Building Products Digest - May 2010

BPD BuildingProducts Digest

PEP UP YOUR DECK-SELLING SEASON � EWP INDUSTRY BRACES FOR NEW GLULAM

MAY 2010

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


Online

44 � Building Products Digest � May 2010 Building-Products.com


May 2010 �� Volume 29 �� Number 3

Special Features9 FIRST PERSON

HOW TO MAKE BETTER DEALS

10 INDUSTRY TRENDSFULL-FRAMING-WIDTH GLULAMS TO

SHAKE UP THE EWP INDUSTRY

12 FEATURE STORYSELL TO COMMERCIAL DECK PROS

14 INDUSTRY TRENDSMARKETING TO SMALLER DECKS

16 MANAGEMENT TIPSBUILD ON DECK SAFETY PROMOTION

18 VIEWPOINTTHE CASE FOR EXPANDING LEEDS

40 PHOTO RECAPTEXAS LUMBERMEN’S EXPO

42 PHOTO RECAPNAWLA ANNUAL IN NEW ORLEANS

In Every Issue6 TOTALLY RANDOM20 OLSEN ON SALES22 COMPETITIVE INTELLIGENCE24 GREEN RETAILING30 MOVERS & SHAKERS32 FAMILY BUSINESS34 NEW PRODUCTS39 IN MEMORIAM43 ASSOCIATION UPDATE44 CLASSIFIED MARKETPLACE45 DATE BOOK46 IDEA FILE46 ADVERTISERS INDEX

BREAKING INDUSTRY NEWS &INDUSTRY PHOTO DOWNLOADSBUILDING-PRODUCTS.COM(FOLLOW LINK FOR PHOTOS)

BPD: DIGITAL VERSIONTHE LATEST ISSUE CAN NOW

BE VIEWED AT

BUILDING-PRODUCTS.COM

MS ad - Merchant Mag - 8.25x10.875.indd 1 4/14/2010 8:57:17 AM

TOTALLY RandomBy Alan Oakes

66 � Building Products Digest � May 2010

Are you listening… to yourself?

www.building-products.comA publication of Cutler Publishing

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BPDBuilding Products Digest

HAVE YOU EVER HAD A GUT FEELING that something good or bad was about tohappen? Then the phone rings and…

Sometimes I am driving to work, and I see idiots zoom by me at 90 mph—weaving in and out of lanes—and I suddenly think to myself that it’s time for meto slow down or there will be an accident. It seems that most of my gut feelings orinstincts are about bad things that are about to happen rather than good things(particularly as my inner voice tells me to go and play the Lotto, and I have neverwon a dime yet). But over the years, I have come to conclude that I have prettygood intuition about what’s going on around me. So much so that I typically trustmy gut feelings in dealing with people and business situations. If I override myconcerns, generally there’s a price to pay later.The trouble is many of us don’t listen to our inner voice. Perhaps it is because

we often do not want something to be true and hope ignoring it will make it goaway. Throughout each and every day we receive signals to our subconscious, butto hear them or react to them we have to learn to recognize them and act on them. Intuition comes from not only our gut but also our head and our heart. When

all three collide, warning bells go off. When something is weighing heavy on me,I can feel the pain in my stomach and heart, and it doesn’t go away until I make adecision—usually one in line with what my gut is telling me. And strangely, it’srarely wrong. But it takes time and experience to learn to trust your instincts.Maybe the older and (hopefully) wiser you get, the messages trying to attract yourattention actually get through to you. Perhaps it takes some bad things to happenuntil you realize what the messages were trying to tell you, so next time youbecome more aware of the signs and at least weigh them.In business, it is much the same. Opportunities come and go, and it is the brave

who listen to their gut. Yes, you can have committees or consultants concoct busi-ness plans. But sometimes when your inner voice is telling you to do somethingand do it NOW, if you have come to the point of trusting your instincts, then don’tdelay, just do it. I think over the years when something has gone wrong in mybusiness life, I wasn’t strong enough to stand up for my instincts. I think the peo-ple I have been most impressed with in business are those who have gone againstgeneral thinking because they had an instinct that what seemed wrong to otherswas, in fact, right. The term “stroke of genius” comes about when someone waswilling to gamble and make a call that was seen by others as too bold or risky. At the end of the day, it is instinct rather than processes and formulas that

make the really best people stand out. And that is the problem too many times incorporate life today, when you must go round and roundgetting a consensus for every move instead of some-one saying this is how something should be done, act-ing on it, and moving on. There is so much pussy-footing around people’s feelings that decisions oftenget watered down and the end results are failure.It is not only your instinct that you must learn to

trust; you need to seek out others who can be trust-ed to make the right decisions over time. Insome cases you might trust their judgmentover your own if they have proven thattheir judgment might be better than yourown. While we listen to our kids and our

spouses (well some of us), perhaps weshould listen more to ourselves!

Alan Oakes, [email protected]

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Building-Products.com May 2010 � Building Products Digest � 99

FIRST PersonBy Loren Krebs

ONE OF MY MENTORS in the lumberbusiness once told me, “This is a

simple business, Loren. All you haveto do is put together good deals.” While this sounds easy enough,

putting together a good deal takes a lotof work. Many salespeople get thefirst part of the process right by sellingsomething and writing an order. Andthen the deal slowly unravels as fol-low up details are neglected.Acknowledgements don’t get print-

ed and sent out; inventory availabilityis not checked and there is no stockcurrently available; a board foot quan-tity is inadvertently written as linearfootage, or the salesman buries theorder on his desk for a week, creatinga time crunch when it suddenlyappears again. These are the kinds ofthings that can spoil what should havebeen a good deal.Here are some suggestions for writ-

ing clean business and putting betterdeals together. Know your customerbecause every customer is unique. Ishe an experienced old pro who has putlots of business together with yourcompany? Or is he a new customer? Chances are, you will handle them

differently. The old pro may knowexactly what he wants, while the newcustomer may be unsure and willrequire extra attention. Make sure anew customer understands the prod-ucts and services you are offering.Does he know the end use of the prod-uct he is looking for? If not, ask yoursalesperson to go back to his customerand come back with the informationyou need to handle the inquiry like aprofessional. Know your supplier and your rela-

tionship with that supplier. Are you aregular, occasional, or new customer?Do you stock the mill’s product or areyou performing a wholesale function?If you are new to your supplier, doyou know the product well enough tosell it with confidence? Your customer

is depending on your experience andprofessionalism. Whether you are communicating

with your customer or communicatingwith a mill, you need to speak and lis-ten carefully. Many people seem to belistening but they are really just hear-ing what they want to hear. Don’tignore a red flag if it appears. If yousay delivery will be in three to fourweeks and your customer says threeweeks will be fine, restate your posi-tion. Remind your customer you said“three to four weeks” and clear up amisunderstanding before it happens.Documentation is important

because many deals take a long timeto come together. You need to keepgood notes and you need to save themfor a couple of years. I know manygood lumbermen who keep their spiralnotebooks forever. Always know whatyou said and when you said it. Youwant to be able to tell your customer:“Yes. I quoted you on that 90 daysago, but we’ll need to re-quote it andconfirm coverage.” Many good dealsgo bad due to poor documentation. Agood rule of thumb is to never allowyourself to be out-documented.Stick to your core competencies.

All successful companies and success-ful salespeople are good at things theyhave invested time and effort to fullyunderstand. This doesn’t mean youcan’t be creative and step outside thebox. It’s just a reminder that learningcurves can be steep and you must bewilling to do the homework to under-stand a new piece of business. Goodsalespeople recognize when they, theircustomer, or their supplier is operatingoutside their comfort zone. Low price traps can spoil a good

deal. A good supplier sent me the fol-lowing quote: “If you focus too muchon price, you’re only as smart as yourdumbest competitor.” I couldn’t agreemore and would add the following:“Slow markets bring out a lot of

dumb.” Beating or matching a lowprice just to get an order will not serveyou well over the long term. If youinsist on doing it however, follow myother suggestions because you can’tafford to have anything go wrong.The real key to better deals usually

begins after you write the order. Thisis when you make sure the details areattended to. It’s your order, so takeownership of it and make sure you fol-low up on everything. Write the order;write the acknowledgement; place themill order, and track it to completion.Do not assume the order will take careof itself. If you are relying on anotherperson in your office for help, makesure there are no internal breakdownsin communication. It’s your order andnobody cares about it like you do.Okay. You sold a nice order and

followed up on it until you were surenothing could go wrong. Are you kid-ding me? This is the lumber business!Stuff happens! Equipment breaksdown, material takes longer to drythan expected, schedules get mysteri-ously changed, or a mill ships yousomething that has no resemblance towhat you ordered. In other words, inspite of your best effort to make yourorder happen the way you intended,something can go wrong and your cus-tomer will be unhappy. How you han-dle this adversity is important. Neverignore a problem because it will likelycompound itself if you do. Call yourcustomer as soon as you know aboutthe problem. Go to the wood shed ifnecessary and take your beating. Then,do whatever needs to be done toresolve the issue. Always keep yourcustomer informed and in the loop.Know your products, know your

customers, know your suppliers, andfollow up until the last horse is in thebarn and you have personally closedthe door. These are important keys toputting together better deals. Followthese suggestions and you will be abetter salesman.As for my mentor who told me this

was really a simple business—whowas he trying to kid?!!

– Loren Krebs isa retired lumbermanwith 40 years expe-rience selling andpurchasing buildingmaterials. He livesin West Linn, Or.,and writes about theLBM industry. Reachhim at [email protected].

How to makebetter deals


INDUSTRY TrendsBy Josh Englander

STUBBORN INDUSTRY WOES haveprompted various strategic

responses, from conservative down-scaling to aggressive adaptation.Companies that have circled the wag-ons—shedding jobs, relying on fixedinventories—are waiting until themarket becomes a stationary targetbefore they make their next move.Others are dashing out of trenchesguns blazing. Rosboro, one of thebuilding sector’s glulam leaders, is

deciding on the latter tactic with theintroduction of X-Beam, a full fram-ing width stock glulam in architecturalappearance.With the new product launch, the

Oregon-based company is poised toshake up the engineered wood marketand consequently rankle the competi-tion. For every advertised benefit X-Beam promises—uniformity withstandard framing widths, fewer SKUs,reduced shimming on job sites—there

is a corresponding, opposing argu-ment. Other glulam manufacturers arequestioning everything from the eco-nomic viability to the market demandfor such a product.“Yes, we scratched our heads when

we first heard about it [X-Beam],”said Dennis Huston, EWP sales man-ager of Boise Glulam. “Rosboroclaims they won’t have to increaseprice, but there’s more wood fibergoing into the product, so we don’t seehow that’s going to work. We’ll waitand analyze the market responsebefore we consider offering a similarproduct.”In poker parlance, Rosboro is going

all in, switching its entire stock of 4xand 6x glulam products to full framingwidth in architectural appearance.That means one set of SKUs forexposed and concealed applications,and no more jobsite modifications tomatch traditional glulam with standardframing members. Rosboro is alsomarketing the fact that the greaterwidths and wood volume will equateto increased load-carrying capacity.Critics aside, there may be a very

influential group that applauds thedecision: builders. The ones who, ifthe product follows through on itsclaim, will reap the immediaterewards.“This will have a big impact for

me,” said Oregon builder TonyChapman. “I prefer glulam for its con-sistency and strength, but there’salways been extra effort and time Ispend shimming out the 3/8” gaps. A

Full framing-widthglulam shakes upthe EWP industry

ROSBORO is making a huge gamble that it can expand the uses of its glulams by widening itsentire product line to full framing widths.


full-width product really simplifiesthings.”

