Merchant Magazine - April 2014

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Letts talk!

[rrnsr. I ueve had a great month criss-crossing the country visiting four events in l0 I'days and covering about 12,000 miles. It was great to visit with so many industry friends, hearing about all the good news out there. It will be interesting to see what happens when the long winter finally goes away. There must be some pent-up demand, which augers well for a great spring. Now to get the 8 lbs. of weight off!

As the industry warms up again, let me tell you a secret. When someone leaves you a message saying they want to talk, do you know that only about 607o actually get back to you when you return their call? On top of that, even when you set a date and time to connect, only about one out ofthree are available when you call. Combining those statistics reveals that three-quarters of people who tell you that they want to speak with you will never contact you agaln.

For me, that's a very sad statistic. In truth, it's indefensible, since it suggests you do not value the other person's time, either. Yes, I know we are all busy, but I wouldn't dream of not returning a call as soon as I can (except cold calls who have no interest).

Now, I expect you may want to take this rejection personally. I used to think it was me, but I have long learned it is not my bad breath or lousy people skills (hopefully!), it is just the way it is. I am not only calling and leaving time for the call, but I am also spending and saving time pre-call so that no one calls me for perhaps l5 minutes before or after the expected end of a call. That's a lot of time lost and wasted. Of course, it is always easy to imagine the worst. I always figured that they knew that it was me, and they were either hiding under their desk or running as fast as they could into the yard or heading offfor an early lunch. It used to bother me, birt again this is business life today. You need a thick skin for rejection.

When you do get the chance to talk with someone, how do you make the most of it? Most of us are in sales of some type. We have all been trained to listen. But even the most experienced of us break that rule over and over again. It takes time and patience. I try to learn everything I can about a person, as every call and customer are different and require a different tactic. It takes effort to understand what the other person is dealing with. I am sure every one of us has been frustrated when someone ducks us or doesn't reply to our three voicemail messages or 10 emails. Yet, you never know everything that's going on in a contact's business or personal life, so they may not feel comfortable giving the real reason for not replying.

That is all well and good, but when do you give up on someone? I have written good business from accounts that I mentally might have given up on. Just recently, an account I have worked on for 12 years came in. During that time, they moved up and down my tickler list and sales funnel in priority. I do not suggest wasting time with dead losses, but things change at companies. Our "Movers and Shakers" column is testament to that.

I have met many thousands of readers and customers over the years and just come away sometimes shaking my head when I learn what is going on, particularly in their business lives. So I guess the moral of the story is do not take rejection personally and have great empathy, as you never know why and where someone will end up. A few months ago, another prospect I had pursued for years finally came through when he moved to another company, and I leamed why he couldn't buy from me at his last company. If there had been no reasonable contact, this sale would never have happened.

Relationships are what this industry is about. Use every opportunity to speak with your peers. I find no better place to meet with customers, partners, readers, advertisers and potential advertisers than at industry trade shows and association events. Some have not paid their dues during the last tough years, and maybe it's time to get back out there attending events again and supporting your association. Unless you have been in other industries where there are not associations, you may not understand their value. I for one have great respect for them for what they do for this industry. This industry would not look the same without them.

Alan Oakes. Publisher

ajoakes@aol.com

A publication of Cutler Publishing 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

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Treated wood goes green

f, lrHoucH PnessunE treated lumla.ber-at least in the days of residential CCA-was always a favorite target of chemical-averse critics, preserved wood is increasingly being used in environmentally sensitive applications, with the blessing of the Forest Stewardship Council.

To advertise that what they are selling is FSC-certified, treaters must have their sourcing procedures chainof-custody certified, but not their manufacturing operations.

"FSC does not look at treatments or any alterations to products during the manufacturing process," explains Jack Mackin, c.e.o. of F.D. Sterritt Lumber, Watertown, Ma. "FSC only certifies the wood fiber and the forest. The USGBC and other green building organizations, on the other hand, do look at chemicals and additives in products that are used during construction."

According to Jeff Currier, president of Great Northern Lumber, Blue Island, Il., primary applications for FSC treated wood products include decks, walkways, landscaping, utility poles, exterior structural components, and bridges. Fire retardant uses include commercial roofs, mezzanines, platforms, stages, scaffolding, siding and structural components. In most cases, certified materials are either required, such as in public projects or high-profile commercial jobs, or desired by developers and owners with an environmental bent or a need for LEED building credits.

Dan Haugen, owner of Certified Wood Products, Maple Lake, Mn., notes that more FSC fiber goes into treated plywood than treated lumber-

"the uses in Use Category 2, protected from continuous exposure to water."

Haugen said the price difference between certified and non-certified treated wood is "the difference in the cost of the raw material. It goes up and down, but typically it's about $30 to $100 per thousand board feet."

"Generally speaking," adds F.D. Sterritt's Mackin, "on an apples-toapples comparison, you can expect to pay l5%o more for FSC pressure treated wood, less on plywood."

Treaters are wildly mixed on the growth prospects for treated wood that is FSC certified. Mackin predicts sales growing about2OTo to307o per yeara trend that has held for the past eight

years.

Similarly, Great Northern's Currier expects annual growth of2OVo to 4OVo. "The potential is this great primarily because end-users of forest products are generally becoming more aware of environmental responsibility as it affects their daily lives," he says.

Pam Turner. marketing manager for Biewer Lumber, St. Clair, is more reserved, but sees steady increases continuing, as more building projects are required to use FSC materials.

Phil Herman, business development manager with Allweather Wood, Washougal, Wa., doesn't expect a huge increase in demand. "FSC in pressure treated has always been very job-specific," he says. "However. I think that FSC will continue to grow in other product areas as concerns for green products continues to expand."

Haugen agrees: "The FSC is such a small percentage of the overall market, if you were to look at it with some sort of monitor, it wouldn't be perceptible to the human eye. It's driven by whatever green demands are out there."

In sum, says Steve Knauss, sales manager at Coastal Treated Products, Oxford, Pa., "Our experience indicates there to be a limited growth opportunity because of the tight supply and associated raw material costs. The opportunity for growth would be much larger if supply was more available and costs were more closely aligned to non-certified wood."

COASTAL TREATED Products received FSC chain-of-custodv certification of its Oxford. Pa.. treat ing plant in 2008, so it could respond to a number of quote reqlests for fire retardant treated lumber and plywood.

fr.S. interest piqued in N ew Zealand-treated LVL

f, raw wooD rREArueNr that pro/a.tects laminated veneer lumber against both insects and decay-without compromising dimensional stability-is receiving serious attention from engineered wood manufacturers, wood treaters, and suppliers.

Azotek-which will be known as Taratek TC in the U.S.-was developed by Zelam Ltd., New Plymouth, New Zealand. The treatment has recently been included in the New Zealand building code as an acceptable solution for internal framing in residential and light commercial construction.

"This is a world-first," says marketing manager Noel Coxhead. "It

essentially makes wet solvent treatments for LVL and plywood obsolete and opens the door to much wider use of LVL framing in building construction. It is difficult to get traditional treatments to penetrate the glue layers that bond the layers of LVL and plywood. The liquids involved also affect the dimensional stability of the finished product, which needs to be dried after treatment."

In contrast, application of Azotek takes place during manufacture, not after.

"The finished timber is dry and ready for use as soon as it rolls offthe production line," explains Coxhead. "Because the treatment compounds

are present from the surface to the core of the timber, it can be drilled, sawn, and notched during building construction without any loss of integrity or need for retreatment."

In addition, traditional glue-line treatments protect against insects, but Azotek offers protection against both insects and decay-the first to do so, according to Coxhead.

Azotek-treated LVL has been available in New Zealand for more than a year. Its first commercial use was in the rebuilding of a cathedral in Christchurch, which was destroyed by a massive earthquake in 2011. Now known as the "Cardboard Cathedral" because of its innovative use of cardboard tubes, Azotek-treated LVL beams were used for the main structural elements.

"To my mind, Azotek is the best treatment on the market," says Andrew van Houtte, a sales engineer at Nelson Pine Industries. Nelson. New Zealand, which produces Azotek-treated beams, rafters, joists, lintels and bearers.

"In a technical sense, it is better than anything the industry has ever seen-exactly the right amount of chemical is applied and it penetrates throughout the product. It takes durability to a whole new level," he says. "It also has great environmental and health and safety credentials, because no heavy metals are involved in the treatment."

Coxhead says that the two fungicides in Azotek-triadimefon and cyproconazole-are widely used on food crops, but are new to wood treatment. Bifenthrin, a standard wood

NEW DRY TREATMENT from New Zealand claims to make wet solvent treatments for LVL and plywood obsolete.

All photos courtesy Ne/son Pine Industries Ltd.

treatment insecticide, is also included in the formula.

"Finding suitable fungicides was a long journey for Zelam," he says. "We had many setbacks. Not only did the active ingredients have to be fit-for-purpose, they had to be readily available and affordable. Having two fungicides in the mix means it provides broad spectrum protection against rot and decay organisms, and a barrier against selection for resistance."

The LBM industry in Australia has shown much interest in Azotek-treated LVL, so field trials of treated LVL and plywood are now underway. "Our biggest market is driven by termites in Australia," says Andrew Thompson, Zelam' s general manager.

"But the bigger prize is likely to be the United States, where a lot of engineered wood is used in housing con-

DEEPER-PENETMTING treatment could ooen the door to oreater use of LVL framing in construction.

struction," adds Coxhead. "Already, wood processors there are showing a lot of interest."

He explains thatZelam is conducting trials in Hawaiianother area with termite challenges, although with a different species than in Australia-testing the new treatment for the U.S. market.

"To supply the U.S. market, we need to complete a data set showing similar efficiency under local U.S. conditions," he says. "We have employed local consultants to assist us through this process, but we do not expect approval for another two years."

In the meantime, he adds, Zelam has received requests from U.S. suppliers "regarding New Zealand-treated product to complement the range of LVL products they are currently selling in the U.S. market."

Advancements in color-treated lumber provide new options

many as the most cost effective, ecofriendly and easy-to-install option. MCA-treated lumber provides a light, natural look, unlike other treatments and treatments of the past that displayed a greenish hue.

The Dura Color treating process provides a rich cedar-tone or redwoodtone appearance that doesn't fade to gray, unlike cedar or redwood. In fact, it's guaranteed to retain its color.

f forr,rsowNERs ARE r,acr,nlv looklling for new building products that provide more value, less maintenance, and less impact on the environment. With decking, it seems the only new advancements dealers and builders are talking about concern synthetic decks. Although composite and PVC decking have gained market share in recent years, pressure treated wood decking still carries the lion's share of the market because it's inexpensive, easy to work with, and can be found at any lumberyard.

Of course, pressure treated decking suppliers still have plenty of reason to boast. With the advent of an environmentally preferred treating chemical in micronized copper azole (MCA), treated lumber decking is viewed by

And now, newly formulated colorinfused pressure treated lumber is on the cusp of becoming mainstream; it provides a unique low-cost choice for dealers and builders, and a great way to add margin to the bottom line. What's more, it gives homeowners another option when choosing their deck material. Best of all, it doesn't require a topical stain to enhance the woods appearance.

However, color-treated wood is not new. Osmose, a leader in wood preservative technologies, has been providing color-treating solutions for years.

In fact, Universal Forest Products has been producing colored wood fencing for nearly a decade. And today's pigmented colorant system is far superior and much more reliable than the older dye-based formulation.

ProWood Dura Color pressure treated lumber helps fill the gap between everyday treated wood decking, cedar or redwood decking, and high-end synthetic decking. Colortreating technology has helped lumber decking make significant strides just in the last two years. It's a better look for a treated lumber deck.

In addition to new color-treating options and environmental certifications, new water-repellant stabilizer additives are helping MCA-treated wood decking resist the effects of weathering.

More than just decking, color-treated lumber allows dealers and pros to increase margin in virtually any dimensional lumber and with finished goods like fencing and pergolas.

- Chris Fox is ProWood Lumber product/brand manager for Universal Forest Products, Grand Rapids, Mi. Reach him at cfox@ufpi.com.

Patent for MicroShades

Osmose has been issued a patent by the U.S. Patent & Trademark Office for its MicroShades micronized color technology for treated wood productcs.

