The Merchant Magazine - August 2012

MERCHANT

TIPS & TRENDS IN MOUDING & TRIM SKYLIGHTS GREENING YOUR OPERATIONS

The

AUGUST 2012

Magazine

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The

MERCHANT

Special Features 8 MARGIN BUILDERS CREATE NEW REVENUE STREAMS IN YOUR MOULDING DEPARTMENT

10 FEATURE STORY SYNTHETIC MILLWORK ON THE RISE

12 MARGIN BUILDERS STRUCTURAL FRAME SOFTWARE HELPS YOU & YOUR BUILDERS

15 MANAGEMENT TIPS GREENING YOUR WAREHOUSE

16 PRODUCT SPOTLIGHT SKYLIGHTS AND WINDOWS

18 COMPETITIVE INTELLIENCE CENTURY-OLD DEALER GOES GREEN

34 PHOTO RECAP: PCBC 36 PHOTO RECAP: INLAND PRODUCERS

Magazine

In Every Issue 6 TOTALLY RANDOM 17 MASTERING LEADERSHIP 20 OLSEN ON SALES 22 GREEN RETAILING 24 MOVERS & SHAKERS 28 NEW PRODUCTS 33 IN MEMORIAM 43 ASSOCIATION UPDATE 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

August 2012

Volume 91 Number 2

Online BREAKING INDUSTRY NEWS, INDUSTRY PHOTO DOWNLOADS, & THE MERCHANT: DIGITAL VERSION BUILDING-PRODUCTS.COM

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Copyright®2012 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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TOTALLY Random

By Alan Oakes

I

Making your mark

who you are or what you do, whether in your private life or business life, impressions matter. It can be near impossible to undo a bad first impression. We all know that, but I wonder how often something goes wrong and by the time we realize it, it’s too late and we can only sit wondering what happened.

Hopefully, most of my first impressions with people are generally positive, but there are times I wonder why did I do that, why did I say that, or how could I get it so wrong? And that’s after 35 years of executive experience!

The reality is that we have but a few seconds to make an impression count. When we speak with someone new, how we look, sound and act are immediately scrutinized, and opinions are formed and decisions are made. A good impression puts you in good standing to achieve your goal. A bad one closes just about any deal—but, unfortunately, against you. And, sadly, most of the time, we don’t even know why.

There have been times when someone made a good impression with me on the phone, but when I invited them for a face-to-face, I knew immediately that they were not right and then had to spend an hour going through the ritual of pretending. The reality is that I have rarely had someone change my mind. And, the fact is that I am no different than most of us.

Many of us solidify our impression of someone in the first 30 seconds. Come up to me with a simple smile and the intent of being there for a purpose, and that starts things off right. Looking like you have been on a bender or wearing your casual clothes when we are all in jackets, or vice versa, does not bode well for the future.

Find out what is appropriate from others (or even the receptionist) ahead of time.

Tripping over your tongue with your first words, arriving late, or not calling someone when you promised adds to the bad impression. Having all of these traits correct except one can still turn good into bad. The problem is that every individual acts differently. For example, one of my main issues is tardiness without a really good reason. I cannot stand being late myself and I expect the same of others. The trouble is no one would know that about me, so again how do you know if you have made a bad impression?

Some might try to be someone they are not, especially in an interview situation, but the best is to be yourself. Even if you fool someone the first time, you will be found out. For myself, I know who I am, what I am good at, what I am not, and if I am not right for something, so be it. I am confident in myself, and if I am not right for someone, I take the view that it is best I find that out first and not after wasting tons of time.

I hope I am good at putting people at ease. As someone who never holds anything back, I am an open book (possibly one of my faults, too). Projecting a positive attitude that is rational without overdoing it goes a long way in giving confidence to those around you.

I find that in the last 10 years, manners have gone by the board. I can say for myself that is something that I watch and observe closely. Being attentive, courteous and polite go a long way in my book. Texting, calling on your cell, looking around the room, looking bored, and being distracted do not make a good impression.

Look me in the eyes and tell me the truth; do not waffle around being afraid to give me bad news. Say “no” to me instead of having me make four calls and send five emails. Let me know where I stand. Maybe there is a chance to put something right, but unless you tell me, I most likely will never know. Listen to what someone has to say, do not tune out, and pay heed to the signs that you have switched them off.

Impressions do count, more than we know. A mistake of a few seconds may well last a lifetime!

T DOES NOT MATTER

Alan Oakes, Publisher ajoakes@aol.com

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The Merchant Magazine August 2012

The

MERCHANT

Magazine

www.building-products.com

A publication of Cutler Publishing

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

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

Director of Editorial & Production David Koenig dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Dwight Curran James Olsen Jay Tompt 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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MARGIN Builders

By Ryan Mulkeen, Kuiken Brothers Co.

Create new revenue streams in your moulding department

many chapters of the American Society of Interior Designers or the Institute of Classical Architecture and Art. Consult your vendors and local custom mills, to understand the differences in quality and authenticity. Ask questions. Focus on the quality, availability and commitment to traditional design. Be sure to ask about consistency of product so you don’t find yourself with profiles that may not be applied seamlessly.

Request free catalogs that offer not only products but also education.

As your reputation as an architectural moulding expert grows, so will your revenues. Become the source for classical mouldings in your area.

E

HIGH-STYLE architectural mouldings can generate high margins for dealers.

XPERTS WILL TELL you that one of the most underutilized elements in design today is architectural moulding. The exclusion of this element can become a lost business opportunity.

Here are five ways that you can offer your customers some different and beautiful choices as well as improve your bottom line.

1. Become an expert in moulding.

Improve your understanding of the classical styles and their complementary profiles. Books, such as Tradi-

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The Merchant Magazine August 2012

tional American Rooms: Celebrating Style, Craftsmanship & Historic Woodwork (by Brent Hull and Christine Franck), Historic Millwork: A Guide to Restoring and Re-creating Doors, Windows & Moldings of the Late Nineteenth through MidTwentieth Centuries (Brent Hull), and Theory of Mouldings: Classical America Series in Art & Architecture (C. Howard Walker) are excellent sources of information.

Investigate local resources. There are lectures, workshops and information-gathering events sponsored by

2. Educate your customers

After you feel confident in your knowledge, educate your clients. Are they aware of the variety of styles and profiles? Do they understand the lingo? They won’t buy what they don’t understand. They may be overwhelmed by all of the styles and profiles, and not want to take the time to explore these design options. They may have the perception that using moulding is prohibitively expensive.

Make it a point to start conversations about moulding as a potential design option. Create a library of case studies and featured products so you can show them what can be done and what to expect. Use catalogs that group styles by time periods so clients can get an idea of the different effects Building-Products.com

they can achieve. Remind them that mouldings can create a feeling of more space and also character in a room or house.

If they choose to use mouldings, you may increase your revenues through product markups or by offering them one of the packages mentioned below.

3. Update and enhance your pro-

ject portfolio Think about the projects you’ve supplied that showcase mouldings.

Group them in a special section in your portfolio so you can display them easily. This section can help you establish or further your position as an expert.

If you haven’t documented these projects, return to the site and photograph all of the profiles and profile combinations. Include a written narrative or bullet points to remind you how you achieve a certain look or feel. You may even want to separate the moulding projects into different style categories.

You have the opportunity to create excitement and enthusiasm for a design element your customers may not have ever considered. Be ready to tout your knowledge of this specialty field. Be ready to talk about price and easy access to the products.

4. Create a basic moulding package

deal Think about the elements you can group together and offer as a basic package. The package may include an installer’s services and a keen design

MILLWORK EXPERTS can up-sell to custom moulding packages.

eye, as well as the benefits you bring to your customers as a result of your relationships with quality moulding producers. Be ready to offer solutions to meet your customers’ varying budgets. Use this package as a way to introduce them to a new world of design elements.

5. Create a custom moulding pack-

age deal Up-sell the basic package to a custom package in which you create unique design combinations especially for the customer. Use free, online computer-aided design (CAD) files to

showcase what can be done with a little creativity. Customers will see what happens with a simple click of the mouse. By using CAD, they become invested in the creative process, and you zero in on exactly what he or she envisions.

And, the more you become an expert in this field, the higher a premium you can charge.

– Ryan Mulkeen is director of marketing for Kuiken Brothers Co., Midland Park, N.J. Contact him at rmulkeen@ kuikenbrothers.com.

Superior Service, Products & Support 100% of the Time

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P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288

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August 2012 The Merchant Magazine

9

FEATURE Story

By Rick Kapres, Versatex Trimboard

Synthetics rising in exterior millwork W

to exterior trim and millwork, how much do homeowners care about “authentic” or “natural” products? According to the residential builders we queried at this year’s International Builders Show, what’s most important is getting the right look and eliminating as much maintenance as possible.

Even in high-end houses and historical renovation projects, maintenance concerns are starting to outweigh insistence on “authentic” materials. Or, as one builder put it, “Nobody likes to do maintenance.”

Another of the builders agreed: “With traditional materials, there’s a traditional solution: maintenance. So when traditional pine rots or fingerjoint glue doesn’t hold, the answers all involve more labor and more materials.”

While everyone expressed respect for historical accuracy and aesthetics, most said they often urge their clients to consider modern, manufactured substitutes. A common rule of thumb: If it fits the look and feel of the house—and will require less maintenance—go with the substitute.

“For exterior trim, five or 10 years ago there was quite a bit of resistance,” said one builder. “But now, when I show customers how their original trim has rotted out, they want to go with something like PVC. Once they learn that it’s an option, people overall are trending toward not wanting to spend time or money on maintenance.”

Coincidentally, regions where tradition runs deep—such as New HEN IT COMES

PVC TRIM products were used to enhance the architectural style of the home, yet require little maintenance.

(Photos by Versatex Trimboard)

CUSTOM PROFILES were created for door and window surrounds, railings, and panels that can withstand a full range of weather conditions.

England and the South—have climates that reinforce the argument for synthetic components and materials, the builders said. Brutal winters in the north and hot, humid summers in the south take their toll on features such as exterior trim.

“High-end clients start out really

Building-Products.com

wanting traditional materials because that’s what they see themselves paying for,” said another builder.

“Unfortunately, we’re in the Northeast, right on the water. There’s a four or five month window when it’s the greatest place in the world to live. But then you come here in

January and it’s brutal.”

Builders also noted that the case for low-maintenance substitutes has gained support in recent years.

Today’s homeowners tend to do much more research than earlier generations, and so many of them bring to the project some awareness of material properties.

“Luckily, most of our clients are being educated by their architects,” said one builder. “Eventually, they see that we can get a historical effect with materials like PVC trim and bring the level of maintenance a lot closer to zero.”

Manmade materials have also become more convincing, as well as more reliable. “I’m not recommending synthetic materials everywhere,” admitted one builder, “but I have to tell my clients that some of the old materials just aren’t working anymore. And some of them never did.”