Breaking Rules & TraditionsSo why hasn’t it been done before?

Part of the reason is that, unlikeRosboro, not many manufacturers areoperating their own sawmills andplaners. That gives the company theleverage to break away from a packthat largely relies on the capabilities oftheir manufacturing partners. In mak-ing this change to full widths, Rosborois fundamentally altering glulam man-ufacturing practices that date back 40+years. Naturally, Rosboro’s competi-tors are wary of the news.“Frankly, we don’t think much of

it,” said Bud Filler, founding partnerof Filler King Company. “It’s an un-standard industry size and it createsdual inventories in distributors’ yards.Another problem is the amount ofredesign it may require on hardwareconnections. Then there’s the addedcost; someone has to pay for that extra3/8.”Filler is likely not the only one to

express concerns about increased costs—and compatibility issues. Any radi-cal change is bound to have a rippleeffect down the supply chain.However, at least one leading hard-ware manufacturer, Simpson Strong-Tie, does not foresee any major stum-bling blocks associated with theincreased standard widths.“Simpson Strong-Tie provides a

large variety of hanger sizes for glu-lam beams,” said a Simpson represen-tative, “including sized for Rosboro’s3-1/2” and 5-1/2” wide glulams.”

Looking for the Next Big ThingRosboro is hailing X-Beam as a

breakthrough – a radical improvementin terms of convenience and efficien-cy. “With the sizing issue mitigated,we believe glulam becomes the pre-mier engineered wood option,” saidJim Walsh, Rosboro senior vice presi-dent of sales and marketing. “It’s lessexpensive than other engineered woodproducts, more attractive, lighterweight, and easier to work with. Weview X-Beam as the next-generationglulam.”As for cost, Rosboro claims the

market will dictate the price and valueof the product. X-Beam’s available netwidths include beams at 3-1/2”, 5-1/2”, 6-3/4”, and 8-3/4”, and columnsat 3-1/2”x6”, 5-1/2”x5-1/2”, and 5-1/2”x6”. It will also come in a fullrange of common glulam and I-joist

depths. With uncertainty still swirling

around the building industry, it 'sunclear whether Rosboro’s early adop-tion of the new product line will resultin a big head start or a humblingretreat should the market reject full-width glulam. Despite the unknowns,Rosboro is embarking with confi-dence.“We don’t feel it’s a big risk,” said

Walsh. “At this point, we’re not reallycompeting against other glulam manu-facturers, but rather LVL, solid sawn,LSL and steel. When we talk to theend-users, they prefer glulam over allthese other products—if it weren’t forthe sizing problem. With X-Beam,we’re delivering a product that betterfits what builders need and reducingthe SKUs for our customers.”The industry will certainly be

watching Rosboro’s dance with riskand reward. If successful, the X-Beamproduct may signify a trend, one inwhich companies will try to innovatetheir way out of an economic down-turn rather than wait for conditions toreturn to normal.– Josh Englader is a freelance writer

specializing in the building industry.

DOUBLE DUTY: As a full framing width stock beam featuring an architectural appearance,Rosboro’s new X-Beam is poised to compete in markets traditionally served by other EWPs, whilecontinuing to reach current glulam markets—to the chagin of its non-vertically-integrated competitors.

New Standard in GlulamRosboro and other manufacturers can

now produce stock glulams in standardframing widths and I-joist compatible depths,thanks to a new APA performance standard.

The association worked with Rosboroand other members to develop APA PRG-305 Performance Standard for APA EWSStock Glulam Beams. It addresses designproperties for APA EWS performance-ratedstock glulam beams used in residential ornon-residential floor and roof construction.

With an emphasis on 1.9E-2400Fb and2.2E-3000Fb glulams, the standard providesdesign values and load-span tables for stockbeams with balanced layups. Glulam prod-ucts trademarked to PRG-305 will be madewith standard framing widths of 3-1/2” and5-1/2”, a framing appearance classification,zero camber, and I-joist compatible depthsof 9-1/2’, 11-7/8’, 14’, 16’, and 18’.

While glulam can be manufactured inmany sizes and layup combinations, theAPA producers chose to focus the new stan-dard on two common framing widths in the1.9E and 2.2E layup combinations. Theobjective was to simplify the product offeringand make it easier for distributors to stockand for designers to specify glulams for themost common framing applications. Sincemost of these applications are in concealedfloors, roofs, and walls, a framing appear-ance classification was deemed suitable.


ALTHOUGH THE PROCESS can requirea lot more work, selling decking

for commercial and public projectssuch as restaurants, offices and play-grounds can be a lucrative niche mar-ket for retailers.First and foremost, advises Scott

Thomas, marketing director for

Selling decking to commercial contractors

FEATURE StoryDecking for Commercial Projects

Parksite, Apex, N.C., “if dealers arelooking to sell decking products—orany product category for that matter—into commercial projects, they need toput their company in front of the com-mercial general contractor communityfirst and foremost. This will get themopportunities to bid projects.”

If dealers are going to offer deckdesign services for commercial pro-jects, employing a registered designprofessional is advisable, even if it’snot mandated by their local buildingdepartment. The InternationalBuilding Code regulates public struc-tures, including decks, and has count-

IPÉ DECKING is a common choice for commercial projects, such as this Jamaican resort’s boardwalk leading to two massage huts also built of ipé.

Photo by AdvantageLumber.com


less intricate requirements on factorssuch as maximum loads, emergencyegress, changes in elevation, lighting,handrails, guards, signage and firesprinklers. The liability for design fail-ure of a deck on, say, a popular restau-rant would be catastrophic. Material-wise, Thomas says, “if the

goal is to influence projects towardchoosing the type of decking they sell,lumber dealers would need to haveinfluence at the architectural level andwork on projects still in the planningphase. At this point in the project,there can be an opportunity to fit theright decking product with the givenneeds of the project. Keep in mind thespec may or may not specifically statea brand and, if it does, it may state ‘orequivalent.’ This being the case, deal-ers will need to stay on top of the pro-ject as it progresses, make sure theyknow which general contractor isawarded the project, and be sure toeducate on their product as soon aspossible.”Advantage Trim & Lumber Co.,

Grover, N.C., is so dedicated to hard-wood decking that several years agothe wholesaler discontinued carryingcomposites and launched a separatewebsite at www.ipedepot.com.“Whenever commercial contractors

ask about what lumber to use for com-mercial applications, we always rec-ommend ipé decking,” says sales man-ager Jon Fletcher. “Ipé is naturally slipresistant and complies with theAmericans with Disabilities Actrequirements for static coefficient offriction in a wet environment. It alsoexceeds many building code require-ments for flame spread. These factsmake ipé appropriate for high-trafficareas such as restaurants and play-grounds.”Recent commercial projects for

which Advantage has supplied ipéinclude the Edgartown Lighthouse inMartha’s Vineyard; the Boys & GirlsClub in Boston, Ma.; the Hard RockCasino & Hotel in Las Vegas, Nv.,and the Virginia Museum of Fine Artsin Richmond, Va. “With a naturallifespan of over 40 years, ipé hasproven to perform in all climates,while easily tolerating high pressureloads,” Fletcher notes. As a deck builder, Deck Specialists

Inc., Manchester, Ct., is concernedabout availability. “Contractors wouldlike to know that once they get ‘onboard’ with a material it is going to beavailable for years to come and con-sistent in both price, performance and

looks,” says owner Paul Smith. “Forexample, many composites come andgo and change the look of the productalmost completely. We need to knowwe can match a deck we built a fewyears ago if the need arises to repair oradd on more decking to the existing.”Smith finds lifetime fade warranties

unrealistic; he’ll accept aging andweathering, if he knows what toexpect. “We understand that every-thing fades outdoors,” Smith said, not-ing manufacturers should “just buildthat into the product by showing uswhat to expect down the road, so wecan pass this on to the consumer.”He, too, prefers hardwood decking,

but expects his vendors to provideassurances that the materials are eco-friendly and sustainably harvested, sohe can assure his customers. “Wewould like to be able to answer ques-tions in regard to whether the rain-forests are getting depleted by demandfor the product,” Smith says.Commercial decking accounts can

be huge, yet time-consuming.“Dealers wanting to play in this arenaneed to have patience and be diligentin follow up,” Parksite’s Thomasreminds. “The sales cycle is muchlonger than with residential productsales.”

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INDUSTRY TrendsSmaller Decks

AZEK PORCH planks and white rail create an easy-to maintain “outdoor room” that is the perfectdestination for relaxing with family or entertaining friends.

Decking producers targettight spaces and budgetsDecking producers targettight spaces and budgets

DECKING MANUFACTURERS continueto respond to consumer demand

for outdoor living spaces that cost lessor require less space, but are beautifuland easy to maintain.“More than ever before, people

look at their decks and porches as out-door rooms,” said Chris Fox, market-ing manager at Universal ForestProducts. “With so many differenttypes of deck materials, lighting, railsystems, and decorative accents, it’spossible to turn a nondescript deckinto a great outdoor space.”UPFI offers everything needed for

a great outdoor room, including hard-

wood decking, wood and compositedecking and railing, and deck acces-sories. The latest offering is a new

vested and manufactured in the U.S. Afactory-applied, zero-VOC sealant andUV inhibitor preserves the naturalcolor of the modified wood. “There’s never been a better mix of

decking product choices for home-owners to choose from,” said Long.“Our newest product, PureWoodSelect, fits the bill for smaller-sizeddecks where price seems to be the dri-ver for product selection. For coveredporches, we have classic tongue-and-groove patterns for walls, floors andceilings.”Another economical, low-mainte-

nance choice is ReliaBoard compositedecking from TimberTech. Thesquare-edged 5/4 plank is made withrecycled wood and a mixture of virginand post-consumer, recycled high-density polyethylene. “Instead of spending money each

DECKORATORS powder-coated aluminumrailing coordinates with other UPFI products tofinish a new deck or update an old one.

PUREWOOD PORCH flooring can be used incovered outdoor living spaces.