The new patent involves a method using micronized iron oxide color pigments for treated wood, and complements other oatents Osmose has received for its MicroPro wood preservation technology.

DECK usino Dura Color treated lumber was awarded to the winner of the 2013 ProWood Desperate Deck contest.

LATEST advancements in color-treating technology let the wood's natural characteristics remain visible.

Treated wo additive cat

f esr spRING. Arch Wood Protection, a division of L/Lonza, introduced its BARamine technology in North America to complement the copper azole preservative system they invented. Marketed under the Wolmanized brand name, these products provide superior, long-term protection of wood from fungal decay and insect attack.

After an initial roll-out of the technology to number of treating plants, now approximately treating companies purchasing product from Arch utilizing the BARamine technology platform.

a select 25Vo of are now

The platform is "extremely customer-focused," says Erin Canosa, global marketing director at Arch Wood Protection. "The concept has grown from providing one solution for all to an umbrella approach that allows us to customize the solution to suit our customer's needs, addressing different market situations depending on wood species, environmental factors, preservative chemistry, and end-use applications."

One benefit of the new technology is it helps Arch's preservatives to more deeply penetrate and protect the wood. "Similarly," Canosa adds, "we can harness our BARamine platform to augment additives within our preservatives that provide enhanced mold protection characteristics or that address aggressive, copper-tolerant fungi, as well as a more efficient treating process and a cleaner end-use wood appearance."

Escue Wood Preserving, Millwood, Ky., has been using BARamine technology since the fall of 2013. The features and benefits to the company and its customers have been extremely well received.

"The wood we have treated with the BARamine additive gives our finished product a nice fresh, clean appearance negating a product issue we had with residue from the overall value chain process of securing, treating and selling treated wood," says general manager Kevin Escue. "It has really improved our quality control process, allowing us to send out a better product to the market."

He notes that Escue recently updated its website, featur-

SUPER DECKING: Kentucky's Escue Wood Preserving is using BARamine technology to improve the appearance and performance of its treated wood.

ing the BARamine addition in the Outdoor wood section. He looks forward to promoting the product as the spring season rolls out. "Cleaner, brighter wood is easier to sell. Features such as a broader range of resistance and improved defense against fungi help us in the marketplace. Having BARamine not only improves what we sell, it also changes how we sell. It gives us an improved product to show off."

Everwood Treatment Co., Spanish Fort, Al., began testing and treating with BARamine over a year ago and, according to sales manager Steve Cheatham, "so far the new additive has made it easier to achieve penetration. Even with the confidence we have in the current copper and dual azole formulation, the addition of BARamine has given us a more robust protection against wood decay."

Another treater was plagued with longer than ideal treating times. Adding BARamine into its preservative system created a more efficient treating process and improved cycle times.

The global patent pending BARamine technology is one example of a customer-focused innovation that enables Arch Wood Protection to offer the next level in protection and deliver a new force in oreserved wood.

Photos by Lonza/Arch Wood Protection

When it comes to premium profile products, give your customers an edge-with UFP-Edge.

UFP-Edge is made from the highest-grade lumber available, free of wane and with only small, tight knots that highlight the warm characteristics of natural wood. Hand*selected. Carefully cut with blades we sharpen and maintain ourselves. Manufactured near customer locations to eliminate the damage associated with storage and multiple transpofts. With UFP-Edge, you can offer the finest paftern, fascia and trim products on the market today.

By Bill Rossiter, Interrupt

Engineered for success Selling beyond commodity wood

A BUrr-DrNG srRu('ruRE is defined -fiLbv its comoonents. both the beautiful and the tunctional aspects. Fron.t an aesthetic standpoint, a home is judged by its eye appeal, the craftsmanship, the overall pizaz.z that initially en-eages the homebuyer to walk deeocr into the home.

It's casy to kcep the homcbuyer ercited with these cyc-cancly items; howcvcr. it's hlrrdcr to genet'alc tntelest from the homcbuyer (and actually somc builders) when it cornes to the structure of the home. Sometirnes it's easy for a homebuyer to Just assunte all is well undcr the roof. behind the

walls. and under the floors. Homeowners t1'pically define a grcat home as onc that looks beautiful and has quality that lasts a lil-ctime.

That "quality fbr a lif-ctime" aspect is what can hclp or hurt thc builder's credibilitl' and wallet long term.

Quality Starts with the Structure

In reality. a great horne starts with the slructtrre. the l'r'rming crrplp.tnents. The framing of a home is like a skelcton, where all other cornponcnts of thc body are dependent and irnpacted by the ciuality of the structure below it. How that skeleton is lbrmed. and how well yor.r invcst in and treat it. will dcfine how' thc rest of your body performs. It's the exact sanle concept with a home. Thc skelettln of a home- its foundation-lives within its l'rlnrint eonrp()ncnl\.

Frarnin-c materials are prcdonrinantly wood-based. But as we alscr know. there are all ditterent levels of ',vood products that builders and their supplicr partners can and do choose |rom. Having been in thc building industry nearly 30 ycars, I havc always fbund you get what you pay fbr. Therelbrc, I strongly believe that thc type of framing matcrials a buildcr chooses to use truly defines their commitment to providing thcir homebuyers with a krng-lasting httmc.

Comrnodity wood products aren't necessarily bad. Thcy are just that a comrnodity. A commodity material is

defined as a raw material that can be bought and sold to satisfy a basic need. Therefore, commodity wood is an entry-level answer to fill a basic need. I would say commodity wood products are more viewed as a "necessary evil delivery device": "l need these studs, this roof deck, this subfloor, as merely something to attach my expensive siding, shingles and flooring to, never to be seen or heard from again." Or so you may think.

Reputation & the Wallet

What defines a builder's reputation is not merely how their homes look, it's more how they perform at the start and especially throughout the life of the building. A key indication of poor home performance are callbacks. These are issues that frustrate the homebuyer and diminishes enjoyment of their home. Homeowner dissatisfaction threatens a builder's reputation, and settling these ongoing claims requires delicate negotiation.

The most common homeowner complaints in wood-frame new construction are things like misaligned wood mouldings, roof leaks, floor squeaks, and drywall nail pops and cracks. According to Harvard University's Energy Technology Innovation Project, builders on average report call-back rates of rp to 2OVo or more. This means approximately a quarter of the time builders are disappointing their homebuyers.

Besides the issue of hurting the sales process, these callbacks cost the builder thousands of dollars to remedy-taking a bite out of their already tight profit. Research has shown that up-front prevention is always the least expensive and strongest remedy for the reputation and the wallet. This leaves some builders rolling the dice on negotiating payouts versus building with higher quality framing materials at the beginning.

Steve Easley, a construction consultant writing for RCI, reported that the U.S. construction industry spends about $9 billion annually on construction defects due to water and moisture intrusion. The report stated this damage is caused primarily by poor exterior system selection and faulty installation.

Engineered to Last

The way materials and products perform can change over time, impacting the performance of the home and the way the homeowner

experiences their home. So if your builder customers are using commodity products, you can be pretty well assured that they will get basic commodity performance over time. They shouldn't just put commodity framing under all that expensive flooring, shingles and siding. They should use products that ensure quality is at the core of their homes, products that are engineered for long-term performance.

An engineered product is defined as a solution designed and built using scientific principles. Isn't that what you would want at the core of your own home, something that is advanced and produced in a very controlled manufacturing process? That's why I like engineered wood, it creates a stronger and more quality base for the home building process.

So what's so great about engineered wood? Engineered wood actually has more wood packed into each panel. The manufacturing process uses advanced resins that coat every wood strand. The orientation of these strand are scientifically engineered and positioned to optimize strength and stiffness consistently throughout

every square inch of the panel. What results out of this very scientific manufacturing process is a super-dense, super-strong, and very precise panel, which ultimately produce framing materials that are stronger, more consistent. watertight. and more precise. This helps make these products easier to install, a more precise platform for all trades to work with, more moisture resistant, and a superior quality base of the home that can perform at a high level over the life of that home.

The ultimate payoff is that the homeowner gets to enjoy a quieter. moisture resistant, and stronger built home-a more confident experience with the building process. And this confidence and fewer callbacks result in more satisfied homebuyers, creating fewer callbacks and a stronger reputation for the builder and its supplier.

- Bill Rossiter has over 3O years rtf experience as a branding and marketing executive in the buildinp materials industry and is c.e.o. of Interrupt, a branding and strategic marketing agency specializing in the building materials and home improvement industries. Reach him via wtuw .inte r r uDtde liv e r s.c om.

By Carla Waldemar

Small town, big success

But in what Jim declares is a "rural community," you don't put on airs. "We're just a jack of all trades," he says, serving a customer base that's tilted toward the pros, who build and remodel custom homes-"no tracts!" But he's open seven days a week, which lures a healthy slice of walk-in traffic, too-especially since the outfit's most recent remodeling scheme, a major move. "When we first opened, we had a 30,000-sq. ft. sales floor. Now we've expanded to 50,000 sq. ft., with two full-time kitchen and bath designers. Kitchen and bath are a very big focus for us, with 5,000 sq. ft. And the ladies love it."

This is the latest and greatest of expansions, but it's just par for the course. "You start small, and you learn as you grow. I like to change things every winter-always have a project going: Build new displays, rearrange departments-especially to be more female-friendly," he explains. "l joined my co-op in the '80s, and I haven't looked back. We've developed strong relationships over

/-i nllreolrs, Orr.. rs rHe small town (pop. 3,641) that \falmost wasn't. It calls itself "the old French city (Gall = Gaul = French), but that's only because of some sly shenanigans back in the Old Country. In the late 1700s, a French speculator sold deeds to a promised New World nirvana, but when the gullible French settlers showed up at this southernmost tip of what's now Ohio, voila: nothing.

If they'd only waited till 1988, Jim Thomas could have helped them out. That's the year he took over an existing establishment, remodeled it as a building center with the help of a co-op's planning experts, and opened Thomas Do it Center.

Gallipolis is pronounced gall-a-po-less, which sounds a lot more Southern than French, and so does Jim's honeyed drawl. To make his way through college, he'd worked as a painter and roofer, which-you know how it goessparked an interest in the whole darn building trade. After learning the ropes in another small yard, he felt ready to launch his own operation-which he then expanded, remodeled, remodeled, and expanded-well, you get the idea.

OHIO DEALER'S customer base is tilted to contractors, but a recent remodel/exoansion created a desion-oriented lavout that draws in a rising percentage of walk-ins.

2O-some years. My rep doesn't preach too hard, but if he sees something we need to do, he recommends it."

One of Jim's more ambitious projects, a few years back, involved building an actual two-story house under his 24ft. ceiling in the middle of the showroom, geared to display different window, door and siding options. Talk about a wow factor!

Even before that, Jim had added a rental center: a standalone facility right next door ("which is the best way to handle rental, because it's a little messier, noisier, with equipment like excavators and Bobcats," he explains.) Plus, he adds, "If it were inside and someone bought new flooring, they'd expect the installation equipment for free," he laughs. No sir-the rental division is not only a service. it's a prime profit center.

Jim doesn't only add SKUs and square feet, he adds locations-well, one, anyway. He launched a second store in Point Pleasant, W.V.-only six miles away, but, crossing a state line and two rivers, a much lengthier perception leap. "We hadn't had any West Virginia business before," he documents. The newer store serves a different demographic, too-this ttme,80Vo walk-in traffic in its 20,000 square feet. Never one to let good-enough alone, Jim is in the midst of remodeling this location, too. "Customers like a cleaner look; we're getting lots of compliments," he testifies. "And we've added SKUs in most departments."

Gemini Forest Products

Los Alamitos, CA

562.594.8948

Shasta Lake City, CA 530.276.7197

www.geminiforest.com

Together the two operations function with a staff of 85.

There's competition from the boxes-of course there is-but Thomas has the edge on them in several ways: not only experienced, knowledgeable staff, including three dedicated outside salespeople who forge long-term relationships with loyal contractor customers, but also a reputation for stocking all premium-grade lumber. "Contractors appreciate that quality. We're heavy into lumber and building materials; it's a large portion of our business."

