Building Products Digest - March 2012

CEDAR & CYPRESS � GREEN BUILDING TRENDS � REDWOOD RISES IN THE EAST

MARCH 2012

INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

BPD BuildingProducts Digest

44 � Building Products Digest � March 2012 Building-Products.com

March 2012 �� Volume 31 �� Number 1

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Special Features9 PRODUCT SPOTLIGHT

CYPRESS HAS COMMERCIAL COVERED

10 FEATURE STORYCEDARS SQUARE OFF, FROM WEST TO EAST

12 PRODUCT SPOTLIGHTWRC SETTLES INTO INDEPENDENCE HALL

13 INDUSTRY TRENDSWHAT’S AHEAD FOR GREEN BUILDING

14 MARGIN BUILDERSWHEN RED IS GREEN: TESTS CONFIRM

REDWOOD’S EVIRONMENTAL SUPERIORITY

31 PHOTO RECAP: NRLA’S LBM EXPO

35 PHOTO RECAP: SBMA IN HIGH POINT

38 PHOTO RECAP: IBS IN ORLANDO

Specialty Cypress Timbers!We can cut

cypress timbers up to 40’.Air drying available.

Call us with all your needs.

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Custom Lumber Manufacturing Co.www.PlantationCypress.com • www.PlantationPine.com

In Every Issue6 TOTALLY RANDOM

16 COMPETITIVE INTELLIGENCE

18 OLSEN ON SALES

20 GREEN RETAILING

22 FAMILY BUSINESS

26 MOVERS & SHAKERS

28 NEW PRODUCTS

42 ASSOCIATION UPDATE

43 TALK BACK

43 IN MEMORIAM

44 CLASSIFIED MARKETPLACE

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Are we off to the races… or back to the kennels?

TWO MONTHS INTO 2012, I’ve been trying to get a handle on the year ahead. As I wrote acouple of months back, we have been hearing better news, although perhaps more

regional in nature. Recent trade shows have shown a mixed picture of how everyone isdoing, but overall there are good signs that this year will be better than last, especially onthe remodeling side of the business. I just returned from IBS with a mixed view. On the one hand, the show footprint

appeared to be the smallest in memory. But after a quiet first day, the second seemed likeold times. As well, I thought the energy and positive news I saw and heard in the Northeasta couple of weeks back at NRLA was very encouraging, although I think everyone agreedthe news had better be better with the great weather this year compared to last. And, muchto my surprise, I actually got there this year, after being stranded in Chicago at the sametime last year (although only my GPS had any clue as to where I actually was staying). Many of you last year reported a sudden jump in business in March, but one that by

May had petered out. For others, there was no real spring business due to the bad weather.For the decking industry in particular, that business could never really catch up. So here’shoping that the good weather continues and we all have a great spring this year.If this feeling is for real—along with the continued stock market revival, the apparent

increase in new jobs, and declines in unemployment—then perhaps we are seeing the firstdawn of revival. I hope so! I have always argued you cannot have a U.S. revival without ahousing revival, and we are nowhere near that yet. However, I believe we will get there insmall steps. Hopefully, the job picture will continue to improve, meaning more money inpockets, more spending, and a continued improvement in sentiment, which will then feedon itself. But there is very fragile psyche with the American consumer about spending. Itdoes not take much to send us into a tizzy. My fear is that all the good news sometimesflies in the face of what many feel is not the reality.Today, I spoke with an industry veteran who has been looking for a job without much

success. Gone are the days I could name four or five companies to call. The recession haschanged many things and none more so than the ability to find a job. No longer can youexpect multiple job offers, a signing bonus, and a great increase on what you earned before.The old ways of sprinkling your resume around no longer seem to work. Fewer jobs

mean more competition. Job seekers must be pro-active like never before. The Web cannotify you of every job posting that might be a fit through job boards, job search engines,and social media. According to the Bureau of Labor, in 2007 there were 1.8 persons per jobopening, compared to 4.2 today (at least better than 6.1 in 2009). The reality is that forevery prized position, there are probably 100 or more resumes to sift through. You need tobe thick-skinned, more energetic, and use great initiative to unearth opportunities.And yet we still look the same old ways, including sending the same resume to every-

one. The reality today is that you need a resume tailored to every position you apply for.Every job and every company have different needs, and with each job you need to sell yourability to fit those requirements. That’s easily achieved with your computer. No longer doyou have hundreds printed at a time. As in any business situation, you must differentiateyourself and avoid being dismissed when your resume goes through word checking—notonly for grammar and spelling, but for identifying key words that outline your skills. Donot believe that every word you write is read. You have about 10 seconds to make animpression on the typical recruiter. And watch out for your lowcredit scores and drunken stupor pictures posted on Facebook.All today are part of your picture.Lastly, your best bet for a job is using the network you

have developed through your career and socially. It can be nofun to have to call peers asking for help, but these contactscan help open doors.To that end, you are part of my network and have helped

me greatly over the years. If your company has a jobopening in management, purchasing, sales or mar-keting, I am happy to offer you a $60 credit toadvertise your position in the classified sectionour April issue. Fax to 949-852-0231 or [email protected]. This meansany help wanted ad under 40 words is free.Again, I want to see my friends back to work!

Alan Oakes, [email protected]

Building-Products.com March 2012 � Building Products Digest � 99

DEMAND FOR CYPRESSs remains stable, even as the lum-ber industry as a whole continues to struggle. Part of

this demand can be credited to the increased use of cypresssiding in institutional and commercial projects. “Building professionals are looking for resource- and

energy-efficient materials,” says Ernie Pyle, OntarioHardwoods, Keysville, Va., and president-elect of theSouthern Cypress Manufacturers Association. “However,they also are looking for locally sourced and competitivelypriced materials, and cypress addresses all their needs.”On the outskirts of Dallas, horizontal tongue-and-groove

cypress was used to clad part of the 22,000-sq. ft. TrinityRiver Audubon Center. Brown Reynolds WatfordArchitects’ Gary DeVries said, “Cypress was selected forits beautiful appearance as well as its natural rot resistanceand longevity.” Because the cypress was sourced fromwithin 500 miles, it contributed points to the project’sLEED Silver certification.“Design professionals who are looking for a natural

alternative to cedar and redwood, with superior qualities ata competitive price, are turning to cypress,” Pyle explains.“Cypress products add warmth and beauty to any project,and their popularity is spreading across the country.The durability of cypress was a requirement for Jackson

Hole Airport in Jackson, Wy. Situated between the Teton

mountain range to the east and the Gros Ventre range to thewest, the facility required exterior siding materials thatwere durable enough for Wyoming’s drastic winter weath-er—dry and often reaching minus 30°—while adding beau-ty and aesthetic warmth to the project. The design team wanted to utilize wood’s natural attrib-

utes on the building’s exterior and interior. “We originallyspecified Douglas fir, but we substituted it with cypress,which is considered more rot-resistant,” explains BrentMather, design director and senior associate of Gensler’sDenver office. “The extreme weather exposure of the exte-rior was the major driver behind the change.”The project was Mather’s first experience working with

cypress, but it left a positive impression. “It stacks up toother wood for value, price, and quality,” he notes. “Itlooks great, and the owner and the design team are verypleased.”Chuck Harris, Wholesale Wood Products, Dothan, Al.,

says he has seen a number of inquiries for cypress comeacross his desk in the last 60 days. “We recently receivedan order for cypress to be used on a new school,” Harrisadds. “A large portion of the exterior is select grade cypresssiding, and they are using cypress timbers as well. I metwith the architects on this job to help them with the specsand learned they had two more commercial jobs they want-ed to use cypress on.”Nancy Tuck, Gates Custom Milling, Gatesville, N.C.,

says she is supplying select grade cypress in a special pro-file to clad a 50,000-sq. ft. facility for the University ofNorth Carolina Coastal Studies Institute on Roanoke Island.“Cypress is capitalizing on the lack of cedar logs and lum-ber available in the marketplace,” she says. “Cypress isbecoming a much bigger piece of what we do.”– To learn more about building with cypress, visit SCMA’s

website at www.cypressinfo.org and download its updatedbrochure, “Cypress Siding Installation Guidelines.”

CYPRESS SIDING in T&G format clad part of a new 22,000-sq. ft. naturecenter near Dallas, Tx.

Photo by Michael Lyon Photography

NEW AIRPORT required exterior siding that could withstand harsh condi-tions in Jackson Hole, Wy.

Photo by Matthew Millman

Cypress has commercialbuildingscovered

PRODUCT SpotlightSouthern Cypress

1100 � Building Products Digest � March 2012

FEATURE StoryCedar Comparisons

RICHLY AROMATIC, highly decayresistant, and all beauties to

behold, North American cedars growfrom coast to coast. But each type hasits own strengths, making it best suitedfor certain applications and markets.

Western red cedar is the mostabundant cedar available in the U.S.and Canada. Primarily grown inBritish Columbia, it also can be foundin western Washington and Oregon.

Western red is also theclearest and most decayresistant cedar and,because it comesfrom the largesttrees, it can yield alarger variety ofdimensional lum-

a broad range of products makes itvery easy to maintain a sellable inven-tory.”WRC is perfect for clear prod-

ucts—siding, decking, paneling, fas-cia, trim, shakes and shingles, andappearance grade timbers.Due to its superior qualities and

availability, western red is the onlycedar sold by many companies,including Boston Cedar, Holbrook,Ma., and TMI Forest Products,Morton, Wa. “For the last six years,we have cut only coastal western redcedar,” said TMI’s Jeffrey Cook.“TMI has tried five alternative cedarspecies, but each proved to be lessdesirable for the finished product.”

Inland red cedar is the samebotanical species as western red cedar,but hails from the interior slopes of theRocky Mountains in Idaho, Montana,and into eastern B.C. and Alberta.Grown in drier, higher-elevationforests, IRC trees are small and theirwood lighter, more striped, and withless clarity and color variation than itscoastal-grown kin.Enyeart Cedar, Tigard, Or., sup-

plies WRC for clears and IRC fortight-knot orders. “The (IRC) treesgrow farther inland, are slower grow-ing, and develop tighter fiber. Theknots are small, tight and firm,” saidEnyeart’s Linda Elliott. “But the pri-mary difference is the color of theboard. There is less iron in the soilwhere these trees aregrown. As a result, thecolor of the board isblonder in nature—more creamycaramel withvanilla swirls.”Uses are fewer,

ber. Its sapwood is nearly white, itsheartwood fragrant reddish or pinkishbrown to dull brown.Its abundance and properties make

the species popular across the country.“Western red cedar is king in this partof the Northeast,” said Phil Payne,Vermont Wholesale BuildingProducts, Williston, Vt. “The naturalcharacteristics of the product make itvery stable, durable and weather resis-tant. WRC is twice as stable as othersoftwood species. The natural oils areresistant to insects and decay. Best ofall, it looks great. It is a great productwhen left natural. Today’s high-techcoatings, when used properly, willprovide the best looking and perform-ing exterior wood products on themarket. The good availability of such

From west to east,cedars square off

ALTHOUGH western red is the most popular and plentiful of the cedars, other varieties offer theirown strengths and applications.


including smaller dimensional lumber,siding, and split-rail fencing.

Incense cedar is native to themountains from western Oregon tosouthern California and the northernBaja Peninsula of Mexico. Its sap-wood is creamy white, its heartwood

light brown to light reddishbrown. Decay resistanceand dimensional stabili-ty are high, yetstrength, shock resis-tance, stiffness andhardness are moder-ately low.C&D Lumber

Co., Riddle, Or.,manufactures incense

cedar because of itsversatility. “It can be used

in many applications, includingdecking, pergolas, T&G paneling, andtimbers,” said Leslie Southwick.“When dried to less than 19%, it isvery stable and durable. It has excel-lent stain-holding properties and isvirtually splinter free.”Hall Forest Products, Puyallup,

Wa., distributes C&D’s kiln driedincense cedar in addition to WRC,because, according to Marty Frost,“it’s a less expensive option in avery similar quality and grade. All isreversible material, graded all foursides. Kiln drying ensures all ourdecking is stable prior to finishing orprefinishing. Performance propertiesare very similar to WRC, but it butcomes in a less expensive price point.And once it’s got a nice oil finish onit, it’s difficult to tell the differencebetween incense cedar and western redcedar. They do have a slightly differ-ent odor.”

