NEWSLETTER VOL II N O 7
by Gary Davis
N OV-D EC 2007
Two years ago, we decided that we could better serve our salespeople and therefore our customers by enhancing our training program. The result of this was a very successful program that we call Harbin University. Harbin University assists our Pro Sales teams to learn about new products and receive refreshers on products that we currently have available. The program was initially developed to bring awareness to our millwork opportunities, but “Harbin U” quickly developed into a way to provide training on the entire product line we offer at Harbin Lumber. Over the past four months, our Truss and Pro Sales salespersons have been enhancing their sales skills through a series of classes taught by Randy Andrews. Randy has a background in Human Resources and has developed training classes for multiple companies around the state of Georgia. Randy is training our salespeople to recognizing certain traits of people to enable our salespeople to determine the best way to address a customer's needs. Randy brings his sense of humor to the whole process and keeps his students on their toes. From sharing stories with each other about good and bad experiences, to role playing in making cold calls on each other, to learning a new twist to the Roy Rogers and Dale Evans story, our salespeople were put to the test each month. An example of one of the tools that Randy provided is that we should write down what we are striving for (goals and how we are going to get there). He reminds us that, "If you don’t write it down and focus on it, it just becomes a good intention.” Given that we are in the middle of a downturn in business, this training class was designed to make sure our current customers and potential new customers have a salesman they can trust to get them through these tough times. We want our customers to be able to see a noticeable difference in our salespeople when compared to our competition. We would like to thank Randy for teaching our class and also to all of our students for making the drive to Commerce for the class. We had some drive a couple of minutes while others drove a couple of hours. We look forward to our next courses at Harbin University.
S TATE OF THE H OUSING M ARKET by Roger Bates
As Barron told the company in a letter to all employees on 9/27/07, you know we are in a very different housing market today than we have experienced over the last number of years. We had been very fortunate to continue to post good sales numbers in a tough economic marketplace and economy. However, in August we experienced a decrease of 22% on sales, September showed a 1 0% decrease and we anticipate October to have declined around 25%. Until recently our sales had remained fairly strong while most companies in our market area have experienced double digit sales decreases for well over a year. We have been able to do this by growing commercial sales and by bringing on additional experienced Outside Sales Personnel on the residential side. Now however, it is apparent that our market is changing and we must change with it. We as a company must take steps to position ourselves to survive the tough economic situation that market factors have presented to us. That is why you may have noticed a strategic shift in some of our operations recently. We recently shifted the focus of our Midway truss plant to primarily manufacture and serve the agriculture market. By specializing in this area, we hope to achieve economies of scale to make that plant profitable in the near term. The resources needed to operate in that business model are very different than what we had been doing previously so you may have noticed a movement with some key employees to other locations. Unfortunately, we were also forced to eliminate a few jobs in the process but we are confident that the new, leaner Midway plant can be successful as they focus more specifically on serving the ag-market. You may have also noticed that we have relocated some installed sales work from our Milledgeville location to the Royston branch. The Milledgeville market has experienced drastic volume declines so this move is simply a strategic business decision to be proactive in an effort to keep the Milledgeville location profitable. At this point in time there are no other operational changes expected. Management will continue to evaluate our operations and monitor our markets to make sure that we are strategically positioned to remain viable and profitable in our market areas. Please continue to give your very best as we continue to grow our company.
G RAND OPENING N OV 1 6TH N EW M ILLEDGEVILLE S TORE LOCATION Harbin Lumber Company 924 Milledgeville Rd Eatonton, GA 31 024 (706) 485-3447 Fax: (706) 485-3467
N EW ROOF LINE AT EV by Randy Wells
Here at Load Star® Evergreen, we have recently installed a 56 foot Mitek Planx table which will accomodate our new roof line. This table is a state of the art, computer operated automated jigging system for roof trusses. In our market, most of the houses we design for are large, custom homes with many trays, vaults, cathedrals and other ceiling planes. Most of these are requested in quantities of only one or two. This places a tremendous burden on efficiency and our ability to produce a quality truss quickly and profitably due to the necessary setup times and quality assurance checks. For example, a typical 50 foot truss with a tray, vault or cathedral profile in a quantity of one can take up to 45 minutes to setup and build. After it's built, the production builders have to tear down the set and start over again. With the Planx table, the jigs to set up the profile of the truss are controlled by a computer to a precision of approximately 1 /32nd of an inch in a little over 30 seconds. This new Planx table will allow us to produce a quality component faster and with better quality than 80% of our competition in the market. Furthermore, it will free up our 1 20' standard roof table to allow us to take on more jobs with better "runs" of higher quantities. All of us at Evergreen are excited about this great opportunity presented to us and are thankful that the Company has invested in this equipment to allow us to be more successful in our market conditions. We would like to extend an open invitiation to all employees in the Company to come visit us at any time to see this table in operation. We also welcome other branches bringing their customers to our plant to see this process firsthand.