And, best yet, it's delivered with speed and passion. Delivery, in fact, is Thomas' fort6. It enables him to dominate the market and maintain volume. The company boasts a fleet of 20 trucks-smaller to tractor-trailers-which deliver, for a small charge, anywhere and everywhere, and in any amount, in a 60-mile radius. Thomas also logs a robust amount of special-order business, particularly in windows, doors and stairways-high-margin items that please those custom builders and the renovators of the town's historic homes.

But how do you get the message out? That's the focus of Jim's daughter. She handles all advertising ventures, from radio and TV to mailers. But the best avenue-no surprise-is word of mouth. "I've been here long enough," Jim says, "and I'm active with customers, always on the sales floor." (Online? Not yet on the radar. "But we're working on it. We know we need to.")

The economy has treated Thomas, and the city of Gallipolis, pretty gently. "Rural areas are different," he explains: "Not the peaks and valleys of cities. We're more stable, so we haven't had to cut back. In fact, we've grown every year, even in a recession." No layoffs, either: "We've got good people, so I don't want to lose them. I'll always find work for them." Besides, "Building around here is on par-not a lot of slowdown."

Yet stability-not to mention growth-doesn't just happen. And Jim knows that full well; he's seen way too many independents go out of business in the past few years. His advice: Keep renovating, keep on moving. "If you stand still, they'll step on you.

Not gonna happen here any time soon.

Carla Waldemar

OWNER Jim Thomas believes in expanding steadily but gradually.

The closerts heart

tT"r DTFFERENCE between those who I close and those who don't starts with heart. Closers believe in themselves and what they are selling more than they believe in their customers.

Quotrons, product presenters, and information dispensers are not closers because they believe that the customer is the boss. They believe that the customer "throws them a bone," instead of earning business as a partner. Here are closes that work:

Assume, assume, assume

"Good morning, Teny. I just called to pick up your order numbers on those two trucks of 2x4 we talked about. What are your numbers, so we can get these going?" Instead of "Hey, Terry, have you got all your numbers in yet?" Ugh.

Positive, assumptive selling is the highest form of salesmanship. We are all assumptive sellers. Closers assume they will get the business and talk like it. Non-closers assume they have an outside chance of getting the business-and talk like it. They assume, for example, their price is too high-even before they give it.

Bill Redman, one of the best closers I've ever met, told me, "I talk to the customer like they have already bought the product. We're just trying to figure out how to get it to them."

Similar Story

People want proof. The "Similar Story" Close gives it to them. "Susan, I have sold this product to customers just like you, and they love it. So may I have your order please?"

A similar story can be used to turn objections around and close. "John, that is a good point. A customer last week was also skeptical about bringing in stock he wasn't familiar with. I assured him, as I am assuring you, that he would love it. He reluctantly gave me the order. After the stock arrived, he liked it and now wants to put it on contract."

We can use Similar Story in our opening statements. "Pete, we've been running this program with our customers that need the very best quality (or price, or tally. Would you like to hear about it?" This sets the assumptive tone for the entire call.

Let's Put This One Together

I was digging through a garage sale when I came across a sales book. It was similar to the hard-backed 5-ll2-by-8l/2 school primers of old. My apologies to the author; I lost

or misplaced the book. I looked in the table of contents. The last chapter was boldly titled, "The Close That Works Every* Time." It was the "Let's Put This One Together" close.

The power of this close is that it leads the customer as a friend and a partner. "Let's" says "let us," as a team, put this business together. We are not supplicating; we are leading our customer to a shared outcome. It is as if the customer has come to our home and we are saying, "Let's have dinner."

* I used it myself the very next day and got the order the first time I tried it! I fell in love with this close and have been using and teaching it ever since. Alas, although effective , it does not work every time

The List Glose

Humans like threes. One-two-three has rythym. One-two is for punching and one-two-three-four loses momentum.

"Lucille, this 2xl0 is perfect for you because: It is the stock you prefer. The tally fits your inventory like a party hat. The market is moving up. So, what is your order number?" Or, "So, let's put this one together."

The List Close is also a great way to counter objections and close. "Pete, you have a point, but let me give you three reasons this works for you..."

Scarcity

We hate to miss or miss out on things. We use the "Scarcity Close" to move our interested but hesitant customers to action.

"Susan, you can shop this for another hour, but the stock I have will be gone when you come back to buy it-and you will come back. We are trying to find more of what I'm offering you and can't find anything that comes close. You don't want to miss this deal. What is your order number?"

When our (assumptive) hearts are right and we use these closes, we will win.

Olsen Reality Sales Training (503) 544-3s72

A famous lumberman once said:

When you buy Kelleher Advantage PLUS products you actually get all three.

Call your Kelleher sales representative today to find out if you are getting treated right.

Rough & Ready Mill Reopening

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Moulding & Millwork Rebrands

N.lorrltiirrr & Nlillrrolk. \'ltrtcoLtrcr'. I:i .('.. is clrlrrrgirrg its nrulrc [() Nlctlic. to 111i"111-', its lire rrs on str lislt. bcirtrlilirl intclior-trirl liu hontcorr nct's rutrl ptolcssiotltl tlcsistte ts.

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"Oul rrcri eollcctitlns l)lcscltt u cotttltlctcll ttcu'r.r'at ol' thrnkrng aboLrt. shopping lirr. lLncl sclce tins intclior lirtishings." saicl c.c.o. (ltcqotr Storrcr. "t.lntil nori. cortstlr)tcrs ucrc lcclr.rilr'rl to rrlLrlc thr-or-rsh hirrs ol nroLtlclitt-t atrtl racks of rkrols to f incl thc light 1:rr.otlucls for thcil hon'rc. Sclccting thc riglrt rl inrcnsions Lrl nroLt lding thlt lit togcthcr. in tlcsigns thlrt riork rl itlt rLnrl cnhltncc \our ct-trrcltt tlccollltirrr str lc. is ncrt tLr inrlto:siblc."

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l;orrntlcrl in l()16. 1he e onrplrn\ ()l)crirtcs cigltt solitl rrootl rrnrl Nl[)l:rrurrLrlltr'tLlrirtq pllttrts ltrttl ](r tlistriltrrtiort ccntt'r'\ rn thc [ .S.lLtttl ('lLtltrllt.

JJ Building Supplies Moscow, ld has opened a new location in Lewiston ld , on the former site of Redneck Ranch Supply

Two months previous, JJ closed its yard in Colfax, Wa

Spenard Builders Supply is investigating the cause of a March 16 fire in the paint department of its Seward, Ak., store thatcaused about S50 000 in damages to the paint mixing counter, inventory, and the ceiling.

Ace Hardw?t€ Klngsburg Ca held a grand opening Feb 28 The B 200-sq ft store is owned by Mike Nelson, who also operates an Ace in Selma, Ca.

Sunroc Building Materials, Lindon, Ut. rs converting rts 1 1 ocations In Utah and ldaho to Epicor BisTrack softwa'e 'eplacing seve' oifferent systems.

''Any way we can help create a more fluid process for estimates. delivery, payments and project execution will increase the bottom ine for our clients " said president Jeremy Hafen

Habitat for Humanity's Longmont, co., ReStore discount LBM outlet moved to a larger, 12 000-sq ft. facility

The group hopes to open a new ReStore in Ogden Ut. by year's end, according to new chapter head Dede Fluette.

Orchard Supply Hardware, San Jose, Ca , has revamped its website, osh com, incorporating Pragiti's hybris e-commerce platform.

You can BUILD a lot of things with our TIMBERS. lncluding a MORE PROFITABLE business.

PEOPLE ARE BUILDING AGAIN and that means increased demand for timbers. That's good news for yards like yours; especially if you're carrying Humboldt Redwood Con Heart, Douglas fir and Pressure Treated Timbers. Premium quality Humboldt Redwood, Douglas fir and Pressure Treated Timbers give your customers everything they need - unmatched strength, durability, beauty, and eco-friendly FSC@ Certification. Our Redwood, Douglas fir and Pressure Treated Timbers are

available in 6" and larger sizes; in lengths up to 24 feet. Call us for your 3" and 4" dimension needs too. And if you have a special request we can custom cut up to 18" x24" solid sawn timbers.

Get real. Get strong. Get ready for a great year with Humboldt Redwood, Douglas fir and Pressure Treated Timbers. Contact Julie Wright at (7 O7) 7 64-4450; or JWright@hrcllc.com.

Sale Closes the Book on Reid & Wright

Wholesaler Reid & Wright Inc. is winding down operations after selling its Broomfield. Co.. distribution business to Cedar Creek, Oklahoma City, ok.

Cedar Creek has consolidated the DC into its existing Denver, Co., branch, assuming all sales personnel and branch manager Chris Lynch.

"This is a key addition for Cedar Creek, as it brings new customers, quality people, and great products that

we'll merge into our current Denver location," said Cedar Creek c.e.o. Bill Adams.

The deal closed March 21.

Cedar Creek operates 16 DCs serving 25 states, from Colorado eastward.

Bob Reid is retiring after 42 years with the company founded by his father, Bob Reid Sr., and Bob Wright in 1948.

rr R. Engineered l-lOSePUfg Wood products

Bennett Lumber Products, Princeton, ld., has pegged this month to restart its Guy Benneft Lumber mill at the Port of Wilma near Clarkston, Wa.. which has been closed since 2009 (see Feb., p.22).

Weyerhaeuser Distribution has completed relocation of its 66,000sq. ft. Eugene, 0r., distribution center to a 300,000-sq. ft. facility in Albany, Or.

Intermountain Supply, Spokane, Wa., is now distributing AERT's MoistureShield composite decking.

Gapital Lumber Co., Satt Lake Citv. Ut.. is now diskibutino the full line ot Simpson Strong-fie products in Utah.

California Cascade lndustries' DCs in Sacramento, Woodland, and Fontana, Ca., will distribute all product lines from OZCO Building Products, Richardson, Tx., including post anchors and wood ties.

Universal Forest Products inked a distribution deal to co-market National Nail Gorp.'s cAMo hidden deck fastening system with its ProWood pressure treated decking.

USG Gorp., chicago, ll., has finalized its 50/50 joint venture with Boral Ltd., USG Boral Products, which combines Boral's gypsum plants in Australia and Asia with USG's Asian and Middle Eastern ooerations.

Seneca Sawmill Co., Eugene, Or., was recently profiled in IBM Systems Magazine, for its "visionary leadership and use of technology to build a thriving, sustainable business."

Gypsum Association, Hyattsville, Md., has revamped its website, www.gypsum.0rg.

Anniversaries: Welco Lumber Co., Snetton, Wa., 45th Trio Forest Products, Mesa, Az., 35th Los Altos True Value Hardware, Los Altos, Ca., 30th Sustainable Forestry Initiative, 20th...

The Roseburg Framing Systemo for Floors and Roofs

RigidLam'LVL Rigidlam' LVL Studs Rigidlam' LVL Columns. RigidRim" Rimboard Serving Southern California, Huff Lumber Company is a premier distributor of Roseburg Forest Products. Services include:

ldaho Forest Bringing CLT to U.S.

Idaho Forcst Group. Coeur d'Alcnc. ld.. is plrtrtering with Austrian cross-laminatcd timber pioncer Jtthann Ol'fncr Group to bring CLT to the U.S.

As early as this vear. IFG will irtrport European-made CLT to distributc throughout the U.S.. with plans to bc-gin manuf'acturing the product itsclf in 2.+ to 36 ntonths. IFC operates fivc mills in Idaho.

The joint venture will bc supportecl by KLH Austria and

its subsicliary in Lonclon until an Anrericitn-bascd sales otficc opcns in JLrne.

CLT consists of gluing togcthcr layers of boards orientccl at right angles to one another. to form massivc ri-sid pancls with high strength and stability. for usc in u'alls. I'loors and other bLrilding components. Jtthann Offner subsicliary KLH Austria dcveloped the proccss in 1996.

"We hai'e becn rcsearching this product for nrany ),ears." said IFG clrairrnan Marc Brinknreycr. "Manv leaclin-e Europcan architects and builclcrs are usirt-u this technology to make signif icant and appcalin-r structures. This loint Venturc provides an excellent opportunity to offcr thc proven CLT building technology for use here in Anrcrica."

Although CLT rnadc its fifst appearance in thc LI .S. morc than three 1'ears ago. it.t a 78-fi. bell towcr in North Carolina. donrestic installations in thc interirn havc been rarc. clcspite promotiorral cflirrts by pnrdr-rcers sltch as Canacla's Nordic Enginccrcd Wood.