Port Orford cedar is found in acompact zone near the Pacific coast,from southwest Oregon to northwestCalifornia. It’s oneof the easiestcedars to iden-tify, due tothe distinc-tive yellowtone of itss a p w o o dand thehints of yel-low in itsbrowning heart-wood. Decay resis-tance is high, texture fine and even.The wood is somewhat lightweightand shock resistant, and will shrinkslightly when dried.

C&D manufactures Port Orfordcedar because of its uniqueness. “Noother cedar is like Port Orford cedar,and C&D Lumber is one of the fewmanufacturers that mills it,”Southwick said. “Port Orford is thestrongest of all cedars and an excellentchoice for both interior and exterioruse. Historically, it has been the pre-ferred wood for fine boatbuildingbecause of its strength and natural oilsthat make it rot and decay resistant. Itis ideal for manufacturing laminatedbeams because of its superior strength.It is also widely used for decking thatturns the outdoors into a unique out-door living area.”

Alaskan yellow cedar, also knownas Pacific yellow cedar and Sitkacypress, grows slowly along a coastalpatch from southern Alaska to south-ern Oregon, limiting its availability.

Its rarity is unfortu-nate, consideringit is the hardestof all cedarsand boastseasy worka-bility andexceptionalresistance tow e a t h e r ,decay, disease

and insects.Popular applications

are boat building, shingles, saunaboards, trim, fascia and paneling.Although some wholesalers, like

Van Arsdale-Harris Lumber Co.,Brisbane, Ca., stock some Alaskanyellow cedar, most handle it on a spe-cial-order basis.

Eastern white cedar, also knownas Northern white cedar, grow in east-ern Canada and the North Central andeastern forests of the U.S. In partbecause most of the tallest trees wereharvested over a century ago, easternwhites are typically not as prized asthe larger cedars in the West. Yet thewood is still naturally resistant to rotand insect infestation, lightweight,and easy to work. The sapwood iswhite, tinged with yellow. Theheartwood is light brown, occa-sionally with a red hue.The wood is soft and has low

mechanical properties. More signifi-cantly, it reportedly has the lowestdensity of any commercial domesticwood, making it a natural for canoebuilding.According to Colleen Goodridge,

Goodridge Lumber, Albany, Vt., “A

tremendous amountof northern whitecedar goes into sid-ing, decking, andlog home construc-tion. It’s very dryand lightweight due toits cellular structure. Thelower density provides thebest insulating value in walls. For loghomes, cedar is the Cadillac.”She cited the wood’s limitations as

difficulty to find long lengths, wideboards, and clarity.

Atlantic cedar has similar proper-ties, though is less porous and is found

along the coastalplain of thee a s t e r nU.S. Thesapwoodis nar-row andw h i t e ,the heart-wood lightbrown with

a hint of red. App l i ca t i ons

include siding, paneling, boat planks,fencing, decking and shingles.

Southern red cedar grows alongthe East Coast, from northeast NorthCarolina to central Florida and west tosoutheast Texas. With a dull-red heart-wood, it is lightweight, softand weak, but highlydurable and works andfinishes well. In addition to

stocking WRC sid-ing, timbers andp a n e l i n g ,Wholesale WoodProducts, Dothan,Al., also makes itsown aromatic panelingfrom locally grown south-ern cedar, for use as closet lining.Wholesale Wood also marketscypress—a softwood that grows amidthe hardwood forests of the South—as“Southern cedar.”“Cedars” are also imported from

overseas, most notably Chinese cedar(a fast-growing wood popular forfencing, but structurally closer to fir)and Spanish cedar (a mahogany-likehardwood used in cigar boxes andhumidors). Both species are attractiveand highly aromatic, explaining whyexporters are happy to trade on thereputation of authentic cedar.


PRODUCT SpotlightWestern Red Cedar Shakes & Shingles

AS WORKMEN PUT the finishing touches on a 14-weekrestoration of Philadelphia’s Independence Hall, west-

ern red cedar is leaving its mark at the site of the signing ofthe Declaration of Independence.The $4.9-million project included replacing damaged

brick masonry; painting window frames, doors, and allexposed wood decorative features; refurbishing copperurns; installing new clock faces, bracings, and lightningprotection system; applying borate fungicide treatment tointerior structural elements, and replacing wood shinglesand flashings.As much as possible, new materials were selected to

match the old and products were sourced locally, such asusing Horsham, Pa.-based Benjamin Obdyke’s CedarBreather ventilating roof underlayment—a product not yetinvented at the time of the last renovation in the 1980s.Roofing was provided by Bradco Supply, Malvern, Pa.,

and wood products by Capital Forest Products, Annapolis,Md. Pro-East, Essington, Pa., supplied the fasteners—domestically produced by Maze Nails, Peru, Il.For the cedar roofing, however, Bradco and Capital had

to call on British Columbia to find older-growth trees withsufficient density. “Western red cedar was chosen for itsdurability and beauty,” explained Curtis Walker, of B.C.-based Waldun Group. “The existing roof was cedar, and wehad to match it with high quality cedar roofing. The oldroof was still in great shape after 30 years, but because theextensive scaffolding was up, it made sense to re-roof.”He said, “Originally, the product for this U.S. landmark

was to be 100% American made. There was an exception

made to have Waldun product installed. This specificationwas changed because the consistency of the Waldun prod-uct is unmatched in the industry, and the product was cutfrom first growth.”Walker traveled to Philadelphia to ensure Waldun would

provide an exact match. “When we first got to the project, Iwas literally lying on the platforms 15 stories up to exam-ine the underside of the shakes to see if they had a splitback face or a resawn back face,” he recalled. “We mea-sured exposures and even met with a government official,who was overseeing the particulars, to see the archive roomand take samples from the old roof.”Waldun supplied 2,000 sq. ft. of custom-made cedar

shakes for the project. Its mill split the 18- and 24-inchshakes, while an old-world craftsman from WashingtonState hand-split the 36-inch by 3/4-inch shakes. In total,cedar shakes were installed on four of the hall’s nine levels.

UP & AWAY: Old taper split roof is assessed by Bradco Supply’s KerryMoleski (left) and Capital Forest Products’ Mark Carroll, who spearhead-ed efforts to involve the various suppliers.

WALDUN’S Curtis Walker gets a close look inside the bell tower shortlybefore new cedar shakes and shingles are installed. The first home of theLiberty Bell, the 14-story tower now houses the Centennial Bell.

Western red cedar stars inIndependence Hall makeover

Global Programs. There are more than 90 nationalGreen Building Councils throughout the world, and LEEDprojects have been registered in 161 countries. Last year,44% of total LEED registrations were outside the U.S.

Performance Disclosure. Already popular in Europeand Australia, requirements for buildings to disclose energyuse are gaining traction in the U.S. Next month, Seattle,Wa., will require buildings of more than 10,000 sq. ft. todisclose energy usage. California will begin requiring dis-closures starting next year. Yudelson says such disclosureswill have a market impact because they allow prospectivetenants to compare energy costs of different buildings. “This is going to happen everywhere, particularly in big

cities, because it’s the easiest move to take politically,” hesays. “It doesn’t say you have to retrofit the building. It justsays you have to disclose.”

Building Management. Thanks to wireless sensors andcontrols, it’s getting increasingly easier to locate and fixmaintenance problems, and to do so remotely.“You make money if you go green,” Yudelson counsels.

“If you don’t go green, you’re at a marketplace disadvan-tage. Doing nothing is not an option.”


INDUSTRY TrendsThe Coming Year in Green

What’s ahead forgreen buildingDESPITE A SLOW economy, green building is alive and

kicking. Key areas of interest include green remodel-ing, retrofitting, and zero-net-energy homes—which pro-duce as much energy as they consume.“The big home builders are starting to put on 2- or 3-

kilowatt systems as a standard feature, and it’s just part ofthe price of the house. There’s no add-on cost, so that’s areal breakthrough,” says Jerry Yudelson, whose consultingfirm, Yudelson Associates, Tucson, Az., has specialized ingreen building and sustainability for the past 25 years. “The real trick is to make the home so efficient that it

can heat itself with internal loads such as lights and refrig-erators and natural sunlight coming through highly efficientwindows,” he says. “Different kinds of coatings can makethem more energy-efficient than even the best double-paned windows, almost as energy-efficient as walls.”Although Yudelson predicts modest growth in construc-

tion this year, he believes the emphasis will be on what hecalls frugal green. “In the past, there was a feeling that you could spend

money to add green features,” he says. “Today, the realchallenge for construction and design professionals is,‘How do I do this on the same budget?’ and I think that’sthe core trend.”Other trends to watch include:Green Retrofitting. More property owners will retrofit

to LEED for Existing Buildings: Operation & Maintenance,which is fairly painless when a building is already EnergyStar rated. Businesses want to be able to market their eco-friendliness.

Government Projects. Although funding is tight, exist-ing buildings will need to be upgraded, projects in thepipeline will move forward, and schools—which are fund-ed by bonds—will need to be built. The federal Better Buildings Initiative was passed last

year to accelerate private sector investment in energy effi-ciency and encourage commercial and industrial buildingsto become 20% more energy efficient by 2020.

Water Conservation. Rainwater-capture systems, aswell as graywater and blackwater on-site treatment capabil-ities, will become more pervasive—even in what Yudelsoncalls “water wet areas.” He predicts that “instead of toilet totap, we’re going toilet to toilet.”


MARGIN BuildersBy Charles Jourdain, California Redwood Association

GREEN, GREEN, GREEN. Everywhereyou look, you see the green

building message. But how should“green” really be measured? The emerging answer appears to

be that building with sustainable,environmentally responsible materialsis the one, true “green” way to build.A truly natural, renewable resource,redwood is a material that can actual-ly reduce the greenhouse gases thatcontribute to global warming. California Redwood Association

enlisted help from the independentConsortium for Research on Renew-able Industrial Materials (CORRIM)to conduct a life cycle assessment(LCA) to better understand and com-pare redwood decking to plastic com-posite decking. CORRIM is a non-profit research consortium with mem-bers from 16 universities and researchinstitutions such as the USDA ForestProducts Laboratory. CORRIM hasbeen involved in the field of LCA forwell over a decade and is among themost respected institutions performingsuch work. Life cycle assessment has emerged

as the internationally recognized stan-dard for establishing the environmen-tal burdens associated with the manu-

When red is greenTests confirm environmental superiority of redwood

facture and use of a product from cra-dle-to-grave. LCA is a prime decision-making tool for use by specifiers andconsumers to compare the carbonfootprints of various building materi-als. It is being rapidly incorporatedinto building standards such as LEED. The table below shows relative val-

ues for important environmentalimpacts. Results of the LCA are con-clusive, showing that considerable dif-ferences exist between redwood andalternative decking products such asplastics and plastic composites. Interms of global warming potential,plastic-based decking materials are

contributors, while growing, harvest-ing and using redwood for decks donot contribute to global warming.Regarding other important envi-

ronmental impacts, plastic-baseddecking contributes anywhere fromtwice as much to 100 times as muchnegative effects as redwood. Red-wood decks store the carbon that wasoriginally absorbed as CO2 from theatmosphere while the trees weregrowing. In fact, the average redwooddeck may store over half a ton of car-bon. Once the redwood deck hasreached the end of its lifespan, it iseasily recycled or reused for otherpurposes, or reabsorbed into the earthas nutrients for new plants. On theother extreme are plastic composites,which will stack up for decades inlandfills.Detailed data was collected from

CRA member mills on such items asraw material production (harvest),manufacture (energy usage), productdistribution (transportation), productinstallation and use (lifespan), andfinal product disposal at end of life(reuse vs. landfill). According to Dean Kerstetter, v.p.

of operations for Mendocino ForestProducts, “The quantity and detail ofinformation gathered by the CORRIMteam was truly amazing. Rick Berg-man, CORRIM team member with theUSDA Forest Products Lab in Madi-son, Wi., visited our manufacturingfacilities in Ukiah, Ca., for two dayscollecting detailed data on log storageand handling, type of sawmill equip-ment, dry kilns, boiler, planer—basi-cally anything that consumed energy.”Water usage, packaging such as

strapping and lumber wrap, andbyproducts for fuel or soil amend-ments are also examples of the extentto which the LCA looks at all inputs

Environmental Impact Assessment for Decking Products Environmental ImpactGlobal Warming Potential

Ozone DepletionSmog Contribution

AcidificationWater Pollution

Respiratory EffectsFossil Fuel Use

Plastic vs. Redwood126 times more100 times more2 times more20 times more6 times more25 times more7 times more

Composite vs. Redwood90 times more70 times more2 times more

30 times more12 times more30 times more9 times more


Redwood Decking Growing in NortheastRedwood decking is slowly making a

comeback in the Northeast, thanks in part toefforts by producer The California RedwoodCo., Eureka, Ca., and distributor FeldmanWood Products, Garden City Park, N.Y.