OCTOBER D O-I T-B EST S HOW by Dennis Long
Well the October Do It Best show has come and gone. As this is only the second show I have attended in the last few years, I find myself in awe at the diversity of members and products available to us through our relationship with DIB. Steve Parten and Wes Hubbard attended the show with me. Steve attended a few shows years ago had an idea what to expect, Wes on the other hand was shocked by the size of the show. Steve’s attendance was an opportunity for him to spend time with the folks that he and I work with to keep the wood flowing through our operations. At this show they posted the member ranking based on the purchases for the various groups. I had not noticed the poster in the lumber section until Steve pointed it out to me and said with amazement in his voice, “I had no idea we would be that high on the list!” We were ranked as the 8th largest lumber purchaser from DIB. Wes, who is our installed cabinet wizard, came along to look at the products DIB has to offer to us in that area. Wes seemed to be impressed with the number of contacts he was able to make with vendors that could help the cabinet department. We met with multiple cabinet suppliers who offer all plywood constructed cabinets that are “KD – knocked down.” We also met with multiple vendors with all kinds of different options for countertops and hardware. One of the neatest products we saw in the kitchen area is a PVC panel that looks just like the old pressed tin used in old buildings on ceilings. This product is now being offered for backsplashes between the cabinets and also can be used on ceilings to replicate the look of the old ceilings.
Your Health
TIPS TO PREVENT COLD AND FLU
There are no known cures for colds and flu, so cold and flu prevention should be your goal. A proactive approach to warding off colds and flu is apt to make your whole life healthier. The most effective way for preventing the flu is to get the flu shot. It may not be natural, but it works better than anything else. But there are other strategies you can employ as well. There are several ways you can reduce your chances of getting a cold or flu. Suggestions for prevention include: • Washing your hands regularly • Keeping your hands away from your nose, mouth, and eyes • Using disinfectants • Limiting exposure to infected people • Practicing healthy habits.
Wash Those Hands
The common cold can be passed through coughing, sneezing, and touching surfaces such as doorknobs and telephones. Handwashing with soap and water is the simplest and one of the most effective ways to keep from getting colds or from giving them to others. During cold season, you should wash your hands often and teach your children to do the same. The CDC (Centers for Disease Control and Prevention) recommends regular scrubbing of your hands with warm, soapy water for about 15 seconds as a part of common cold prevention. When water isn't available, the CDC recommends using alcohol-based products made for sanitizing hands.
Keep Your Hands Down
Touching your nose, mouth, and eyes with contaminated hands makes it easy for cold and flu viruses to enter the body. Others can become ill by just coming in contact with someone who has become infected with a cold or flu virus or who has been in a contaminated area.
Keep Surfaces Clean
Rhinoviruses can live up to 3 hours on your skin. They also can survive up to 3 hours on objects such as telephones and stair railings. Cleaning environmental surfaces with a virus-killing disinfectant, available at most grocery stores, can help prevent the spread of infection. A solution of 1 part bleach mixed with 10 parts water also is effective in killing viruses.