OSH Unveils Urban Format in L.A.

Orchard Suppll' Haldwarc has opencd its f irst "urban retail fbrn-rat" location in the La Brea neighborhoocl ttf l-os Angclcs. Ca.. which is horre to a -grorvin-u Irunrber of trew ill)ilrt Irlcnt\ lrntl tondtlttt i n i tttn:.

The 30.0110-sq. li. store with 3.800-sq. fi. outdoor nurserv has a l(X)-spacc roottop parking lot.

The store is designed tirr custorncrs u'ho livc in snrallcr spaces, with an enrphasis on container and snrall-garden planting, paint. rcpair :ind homc mitintcnance, as wcll as patio and BBQ products that are ideal fbr sntallcr areas.

Floor-to-cciling windows along the entirc storefront muke it bright lncl ei.r\) l() rtl\ iSirte.

IDAHO FOREST Group has formed a joint venture with a European manufacturer to bring cross-laminated timber to the states.

Photo by KLH Austria

THINKING Ahead

By Rick Ekstein, Chairman, North American Wholesale Lumber Association

Saving

lnnovations to secure the lumber industryts future

II Jutls rHERE ARE signs of modest economic recovery

V V and positive trends in the lumber industry, dangers lurk. Certainly the recovery and housing starts may stall or even decline, but the threats to lumber and the North American lumber industry are even more foundational than economic swings, including a dearth of next generation leaders, threats to timberland, stagnant markets, and global competition.

There are ever-present concerns, but the people of our industry are introducing new ideas, taking risks to avoid stagnation, and addressing many of these issues head-on. Innovation by lumber leaders is evidenced by several bold actions that may help secure the lumber industry's future.

Developing young leaders. While the most obvious lumber job is as a logger, a wide range of new jobs are being created to help support the modern lumber industry. These range from finance and operations, analytic jobs that focus on computers or GPS mapping, to environmental jobs that look at saving and preserving habitats, and helping to handle the current governmental bureaucracy that presents challenges.

Many companies are recognizing that hiring qualified workers, and particularly young people who see lumber as a career, is not only great preparation for the future, but also contributes to current vitality. They see that without the infusion of new ideas, new skills, and young leaders, our companies will grow old and lose their edge.

One group that is tackling this problem is NAWLA, which is dedicated to educating, inspiring, and planting a new generation of leaders throughout our industry. There is strong representation by younger leaders on NAWLA's powerful committees and the youth movement is evident at its premier lumber trade show, Traders Market, where next generation leaders are taking the lead in introducing

new ideas, new technologies, and strategies to attract younger professionals into the industry. And once again at this year's Traders Market (in Chicago, Nov. l2-14), a Next Generation event will be featured in the program-a new tradition that has taken root and represents a small but significant step to inspire the involvement of a new generation in lumber leadership.

Bridging landscape and livelihood. To deal with the increasing view of trees as a balm for urban blues rather than an economic crop, many companies are learning about how to bridge the traditional gulf between landscape and livelihood, either through conviction or necessity. For instance, in Maine, 95Vo of the forests are in private hands and nearly half of those private owners are timber companies. But even there, it's getting harder to cut the trees. There's a growing interest by private owners in leaving the woods uncut to promote tourism, or selling lands to conservation trusts and other groups that value trees as devourers of carbon dioxide.

Most major lumber companies have been practicing sustainable forest management for years. Now, many are seeking certification for these good practices that maintain forests' biodiversity, productivity, regeneration capacity, and vitality, addressing the concerns and needs of those valuing timberland as both beautiful landscape and perpetual livelihood.

Adopting new technology. Lumbermen work hard, but in today's business environment that isn't always enough. Leaders are increasingly turning to the use of technologies to multiply their labors. These changes are impacting work both in the mill and in the office.

An example: At a Plum Creek plywood plant in Columbia Falls, Mt., a computer scanner "sees" flaws in the wood better than the humans who used to do the job, one of many computers in the largely automated plant.

The technology helps the company use more of the log, it helps reduce waste and inefficiency, and it has increased production by 10Vo.

At Snavely Forest Products in Pittsburgh, Pa., the company drives innovation to develop more competitive products, such as its acetylated wood decking, modified through a patented process that helps wood stand up to rain, heat, humidity and cold.

On the other end of the supply chain is Main Street Lumber of Denison, Tx., recognized this year for development of a mobile app called Mobile Visual Pro (MVP) that streamlines its sales process. MVP allows for project bids to be made on the job site with customized specifications, and emailed to both the customer and the company office for distribution. In an industry that is still run primarily with paper bids, the application speeds up sales and also reduces waste from error.

Finding new uses for wood. Innovators are also looking at areas where wood has never been considered, or has fallen out of favor. One surprising example: high rise buildings. In the past, wood has not been used for midrise and high-rise structural applications for reasons of cost, safety and fire resistance. Concrete and steel offered the structural qualities required to construct these types of buildings at a much lower cost than wood. But today, architects and developers are experimenting with the use of wood and wood products as key components.

Among the best-known architects proposing more wood products in building is Canadian Michael Green, whose architectural firm has come up with a cost-effective structural system that utilizes mass timber panels engineered for strength through lamination of multiple layers. It uses a solid wood central elevator and stair core and wood floor slabs. Steel beams in the perimeter provide ductility to address wind and earthquake forces. Concrete is used below grade for the foundation.

A handful of architectural firms are vying to build the tallest wood-based high-rise. Perhaps most notably, the movement received an unexpected boost when Skidmore, Owings & Merrill, a Chicago-based architectural firm known for its design of towers of steel and concrete, including the new One World Trade Center in New York City, signed on to the mass timber structural system and announced plans to build a 42-story residential tower.

Battling forest foes. The four horsemen of the timberland apocalypse may be insects, disease, invasive plants, and urbanization-seemingly intractable foes that each carries a devastating punch.

The pine beetle, which is now often able to live through the winter thanks to milder conditions, has killed 723 million cubic meters of Canadian timber. The gypsy moth (in larval form, a caterpillar) has defoliated over 80 million acres of hardwood trees in the East since 1930.

Diseases. too. can take their toll on forests. Sudden Oak Death, or SOD, is a relatively new but serious threat to American forests, first reported in California in 1995. Since then, it has killed one million oaks. Scientists are

A Special $eries from North American Wholesale Lumber Association

trying to decipher the biology of the disease, but they still don't know how it spreads.

Losses from insect and disease are highly correlated with forest health-vigorously growing forests are much less susceptible to outbreaks than stressed, overcrowded, senescent forests. Characteristics of healthy managed forests that make them less susceptible to physical risk include trees that have natural resistance to insect and disease attacks, closely monitoring health conditions, and bringing insect and disease outbreaks under control as soon as they are observed, by removing attacked or infected trees.

About 1,400 invasive plant species pose significant threats to American forests, according to the USDA Forest Service. Most aren't native to the United States and have no natural predators. As a result, these plants grow uncontrollably, overwhelming and displacing other plants. Kudzu is a great example.

In some areas, "the greatest threat to our forests is urban sprawl," says one U.S. Forest Service director. Scientists at the Forest Service predict that urban and developed land areas in the U.S. will increase 4l%o by 2060. Forested areas will be most impacted by this expansion, with losses ranging from l6 to 34 million acres in the lower 48 states.

Solutions to urban sprawl fall to planners primarily outside the forest service and lumber industry. As troubling as the trends and forecasts are for forests and farms lost to development, market preferences are now trending in favor of closer-in, more walkable living. Future development can respond accordingly, conserving the landscape in the process.

Controlling these threats is vitally important, and these are by no means the only dangers facing timberlands and the lumber industry. Notably, as issues present themselves, the people of the industry are rising up with new solutions and surprising new ideas to transcend the problems and point toward a stronger future.

Woodr The Basics

With the lumber industry showing signs of recovery, opportunities are increasing for people new to the business, many of whom will need an introduction to the industry. That's what NAWLA's Wood Basics Course is all about.

Taught by industry experts, this fourday immersion class covers the entire spectrum ofthe forest products industry from seed to tree, from production to sales. More than 1,500 have graduated from the course sinoe its inception in 1981, representing a broad cross section of the industry. The curriculum has evolved with the industry, now including areas such as technology and global trade.

Today, the Wood Basics Course provides companies with the best way to ensure that employees have the tools and knowledge to help them succeed. The course is an open to all-you don't have to be a NAWLA member. The next class is Sept. 8-11 at Oregon State University in Corvallis, Or. For more information or to register, visit www.nawla.org.

Big Lumber Producers Get Even Bigger

U.S. and Canadian softwood lumber producers notched modest gains in 2013, as lumber demand continued to rise in the U.S. and in key export markets, according to Wood Markets' annual survey of the Top 20 manufacturers.

U.S. softwood lumber shipments increased 5.1%o to 30.0 billion bd. ft.. while Canadian production rebounded from minimal gains in 2012 to record an increase of 4.O7o to 23.5 billion ft.

The output of the top 20 U.S. companies rose strongly: from 16.6 billion bd. ft. in 2012 to 17 .9 billion ft. in

2013, up 8.27o. As a result, these 20 increased their marketshare of U.S. production from 587o to 6OVo. The five largest- Weyerhaeuser, Sierra Pacific, Georgia-Pacific, West Fraser (U.S. operations), and Hampton Affiliatesproduced nearly 10.0 billion bd. ti., or 33Vo ol total U.S. production.

Of note, all regions in the U.S. recorded production increases in 2013, with the U.S. West leading the surge in output with a gain of 6.lVo. The U.S. South increased 5.17o.

Corporate acquisitions were again a big part of the story, as the Canadian

buying frenzy continued in the U.S. South. More than 25 mills in the South have been purchased by Canadian firms since the mid-2000s.

The top 20 Canadian companies increased their marketshare of total Canadian lumber shipments, rising from 19.87o in 2012 to 80.5qo in 20 I 3. Canfor retained its leading position as the top Canadian lumber manufacturer, increasing production by 97o to 4.2 billion bd. ft.

West Fraser held onto the number two spot, upping output by 3Vo to 3.6 billion bd. ft. Tolko and Resolute Forest Products remained in the number three and four spots, while Interfor leaped into the number five spot from production gains at its B.C. Interior SPF mills. Together, these five firms produced a total of l2.l billion bd. ft. (5l%o of Canadian lumber shipments, as in 2012). B.C. Interior sawmills continued to struggle with processing dead logs from mountain pine beetlekilled timber. (Canfor and West Fraser both announced mill closures for the first half of 2014.)

With prospects of steady to stronger lumber demand and prices through most of 2014, Wood Markets expects producers to step up efforts to increase capacity, by adding shifts, reopening closed mills, expanding exis(ing facilities. or acquiring new ones.

"Sawmill companies continue to gear up for the potential of a lumber 'super-cycle'that is expected as early as 2015, but more likely 2016," noted the report.

Salvage Company Opens Reclaimed Wood Showroom

Reclaimed wood specialist Pioneer Millworks, Farmington, N.Y., opened its first showroom, in Portland, Or.

The new studio showcases salvaged timbers, framing, siding, paneling, trusses, countertops and custom millwork, and provides a home base for Pioneer's West Coast sales staff. It has a large sample area, conference room, customization booth, and offices.

"We're excited to have a space where folks can be hands-on with our reclaimed products and experience the latest and greatest in finishes, textures and applications," said general manager Jennifer Young.

Added Northwest sales rep Abby Mages: "We're really happy to have a central location where we can share an abundance of samples and customize pieces on-demand."

d,structural Panels

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Building Value'

Kommerling Brings

Doors, Windows to U.S.

Kommerling USA will expand its PVC sheet manufacturing facility in Huntsville, Al., to produce unique window and door profile systems.

Founded in I 897 and based in Germany, Kommerling has been producing high-impact vinyl window profiles in Europe since 1967.

"Now is the right time to enter this market, bringing the world's most respected window and door profiles to the United States," said Dr. Peter Mrosik, c.e.o. of Kommerling's parent company, Profine Group.

Wholesaler's Bookkeeper Pleads Guilty to Embezzling

A former bookkeeper at Western Lumber, Medford, Or., has been charged with embezzling more than $175,000 from her former employer.