Deckorators powder-coated aluminumrailing system with two styles of postcaps, which can finish a new deck orporch—or brighten up a tired one. “Outdoor living is an ever-increas-

ing category for many dealers,” agreedRon Long, president of Bay TreeTechnologies. “With more peoplestaying in their current homes longer,remodeling or replacing the deckseems to be on more to-do lists.” The company produces PureWood

thermally modified wood products,including decking, porch flooring, andprivacy fencing. All are grown, har-

RELIABOARD composite deck boards fromTimberTech can be used to construct matchingbenches and planters.


year on painting, staining or sealing,value-conscious homeowners canmake a one-time investment in low-maintenance decking,” advised CareyWalley, director of marketing atTimberTech.For smaller outdoor spaces where

conventional deck installations maynot be an option, EcoShield DeckTiles can provide an easy-to-use, cost-effective solution, said BrentGwatney, v.p. of sales and marketingat MoistureShield. The company is adivision of Advanced EnvironmentalRecycling Technologies (A.E.R.T.),which makes composite wood deckingand accessories. The 12”x12” deck tiles can be

installed on almost any hard, level sur-face—including bare ground, gravel,concrete, brick or tile—by either con-tractors or homeowners. Gwatneysaid, “Homeowners can also unsnapand reposition the tiles to change thelook, or take them when they move.” As always, low maintenance is a

major consideration, according toChris Beyer, v.p. of marketing atFiberon, which manufactures a widevariety of PVC and composite deck-ing, railing, and fencing products. “The less upkeep required to enjoy

their outdoor oasis, the better,” hesaid. “Homeowners are investing in

materials, especially if they are alsolow maintenance. “It seems that customers last year

were going cheaper overall,” saidSteve Alexander, who owns KansasCity Deck Supply, Kansas City, Mo.“Surprisingly, even though the pro-jects are not as big this year, they aretrending toward higher-end materials.”He believes that “homeowners are

more educated on the differencesbetween wood, composites, and cellu-lar PVC. The front of the house is thefirst thing you see, so homeownerswant more curb appeal—whether theyare staying or looking to sell.”Stu Oldfield, president of

Northville Lumber, Northville, Mi.,agreed. “Once maintenance is not anissue, architectural details and ameni-ties make sense for so many projects,”he said. “A lot of the backyard ameni-ties are driven by homeowners who dotheir research and are very savvyabout performance characteristics.” Deck pergolas and privacy fences

for outdoor rooms are the newestentries from LifeTime Lumber, whichmanufactures low-maintenance and

FIBERON’S new Inspirations PVC railing wasdesigned to be virtually maintenance free.

outdoor living areas, adding andupdating decks, to enhance the valueand enjoyment of their outdoor livingspace.” The company’s newest offering,

the Inspirations Railing System, wasdesigned to give homeowners cus-tomizable options and make assemblyquicker and easier for contractors.Constructed of high impact PVC com-

posite, the products have a white PVCfinish that resists cracking and flaking.The system also features hidden railbrackets that preserve the beauty ofdecks, porches, balconies, and stairs.“Once they get that low-mainte-

nance benefit, they want it all over theyard, so this trend can translate intomore business for dealers and theircontractors,” said Mike Gori, productmanager-decking, AZEK BuildingProducts, which has produced a widerange of cellular PVC deck, porch andtrim products for more than 25 years. Many of AZEK’s dealers have

noticed a trend toward smaller pro-jects, but also a willingness by home-owners to spend more on quality

AZEK’S cellular PVC trim was used to create apergola-covered porch.

Photo by Steve Gray Renovations

fire-resistant composite deck, dockand fence products that contain morethan 60% per-consumer recycledmaterials, including mineral ash andurethanes.“LifeTime Lumber is one of the

few companies whose products havethe versatility to offer this number ofdesign options to the homeowner,”said president Jim Mahler. “Now, per-golas and privacy fences can bematched with other outdoor applica-tions for the outdoor living space.”Both dealers and homeowners

should be encouraged by recent sur-veys indicating that outdoor improve-ments are a good investment.Depending on where they live, home-owners can recoup 60-70% of the costof a composite deck and 70-80% of awood deck if they sell their homes. “In some areas,” noted Fox, “out-

door living improvements havematched or exceeded popular kitchenor bathroom projects, which typicallycost more.”

ECOSHIELD deck ti les manufactured byA.E.R.T. snap together for easy installation anddesign flexibility.

PERGOLAS and privacy fences in six differentcolors are new from LifeTime Lumber.


RENT a large dumpster to accept aging, potentially hazardous deckingmaterials, so you can sell replacement materials.

IN TODAY’S BUSINESS ENVIRONMENT, every retailer is look-ing for an edge on how to achieve added value. This

month presents a stellar opportunity to present yourself tothe community as the lumberyard that cares. Get picked upby local media without big advertising bucks. How? May is Deck Safety Month. You can reach out to

the community and offer some inspection and building tipsalong with an incentive for homeowners to choose thismonth to undertake that deck repair, replacement, or even anew project. In an effort to save lives and prevent injuries, the North

American Deck & Railing Association declared May asDeck Safety Month in 2006. Now in its fifth year, the DeckSafety Month program helps increase public awareness ofthe necessity for regular inspection and maintenance ofexisting decks, and proper installation of new decks. To take advantage of Deck Safety Month, you will need

to line up a few things, but it’s not difficult. First, you willneed a really big, freight-size trash bin. Next, a nice little press release announcing your event.

Let the community know that you are offering to take theirdemolished deck materials off their hands for free, andeven better, you will present them with a coupon for 5% to10% off decking materials in your store. Not only are you helping the consumer, but you also

have an opportunity to help your contractor base and thelocal economy. You can invite your trusted deck contrac-tors to be present at your event to be available to adviseyour customers and solicit business.A deck can be the perfect place to spend time enjoying

the weather with friends and family. A well-built andmaintained deck offers a safe haven for outdoor living.However, an improperly built or deteriorated structure canmean disaster. A deck collapse can cause avoidable, oftenserious injuries, and even death. Between 2000 and 2008,there were at least 30 deaths reported as a direct result ofdeck collapses. More than 75% of people on a deck whenit collapses are injured or killed. With 40 million decks in the U.S. that are more than 20

years old, it's important for homeowners to check theirdeck. The reasons for a deck collapsing range from age ofthe deck, poor maintenance, exceeding load capacity, toimproper building methods. Deck failures can be avoided.It’s a matter of making the consumer aware of the necessi-ty of choosing a professional deck contractor, regularmaintenance and inspection, and knowing the limits of thedeck structure.Your event will kill two birds with one stone—you will

gain customers and customer loyalty, and also help ridyour community of potentially dangerous decks. As a plus,your lumberyard gets to be in the media as the good guyfor supporting deck safety through this special offer. Youmight even be able to get one or two of your deck industrysuppliers to cough up a little discount on their end to helpout. Everybody can use a little good PR now and then. Byparticipating in Deck Safety Month, you are performing ahuge public service at minimal cost.

– Diana Hanson is codes & standards committee chairmanfor the North American Deck & Railing Association, (888) 623-7248, [email protected].

Take in the old, send out the new

Use safety promotionto sell replacement decks

MANAGEMENT TipsBy Diana HansonNorth American Deck & Railing Association


VIEWPointBy Michael T. Goergen Jr.Society of American Foresters

GREEN BUILDING ISbooming in the

United States.A r c h i t e c t s ,builders andproperty ownersstrive to designand operatehomes and officebuildings that saveenergy, reduce pollu-tion, and protect ourhealth.The success of green building is

partly because of the U.S. GreenBuilding Council’s Leadership inEnergy and Environmental Design(LEED) standard, which certifies abuilding’s green features and perfor-mance. The LEED rating systemencourages the use of responsiblematerials in construction and renova-tion, but as a forester, I’m frustratedto see continued ill-treatment of forestproducts, as one of America’s greatestnatural resources.Products from well-managed

forests are a great green buildingchoice, but the Building Councilmisses this point and has only madehalfhearted attempts at necessarychanges to their standard. TheBuilding Council currently recognizeswood only if it is certified to theForest Stewardship Council’s foreststandard. FSC’s standard isrespectable, but the Building Councilexcludes other U.S. systems such asthe American Tree Farm System andthe Sustainable Forestry Initiative.I’ve seen what these standards do onthe ground. They promote responsibleforestry.

A Forest Stewardship Council-onlystance is not based on science andseverely limits the amount of U.S.wood that can be used in LEED pro-jects. That is not good for green build-ing, our environment, or states thatare rich in forestland.The only solicited comments the

Building Council seems to be heedingare coming from groups bent on pro-moting a monopoly and from othersin the building sector who have verylittle, if anything, to do with forestproducts. I don’t understand why theyignore American foresters, who liveand breathe forestry and go to schoolfor years to understand how best topreserve and maintain one of our mostprecious natural resources.There are important economic rea-

sons for LEED to open the standard.FSC-certified lumber is not as preva-lent in the U.S. as it is overseas. TheAmerican Tree Farm System and theSustainable Forestry Initiative arestandards designed with Americanforests in mind. Green builders tryingto gain LEED certification may be

forced to buy from the lim-ited amount of FSC-certified forest prod-ucts here or maketheir purchasesfrom FSCsources locatedoverseas, whichare often certifiedto lower standards.With our nation

suffering from a recessionand high unemployment, the

last thing we want to do is hurtAmericans who make their livelihoodfrom our forests. Opening LEED tothe other standards will be good forour economy.Expanding demand for forest prod-

ucts certified to other standards willalso benefit forests. As green buildinggrows, demand for forest productsfrom certified forests will alsoincrease. That will provide an incen-tive to owners of forestlands to getcertified, bringing even more acresunder broader environmental require-ments.The choice is clear: For the benefit

of green building, our forests, and theU.S. economy, the Building Councilneeds to see the forest for the trees,look at the science, and open up itsstandard now.– Michael T. Goergen Jr. is executive

v.p./c.e.o. of the Society of AmericanForesters. He also chairs the SustainableForestry Initiative’s External ReviewPanel, an independent group of 15 volun-teer experts representing conservation,environmental, forestry, academic andpublic/government organizations. Reachhim at [email protected].

The case for expandingLEED standards

James OlsenReality Sales

Training(503) [email protected]

One of the worst things I see insales organizations is the lack ofprospecting for new business. Manysellers are waiting around for someoneto quit or get fired so they can begiven those accounts. You can tellthese salespeople because they will bethe ones who complain most bitterlyabout favoritism.So why is the war insidious?

Because great is the new good. If youare a manager who has salespeopleclinging to the past and blamingchange on you, they will do their bestto sell you (if they would only takethis much energy to sell their cus-tomers!) that they are doing a greatjob. They will try to make you feelthat their 35-hour effort is great. Theywill do their best to convince you theyneed to spend 80% of their time withtheir three best customers when theyshould spend 30% of their time withtheir top three and the rest of theirtime looking for new business. If thedefenders of good win, the defendersof great lose.But you and I know that a good job

is not going to get it done any more.The buggy was good. The car wasgreat. TV was good. HD is great. Milkis good. A milkshake is great. The guybefore you did a good job. Your bossis paying you to do a great job. Sales excellence is the war for

greatness. 2 + 2 will never equal 5.


MANAGERS, BUSINESS OWNERS, andsalespeople who want to suc-

ceed… beware! There is an insidiouswar going on. It is the war betweengood and great.

Teacher/Parent: “Johnny, howmuch is 2 + 2?”

Johnny: “5.”Teacher: “Wonderful creativity,

Johnny!”There will always be parents,

teachers and, later, bosses and co-workers who will make excuses forthe non-performer. (As I recenly toldmy 16-year-old son, “I just spent theday with a guy whose father never toldhim he was full of it when he madeexcuses.” What’s wrong with, “No,I’m sorry, Johnny. That’s wrong.”?)I’ve been in sales for over 40 years.

I’ve worked with and trained hundredsof salespeople and only 5% of themjust couldn’t sell. They just did not

have the personality to make up for it.Let’s flip that around. Of the sales-

people I’ve seen fail, 100% of themhave one thing in common: they don’twork hard enough. This is not theinsidious part. We are not talking about the people

who just can’t do it. We are talkingabout the people who can sell, but justdon’t want to put in the effort to begreat. These salespeople are not dri-ven. They are in sales because theywant to hide. They don’t want to putin an honest 40 in a production job(where they belong). They want tocome out and fake it just enough to beleft alone. These are the same sales-people who complain about the proathlete who takes it easy after signingthe big contract! These are the peoplewe are waging war against. They arethe defenders of good.What are the signs of good vs.

great?

The insidious warbetween good and great

OLSEN On SalesBy James Olsen

GoodShows up just late or just in time. (Always

has an excuse.)Dresses loose.