Symptoms - Cold vs. Flu Symptoms
Cold
Flu
Fever
Rare
Headache General aches, pains Fatigue, weakness Extreme exhaustion Stuffy nose Sneezing Sore throat Cough & Chest discomfort
Rare Slight Quite mild
Characteristic, high (1 02 to 1 04ºF); lasts 3 to 4 days Prominent Usual; often Severe Can last up to 2 to 3 weeks
Never
Early and prominent
Common Common Common Mild to moderate
Sometimes Sometimes Sometimes Common; can become severe
Treatment of Cold and Flu Cold:
Antihistamines, Decongestants, Asprin, acetaminophen (such as Tylenol®), or ibuprofen for aches and pains. Flu:
Asprin, acetaminophen, or ibuprofen for aches, pains, and fever. Possibly also antiviral medicines prescribed by your doctor.
Prevention of Cold and Flu
• Wash your hands often • Avoid close contact with anyone with a cold or flu • Annual vaccination for flu • Other medicatons prescribed by your doctor.
WHAT IS A 5S AUDIT? WHY SHOULD I CARE?
Isn’t this just about housekeeping and making sure we get a good grade on the inspection?” Well, the 5S’s are much more than just housekeeping; the 5S’s represent a powerful approach to improve the workplace through organization, proper arrangement, and attention to detail. Housekeeping implies cleaning after a mess has been created — a reactive approach.
Avoid People With Colds or Flu
Sometimes people are infected with a virus and they don't know it because they haven't experienced symptoms yet. If possible, avoid people who you know have colds.
A 5S approach is proactive. Orderliness is designed into processes, designated storage locations for tools, supplies, and materials are selected and designed based on a well thought out rationale, and preventive measures are implemented to ensure the work area stays clean, reducing the need for conventional housekeeping.
Keep infants away from crowds for the first few months of life. This is especially important for premature babies, who may have underlying abnormalities like lung disease and heart disease.
5S is a reference to a list of five Japanese words which 'start' with S. 5S is a philosophy and a way of organizing and managing the workspace by eliminating waste.
If keeping your distance is too difficult -- as in the case of parents who can't help but hold and kiss their sick kids -- then wash your hands frequently and keep surfaces clean with a virus-killing disinfectant.
The 5S's - an English "translation"
Common Cold Prevention: Practice Healthy Habits
Eating a balanced diet, getting enough sleep, and exercising can help the immune system better fight off the germs that cause illness. Because smoking interferes with the mechanisms that keep bacteria and debris out of the lungs, those who use tobacco or who are exposed to secondhand smoke are more prone to respiratory illnesses and complications of the common cold than nonsmokers. If you've been feeling run down, some stress management might not be a bad idea. Research scientists have found that people who experience more stress are more likely to get sick and experience worse symptoms. Research has also shown that the more social you are, the less likely you are to get sick. It could be because having more social contacts and support is less stressful than keeping to yourself.
1. Sort: Clearing the work area – Determine what is needed and remove the rest
ways to keep it clean – make it look good
2. Store: Designating locations –A place foreverything and everything in its place
4. Standardize: Everyone doing things the same way – make standards obvious and maintained
3. Shine: Cleanliness & workplace appearance –Cleaning and looking for
5. Sustain: Maintain high standards and consistently seek to improve
When fully implemented, the 5S process increases morale, creates positive impressions on customers, and increase efficiency and organization. Not only can you feel better about where you work, the effect on continuous improvement is incredible. In conclusion, 5S is not just a system for housekeeping, it is an integrated approach for improvement. 5S is a whole culture change which will help to increase production, improve quality, reduce cost, make deliveries on time, improve safety and improve morale.