Last May, Feldman began supplyingClassic Heart redwood to LBM dealers inNew York, New Jersey, and Connecticut.

“In about 1989, 1990, with the advent ofthe spotted owl, dealers in the Northeastwere unable to get the quality grades of red-wood they expected,” said Richard Kahn,sales manager for Feldman. “We are re-entering the market with a different kind ofproduct—construction heart grade for deck-

and outputs of production. Han-Sup Han, professor of forest

operations & engineering at HumboldtState University, Arcata, Ca., is theCORRIM researcher who spent daysvisiting forestlands of CRA membermills throughout the redwood region.According to Professor Han, the forestresource data collection phase of LCAintegrates site preparation, stand estab-lishment, stand management, and tim-ber harvest factors associated with for-est management into a presentation oftotal cost, fuel consumption, and car-bon footprint for various levels ofmanagement intensity.“The redwood lumber industry has

known for years that we have an out-standing environmental record and agreat green message to tell con-sumers,” said Janet Webb, president ofBig Creek Lumber Co., Davenport,Ca., and current chair of the CRA.“Operating in accordance with thestrict provisions of the CaliforniaForest Practices Act places any indus-trial or non-industrial forest landowneror timber operation at the forefront ofenvironmental responsibility. Thisnew LCA reinforces our beliefs thatredwood is a world class product interms of environmental performance.”Combine redwood’s world class

environmental performance with itslegendary beauty, stability and dura-bility, and why would anyone chooseanything other than redwood? Educateyour customers about the true environ-mental strengths of redwood. The nexttime your employees or customers askwhat is the greenest product for use indeck construction, tell them that red isgreen—redwood, that is. – Charlie Jourdain is president of the

California Redwood Association. Reachhim at [email protected] or (888)CAL-REDWOOD.

ing and backyard structures.”Feldman’s challenge has been re-edu-

cating dealers about the species and, Kahnsaid, “to convince people it’s not going todisappear like it did 20 years ago.”

The distributor enjoyed a successful firstseason selling redwood, signing 13 dealersto stock inventory on the ground.

Feldman carries 5/4 and 2x6 eased-edge Classic Heart redwood decking up to20’ long, plus 2x2 cuts for balusters and 4x4cuts for posts. The hand-selected, heart-wood-only boards feature a deep red, uni-form appearance. The heartwood containsproperties that resist insects and decay.


THE CIVIL WAR was recent history when WoodfordLumber & Home was founded in Clear Lake, Ia., back

in 1869. Five generations later, it’s still flourishing in thisbump in the road (pop. 8,300) off Interstate 35. Looking back upon company achievements is intrigu-

ing, and good for bragging rights. Two years afterAlexander Graham Bell secured his patent, Woodford’sowner was pivotal in bringing telephones to town, alongwith that other radical, new amenity, electricity. Aftermaking do with horse-and-buggy deliveries, he was amongthe first to take advantage of the new railroad connection,which also brought celebrity orators like William JenningsBryant, Booker T. Washington, evangelist Billy Sunday,and prohibitionist Carrie Nation to Clear Lake’s buzzingsummertime Chautauqua circuit. But while company histo-ry fills fascinating scrapbooks, it doesn’t do much for sur-vival in 2012. “Evolve?” fifth-generation president Jan Lovell reacts

to a reporter’s question. “You have to! Every business hasto reinvent itself to meet changing customer needs. That’show we’ve survived!”In the heyday of the Seventies, this was a strong agri-

From first phoneto first phone app

COMPETITIVE IntelligenceBy Carla Waldemar

INSTALLING NEW signage was part of the recent “reinvention” ofWoodford Lumber & Home, Clear Lake, Ia.

STAND-UP GUY: President Jan Lovell looks for inspiration from thecompany’s heritage, starting with her great-grandfather Charles “C.R.”Woodford.

cultural base, so the company grew by supplying polebarns, hog houses, even building trusses. Today, Woodfordserves custom builders, remodelers and commercialaccounts. Thanks to this commitment to gazing into thefuture, the operation has newly remodeled and expandedits retail space and showroom to encourage homeowners tostop in, too. In fact, despite the economic turmoil that, yes,has hit Clear Lake’s builders as well, Jan has just hiredanother staffer—“an opportunity too good to pass up”—another woman with strong design background, bringingWoodford’s total personnel to seven.“They’re experienced, they know what they’re talking

about, and”—here’s the clincher—“they’re customer-focused. In this work environment, they see they’re appre-ciated and feel they make a difference,” Jan emphasizes.“And that carries over to the satisfaction gained from help-ing customers on what will probably be the most importantundertaking of their lives.”Thus, Woodford offers clinics for do-it-yourselfers in

skills such as painting, and steers key vendors to its con-


pany undertakes to educate its customers on the impor-tance of environmental concerns, and the mission isbecoming easier every year: “People are understanding thelow-VOC part, so the interest has really grown in the pastcouple of years. It used to take a lot more effort to pro-mote. “ (Jan continues to walk the talk; she’s designated the

store as a drop-off point for Habitat’s ReStore recyclingproject in Mason City, eight miles away and eight milestoo far for many a homeowner’s minivan to carry. She’s served as chair of Clear Lake’s Earth Day for the

past 15 years, following in the footsteps of her grandpar-ents, environmental activists who donated the island inClear Lake to the state. The company has also saved amile-long natural stretch of the lake’s heavily-developedshoreline by gaining a conservation easement to allowfolks to enjoy its natural beauty. “People need a balance intheir lives,” Jan advocates.From low-impact to high tech: Looking at the future

once again, Woodford has become adept at electronic mar-keting. It boasts a Facebook page and interactive websitethat includes a homey family history “written” by C.R.Woodford, who arrived here at age 18 in 1879 to join hisuncle’s business. (Jan admits that “in my first life” sheworked as a newspaper reporter and editor before returningto Clear Lake 25 years ago, so it’s possible that she’s theone, um, channeling C.R.)The website also features a photo gallery of projects and

salvos by their uber-satisfied owners. “Working withWoodford was an awesome experience! They went aboveand beyond the line of duty when it came to finding uniqueproducts and solutions for our new home,” attest Scott andJulie. “It was a wonderful experience working with theWoodford staff. They came to our home and helped usdesign our new deck. We couldn’t be happier!” glow Tomand Janice. Architect Randall Cram adds a professionalappraisal: “Woodford has always provided me with theexpertise, knowledge and quick service to make informeddecisions as a designer. The quality of their materials… isunsurpassed.”Attracting new business, of course, is crucial to any

company, especially one that boasts 143 years in operation.Jan uses direct mail to her pro list. Mass mailing to home-owners, however, has run its course. “Now, we’re moretargeted—more bang for the buck,” she explains. We alsoparticipate in the annual home show in Mason City as away to attract clients. And we’re training our staff to paymore attention to cross-selling”—maybe the brush anddrop cloth to go with the Benjamin Moore paints. Hey,even new kitchen cabinets or replacement windows. Or,how about a steel roof?Looking into the future of the

company, “we’re very positive,” Jandeclares. “We’ve remodeled, we’veadded staff. There’s a growing pop-ulation here. We just need to keeplistening to people’s needs, to dothings better. “Finally, I just had to ask:

generation six? “My son is19,” she says. “But we don’twant to push…”

Carla [email protected]

WOODFORD LUMBER employees Merri Matteson and Mike Ritter atthe store’s grand reopening.

tractor customers to impart savvy, too. But it gets evenmore personal: “We believe in relationships,” insists thepresident. “To strengthen those relationships with our con-tractors, we sit down with them and beg for feedback:What are we doing well? What can we do better? Welearned, for instance, about their delivery needs. We usedto promise ‘As soon as we can,’ but we’ve learned fromthem that they need us to be much more specific.” Woodford recently added a drive-through for their con-

venience. And inside the store, there’s a special contractorcorner with coffee and peanuts and conversation. “Plus, werecently upgraded the power tools selection and joined anational buying co-op. You’ve got to keep moving for-ward,” she reiterates.

“We’re also helping these builders become more pro-active in using technology to help themselves; they canemail us, and we have a Woodford app that makes it easyto contact us 24 hours a day.” To woo commercialaccounts, Jan sends out letters of introduction, then sets uppersonal meetings, involving vendors in the conversationwho can ease and speed their business, too.She keeps tapped into the pipeline on product trends to

assure that Woodford’s lines keep on evolving, too. Andwhen that meant adding more retail space, fine—even atthe expense of pride and history. “We removed my father’soffice,” she laughs—“a big step, both literal and figurative,because times are changing and we needed room to put in asignature paint store for Benjamin Moore—which is help-ing us attract new customers.”Another reason to partner with Ben Moore, Jan feels, is

because paint represents a project every homeowner canafford. “Remodeling is where the activity is, these days.Even when money is tight, everybody still wants to spruceup.”Because these “incredible pioneers,” as she deems the

outfit, offer no- and low-VOC paints is another reasonthey’re a good fit with Woodford, where going green ismore than a marketing plan, it’s a moral stance. The com-


what is the price of the hassle andloss of momentum? In any case, isthere a penalty? If your product isalways right the first time, force cus-tomers to answer these questions.• Make sure you are not in denial.

Just because you say you are betterdoesn’t make it so. The same goesfor quality, integrity and the rest.Make sure you are selling a valuethat truly differentiates you and,more importantly, that your cus-tomers will pay for.• Prospect. If we do not prospect,

our current accounts own us—andthey know it. If we find ourselves inthis situation, it will be difficult towin negotiations. If we alwaysupgrade our account base—the life-time activity of the seller who wins

negotiations—we will get better prices.“She only wants to communicate by email.” What do I

do?Speak to your customers by email as you would in a

conversation. • Always ask questions that demand—or ask for,

depending on your and your customer’s style—a response.• Use teasers. Give them a list of five products, listing

the price of four. For the product they need/want the mostput “Too good to put on the Internet. Call for secret price.”• Leave great phone messages. Practice and polish. Our

phone message in the age of email and texting is vital.Keep it under 10 seconds. Be bold (notloud or bombastic) and confident inyour value. “Hey, Pete, this is Bob.I’ve got some great deals on theitems we have been emailing about.Call me. I only have five left.” • Persistent and consistent.

Keep calling. There are thosewho only communicate byemail, but to really get close toan account, we will have totalk to them. Be consistent andpersistent—they will pick up.

GUY WALKS INTO the doctor’soffice. “Doc, I broke my arm

in five places, what do I do?” Thedoctor thinks for a moment andsays, “Stay out of those places.” Many salespeople come to me

asking for help on problems that areat best mitigate–able but almostnever winnable. Let’s take stepsbefore these situations happen.“I talked to my customer last

Friday. He assured me he wouldgive me the order on Monday. Now Ican’t get him on the phone.” Whatdo I do?• Sell the whole account. Many

sellers save all their charm andattention for the buyer. This is insin-cere, and the other people at theaccount know it. Make a consciouseffort to get to know everyone at the account. In this way,when we need allies—and we will—we will have them. Ifwe make the minimum of effort with the receptionists, theywill bend over backwards to help us. They live to helpthose who recognize their importance (and respect theirpower).• Create urgency in your closes. To overcome customer

procrastination, use urgency, “John, I would love to waituntil Monday, but these great salespeople I work with willhave this sold by then. Let’s just do it now.” “My biggest account continually grinds me down to the

last penny. He holds the price of our cheapest competitorsover our head at negotiation time and we always cave.”What do I do?Be precise on value. The earlier in the relationship, the

better! If you charge more money than your competition, itmay be because:• You always ship on time. Instead of telling the cus-

tomer you always ship on time, ask your customer if thereis a penalty for late shipment. If they ask why, tell thembecause you make on-time delivery seem easy, but in fact itcosts you money to ship on time every time, but you appre-ciate the erstwhile unknown ability to ship late withoutconsequence. This forces the customer to decide. Of coursethey want your level of service, quality, expertise andcharm at the same price as the cheap guy—but it is ourresponsibility to sell the difference. • Your product is always right the first time. Ask your

customer if there is a penalty for poor product. “But theyalways make it right” will be a common response. Yes, but

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) [email protected]

What do I do?