– Rick Kapres is vice president of sales at Versatex Trimboard, Aliquippa, Pa. A division of Wolfpac Technologies, the company manufactures cellular PVC extrusion products such as trimboards, sheet, bead board, mouldings, and columns. Contact him at (724) 857-1111 or rkapres@versatex.com.

August 2012 The Merchant Magazine

11

MARGIN Builders

By Steven Stewart, Annandale Millwork Allied Systems

Pass it along

Using structural frame software to help buiders be more successful

Z

IG ZIGLAR, MASTER salesperson and motivational speaker, says: “You can get everything in life you want if you will just help enough other people get what they want.”

For service businesses such as building material supply and component fabrication, this certainly rings true. Our financial success comes from helping builders get what they want: homes and buildings constructed better, faster and with less waste. The greatest way we can do this, arguably, is by providing services and expertise they don’t necessarily have in house, rather than just by supplying them with products.

One way Annandale Millwork Allied Systems does this is by offering builders design and fabrication services for structural framing, which dealers all know is one of the most labor and material intensive parts of home construction.

We use a suite of integrated software tools to design and fabricate structural frame components that we pre-cut and label for ready installation at the home site. If you’re interested in expanding your yard’s offerings via such tools, read on. In this article I’ll provide an overview of some of the available software and the benefits that can be achieved. I’ll also provide some tips on getting started.

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The Merchant Magazine August 2012

Building-Products.com

For us, using software technology is a continuation of a spirit of innovation started by our founder, William Frogale, 60 years ago. He was the first LBM professional in the Washington, D.C., metro area to develop and distribute pre-hung door units. By providing an easier way to build homes, and helping improve quality, save time, and reduce costs, he became a valued partner to builder customers. Today, the same types of benefits are possible with structural frames.

Framing Software

Structural frame product manufacturers have developed a host of software tools. As with anything, capabilities vary.

We evaluated a number of packages and selected Weyerhaeuser software as the best for our business. Their NextPhase Site Solutions include multiple programs for design, specification, and fabrication. For example, Forte software provides a fast and simple way to size joists, beams and columns. We use Javelin software for designing and specifying home structural frame members top to bottom. Stellar software then converts the design data into instructions for our computer-controlled saw.

With these tools we’re able to offer builders precision end trimmed (PET) frame members to within 1/16” tolerances, pre-cut holes in joists for mechanical systems, and members with intersection marks. Each JobPack is delivered to the job site with a set of color-coded sheets corresponding to the pre-cut floor framing system. Builders can thus reduce cycle time, improve site safety, and minimize theft because fewer materials are left on site during down times.

us retaining the business of D.R. Horton in Maryland.

Another customer, Advantage Homes, is a smaller builder that wants to be on the forefront of new technologies. For such builders, our software offerings provide them an improved way to build that they in turn can highlight with their homebuyers.

In addition to providing direct benefits to builder customers, today’s structural frame software also can help dealers and fabricators enhance their own operations, including processing materials faster and managing inven-

Business Benefits

As it has become increasingly difficult for builders to earn a profit, dealers that provide them with ways to build better, faster, and with less waste have a clear competitive advantage.

For example, with PET framing, builders save time by not needing to cut numerous individual pieces to size. Plus, the frame members all fit together precisely, which helps reduce framing errors and costly callbacks. Pre-cut framing also reduces waste and associated disposal fees.

Many framers really like PET because it saves them time and money from cutting materials on site, helps reduce their liability since they’re not running saws on the job, and lowers waste and associated disposal fees. Pre-cut framing materials also provide dealers a way to help builders meet new code requirements more easily. For example, as more jurisdictions adopt energy efficiency codes that require HVAC ducts to be located within conditioned spaces, this often means in practice that the mechanicals must run through the floor system.

There seems to be a lot of confusion about the new energy code requirements. The solution we provide is to the builder and their trades (specifically the mechanical company). Once they show us how their system is designed, we can collaborate with them to make sure the holes are in acceptable locations, precut them, and provide the framers and mechanical installers with tools that improve the assembly and installation of the structural and mechanical systems.

Our customers have been really impressed with the NextPhase system. The range of structural frame materials and services we offer—powered by software—was key to Building-Products.com

STRUCTURAL FRAME products manufacturers have developed software tools that help dealers improve service to builders. Pictured are screenshots from Weyerhaeuser’s Forte and Javelin software programs.

(All photos by Weyerhaeuser)

August 2012 The Merchant Magazine

13

tory better—both of which help control costs.

For example, the various software programs we use allow us to produce pre-cut framing packages much faster than is possible by hand. Just-in time ordering is a critical part of our business service to builders, and Javelin design software and Stellar fabrication software really help with this. We pride ourselves on fast turn-around—only two weeks from when a builder walks in with a rough sketch of the floor system until we deliver the JobPack of joists and other materials. This includes design of the floor and production of all the components. As a lean manufacturer, software helps us decrease production costs while improving quality.

Fabrication software also helps us better keep track of inventory and manage drops. We can now account for every cut, and use leftover pieces for blocking, etc., to optimize materials use and help eliminate costly scrap. The software is substantially more accurate even than our point-of-sale inventory tracking system, and helps us be accurate to within 1% to 2% every week.

Getting Started

Structural frame manufacturers can help you launch a range of design and fabrication software and services. In our case, Weyerhaeuser really helped us get off the ground and trained us to be self-supporting after the launch, and

FLOOR JOISTS that are pre-cut and labeled reduce labor and decrease material waste.

they’ve been responsive to get our saw back up and running as quickly as possible, if any issues arise.

• When it comes to picking a software provider, here are some key questions to ask: • What are the specific programs you offer?

• What measurable benefits have other dealers achieved using these tools?

• What training do you offer in software and fabrication operations?

• What do you do to help fabrication crews solve problems themselves without having to rely on you?

• What support do you offer to help get framers on board with using PET framing materials?

• What types of marketing support do you offer?

Additionally, it’s very helpful to visit other dealers using structural frame software to see how their operations work. This can provide great insights on what’s possible and on how to set up your own operations. As Ziglar says, “It’s not what you’ve got, it’s what you use that makes a difference.”

SOFTWARE for design and fabrication enables dealers to pre-cut holes in joists, saving builders' time on the jobsite.

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The Merchant Magazine August 2012

– Steven Stewart is the design manager for Annandale Millwork Allied Systems, Winchester, Va. Incorporated in 1952, the company manufactures components systems and trim packages for builders in Virginia, Maryland, and Washington, D.C. Contact him via www.amcasc.com.

Building-Products.com

MANAGEMENT Tips Bring Energy Efficiency to the Warehouse

How to green your warehouse

I

N TODAY’S BUSINESS climate, having an environmentally friendly warehouse not only lowers energy costs— it also wins respect from customers who care about green building.

Since heating, cooling, and lighting are the largest energy uses for warehouses, first look for savings in these three areas.

Even relatively inexpensive upgrades can make a big difference: new weatherstripping for doors and windows, window caulking, new insulation for roof-wall intersections, and sealing all penetrations through the building shell. Each of these measures prevent outside air from getting into the building and conditioned air (air that costs money to heat or cool) from escaping.

Strategically placed windows and skylights provide natural light yearround, reducing the need for electricity. Skylights and clerestory windows that open provide natural ventilation by allowing hot air to escape during warmer weather.

Lighting controls such dimmers and occupancy sensors save energy, as do fluorescent bulbs that turn on immediately without needing to warm up. Outdoors, install photo-sensors and motion detectors to automatically control lights. Don’t forget routine maintenance: clean and replace bulbs on a fixed schedule.

Verify that wall and roof insulation meets guidelines for your climate zone and operating conditions. If not, add insulation when renovating the

Building-Products.com

interior or the roof—when incremental costs will be lower.

Next, remove unused equipment from the roof, cap off the openings, and add insulation. For long-term energy savings, reduce unneeded paving and plant shade trees so the warehouse will be cooler in summer.

To improve HVAC efficiency, change filters as needed and install a desiccant wheel to remove moisture from incoming air—an activity that consumes 30% to 50% of all air conditioning energy. Use radiant space heaters in smaller spaces—such as loading docks and offices—and turn off heating and cooling completely

when it’s not needed or spaces are not occupied.

When it’s time to buy a new forklift, consider electric vehicles. Diesel and propane-fueled lifts require extra ventilation, which adds to the HVAC load. Just remember to recharge electric-vehicle batteries during off-peak hours, when costs are lower.

Finally, make recycling a daily habit in the warehouse—and throughout your business. Provide convenient bins for recycling of packaging materials and encourage their use. The goal is to save money and reduce waste, while making the warehouse a healthier place to work.

August 2012 The Merchant Magazine

15

PRODUCT Spotlight Skylights

Green movement energizes skylight sales

D

AYLIGHTING —using energy-efficient windows and skylights to increase occupant comfort and reduce reliance on artificial lighting—has become an important component of green building design.

In fact, the use of skylights in remodeling and replacement projects increased 2% last year and is expected to increase 6% this year, according to a recent study by the American Architectural Manufacturers Association and the Window & Door Manufacturers Association. In contrast, demand for windows has decreased, as housing activity remains stagnant.

Potential energy savings are one reason that sales of skylights are expected to increase. The U.S. Department of Energy’s Federal Energy Management Program found that optimal use of daylighting in commercial

SUN TUNNELS bring light to areas that windows can’t reach. (Photo provided by American Architectural Manufacturers Association)

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The Merchant Magazine August 2012

ACTIVE HOUSE USA, Webster Groves, Mo., will include nine skylights and two sun tunnels, to reduce reliance on artificial lighting and increase occupant comfort.

(Photo by Active House USA)

buildings can decrease energy costs up to a third. Although achievable savings in residential construction have not yet been quantified, they should be sizable as well.

“We take advantage of the energy provided by daylight and include it in our energy budget,” says green builder Matt Belcher, who owns Verdatek Solutions, Wildwood, Mo., and chairs the green building sub-committee at the National Alliance of Home Builders. “The percentage of daylight provided by skylights is significantly higher than that provided by vertical windows.”

Belcher is also project manager for Active House USA, which is being constructed in Webster Groves, a suburb of St. Louis, Mo. This 2,600-sq. ft. home incorporates green building standards developed by the Active House Alliance, which was founded two years ago in Denmark.

“These homes take an innovative

approach to energy efficiency, indoor air quality, and interaction with the surrounding environment,” says Mikkel Skott Olsen, chairman of Active House Alliance, who traveled from Denmark to attend the groundbreaking ceremony in Missouri. “They emphasize a holistic approach to sustainability and community-conscious home construction.”