Bitches about meetings (out loud).

Needs to be pushed by boss.Makes excuses.Comfortable.Hates change.Plays politics.Doesn’t pick up on first or second ring.Hard to find.

Tries to make it your problem. (It’s theirs.)Tries to make you feel guilty.Waits for accounts.

GreatShows up early. (“If you’re not early,

you’re not on time” – Lombardi.) Dresses right. (Men: Shirt with a collar,

shoes with a shine, pants with acrease. No lint, no wrinkles. Ladies:Like you’re going to church—just notEaster High Mass. Not to the club.)

Bitches about meetings (inside). Attends,participates.

Pushes boss.Takes responsibility.Driven, crazed, motivated.Makes change happen.WorksPicks up. Hard to hide from. (Finds you—and

his/her customers.)Looks for the solution in him/herself.Makes you feel happy, proud.Finds accounts.

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HOW DO YOU GET STAR BILLINGamong your region’s “50 Best

Women in Business”? Or gain compa-ny status as “one of the fastest-grow-ing in the region”? Or be hailed as“one of the most influential Filipinawomen in the U.S.”? Chances are slim that anyone but

Isabelita “Lita” Abele could win theserecognitions, just a few among many,by running—that’s right—a lumbercompany. Serving as president andc.e.o. of U.S. Lumber, an outfit todaydoing $6 million in business fromWoodbury Heights, N.J., was farbelow the radar when she left thePhilippines for New York in 1981 insearch of a better life. The American Dream took a while

to kick in, however. During her firstjob, as a housekeeper, she was caughtin a never-ending round of cooking,cleaning, babysitting, shoveling snow,what-have-you, for $150 a monthbefore she made an escape to life as aWoolworth’s clerk by day/nursing

Low maintenance,high energy

AS HEAD of New Jersey’s U.S. Lumber, LitaAbele is living the American Dream.

home attendant by night. With that legup, she went back to school (she’dbeen a teacher in her homeland) tomaster accounting, bookkeeping andcomputer skills.But—get ready for the Hollywood

ending—her biggest asset was hersmile. While weekending with friendsin Boston, a fellow diner at the Hyattwas smitten by it. Merrill Abele beganphoning twice daily, delivered a dozenroses every week, and soon dialed herparents back in the Philippines to askfor her hand in marriage. Dad said yes, and so did Lita. In

1984 she wed and moved to NewJersey, determined to learn the lumberbusiness her husband Merrill hadlaunched there 10 years earlier. Shestarted in as a telephone receptionist,hiding her tears when the occasionalboor would ridicule her accent. ButLita soon learned how to figure lum-ber so she could operate as a trader, tocomplement the family business (“Iwould buy; he would sell”). When Merrill eased into semi-

retirement in 1993, they merged thetwo operations. Lita became presidentand c.e.o. of U.S. Lumber, with 51%ownership, thus a minority- andwoman-owned company, which meantthat contractor customers could bid onthe big jobs that required such compli-ance.Hang on before you grumble about

“window dressing.” She’s heard thatone, too (more tears). Five minutes onthe phone with this dynamo and not aspeck of doubt remains that she’s nofigurehead. “Ask me! I can talk aboutproducts! About accounts receivable.Accounts payable. Clients.Everything!” she demands, and thenproduces. Singlehandedly, Lita keeps the

books, writes the sales letters, makesthe cold calls, trains the staff, and

clearly never sleeps. She visits job-sites, attends professional meetings(where she trolls the room fornametags of prospective customers).She manages the company’s nichespecialty, selling plywood products toconcrete contractors to use as buildingforms for concrete used in bridges,highways, sports stadiums, and the listgoes on. Clients include Atlantic Citycasinos, the Philadelphia Eagles stadi-um and Phillies ballpark, Boeing,DuPont, Merck, and the new FreedomTower in New York. You need mould-ing, hardware, trusses, stakes? HDOpanels? How about FSC-certifiedmaterials for your LEED projects?Insulation, sheetrock, trusses, win-dows and doors? Cedar specialties?You name it, and if you’re anywherenear the tri-state area, U.S. Lumberwill deliver.Unless you’re a residential devel-

oper. The company used to servethem, too, until Lita got stiffed oncetoo often. “They used me as a bankand didn’t pay their bills, whereas incommercial business, the money isrevolving. I’ll call their office once aweek, and if there’s been a delay,don’t just tell me, ‘It’s in the mail.’ Itell them, ‘Just be honest with me andI’ll gladly work with you.’ Then whenthe check arrives, I call back with athank you.” She makes the rounds ofjobsites on a near-daily basis, growingbusiness by referrals from one sub tothe next.Yes, there’s fierce competition, she

acknowledges, but she counters it witha service cocktail of fast, 24-hourorder turnarounds; a warehouse thatcan accommodate the commoditiesshe buys by the carload (and thenpasses on favorable prices to her cus-tomers), encompassing a vast varietyof building needs; and the ultimate incourtesy. Lots of pleases and thank-

COMPETITIVE IntelligenceBy Carla Waldemar

work and extra service,” which, let’s face it, builds not onlya strong, solid customer base but a overload of stress. Lita’sfound a secret remedy, however: “I go down to the base-ment, do karaoke and dance, then take a deep breath andsay, ‘God help me!’”Well, He helps those who help themselves, as the saying

goes. As testimony, listen to some of the many commenda-tions earned from customers: “Over 30 years ago, MadisonConcrete formed a relationship with U.S. Lumber. Manythings have changed over the years, but one constant hasbeen the fact that [they] continue to be our sole provider ofall our lumber needs.” Another concrete contractor attests, “Our business is

ultra-competitive. U.S. Lumber’s exceptional pricing andservice have kept us competitive [within it]. They constant-ly help us meet and exceed our clients’ schedules.” Evenmore precious to her ears, “President LitaAbele’s presence on the jobsite reflectsU.S. Lumber’s commitment to theircustomers.” As the petite boss explains it,

“Our philosophy is simple: the cus-tomer comes first.” That’s the pub-lished promise. Privately, she adds,“You’ve got to work at some-thing you enjoy or it’s notworth any amount of money.”Not a problem with this c.e.o.

yous form the basis of her very personal service—for, asshe’s the first to testify, it all boils down to rapport. And that’s her forté. She doesn’t mind playing the for-

eigner or femme cards now and then. If she runs into a for-mer G.I. who’s spent time in the Philippines, they remi-nisce about the food, the culture. If checks are slow in com-ing, she shows up in their office, laughing, “I’m skinny! Ihave to eat!” If her accent once caused her stress, today it’salso been turned into a selling tool to gain recognition: the“Oh, Lita! I remember you!” factor at work. She’s the ulti-mate networker, and delivers instant quotes. “I can do itASAP; I call the supplier, add in our mark-up, and give aninstant answer,” she boasts. But boasting is zilch without back-up. “We build our

loads at 5 p.m. and send them out at 6:30 the next morning.But if someone needs a box of nails sooner, we jump in thecar with it. We understand your deadlines and will help youget the job done, no matter what,” she pledges. “You’rebuying more than products, you’re buying a teammate.Your goal becomes our goal; your deadline is our dead-line,” she proclaims. And so does the staff working withher, largely family. Her daughter works at accounting andher son-in-law, the yard manager, also fills in as a driversubstitute. She trained them the same way she learned theoperation: “step by step, from the ground up,” she says:“With plenty of pleases and thank-yous.” Result: plenty of pay-backs honoring her success. She’s

served on New Jersey’s Asian-American Commission, asco-founder of the state’s Asian-American Chamber ofCommerce, and received numerous humanitarian awardsfor giving many others a leg up.Credit U.S. Lumber’s success to “long hours and hard

Carla [email protected]

A lasting impression.™Ask for Latitudes by name. LatitudesDeck.com/bpd | 888.500.7704

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Jay TomptManaging Partner

Wm. Verde & Associates(415) 321-0848

[email protected]

WHEN I BEGAN THINKING about writing about alterna-tive building materials, several came to mind. But

what counts for “alternative,” anyway? For example, there are products that are greener versions

of old standbys, such as triple-glazed windows or FSC-cer-tified lumber. I could write about Serious Materials’ innov-ative EcoRock drywall, which they claim is five times moreenvironmentally friendly than gypsum drywall, or Eco-Panels’ super-efficient SIPs. And then there are materials and methods that have

thousand-year histories but aren’t mainstream, such as cob,which combines clay, sand and straw fibers usually sourcedonsite. But these kinds of natural alternatives don’t usuallyrequire much of a supply chain. Instead, I’m going to high-light a building material that will blow your mind: hemp.Industrial hemp used to be one of the most important

agricultural products in the United States, but its cultivationhas been illegal here for decades. (That may change soon.To learn more, Google “Hemp History Week.”) ThePuritans brought it with them from Europe, many of ourFounding Fathers grew hemp, and as recently as 1942, thegovernment actively encouraged farmers to grow it. Inthose days, hemp was indispensable for making rope,cordage and sail cloth, and it yielded more usable fiber peracre than cotton or flax. Innovations in more recent timeshave demonstrated its value as paper and plastic feedstock,nutritive food ingredient, and biofuel. Cultivation can alsobring benefits to farming communities as it delivers rela-tively quick, dependable yields without the use of pesti-cides or synthetic fertilizers.

Absolutely the coolest thing about hemp is that it’sbeing used to sequester carbon in an innovative new prod-uct called Tradical Hemcrete. It’s a combination of hempshiv, which is the woody core of the plant, and a hydrauliclime binder. The components are mixed at the jobsite andpacked into forms to make thermally efficient, breathablewalls that could potentially last for hundreds of years.After its first U.S. installation in the NauHaus, an innova-tive new home prototype designed by building sciencethink-tank NauHaus Institute (www.thenauhaus.com), thereare now several more homes in the works.Hemp Technologies (www.hemp-technologies.com),

Asheville, N.C., is the North American distributor of theproduct, importing it from England where it was originallydeveloped. Greg Flavel, co-founder and hemp technologyguru, said he discovered the product after searching for themost sustainable building material he could find. “I thinkthis is it—it’s zero-waste, non-toxic, breathable, mold-resistant, durable, and is carbon negative, sequesteringabout 238 lbs. of carbon per cubic yard,” he told me,adding “it’s also cost competitive.” There are a few limitations, of course. The product is

imported from England, where it was originally developed,because hemp isn’t yet grown domestically, nor are thereeasily sourced quantities of domestically producedhydraulic lime. The system is sold in two bags, Tradical HFand Tradical HB, which must be mixed at the jobsite bycompany-trained installers, though any contractor couldeasily master working with the material. In any case, those factors will slow widespread adoption

of the material in the near term. However, Flavell says theyare working on sourcing a little closer to home and devel-oping a new panel system. Panelscould dramatically expand thepotential applications and makeit easier for distributors anddealers to pick up the product. He says, “We’re hoping to

have panels available later thisyear.” If all goes accordingto plans, hemp could verywell become less “alter-native” and much moremainstream.

GREEN RetailingBy Jay Tompt

Roping in an emergingbuilding material

HOUSE OF HEMP: First installation of Tradical Hemcrete in the U.S. wasin the research home built by The Nauhaus Institute in Asheville, N.C.