MARCH IS MY FAVORITE month.Why? Spring is in the air, at

least in some parts of the country.And baseball is just around the cor-ner. And now, some marketresearch has come out demonstrat-ing that green building is poised tolead this industry out of the dol-drums. Things aren’t back to normal, or

back to a new and different normal,not just yet. But if you’ve beenworking to bring your retail orwholesale operation into the greenbig leagues, this could be yourbreakout season. The study from McGraw Hill

reports some interesting numbersthat should inspire optimism. Theshare of new single-family homesbuilt to a LEED or equivalent stan-dard reached 17% and is expectedto become about a third of the mar-ket in five years. Builders reportthat marketing green homes is easi-er and the majority of customers arewilling to pay a little more. Amongbuilders who are doing some green projects, 39% reportthat green work is having a positive impact on their bottomline, compared to 90% of builders who are fully dedicatedto green. There were similar results for green remodelers.I want to focus on one takeaway from this. The reason

dedicated green builders and green remodelers report betterresults—and are looking forward to better prospects, too, Imight add—is because they are focused. They have theknowledge and skills, and therefore the credibility. Theyknow what they’re doing and they believe in it. These arethe companies driving green forward and these are thecompanies getting the bigger share of the projects. If you’relooking to grow your green business, these are the pros youwant on your team.Given the strength of this trend, making green building

an increasing focus of your own business is an obvious for-ward thinking strategy. Equally important is building strongrelationships with the leading green builders and remodel-ers in your market area. To build productive relationships,these four key points are worth repeating:

First, be prepared to walk your talk. No amount ofschmoozing will win customer loyalty in this arena withoutexpertise and knowledge to back it up. Don’t rely on manu-

Green spring training

GREEN RetailingBy Jay Tompt

facturers and product knowledge tosee you through. Go the extra mileand develop internal expertise inLEED or other residential greenbuilding programs.

Second, go to them. Don’texpect them to come to you. Visitthem at their office, their job site,green building association meeting,trade shows and conferences. Mostregions have a USGBC chapter orequivalent—join it.

Third, bring value to the rela-tionship, right away. If you canhelp them win a new project, intro-duce them to a talented new sub,point them to an innovative newsolution, they will come to see youas vital part of their businessecosystem. When this happens, theywill bring start bringing value toyou.

Fourth, dig deeper and findexperts: builders, remodelers,retrofitters with specialisations that

make sense for you and your region. Energy retrofitting,rainwater harvesting, green roofs, and solar are all hotareas—maybe they’re ripe for building new relationships,too. Develop the right product categories they need, hostin-store events, and develop referral programs.At the end of the day, it’s customer

relationships that sustain any busi-ness, especially during lean times.This industry is adopting greenbuilding at an accelerating pace anddemand is showing signs of pickingup. It’s the leading builders andremodelers who are winning anincreasing share of the busi-ness. By getting togetheryou can build a solid teamand make this a winningyear.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]


FAMILY BusinessBy James Olan Hutcheson

I’VE BEEN WORKING as a family-busi-ness consultant full time for more

than 15 years. In 2006, three of myclients died, which is more deaths thanI’ve experienced during my entirecareer. With every family I work with, Itake steps to prepare their business for adeath, setting up succession plans andbuyout agreements. But all the planningin the world couldn’t have prepared mefor how to handle the aftermaths ofthese three deaths.Like each family, I was put to the ultimate test following

each death. My counsel and wisdom were quickly shown toeither work or not work. Until you’ve lived through a deathin a family business, you just don’t know what’s going tohappen. And the effects on the business will vary depend-ing on the way the family deals with the loss: Reactions canrange from temporary shock to falling apart to continuingto function relatively normally.In one scenario, two of the family’s three sons had been

locked in a long conflict, causing the business to suffer, andI had been hired to help resolve it. But then the son whowasn’t involved in the conflict died. One of the two rivalbrothers tried to leverage the death to gain an advantage, bysuggesting that the actions of his rival brother caused thedeath and refusing to join hands with his family in mourn-ing. The elderly parents, who still served as leaders of thebusiness, weren’t prepared for this and my work salvagingthe business took a major step backward. The whole experience showed me that in a deeply con-

flicted family, tragedy can drive members further apartinstead of bringing them closer together.

An Incomplete BequestIn the second family, the father and founder of the busi-

ness died unexpectedly. While the business was preparedfor his death, with wills and other arrangements already inplace, the family wasn’t. And to make matters worse, thefounder’s spouse enforced certain terms in his will to lashout at the couple’s son-in-law, who hadn’t worked for thefamily business because he hadn’t gotten along with thefounder. But what was in the will wasn’t what the founderhad ultimately intended. That’s because after the son-in-lawand the founder had gone their separate ways business-wise, emotions cooled and their relationship had improved.Unfortunately, the founder died without having changed

Dealing with a deathin the family business

his will to reflect his change of heart. Asa result, the surviving spouse took actionto give the business to her children, whoweren’t involved in it and didn’t live inthe state, probably not the best outcomefor the business. The experience showedme that even when all the proper succes-sion planning steps are taken, a deathcan bring out the most unexpected reac-tions in family members. In fact, theiractions can foul up what seem like well-laid plans. The hard-earned lesson is to

review estate plans on at least an annual basis or upon eachsignificant life event.In the third family, the father had sold his family busi-

ness and collected a sizable payout. This is what I think ofas a natural evolution, a sunrise-sunset scenario. He hadplanned appropriately by transferring assets, obtaining suit-able life insurance, and otherwise managing his estate toprevent estate taxes from gutting the business. Sadly, hedied shortly after he had completed the sale and was unableto enjoy the fruits of his hard work.

Expecting the UnpredictableI found myself acting almost as a grief counselor to his

widow. It wasn’t a role I had filled before but one I fell intobecause I was considered a source of stability as the fami-ly’s longtime business consultant.The reactions of the three families taught me that there’s

more to the game of family business consulting than I hadrealized, despite my years of experience. I realized the jobisn’t just about installing the right procedures and plans. Ilearned that when clients are vulnerable, a good bedsidemanner is worth more than an business-school MBA. Thatwas my takeaway. Perhaps it seems pretty obvious.Family members aren’t billiard balls you can spin a cer-

tain way and consistently expect a certain result. In myconsulting engagements from now on, I’ll continue to getthe processes and policies in place to produce the result thatseems appropriate. But I’ll also be ready to adapt to theunpredictable needs of the family members during theunexpected tough times.– James Olan Hutcheson is managing partner and founder of

Dallas, Tx.-based family business specialist ReGeneration Part-ners. Reach him at (800) 406-1112 or regeneration-partners.com

Reprinted with permission of ReGeneration Partners. No portion of this articlemay be reproduced without its permission.


Short & Paulk Supply Co.,Tifton, Ga., has acquired LaingHardware, Dawson, Ga., as its fourthretail location.

The new location is supposed toreopen early this month after a three-week remodel, featuring an updated,full-line hardware center, lumberyard,and millwork showroom.

Sutherlands Lumber Co. isclosing its east Columbus, Oh., store,but expects to reopen at a new locationin central Ohio once a suitable site hasbeen found.

Carter Lumber’s HolmesLumber division has acquired DSDBuilders Supply Co., Canton,Oh., from Stark Truss Co.

Mike Thomas is the new mgr.

Duncan Box & Lumber Co.,Huntington, W.V., has been sold byretiring Jim Duncan to Norman Taylor,Mike Taylor, and Teresa Klaiber.

Scott Adams, ex-84 Lumber, isnow general mgr.

Alexander Lumber Co. isclosing its Gibson City, Il., lumberyardthis month.

The yard was purchased fromHager Lumber in 1999.

Locust Lumber Co. is openingits third location, a 26,000-sq. ft. facilitySouthern Pines, N.C. (J.D. Cuff, mgr.).

DeWitt Lumber, Blanchard, Mi.,relocated its door and window show-room from Mt. Pleasant, Mi., to a newlumber sales center in Midland, Mi.

Curtis Lumber, Ballston Spa,N.Y., applied to remodel its nearly 40-year-old location in Schodack, N.Y.

Plans call for the existing steelstructure to be replaced by a drive-thrulumberyard, 20,300-sq. ft. retail store,and 100-space parking lot.

American Builders Supply,Sanford, Fl., has acquired 67-year-oldClermont Builders Supply ,Clermont, Fl.

As part of the deal, CBS executivesDavid Wallace and Tad Wolfe willserve as v.p.s of ABS.

Fleeger’s Pro Hardware ,Toledo, Oh., is closing by the end ofthe month after 65 years.

DEALER Briefs

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• Redwood• Western Red Cedar• Southern Cypress• Douglas Fir• Ipé

877.533.7695

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GSWP Takes Over Rocky TopGreat Southern Wood Preserving,

Abbeville, Al., the nation’s largesttreated wood producer, has purchasedthe assets of the Rocky Top BuildingProducts companies from TheFranklin Group, Rocky Mount, Va.With the acquisition of Rocky

Top’s treating plants in Rocky Mount,Hagerstown, Md., and Fombell, Pa.,Great Southern now operates 15 facili-ties, supplying 27 states from theFlorida Keys to Texas to Canada.“This represents the combination of

two leaders in the building productsindustry,” said Jimmy Rane, chairman,president and c.e.o. of Great Southern.“There are many similarities betweenour two companies, but our distribu-tion footprints are adjacent althoughthey don’t overlap..”Carey Garst, c.e.o. of Rocky Top,

said Great Southern’s systems,resources and ability to source prod-

ucts on an international scale will ben-efit Rocky Top’s customers.Although Great Southern uses

Osmose’s micronized copper azole inits Yellawood brand products, RockyTop has utilized Wolmanized preserv-atives in its ProSelect, Vista Decking,and Vista Railing products. GreatSouthern has acquired the three trade-marks and, at least initially, “will con-tinue to offer the same products thathave been offered in the past.”

IP Closes Temple AcquisitionInternational Paper Co., Memphis,

Tn., has completed its $3.8-billionacquisition of Temple-Inland, Austin,Tx., after agreeing to sell three facili-ties to satisfy antitrust concerns.IP agreed to sell the former Temple

containerboard mills in Waverly, Tn.,and Ontario, Ca., and its mill inOxnard, Ca., or Henderson, Ky., overthe next four months.


Surrey, BC • fax 888-620-3964 • [email protected] • www.crawfordcreeklumber.com

British Columbia WESTERN RED CEDAR,D Fir, Hemlock

FSC /PEFC CERTIFIEDRough, Finished & Engineered Products

extended coverage to lumber and tim-bers manufactured at its Rocky CreekLumber Co. mill in Mexia, Al.

Hood Expands Milling Hood Industries, Hattiesburg, Ma.,

leased a 74,240-sq. ft. plant in Ayer,Ma., for expansion of its custommilling operations. The new nine-acre site with double

rail spur joins Hood’s two plywoodplants, three lumber mills, and 18 spe-cialty wood product DCs in 13 states.

New Cabinet Maker FormedPrivate equity investment firm and

US LBM Holdings founder BuildingIndustry Partners, Fort Worth, Tx., haspartnered with kitchen & bath cabinetindustry veterans Terry Dickey andMichael Arnaud to form UnitedCabinet Holdings, Greensboro, N.C.UCH will acquire or invest in

North American regional K&B manu-facturers. Its first is Touchstone FineCabinetry, formed via the recapitaliza-tion of Geppetto Kitchens, Ruther-fordton, N.C.Dickey serves as president and

c.e.o. of UCH, Arnaud as executivev.p. of sales and marketing.

Ex-Manager Sues Over AgeA former general manager has filed

an age discrimination suit againstFoxworth-Galbraith Lumber, FortWorth, Tx.Rhett King claims that at age 55 he

was fired after 32 years on the job,allegedly due to the performance ofthe branch, but was replaced by a 38-year-old with less experience.

Texas Dealer Opening DCCassity Jones Lumber, Longview,

Tx., has purchased an existing 25-acrelumber distribution facility in Terrell,Tx., where it plans to consolidate dis-tribution for its North Texas opera-tions. Located outside Dallas, the site has

a 36,000-sq. ft. warehouse and office.According to c.e.o. Jeb Jones, the

chain is increasingly targeting customhome builders.Cassity Jones operates seven yards,

six floor covering operations, fourequipment rental units, a commercialflooring firm, and a finance company.

