lndustry reacts to attacks on America

rfrHE effects of the Sept. I I attacks I on the World Trade Center and the Pentagon had an immediate impact on the building products industry as it did on all aspects of the country.

In Oregon and Washington, Weyerhaeuser, suspended its logging operations because of restrictions on flying. Workers typically use helicopters to watch for forest fires while timber is being cul

Willamette Industries was forced to evacuate its Portland, Or., headquarters in one of the city's tallest skyscrapers. The FBI would not comment on any specific threat to the building.

The subsequent grounding of all commercial airlines in the U.S., along with accompanying safety concerns, led many organizations to cancel or postpone their annual gatherings.

The Wood Solutions Fair in Boston shut down at l0 a.m. on Sept. I I as news of the attack came in.

Citing respect for those killed in the attack, APA postponed its annual meeting in San Diego, Ca., originally set for Sept. 15-18. The rescheduled meeting will take place Nov. 4-7 in San Diego.

Builder Marts of America canceled its Sept. 19-21fall market in Orlando, Fl., because of logistical uncertainties and respect for victims of the attacks.

Troubled by the uncertainty of upcoming military action, along with the travel concerns of its membership, the National Lumber & Building Material Dealers Association canceled its annual convention in Vancouver, B.C., originally set for Sept.25-29.

Architectural Woodwork Institute's Sept. 13-14 annual meeting in Boston was "postponed for the safety of everyone involved," according to convention director Kimberly Kennedy. AWI officials hope to reschedule the meeting this fall.

Equally concerned about issues of transportation and safety, the Cedar

Shake & Shingle Bureau postponed their Sept. 14-15 annual meeting in Whistler, B.C. "The majority of our members are in the U.S.," said the Bureau's Marlene Braaten.

Home Improvement Research Institute rescheduled its annual conference from Sept. 13 to Oct. 16 in Chicago.

Certified Forest Products Council also made the decision to postpone, putting off their Sept. 26-28 conference and showcase in Atlanta, Ga.

CFPC's David Ford said the organization originally wanted to press ahead, but "increasing concerns about human safety and uncertainty about global actions required we postpone."

The National Hardwood Lumber Association canceled its Sept. 12-15 annual convention in New Orleans. La. "lt was the first time in our 103 years we've had to cancel," said spokesman David Pritchard.

The executive committee members of the Memphis, Tn.-based association were stranded in New Orleans following the commercial airline shutdown.

Lumberman' s Merchandising Corp. canceled its Sept. 14-15 buying show in Ft. Lauderdale, Fl.

In the aftermath of the Pentagon attack, officials there requested assistance from Home Depot's disaster response unit. The team delivered pressure treated lumber to help build barriers around the government site.

Home Depot's emergency team also shipped $3 million worth of power tools, gloves, hard hats and other supplies for the rescuers in New York City. Spokesperson Chuck Sifuentes said there were no intemrptions in material transportation or extended closings for the company, although he did note that 14 greater area-New York stores, in addition to a six greater area-Washington, D.C., stores, closed on the day ofthe attack.

Depot officials have also been closely watching President Bush's call up of approximately 50,000 U.S. reservists, as 360 of its employees could be called to active duty. in our 103 years we've had to cancel."

In Pennsylvania, Lowe's Jonestown location closed the day of the attack because of its proximity to the crash site of United Airlines flight 93.

Lowe's Cos. made a commitment of $l million to the American Red Cross. Employee donations will also be matched by the company.

Georgia-Pacific donated $100,000 to the Red Cross Disaster Relief Fund. It also contributed plywood that was used to secure buildings and shore up rubble at the World Trade Center site.

In addition, G-P will hold a blood drive Oct. 12 at its headquarters in Atlanta. Ga.

Joining the relief effort, Cascade Empire Corp., Portland, Or., has been asking customers if it can raise the purchase price by 50 cents per thousand. These donations will then be matched by Cascade Empire and forwarded to relief agencies.

Willamette Industries donated $50,000 to the American Red Cross to assist in their ongoing relief efforts. Boise Cascade joined them with a donation of $25,000.

Also participating, Armstrong Wood Products pledged to donate $100,000 to the Twin Tower Relief Fund. Cash donations will be gathered from Armstrong, as well as its employees, distributors and retailers.

Lumber futures were not traded on Sept. I l-12 as the Chicago Mercantile Exchange suspended all activities in response to the attack.

CTAIR PARTS aren't impulse items. Dealers can't sell ,.)them to builders or homeowners who aren't specifically looking for them.

But there is one way to increase your stair parts sales: by upselling to those with a need.

Most stair system manufacturers offer basic commodity parts. A growing number also offer high-end options, such as different hardwood species and elaborately designed finials and balusters.

"We encourage our dealers to suggest upgrades, to find a way to make more money on the same sale," says Bob Green, v.p. of ECMD division Crown Heritage, North Wilkesboro, N.C. "Dealers should sell the job, not the parts. They can show people that when they upgrade they're only adding $200 to $600 to the job, but getting a much nicer look."

In addition, selling the job not the pieces is less price