TIME TO WINTERIZE by Mike Towery
We are truly fortunate to live in this part of the world, at least climatically speaking. Although our climate is moderate and we don’t usually suffer extreme heat or cold for prolonged time periods, we must still take steps to make sure our vehicles are in good operating condition. Cars and trucks are mechanical objects and, as such, they will wear out or break. Notice that I said “will” instead of “may” or “could”. There is no doubt that a mechanical object will wear out and occasionally break down. The two questions we should ponder are: 1 ) When will it happen, and 2) How bad will it be? While we can never arrive at a definite answer, we can stack the odds in our favor through regular and thorough maintenance. The amount and quality of care that we give our cars is a major factor in determining the service they give us. It is an inconvenience to take your car for maintenance. It is a far greater inconvenience when your car breaks down on a deserted road, after dark, in a steady rain, at 37 degrees. The real kicker is when the break down is caused by something that would probably have been caught by regular maintenance or seasonal preparation such as winterizing, if only you had done it. So how do I winterize my vehicle you ask? I’m glad you asked. For those of you who are “mechanically challenged”, the entire procedure is to find a competent and trustworthy mechanic (they really do exist). Have him make sure your regular maintenance is up to date first of all, and ask him to also winterize your vehicle while he has it. On the other hand, if you are the do-it-yourself type with even a moderate amount of mechanical ability and a few basic tools, you can do this. First of all, this is no time to procrastinate on regular maintenance so be sure you are caught up. The winterizing process overlaps regular maintenance in some areas, but just in case your maintenance is lacking, here are some areas that need attention before winter. Tires: Always take out the summer air and put in winter air…Just kidding. No matter what season it is, tires need maintenance. According to AAA, tires are one of the most crucial safety components on your car and also one of the most neglected. Make sure your tires have adequate tread to give you the maximum possible traction in less than ideal road conditions. While you are inspecting the tires, also look for cuts, knots or irregularities that could make them unsafe. Next, proper air pressure should be maintained. Correct tire pressure can usually be found on the sidewall of the tire. AAA says that tire pressure should be checked and corrected once per month. This not only helps to ensure your safety, but also can improve your fuel economy and extend the life of your tires. If you add in the possibility for slippery road surfaces, it is even more important to maintain your tires. Cooling system: Here is another often neglected maintenance item. It may seem ironic that your cooling system needs winterizing, but believe me, this is crucial. Extended life coolant is common in later model cars and on the market now. Still, if you don’t know what your car has, or if the condition or protection level of the coolant is not up to par, you should drain, flush and refill the system with a fresh mixture. If your car or truck has regular coolant which has more than 3 years or 36,000 miles of service on it, you should consider servicing it. The “mixture” is a combination of coolant and water. For mixing instructions see your owner’s manual and the coolant manufacturer’s instructions, or you can buy pre-mixed coolant. In all cases, at least check the level, condition and freeze protection of the existing coolant, and pressure test the system. To check the level, always look at the expansion tank (usually a plastic container in the engine compartment with level markings); never remove a radiator cap from a hot system. In most
cases a visual inspection will clue you in to the condition…if it appears dirty or contains particles, the condition is suspect. Coolant and pressure testers can be purchased at most auto parts stores and come with instructions for use. Inspect all hoses and belts and repair any deficiencies discovered. Heater/Defroster: With all the wonderful, warm, summer weather we have had for the last few months, it is not likely that you have used the heater or defroster in your vehicle for a while. To check the operation, choose a time when the temperature outside is a little cooler than ninety degrees such as early morning or evening. Make sure your car is at normal operating temperature and securely parked, with the engine running (out of traffic, in Park or Neutral and parking brake set) then adjust the selector control to defrost and the fan control to high. Place your left hand above the duct outlet at the base of the windshield to feel for air blowing out. While holding your left hand in the air flow, use your right hand to move the temperature control from the cold setting to the hot. The temperature of the air should change from cool to warm. Move the selector control to the Dash or Vent position. Feel with your hand to make sure the air flow changes from the defroster duct to the vent duct directly in front of you. Now move the selector control to the Heat position and place your hand underneath the dash panel down near the foot controls (accelerator and brake pedal) to feel for air flow from the heater duct. Finally, move the selector control back to the Vent position, place your left hand in the air flow from the duct outlet directly in front of you and adjust the temperature control from the hot setting back to the cold with your right hand. If the air flow does not change discharge locations according to selector control position or if the temperature of the air does not change as you move the temperature control, have the system repaired. Engine: I can’t possibly cover everything that needs to be said here because of the variety of engines out there and the typespecific issues they have. For the sake of simplicity, I will address only the engine oil viscosity issue since it basically applies to either gasoline or diesel engines and that covers the majority of vehicles in use today. The next time you are in Wally-World take a stroll down the aisle with engine oil. If you don’t buy oil very often, you may be surprised at the variety of the selection. Consult your owner’s manual and use the recommended type, grade, certification and viscosity oil for your vehicle and your area’s expected temperature range. Viscosity, in basic terms, describes the ability of the oil to maintain its lubricating qualities under certain conditions and within specific temperature ranges. OK, that’s enough engineering jibberish. Viscosity is often referred to as “weight”, and the lower the number the “lighter” the weight (1 0W is lighter than 40W). What you need to know is that “lighter” oils perform better in colder temps and “heavier” oils do better in hot temps. The best solution for year round protection in our moderate climate is multi-viscosity oil. Now back to Wally-World. The multi-viscosity oils are the ones with a range of “weights” such as “1 0W-40” or “5W-30” instead of a single “weight rating” like 30W or 40W. You are now free to leave Wally-World via the cash register and resume your quest to winterize your car. Although I have not covered every aspect of winterizing your vehicle, I hope that you have at least been reminded of something that could help you. Go ahead and invest a little money and one pleasant fall afternoon in taking care of your car. While you are at it, check the vehicles your loved ones depend on. Then, on one cold, rainy evening this winter as you sit down at the dinner table with your family in the cozy warm comfort of your home, peer out through the window. Now, with your right hand, reach as far behind you as possible and give yourself a good pat on the back for taking the time to maintain and winterize your vehicle.