Carter Moves into Ohio Stock Digs Carter Lumber, Kent, Oh., hopes to begin hiring 80 to

100 employees by June, for a new wholesale lumberyardand truss plant in Franklin, Oh.The new facility will be located in a building formerly

occupied by Stock Building Supply, which laid off 85 peo-ple when it closed. A tentative tax abatement agreementwith the city of Franklin would finance new equipment formanufacturing custom millwork, windows, doors, trusses,panels, and engineered floors. Carter currently operates more than 200 stores in 10

states and employs more then 3,500. The family-ownedfirm was founded in 1932.

Louisiana Sawmill ReopeningBayou State Lumber, Jackson, La., plans to invest

$800,000 to reopen the former Netterville Lumber mill inJackson, La., which closed 18 months ago.President Adam Knapp said that the move shows “the

viability of the Capital Region’s lumber industry, whileproviding good jobs and restoring an existing facility backto commercial use.”Bayou’s main business is making industrial lumber used

in the oil production and refining industries, but it alsomakes limited amount of finished lumber, mainly cypress,for construction.

Boise Opens South Florida DCBoise Building Material Distribution, Boise, Id., opened

its 32nd distribution center March 29, in Pompano Beach,Fl. “We are delighted to enter the South Florida market

with the broad array of products that our customersdemand,” said Chuck Donaldson, who manages the newcenter. “We are very optimistic of our growth and our cus-tomer’s growth in the market.”The new center has 76,000-sq. ft. of covered storage on

nine acres and is rail served.

Ace Rolls Out Grande Campaign Ace Hardware Corp. has rolled out its first national

advertising campaign directed to Hispanics. The three 30-second ads are airing on two Spanish-language radio sta-tions and seven Spanish-language TV stations. “We’ve seen strong results at retail by reaching out to

the Hispanic market and understand the importance ofcommunicating directly to these customers,” says JohnSurane, Ace’s v.p.- consumer marketing, merchandisingand paint. “We identified a unique Hispanic insight thatseparates [us] from the ‘big boxes.’”Hispanics in the U.S. now number close to 50 million,

with buying power of nearly $1 trillion. According to thecompany, a trial ad campaign in late 2008 created a 7%year-to-year jump at Ace stores in Denver, Co., with morethan 15% or more Latino shoppers and outperformed non-Hispanic stores nationwide. Ace conducted a second trialthe following spring and summer in Denver, Sacramento,Ca., and Chicago, Il. “The ferretería (hardware store) is part of the local com-

munity, where you’re always helped and can get in and outquickly,” said José González, a partner in the agency thatcreated all three campaigns. “These spots convey the mes-sage that Ace is the place where Latinos can have thatsame customer experience in the U.S.”

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Digest 8-08 Layout:D SigNov03-1-8,41-48 7/21/08 2:11 PM Page 63


DEALER BriefsBuilders Station, Carrollton,

Ga., closed its store in Cedartown, Ga.,at the end of March, reducing the chainto 3 locations. The unit was bought 9years ago from Freeman’s HomeCenter . A Vil la Rica, Ga., storeclosed last year.

John H. Myers & Son, York,Pa., opened its 6th yard in the formerViele’s Hardware, Aberdeen, Md.

Stotlar-Herrin Lumber, John-son City, Il., is repairing a warehouseroof that collapsed under heavy windsApril 6.

Galloway Ace Hardware ,Galloway Township, N.J., is remodelingand adding 3,500 sq. ft.

Ace Hardware anticipates anAugust opening for a 11,752-sq. ft.store in Grove City (Columbus), Oh.

Central True Value, Dubuque,Ia., was opened in early April by TimWalsh in the former Steve’s AceHardware, which closed 6 monthsearlier.

Clinton Grain & Hardware,Clinton, Ct., closed after nearly 42years, in a tax foreclosure sale.

Lowe’s opened a 117,000-sq. ft.store April 1 in Hadley, Ma.

Menards opened a new 240,000-sq. ft. store April 20 in Jefferson City,Mo. (Dave Helmick, general mgr.).

Goddard Ace Hardware ,Goddard, Ks., is closing early thismonth, according to Mary Carpenter,owner since 2001.

Ace Hardware, Boonsboro, Md.,remains closed after an April 14 firecaused $900,000 in damage to thebuilding it shares with a gas company.

Huntington Hardware, Hunt-ington, W.V., has closed its doors after100 years.

Habitat for Humanity openednew ReStore discount LBM outlets inthe former Kent Hardware in Kent,Oh., and March 20 in Bond Hill, Oh.; isopening a 6,500-sq. ft. ReStore inPittsfield, Ma. (Kate McNulty-Vaughan,store mgr.), and relocated its Midland,Mi., ReStore to larger quarters.

For over 30 years Elder Wood Preserving Co, Inc. has provided a range of wood products from lumber, decking, timbers, plywood, deck accessories, and more. We maintain high ideals, excellent service and quality products.

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3/2010

Elder Wood Ad 3.19.10.indd 1 3/19/2010 2:27:38 PM





Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



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Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



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Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010






Tel: (318) 964-2196 Sales Tel: (800) 467-8018 Fax: (318) 964-5276



3/2010


Elder Wood Preserving334 Elder Wood Rd.,Mansura, LA 71350Tel: (318) 964-2196

Sales Tel: (800) 467-8018Fax: (318) 964-5276


Vermont Mill Sold at 11th HourOn the brink of foreclosure,

Northeast Wood Products, Pownal,Vt., was sold at auction to BillDrunsic, who owns two short-line rail-roads in Tennessee. “We are investigating a number of

options to restart some business downthere,” said Drunsic. “We hope tohave some direction in a couple ofmonths. Our goal is to start somethingthat may create some jobs.”Former owner Robert Kobelia said

that Northeast was started in 1946, andhe purchased the business in 1991. Itemployed about 24 people in the midto late 1990s, but shut down in 2008

after a series of economic setbacks.Berkshire Bank started foreclosureproceedings last year, saying it wasowed nearly $500,000 on a loan thatwas never repaid.

Robbery Accomplice ArrestedOne suspect has been arrested in

connection with a robbery at LaffertyLumber, Lemoyne, Pa.According to police, Terry Lee

Gettys Jr. confessed to acting as alookout for an accomplice whoentered the store, rummaged throughemployee lockers, and removed a CBradio in late February. He is beingheld on burglary and related charges.


Alamco Wood Products ,Albert Lea, Mn., suffered damage to awood-drying building in an April 12 fire.

Meisters Forest Products,Endeavor, Wi., is assessing damagesfollowing an April 8 building fire.

New England LumberSpecialties, West Springfield, Ma.,has rebranded its NELS-TEK prefin-ished PVC trim from Jain as Ex-CelExterior Color Trim.

Weekes Forest Products,Grand Rapids, Mi., now distributesiLevel EWP in Michigan.

Cedar Supply Inc. added morewarehouse space at i ts facil i ty inCarrollton, Tx.

International Forest Pro-ducts, Foxboro, Ma., is now exclusivemarketing rep for WoodFuelsVirginia, Bumpass, Va.

Masonite Inc., Tampa, Fl., hasacquired interior flush door manufactur-er Ledco Inc., Shelbyville, Ky.

SUPPLIER BriefsLumberman Sells FamilyBusiness to Run for SenateLen Britton has decided to sell his

longtime family business, Britton’sLumber Landscape & Feed,Woodstock, Vt., to focus on a run forU.S. Senate.Bethel Mills, Bethel, Vt., has

agreed to buy the business, which wasstarted by Britton’s father and grand-father 60 years ago.The sale allows Britton, who is

running as a Republican againstseven-term Democrat Patrick Leahy,to devote his full attention to the cam-paign. “It’s about going out and talking to

Vermonters, going out on a shoe-string, and I think Vermonters respectit, and they like that I’ve put thou-sands and thousands of miles on mycar getting to every corner of thestate,” he said.

True Value Pushes New LookLyle Heidemann, president and

c.e.o. of True Value, Chicago, Il.,wants more of the co-op’s nearly5,000 stores to upgrade to the compa-ny’s new larger store format, whichfeatures brighter lighting, specialtyfloors, and shelf-level signage.

The co-op will also open its firstcorporate store, in nearby MountProspect. “Our vision is to help every loca-

tion to be the best hardware store intown,” said Heidemann. Since theprogram started in late 2007, only 89stores have signed up, but he hopes atleast 100 more will refurbish or buildthis year. As encouragement, the co-op is offering financing of up to$150,000 to remodel existing storesand up to $400,000 for opening newones.Since Heidemann took over five

years ago, he has worked hard tomove True Value away from its rootsas a purchasing cooperative and makeit act more like a retailer. The compa-ny earned $65.4 million last year, upabout 7% from 2008. “I wanted tocreate a growth strategy to improvethe profitability, which we have done,and get it on a growth trajectory,” hesaid. Although Heidemann won’t dis-

close the cost of remodeling a store,he said that stores with the new layouthave seen sales increase 12% on aver-age. “We’re not forcing it on them,”he says. But “what sells it are the peo-ple who benefited from it.”

© 2010 Simpson Strong-Tie Company Inc. SSDECK10-D

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Dan Niesen, has retired from SpruceComputer Systems, Latham, N.Y.,11 years after selling his company,Anasys, to Spruce.

Dave Worthington, ex-North Pacific,is now a commodity trader at FPSupply—North Pacific’s formerColumbus, Oh., distribution yardnow a division of Millman Lumber,St. Louis, Mo.

Mike Place, ex-North Pacific, is nowgeneral mgr. of the Landisville, Pa.,DC purchased by National Indus-trial Lumber Co., North Jackson,Oh., from North Pacific. TomMulligan, ex-North Pacific, is nowgeneral mgr. of NILCO’s new DCin Indianapolis, In.

Frank Johnston has been namedsenior v.p. of Southern MississippiTrading, Waynesboro, Mi., a newdivision of Forest City TradingGroup, operating from the formerNorth Pacific DC.

John Cashmore has formed Cash-more Market Research, Minnea-polis, Mn., after 22 years runningMarket Research Associates.

Rob Ankar has been named chairmanof Boston Cedar, Holbrook, Ma.Joe Cusack has been promoted topresident, while Paul Colliton isnow v.p.-sales.

Orin Comdure, Mark Babbitt, andMike Zemla, all ex-North Pacific,are new to sales at Weekes ForestProducts, Grand Rapids, Wi.

Sharon Koller, ex-Allied Plywood &Lumber, has joined Silvaris Corp./LowGradeLumber, Port Arthur,Tx., as traffic mgr., handling theSoutheast region for SilvarisLogistics.

Phil Randolph has been named v.p.of East operations for StockBuilding Supply, Raleigh, N.C.,overseeing residential operations inArkansas, Georgia, South Carolina,North Carolina, Pennsylvania,Virginia, and Washington, D.C.Ken Greene is now market mgr.for Arkansas operations.

Jeff Baumgartner has been promotedto sales mgr.-domestic and exportsales at Lampe & MalphrusLumber, Smithfield, N.C.

MOVERS & Shakers Erin Canosa has been promoted tomarketing mgr. for Arch WoodProtection, Atlanta, Ga.

Ari Levitt, ex-Capital Lumber, is newto the Northeast regional sales teamfor wood pellets and building mate-rials with International ForestProducts, Foxworth, Ma.

Melissa Gaubatz, ex-FoxworthGalbraith, is the new controller atAmerican Lumber, Uvalde, Tx.

Bob Higgins has been appointednational director of sales-buildingproducts at Parksite Inc., Batavia,Il. Steve Wyatt succeeds him asdirector of national accounts. TonyMillhouse is now national directorof sales-surfaces.