MJB Priming Composite TrimMJB Wood Group, Irving, Tx., has

developed a new coating and primingprocess for the MoistureShield exteri-or trim and mouldings it distributes.The primed composite products can

be painted and will hold the paintunder normal circumstances.

More FSC for RoyOMartin RoyOMartin and its subsidiaries

now offer an even wider range ofForest Stewardship Council-certifiedbuilding products. In January, RoyOMartin/Colfax

Treating Co.’s treated poles and pil-ing, made in Pineville, La., earnedFSC certification. Six months earlier, the Rainforest

Alliance presented Roy O. MartinLumber with an FSC certificate cover-ing multi-site chain-of-custody andcontrolled wood. The certificate,which previously covered only RoyO-Martin’s OSB and plywood products,

DEALER BriefsWilliams Ace Hardware opens

a new store late this month in Goddard,Ks., and another next month in a for-mer Ace storefront in Andover, Ks.

Manchester True ValueHardware , Manchester, Mi., isreopening this month, 10 months afteran electrical fire destroyed its priorbuilding.

E&H Hardware Group recentlyopened its 8th Ace Hardware store,in Rocky River, Oh.

Store manager Lisa Bird and nineother employees had been with recent-ly shuttered Ingersoll Hardware,Rocky River and Westlake, Oh.

Handyman Ace Hardwarehas taken over the former BallwegHardware, New Carlisle, Oh.

Phelps Do It Best Hardware,Louisville, Ky., has added a contractpost office.

Annie’s Ace Hardware ,Washington, D.C., opened Feb. 7. It isowner Anne Strom’s first store.

Vassar True Value Hard-ware, Vassar, Mi., recently added U-Haul truck and trailer rentals.

Brookings Ace Hardware,Brookings, S.D., closed after five years.

Owner Bryan Miller continues oper-ating Dakota Ace Hardware ,Viborg, S.D.

Do-Cut True Value Hard-ware, which lost its Canfield, Oh.,store in a Sept. 14 fire, is reopeningthis month in Boardman, Oh.—minusthe hardware.

Since the new facility is smaller, itwill concentrate on outdoor powerequipment, as does its location inWarren, Oh.

Habitat for Humanity recentlyadded a ReStore discount LBM outletin Arlington, Tx.

VALU Home Centers, Buffalo,N.Y., was honored as the 2011Outstanding Philanthropic Corporationby the regional chapter of the Associa-tion of Fundraising Professionals.

The 41-unit chain has raised morethan $4 million for charitable organiza-tions over the past 20 years.


Ed Bouverat, commercial engineeredwood products mgr., BoiseCascade, Auburn, Ga., has retiredafter 40 years in the industry.

Robert Carson, ex-Allied BuildingStores, is now v.p.-business devel-opment for ENAP, New Windsor,N.Y., directing the regional opera-tions for the buying group’s newsales office in Monroe, La.

LeRoy “Jack” Skriden has retiredafter 54 years with MetropolitanLumber, Warrenville, Il.

Ted Fitch, ex-Secor Lumber, hasjoined the outside sales team atNorth Main Lumber, covering theSavannah, N.Y., area.

Chuck Mooney has rejoined HenryPoor Lumber Co., Lafayette, In., inbuilding materials and fireplacesale. Eric Miller is new to buildingmaterial and roofing sales.

Brian Anderson, ex-Midwest Hard-wood, is now wood products sourc-ing mgr. for Olam International. Heis based in Park Falls, Wi.

Cory Rougeaux, ex-84 Lumber, is anew contractor sales rep at CBSBuilders Supply, Clermont, Fl.

Major Allred, ex-American Lumber,is now SPF dept. mgr. at Birming-ham International Forest Products,Birmingham, Al.

Ben Guzzone joined the sales team atDyke Industries, Jacksonville, Fl.

Jeremy Stout, ex-US Lumber, is nowDelta Gulf Region sales mgr. forBlueLinx Corp., Mobile, Al., over-seeing logistics centers in NewOrleans, La.; Pensacola, Fl., andJackson, Ms. Michael Miller, ex-ONETree Distribution, has joinedBlueLinx’s sales team in Belling-ham, Ma.

Randy Binkley, ex-Diamond HillPlywood, has rejoined ProBuild,Charlotte, N.C., as an engineeredwood designer. Bud Johnson, ex-Liverpool Lumber, is new to out-side sales in Liverpool, N.Y.

Ken Butler, ex-Bloch Lumber, nowfocuses on industrial and trussaccounts at Sitka Forest ProductsUSA, Chicago, Il. Gregg Riley, ex-Bloch Lumber, was named generalmgr. of U.S. operations.

Kevin Jimmar, ex-Norandex, is nowsales mgr. for Siding Supply,Macon, Ga.

Mark Sanacore, ex-BlueLinx, is anew engineered lumber trader-salesmgr. for Georgia-Pacific, Atlanta,Ga.

MOVERS & ShakersLen Barker, ex-UCM Timber, hasjoined Elof Hansson Timber,Suwanee, Ga.

Cheryl Seitz, ex-Old Fort BuildingSupply, has joined the sales team atMid-City Supply Co., MichiganCity, In.

Peter Kotiadis, ex-Tech-Wood NorthAmerica, has joined Fiberon, NewLondon, N.C., as director of prod-uct development. Also new areAnne-Marie Davis, v.p./seniorcontroller; Rob Long, ex-Lowe’s,director of channel marketing;Mike Coombs, e-media mgr.;James Gunning, territory salesmgr.; Tim Thornton, product spe-cialist for Maine, New Hampshire,and Vermont; Chris Sanders, ex-Associated Materials, product spe-cialist for Illinois, northern Indiana,and southeast Wisconsin; NateCourtney, ex-Moore’s, productspecialist for northern Kentucky,Ohio, and southern Indiana, andBrad Hurst, ex-WOLF, productspecialist for Georgia.

Addie Atkins, ex-Mid-State Lumber,is now territory sales mgr. for Tru-Exterior Trim at Boral, Boston, Ma.

Glen Akins was promoted to presi-dent of Harper Chambers LumberCo., Tuscaloosa, Al. Ben Uzzell isa new structural engineer.

Dave Walsh, Calvert Manufacturing,Longwood, Fl., is retiring after 43years in the plywood business.

David Johnson has been promoted todirector-national accounts for ABCSupply, Beloit, Wi.

Michael Clark has been promoted tov.p. of information technology forAndersen Corp., Bayport, Mn.

Sam Huff has been promoted to terri-tory sales & business developmentmgr. for western Pennsylvania atDo it Best Corp., Fort Wayne, In.

Richard Dreiling , c.e.o., DollarGeneral, was elected to the boardof Lowe’s Cos., Mooresville, N.C.

Shawn Baumbaugh, ex-HeadwatersStone, is now regional sales mgr.for Great Lakes and eastern Canadaat ProVia, Sugarcreek, Oh.

Michael Holmstrom, ex-Pella, is anew window and door specialist forShepley Wood Products, Hyannis,Ma.

Brett Boyum has been promoted tov.p. of marketing for MarvinWindows & Doors, Warroad, Mn.He succeeds Tom Angelis, who isretiring after 15 years with the firm.

Not All Suppliers Are Created EqualBuy your Western Red Cedar from these quality producers.

WRCLA MEMBERSDownie Timber/Selkirk SpecialtyEnyeart Cedar ProductsGilbert Smith Forest Products Ltd.Haida Forest Products Ltd.Idaho Forest GroupInterforMary's River Lumber Co.Mid Valley Lumber SpecialtiesNorth Enderby Timber Ltd.OrePac Building ProductsPower Wood Corp.Quadra Wood ProductsSawarne Lumber Company Ltd. ShakertownSkana Forest Products Ltd.Twin Rivers CedarWest Bay Forest ProductsWestern Forest Products, Inc. AFFILIATE MANUFACTURERSBW Creative Wood IndustriesCedarshed IndustriesOutdoor Living TodaySynergy Pacific/Quattro Timber

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Ben Battle is new to ECi SoftwareSolutions, Fort Worth, Tx., as chieftechnology officer.

Mary Jo Wenzel has been named v.p.of finance and chief financial offi-cer for Eggers Industries, TwoRivers, Wi.

Douglas Morin, ex-Milgard, has beennamed division mgr. of ChampionWindows, Richmond, Va.

Alexander Toeldte, chairman/c.e.o.,Boise Inc., Boise, Id., was electedchairman of the American Forest &Paper Association, succeeding JimHannan, c.e.o./president, Georgia-Pacific, Atlanta, Ga. Nancy Clark,ex-American Chemistry Council,has joined AF&PA as director ofair & cliimate programs.

Kristen Manos has been named presi-dent of Wilsonart International,Temple, Tx. She replaces BillDiGaetano, who is retiring after 33years with the company.

Will Telligman has been named gov-ernment & regulatory affairs mgr.for the Southeastern LumberManufacturers Association.

Pat Edwards, president, R.P.M.Lumber, Yulee, Fl., is running for aseat on the county commission.

Barb E. Dahl is now modeling prod-ucts at trade shows for Mungus-Fungus Forest Products, Climax,Nv., report owners Hugh Mungusand Freddy Fungus.

Fires Plague Eastern MillsOver a four-week span, a rash of

fires struck sawmills throughout theEast.Black Creek Lumber’s Volney,

N.Y., sawmill burned to the groundFeb. 20.On Feb. 11, Eagle Lumber Co.,

Stamford, Vt., lost its 15,000-sq. ft.processing plant and Twin PinesLumber, East Kingsford, Mi., lost itssawmill.Reeves & White Manufacturing,

Salt Lick, Ky., saw an estimated$500,000 in equipment and $100,000in hardwood stock go up in flames in aFeb. 13 blaze.Linden Lumber Co., Linden, Al.,

expected its sawmill to be down forabout two weeks, following a Feb. 10fire that began in the hydraulic room.Fires also inflicted significant dam-

age to Weyerhaeuser’s planer mill inPlymouth, N.C., on Feb. 14 and toAmerican Walnut Co., St. Joseph,Mo., on Jan. 24.On Jan. 18, a sawdust fire hit J.B.

Mill Lumber, Hickory Township, Pa.

Not All Suppliers Are Created EqualBuy your Western Red Cedar from these quality producers.

WRCLA MEMBERSDownie Timber/Selkirk SpecialtyEnyeart Cedar ProductsGilbert Smith Forest Products Ltd.Haida Forest Products Ltd.Idaho Forest GroupInterforMary's River Lumber Co.Mid Valley Lumber SpecialtiesNorth Enderby Timber Ltd.OrePac Building ProductsPower Wood Corp.Quadra Wood ProductsSawarne Lumber Company Ltd. ShakertownSkana Forest Products Ltd.Twin Rivers CedarWest Bay Forest ProductsWestern Forest Products, Inc. AFFILIATE MANUFACTURERSBW Creative Wood IndustriesCedarshed IndustriesOutdoor Living TodaySynergy Pacific/Quattro Timber

1.866.778.9096

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Chester Wood Products ,Chester, S.C., has applied to amend itsair emission permits to allow its plywoodplant to expand operating hours.

Boston Cedar, Mansfield, Ma., isdistributing Perennial Wood deckingfrom Eastman, Binghampton, N.Y.

BlueLinx is now distributingWeyerhaeuser’s engineered woodproducts, including Trus Joist TJI joist,TimberStrand LSL, Microllam LVL,Parallam PSL, and TJ Rimboard,throughout New England, from its DCsin Bellingham, Ma.; Portland, Me.;Burlington, Vt., and Buffalo, N.Y.

Warren Trask, Stoughton, Ma.,now distributes Claymark’s SolidGold trimboards.

Jeld-Wen is shuttering its windowand door manufacturing and distributionfacility in North Wilkesboro, N.C.

LS Building Products’ distrib-ution center in Morton, Il., was damagedby a Feb. 11 fire of undetermined origin.

Midwest Fastener, Kalamazoo,Mi., paid $1.1 million for a 65,000-sq. ft.facility in Gloversville, N.Y., to open itsseventh DC.