Sudoku
CH E CK O U T TH E I N TRAN E T ON N OVE M BE R 1 9 TH F OR TH E S OLU TI ON S 32. Tie a knot 35. What the 'fat lady' sings 37. Susan on "Coupling" 38. La Sorbonne, e.g. 40. ... that I don't read this guy's books or... 43. ___ voice (conscience) 44. Just a drop 45. Knows what's up 46. Make lace 47. Takes in 50. __ Spiegel 51 . Collection 52. Shaq's shoe width 54. ...that I don't buy this guy's booze? 63. Sound of displeasure 64. Shocking 65. Having the resources 66. Eric of Monty Python fame 67. In reserve 68. Lawsuit 69. Word with swap or track 70. Leveled 71 . Sherpa's specialty Across 1 . Volume with a lot of volume 5. Up to snuff 1 0. Student's org. 1 4. Designer Cassini 1 5. Followers of Muhammad ibn Ismail ad-Darazi 1 6. Kinks hit 1 7. Columbus caravel
1 8. Strauss material 1 9. Sign 20. Does this mean I'm ignorant or... 23. Reagan's 'Star Wars' project, for short 24. Relative of 1 7 across 25. No spring chicken 28. Marches
Down 1 . 'Flakey' tiger 2. Hodgepodge 3. Dish list 4. Euphemistic expletives 5. How to make glycerin explosive 6. Weight allowance 7. Type of rock 8. B __ Baby
9. Item oft lost in the couch 1 0. Onetime sprint recordholder, for short 11 . Luigi's capital city 1 2. Guiness 1 3. It has a turret 21 . Takes too much LSD 22. More prudent 25. Smoking, e.g. 26. Place for spectacles 27. A well-known one is green 29. Ditch plants 30. Emcee's concern 31 . Capital of Senegal 32. It needs dressing 33. Lift up 34. Furnishings 36. Downed 39. Pigeon patter 41 . Caper 42. Firmly inserted 48. Waco campus 49. Last word in "America the Beautiful" 51 . Not a liability 53. Pass a bill 54. Notion 55. Make like Waldo 56. ___ of Man 57. Poet and feminist of the Americas (1 895-1 965), Lee 58. Calif. neighbor 59. Courteous 60. Girder 61 . Ultimatum word 62. Vichyssoise ingredient
DW LS AT MY LS LS LS CO EV LS AT ML LS RO EV EV EV EV DW LA RO AT LS
Maxwell, Ralph Segars, James A McFarlin, Brannon J Carroway, Ira Irelan, Alex J Lacount, Michael Freeman, John Scott Floyd, Jeff Jimenez, Carlos Smith, Jimmy E Ewing, Joanna Veal, Dallas Allen, Phillip J Parten, Jimmie C West, Walter C McFadden, Lethaniel Isaiah, Bobby G Smith, Trent J Brawner, Danny E. Roach, Ronnie F Turman, Phillip Leathers, Matthew Woodward, Joshua
S a f et y
by Jeff Floyd
B IRTHDAYS 2-Nov 4-Nov 4-Nov 4-Nov 9-Nov 11 -Nov 1 2-Nov 1 5-Nov 1 7-Nov 20-Nov 21 -Nov 22-Nov 23-Nov 23-Nov 23-Nov 23-Nov 26-Nov 27-Nov 28-Nov 28-Nov 29-Nov 30-Nov 30-Nov
LS ML LS LS EV EV LS CO MY AT LA LS LS
Ashworth, Kelly Jones, Jerry V Barnes, Joshua Carter, George A Gonzalez, Osman McClam, Curtis Reyes, Julio Harbin, Barron C Vires, Christopher McDonald, Andy Maldonado, Eduardo Navarro, Cesar Guadarrama, Benjamin
1 -Dec 7-Dec 1 0-Dec 1 0-Dec 1 6-Dec 20-Dec 20-Dec 21 -Dec 23-Dec 26-Dec 29-Dec 29-Dec 30-Dec
S ERVICE ANNIVERSARIES Loc LS RO LS ML EV LS AT LS DW LA LS EV EV LS EV LA AT LS AT LS EV
Name