John Johnson has been namedCorvallis, Or.-based director ofsales-panels & hardwood plywoodfor all U.S. and Canadian branchesof McKillican. Chris McKillicanis the new director of marketing.

Joe Heltsley , ex-Stock BuildingSupply, has been named nationalsales mgr. for National ShelterProducts, Issaquah, Wa., agent forcustom-printed Dryline buildingwraps.

Dave Ondrasek, v.p. and generalmgr., BMC Select, Houston, Tx.,

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has been appointed chair of thecompany’s Millwork Best PracticesCouncil.

Ken Barnum was promoted to direc-tor-major home center sales/NorthAmerica at Laticrete, Bethany, Ct.

Chris Osserman, general mgr., J.P.Hart Lumber, Irving, Tx., competedin two rounds of the FoodNetwork’s "Ultimate RecipeShowdown" for the chance to win agrand prize of $25,000.

Morris Code is the new messenger atMungus-Fungus Forest Products,Climax, Nv., according to co-own-ers Hugh Mungus and FreddyFungus.

Beacon Buys Baton RougeRoofing DistributorBeacon Roofing Supply, Peabody,

Ma., has acquired Louisiana RoofingSupply, Baton Rouge, La.,LRS will operate as West End

Roofing, Siding & Windows, underwhich Beacon operates its three exist-ing Louisiana branches.“I am pleased to pass the torch to

Beacon, which will allow LRS to bet-ter serve its customers and expand itsproduct offering,” said founder FredGarcia.

and CCA), and Iowa Wood Pre-servers Inc., Oskaloosa, Ia. (ACQ andCCA), were inadvertently omitted from thelist of Midwest pressure treaters (April, p.21).

Sustainable Forestry Initiativeis no longer a program of the AF&PA(April, p. 36).

— Corrections —Cop-Guard preservative is supplied to

Anthony Forest Products byHoover Treated Wood Products,Pine Bluff, Ar., not Brewer Interna-tional (April, p. 12).Central Nebraska Wood

Preservers, Sutton, Ne. (CA-C, EL2,


ONE OF THE MOST COMMON requestswe receive from business-owning

families is for help in buildingaccountability. Often, the questionfocuses on the behavior of a specificfamily member who is employed bythe business, but sometimes there is afeeling that accountability is lackingcompany-wide. Either way, the solu-tion almost always requires both orga-nizational and individual adjustments.The solution starts with clarifying

what is meant by “accountability.”Accountability is present when indi-viduals are diligent and serious aboutfulfilling their commitments, andwhen a system is thorough and unwa-vering in requiring its members tomeet their commitments. Accounta-bility is absent when individuals areflippant, casual or downright uncom-mitted to delivering on their promises,and when an organization turns a blindeye to continued failure in this regard.We believe that accountability is

always influenced by both individualand organizational aspects. Companiescreate a culture of accountability byinsisting that all employees are crystalclear regarding their job responsibili-ties and goals, and that they under-stand what is required to achieve theirgoals (e.g., hitting a sales target, time-ly reporting, lowering overhead).Clarity is ensured through job descrip-tions, an organizational chart withclear lines of responsibility andauthority, and an annual performancereview process.Beyond clarity, goals and roles

must be realistic and achievable, andindividuals must be held responsiblefor meeting their goals. This does notimply that individuals will be fired formissing goals, but that performanceexpectations are taken seriously andfailure to achieve results will eventual-ly affect compensation, promotionalopportunities, and even employment.A big mistake that many family

businesses make is to focus exclusive-ly on individuals as the problem,rather than seeing lack of accountabili-ty as a symptom of a weak manage-ment system. For example, let’s con-sider the situation in which Ken—a

son of the founder—appears adrift inhis role as sales manager. He focuseson sales and customer relations. Hesees (perhaps correctly) that he canconsistently achieve his sales goals bydoing the work himself, and he does-n’t want to be distracted by unendingcorporate meetings. After all, thisapproach has made him the top salesrep for many years in a row.However, Ken’s brother—the chief

financial officer—and his c.e.o. fatherare increasingly frustrated by Ken’sfailure to perform the full scope of hisresponsibilities. They see his lack ofattention to his sales team and staffmeetings as a lack of accountabilitywithin the full scope of his responsi-bilities. Behind closed doors, theyoften lament Ken’s stubbornness.When other employees come to Ken’sfather or brother to complain about hisbehavior, they are forced to agree thatKen just isn’t showing the commit-ment they’d like to see.We would argue that the problem

in this case is more about managementsystems and organizational account-ability than individual intransigence.For Ken to be truly accountable, hemust first understand what he is beingasked to do. Clearly, Ken’s view of hisrole is different from his brother’s orfather’s view. This conflict will not beresolved until each of them agrees onKen’s specific roles, as well as thegoals within those roles. The roles andgoals should then be documented inKen’s job description and used toevaluate his performance.But how do we establish Ken’s

roles and responsibilities? This will bedifficult to do unless all three individ-uals share a common understanding ofthe strategies being pursued by thecompany. Are they trying to own oneparticular niche? Are they trying towean off a major customer and diver-sify their customer base? Are they try-ing to position the business for expan-sion by strengthening the sales force?Unless all three of them have agreedon the strategies of the firm, clarifyingexpectations for Ken will be difficult.How do we determine the optimal

FAMILY BusinessBy Christopher Eckrich and Amy Schuman

Increasing accountabilityin the family business

(Please turn to page 46)


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NEW Products

Sound Control MatQuiet Curl random-filament

mat from Keene Building Pro-ducts limits noise impact in agypsum concrete pour. Made with a coated fiberglass

scrim and fabric combination foradded strength, its recycled con-tent qualifies for LEED points.� KEENEBUILDING.COM (877) 514-5336

Bamboo LumberCali Bamboo has introduced

engineered lumber made frombamboo. Lumboo reportedly is heavier

and stronger than traditional lum-ber. Pre-drilling for screws, notnails, is required. Because it con-tains a large amount of silica, itcan’t digested by termites.Available sizes include 1x4,

2x4, 2x6 and 4x4. � CALIBAMBOO.COM

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Railing, Made BetterRailing Dynamics has intro-

duced a vinyl-clad handrail thatis ADA-compliant at 6’ spans. The Endurance vinyl-clad alu-

minum handrail was designed tobe stronger and easier to grasp. Itcomes in white or black, in 80”,104”, and 120” lengths to accom-modate every angle scenario.� RDRAIL.COM(877) 420-7245


Solar Post CapNantucket Post Cap’s Bar

Harbor post cap is the company’sfirst all-wood, solar LED postcap light. The underside of the cap con-

ceals four small LED bulbs thatpoint downward to create fourspotlights that can burn as longas eight hours. The cap is made of 100% KD

redwood or clear western redcedar in a classic Craftsman stylethat can be painted or stained. � NANTUCKETPOSTCAP.COM(888) 758-7678

Outdoor Strip LightsThe Odyssey LED lighting kit

from Aurora Deck Lightingincludes four strips of lights with48” wires that can be connectedin series along deck rails or any-where extra light is needed. The kit includes a remote con-

trol and an LED driver box witha timer that can be connected to a110-v standard, grounded outlet. � AURORADECK-

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Out-of-Sight DeckingFastenersThe InvisaGrip deck fastening

system allows decking withoutvisible screws or nails.Constructed of stainless steel,

the double-angle connectors areset between boards using a spe-cial installation tool. Pre-drilling and countersink-

ing are not required. Amplespace between boards is created,eliminating the need for spacers. � SOUTHLANDDECK.COM(281) 355-0707


Wider Glulam Means Wider UsesRosboro has introduced reportedly the industry’s

first architectural appearance glulam in full framingwidths, allowing it to fill in for traditional EWP fram-ing applications without shimming to compensate forthe width difference.X-Beam allows dealers and distributors to stock

one set of SKUs for exposed and concealed uses. Italso has FSC chain-of-custody certification and is pro-duced with EcoBind low-formaldehyde resin. � ROSBORO.COM(541) 736-2158

Railing UpgradesTAMKO Building Products has upgraded its

TAM-RAIL line for versatility and ease of installa-tion.The whole line is now available in 6-, 8-, and 10-ft.

sections, in gray, taupe and white. Other improve-ments include bracket covers that hide installationscrews, a more durable post mount system, fixed-angle brackets that eliminate hand cutting to fit, andstair kits in a wider variety of angles. � TAMKO.COM(800) 641-4691


Wood-Look DeckingDuraLife Natural Grain col-

lection from GAF DeckingSystems is made from a propri-etary high-density polyethe-lene/rice hull formulation. The decking looks and installs

like real wood, but reportedlywill not splinter, crack or rot.Boards are reversible, with awoodgrain emboss on one sideand a contemporary combedemboss on the other. Colors include burnt walnut,

western redwood, golden oak,and driftwood.� GAF.COM(973) 628-3000

Hardwood Decking FinishIpe Clip Fastener Co.’s Ipe Oil hardwood deck finish is for-

mulated to dry properly on exotic hardwoods and last for years.The clear, low-VOC finish provides grain enhancement,

U.V. protection, and resistance to humidity, mold and mildew. � IPECLIP.COM, (866) 427-2547


Engineered Slate RoofingVision Moderne Slate, manufactured from engi-

neered polymers, reportedly is much lighter in weightand easier to install than slate shingles.It is guaranteed to not crack or fade or 50 years.

�MODERNESLATE.COM(877) 550-9971

Woodgrain Vinyl FencingCertainTeed’s Bufftech Imperial and Baron vinyl

fencing is now available with the look of naturalwoodgrain. Imperial with Select Cedar texture is a semi-priva-

cy design in 4, 5, and 6-ft. heights and colors almond,clay and white, as well as Sierra Blend. Baron with Select Cedar texture has a picket-style

design in almond and white, in 4, 5, and 6-ft. lengths. Both products have a steel-reinforced bottom rail

for a stronger, more rigid fence that resists sagging orbowing.� CERTAINTEED.COM(800) 233-8990

Tightly ScreenedScreen Tight has expanded its line of extruded-alu-

minum porch screening to include an ultra-low pro-file. MINItrack’s hidden fasteners allow a seamless

look and completely unobstructed views. The powder-coated aluminum channels are available in 8-, 10-, or12-ft. lengths, in either white or bronze. � SCREENTIGHT.COM(800) 768-7325


STRUCTURAL RECYCLED PLASTIC“ Not Composite” Decking – Lumber – Timber – PilingIPE’ & GREENHEART & TROPICALS

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IN MemoriamRichard Ervin “Dick” Slaughter,

co-founder of Slaughter Brothers Inc.,Dallas, Tx., died March 24 in Yelm,Wa.In 1946, he went to work as a lum-

ber wholesaler for Anderson-Hanson

Lumber in California. Three yearslater, he moved back to Dallas andjoined his brother in starting SlaughterLumber Sales. They built the companyto eight distribution yards before sell-ing to Furman Lumber in 1985.

Charles Edwin Parks, 79, formerowner of Parks Lumber, Murrrayville,Ga., died April 3 in Murrayville.He began working part-time for his

father’s Parks Lumber, Gainesville,Ga., as a youth and joined the businessfull-time in the early 1950s, after serv-ing in the Navy during the KoreanWar. He became owner when hisfather died in 1964.He sold the company in the mid-

1970s to Builder Marts of America,but stayed on for several years as man-ager. In 1980, he and his son, Steve,formed a new company, Parks PlaningMill, Murrayville, and he moved tosemi-retirement by the time they soldthe yard to Lummus Supply in 1998.