Nisbet Brower, Cincinnati, hasopened its first retail location—a 4,000-sq. ft. LifeStyle Kitchen Designsshowroom in Centerville, Oh.

Soft-Lite LLC, Streetsboro, Oh.,agreed to acquire the product lines ofGorell Windows & Doors ,Indiana, Pa., a week after Gorellentered receivership.

Polymera has begun productionat its 160,000-sq. ft. plant in Hebron,Oh., producing wood-polymer compos-ites for use in decking, window/doorframes, and outdoor furniture.

Pleasant River Lumber ,Dover-Foxcroft, Me., received a SHARPsafety award from the state.

PAL honored three of its foundingmembers—Jonesville Lumber,Jonesville, Mi.; Fulton Lumber,Charlotte, Mi., and DeWitt Lumber,Blanchard, Mi.—during the co-op’srecent 75th anniversary conference.

SUPPLIER Briefs


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Perennially Beautiful DeckingEastman Chemical’s TruLast Technology protects

Perennial Wood decking against rot, decay, shrinking,swelling, cracking, cupping, and warping. Deck boards, rails, balusters, posts, stair treads, and

fascia have a two-step, factory-finish in a choice offour colors (gray, cedar, mahogany, or redwood). � PERENNIALWOOD.COM(800) 530-7495

Dazzling TrimboardsClaymark’s Solid Gold radiata pine trimboards

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and protected by the Tru Core process against decay,rot, and termites.� CLAYMARK.COM(877) 287-4406

Colorful Cedar ShinglesBardobec’s B-Chroma cedar shingles are Olympic

pre-stained in opaque or semi-transparent colors. Naturally durable, the shingles’ insulation and

acoustic properties help keep buildings comfortableand quiet. They also resist inclement weather.� B-CHROMA.COM(514) 273-2221


Non-Combustible InsulationsWinco International has developed two new non-

combustible insulations with up to 13.7 R-Value. Skytech seals with an airtight but vapor-permeable

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Framing FastenersNew framing fasteners from Simpson Strong-Tie

simplify installation of framing products. The LRU rafter hanger is designed for rafter-to-

ridge connections and can accommodate solid-sawnrafters 2x6 to 2x12 in size. A single-screw solution for truss and rafter uplift

and lateral loads is the SDWC truss and rafter screw.It requires no pre-drilling, so it can be installed beforeor after exterior sheathing is applied. SDWS and SDWH structural wood screws are

high-strength alternatives to through-bolting and tradi-tional lags screws for various fastening applications.� STRONGTIE.COM(800) 999-5099


NORTHEASTERN RETAIL LUMBER Association returned to MGMGrand at Foxwoods, Mashantucket, Ct., for its Jan. 25-27 LBM Expo. [1]Ron Reid, Jay Devino, Rick Barrows, Mark Barba. [2] Renee King, BobCarroll, Tony Morgan. [3] Greg Haupt, Matt Weaber, Tangi Rider. [4]Curtis Walker, John Brissette. [5] Gina Duffy, Cindy Curtis. [6] SamZotto, Bart Swan, Michael McFarland, Marc Favara, Charlie Realmonte,

Allan Bloom. [7] Jeff Leonard, Toby Sonder. [8] Todd Lindsey, BrianPershyn, Matt Loiselle. [9] Chris Johnson, Bert Kelly, Bart Falcone. [10]Richard Kahn, Vic Milano, Ed Flesch, Rigo Lora. [11] Kathy Klassen. [12]John McGill, Geoff Ehrman. [13] Bob Kruse, Cindy Sinnott, StevePitman, David Gaudreau. [14] Joe Mariano, Alan Turner. [15] JustinGregory, Kevin Jarvi. (More photos on next three pages)

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NORTHEAST DEALERS (continued from previous page): [1] RobMitchell, Paul Harris, Kalvin Eden. [2] Suzanne Paquet, DeanHarrington. [3] Eric Churchill, Dennis Connelly. [4] Kevin Brockmyre,David Lord, Rob Ankner. [5] Alden Robbins, Jeff Easterling. [6] MikeHwang, Jackson Chen. [7] Janet Cordova, Max Pollard. [8] Jay Fraga,Bob Schullery. [9] John Cooper, Jason Friend. [10] Clint Darnell. [11]

Georgia Eaton. [12] Craig Myers, Sheila Michaud, John Smith. [13] JimStephenson, Patrick Slarko, C.W. St. John. [14] Richard Paci, JoshuaKaye. [15] Pete Izzo, Hallie Currigan, Tim Devine. [16] Ryan Unick,Michael Barrett, Scott Nowatzki. [17] Tom Murray, Ed Godek. [18] FrankVara, Scott Fleury, Kurt Schluter. [19] John Bumby, Erin Marden. [20]Jason Guiles, Tom Jones. (More photos on next two pages)

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MORE NRLA EXPO (continued from previoustwo pages): [1] Scott McGill, Mark Horn, ScottBabbitt. [2] Norman Greig, Michael Babcock,Stacey Varianides, Mike Karpinski. [3] KenPalmer, Brad White, Travis Taylor, TravisSpencer. [4] Charley Clark, Nick Gilman, DickGiguere. [5] Buz Gileau, Jack Connors. [6]Trish Roche, Bob Berg. [7] Mark Torrisi, NickKuiken. [8] John Junod, Frank McCarthy. [9]Kevin Keillor Jr., Matt Kuiken. [10] JackDelaney, Rob Campbell. [11] Jon Westmaas,Tom Hunter. [12] Joe Myers, Frank Barrera.[13] John Bavester, Paul Dean.

(More photos on next page)

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LBM EXPO at MGM Grand at Foxwoods, Mashantucket, Ct. (continuedfrom previous three pages): [1] Jillian Silver, William Elwood, Mike Haas,Peter Lucas. [2] Mark Ritz. [3] Jeffry Larson, Tim Wiley. [4] Steve Kelly,Sean Pasell, Brian Bunt. [5] Jonas Kelly, Tom Handley, Chuck Handley,Floyd Calkins. [6] Andrew Goodman, Andy Sinnott, Josh Goodman. [7]David Ondich. [8] Bernie Nugent, Ed Rodi, David Sidla, Eric Wildnaeur.

[9] Bill Paden, David Levonic. [10] Jimmy Miller, Bill Simek, DaveJohnson. [11] Grant Benson, John Voter. [12] Matt Caissie, Brian Boyd,Jean Marc Dubois, Gord McPherson. [13] Michael Potthoff. [14] MikeMoscoe, Jack Ryan. [15] Len Moscowitz, Bill Christou, Mark Hildebrand,Tom Nichols, Peter Krihak. [16] Vincent Micale, Bob King.


SOUTHERN BUILDING MATERIALS Association met Feb. 1-2 at theShow Place, High Point, N.C., for its annual building products buyingshow. [1] Kim Dallin, Julie Whitchurch. [2] John Ramsey, Jan Whitt. [3]Pat Guffee, Dan Wagoner, Mike Elmore, Jan Russell. [4] AlanThompson, Andy Chatman, Buford Arning, Matt Black, Bill Phillips, DonWilson, Jim Trice. [5] Jon Smith, Gene McKinney. [6] Tim Brown, HaleyKizer, Matt Yaun. [7] Ed Hennings, Michael Bowers, Graham Thick,

Randy Hopkins. [8] Neal Obstler, Neal Grubbs, Jim O’Brien. [9] KylieDurham, Cory Peters. [10] Michael Sullivan, Mike Gower. [11] EricCashen, Eric Hayes. [12] Bob Janet, Tom Davis, Geoffrey McKeon. [13]Steve Snavely, Tommy DeLoach. [14] Vivian Hollinshed, SeanMcIntosh. [15] Jackie & Jim Schaffer, Jacqueline Schaffer. [16] JohnProbst, Bid Sikes, Andy Carr.

(More photos on next two pages)

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MORE SBMA SHOW (continued from previous page): [1] Doug Dupuis,Houston Crumpler, Doug Lassiter. [2] Walter Smith, Bruce Palmer. [3]Trina O’Connor, Kathy Wooley, David Wooley. [4] William Young, PeteVitola, Brent Richardson. [5] Sean Keeley, David Keeley. [6] RickSmischny, Nate Beckham. [7] L.M. Tice, Cindy Rosser. [8] KarynGaines, Anderson Meadows. [9] Mike Potthoff. [10] Justin George,Jason Ringblom, Chip Blalock. [11] Tom White, Bill Davies, David

Peeler, Andrew Stitt. [12] Danny Talbert, Van Isley. [13] Bill Lasater,Jimmy Blackmon. [14] Rick Laws, Joel Adamson, Chris Roberson, TimHale, Tim Rice. [15] Mike Toune, Larry Adams. [16] Harold Rush,Dennis Ramey, Ted Smith, Tom Corbett, Ron White, Shane Michael,Mike Trantham, Phil Osbourne. [17] Nick Stirbu, Patty Quinn.


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BUILDING PRODUCTS SHOW (con-tinued from previous two pages): [1]Scott Griffin, Ben Lawless, BobbyBradley. [2] Steve Hemphill, TommyMayhew. [3] Craig Young, JimSchmidt. [4] Chris Yenrick, GeorgeKreese, Chuck Beaty. [5] David Todd,Mark Schiffman. [6] Tim Anderson,John Cook. [7] Gregg Pianko, ScottLane. [8] Bob McCallum, Colin Rouck.[9] Robin Morales, Bryan Jones.

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Selects • #2 Common • Pecky • Dimension • Rough • Resawn • S4S • S1S2ESiding • T&G & V-Joint • Bevel Siding • Fencing • Paneling • Moulding • Timbers

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Viance Fishing for BestTreated Wood Decks

Wood preservation chemical sup-plier Viance LLC, Charlotte, N.C., haslaunched a new deck contest to pro-mote its Ecolife stabilized weather-resistant wood.

The Ecolife Fish-More DeckChallenge will award a team grandprize to the builder and homeowner ofthe winning deck—a Tracker ProTeam 175 TF boat, motor and trailerto the contractor and $2,500 in cash to

the homeowner. Monthly prizes willalso be awarded for 10 months, with$500 each going to 10 pro deckbuilders and 10 d-i-y builders.

To qualify, builders and homeown-ers first construct an Ecolife (EL2)deck project, then submit photos,materials receipt, and entry form atwww.ecolife.fish-more.com. To beeligible for the grand prize, the builderand homeowner must co-register.

“The Fish More Deck Challengepromotes the idea that deck buildersand homeowners alike can ‘take back

their weekends’ by building deckswith Ecolife,” said Viance director ofmarketing Christopher Kollwitz. “Weare excited to review the creativity ofdeck builders and homeowners acrossthe country.”

The challenge began last month,with the last day for entries on Dec.31, 2012.

EL2’s proprietary stabilizerimproves the performance of deck sur-faces by sharply reducing the crack-ing, checking and splitting associatedwith weathering.


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INTERNATIONAL BUILDERS Show attracted a big crowdFeb. 8-11 at Orange County Convention Center, Orlando,Fl. [1] Len & Tina Kasperski. [2] Jim O’Neill, Dan Gibson.[3] Kyle Loveland, Kim Pohl, David Pool. [4] Doug Reid,Chris Shope. [5] Roger Farnand, Dale Robley, MarionBailey. [6] Rick Sanders, Craig Young, Dan Beaty, ChuckRigoni. [7] Megan Garrity, Carol Kelly. [8] Chris Kollwitz,Dan Danka, Brian Delbrueck. [9] Shaylene Adam, MaureenMurray, Troy Sinks, Michael Gori. [10] Phil Jackson,Deborah Baum Crain, Jim Flickinger. [11] Barry Lyons,Carol Lyn Groce. [12] John Niedzwiecki. [13] Sharon Loitus,Pam Corn, Camille Sciullo. [14] Brian May, Bill Naumann, Rick Kapres, JoshPace. [15] Steve Kearns, Tony DiRienzo, David Kenworthy. [16] Jon Nesbit.[17] Jon Bailey, Wayne Hilton. [18] Audrey Ordenes, Randy Engh, Jeanine

Jerkovic. [19] Bill Langmaid, Scott McGill, Paul Colliton, Scott Babbitt. [20]Ken Keranen, Erik Killunen. [21] Steve Killgore, Alan Oakes. [22] SteveKrystosik, Tim Willoughby. (More photos on next page)


IBS (continued): [1] Pete Izzo, Hallie Currigan, Justin George. [2] CareyGreenway, Richard Hicks. [3] Peter Krihak, Brent Gwatney. [4] Rex Scott,Mac MacDonald. [5] Clark Allen, Rick Oblak, Bryan Rychlik, Ryan Kaelin. [6]Tracy Wilson, Patrick Hanulak. [7] Barbara Stewart, Leda Johnson. [8] GuyPalumbo, Leon Desrocher, Bob Flute. [9] Phil Lail, Brian Orchard. [10]Brandy Lowery. [11] Dan Kukol, Brad Finck. [12] Steve Kelly, Scott vonGonten, Shawn Herrington. [13] Jeff Sturdivan, Mike Moran, Sean Seymour.[14] Courtney Watkins. [15] Chuck Casey, Kevin Guthard. [16] MelissaMorinelli, Joel Adamson, Tom Hall, Garnett Douglass. [17] Michael Griffiths,Tony Saad, Dave Varallo, Jean-Marc Dubois. [18] Tom Davis, Dave Nixon,Bert Falcone, Uli Walther, Chris Johnson, Kurt Hogard. [19] Colin McCown.[20] Jack Delaney, Lance Humphrey. [21] Jonathan Santiago, Dan Ivancic.[22] Brett McCutcheon, Christian Beck. [23] Joel Cone.