Amanda Ann Shannon pleaded guilty to three counts of first-degree aggravated theft and one count of first-degree theft, according to court records. Four additional counts of first-degree aggravated theft were dismissed. She was sentenced to serve two years of probation and must pay back the money she stole.

Shannon was a bookkeeper at Western Lumber from May 2010 through November 2012. According to investigators, the thefts were discovered by another bookkeeper at the company. Shannon had been stealing money from the business and depositing it into credit card accounts belonging to her and her boyfriend, Kevin Chestnut.

Chestnut was cited and released by police for accepting the embezzled funds. In February, he pleaded no contest to a single first-degree theft charge in exchange for the dismissal of seven other theft charges. He was sentenced to 18 months' bench probation and ordered to pay restitution.

Trucker Killed at Sawmill

A truck driver was killed March 20 at RSG Forest Products, Molalla, Wa., after being struck by a forklift driven by a mill worker.

David Moore. 5'7 a flatbed truck driver for Blue Pacific Logistics, Sisters, Or., was securing the straps on his load when the forklift reportedly backed into him.

Paramedics responded, but the man was pronounced dead at the scene.

KOMMERLING is bringing a range of AMA-approved products to the U.S., including PremiDoor lifVslide doors, which feature a 19-wide by 8'-tall sash size that can be extended to 38'wide.

r

MOVERS & Shakers

Don Schwabe, ex-Weyerhaeuer/Trus Joist, has been named chief marketing and business development officer for Atlas Holdings subsidiaries RedBuilt, Boise, Id., and Olympic Panel & Veneer Products. Shelton. Wa.

Josh Hanson, ex-Thunderbolt Wood Treating, has joined the sales team at Pelican Bay Forest Products, Bend, Or. Heath Grafton, exSwanson Group, is now controller.

Brian Jeffery, ex-Meeks Lumber, is new to sales at Mead Clark Lumber, Santa Rosa, Ca.

Bret Griffin has been promoted to v.p.-U.S. manufacturing for Hampton Affiliates, Portland, Or. He succeeds Bruce Mallory, who has retired after 40+ years in the industry.

Phillip "Terry" Kingsfather, president and c.e.o., Simpson StrongTie, Pleasanton, Ca., is retiring June 30 after 35 years. He will be succeeded by Roger Dankel, as president of North America sales, and Ricardo Arevalo. as chief operating officer.

Dan Wolfley has been promoted to contractor sales at Arrow Lumber & Hardware, Port Orchard, Wa. Paul Passaglia is new to contractor sales in Orting, Wa.

Armando Segovia is now director of human resources for Capital , Phoenix, Az.

Paul Conley, ex-Rain Bird, has been apppointed v.p.-door division for El & El Wood Products, Chino, Ca.

Jeff Pinkerman has been named chief financial officer for ProBuild Holdings, Denver, Co. Chad Dubiski is now operations mgr. in Colorado Springs, Co., and Scott Kougl, ex-TruStile Doors, is operations mgr. in Denver.

Cary Williams, ex-Sherwood Lumber, has joined Progressive Services Corp., Beaverton, Or., trading southern pine lumber. Chris Brain, ex-Huttig Building Products, is now operations mgr. at Alliance Door Products, Puyallup, Wa.

Bob Storm has joined the sales team at Hall's Window Center, Rancho Cordova. Ca.

Wendy Gonzales, ex-Direct Lumber & Door, is a new territory sales rep at Trimco Millwork, Denver, Co., covering northern Colorado, Wyoming and Nebraska.

Owen Elkins has joined Boral, as Pacific Northwest territory sales mgr. for Boral TruExterior trim. He is based in Beaverton, Or.

David Harlan is now director of marketing for fastener distributor Intercorp, Orange, Ca.

David Harcus, timber mgr., Sierra Pacific Industries, Lincoln, Ca., has retired after 30 years with SPI.

Gerald Volas, group executive, Masco Corp., was appointed to the board of Trex Co., Winchester, Va.

Craig Menear was promoted to president-U.S. retail for Home Depot, Atlanta, Ga. Mark Holifield is now executive v.p.-supply chain & product development.

Michael A. Jones has been named chief customer officer for Lowe's. Mooresville, N.C., replacing Gregory Bridgeford, who is retiring April30.

John Branigan and Tom Morgan have been promoted to retail performance mgrs. at Do it Best Co.p., Fort Wavne.In.

Engineered Wood Products

The Roseburg Framing System'for Floors and Roofs

Roseburg RigidLam" Key Advantages

Stronger, stiffer, more consistent

Dimensionally stable

APA quality assured

FSC'certified LVL available

Longer spans than conventional lumber

Greater load carrying capacity than conventional lumber

Wide width (up to 7")

Product & Performance Warranty

John Mixson has been promoted to v.p.-sales & marketing for National Gypsum, Charlotte, N.C., succeeding Craig Weisbruch, who has retired after 39 years. Rod Lopez is new as Chicago, Il.-based market development rep for USG's PermaBase cement board in the Midwest. Rusty Carroll, ex-director of corporate marketing at LP Building Products, has been appointed executive director of Operation Finally Home. Dallas. Tx.

Stan Still is new to counter sales at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

To comment on any articles, email dav id@ bui lding - produc t s.c om.We we Icome your letters to the editor. Send comments to david@building-products.com or Far 949-852-023 I.

COMPOSITE BACK-UP PLAN

There is something to keep in mind when customers buy composite decking ("Which Composite Deck Is Beat for Your Customer? ," Feb., p. 8-9):

Currently I am trying to find a piece of 2x6 Winchester Grey to patch a deck. Unfortunately, this color/size has been discontinued. Composites have not been around long enough for consumers to realize this can be a problem. It doesn't really matter what brand it is (TimberTech, Trex, etc). This is an industry that needs work on correcting a situation like I have just explained.

Yes, there are pros and cons to both composite and wood (redwood and ip6) decking. No product is perfect. But a customer who built a 2x6 redwood deck 30 years ago can still come into Bruce Bauer and buy a piece to patch their deck. Mother Nature has not discontinued this color (yet, anyway).

When you sell composite decking, my thought is this: You might want to suggest the customer buy a few extra pieces (if they have a place to store it). This way, if a composite the customer bought is phased out, at least they have a few feet to make a repair. Just a thought.

David Bruce Thom Lumber Buyer Bruce Bauer Lumber & Supply Mountain View, Ca. david@brucebauer.com

TWO GREAI, ESTABLISHED INSURANCE COMPANIES ARE COMING TOGETHER TO COMBINE THEIR STRENGTHS AND BECOME THE PREMIER INSURANCE PROVIDER IN THE LUMBER INDUSTRY,

Siding Demand Continues Climb

U.S. demand for siding is forecast to rise 7.7Vo yearly to 103.5 million squares in 2018, valued at $12.1 billion, according to a new Freedonia Group study.

As is the case with many building materials, an expected rebound in construction activity will be the pri-

Quolity Wesfern

mary driver for growth. For siding, the link to new housing is particularly strong, given that nearly every home in the U.S. features exterior cladding.

Homeowners are increasingly turning to lower maintenance, more durable siding materials such as fiber cement, brick, EIFS and stone, though

all siding products are expected to benefit from the anticipated recovery in new housing completions.

Also adding to gains will be continued growth in the key replacement market, which accounted for 57Vo of sales in 2013.

Vinyl will remain the leading replacement siding by far, but will continue to be challenged by newer materials with better performance characteristics

Among material types, brick, concrete and stone siding are expected to see the most rapid advances in demand going forward. Brick siding demand will be driven by increasing residential building construction in the South, where the material is most commonly specified because of its favorable aesthetics and long tradition of use in the region. Moreover, home builders across the U.S. are expected to increasingly install brick siding because of its desirable appearance, long lifespan. and fire resistance.

Concrete and stone siding is widely used in both residential and nonresidential structures. Concrete blocks can be utilized to provide functional yet durable exterior cladding, while precast concrete panels and synthetic stone veneers are specified to recreate the look of more costly siding materials*such as brick or natural stoneat a lower cost.

Vinyl siding accounted for the largest share of siding demand in 20 13. However, vinyl has seen its share of the U.S. siding market fall from 397o in 2003 to 27Vo in 2013. Vinyl has faced strong competition from other materials-such as fiber cement, stucco and wood-seen as more aesthetically pleasing.

Going forward, although it will continue to lose market share, vinyl will remain the leading material installed in the U.S. because of its low cost, long lifespan, and minimal maintenance needs.

Residential improvement and repair applications were the leading siding market in 2013, indicative of the low level of housing completions in that year. However, the new residential market is expected to regain its leading market position in 2018, as housing completions rise rapidly from their low base. Remodeling and repair demand for siding will exhibit solid growth, as homeowners who put off re-siding projects during the recent recession will do them going forward.

lx4 B0ARDS in 4, 5 ond 6'lengths

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Cedor 4x4 P0STS in 4,5,6,7,8,9 ond l0' lengths

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PRIZE WINNER: At its recent show, Lumbermens Merchandising Corp. president John Somerville (center) presented the first place award for best new product to Brian Betz (/) and Tom McEvoy (r), of Concrete Lumber Co., Flemington, N.J., manufacturer of a patented, stress+einforced structural cementitious comoosite substilute for wood. steel. composites, LVL and glulams.

LMC Dealers Assemble inFlorida

Lumbermens Merchandising Corporation met March 56 in Tampa, Fl., for its annual meeting.

Bob McNamara, Arlington Coal & Lumber, Arlington, Ma., was elected to the board of directors. William Wren, Manor Building Supply, Augusta, Ga., is the new vice chair, while three members were re-elected for three-year

terms: Kyra Bishop, Berry Home Center, Abingdon, Va.; Hamid Taha, Alpine Lumber, Parker, Co., and Drew Orem, Alliance Lumber, Glendale, Az.

Best new products winners were Concrete Lumber, Fairless Hills, Pa., 1st prize; Trim Clip, Fairfield, Ct.,2nd prize, and Leatherneck Hardware, Danville, Il., 3rd prize.

LMC dealer Sanford & Hawley, Unionville, Ct., was recognized for 130 years in business; Koopman Lumber, Whitinsville, Ma., for 75 years.

For full pictorial coverage of the event, see pages 45-47

Ace Rolls Out 2 New Features

Ace Hardware, Oak Brook, Il., has launched a mobile app for iPhones that provides all of the features of the company's mobile website, along with some exclusive new benefits, in an easy to use application.

In addition to allowing consumers to conduct research, read reviews, and purchase all products available at acehardware.com, the Ace iPhone app also allows users to access helpful how-to videos and step-by-step project information whenever and wherever they have their mobile devices.

Consumers can also scan product barcodes and QR codes to review product information and reviews while instore, share product information through their social channels, and receive push notifications with special offers and content.

The co-op also announced a new in-store pickup feature that will allow customers to check their local store's available inventory on acehardware.com, go in-store to make their purchase, or place their order online and pick it up as soon as the same day.

USDA Supports Sustainable Wood Efforts

The USDA will invest $l million in the Softwood Lumber Board-funded WoodWorks program and up to $1 million for a tall wood building competition that will accelerate technology transfer and implementation of

expanded uses of wood products for building construction in the U.S.

In addition, the Binational Softwood Lumber Council intends to provide an additional $1 million for the project.

"The Softwood Lumber Board is delighted to have USDA as a funding

. Ponels

.

Riverside, GA 877-369-2327

.

partner for the WoodWorks program to provide technical support, education and resources related to the design of modern wood buildings to architects, engineers and developers." said Stephen Lovett, c.e.o. of the SLB. "We are equally enthused and supportive of the partnership between the USDA and the BSLC on the tall wood building competition."

Weston Picks Up Rosebank

Weston Forest Products, Mississauga, Ont., has purchased certain assets from Rosebank Forest Products. Markham. Ont.. which has exited the industry after more than 20 years.

As part of the deal, Rosebank v.p. and general manager Jeff Spellman has joined Weston.

r APP Watch

Produced by: Georgia-Pacifi c

Price: Free

Platforms: iPhone, iPad, Android

Georgia-Pacific Wood Products has launched an app for its structural panel products to deliver content in a convenient, on-demand, and easyto-read format.