Neal, David Hubbard, Wesley E. Phillips, Robert C Dobler Jr., Alfred N. Newman, Jim Rico Benites, Porfirio Maddox, Martin L Pritchett, Larry T Tower, Donna G Knox, Willie G Martinez, Jehu Rosas, Epifanio M Anderson, Renee E Navarro, Cesar Smith, Trent J Vickery, Ricky T Smith, Keith G Bragg, Charles P Kephart, Daniel Harbin, Westley J. Bonham, Robert
Anniv Date 3-Nov 3-Nov 6-Nov 6-Nov 7-Nov 8-Nov 9-Nov 1 0-Nov 1 2-Nov 1 6-Nov 1 6-Nov 1 7-Nov 20-Nov 21 -Nov 24-Nov 29-Nov 1 -Dec 2-Dec 4-Dec 8-Dec 26-Dec
Years 1 4 1 1 10 1 13 13 8 26 2 6 4 1 7 28 1 11 1 4 1
S AFETY - D OES I T I MPACT THE B OTTOM L IN E ?
As we look at safety results for the year to date we need to determine the cost of accidents. As you well know, there is a tremendous cost to any individual that has an accident in the fact that many times they have to go through a lot of pain and suffering. Also, there is the chance that it could be a negative life changing event. However, we also need to look at safety from a financial impact that it has on each of us as an individual as well as the company. Because we think that one of our most valuable tools in making the workplace safe is YOU , we changed our Safety Awards Program at the beginning of 2007. This was done in order to reward the locations that were taking on the responsibilities to make their workplaces safe as well as making sure that their fellow employees were behaving in safe manner. This change has impacted some of our locations in a negative way in the short term but, hopefully, it will make everyone aware of the importance of being safe for yourself but also as to not let down your fellow workers. We hope that people will step forward and correct unsafe behaviors because if you don’t and your fellow worker gets hurt then it is going to cost you $50. Another cost of safety is the actual amounts paid to the Medical providers due to an accident as well as the increase in I nsurance fees that we have to pay based on the number and severity of the accidents. For the Calendar Year of 2007 we have the following: • # of Accidents : 23 • # of Lost Time Accidents : 3 • Medical Cost paid by Harbin $1 6, 072 • Medical Cost incurred by I nsurance $1 53, 962 I f we just look at what our company has paid in Medical Cost to date we will have to sell $533, 550 of additional materials in order to cover medical expense paid YTD, much less the increase in the insurance premiums that we will have to pay over the next 3 years. Another way to look at that is we have to sell approximately 59 additional Framing Packages or 1 78 additional Roof Truss Packages. You can only imagine how hard it is to sell that much more in the current business climate. With the slow down in building, you can see why it is so important that we focus on Safety. So, the next time you see an unsafe situation or an unsafe act, think about how much not doing something about it can cost: “pain & suffering”, “$50”, “cost to the company”, “loss of jobs to cut expenses”? Remember YOU are the most important part of Safety and you can truly make a difference for both yourself and Harbin Lumber Company and Load Star.