IBS 2012

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GUARDIAN SHOW

GUARDIAN BUILDING PRODUCTS hosted its annual spring show Jan.29-31 at Caesars Palace, Las Vegas, Nv. [1] Sara Eller, SusanFaulkner. [2] Jay Levy, Matthew Schindler. [3] Yvonne & Rene Saulnier.[4] Sarah Dix, Darryl Little. [5] Chuck Croskey, Hal Musler. [6] ScottEnter, Bonnie & Ron Enter. [7] Warren White, Chris Brown. [8] MarkHeadlee, Joseph Headlee, Joseph Headlee. [9] Audie Farquahar, ChrisThompson. [10] Alex Hines, Chris Hammack. [11] Michael Hock, Phillip

Bryson, Gary Price. [12] Joan & Randy Oscarson. [13] Don Adams,William Bazzle. [14] Bill Dean, Rick Greenwell. [15] Rob Everson, KenElliott. [16] Brian Basham, Troy Basham. [17] Uli Walther, Julie Rathjen.[18] Scott Nowatzki, Rod Dennison, Larry Crossley, Jon Booth. [19]Richard Schmith, Ben Sachs, Tim Hoffman.



GUARDIAN show attendees (continued fromprevious page) in Las Vegas, Nv.: [1] DavidEllis, Anthony DiSanto. [2] David Emanuel,Roger Probasco, Ron Welch. [3] Bill Spencer,

Gary Dean, Scott Jennings. [4] Sheri Schon,Jay Johnson. [5] Rick & Lori Hullinger. [6] TimMcDermott, Dan Summers, Ron Knudsen.

BC CONNECT™ is the new integrated 1-stop online portal with everything you need to manage your EWP business in one place and instant access to your entire design and business management platform. It’s packed with features like perpetual inventory management, job batching and cut optimization for any dealer, and integrated real-time inventory data. Scan the QR code or click www.bc.com/bcc11 to view a short

video, or call your Boise Cascade Area Manager, or Boise Cascade EWP Software at 800-405-5969.

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© 2012 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A-CIRCLE symbol, BC CONNECT and “Great products are only the beginning” are trademarks of Boise Cascade, L.L.C. or its affi liates.


Lumber Association of Texas has booked F. BarryLawrence to discuss optimizing your company’s profitabili-ty and return on investment during its annual conventionApril 12-14 at La Torretta Resort, Lake Conroe, Tx.Activities include golf, a daylong tour of logging sites

and mills, an evening beach party at Lake Conroe, and apresident’s gala dinner with awards and raffle.

Florida Building Material Association pushed backthe dates of its annual convention and trade show threeweeks to Oct. 2-4. The location remains the same: GaylordPalms Resort & Convention Center, Kissimmee, Fl.

Southern Building Material Association honored ven-dors at its Feb. 1-2 buying show in High Point, N.C.—Weyerhaeuser, Federal Way, Wa., for best presentation of anew product; Snavely Forest Products, Greensboro, N.C.,most dramatic product presentation; Cedar CreekWholesale, Broken Arrow, Ok., most original booth dis-play, and Cox Industries, Orangeburg, S.C., most profes-

ASSOCIATION Update sional booth display.Sales contest winners were Jimmie Elliott, BlueLinx;

Bruce Shelton, Capps Home Building Center; VernonQueen, Paul Argoe Screens, and Mike Siewers, SiewersLumber & Millwork.Supplier of the Year went to DMSi Software, Omaha,

Ne., while Dealer of the Year went to Massey BuildersSupply, Richmond, Va. Kathy Wooley, assistant to SBMA president Larry

Adams, will retire Oct. 1.

Northeastern Retail Lumber Association regionaldirector David Gluck received the Robert J. Horne CHIPsAward during the Northeast Young Lumber Execs’ recentannual meeting.Redwood Awards went to Steve Howe, Howe Lumber;

Rich Keating, Andersen Windows, and Jonas Kelly, Jay-KIndependent Lumber.Mike Miller, BlueLinx, is the new president of NYLE,

succeeding Mike Yazwinski, Russin Lumber. RobertBicknell Jr., Bicknell Building Supply, is now 1st v.p.;Daniel Martin, Reeb Millwork, 2nd v.p.; Jason Thacker,Howe Lumber, 3rd v.p.; Jen Quinlan, LitmanGerson, trea-surer, and Jordan Russin, Russin Lumber, secretary.

Kentucky Building Materials Association will gatherApril 18-20 for its annual convention and product expo atGriffin Gate Marriott, Lexington, Ky.

Ohio Construction Suppliers Association is sponsor-ing an installed sales roundtable April 3-5 in Cincinnati.

Indiana Lumber & Builders Supply Association nowposts members’ classified ads and announcements on itswebpage.

New Jersey Building Materials Dealers Associationand Eastern Building Material Dealers Association aresteering dealer members to the IDEAS (IndependentDealers Education Association Services) Mid-AtlanticLBM trade show May 15 at the Valley Forge Casino, Kingof Prussia, Pa.Seminars include a Frame to Finish carpentry clinic with

Rick Arnold and Mike Sloggatt; “The Trouble with Trim:Myths & Mysteries of Making the Best Choice for ExteriorTrim Details,” presented by Stephen Jones, president,Princeton Forest Products, Orange, Ma.; “The Design-Build Process,” by Joe Augustine, JFA Architecture, and“Turning Hard Times to Your Advantage.”

North American Wholesale Lumber Associationhosts a regional meeting April 26 at Seaport Hotel, Boston,Ma.

American Wood Protection Association has scheduledits annual meeting for April 29-May 2 at Hilton NashvilleDowntown, Nashville, Tn.

Kentucky Forest Industries Association will host its47th annual meeting March 28-30 at the Seelbach Hilton,Louisville, Ky.The event will feature exhibits, the KFIA/KY Tree Farm

Awards, Senator Rand Paul with a Washington update, andGeorge Barrett, Hardwood Review, discussing the woodproducts industry and the economy.

TMI Launches TUBAFOR Pro Brand TMI Forest Products, Morton, Wa., has revived its for-

mer company name—TUBAFOR—as a brand for its high-grade coastal western red cedar fencing manufactured forand sold specifically to the pro market.“The TMI name has always represented reliable prod-

ucts; however, with our new computerized grading system,we can produce the same quality TMI brand coastal WRCfencing and cater to the ultra-high-end pro-installer with aseparate product line,” said Todd Shipp, pro sales accountmanager. “We brought back the TUBAFOR name for thispremium product category. The industry has always recog-nized ‘TUBAFOR’ as synonymous with high quality, so itwas the perfect fit for this new product line.”To ensure the quality of TUBAFOR-marked fencing, TMI

installed a proprietary electronic grade scanner and opti-mizer. Additional quality assurance practices were created,including tightened manufacturing tolerances, inspection bytags in every unit, and forklift drivers signing every tagwhen trucks are loading to verify correct shipments.Pro shipments will be covered with TUBAFOR wrap;

retail shipments will continue in TMI-marked manila bags.

TUBAFOR is back—as a brand for TMI’s coastal western red cedar fenc-ing for the pro market.


IN MemoriamGenita Schorling Poole, 68,

owner and manager of Poole Lumber,Covington, La., died Jan. 29 inCovington. She assumed management of the

company in 2004, after her husband,Wally, died.

Ross Hodgkins, 70, former execu-tive vice president of ManufacturersReserve Supply, Irvington, N.J., diedJan. 27 in Irvington.A 37-year veteran of MRS, he was

named New Jersey Lumberman of theYear by the New Jersey BuildingMaterial Dealers Association in 2005.

Charles Lindbergh “Lindy”Markland, 83, co-owner of HighlandHardwood Sales, Augusta, Ga., diedJan. 21 in Albany, Ga.Mr. Markland served with the U.S.

Army during World War II andKorean War. He started his lumbercareer at Ritter Lumber, worked asassistant sales manager at Georgia-Pacific, and became sales manager forHammermill Hardwoods. He co-founded Highland in 1986.He also served as a director for the

Appalachian Hardwood Manufactur-ers Association, Southern HardwoodLumber Association, AppalachianLumberman’s Club, West VirginiaForestry Association, and KentuckyForestry Association.

Charles R. Hale Jr., 62, presidentand owner of Tuxis Lumber, Madi-son, Ct., died Feb. 4 in Middleton, Ct.He started the company more than

40 years ago, after graduating fromthe University of Maine. He was a past president of North-

eastern Retail Lumber Association.

Manuel “Manny” Fernandes, 99,retired owner of Fernandes Lumber &Home Center, Easton, Ma., died Jan.18.As a teenager, he worked at his

father’s restaurant in Easton duringthe day and studied carpentry andconstruction at night. During WorldWar II, he built and repaired U.S.Naval ships. He started his own lumber business

in 1958 and retired in 2005.

Wilfred E. “Bubber” Gross Jr.,83, c.e.o. of W.T. Harvey Lumber,Columbus, Ga., died Jan. 25.Mr. Gross joined the family busi-

TALK BackWe welcome your letters to the edi-

tor. Send comments to Fax 949-852-0231, [email protected],or BPD, 4500 Campus Dr. #480,Newport Beach, Ca. 92660.

COUNT ME INI have read Alan Oakes’ editori-

al (“Who Wants to Be a Billion-aire? Me,” Feb., p. 6) three timesand I believe this is the most truth-ful information anyone has everwritten. Everyone has the sameopportunity to be what they want tobe if they are willing to work for it.You actually brought tears to myeyes when I read this, because thatis what America is all about!I worked for a small lumber

company back in the 1960s andstayed with them for 30 years,working my way up to president ofthat company. I left after 30 yearsto buy my own lumber company.This could only happen in America.Let’s hope our elected officials

in Washington don’t take that

opportunity away from us, our chil-dren, and our grandchildren.Frank BlairBlair Lumber Co.Cohoes, [email protected]

LEADING YOURSELFThe article (“Who Wants to Be a

Billionaire? Me”) represents howso many people in this country feel.As for so many of the OWS crowd,they are young and know no better.Most have never really had towork, nor know the principles ofhard labor required to succeed.Too much government in our

lives is a dangerous path to follow,and too many in the U.S. havebecome followers rather than lead-ers. Even if you are the lowest-paidemployee, you still must be able tolead yourself to water and not relyon someone else to do it for you.Charlie QuarlesMcShan LumberMcShan, [email protected]

ness as c.e.o. in 1953 and workedthere until his death. The companywas founded in 1863 by his great-grandfather.

Jeffrey C. Garmire, 64, owner ofBakertown Lumber & BuildingSupply, Buchanan, Mi., died Jan. 27in Niles, Mi.Prior to owning Bakertown, he

worked for Baroda Lumber, Baroda,Mi., and Williams Home Center,Niles.

Hugh R. Madden, 73, owner ofM&M Builders Supply, East Pala-stine, Oh., died Jan. 28 in Youngs-town, Oh.He had owned and operated the

business since the early 1960s.William Reeves Weinmeister, 85,

retired owner of Farmers & BuildersSupply, Kingsland, Ga., died Jan. 23in Peachtree City, Ga.He owned the company from 1962

to 1992.Charles Franklin “Frank”

Jackman, 87, longtime Indiana lum-ber salesman, died Feb. 11 inIndianapolis, In.Mr. Jackman retired from Georgia

Pacific in 1989, after 15 years withthe company. He had also worked atMidland Building, Skelton-SkinnerLumber, Henry Poor Lumber, andV.E. Anderson Window Co.