"This app is perfect for answering customer questions and helping with product selection in the store aisles, on the job site, in the dealer yard, or at home," said G-P's Jeff Key.

The app is divided into two sections. An applications section introduces colorful dots indicating where each oroduct should be used on a home, while a products section allows users to navigate by brand.

Within each product area, users will find a short product summary and links to specs, installation tips, warranty info, sustainability facts, and third-party certification data. Another area shows how to read an APA grade stamp, which appears on nearly all G-P structural panels

Download from iTunes App Store or Google Play Store

fhonks lo our cusloners ond vendors os we begin our 28th yeor

"Coring obouf custoners is lut business"

Goated LSL

Trus Joist Timberstrand LSL rim board from Weyerhaeuser can now be protected with a Flak Jacket coating.

The factory-applied coating meets IBC non-combustible requirements for Type II (infill) multi-family construction. No special handling or storage of treated boards is required.

I wooDBYwY.CoM

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Storm-Resistant Windows

Silver Line's new windows and patio doors are designed to help protect homes at or near the coast.

The impacfresistant products have vinyl construction for low maintenance and upgraded glass for impact resistance and energy efficiency.

Styles include double-hung, sliding, casement, and awning windows, plus sliding patio doors.

I

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Gustom Trim Fabrication

The Prol9 from Tapco Tools allows installers to fabricate custom trim and flashing for roofing, siding, gutters, windows, doors, and HVAC applications.

The device can handle thick metals such as copper sheet and coil, soft aluminum, and galvanized steel on the jobsite.

I TAPCOTOOLS.COM

(800) s21-7567

Gypsum Roof Boards

National Gypsum's has launched a new line of gypsum roof boards: DEXcell.

The line includes two DEXcell glass-mat roof boards and a DEXcell cement roof board.

Both of the glass mat boards are produced in three thicknesses, in sizes 4'x4' and 4'x8'. One is suited for mechanically fastened roof systems; the other is designed for fully adhered roof systems.

The cement roof board is lightweight and resistant to moisture and mold, in sizes 4'x4' and 4'x8'

I NATIONALGYPSUM.COM

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T.AN'l KO hls rlcsi!.rtctl Quick\1crrt to pr.opcrlv vcnlilutc lttlic spltccs. ti ltcn usctl in cort lrrrrctiorr riith srrllit rcnts.

'l-hc continuous-riclgc vent is nlrilc ol nt'lon nlrtlir lur(l clur l)c instrrllcrl ri ith l nrril grrn. lt plor irlcs clltctive shingle-o', cr r crr t ilrlion.

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iclcul lirr cornnrcrcirrl builcling corlc applicir{ions r,, hclc u singlc-luvcr'. onc-horrr l'ir-c nrtrns is not rcc;uirccl.

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Intcgrity' rloublc lrunl lcplacc nrcnt vn inrlou s l'r-ont NJtirr in Wirrrlorrs & Doors conrbinc thc str.cngth ol [Jltlcr pultrrrderl

I'iht'r r'l11rr rr. itlr tlr.' ht'lrulr,rl rr ootl.

For- casy r-cpluccrncnt. thc riintlou s urc irr lr ilablc in lr'(r-1" inctcrrrcr.tts ri ith u .l- l/-1" r'cplaccrnerrl lrarrc lirr tlrloush-.j lrnrb installltion. [)Lurl opcluting sushcs all()\\' cithcr-thc uppcl or' lou'cr sush to bc opcnccl ancl rcnrorctl lirl clcuning. r\n o1:rtionlrI contr-ol opcning tlcvicc pr-cvcn(s lalls.

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Fluid-Applied Barrier

StoGLrrrlrl lluirl upplictl \\L-uthcf burricr rcportcclly is lirstcr antl casicr.to apply' tl-ran trlrlitional houscri raps. Thc lou-V(X' proclucl can bc slr'ayccl on ol applictl with a roller. u ith no ldclitionll breuthing al)l)unrtus of spccial hancllirrg.

'fhc coatirr! lullv lrll'rcrcs without nrcchanicir l attachnlcnt. rcducing opportunitics lirl nroisturc untl air intlusion.

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Engineered Slate Roofing

Engineel'ccl slatc loofing llom Pll Gcrn is nrolclccl fronr ncarlr 1009t rccyclecl rnaterials.

TIrc shing.lcs hitr c clccp shrdorr lines ancl chisclcd eclgcs likc nututll slate, but alc lighter rieight lnrl eas) to instlll ri itlr irrclcntccl nail l'langes.

'I'hcy arc also tcstcd to r.rithstlLrtcl vuirrcl up to ll0 nrph. as ucll as s()llball-sircd hailstones.

Natural slate is aclclccl l'or lirur authcntic colors: sugcbrush. browrtstone. l)c\\'ter unrl charcoal.

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$mart Gedar Shingles

Ecoshel's SmarrShingle System automatically offsets shingle joints over two courses, providing an installation that prevents leaks-even in extreme weather.

The system also includes a built-in, ventilated rainscreen to eliminate trapped moisture that causes cupping and decay in conventional installations.

The premium-quality l8" KD, R&R sanded western red cedar shingles are offered factory pre-finished in an array of semi-transparent and solid colors.

I ECOSHEL.COM

Q01\ 310-6247

Easy to Open Knobs

Push-Pull-Rotate doorknobs from Hampton Products International are built on a cylindrical chassis normally used in commercial applications. Each entry, privacy and passage unit can be installed with a Phillips screwdriver. Matching deadbolts are available, in polished brass, satin nickel, and Tuscan bronze.

I HAMPTONPRODUCTS.CoM

(800) 562-5625

Hardwood Under Foot

Johnson Hardwood is introducing two new premium engineered hardwood flooring lines.

Pacific Coast hickory follows the wide with plank trend. It comes in four different color stains and in random length planks to easily accommodate a variety of room shapes.

The value-priced Frontier series features 5/8"-wide planks with an I l-step aluminum oxide finish.

T JOHNSONHARDWOOD.COM

(800) 910-3047

BORATE TR,EATED WOOD

Hi-bor' brand treated wood is a borate treated

' product desimed for interior house framing in Ha *ili-bor' trealed wood resists attack by Foimosan

subterranean termites and numerous hbusehold as well as fungal decay.

".S?irepn0' brand interior fire retardant is the construction -' industrv's newest and most advanced fire protection system for wodd. The unique FirePro chernistry is a paent peirding formulation thal coritains no phosphoroubhased comfounds. lllid*

'dq "borate pressure treated lumber for ioists. mrils. roof tnrses. raffers. bear :rio'r framing ind siU plab applibatio

Baffled Ridge Vent

Benjamin Obdyke's Shark Vent XLP extracts heat and moisture from residential attics.

The externally baffled ridge vent has the rigidity of a sectional vent. but can be installed with a nail gun.

Available in 25-ft. rolls. the product has internal and external baffles with l/8" vent holes that protect attics against rain. snow. and infiltration by insects.

I BENJAMINOBDYKE.COM

(800) 523-5261

Power Up

Stanley's new power inverter allows users to power and charge cell phones, laptops, DVD players, gaming devices, and more. The 14O-watt Powerit includes two electrical , household-style outlets and a USB port. An easyto-install bracket can be mounted inside a vehicle.

Also included is overload and short-circuit protection, fault interrupter technology, and LED power and fault indicators.

T STANLEYTOOLS.COM

(800\ 262-2161

Send uo your news!

Promote your recent expansion, new hires, product intros, or other changes on the news pages of The Merchant. Send to karen@ building-products.com.

LUMBERMENS MERCHANDISING CORP. hosted its annuat meetino March 5-7 at the Tampa Convention Center, Tampa, Fl. [1] Stev6 Reeder, Steve Page, Gary Roth, Phil Herman, Gary Converse. [2] Tom Peterson, Troy Allen. [3] Vivian & John Somerville, J.D. Saundeis, John & Rena Saunders, Frank Monk. [4] Kirk Hammond, Tim Weston. [5] Rich Mills, Mary Jo Nyblad, Bill Moyer, Tom Shew. [6] Dick Wittaid, Dan

(qne, John Brissette. [7] Mark Mclean, Steve Gaeckle, Gary Pittman. [8] Lisa Martin, Alan Oakes. [9] Kevin Jarvi, Jack Delaney, Kevin Potter. [10] Greg Ackerman, Chuck Post, Dave McConachy. [11] Mark Collins, Todd Filipek, Fred Miller. [12] Bob & Karen Barreto, Dianne & Keith Pound. [13] John Loftus, Steve Churco, Scott Brown. (More photos on next two pages)

MORE LMC (continued from previous page) in Florida: [1 ] Mike Barnett, Brandon Holly, Clancy Hen. [2] David Welborn, Rick Wasieleski [3] Lisa Mack, Cindy Moss [4] David Gaudreau, Rick Fortunaso, Steven Hofer. [5] Andy Faircloth, Charlie Risinger. [6] Ton Lipsey, Michael Rowland. [7] John & Ruta Kelly, Susan Merigan, Dave McGoldrick. [8] Brian Johnson, Ken Munyon. [9] Steve Short, Tavis Lager. [10] Chris

Freeman, Brian Bunt, Bobby White. [11] Craig Little, Mike Melczarczyk. [12] Steve Page, Kevin Dussault, Dave Perkrns. [13] Rob Campbell, Greg Haupt, Matt Weaber, Rob Campbell Jr. [14] Joe Angelo, Barb Ha( Dick-Southard. [15] Gary Roth, David McKinney, Jack Kinkead. [16] Ryan Williams, Julie Baker, Frank Fletcher, Pat Patranella. (More photos on next page)

EVEN MORE LMC (continued from previous two pages,): [1] Doug Asher, Tya Camp. [2] Salim Jawa, Greg Bates. [3] Thomas Muto, Peter Brady. [4] Jay McCarthy, Darrell Hungerford. [5] John Parsons, Frank Butterfield, Jack Parsons. [6] Dan Kukol. [7] Bradley Marks, Phil Dodson, Joe Woodward, Phil Heck. [8] Ganett Chace, Kevin O'Connor, Reed Rediger, Cory Chace. [9] Mark Swinth. [10] Drew Orem Steve

IFirko. [11] Tom Glauber, James D'Annunzio, Robert Kruse. [12] John Bumby, Eddie Cox. [13] Brad Chalker, Rick Rakoczy. [14] Colby Mayeaux, Terry Secrest, Wayne Miller. [15] Jim Miller, David Stewart. [16] Lindsay Forbes, Blake Shimpaugh. [17] Andy Toombs, Dane Kane. [18] Jack Kinkead. [19] Rick Stout, Jorge Robledo. [20] John Broomell, Steve Roth. [21] Donald Clayton, Ed McNulty.

WESTERN WOOD Products Association held its annual meeting March 24 in Portland, Or. [1] Steve Swanson, Crystal Swanson, Chris Swanson. [2] Butch Sager, John Branstetter. [3] Art & Shauna Andrews, Robert West. [4] Tom Cochran, Doug & Cherie Hanson, Jack Greene. [5] Gregg Andrews, Ron Holen. [6] Chuck Roady, Dan Claridge. [7] Russ Tuvey, Ellen & Charlie Phillips. [8] Mark Myhvold, Kenzie Church, Bill Briskey. [9] Russ Vaagen, Maurice

Vialette. [10] Jim Moses, Gayla Belden, Kip Burns, llene Young. [11] Russ Hobbs, Hector Dimas. [12] Joshua Tyler, Jeff Herscovitz. [13] Scott Elston, Sabrina Bloss, Michael Pritikin, Grant Phillips. [14] Ted Roberts, Cyndee Johnson. [15] Adrienne & Kevin Binam. [16] Maurice Vialette, Jamie Trenter, David Rix. [17] Matthew Goughnour, Gary Snider. [18] Rock Belden, Brad Hatley. (More photos on next page)

WESTERN PRODUCERS (continued from previous page) gathered in Portland, Or. [1] Craig Larson, Connie & Frank Stewart, Kevin Cheung. [2] Tod Kintz, Jim Vandegrift, Ron Hanson. [3] Janet Corbett, Frank Pearson, Rick Palmiter, Chloe Pearson, Mike Colgan, Steve De Zwarte. [4] Michael & Debbie McGee. [5] Grant Phillips, Fritz Mason,

Mike Phillips. [6] Chris Thoms. [7] Jeff Fantozzi, Greg McCoy. [8] Mark Young, Andrew Lessar. [9] Sheldon Howell. [10] Laurie Creech, Wade Mosby. [11] Bob Lewis, John Shelk. [12] Joe LeBerge, Eric Schooler, Kevin Dodds. [13] Brooke Mc0aslin. [14] Joe Heitz, Ken Tennefoss.