To achieve these aims, Alliance House USA will have nine skylights and two sun tunnels. Also known as solar tubes, these fixtures funnel light from a roof-mounted unit to a ceilingmounted fixture via a tube. Perhaps most importantly, sun tunnels bring natural light to places that other skylights—and windows—can’t reach.

“Besides the energy-saving benefits, the amount of sunlight will increase the comfort of occupants,” says Belcher. “The primary aim is to improve the performance and the comfort of the home.”

Building-Products.com

MASTERING Leadership

By Patrick Sweeney

8 ways leaders can build greater trust

I

way to becoming an endangered species? With an everchanging business climate—and uncertainty being the name of the game—it’s no wonder that less than half of employees have trust and confidence in their senior leaders, according to a recent Watson Wyatt survey of 12,000 workers.

But while distrust may be understandable, it can be detrimental to success. Without trust, employees are less productive, less dedicated, and less willing to take initiative. And, lacking trust can create a ripple effect that spreads throughout the organization.

Here are some ways to build employee confidence and greater trust internally: S TRUST ON ITS

1. We’re in this together. Always speak in terms of “us” and “we.” Talk about shared responsibility as well as shared hardships. Express belief, as long as it’s sincere, in everyone’s ability to pull together and meet the challenges that lie ahead. Give people permission to whine briefly about some of the struggles and the crises, but after you have communicated openly, ask them to move on so you can all focus on maximizing efficiency and improving customer service. The leader-employee relationship is one that matters now, more than ever.

2 . Share the plan. Outline the challenges that exist and share the strategy for the how the organization will address them. Employees are looking to management for a plan and guidance. They want to know things have been thought through and real steps are being taken to remain competitive and move forward.

Leaders must not become overly focused on what they don’t have. They should focus on their teams and what Building-Products.com

strengths their teams bring. Real leadership wisdom comes from knowing the team—and using that information to create a clear plan.

3. Tell the whole truth, and nothing but the truth. Communicate often.

Don’t withhold information or try to sugar-coat the issues. Share what you know for sure. Be honest when you’re uncertain. People may not like what they’re hearing, but when they know they have full disclosure, they needn’t spend energy wondering where things stand, imagining worst-case scenarios, or feeding the rumor mill until an “us vs. them” mentality evolves.

4. Balance hardware with human.

Don’t leave everything to email or other electronic communication.

Conduct more face-to-face talks and be sure the leadership team is visible.

Walk around more; get a handle on the pulse of the organization. The more aware you are of potential trust issues, the quicker you can step in and address them with candor, concern and credibility.

5 . Hold employees accountable.

High-trust organizations reward top performers while also holding poor performers accountable through discipline, and even termination. If stellar employees see unproductive co-workers getting away with poor performance with no real consequences, resentment and distrust in leadership can build quickly.

6. Let people talk about their concerns and ideas—and listen. To get honest feedback, conduct attitude surveys. These can help you determine if, and why, trust is low. Use survey results to sit down with employees and delve deeper into why trust is lacking and what could be done to improve it.

Get specific employee input for improving the work climate and make constructive changes with the suggestions you receive.

7. Remind people of goals—and the part they each play in achieving them. Companies with high levels of trust are very effective at communicating the company’s business goals and the part each employee plays in achieving them. When people understand why certain decisions are made and feel that their roles are vital in helping the company achieve success, they take more ownership and pride in what they’re doing.

8. Leadership needs to show they trust employees. Be sure to talk about the strengths of your organization and how it is the combined effort of the employees that has brought everyone this far. Let them know you believe in their abilities and appreciate their loyalty. And avoid creating an environment where employees feel that “Big Brother is watching.” Nothing breeds distrust like distrust.

– Patrick Sweeney is president of international management consulting firm Caliper. Reach him at (609) 524-1200 or patrick@calipercorp.com.

August 2012 The Merchant Magazine

17

COMPETITIVE Intelligence

By Carla Waldemar

“Picture this!”

“P

ICTURE THIS !”

directs Augie Venezio, president of Fairfax Lumber & Hardware in California’s Marin County.

He says that a lot—but then, he’s clearly a man of vision. For starters, he proceeds to paint the scene of Fairfax, a town of 7,500—“fairly affluent, very anti-change, and antichains: no Starbucks, no Shell gas station.” And, more to the point, no room for new housing. “If you’re in a hurry, you don’t wanna be here,” he advises (unless you’re pedaling downhill; it’s also the mountain bike capitol of the world, he adds.).

Yet Augie himself has been here for over 35 years, experiencing the operation’s evolution into an employee-owned business when, several decades back, its five partners wanted out. One of the very first ESOP yards

in the country, the concept motivated its then-staff of 30 (today 39) to work together to achieve profitability, a benefit to be shared by all.

And that meant moving forward with ideas just taking shape on our industry’s horizons. Maybe—talk went, some years back—it was time to dabble in the newly emerging green movement they’d read about in magazines and heard about at trade shows.

Why not? “Let’s try it!” the staff-owners agreed.

“So we put out feelers with manufacturers, vendors and customers, starting with simple things like windows that open and siting buildings to take advantage of natural light. Then we started in with the garden department,” Augie recalls: things like combating weeds, bugs and fungal problems with non-toxic products that

FAIRFAX LUMBER president Augie Venezio has tried to capitalize on the greening of California.

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The Merchant Magazine August 2012

would allow your kids and pets to play in the grass. “It took off like gangbusters!” he proclaims, “so we decided, ‘Okay, let’s try paint.’”

Low- or no-VOC paint, sealants and adhesives also proved an easy sell.

“Picture this!” he asks again. “A pregnant woman comes in looking for paint for the nursery. ‘Traditional or non-toxic?’ we ask her.” Well, what’s a mother gonna say?

Next, Fairfax expanded its green offering to include energy- and watersaving items. Finally, it was time to take the plunge and opt for “green” lumber, too. After hours—weeks—of vigorous debate, the crew decided to go for FSC certification.

Winning homeowners over was easy (okay, this is granola land), but what about builders, notoriously resistant to change? Fairfax simply decided those guys didn’t have to. No forcefeeding. The yard simply continued to offer its traditional products as well, so there was always a choice, not a mandate. “We didn’t lose any builders,” Augie can boast.

“The year 2006 was the first year everything was in place,” he says— coincidentally, the same year the State Legislature enacted Bill 32—landmark legislation to control greenhouse gas emission. The state also enacted a new, green-friendly building code— “the first in the nation,” Augie states.

Manna from Sacramento. “So, here we’re all going, ‘Holy (smokes)!

We’re in the right place at the right time,’” fully positioned to take the lead.

But, who knew? “We’re a hundredyear-old yard, so we had to get the message out that we had changed,” Augie underscores. Fairfax hired a design firm to create a new logo and website—and that’s all it took.

Building-Products.com

DESPITE THE BUSINESS being a century old, the employee-owners quickly embraced Fairfax’s eco-conversion.

“With that website, we picked up business all over the country. People Googled key ‘green’ words on the Internet and found us. All of a sudden, our customer base grew from Marin County to all over the place.” And with the new business came new awards, including recognition from the state in 2008 acknowledging Fairfax’s efforts to introduce building science to the building trades.

“We encouraged homeowners to start with the lowhanging fruit, like household cleaners without chlorine and energy-saving light bulbs. Then, we might mention indoor air quality. ‘Picture this!’ I’d say. ‘The air in the rooms you spend time in all day is worse than a day in L.A. smog.

What’s more important to you than your family’s health?’

If they held back because of cost, I’d remind them of the medical bills involved with asthma or emphysema. We didn’t dictate. Just simple actions like that….

“To entice customers, we started using a lot more advertising to get the word out, both print and electronic.

We also began offering homeowners one or two demos a month, leading off with gardening: edible landscaping, composting, food preserving.” Business just kept on building.

To sustain growth, however, requires staying ahead of the curve, the folks at Fairfax fully recognized: “What next, what next?” they pondered. “By 2009, we had all our products in line, so we had to think further”—look not simply to cherry-pick a new green line, but to think much bigger and beyond: a whole new concept.

The idea they came up with was… recycling. People were invited to donate discarded stuff from their remodeling projects to a collection called The Away Station, which was opened behind the showroom. Successful? “It brought in customers we’d never seen before,” Augie crows. “And, picture this! If someone found an old door with lead paint on it, we’d suggest a non-toxic paint remover. It brought ’em through the store. It went against our industry’s business model at the time, but soon it became commonplace.

Building-Products.com

And, within the next decade,” he adds, “zero waste will be the law in California. Plus”—an all-important plus—“it positions us as a leader. We’ll be top of mind.”

Examining the green horizon once again, Fairfax has partnered with the Community Land Trust of Marin (CLAM) on a housing project for farm laborers, intended to demonstrate that green building is not just for the One Percent. The company remodeled an existing house and built a second one, using Passive House technology.

The technique has been a big player in Europe since the 1970s, Augie reports—but here, not so much. The idea is to utilize a near-airtight shell in tandem with a filtered ventilation system to create a living environment that’s comfortable 24/7 for 365 days a year, without—get this!—a furnace or air conditioning. These homes use less than 20% of the energy employed in a standard new home, says Augie—a savings in cash and ecology. “It makes economic sense for low-income housing,” he’s quick to demonstrate.

Is it taking off? Well, not so much. Not yet. In these dire economic times, people haven’t the wherewithall to move forward with this scope of remodeling project. But that will change, Augie is convinced. “Picture this!

Seventy-two percent of California’s homes were built before 1978—that’s 13 million older homes! The state is starting to offer tax credits and government financing for retrofitting, so this is a huge opportunity. And,” he stresses, “We’re ready! We’re ahead of the curve. It’s more fun for us to be a winner than to be playing catch-up. So it’s great for our staff, too.”

Picture that.

Carla Waldemar cwaldemar@comcast.net

August 2012 The Merchant Magazine

19

OLSEN On Sales

By James Olsen

Courageous closing

M

OST SALESPEOPLE DO NOT ASK

for the order. Even fewer close courageously. We must be brave. Selling is not for the faint of heart or spirit.

To become master closers, we must embrace the idea of changing someone’s mind. Our prospective customer may: • want to shop our offer • not understand/appreciate our proposal • want to give the order to someone else • want to think it over (None of the above are ever mentioned before the salesperson does their work—weird, huh?)

Many salespeople accept the above as “part of the sales gig” and never try to close unless the customer says, “I’ll buy it,” which isn’t closing at all.

If we are standing in front of (or on the phone with) a customer, we are probably in the right place. We are not selling something that the person doesn’t want or use. In most cases they have asked us to supply it to them! How can we “hard close” someone who has taken our call and buys what we are selling? (And probably is trying to counter our price, to boot!)

More often the case is that the customer “hard shoos away” the salesperson after getting the necessary information. These are our moments of truth as salespeople.

Stand Up For Yourself

Being charming and attentive is important for salespeople. Being able to stand up for ourselves is also important for our emotional, psychological and financial well-being.

