set up similar mobile coupon programs at 11 other Ace dealers. Another 20 have signed up to start programs in January. According to FunMobility, the mobile coupon program costs several hundred dollars per month, per retail location, with discounts for large numbers of stores. Roark declines to say how much she spent, but does note that it generated revenue equal to 13 times the cost of the campaign.
COMING NEXT MONTH
in the December issue of The Merchant
2014 Pull-Out Industry Calendar
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November 2013
Fontana Wholesale Lumber [fontanawholesalelumber.com].......4 Hoover Treated Wood Products [www.frtw.com]........................28 Huff Lumber Co. .............................................................................45 Idaho Forest Group [www.idahoforestgroup.com] .......................7 Inteplast Group [www.tufboards.com] .........................................21 Interfor [www.interfor.com] ...........................................................34 J.H. Baxter [www.jhbaxter.com]....................................................26 Jones Wholesale Lumber [www.joneswholesale.com] ..............24 Keller Lumber .................................................................................57 Norman Distribution Inc. [www.normandist.com].......................39 NyloBoard [www.nyloboard.com].................................................23 Osmose [www.osmosewood.com] .......................................Cover I Pacific States Treating [www.pacificstatestreating.com]...........42 Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....29 PrimeSource Building Products [www.primesourcebp.com] ....19 Quality Borate Co. [www.qualityborate.com] ..............................47 Railing Dynamics Inc. [www.rdirail.com] .....................................36 Redwood Empire [www.redwoodemp.com] .......................Cover II Roseburg Forest Products [www.roseburg.com] .......................31 Royal Pacific Industries .................................................................44 Simpson Strong-Tie [www.strongtie.com] ........................Cover IV Siskiyou Forest Products [siskiyouforestproducts.com]...........35 Stimson Lumber Co. [www.stimsonlumber.com] .......................13 Superior Wood Treating [www.superiorwoodtreating.com].......37 Swanson Group Sales [www.swansongroupinc.com]......Cover III Taiga Building Products [www.taigabuilding.com] ....................15 Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....30 TruWood-Collins [www.truwoodsiding.com] ....................16A-16B Universal Forest Products [www.ufpedge.com]............................3 Utah Wood Preserving Co. ............................................................59 Viance [www.treatedwood.com] ...............................................8, 15 Wahoo Decks [www.wahoodecks.com] .......................................49 Western Red Cedar Lumber Association [www.wrcla.org]...40-41 Building-Products.com
Building-Products.com
November 2013
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