NORTH AMERICAN WHOLESALE Lumber Association hosted a March 4 regional meeting in Portland, Or. [1] Joe LaBerge, Aly Kingsley, Kevin Dodds, Grant Phillips. [2] Jesse Archambault, Scott Slaughter, Jeff Morris. [3] Rick Boothman, Cami Waner, Ken Tennefoss. [4] Stuart Ralston, Steve Anderson. [5] Aaron Linerud, Ryan Wake. [6] Rob Turk, Mike Holm, Tony Pieper. [7] Gordon King, Steve Cole. [8] John Murphy

Jr., Paul Odomirok, Kirk Nichols. [9] David Andersen, Jeff Moore, Joseph Thomas. [10] Steve Nielsen, Mike Phillips. [11] Bart Bartholomew, Laurie Creech, Josh Goodman. [12] Carter Stinton, David Smith, Paul Owen, Jerry Lawson. [13] Mike Mannex, Megan McMunay, Dan Claridge. [14]

Frank Forward, Scott Elston, David Stallcop. [15] Mark Grube, Jim Adams, Kad Hallstrom. (More photos on next page)

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At n""r Lumber Senrice, we supply domestic and forelgn hardwoods. Our products and senrices lnclude:

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NAWLA (continued): [1] Chris Knowles, Ben Gardner, Bryon Miyamoto, Dylan Dripps. [2] Jon Anderson, Craig Johnston. [3] Josh Dean,

Danny Osborne. [4] Larry Tommerup, Casey Garland. [5] Kris Lewis, Leslie Southwick. [6] Chris Knowles, Brett Tohlen, Kyle McWhirter.

[7] Chris Thoms, Brooke McCaslin, Chris Crucitt. [8] Dave Heldoorn, Pat Harris. [9] Scott Whitman, Keith Berg, Jess Abell.

N. Kraemer Blvd. (Box 879), Anaheim, Ca. 928Oo

By Wayne Rivers

Relationships are key to Iamily business success

flenHnes rHE sTNGLE most important I element in the success or failure of a family business is the relationship among key members of the business family. Most businesses can survive the threats of competition, economic cycles, changes in technology, or other factors, but the deterioration of interpersonal relationships will devastate the business and tear apart the family.

Both the direct and opportunity costs can be monumental. If family members spend just one hour per day bickering, avoiding each other, or talking to others about family problems, the cost of lost productivity is measurable. Even more costly are the opportunities that will be missed because of the conflicts.

Whatever affects the family is likely to reverberate through the business, and vice versa. Unfortunately, little is taught about how to build good relationships. Yet there are skills that can be taught, to make working together and living together more rewarding and enjoyable. These skills form a pyramid that, if implemented, will help improve relationships within the family and the business.

The foundation for building good relationships is open and honest communication. Often poor communication is the biggest problem, and work done on this element can pave the way for improved relations. Parties must be willing to address issues that might be touchy or controversial. Avoidance only makes the problems more severe when they surface-and surface they will.

Equally damaging is silent agreement just to keep the peace. Find ways to disagree without belittling or enraging the other party. Communication

must be built upon honesty, otherwise the other party(ies) can have misunderstandings which will ultimately damage the relationship more than the initial confrontation.

Remember that about 70Vo of all communication is non-verbal. Your body language may negate your words and call into question whether your communication is honest. Your tone of voice often conveys more than what you say. Take care to remove s:ucasm, anger, doubt, and superiority from your speech. Active listening is another vital part of good communication skills. Seek to understand rather than be understood-a good axiom to follow in building relationships. Like a building constructed on a faulty foundation, relationships that do not start with honest and open communication are doomed to crumble.

The next block on the pyramid is the agreement on common values.

What values are important to you?

Ask the other party to identify those values he or she believes important. Match them up. Values such as honesty, trustworthiness, stewardship, loyalty, hard work, harmony, tolerance, and courtesy are some common qualities most family members admire. Seek agreement on values.

What shared visions do the parties have in common? Families in business with each other rarely talk about shared vision, but to build a meaningful and caring relationship with someone with whom you work and live requires agreement on outcomes you would like to see. What is your vision for the future of the business? How about the future for the family? Spend time talking with the other party about his or her vision and look for common ground.

It is also important to reach agreement about expectations, both within

the business and the family. It is reasonable to expect family members to show up for work and stay on the job for an appropriate number of hours. It is fair to expect family members to appear at family functions. What specific expectations should you have of someone with whom you have a relationship? Differing expectations are great sources of misunderstanding and conflict between people.

Identify the roles you are expected to play, as well as the roles of others. For instance, in a typical family of four there are a total of seven different roles that can be played out. There is the husband and wife relationship. They are also father and mother. You can have mother and daughter, as well as mother and son. Then you could find father and daughter and brother and sister. If this family works together you must add the roles of employers, employees, coworkers, and owners. This could increase the number of roles to 14. Sometimes in family businesses, one party might need to begin a conversation by identifying the role he or she is representing. Is this a father talking to a son or a boss talking with a co-worker? Because it is difficult separating roles, this factor complicates good relationships in family businesses.

Another essential building block is accountability. Family members must be accountable for their actions within the family, just as they must be accountable for performing certain responsibilities within the business, Every member must be accountable for his or her actions. Most family businesses have no written job descriptions for family members, so there are no written performance expectations or accountability requirements. To whom are you accountable? Spell it out in order to achieve better relationships.

What attitude do you carry into the relationship? Is it one of concern and care for another, or do you demonstrate a disregard for their interests and feelings? The attitude you demonstrate goes a long way toward establishing mutually fulfilling or broken relationships. Again, attitude is often demonstrated through body language and actions as much as through what you say. Genuine attention and interest in other parties will encourage them to demonstrate the same in return.

To have a good relationship with others you must have contact with them. Spending time together helps strengthen bonds, especially when that time is out of the office. Make certain that you agree to not discuss business during family social settings. Playing together is just as important as working together. Social settings often help you understand the other person and leam more about the factors that affect other areas of his or her life. Conversely, if all contact is in an informal social setting, it is difficult to gauge how a person will perform in a work setting. Like all other areas of life, balance is important.

Understanding the decision-making process will go a long way toward improving relationships. Historically, in the home and at work, a strong leader made all the decisions, with other family members expected to concur. When family members enter the business, they are less likely to automatically accept these dictates, leading to strains on relationships. Business families need to understand what authority will be shared at home as well as at work. The ideal model would be to establish how far leaders can go in making decisions, which decisions need agreement by a majority of family members and which might need a "super majority" to concur.

One patriarch observed, "We don't have time to tum this

business into a democracy and take a vote on every decision." This is exactly why everyone needs to understand the process for making decisions, who can make them, and when they can expect to be involved in the process. Those who feel they have input in the direction of an organization will feel better about their relationships with other members of the organization.

What do you do when conflict arises? Any family that denies it has conflict is either in serious denial or else family members are afraid to disagree. Either alternative points to serious relationship problems in the future.

How do you resolve conflict? Do you pretend it doesn't exist? Do you get together with the proper person and discuss it? Call a family meeting and resolve it? If the disagreement persists, do you call in an independent third party to help in mediation? Again, a written understanding of this process, before conflict arises, will help prevent misunderstandings and bad feelings when conflict occurs. A good family meeting can be held on the subject of how to resolve conflicts when they do occur.

Do family members understand that compromise is necessary? Constantly being on the short end of a win-lose relationship will only encourage problems between family members. In order for win-win solutions to surface, parties must be willing to seek compromise. No one would suggest that you compromise values, but finding common ground on solutions to disagreements doesn't generally require giving up one's basic values. Problem-solving exercises can help demonstrate how to seek compromise.

Mutual respect is essential. The best way to receive respect is to conduct yourself in a consistent and honorable way. You must also treat others as persons of worth. Do you communicate honestly and openly? Are you accountable for your actions? Do you demonstrate as well as verbally embrace the values that are respected by others? Do you show respect to others? If you talk down to others or treat them in a disrespectful way, do not be surprised if others do not treat you with respect. When mutual respect is present in a relationship, a sound basis is established for ironing out any differences that exist.

The top block on the relationship skills pyramid is trust. Trust is something you earn over time. Trust can also easily be broken through mistreatment of others, dishonest communications. conflict. and other intentional and unintentional actions. Once the trust relationship is broken it is difficult to rebuild, so great care must be taken to be trustworthy at all times. Another important element is forgiveness. When someone admits a mistake and asks for forgiveness, we must be willing to move forward with the relationship, understanding that the trust element might take a while to repair.

The implementation of these skills will improve existing relationships and help build new relationships that are lasting and fulfilling. Keep in mind that none of us is perfect, so we must constantly work to build goodwill and improved relationships. Families that work together and live together are mutually dependent on both the business and the family. Good relationships will cement the successes ofboth.

Reprinted

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

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

WEST C0AST LUMBER & Building Material Association's 2nd Growth held a March 6 meeting at Knott's Berry Farm & Resort Hotel, Buena Park, Ca. [1] John Assman, Shawn Knight, Tony Campbell. [2] Ryan Mitchell, Danny Sosa. [3] Jason Sumpter, Omar Diaz, Luis Rojas. [4] Mark Spitz, Alex Uniack, Bill Sullivan, Rex Klopfer. [5] Damien Simpson, Ron Souto, Tom Barclay, Mark Davis. [6] Jason Rutledge, Mo Shearer, Chris McDonough, Carlos Zarate. l7l Dan Sweeny,

Gerry Perez. [8] Betsy Bendix, Jean Henning. [9] Doug Willis, Jim Nicodemus, Al Reed. [10] Dora Lopez, Alex Gomez, Kressie Bates. [11] Pete Ganahl, Natalie Allen. [12] Fia Faumuina, Pete Meichtry, Larry Bollinger. [13] Dan Lucero, Jason Croy, Steven Mitchell. [14] Karin & Tom Angel. [15] Chad Kidder, Vaughan Barker. [16] Joe Lozano, Luis Mendez, Will Lone. [17] Jay MacArthur, Chuck Casey. [18] Larry Christensen, Ryan Lauterborn. [19] Jason Womack, Tianna Roman.

Western Building Material Associationts headquarters in Olympia, Wa., will play host to a yard and delivery managers workshop April 29-30, followed by an "Executive Imperatives" advanced workshop for emerging LBM industry leaders May l.

West Coast Lumber & Building Material Association will donate the net proceeds of its annual Associates/ Dealers Golf Tournament to the Wounded Warriors Building Homes for Our Troops. The event is set for June 5 at Rancho Solano Golf Course. Fairfield, Ca.

Composite Panel Association will host its spring meeting May 18-21 at CasaMagna Marriott, Puerto Vallarta, Mexico.

Highlights will include a welcome reception and dinner, plus the chairman's dinner.

Hardwood Plywood & Veneer Association will gather May 18-20 at the Waldorf Astoria Resort, Naples,

Fl., for its 93rd annual meeting.

Keynote speaker Dave Crowe, chief economist for the National Association of Home Builders, will discuss markets by city and region. Speakers from the Environmental

Investigation Agency, World Wildlife Fund, and HPVA will review the new national consensus standard on legal timber due diligence and the association's accredited certification prosram.

32()0 Patterson Rd., Rtverbank, CA 95367 Fac Iarry Wade: (209) 996-2338 . larry@thunderboltcrt.;

Miguel Gutierrez: (2091 747 -7773,

POOL PARTY: Following its spring pool tournament Feb. 13 in Orange, Ca., the Los Angeles Hardwood Lumberman's etuO pieseiteO an $8,000 check to the Hardwodd Forest Foundation"from funds raised at its Alan Bohnhoff Memorial Golf Tournament. (L-rJ Steve Ondich, Nathan Osborne, Charley Fiala, Dale Bohannon, Dan Bohannon, Mark Michie, Dennis Johnston, Jim Gaither, Alan Arbiso, Johr Mortati, R-andy Porter, Bill Fitzgerald, Charlie James. In the pool tourney, Michie took first place, followed by Ondich.