I’m not talking about blowing up accounts. Some deserve it (and it feels good at the time), but giving customers “a piece of our mind” is bad business in the short and long term.

Using humor is one way to change how a call is going: • “Ouch!”

• “You sound like my wife/husband.”

• “Do you always act like this before you give out P.O. numbers?”

That Doesn’t Work for Me

Being clear with customers when they are trying to make us a quotron is a must for the master closer. We communicate our position with phrases like: • “We don’t really do it that way.”

• “The way we normally take it from here is…”

• “What my clients really like in this situation is to…”

• Or stronger, “That doesn’t work for me.”

These kinds of phrases may cool the conversation. The customer in many cases will be taken aback—good.

20

The Merchant Magazine August 2012

Waking customers out of their “Give me the price and I’ll let you know” reverie is good for us. Even if we don’t get the order this time, we have sent the message that we expect to get the business next time.

This point is critical. Especially in ongoing B-to-B selling, how we develop the relationship is more important than the order we get or don’t get today.

The Right-Angle Close

Another way to turn a conversation and close is to use the “right-angle close.” The right-angle close can be used whether the customer agrees with us or not. It’s surprising how often a customer will say something positive about our proposal and how little we use it!

Here are three ways to deliver the right-angle close: • “And that’s exactly why you should by this.”

• “John, you’re making my argument for me.”

• “Exactly, Susan, so we do agree.”

Assumptive Selling

Acting, in everything we say and do, as if we already have the order is the highest level of courageous closing.

Many struggling salespeople sound as if they are one of many vying/whining for the business of the all-powerful P.O. holder. Assumptive sellers’ voices are calm and confident. There is respect without servitude or nervousness.

Practice this.

Most salespeople shamble into a business with body language that screams I am an intruder, and they get treated like one. Assumptive sellers enter a potential customer’s business as if they were an old college roommate.

Shoulders back, relaxed smile, conversational—“How are you today? Is the boss around?” They ask for the owner/buyer with a calm confidence that has the help leading them to the decision-maker immediately.

Our attitudes, good or bad, infect/affect our customers. If we are tentative and uncomfortable our customer will be also.

When we are courageously, comfortably and assumptively bold, our customers will be comfortable also and will follow our lead.

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

Building-Products.com

DEALER Briefs

Marmac Ace Hardware ,

Kahalui, Hi., next year will open a 12,000-sq. ft., two-story hardware store in the new Maui Lani Village Center.

Padula Lumber Co. , Coyote (San Jose), Ca., lost one building and suffered major damage to a second in a July 14 blaze.

Valley Ace Hardware , Casa

Grande, Az., is relocating.

Blaine

Ace

Hardware,

Bellingham, Wa., reopened July 16 under new ownership after a year’s closure (Ken Rose, mgr.).

Orchard Supply Hardware

reportedly will shutter its store in San Lorenzo, Ca., in about six months.

Davis Ace Hardware this month will add a second store in Davis, Ca.—a 3,500-sq.-ft. “Express” unit, Aggie Ace.

Tuggy’s Hardware , San Francisco, Ca., is closing after 114 years, with the retirement of owner Denny Giovannoli.

North Cal Wood Products, Ukiah, Ca., lost 70,000 bd. ft. of lumber in a July 6 yard fire.

Modesto Ace Hardware , Modesto, Ca., is shutting down as early as next month.

Owner Harold Fudge will transfer any remaining inventory to his Ace stores in Ceres and Tracy.

Goodman Building Supply, Mill Valley, Ca., received its Marin County green re-certification.

Habitat for Humanity opens a new ReStore discount LBM outlet Aug. 18 in Santa Cruz, Ca. (Mark Burden and Monique Bourin, co-mgrs.).

Anniversaries: Larsen Bros.

Lumber, San Leandro, Ca., 130th …

Eagle Plywood Specialties , Harrisburg, Or., 40th … Windsor Mill , Cotati, Ca., 40th … Morgan Creek Forest Products , Healdsburg, Ca., 20th … Seneca Jones Timber Co., Roseburg, Or., 20th …

Building-Products.com

Rugby Acquires Lumber Products

Rugby Architectural Building Products, Concord, N.H., has acquired Lumber Products, an Oregon-based distributor that filed for bankruptcy.

“The acquisition of Lumber Products supports our strategy to diversify geographically, extending Rugby’s footprint into key western markets,” said David Hughes, Rugby’s president and c.e.o.

“Furthermore, the transaction enhances our product offerings in our core industrial base of products, as

well as increases our value-added components and service offerings targeted at the commercial and residential construction sector.”

Lumber Products’ locations in Tualatin and Eugene, Or., Kent and Spokane, Wa., Boise, Id., Salt Lake City, Ut., and Albuquerque, N.M., are now doing business as Rugby Architectural Building Products. Its former distribution center in Chandler, Az., will be consolidated with Rugby’s operation in Phoenix, Az.

Old World Craftsmanship In Today’s Designs

Hand Hewn Distressed Timbers Geo. M. Huff Lumber Company is now offering Hand Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old World finishes.

We can supply timbers to any specification, whether it is Dense, Free of Heart Center, #1/Btr, Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, count on us to provide you with a product that will last a lifetime.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you’ve got one of the best resources in Southern California.

HUFF LUMBER COMPANY SANTA FE SPRINGS, CALIFORNIA

800-347-4833

August 2012 The Merchant Magazine

21

GREEN Retailing

By Jay Tompt

Small is beautiful

F

OR MANY WORKING in the sustainability movement, one book—Small Is Beautiful: Economics as If People Mattered—provided the spark that inspired their careers.

Turns out, economics isn’t a dismal science after all, and it’s too important to be left to self-important politicians or obfuscating policy wonks. Instead, this book argues that economics can provide a potent framework for building healthy and sustainable communities. The book is still relevant 40 years after its first publication, and its author, E.F. Schumacher, is revered among academics and professionals working in a range of fields from development economics to green building. Why? It shows that decentralized, community-centric economic development policy improves sustainability and builds local resilience.

Sustainability and local resilience are two issues of supreme importance to the home and shelter supply chain: the former, because that’s what’s driving growth, competitiveness, and innovation; the latter, because the long-term health of our industry is directly related to the health of our local and regional economies.

But while our industry creeps toward sustainability, it’s heavily reliant on centralized supply chains and international-scale corporations. Scale and centralization have benefited consumers with lower prices, due mostly to offshore manufacturing. But too much of a good thing is, well, not a good thing. Many argue that high energy costs associated with a globalized supply chain make it inherently unsustainable. But the point I want to address is that it also leaves local economies vulnerable, evident today in high unemployment, diminished construction activity, and increasing closures of independent dealers.

For independents to remain competitive they need, among other things, access to capital. Given the current

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The Merchant Magazine August 2012

credit crunch (and, by the way, a highly centralized banking system is also problematic), smaller dealers and distributors have little opportunity to invest in new innovations or take advantage of growth opportunities when they arise.

I’ve often argued that creating strong links with one’s surrounding community is the key success factor for independents. Now, there’s one more reason why that’s the case and it could prove to be a game changer: crowdfunding.

Crowdfunding is one of a growing number of alternative financial models enabled by the Internet and filling the gaps not addressed by the existing financial system. The idea behind crowdfunding is that many people can contribute small amounts of money to enable big things to happen.

To date, crowdfunding has been limited to grants, product pre-purchases, and micro-loans. But that’s about to change. The JOBS Act, which goes into effect next year, will allow crowdfunding sites to begin selling equity shares in companies, enabling capital to flow directly to smaller firms, bypassing Wall Street altogether. It may be too late for some firms, but this could prove to be a valuable path to survival, growth, and competitiveness for small independent companies whose fate is still undecided—especially for those who can draw on the good will of their communities.

Independents interested in this path should start getting ready now. Simply listing your company’s offer on a website isn’t going to be nearly enough. Start building your business case and begin strengthening ties to your future investors: your community. Develop some innovative ideas that will make a difference—a green building training facility, perhaps?

Ultimately, whether you want to raise equity investment or contribute to a creative idea, crowdfunding could prove that not only is small beautiful, but it’s a sound financial strategy, too.

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

Building-Products.com

SUPPLIER Briefs

Pacific Alaska Lumber ,

Lakewood, Wa., has opened a new office in Anchorage, Ak. (Rodney Larson, regional mgr.).

Empire Wholesale Lumber, Akron, Oh., has closed its office in Portland, Or., after being taken over by a bankruptcy court-appointed receiver.

Empire’s 11 other branches—from the Midwest eastward—reportedly remain open.

Weyerhaeuser has begun producing radiant barrier sheathing at its OSB mill in Hudson Bay, Sask., to help meet demand for the product in California, Arizona and Nevada.

Columbia Forest Products Greenwood Tree Farm Fund’s FSC-certified, plantation-

will use

grown hybrid poplar timber in its MPX hardwood plywood.

Greenwood is installing a new Meinan lathe alongside the existing Upper Columbia Mill at its Boardman, Or., plantation to supply core veneer cross-bands to Columbia’s plywood mill in Klamath Falls, Or.

Henry Co., El Segundo, Ca., has been acquired by an investor group led by private equity firm Graham Partners.

Co-investors include private equity firm OceanBridge Partners , members of current management, and the company’s former owners.

Epicor Software, Dublin, Ca., renewed its deal with True Value Co. to continue for three years as the co-op’s recommended point-of-sale solution provider.

New Owner Reopens Golden State Flooring

Investor Simon Shushan has acquired certain assets of Golden State Flooring from its J.E. Higgins Lumber Co. and reopened offices in San Diego and San Jose, Ca. He hopes to revive service to Nevada and Arizona and has also relaunched the website (www.goldenstateflooring.com). Former Golden State Flooring v.p. of sales Allen Smith is now president, and Jason Grant, also ex-Higgins, is v.p.

Higgins had operated 14 Golden State branches until closing the last ones in June (see July, p. 41).

SPI Settles After Wildfire

Though it denies responsibility, Sierra Pacific Industries, Redding, Ca., has agreed to pay nearly $50 million and donate 22,500 acres of land to settle a lawsuit over a 2007 wildfire that destroyed about 65,000 acres in Northern California.

Although SPI attorneys believed that federal prosecutors would not have been able to prove at a trial that the company was responsible for the fire, a judge’s pre-trial ruling opened the possibility that the company might have been forced to pay damages anyway. California law allows courts to award damages up to three times the value of the trees or estimated value of the damage to public land.

“Current law is being misused in an effort to ignore the actual value of property, highlighted here by the fact that the federal government initially demanded an amount eight times the

pre-fire value of the property,” said Mark Pawlicki, SPI’s director of corporate affairs.

The settlement includes a cash payment of $47 million from Sierra Pacific, a $7 million payment from private landowners and managers of the property where the fire started, and $1 million from the logging contractor that was working in the area.