Earl English Matthew III, 59,owner of Southeast Door & Trim,Melbourne, Fl., died Jan. 22 inMelbourne.He had owned the business for 25

years.Harold James Cady, 73, longtime

Texas lumberman, died Jan. 14 inHewitt, Tx.After serving with the U.S. Army

during the Korean War, he worked forBarnes Lumber, Cameron Wholesale,and Foxworth-Galbraith Lumber formore than 40 years.

Ray Burgess, 73, owner ofBurgess Hardware, Tulsa, Ok., diedJan. 30 in Tulsa. His parents bought an existing

hardware store in 1943, which hadbeen operating since 1918. Mr.Burgess took it over in 1962.

Bruce Gale, 49, manager ofHigginbotham-Bartlett Co., ColoradoCity, Tx., died Jan. 18 in Abilene, Tx.


LLaatteessttBBrreeaakkiinngg

IInndduussttrryy NNeewwssfor Dealers,

Wholesalers &Manufacturers—Updated Daily

Check outthe fully redesigned

bbuuiillddiinngg--pprroodduuccttss..ccoomm

WE BUY AND SELL PANEL STRIPSPlywood, OSB, particleboard and MDF by thetruckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, [email protected].

WANTED TO BUY

Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”(advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-

0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of pre-vious month.

FOR SALE FOR SALE

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CLASSIFIED Marketplace

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POSITION WANTEDMANAGEMENT POSITION WANTED:General manager with over 25 years of experi-ence in the building supply industry seeking achallenging career position. Successful workhistory in business development, management,and analysis with a background increasing prof-its and setting sales records. Building industryexperience includes sales, marketing, purchas-ing, advertising, estimating, budgeting, andaccounting. Motivated, professional candidatewith superior leadership skills willing to relo-cate or travel for the right opportunity. ContactMike at [email protected].

Let’s get the lumber industry back to work!If your company has a job opening in management, purchasing, sales or marketing,BPD is offering a $60 credit to advertise your position in next month’s April issue.

Fax your copy to 949-852-0231 or email [email protected] means any Help Wanted ad under 40 words is FFRREEEE (ads longer than 40 words will be

billed $1.20 for each additional word). Ads MUST be received by March 20, 2012,to meet our print deadline and qualify for this offer.

FREE HELP WANTED ADS


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Southeastern Lumber Manufacturers Assn. – March 6-7, springmeeting, Hilton, Atlanta, Ga.; (770) 631-6701; www.slma.org.

Greenprints – March 7-8, conference, Atlanta, Ga.; greenprints.org.ENAP Inc. – March 7-9, annual meeting & show, Disney’s Coronado

Springs, Orlando, Fl.; (800) 456-4300; www.enap.com.Lumbermens Merchandising Corp. – March 7-9, annual meeting,

Ft. Worth, Tx.; (610) 293-7049; www.lmc.net. Northwestern Lumber Association – March 8, Nebraska lumber

dealers convention, Embassy Suites Hotel & Convention Center,La Vista, Ne.; (763) 544-6822; www.nlassn.org.

Ace Hardware – March 8-10, spring market, Georgia World Con-gress Center, Atlanta, Ga.; (630) 990-7662; acehardware.com.

International Home & Housewares Show – March 10-13, Chicago,Il.; (847) 292-4200; www.housewares.org.

North American Wholesale Lumber Association – March 12-15,Wood Management Course, Mississippi State University,Starksville, Ms.; (800) 527-8258; www.lumber.org.

Construction Suppliers Association – March 13, insight meeting,Savannah, Ga.; (678) 674-1860; www.gocsa.com.

New Hampshire Retail Lumber Association – March 13, round-table & board meeting, Bedford, N.H.; (518) 286-1010; nrla.org.

Southern Cypress Manufacturers Association – March 14, annu-al meeting, Ritz-Carlton, New Orleans, La.; (412) 244-0440;www.cypressinfo.org.

Hardwood Manufacturers Association – March 14-16, nationalconference & expo, Ritz-Carlton, New Orleans, La.; (412) 244-0440; www.hmamembers.org.

Retail Lumber Dealers Association of Maine – March 15, legisla-tive breakfast & board meeting, Senator Inn, Augusta, Me.; (518)286-1010; www.nrla.org.

Mid South Building Material Dealers Association – March 15-17,convention & show, Natchez Convention Center, Natchez, Ms.;(877) 828-3315; www.mbmda.com.

Emery-Waterhouse Co. – March 16-17, market, Rhode IslandConvention Center, Providence, R.I.; (800) 283-0236;www.emeryonline.com.

Peak Auctioneering – March 17, LBM auction, St. Charles, Il.;(800) 245-9690; www.peakauction.com.

Moulding & Millwork Producers Association – March 19-24, win-ter meeting, San Diego, Ca.; (800) 550-7889; www.wmmpa.com.

Illinois Lumber & Material Dealers Association – March 20-21,convention & expo, Peoria Civic Center, Peoria, Il.; (800) 252-8641; www.ilmda.com.

Northeast Retail Lumber Association – March 20, roundtables,Windham, N.Y.; March 25, Gaithersburg, Md.; (518) 286-1010;www.nrla.org.

JLC Live Show – March 21-24, Rhode Island Conference Center,Providence, R.I.; (800) 261-7769; www.jlclive.com.

Epicor Software – March 22-23, LBM customer training conference,Marriott City Center, Denver, Co.; (888) 463-4700; epicor.com.

Mid-America Lumbermens Association – March 22-23, Arkansasspring meeting, Embassy Suites, Hot Springs, Ar.; (800) 747-6529; www.themla.org.

Blish-Mize Co. – March 23-24, spring market, Convention Center,Overland Park, Ks.; (800) 995-0525; www.blishmize.com.

International Wood Products Assn. – March 28-30, annual con-vention, Indian Wells, Ca.; (703) 820-6696; www.iwpawood.org.

Kentucky Forest Industries Assn. – March 28-30, annual meeting,Seelback Hotel, Louisville, Ky.; (800) 203-9217; www.kfia.org.

Northeast Retail Lumber Association – April 1, roundtable,Uniontown, Pa.; (518) 286-1010; nrla.org.

American Institute of Timber Construction – April 2-3, annualmeeting, Naples Beach Hotel & Golf Club, Naples, Fl.; (303) 792-9559; www.aitc-glulam.org.

Vermont Retail Lumber Dealers Association – April 3, sales skillsworkshop, Montpelier, Vt.; (518) 286-1010; nrla.org.

Ohio Construction Suppliers Assn. – April 3-5, installed salesroundtable, Cincinnati, Oh.; (614) 279-3825; www.myocsa.org.

Peak Auctioneering – April 7, LBM auction, Orange CountyFairgrounds, Middleton, N.Y.; (800) 245-9690; peakauction.com.

Structural Insulated Panel Association –April 10-12, annualmeeting & conference, Embassy Suites, San Antonio, Tx.; (253)858-7472.; www.sips.org.

National Wood Flooring Association – April 10-13, conference &wood flooring expo, Gaylord Palms Resort & Convention Center,Orlando, Fl.; (800) 422-4556; www.woodfloors.org.

International Wood Composites Symposium – April 11-13, RedLion, Seattle, Wa.; (509) 335-2262; woodsymposium.wsu.edu.

Lumbermen’s Association of Texas & Louisiana – April 12-14,annual convention, La Torretta Resort & Spa, Montgomery, Tx.;(800) 749-5862; www.lat.org.

Peak Auctioneering – April 14, LBM auctions, Prince WilliamCounty Fairgrounds, Manassas, Va.; April 21, Cuyahoga CountyFairgrounds, Berea, Oh.; (800) 245-9690; www.peakauction.com.

Northeast Retail Lumber Association – April 18, roundtable,Nantucket, Ma.; (518) 286-1010; nrla.org.

Kentucky Building Materials Association – April 18-20, conven-tion & expo, Griffin Gate Marriott, Lexington, Ky.; (800) 844-1774;www.kbma.net.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]....41

Anthony Forest Products [www.anthonyforest.com]............19

Boise Cascade [www.bcewp.com]..........................................41

Boston Cedar [www.bostoncedar.com] ...................................3

Capital [www.capital-lumber.com] ..........................................28

Chicago Suburban Lumber Sales [chicagosurburban.com] ..33

Crawford Creek Lumber [crawfordcreeklumber.com]...........25

Custom Lumber Manufacturing [www.plantationcypress] .....4

Crumpler Plastic Pipe [www.cpp-pipe.com] ..........................45

GRK Fasteners [www.grkfasteners.com].....................Cover III

Idaho Forest Group [www.idahoforestgroup.com]..................8

Kearns Plywood [www.kearnsplywood.com] ........................30

Lee Roy Jordan Lumber [www.jordanredwood.com]............24

Mary’s River Lumber [www.marysriverlumber.com].............15

Maze Nails [www.mazenails.com] ...........................................21

Redwood Empire [www.redwoodemp.com] ................Cover IV

RoyOMartin [www.royomartin.com] .......................................23

Simpson Strong-Tie [www.strongtie.com]....................Cover II

Tank Fab [www.tankfab.com] ..................................................29

TMI Forest Products [www.tubafor.com] .................................7

Viance [www.treatedwood.com] .....................................Cover I

Waldun Group [www.waldun.com] ...........................................5

Western Red Cedar Lumber Association [wrcla.org].......26-27

Wilson Lumber [www.cypressusa.com].................................37

Opening its doors to hundreds of Cub Scoutsbrought increased sales and community goodwill to OldTown Ace Hardware in Alexandria, Va., a historic areajust outside our nation’s capital. Rich Heilman bought the business, housed in a

9,000-sq. ft., two-story brick building, in 2008. The fol-lowing January, faced with a winter slowdown, helooked around for a way to increase business.Heilman didn’t have to look long or far. When the

local Boy Scout group asked for help with its yearlyPinewood Derby, he went into action. He was familiarwith the events—in which scouts build and race wood-en cars—through his own sons. To supervise the action and prevent injuries to young

hands, he secured the expertise of an expert: carpenterJesse Cathell, who brought all needed equipment, set upa temporary workshop at the back of the store, andrough-cut designs that each scout traced on a smallblock of wood. When rough-cutting was complete,scouts moved to another table and sanded their cre-ations under the watchful eye of their parents and olderscouts who volunteered their help. The first event, held on just two weekends, was a

real success: scouts and their parents waited up to anhour and a half in the snow to get inside the store. Lastyear, about 300 scouts attended the event over threeweekends. This year’s event was held over four week-ends, with nearly 400 scouts. Besides contributing space for the workshop and

popcorn for snacking, Heilman donated 5% of sales forall related products—wood kits, spray paint, sandpa-per—to offset the cost of operating the local PinewoodDerby. Participating families who attended the work-shops were asked to donate $1 per cut. Together, about$1,000 was raised, of which half went to the Children’sMiracle Network—a charity favored by Ace Corp.Heilman says that parents, who often drive miles to

attend the workshop, mention how grateful they are forthe help. Many return to shop at the store and becomeregular customers, as do residents who read about theevent in local newspapers.

IDEA FileLittle Cars Have Big Impact

CUSTOMER Damon Wright and scouts (l-r) William Keough, NathanKeough, and Dillon Wright sand their racecars at Old Town AceHardware, Alexandria, Va.

BlueLinx Offers Own EWP BrandBlueLinx, Atlanta, Ga., now distributes its own privately

branded line of engineered products: onCENTER. “The onCENTER brand will allow us to bring a total

engineered products solution to our customers,” said KentMarks, general manager of engineered products.Individual products include BLI joists, LVL, Glulam

3000, and rim board. All are backed by a lifetime limitedwarranty and are supported by a full-service, cross-func-tional team of engineers, technicians, software developers,inside sales, and field-based market managers. BlueLinx offers over 10,000 products from over 750

suppliers to approximately 11,500 customers nationwide,through its network of more than 50 distribution centers.

BPDBuilding Products Digest

4500 Campus Dr. No. 480Newport Beach, Ca. 92660-1872

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