Walter Bjornson, 86, co-owner ofSpring Valley Lumber, Spring Valley,Wi., died of cancer March 23 inMenomonie, Wi.He served with the 40th Engineers

Battalion during World War II.Afterwards, he returned to the familybusiness and trained at the NationalHardwood Lumber Association grad-ing school in Memphis, Tn. After the business was sold, he

retired to Menomonie.

Wayne Hoyle, 92, retired officemanager for Cleveland Lumber,Shelby, N.C., died April 11 in Shelby.He started working at Cleveland

Lumber at age 21 in 1939, when thecompany was just five years old.During the labor shortages of WorldWar II, he kept the business goingwith just a handful of workers. After working part-time since

1999, he fully retired last June after afall at home.

Zeeland Lumber Holdings,Zeeland, Mi., earned FSC certification.

Armstrong World Industries,Lancaster, Pa., will build a 30,000-sq.ft. mineral wool plant in Millwood, W.V.,for acoustical ceiling tiles.

HIDfast Deck hidden fasteningsystem is now distributing exclusivelythrough the AZEK sales channel.

Osmose’s MicroPro technologyreceived Greenguard Children &Schools certification from GreenguardEnvironmental Institute.

Inteplast Group’s TUF BoardDeck synthetic wood boards receivedCode Compliance Research ReportCertification.

Masonite International wasnamed Supplier of the Year by DWDistribution, DeSoto, Tx.

Anniversaries: Huttig BuildingProducts, St. Louis, Mo., 125th …Amerhart Ltd., Green Bay, Wi.,70th … Spruce ComputerSystems, Latham, N.Y., 25th …

SUPPLIER Briefs


Photos by BPD

LAT EXPO

Steven Rogers, Heidi Lutz. [3] Bob & Claire Ashley, Grady Ashley.[4] Mike Aaron, Keith Haines, Corby Biddle. [5] Marshall Knight, TimLynch, Mark Donaldson. [6] B.L. Johnson, Ray Miller. [7] BrianRelph, Deborah & James Drennan. [8] Joanne Gillebaard, MelvinAllen, Kay White. [9] Mike Mikesh, Bill Parker. [10] Richard & RuthieLedermann. [11] Eddie Stafford, Steve Herren. [12] Matt Freeman,Matt Mullin, Dave Ridley. [13] Bill Gardner, Trevor Patrick. [14]Bobby Byrd, Wayne Miller, Marty Neiswender, Joel Howard. [15]Johnny Coker, Scot Chapman, Richard Billton, Mia Montgomery,Julia Armstrong, Jim Wilkinson. [16] Chris Able, Robert Marsh, ToshShrader, Scott Gaskin. [17] Scott Walton, Richard O’Dell, Mark

Ridley, Hugh John MacDonald. [18] Melba & Dan Coleman. [19] Charlie& Al Cron. [20] Ed Kennedy, Denise Trahan. (More photos on next page)

AT LUMBERMEN’S Association of Texas & Louisiana’s recent conven-tion: [1] David Rodriguez, Barbara Douglas, Ray Sale. [2] Jamie Mursh,

SAN ANTONIO was home for LAT expo: [1] David Jackson, JamesBergman, Eric Martinez, Mike Pollok, John Forys, Brad Burkes. [2]Tom Hastings, Mitch Frieda, Rex Scott, Kurt Schiller. [3] KirbyKasten, Kyle Williams, Bill Byrd, Marshall Owens, Marty Hawkins. [4]Lou Peacock, Herb King. [5] Harry Armenia, Donald Blevins, BrookMonica. [6] Aaron Elliott, Cameron McCuller, Pat Wolever. [7] PaulHockenberry, Jon Nesbit. [8] Ken Bullock, Judy Powers, GarnettDouglas, Amber Chojnacki, John Poe, Lloyd Cobb, Tom Wester-brook. [9] Cassity & Claudette Jones. [10] Lane Taylor. [11] JessicaPerera, Jason Mann, Jane Smith. [12] Walter Foxworth, KevinO’Conner. [13] Savanna York, Robin Gardner. [14] Meagan McCoyJones, Brian McCoy. [15] Marilyn & Robert Archer. [16] Ginger Faircloth,Vivian Audridge, Barbs Meador. [17] Steve Harris, Myron Boswell. [18]


LAT EX

PO

Photos by BPD

Jon Hanson, Britt Inman. [19] Tricia Kilrain. [20] Tanner Timmons, ClintCowan, Carter Smith, Carolyn Breeden, Chris Robertson, Chris McCollum.


Photos by BPD

NAWLA ANNUAL

NORTH AMERICAN Wholesale Lumber Association combined its annu-al conference with its Southeast regional meeting March 24-26 at HotelMonteleone, New Orleans, La. [1] Jack Chase, Buck Hutchison. [2] ClintDarnell, Lawrence Newton, Tapani Pekkala. [3] Hunter & Gina McShan,Jim Carr. [4] Jeannie Eddins, Walter Russell. [5] Tom & ShelleyKohlmeier, Bill Anderson. [6] Chris & Beth Mergel. [7] David Jeffers,Tom Diem. [8] Jim Livermore, Chris Beveridge. [9] Bryan Lovingood,Calvin Biddix, Ashley Kay. [10] Mark & Mary Donovan, Ian & Julie

McLean. [11] Graham & Carrie Bishop. [12] Dan & Margie Semsak. [13]Bruce Kulzer, Ken Schultz. [14] Michelle Kay, Pat Biddix. [15] SusanFitzsimmons, Bruce Johnson, John & Mary Ann Stockhausen. [16] Gary& Karen Vitale. [17] Jim & Cindy McGinnis, Vicki O’Neill. [18] MarkJunkins, Kerlin Drake. [19] Mel Lundberg, Wayne Lancaster. [20] VinceParry, Courtney Robinson. [21] Dusty & Penny Hammack. [22] BillBarnett, Barry Schneider. [23] Ethel & Tom Rice. [24] Barbara & SteveBoyd. [25] Jim Hassenstab, Russ Hobbs.


Lumber Association of Texas &Louisiana’s outgoing president BobAshley, West End Lumber, Houston,Tx., passed the gavel to his successor,Robert Archer, Morton Lumber,Borger, Tx., during the group’s recentconvention in San Antonio, Tx. (seeevent photos, p. 40-41).Other new officers include 1st v.p.

Rufus Duncan, Higginbotham, Com-anche, Tx.; 2nd v.p. Matt Mullin,Alamo Lumber, San Antonio; associ-ate v.p. K.C. Cox, Weyerhaeuser,Houston; Louisiana v.p. Jon Crom-well, Riverside Lumber, New Orleans,La.; secretary John Jones, CassityJones Lumber, Longview, Tx., andsgt.-at-arms Frank Fazzio, LumberProducts, Metairie, La.John Jones was also named Lumber

Dealer of the Year, and Bob Crowley,Richardson Timbers, Dallas, Tx., wasnamed associate member of the year.

Southern Building MaterialAssociation will gather July 29-Aug.1 at the Wyndham Resort, VirginiaBeach, Va., for its annual summerconference.

Northeastern Retail LumberAssociation affiliates have added sev-eral events to their summer schedules. Massachusetts Retail Lumber

Dealers Association’s annual summerouting is May 21-23 at the WequassettInn Resort & Golf Club, Chatham.Western New York Lumber Deal-

ers Association will hold its 1st annual

ASSOCIATION Update

fishing trip June 4 at Buffalo Harbor,followed by golf June 29 at BristolHarbor, Canandaigua. Northeastern Young Lumber Execs

will meet Aug. 19 at Fenway Park,Boston, Ma., to watch the Red Sox vs.the Angels.

Illinois Lumber & Material Deal-ers Association set its annual North-ern Illinois Whing Ding for July 14 atTamarack Golf Course, Naperville.

Florida Building Material Associ-ation hosts an Aug. 5 regional meet-ing and lunch at Jeld-Wen MillworkDistribution, Coral Springs, Fl.A range of webinars will be offered

during the summer, including “Tools& Machine Safety” June 8, “Blood-borne Pathogens” July 6, and “Per-sonal Protection Equipment” Aug. 10.

Southern Forest Products Associ-ation will host a midyear meetingMay 26-27 at Hotel Monteleone, NewOrleans, La.

Southeastern Lumber Manufac-turers Association has ended its sup-port of SFPA’s Southern Pine Council.

Hardwood Manufacturers Asso-ciation elected new presidentPembroke Jenkins, Turn Bull Lumber,Elizabethtown, N.C., at its recent con-ference in Tampa, Fl. New 1st v.p. is Jack Shannon, J.T.

Shannon Lumber, Memphis, Tn.; 2ndv.p. Skipper Beal, Beal Lumber, Little

Mountain, S.C.; executive v.p. LindaJovanovich, and directors Eric Porter,Abenaki Timber, Kingston, N.H.;Harry Rogers, Big River Cypress &Hardwoods, Blountstown, Fl.; OwenStrickler, Virginia-Carolina ForestProducts, Lawrenceville, Va.; RhondaKendrick, Kendrick Forest Products,Edgewood, Ia., and Jack Little,Keiver-Willard Lumber, Newbury-port, Ma.

Mississippi Lumber Manufac-turers Association set July 8-9 for itsmidyear convention and show at BeauRivage Hotel & Casino, Biloxi, Ms.

American Institute of TimberConstruction elected Mike Lane, QBCorp., Salmon, Id., as president duringits recent annual meeting in FortLauderdale, Fl.Other new officers are v.p. John

Forman, Alamco Wood Products,Albert Lea, Mn.; treasurer GaryBurley, Unit Structures, Magnolia,Ar., and past president Ed Jones,Laminated Timbers, London, Ky.New directors are Jim Griswold,

Filler King, Homedale, Id., and TomShew, Boise Cascade, Emmett, Id.

Yard Arsonist ArrestedAuthorities have arrested an

18-year-old man accused of set-ting afire a woodpile at DonoraLumber, Donora, Pa.Cody Lee Rock was charged

with arson and other offenses. Heconfessed to police that he set theApril 7 blaze out of boredom.


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

WANTED TO BUY

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Makechecks payable to Cutler Publishing. Deadline: 18th of previous month.

CLASSIFIED Marketplace

HELP WANTEDEMPLOYMENT OPPORTUNITIES INTHE U.S. AND CANADA: Our client is seek-ing to hire Senior Commodity and SpecialtyForest Products Traders NOW. Selected candi-dates must have a track record in generating inexcess of $200,000 in annual gross margins.Commissions range to 45% of the gross.Client’s working capital line exceeds $200M.Excellent benefit and retirement package. For aconfidential discussion, contact Carl Jansen atSearch North America, (541) 593-2777, [email protected], www.searchna.com.

WE ARE LOOKING for aggressive sales rep-resentatives to grow with our company. We area well-established (since 1922) and reputablefamily-owned wholesaler looking to expandinto new markets. Work from your hometownand earn the best commissions in the business.Call Jim at (800) 647 6242 for more informa-tion. The McGinnis Lumber Company, Inc.,Meridian, Ms.

WHOLESALE HARDWOODS, outsidesales. Work from your region or relocate.Flooring, stair parts, specialties. Mail resume toP.O. Box 11171, Knoxville, Tn. 37939. Topcommissions. Employee ownership.