Federal prosecutors blamed employee negligence for the blaze, claiming that the person designated to watch for fires left the work area and drove 30 minutes to get a soda. When he returned more than an hour later, there was a 100-ft. wall of smoke but no fire-fighting equipment was available at the site.

Beacon Buys Southern California Roofing Supply

Beacon Roofing Supply, Peabody, Ma., has acquired six-unit roofing distributor Structural Materials Co., Santa Ana, Ca. Paul Byrne, who founded Structural in 1948, is retiring.

Beacon c.e.o. Paul Isabella said, “We long have believed that Structural would be an excellent complement to our existing Southern California branches, which are operating under the Pacific Supply name, and will make Beacon the leading roofing supply distributor in the important Southern California market.”

Structural generated more than $80 million in sales during 2011 from branches in Santa Ana, Vista, San Bernardino, Commerce, Hesperia and Sun Valley, Ca.

Redwood Empire, Cloverdale, Ca., is now supplying redwood to distributor Richardson Timbers , Dallas, Tx. BW Creative Wood Industries, Maple Ridge, B.C., has acquired

the VISTA aluminum railing line manufacturing equipment from Campbell

Saunders Ltd.

The new subsidiary will be operated as BW Vista Railings Ltd.

Sunset Moulding, Live Oak, Ca., is running a new MDF line at its plant in Idabel, Ok.

Federated Co-operatives has agreed to sell its forest prodLtd. Building-Products.com ucts division assets and operations in

British Columbia WESTERN RED CEDAR, D Fir, Hemlock FSC /PEFC CERTIFIED Rough, Finished & Engineered Products

Surrey, BC • fax 888-620-3964 • crawfordcreek@shaw.ca

604-541-7600 • www.crawfordcreeklumber.com August 2012 The Merchant Magazine

23

MOVERS & Shakers

Travis Prickett is a new account mgr. at Universal Forest Products, Riverside, Ca. Tom Scott has joined the TruWood sales team at Collins Cos., Portland, Or. Natalie Allen, ex-OrePac, has joined TimberTech as territory technical rep in Southern California.

Les Haugen, ex-Las Plumas Lumber, is now in customer service at Boise Cascade, Riverside, Ca. Dawn Van Briggle, ex-J.E. Higgins/ Golden State Flooring, has joined the sales force at Galleher Corp., Sacramento, Ca. Mike Lagarrigue, ex-Higgins/Golden State, is new to outside sales in San Mateo, Ca. Jeff Johnson, ex-Paradise Building Specialties, is new to door & window sales at Ganahl Lumber, Anaheim, Ca. Matt Pacheco, ex-ProBuild, has been named senior financial analyst for Westwood Shipping Lines, Puyallup, Wa. Chris Sallee now focuses on green Douglas fir at Buckeye Pacific, Portland, Or.

Jim Duckworth, purchasing agent & salesman, Forest Products Sales, Murray, Ut., has retired after 38 years with the company.

Shannon Mott has been promoted to international account mgr. at LP Building Products, based in Los Angeles, Ca. Casey Jackson has been promoted to v.p. of manufacturing for Contact Industries, Portland, Or., overseeing its manufacturing division, Clear Pine Moulding, Prineville, Or. He succeeds Bob Horton, who has retired after 37 years in the industry, the last 17 with Contact.

Al Gedroez, ex-Simpson Lumber, is now in sales at Zip-O-Log Mills, Eugene, Or. Doug Heyford has joined the staff at Trinity River Lumber, Weaverville, Ca. Mel Williams, lumber department mgr., Boise Cascade Building Materials Distribution, Phoenix, Az., has retired after 33 years with the company.

Quentin Hoffpauir is new to inside sales at Boise Cascade, Boise, Id.

Tim Spencer, ex-BASF, has been named general sales mgr. for Pabco Roofing Products, Tacoma, Wa. Cami Beckerdite, ex-Home Depot, has been named regional operations mgr. for the San Francisco Bay Area at Orchard Supply Hardware, San Jose, Ca. Amy Fraser, ex-Shelter Forest International, has joined the outside sales team at McKillican International, Portland, Or. Mark Williams, ex-Compass Lumber Products, is new to sales at Redwood Empire, Morgan Hill, Ca. Bryan Oâ&#x20AC;&#x2122;Connor has joined F.H. Stoltze Land & Lumber, Columbia Falls, Mt., as project mgr., overseeing construction of a biomass cogeneration power plant. When the facility is completed in October 2013, he will serve as power plant mgr.

Derek Kokich has joined Parr Lumber, Hillsboro, Or., as events coordinator.

Peter Ashenbrener, ex-Vander Hoek Windows & Doors, is now in sales at Reeb Millwork, Kent, Wa. Ryan Adams has been named senior product cost controller at Timber Products Co., Medford, Or.

Three Things Iâ&#x20AC;&#x2122;ve Learned: Tips from Seasoned Pros

Derek Byington, ex-FoxworthGalbraith Lumber, has joined the outside sales team at Bloedorn Lumber Co., Rock Springs, Wy. Tony Hagiber, ex-Shakertown 1992, has joined Endura Products, as territory sales mgr. for Seattle, Wa. Aida Fisher, ex-Somerset Door & Window, has joined the sales force at Santa Cruz Millwork, Santa Cruz, Ca. Ken Gloss, ex-Lumber Products, has been named sales & continuous improvement mgr. for Hardwood Industries, Sherwood, Or. Dwayne Lord, ex-Pella Windows & Doors, is new to sales at the hardwood decking division of StoneWood Design, Beaverton, Or. Krish Mani has been named chief information officer for Jeld-Wen, Klamath Falls, Or. Scott Vining is now senior v.p.-finance and chief accounting officer.

Jozanna Andersen, ex-Menards, is a new inside sales assistant at Pella Windows & Doors, Denver, Co. Stuart Bettesworth, ex-Contractors Building Supply, is now in commercial & industrial sales at Gray Lumber Co., Tacoma, Wa.

Brian Sullivan, ex-J.E. Higgins/ Golden State Flooring, is now Portland, Or., territory mgr. for Kraus USA. Andy Martinkus, Western Materials, Yakima, Wa., has been promoted to chief operating officer.

Jim Hackett, ex-Endura Products, is now general mgr. at Alliance Door Products, Wilsonville, Or. Marcie Wirth is new to inside sales in Kent, Wa. Eric Wheatcraft is the new Seattle, Wa., field sales rep for Masco Cabinetry.

Russ Permann is the new v.p.-operations for the West & U.S. at Taiga Building Products, Calgary, Alb. Kim LaRose now handles customer support for OSB sales at Tolko Industries, Vernon, B.C. Chuck Ulik, chief operating officer, Roseburg Forest Products, Roseburg, Or., has left the company after four years.

Joe Parenza is now Arizona territory technical/sales rep for Firestone Building Products.

Eric Bernstein, ex-Stanley Black & Decker, has been named v.p.-marketing & product development for Ames True Temper.

Gail Galea, ex-Walmart, has joined BuildDirect.com, Vancouver, B.C., as chief merchandising officer.

Missy Sippy and Lou Ziana have opened a South Central regional sales office for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Worker Killed in Mill Accident

A July 23 accident at Sierra Pacific Industries’ mill in Standard, Ca., claimed the life of a 25-year-old worker. The mill was closed the next day, so company and OSHA officials could investigate.

According to the sheriff’s report, Ron Billings II died of traumatic injuries after getting caught in machinery at the mill. He worked as a relief operator on several machines, filling in as needed.

“We’re saddened by the news of this accident and our thoughts are with the family of the worker,” said director of corporate affairs Mark Pawlicki.

Formerly known as the Standard mill, the plant was reopened last year after a two-year closure that included expensive upgrades.

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Nathan Steere, JL Schwieters Building Supply Inc. Nathan Steere of JL Schwieters in Hugo, Minnesota, knows that a building supplier can’t rely on yesterday’s technology. So he’s always on the lookout for what’s new.

Like pointSIX Durastrand Flooring, with its innovative tapered edge. Learn something new yourself by watching “Three Things I’ve Learned: Tips from Seasoned Pros,” one in a series of short high-value videos from pointSIX and Ainsworth Engineered.

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Skylights Warm to Sunny Forecast

Slightly rising demand for residential skylights was one of the few bright spots in a new study of the U.S. market for windows and doors by the Window & Door Manufacturers Association and American Architectural Manufacturers Association.

Demand for residential skylights rose 2% from 2010 to 2011. The increase was driven heavily by the continued strength of remodeling and replacement activity, which now represents more than 80% of the residential skylight market. For 2012, the market is expected to grow 6% overall. Forecasts indicate continued growth through 2015.

The demand for prime windows, however, continued to remain slow in 2011, following housing activity in general, after falling from peak volumes in 2006. The demand for win-

dows in new housing decreased by 2% in 2011, though remains slightly ahead of 2009 levels. Demand in 2012 is expected to increase further as the housing recovery begins to gain momentum.

Meanwhile, remodeling and replacement windows fell by nearly 12% versus 2010. In total, the residential window market decreased 9%.

Little change in the segmentation for interior door material types is expected over the next five years.

However, significant volume is expected to return to the entry and interior door market as new construction rebounds.

Further, nonresidential construction declined slightly in 2011, tempering growth in the nonresidential entry and interior door categories.

TAMKO Building Products has introduced a Shingles Styles app for iPad. Featured are product, warranty and dealer info, plus highresolution product photos, pop-up references, and helpful data tables.

Investment Group Parts With Northwest Timberlands

Forest Capital Partners has sold its entire timber portfolio of 1.88 million acres.

The timber investment management group has been the primary supplier of logs to the Boise Cascade mills in La Grande and Elgin, Or., after purchasing Boise Cascade’s 2.2 million acres of timberland in 2005.

Hancock Timber Resource Group, Boston, Ma., acquired 573,000 acres in Oregon, 264,000 in Washington, 138,000 in Idaho, and 376,000 in Louisiana.

Molpus Woodlands Group, Jackson, Ms., purchased 138,000 acres in Idaho, 286,000 in Minnesota, and 110,000 in Louisiana.

Ace Launches Mini Format

Ace Hardware Corp. has launched an “Express” customized merchandising format designed for stores with 5,000 sq. ft. or less, which will allow the company to grow in markets that can’t accommodate additional fullsize retail locations.

“At this time, there are nearly 400

TREATERS

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The Merchant Magazine August 2012

Building-Products.com

successful Ace Hardware retail locations operating with less than 5,000 sq. ft., and the consistent high performance of these stores proved we had an incredible opportunity to create a specialized, smaller-format Ace retail model,” said Mike Berschauer, director of retail development. “Essentially, we’re providing the same top-notch brands and exceptional customer service, but just in a smaller space.”