"Wr

lhnlrr

Woon Rrcuro... Qudity W@dflvmtfu

Roger N. Pellow, 86, retired vice president of sales for Woodfold Marco Manufacturing, Forest Grove, Or., died March 17.

After serving with the U.S. Army in Japan right after World War II, he began his wood products industry career, starting with U.S. Plywood, Rochester. N.Y.. and later Welch Panel Co., Longview, Wa. He joined Woodfold Marco in 1971, retiring as v.p. in 1993, but remaining on the board until 2000.

Harvey B. Hoff, 80, retired president and c.e.o., Hoff Companies, Meridian.Id.. died March 10.

He studied business and forestry at

CLASSIFIED Ma

the University of Idaho. After graduation, he joined the Marine Corps and achieved the rank ofcaptain.

Mr. Hoff began his lumber career in 1960, at Hoff Building Supply, his father's yard in Caldwell, Id. In 1965, he joined Boise Cascade's building materials division, eventually rising to district manager. In 1980, he rejoined the family business, becoming the fourth generation to lead the company. He retired in 1998, but remained chairman of the board until his death.

Richard "Dick" Blake, 92, founder of Blake's True Value Hardware, Paso Robles, Ca., died Feb. 24 in Paso Robles.

A veteran of World War II , he served on the U.S.S. Carmick from 1942 to 1945, and participated in the D-Day invasion of Normandy.

He started the business, originally known as Blake's Plumbing, Heating & Sheet Metal, in 1952.

Stanley Lee Snook, 82, co-founder of Wolverine Wood Products, Powers, Or., died Feb.22.

After serving in the U.S. Army during the Korean War, he worked at Ross, Elk, Boise Cascade, and Double Dee Lumber, Central Point, Or.

At age 61, he graduated from the NHLA grading school in Memphis, Tn., and helped start Wolverine Wood, a hardwood logging, drying and milling business.

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished "cameraready" (advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or dkoenig@building-products.com. For more info, call (949)852-1990. Make checks payable to Cutler

Boise Cascade

BRANCH MANAGER - RIVERSIDE, CA.

Boise Cascade, a leading building materials distributor, has an opening for a Branch Manager at our Riverside, Ca., location. The Riverside branch services all of Southern California. This is a transitional position. The successful incumbent will function as the assistant branch manager during training and transition, and assume branch manager duties at the end of 2014. The branch manager is responsible for managing a wholesale building materials location, consisting of administrative, sales, product management, and warehouse and delivery operations. Coaches, counsels, leads and is responsible for financial and safety results. Requires college degree or equivalent experience and an equivalent of l0 years in product management, operations, or comprehensive knowledge of building products industry.

Boise Cascade is committed to Total Quality and offers an excellent compensation package. If you meet the above qualifications, apply online at www.bc.com. (JoblD #5225)

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran or disability status.

Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Deadline: 18th of previous month.

To reply to ads with private box numbers, send conespondence to box number shown, c/o The Merchant. Names of advertisers using a box number cannot be released.

THUNDERBOLT WOOD TREATING, INC.

We are looking for a qualified Outside Sales Representative to join our sales team. You MUST have experience in the lumber industry. Sales position covers Central and Southern Califomia. Requirements: Live or be willing to relocate to Central Valley. Very competitive wage. based on years of experience.

No phone calls. Please send resume, including cover letter with years of experience in industry, to robin@thunderboltwt.com.

DATE Book

.llstrngs are often s.ubmitted months in advance. Always verify dates and locations wrfh sponsor before making plans to att6nd.

North American Wholesale Lumber Assn. - April 10, regional meeting, Vancouver, B.C.; (847) 870-7470 www.nawla.org

West Coast Lumber & Building Material Association - April 10, golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800) 266 4344: www. lumberassociation.org.

Home & Garden Show - April 11.13, San Mateo Event Center, San Mateo, Ca. ; www.worldclassshows.com.

Transfoad Distribution Association - April 12-14, conference, Hilton, Rosemont, ll.; (503) 6564282: wrriiw.transload.org.

Western Forestry & Gonservation Assn. - April 16, access & easements workshop, Springfield, 0r.; www.westernforestry.org.

National Wood Flooring Aqgn, - April 16.19, wood flooring expo, Music City Center, Nashville, Tn.; www.woodfloors.org.

Black Bart Hoo.Hoo Club - April 26, annual poker toumey & BBe, Burgess Barn, Healdsburg, Ca.; (707) 542-509j; wviw.blackbarthoohoolSl.org.

Western Building Material Association - April 29.30, yard/delivgry managers workshop; May 1, emerging leaders'seminar, WBMA Hq., Olympia, Wa.; (360) 943-3054 www.wbma.org.

Moulding. & Millwork Producers Association - April 29-May 2, annualmeeting, Mansion at Forsyth Park, Savannah, Ga.; (530) 661 -9591 : www.wmmoa.com.

International Wood Gomposites Symposium - April 30, May 1, annual symposium, Red Lion, Seatfle, Wa.; (800) 942-487A; ww.woodsymposium.wsu.ed.

West Coast Lumber & Building Material ,Association - May 1, 2nd Grovth meeting, Buena Park, Ca.; (800) 266-4i44i www. lumberassociation.org.

Material Handling Equipment Distributors Association - May 3. 7, annual convention & exhibitors showcase, Loews portoiino Bay Resort, Orlando, Fl.; (8af 680-3500; www,mheda.org.

American Wood Protection Assn. - May 4.6, annual meeting, Maniott, Newport Beach, Ca.; (205) n3-4077 i'www.awpa.com.

Tacoma-Olympia Hoo.Hoo C-lu! - May 6, Old Timer's Night, La Quinta Inn, Tacoma, Wa.; (253)531-11134.

National Hardware Show - May 6.8, Las Veqas Convention Center, Las Vegas, Nv.; (888) 425-9377; wdw.nationalhardwaresnow.com.

North American Retail Hardware Assn. - May 6.8, convention, Convention Center, Las Vegas, Nv.; (800)772:4424; nrha.org.

Paint & Decorating Retailers Assn. - May 6.8, Convention Center, Las Vegas, Nv.; (800) 737-0107;www.pdra.org.

Southern California Hoo.Hoo Club - May g, Don Gregson Memorial Golf Tournament, San Dimas Go[Codrse, San Dimas. Ca.; (323) 559-1958; www.hoohool 17.org.

Do it Best - May 17.19, spring market, lndianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Comp.osite-Paqel A-s-qq.-; May 18.20, spring meeting, puerto Vallarta, Mexico; (30 I ) 670-0604 ; www, cohpo-sitepanet, com.

Hardwood Ptywood & Veneer Assn, - May 19.21, annual convention, Waldorf Asloria, Naples, Fl.; (703) 435-2900; www.hpva.org.

Western Hardwood Assn. -,May 19.22, convention, Airport Holiday Inn, Portland, Or.; (360) 835-1600; www.westernhardrivood.com. -

Pacific Coast Wholesale Hardwood Distributors AssociationMay 22-23, annual meeting, St. Regis Monarch Beach, Dana Point, Ca.; (602) 272-1213: wrvw.pcwhda.com.

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Service with a Pop

A new dealer in Reynoldsburg, Oh., serves up helpful advice, optimism, and a firm belief in the American Dream. Free popcorn for every customer is also included.

Owner Viktor Prozapas, who immigrated to the United States from Ukraine in 1998, opened a new Ace Hardware in Reynoldsville, Oh., after the local True Value closed last year. Fittingly, the store's location is on Main Street.

"I knew this was a land of opportunity, and I want to remind people that we can work hard toward our dreams and we can achieve those dreams," he says. "The opportunities are out there, and anyone who really wants to can make it in this country."

Prior to becoming a dealer, Prozapas owned and operated a construction company for 10 years. When he began looking for new business opportunities, he learned about the closure of the True Value store.

"They did not close because there was no business, but because of high overhead costs," he says' "Then I started talking to local people and they said the city really needed a good local hardware store."

The new store has a "Helpful Hub" desk where customers can place special orders and get keys made. This is also the spot to pick up that free popcorn.

"People should come in to see us and bring their kids," he says. "We serve fresh popcorn every day."

Not surprisingly,Prozapas has definite ideas about how he wants to operate his store.

"My mission as an owner in this community is to make it very personal," he says. "I want every person, family, and business to think, 'This is my Ace."'

Prozapas is also looking for ways to serve his new neighborhood.

"I hope to find many ways to give back to the community," he says. "We hope to have events like petadoption days and mulch fundraisers for local sport teams. We want fire department partners to come in and promote safety. I would also like to work closely with the police department and promote whatever is on their agenda," he says.

BlueTarp [www.bluetarp.com].....'.'.'.'....'

Boise Cascade EWP [www.bcewp.com]

BW Creative Wood [www.bwcreativewood'com]

C&E Lumber Co. [www,lodgepolepine'com]

Collins [www.collinswood.coml........'.'.'........'.'.'....'.'.'.'.'.......".'.'25

Eco Chemical [www.ecochemical'com] ."".......'41

Fiberon [www,fiberondecking,com] .........13

Filler King Co, [www,fillerking.com]'..'....

Fontana Wholesale Lumber ffontanawholesalelumber'coml....'49

Gemini Forest Products [www.geminiforest.com]...".................19

Huff Lumber Co. ................... ".......""......'.'.'..'..'..24

Humboldt Redwood [www.getredwood'com]'.'.'.'...........'..".....'.23

lnterfor [www.interfor.com] ..'.'.'.........""..32

J.H. Baxter [wwwjhbaxter.com].,........,.,.,.' ..'......36

Jones Wholesale Lumber [wwwjoneswholesale.com] "".........'34

Kelleher Corp. [www,kelleher.com] ....'...'.'.'.'......'.'.'.".'..........."..21

Keller Lumber

LP Building Products [www,lpcorp.com]."....'."...'.'.'..'."......'.""37

Manke Lumber Co. [www.mankelumber'com]..,..'.'.'....'.'.'."'.'...'42

Maze Nails [www.mazenails.com]...'..,......'........'........'..,...'Cover lll

Itlendocino Forest Products [www.mfp'com] .'.".'.'..'...'."'...'...'..23

MoistureShield [www.moistureshield'com] ..'.,.'.'.'.......'.'.......'.'....5

Norman Distribution lnc. [www.normandist.com].....'..'.......'.'."'1 7

Pacific States Treating [www.pacificstatestreating.com]'.".......57

Pennsylvania Lumbermens Mutual Insurance [plmins.com]'..'.35

Quaf ity Borate Co. [www.quali$borate.com] .'.'.'."".'."""."..'.'.'22

Redwood Empire [www.redwoodemp.coml.'.'.""'..'.'...""..,.'.'.'.'27

Reel Lumber Service [www.reellumber.com] .....'."'....".'.'.'.......'51

Reliable Wholesale Lumber lnc. [www.rwli'comt'.'......'.'."'....'.'.26

Rosboro [www.rosboro,com] ...,.,.......... .'......'.'...40

Roseburg Forest Products [www.roseburg'com] .'.'..'.'...."'.......'.3

Royal Pacific Industries ....,.,. ....'.."'.....'.........'.....43

RoyOMartin [www.royomartin.com] '.'....'.....'.....'.8

Simpson Strong-Tie [www.strongtie.com]........'..,.,...'.'.....'..'......33

Snider Industries [www.sniderindustries.coml...'....'.....'.........."44

Superior Wood Treating [www.superiorwoodtreating,com]..'...'38

Swanson Group Sales Co. [www.swansongroupinc'com]'.'.'.".31

Taiga Building Products [www.taigabuilding.com]'..".".'....'....'30

Thunderbolt Wood Treating [thunderboltwoodtreating.com]'.'.55

Universal Forest Products [www.ufpedge'com].....'..........'."'..'..1 5

Utah Wood Preserving Co..................,. .......'..'....44

Viance [www.treatedwo0d.coml...,.,.,.,........."".,...'.',.,'......Cover lV

Western Wood Preserving [westernwoodpreserving'com]'Gover ll

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