LUMBER TRADERWe are a wholesale lumber company lookingfor an experienced trader. Any species. Norestrictions on mills or customers. No reloca-tion. 60% split for trader. Call John at LakesideLumber at (623) 566-7100 or [email protected].

CUSTOMLUMBER COVERSROLLS • SEALED BAGSAvailable for Delivery

Rolls 10 x 300ʼPlywood Bags 4 x 4 x 8ʼ

L. I. INDUSTRIES800-526-6465FAX [email protected]

www.lumbercoversprotect.com

Letusquote

FOR SALE

Venerable Minnesota ChainLooking for New OwnerAfter more than 120 years in busi-

ness, H.E. Westerman Lumber, Mont-gomery, Mn., is seeking a buyer for itslast three locations.The company got its start in 1889

and quickly grew to 12 locations. By1972, however, that number was downto six yards. Just three—Montgomery,Lonsdale, and Belle Plaine—remainopen today.“There just isn’t the traffic in these

small towns that there used to be,”said Don Westerman, 64, who runs thecompany with his son, Greg. “Peopleshop online and go to bigger commu-nities.” It’s no surprise that the downturn in

housing has hurt the company.

“Vendors are not getting paid on time,and the builders are not able to payus,” he said. Yet Westerman still hopes that a

buyer will save the company. “It does-n’t matter what the name is outfront—our true asset is our staff.”

Westlake Plants Garden AreasWestlake Ace Hardware, Lenexa,

Ks., which runs 88 stores in sevenstates, is hoping that new garden cen-ters will bring in new customers. “The decision to offer a profession-

al garden center at certain locationswas part of Westlake’s strategy tooffer more options to consumers in thecategories they want most and that fitour business,” said c.o.o. Rob Easley. The full-service garden centers are

built onto existing stores, with sepa-rate entrances and checkout areas.Inventory includes plants and gardensupplies, as well as accessories, andemployees are trained to answer lawnand garden questions. The first eight garden centers

opened last month in Overland Park,Lenexa, Prairie Village, Lawrence andTopeka, Ks.; Broken Arrow andOklahoma City, Ok., and Omaha, Ne. “The concept behind our garden

centers is to provide a wide selectionof superior-quality plants and gardensupplies, along with the expert adviceany gardener would need to completea project,” said Scott Drawbaugh,director of merchandising.

G-P Clears Hurdle to Buy MillsGeorgia-Pacific, Atlanta, Ga., has

received Canadian approval to acquireGrant Forest Products’ OSB mills inEnglehart and Earlton, Ont. Furtherapproval is pending in U.S. bankrupt-cy court.G-P is also waiting for approval to

buy Grants’ U.S. mills, in Allendaleand Clarendon, S.C. “These are world-class facilities

that fit strategically with our currentwood products operations,” said G-Ppresident Mark Luetters.

Police Nab Burglary Suspect One suspect has been arrested in

connection with several robberies ofindustrial wiring from Cardin Lumber,Stevenson, Al., that caused $144,000in damages and theft.Jack Edward Thompson, 43, was

charged with three burglary-relatedcharges. Police expect to make addi-tional arrests in the case.


www.suredrive.com • www.bestdeckfasteners.com

Sure Drive U.S.A.Conover, North Carolina1-866-767-18501-828-468-1088

Ty-Lan EnterprisesLondon, Ont., Canada1-800-742-3632

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

Wallace Hardware – May 11-13, spring market, Convention Center,Gatlinburg, Tn.; (423) 586-5650; www.wallace-hardware.com.

Construction Specifications Institute – May 11-14, annual con-vention, Philadelphia, Pa.; (301) 670-0604; www.csinet.org.

North American Wholesale Lumber Association – May 13,regional meeting, Boston, Ma.; (800) 527-8258; www.nawla.org.

Northeastern Lumber Manufacturers Association – May 13-14,annual convention, Hyatt Regency, Boston, Ma.; (207) 829-6901;www.nelma.org.

Do It Best Corp. – May 15-17, spring market, Indiana ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbest.com.

National Association of Home Builders – May 16-18, green build-ing conference, Raleigh, N.C.; (800) 368-5242; www.nahb.com.

Kitchen Cabinet Manufacturers Association – May 16-19, annualconvention, Wild Dunes Resort, Isle of Palms, S.C.; (703) 264-1690; www.kcma.org.

Florida Building Material Association – May 20-21, poker & golftournaments, Arlington Ridge Golf Club, Leesburg, Fl.; (352) 383-0366; www.fbma.org.

Massachusetts Retail Lumber Dealers Association – May 21,summer outing, Chatham, Ma.; (518) 286-1010; www.nrla.org.

Minneapolis Home Building & Remodeling Expo – May 21-23,Minneapolis Convention Center, Minneapolis, Mn.; (800) 374-6463.

American Wood Protection Association – May 23-25, annualmeeting, Hyatt Regency, Savannah, Ga.; (800) 356-1974;www.awpa.com.

Hardwood Plywood & Veneer Association – May 23-25, confer-ence, Scottsdale, Az.; (703) 435-2900; www.hpva.org.

Southern Forest Products Association – May 26-27, midyearmeeting, Hotel Monteleone, New Orleans, La.; (504) 443-4464;www.sfpa.org.

Lumber Dealers Assn. of Connecticut – June 2, golf, TunxisPlantation, Farmington, Ct.; (518) 286-1010; www.nrla.org.

Western New York Lumber Dealers Association – June 4, fishing,Buffalo Harbor, N.Y.; (518) 286-1010; www.nrla.org.

Twin Cities Hoo-Hoo Club – June 7, golf tournament & picnic,Highland National Golf Course, St. Paul, Mn.; (612) 490-8583.

National Hardwood Lumber Association – June 7-10, gradingcourse, Yoder Lumber, Millersburg, Oh.; Hardwoods 101 course,Pickwick, Tn.; (901) 377-1818; www.nhla.com.

New Hampshire Retail Lumber Association – June 10, golf, NewLondon, N.H.; (518) 286-1010; www.nrla.org.

Central New York Lumber Dealers Association – June 14, golf,Pompey Golf Club, Pompey, N.Y.; (518) 286-1010; www.nrla.org.

National Lawn & Garden Show – June 15-17, Colorado Springs,Co.; (888) 316-0226; www.nlgshow.com.

Eastern New York Lumber Dealers Assn. – June 17, golf, OrchardCreek Golf Club, Altamont, N.Y.; (518) 286-1010; www.nrla.org.

Forest Products Society –June 20-22, convention, MononaMadison, Wi.; (608) 231-1361; www.forestprod.org.

Builders Hardware Manufacturers Assn. – June 21-23, meeting,Chicago, Il.; (212) 297-2109; www.buildershardware.com.

Long Island Lumber Association – June 22, golf, Rock HillCountry Club, Manorville, N.Y.; (518) 286-1010; www.nrla.org.

Northern New York Lumber Dealers Association – June 23, golf,Potsdam Golf & Country Club, Potsdam, N.Y.; (518) 286-1010;www.nrla.org.

DATE Book


AERT [www.aertinc.com].................................................................5

Advantage Trim & Lumber [www.advantagelumber.com]..........37

Anthony Forest Products [www.anthonyforest.com] .................25

Biewer Lumber [www.biewerselect.com].......................................3

Boise [www.bc.com] .......................................................................4

Cabot [www.cabotfactoryfinish.com]..................................Cover II

Capital [www.capital-lumber.com]................................................34

Cedar Creek Wholesale Inc. [www.cedarcreek.com] .................43

Chicago Suburban Lumber Sales .................................................31

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

Deckorators [www.deckorators.com/bpd] ....................................7

Distribution Management Systems Inc. [www.dmsi.com]..........33

Elder Wood Preserving [www.elderwoodpreserving.com] ........28

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

Fasco America [www.fascoamerica.com]....................................34

Fiberon LLC [www.fiberondecking.com] ....................................19

Fletcher Wood Solutions [www.tenonusa.com] ..........................13

Great Southern Wood Preserving [www.yellawood.com] ............8

GRK Fasteners [www.grkfasteners.com].....................................36

Hoover Treated Wood Products [www.frtw.com]........................33

Latitudes Deck [www.latitudesdeck.com/bpd] ......................21, 23

LTG Inc. [www.lbrtimber.com] ......................................................39

Mary’s River Lumber [www.marysriverlumber.com] ..................35

Master Mark Plastics [www.rhinodeck.com]................................39

New South [www.gator-guard.com]..............................................27

NewTechWood [www.newtechwood.com]...................................30

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

RISI [www.risiinfo.com/crows] ......................................................37

Rosboro [www.rosboro.com] .............................................Cover IV

Selkirk [www.selkirkcedar.com]....................................................38

Simpson Strong-Tie [www.strongtie.com].............................29, 31

Sure Drive USA [www.suredrive.com]..........................................45

Viance [www.treatedwood.com] ...................................................17

Wahoo Decks [www.wahoodecks.com] .......................................26

Western Red Cedar Lumber Association [www.wrcla.org] ........38

ADVERTISERS IndexFor more information on advertisers, call themdirectly or visit their websites [in brackets].

IDEA FileMaking Its Mark in Ink

A Chicagoland hardware retailer isstamping a new green image for itself, while ensuringcustomers will flow into its store.Weiss Ace Hardware, Glenview, Il., installed an

inkjet cartridge refilling station for computer printersand kicked off the new service by staging a “Free InkWeek.”From April 8 to 14, the store invited customers to

bring in their empty inkjet cartridges for a free refill.“After we installed Ink-O-Dem’s Cartridge RefillingSystem, we wanted to give our customers an incentiveto get started. Thus, Free Ink Week was born,” saidstore manager Karen Kolod. “We are looking forwardto serving our customers in yet another way that savesthem money and is good for the environment.”The promotion allows consumers undecided about

cartridge refilling to see for themselves what the processis like and how it affects their respective printers’ per-formance.A subsidiary of 20-year-old TonerHead Inc., Ink-O-

Dem refills over 5 million cartridges annu-ally and is specifically targeting AceHardware stores, among others. Itstechnology is reportedly compati-ble with 95% of the integratedinkjet cartridges on the market.Weiss’s decision to install the

machinery was prompted by a con-sumer shift to greener productchoices, such as discovering ways to

keep discarded products out of landfills.It doesn’t hurt that customers will end up paying

about half as much for their inkjet cartridges.

Increasing Accountability(Continued from page 32)

strategy to pursue? Management will only be able to com-mit to strategies after ownership has clearly articulated itsvision and objectives for the business. Do the owners wantfast growth? Slow growth and debt reduction? Diversifi-cation through acquisition? The strategies that managementpursue should be driven by ownership’s hopes and expecta-tions for the business. In Ken’s case, this would drive theroles he should be undertaking as sales manager, as well ashis goals and, ultimately, his day-to-day behavior.It’s easy to blame individuals for lacking accountability

and commitment to their jobs. A closer examination, how-ever, often shows that management systems are not opti-mized. Accountability is not merely getting employees todo what you want them to do. It is a process of aligningeach employee’s daily behavior with the agreed-upondirection of the firm.– Christopher Eckrich and Amy Schuman are principals of the

Family Business Consulting Group, Marietta, Ga.; (800) 551-0633. They can be reached at [email protected] [email protected].

Reprinted with permission from The Family Business Advisor, a copyrightedpublication of Family Enterprise Publishers. No portion of this article may be repro-duced without permission of Family Enterprise Publishers.

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