Ace says that the new format is ideal for the following retail situations: Store within a store: Integrates a grocery or paint store with Ace Hardware merchandise and services and operates seamlessly as one retail location.

Annex locations: A current Ace retailer opens a smaller branch store near a main retail location to increase profitability and provide helpful service to more consumers.

Rural markets: The owner of a farm or ranch supply store adds a smaller format store to fulfill the home improvement needs of the area.

Urban markets: A retailer in a metro area opens a smaller unit that optimizes available space and provides a convenient shopping experience for urban consumers.

Green Homes Fetch More

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

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

No significant correlation was found between local utility rates and a willingness to pay more for greenlabeled homes. However, buyers were willing to pay more for green homes that promised lower energy costs in warmer parts of California, especially in the Central Valley.

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

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

Building-Products.com

www.Roseburg.com

Engineered Wood Products

Quality Engineered Wood Products for today’s builder® Lyle Lee has been building custom homes for over 20 years. Here is what he has to say about Roseburg’s Engineered Wood Products.

“When building a quality home, it’s important for all the framing materials to match. In other words come together as specified in the design plans. If the framing is off by even a ¼ of an inch, it can cost me thousands of dollars in time and materials.

I find Roseburg’s RFPI®-Joist and RigidLam® LVL to be very consistent in width and depth. When I use Roseburg’s RFPI®-Joist, my floors are more level, stiffer and truer, making my job much easier.

This home is 6,000 square feet so I used I Joist and LVL from several different units and the manufacturing consistency was exactly the same. If you want to maximize your profit, I would recommend using Roseburg’s Engineered Wood Products”.

Lyle Lee L. Lee Building Company

TF 800-245-1115 Engineered Wood Products | Real Wood Siding | Softwood Plywood | Lumber RFPI®, RigidLam®, RigidRim® and Quality Engineered Wood Products for today’s builder® are registered trademarks of Roseburg Forest Products, Roseburg, Oregon

August 2012 The Merchant Magazine

27

NEW Products

Roofing Boards

Atlas Roofing’s ACFoam-HS CoverBoard resists foot traffic and heavy loads during installations of low-slope roofs.

A coated glass facer offers microbial mold resistance, and it has approved wind uplift ratings from FM 1-60 to FM 1-210.

ATLASROOFING.COM (800) 388-6134

Cover Your Can

CanCoverIt insulates can-light fixtures for increased energy efficiency.

The flat-fold, pop-open design reportedly is easy to use. The venting model is for retrofitting older fixtures measuring 14”x14”x22”. The non-venting model can be used with modern fixtures measuring 14”x14”x11.25”.

CANCOVERIT.COM (949) 275-4861

Look of Stone Veneer

Replacement Windows

CULTUREDSTONE.COM

SIMONTON.COM

A lightweight manufactured stone veneer from Boral contains a minimum of 54% recycled content and is available in more than 100 colors and 20 textures.

Cultured Stone can be used in a variety of applications, from interior to exterior and commercial to multi-family.

(770) 552-3367

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The Merchant Magazine August 2012

Asure replacement vinyl windows and patio doors from Simonton Windows are available in a range of sizes and styles.

A two-stepped sill design offers better resistance to water and air infiltration, as does patented Lap-Lok weatherstripping. The reverse brickmould frame can be ordered in either white or tan.

(800) 746-6686

Building-Products.com

Structural Wood Screws

Simpson Strong-Tieâ&#x20AC;&#x2122;s SDWF structural wood screw simplifies floor-tofloor connections. fastener The attaches upper and lower walls together from the top, spanning the floor system and providing an easy-to-install connection with the continuous uplift load path of the structure.

STRONGTIE.COM (800) 925-5099

Versatile Floor Underlayment

VersaWalk underlayment from MP Global Products can be floated, nailed or glued under a range of flooring materials.

Composed of at least 94% post-industrial/pre-consumer textile fibers, the product is odorless, non-allergic, and zero VOC. It also creates a thermal break to the flooring assembly, keeping floors warm in the winter and cool in the summer.

QUIETWALK.COM (888) 379-9695

Building-Products.com

August 2012 The Merchant Magazine

29

Eco Floor Adhesive

Measured Tape

Stud-Fast measuring tape has incremental markings that eliminate repeat measuring for a variety of construction projects.

A blue “S” every 16” helps locate studs or floor joists, while a red “FT” repeats every 12” to indicate 1’ measurements.

MEASTAPE.COM (330) 280-2807

DriTac Eco-5500 Premium “Green” Pressure Sensitive Flooring Adhesive reportedly provides a VOC-free, no-solvent alternative for installing vinyl, carpet and cork underlayment and flooring.

Easy to spread and clean up, the adhesive reportedly offers low odor, excellent working time, superior coverage, and is non-flammable. It comes in 1and 4-gallon plastic pails.

Distinctive Shingles

Landmark Pro dual-layer shingles from CertainTeed come in 20 distinct colors.

Layered construction and dimensional design creates depth, while laminated fiberglass construction makes it virtually impervious to deterioration and leakage.

CERTAINTEED.COM (800) 233-8990

DRITAC.COM

(800) 394-9310

Membrane Sticks

Cosella-Dörken’s latest building membrane uses special adhesives reportedly to create a watertight yet permeable barrier for both commercial and residential building.

Delta-Vent SA features a selfadhesive edge lap, eliminating the need for mechanical fasteners that can compromise energy efficiency.

COSELLA-DORKEN.COM (888) 433-5824

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The Merchant Magazine August 2012

Building-Products.com

Framed in Steel

BlazeFrame steel framing products from ClarkDietrich Building Systems are designed for commercial construction.

The products protect and support wall framing materials for up to 3” of movement capability, while eliminating the need for caulk, sprays, drywall rips, and contour drywall cuts throughout joint assemblies.

CLARKDIETRICH.COM (800) 543-7140

Building-Products.com

Star Railing

Marquee railing from TAMKO Building Products has the look of handcrafted, hammered metal.

The post cap, ring and brackets are available in white, pewter, bronze, black or weathered copper. The 5”x5” post has a classic, bold look, while three different types of brackets accommodate a variety of uses.

TAMKO.COM

(800) 841-1925

August 2012 The Merchant Magazine

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WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic

Timbers Green & K.D. Export

Stainless Steel Fasteners Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products.

Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price.

Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea.

We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Manke Lumber Company Call 1-800-426-8488 1717 Marine View Dr., Tacoma, WA 98422

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com

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The Merchant Magazine August 2012

Grip-Rite’s PrimeGuard MAX stainless steel fasteners have a lifetime guarantee against rust.

The product line includes nails, screws, and collated nails, in a variety of styles and sizes. All are available in 1-lb. and 5-lb. re-closable tubs or buckets and boxes for larger projects.

PRIMESOURCEBP.COM (800) 676-7777

Compact Lifts

Compact three-wheel forklifts from Mitsubishi offer enhanced ergonomics and smart technology.

The FB16NPT-FB20PNT series have wet-disc brakes for improved performance in difficult environments, electric power steering, and smart technology such as a controlled cornering speed feature.

MIT-LIFT.COM (888) 648-5438

Building-Products.com

IN Memoriam

James Allen “Jim” Ramsey, 86, 60-year veteran of the West Coast forest products industry, died July 11.

After serving in the Merchant Marines during World War II and graduating from Washington State University in 1948, he started his lumber career with Weyerhaeuser, later joining Union Lumber, Fort Bragg, Ca., as a salesman in the Chicago area.

He relocated to Fort Bragg in 1974, after the facility was purchased by Georgia-Pacific. After retiring, he worked for Windsor Mill, Windsor, Ca.

Robert Reimer, 82, founder of Western Wood Preserving Co., Sumner, Wa., died June 18 in Sumner.

He founded the company in 1971 and retired in 1996. WWPC is now headed by his son, Mike.

Maxine Niebling, 80, retired secretary at the Portland, Or., office of North American Wholesale Lumber Association, died June 15 in Gresham, Or. Ms. Niebling starting working at NAWLA in 1955 and retired 33 years later. In 1975, she married NAWLA’s western manager, Pete Niebling, who died in 2006.

HARDWOOD Domestic & Imported

Hardwood Lumber & Plywood • Consult website for full inventory

Moulding & Custom Flooring • Over 200 stock profiles • Custom knife grinding

Stocking a large inventory of

Hardwood S4S • Redoak • Hard Maple • Soft Maple • Cherry • Mahogany • Poplar • Birch • Walnut

Solid Glued-Up Panels & Countertops • Our Rosenquist radio frequency gluer can fabricate glued-up solid wood panels up to 48” wide and to 3” thick. Sanding up to 53” wide.

Since 1980 5700 Earhart Ct., Windsor Ca. 95492

www.MountStorm.com Phone 707.838.3177 • Fax 707.838.4413 • Mill Fax 707.838.9690 We ship full trucks and units anywhere in the western U.S.

Lloyd Judson Allen, 95, founder of Allen Logging Co., Forks, Wa., died July 3 in Port Angeles, Wa. Mr. Allen got his start in the industry in 1935, when he purchased a 1931 Chevrolet truck for $325 and began hauling pulpwood to paper mills. He started Allen Logging, which eventually included both veneer and stud mills, in 1946 and retired in 2007.

Clara Victoria Hansen, 100, coowner of Hansen Building Materials & Supplies, Tranquillity, Ca., died July 16 in Tranquillity.

She opened the firm with her husband, Marius, in 1945 and continued to work every day until she was 96.

Joseph Michael Angelo, 82, retired mill manager for LouisianaPacific, Post Falls, Id., died July 21.

He worked for a St. Maries, Id., sawmill after graduating from high school in 1949. After serving in the Air Force during the Korean War, he returned to the mill. In 1963, he joined L-P as a sawyer, working his way up to manager before retiring in 1995.

Building-Products.com

August 2012 The Merchant Magazine

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PCBC Photos by The Merchant Magazine

PCBC landed at Moscone Center, San Francisco, Ca., June 27-28. [1] Pat Zan, Russ Permann. [2] Denny Huston, Tom Corrick. [3] Pat Lynch, Kevin Stamm, Mike McDonnell, Robert Spaulding. [4] Greg Stout, Tom Zimmerman, Steve Osterman. [5] Jim Oâ&#x20AC;&#x2122;Neill, Danny Gibson. [6] Darby Darbyshire, Don Danka. [7] Kim Pohl, Howard Rothstein, Jamie Kreiser.

[8] Terry Kingsfather, Tawn Simons, Mike Bugbee. [9] Susie Place,

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The Merchant Magazine August 2012

Chris Johnson. [10] Tom Hart, Dale Robley, Bill Reavely. [11] Marv Askey, Mike Moran. [12] Brian Hurdle, Kevin Paldino. [13] Seamus Oâ&#x20AC;&#x2122;Reilly, Tom Angel, Brian Foran. [14] Erica Savage, Charlie Jourdain, Drew Gockel. [15] Shannon Mott, Alan Oakes. [16] Alex Hines, Bill Koll, Ron Cook, Beth Wright, Scott Paterson. [17] Tom Scott, Cami Waner.

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

PCBC Photos by The Merchant Magazine

MORE PCBC in San Francisco (continued from previous page): [1] Kyle Lazon, Carol Kelly. [2] Mike Descoteaux, Keith Lolley.

[3] Brett Collins, Mike Pidlisecky. [4] Brandon O’Neill, Joe Heltsley. [5] Hugh Parrmann, Bob Sloper, David Crandall. [6] Chuck Casey, Jeff Norman. [7] Bob Palacioz, Brian Delbrueck. [8] Chris Wischmann, Randy Robins, Heather Crunchie, John Murray, Greg Bates.

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com Building-Products.com

A

t Reel Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

• Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

O

ur products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

August 2012 The Merchant Magazine

35

INLAND LUMBER PRODUCERS Photos by The Merchant Magazine

INLAND LUMBER PRODUCERS Association staged its 29th annual golf tournament July 11-14 at Coeur d’ Alene Resort, Coeur d’ Alene, Id. [1] Chris Tritschler, Adrienne Dybes. [2] Steve & Jean Wilson. [3] Dennis & Lisa Houghton. [4] Jess Anzo, Grace & Wilbur Nisly. [5] Greg Schacher, Terry Thompson, Pat Collins. [6] Denise Honzel, Harvey Hetfeld, Jim Alexander. [7] Jon Howell, Bill McGovern. [8] Gerry Hall, Fred Sutton, Chuck Dotson. [9] Matt Robinson, Heather Minon, Shannon

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The Merchant Magazine August 2012

Sullivan. [10] John Grove, Shawn Cox. [11] Dan Mandeville, Ron Liebelt, Erol Deren, Randy Wiles. [12] Travis Vezina, Scott Vigil, Jon Woods. [13] Chris & Casey Whallon, Rich Ghramm, Isabella Flynn. [14] Justin Malloy, Pat Malloy, Andy Toombs, Dan Campbell. [15] Theresa Kimball, Jake Kimball, Trace Sutter, Jim Bratsveen. [16] Sarah Morrissey, Ryan Powell. [17] Alice Walcott, Petar Stoyanov.

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

INLAND LUMBER PRODUCERS Photos by The Merchant Magazine

MORE INLAND GOLFERS (continued from previous page): [1] Ted Roberts, Paul Waldon, Alan Shearer. [2] Steve Calverley, Bill Hetland, Steve Lindauer. [3] Sid Snelling, Blakeley Shea, Tony Pieper. [4] Jim Vandegrift, Evelyn Currie, Dennis Buttice, Terry Johnson, Bobbi Buttice.

[5] Lynn Harris, Sal Camarda.

[6] Kaulene & Boyd Bower. [7] Henry Tintzman, Wade Wheeler, Alan McCollim, John Dâ&#x20AC;&#x2122;Annunzio. [8] John Steward, Rich Kitch. [9] Kellie & Glenn Burdick.

[10] Penny & Dusty Hammack. [11] Scott Sunday, Stephanie Strasser, Bill Ahrens, Suzan Roggenkamp. [12] Tom & Vicki Hackman, Tim Cornwell. [13] Brad Schneider, Karin Bates, Peter Howe. [14] John Building-Products.com

Walcott, Steve Linton. [15] Travis & Kristin Tebb, Terry & Julie Tebb.

[16] Linda & Russ Hobbs. [17] John Tsourmas, Sue Larrinaga. [18] Dana & Jim Maloney. [19] Mark & Michele Mitchell.

(More photos on next page) August 2012 The Merchant Magazine

37

INLAND LUMBER PRODUCERS Photos by The Merchant Magazine

EVEN MORE Inland golfers (continued): [1] Marty Wilson, Steve Roberts, Joe Angelo, Jim Murray. [2] Colleen & Rick Palmiter, Tom Latham. [3] Sue & Troy Lundquist. [4] Barry & Linda Schneider, Sue & Mark Herms, Mike Herms. [5] Chuck & Laurel Casey. [6] Don Graver, Jeremiah Kerley.

[7] Jennifer McCollim, Renee Hetland, Dawn Rau. [8] Ron Cluster, Garth Williams. [9] John Ranson, Joe Malloy. [10] Barbara Couch, Joseph

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The Merchant Magazine August 2012

DuChene. [11] Patricia & Dave Tripp. [12] Mike Flynn, Ahren Spilker. [13] Amy & Jon Montague. [14] Cassie & Matt Brajcich. [15] John & Susie Malloy. [16] Ron Enyeart, Linda Elliott, Ralph Schmidt. [17] Jeff & Susie Webber. [18] Dan Muldoon, Dale Rodekuhr. [19] Jack Henderson, David Jaffee. [20] Bob & Gail Dewald, Harris Gant. [21] Kerry Calverley, Kristi Cox, Ronna Williams. [22] Dick Frazier, Steve Plummer.

Building-Products.com

2ND GROWTH CONFEERENCE Photos by The Merchant Magazine

LACN’S 2ND GROWTH held its 36th annual summer conference July 19-20 in Rancho Mirage, Ca. [1] Brian & Jenifer Bunt. [2] Jean Henning, John Pasqualetto. [3] Tim Kennedy, Larry Christensen. [4] Rex Klopfer, Chris McDonough. [5] Steve Wiseman, Charlene Valine, Chuck Lawston, Nick Larr, Kris McConnell. [6] Carol & Luis Rojas. [7] Isabel Aguilar, Gerry Perez.

[8] Terry Rasmussen, Scott Whitman. [9] John Allen, Jack Butler.

[10] Mike Caputo, Joe Allotta. [11] John Neel, Tom Angel. [12] Mike Carey, Johnny Pringle, Chris Johnson, Ryan Lauterborn.

[13] Heather & Chad Barclay. [14] Brenda & Steve Mitchell. [15] Alan Oakes, Natalie Allen. [16] Jason Rutledge, Allan Pantig. [17] Michael & Janae Muzzy. [18] Liz & Pete Nevins.

C&E LUMBER COMPANY

1 1/2” to 12” Diameter in Stock.

SPECIAL QUOTES Building-Products.com

August 2012 The Merchant Magazine

39

UFPI GOLF Photos by The Merchant Magazine

UNIVERSAL FOREST PRODUCTS, Riverside, Ca., hosted its 17th annual customer appreciation golf tournament June 29 in Corona, Ca. [1] Stu Armour, Mark Rushlow, Ken Hewett, Wayne Chojnacki, Bob Causey. [2] Jim Jeffries, Travis Prickett, Grant Patterson. [3] Craig Evans, Brian Anselm, Darren Cook, Armando Lopez. [4] Andrew Bromley, Dale Brass, Craig Larson, Marwan Salem. [5] Gary Komo, Jeff Heise, Frank Huerta, Flavio Mora. [6] Brad Dunagan, Mark Glaser, Gilbert Ramos, Bob Baker. [7] Dennis Ozowara, Tom Pointer, Bruce Akana, Fred Buschbaum. [8] Don Kavert, Dara Kargari, Neil Nehmens, Jim Kaminski. [9] Steve Mitchell, Seth Dreyer, Ben Brady, Mark Tackett. [10] Fidel Nieto, Tom Davison, Nick Davison, Felix Martinez. [11] J.D. Sanders, Jim Casey, Danny Sosa, Erik Batson. [12] Brad Travis, Shelly Kleinhenz, Tom Wilson, Carlton Jennings.

[13] John Davis, Donn Gunvalson, Joe McGuire, John Allen.

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The Merchant Magazine August 2012

Building-Products.com

UFPI GOLF Photos by The Merchant Magazine

UFPI (continued): [1] Garrie Aspengren, Chuck Asberry, Kevin Brehm, Austin Brehm. [2] Mike Young, Ernie Kercmar, Al Rewiski, Wally Clark. [3] Chris & Debbie Quezambra, Tony Campbell, Mark Warrell, Mike Hayes. [4] Wayne Munyer, Don Prosser, Kenny Prosser, Christian Mourguet. [5] Daniel Alvarado, Alberto Hernandez, John Fuller. [6] Johnny Ortuno, Tim Oâ&#x20AC;&#x2122;Malley, Michael Mackin. [7] Helen Bromley, Jason Croy, Brooke Tribbett. [8] Doug Heinrich, Stan Themea. [9] Marvin Staten, Mike Staten. [10] Dan Lucero, Marty Lake.

[11] David Soule, Howard Linden. [12] Tony Monteleone, Bill Waters. [13] Cory Whitman, Gary Monteleone. [14] Kevin Maycock, Chuck Linnert, Mike Gazzeny, John Poulter. [15] Naresh Narin, John Moss, Erik Noguera. [16] Jesse Macias, Scott Olsen. [17] Rick Marto, Cary Pasqualone. [18] Jaudiel Garcia, Franz Ramirez. [19] Antonio Maldonado, Raphael Ayala. [20] Sean Carrillo, Mike Muzzy. [21] Jimmy Kim, Mike Sambrano. [22] Edgar Sandoval, Mike Malarkey.

Building-Products.com

August 2012 The Merchant Magazine

41

LA HARDWOODS Photos by Walter Ralston

GRILLIN’: Los Angeles Hardwood Lumberman’s Club kicked off the summer with a June 30 barbecue in Orange, Ca., at the residence of [1] hosts Marty, Kevin & Randy Porter. [2] Alana Northrup, Dennis Johnston, Charlie Fiala. [3] Dale Bohannon, Dan Bohannon (LAHLC president). [4] Charley James, Annie Munjekovich, Walter & Joyce Ralston. [5] Walter & Dian Maas, Diana & Dennis Johnston. [6] Allison & Deonn Deford, Kathy & Bill Fitzgerald. The event included dinner, reelection of officers to another term, and presentation of four $500 checks to graduating high school seniors who wrote essays on their favorite woods.

Three Things I’ve Learned: Tips from Seasoned Pros

ASSOCIATION Update

Lumber Association of California & Nevada will meet Oct. 18-19 at Monterey Marriott Hotel, Monterey, Ca., for its annual convention.

Consultant Ruth Kellick-Jones will present a workshop on building business and effective sales technologies, while BuilderLink’s Greg Stine will look at what’s next in information technology.

Social events will include an opening golf tournament, meals and receptions, and a products expo and trade show.

Mountain States Lumber & Building Material Dealers Association will hold a series of roundtables on topics such as financing and credit, employee motivation, tax issues, technology, and regulatory issues during its annual fall conference Oct. 4-6 at Sonnenalp Resort, Vail, Co.

National Lumber & Building Material Dealers Association is holding its 2012 ProDealer Industry Summit Oct. 24-26 in Savannah, Ga. The educational and networking

forum will feature seminars, exhibits and golf at the Club at Savannah Harbor, presented in a relaxed, threeday format to encourage networking and personal interaction.

Speakers include Dr. George Lucas, co-author of The One Minute Negotiator; Brian Bunt, Word of Mouth Marketing, and Ivy Zelman, c.e.o., Zelman & Associations.

Building Product Retailers Alliance is partnering with Schaffer Associates to help lumber association members recruit employees.

Alliance participants include federated lumber groups such as Western Building Material Association.

Western Hardwood Association has installed Mike Lipke, Trillium Pacific Millwork, Wilsonville, Or., as its new president, succeeding Darrin Hastings, Emerson Hardwood Co., Portland, Or. New v.p. is Lee Jimerson, Collins Cos., Portland, and treasurer Kurt Landwehr, Hardwood Industries, Tualatin, Or.

New to the board of directors is Jeff Marthaller, Longview Fibre, Longview, Wa. Lindy Stallard, Rose City Wood Products, Broadbent, Or., was re-elected for another three-year term.

North American Wholesale Lumber Association will partner with Oregon State University to offer a wood basics course Sept. 10-13 at Hilton Garden Inn, Corvallis, Or. Instruction will begin with a tour of Zip-o-Log Mills and Seneca Sawmill Co. in Eugene and end with a tour of Rosboro in Springfield.

Included topics will be manufacturing and grading of dimension lumber, green products and certifications, and engineered wood.

BC Wood is putting the finishing touches on its ninth annual Global Buyers Mission Sept. 6-8 at the Whistler Conference Centre, Whistler, B.C. The invitation-only networking/ educational forum/tradeshow event brings pre-qualified international wood products buyers to meet with Canadian producers of remanufactured products and finished materials.

NOW WITH 1-YEAR NO-SAND WARRANTY

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Cary Hamilton, Hamilton Construction How does Cary Hamilton weather the challenges of building high-end homes in Steamboat Springs, Colorado? For one, he uses pointSIX Durastrand Flooring with its innovative tapered edge. Learn why, along with other insights into creating success long-term, by watching “Three Things I’ve Learned: Tips from Seasoned Pros,” one in a series of short high-value videos from pointSIX and Ainsworth Engineered.

www.pointsixexperts.com/cary

SCAN TO VIEW VIDEO

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

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

HELP WANTED

REDWOOD EMPIRE Wholesale is a timber and manufactured based distributor of redwood, pressure treated, plywood and imported hardwood such as Ipe and softwood lumber. In addition to our manufactured base products, Redwood Empire distributes high quality western species fir and other softwoods as well as steel products. We are looking for highly motivated, well-rounded and experienced salespeople for our locations in Morgan Hill and Carlsbad, Ca. Please send resumes to Sean Burch, sburch@redwoodemp.com. www.redwoodemp.com

1990. Make checks payable to Cutler Publishing. 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.

BUSINESS OPPORTUNITIES

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

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

Is this your copy?

The

MERCHANT Magazine Get your own every month.

Contact Heather at (949) 852-1990

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

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

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

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

• Heavily discounted, all-inclusive ad rates.

Call Chuck Casey or Alan Oakes at 949.852.1990 44

The Merchant Magazine August 2012

PRODUCTS FOR SALE

An Unfair Fight, How Winners Sell and Sellers Win is a must for salespeople, sales managers and company owners who want to grow their sales in hypercompetitive markets.

Inspired by 55 of the best “Olsen on Sales” columns from The Merchant Magazine, the chapters range from specific sales techniques to how to hire and manage a sales force.

James Olsen is a 30-year lumber industry sales veteran—20 years as a broker, 20 as sales consultant. As principal of Reality Sales Training, his clients boast an average +55% yearover-year sales growth over the last 20 years. His loyal following of lumber industry sales professionals look forward to his monthly column. He is passionate about sales; he lives and knows what he is writing about.

The writing is clear, interesting and specific. The articles will challenge your thoughts on sales and will also make sales An Unfair Fight for you, your team, and your company.

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Building-Products.com

Jensen Distribution Services – Sept. 12-14, fall market, Spokane Convention Center, Spokane, Wa.; (800) 234-1321; www.jensenonline.com.

DATE Book

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

Los Angeles Hardwood Lumberman’s Club – Aug. 11, wine tasting & BBQ, Yorba Linda, Ca.; (625) 445-8556; lahlc.net.

Southern California Hoo-Hoo Club – Aug. 15, dinner & meeting, Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842; www.hoohoo117.org.

Western Wood Products Association – Aug. 15-16, summer meeting, Portland, Or.; (503) 224-3930; www.wwpa.org.

Ace Hardware Corp. – Aug. 16-18, fall market, McCormick Place South, Chicago, Il.; (630) 990-7662; www.acehardware.com.

Orgill Inc. – Aug. 16-18, dealer market, Las Vegas Convention Center, Las Vegas, Nv.; (800) 347-2860; www.orgill.com.

Remodeling & Decorating Show – Aug. 18-19, Orange County Fair & Event Center, Costa Mesa, Ca.; (818) 557-2950; www.thehomeshow.com.

National Hardwood Lumber Association – Sept. 12-15, annual convention, Sheraton Hotel & Towers, Chicago, Il.; (800) 9330318; www.nhla.org.

Timber Products Manufacturers Association – Sept. 14, annual golf tournament, Indian Canyon Golf Course, Spokane, Wa.; (509) 535-4646; www.timberassociation.com.

True Value Co. – Sept. 18-23, fall market, Salt Palace Convention Center, Salt Lake City, Ut.; (773) 695-5000; www.truevaluecompany.com.

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

Trinity River Lumber Company

International Woodworking Fair – Aug. 22-25, Georgia World Congress Center, Atlanta, Ga.; (404) 693-8333; iwfatlanta.com.

Mountain States Lumber & Building Material Dealers Association – Aug. 24, Western Slope golf tournament, Rifle Creek Golf Course, Rifle, Co.; (800) 365-0919; www.mslbmda.org.

Remodeling & Decorating Show – Aug. 24-26, South Town Expo Center, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

National Assn. of Women in Construction – Aug. 29-Sept. 1, annual convention, Denver, Co.; (800) 552-3506; www.nawic.org.

BC Wood – Sept. 6-8, global buyers mission, Whistler Conference Center, Whistler, B.C.; (877) 422-9663; www.bcwood.com.

Western Red Cedar Lumber Association – Sept. 6-8, annual meeting, Whistler Conference Center, Whistler, B.C.; (604) 6840266; www.wrcla.org.

Horizon Distribution Inc. – Sept. 8-9, annual market, Yakima Convention Center, Yakima, Wa.; (800) 541-8164; www.horizondistribution.com.

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

Construction Specifications Institute – Sept. 11-14, annual convention & show, Phoenix Convention Center, Phoenix, Az.; (800) 689-2900; www.csinet.org.

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THUNDERBOLT WOOD TREATING

Willamette Valley Hoo-Hoo Club – Sept. 12, trap shoot, Sportsman’s Club, Creswell, Or.; (541) 688-6675.

GlassBuild America – Sept. 12-14, Las Vegas Convention Center, Las Vegas, Nv.; (866) 342-5642; www.glassbuildamerica.com.

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Building-Products.com

August 2012 The Merchant Magazine

45

IDEA File

“Help a family in need beat the heat” was the motto of a recent fan promotion at Westlake Hardware’s two stores in Hutchison, Ks. To get things going, Westlake offered a 15% discount on all fans and encouraged customers to buy one or more for the local Salvation Army chapter. The charity usually buys 40 to 50 box fans at Westlake Hardware, but needed more this year because of the poor economy.

“We’re all guilty of saying, ‘I’ll help’ and then sitting at home,” says assistant store manager Steve Barnum, who thought that community members would like to help.

To get the word out, Barnum used radio ads, instore flyers, word of mouth, and his wife’s Facebook page. An article about the sale, published in the local newspaper, brought quite a few customers—some new—into the store.

Although customers could also buy discounted fans for their own use, most purchased fans for the Salvation Army. “The heat hit us early this year, so most people already had their own fans,” says Barnum. “I was pleased with the response: about 140 fans were purchased for donation, including 60 that were paid for by a local company.”

At the end of the one-week sale, Barnum delivered the donated fans to delighted officials at Salvation Army—which has suffered a serious decline in donations, but a big increase in need.

And what about next year? “We’ll definitely run the promotion again,” he says. “It may go companywide, too—Westlake has 89 stores—because our corporate headquarters is now interested.”

Sending Out the Fans

Latest Breaking Industry News for Dealers, Wholesalers & Manufacturers— Updated Daily Check out the redesigned

building-products.com 46

The Merchant Magazine August 2012

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

Advantage Trim & Lumber [www.advantagelumber.com]..........30

AERT [www.aertinc.com]......................................................Cover II Ainsworth [www.ainsworth.ca].....................................24-25, 42-43

Arch/Lonza [www.wolmanizedwood.com]...........................Cover I Boise Cascade [www.bcewp.com]..................................................3 Building-Products.com [www.building-products.com] ..............46

C&E Lumber Co. [www.lodgepolepine.com] ...............................39

Capital [www.capital-lumber.com]................................................33 Crawford Creek Lumber [www.crawfordcreeklumber.com].......23

Distribution Management Systems Inc. [www.dmsi.com]..........31

Enduris [www.enduris.com]................................................Cover III

Fontana Wholesale Lumber [fontanawholesalelumber.com].....26

Huff Lumber Co. .............................................................................21

Keller Lumber Co............................................................................26

Lumber Assn. of California & Nevada [lumberassociation.org] .11

Manke Lumber Co. [www.mankelumber.com].............................32

Mount Storm Forest Products [www.mountstorm.com].............33

Norman Distribution Inc. [www.normandist.com].........................9

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....29

Reality Sales Training [www.realitysalestraining.com] ..............45

Redwood Empire [www.redwoodemp.com] ..................5, Cover IV Reel Lumber Service [www.reellumber.com] ..............................35

Regal Custom Millwork ..................................................................35 Roseburg Forest Products [www.rfpco.com] ..............................27

Straight Line Transport [www.straight-line-transport.com] .........4 Swanson Group Sales Co. [www.swansongroupinc.com]...........7

Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....45 Trinity River Lumber ......................................................................45

Wolmanized Wood [www.wolmanizedwood.com]...............Cover I

Building-Products.com

thick skin. strong core. any environment.

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Isn’t that what customers are really looking for—a gorgeous deck that can endure the punishment of time? Endeck capped cellular PVC decking is slip-resistant, impervious to stains and scratches, plus it stands up to the daily torture from pets, kids, and guests who drag heavy deck furniture from one end to the other.

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See both products at www.endeck.com

The

MERCHANT

Magazine