bpd march 2015

EASTERN SOFTWOODS NEW WAVE OF FASTENERS CEDAR & REDWOOD

MARCH 2015

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

BPD BuildingProducts Digest

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4 Building Products Digest March 2015 Building-Products.com

March 2015 Volume 34 Number 1

BPD DIGITAL VERSION, BREAKINGINDUSTRY NEWS & PHOTOS

BUILDING-PRODUCTS.COM

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BPD BuildingProducts Digest

Special Features9 MARGIN BUILDERS

TARGET CEDAR TO NEXTGEN BUYERS

10 FEATURE STORYFRATERNITY MAKES A COMEBACK

12 NELMA CLOSE-UPSPF: THE OTHER HALF OF NELMA

14 NELMA CLOSE-UPONLINE GRADER ACADEMY GROWS

16 INDUSTRY TRENDSNEW WAVE OF FASTENERS

44 PRODUCT SPOTLIGHTREDWOOD TIMBERS STAND TEST OF TIME

30 MANAGEMENT TIPSSORTING OUT SUSTAINABLE PRODUCTS

32 NAWLA: THINKING AHEADEVALUATING PURCHASING SUCCESS

47 PHOTO RECAP: NRLA EXPO

In Every Issue6 ACROSS THE BOARD

22 COMPETITIVE INTELLIGENCE

24 OLSEN ON SALES

36 FAMILY BUSINESS

40 TALK BACK

42 MOVERS & SHAKERS

44 NEW PRODUCTS

55 ASSOCIATION UPDATE

56 IN MEMORIAM

56 CLASSIFIED MARKETPLACE

57 DATE BOOK

58 IDEA FILE

58 ADVERTISERS INDEX

S U P P O R T I N G I N D E P E N D E N T M E M B E R - O W N E R S

BY THE NUMBERS–SUCCESS–

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At Do it Best Corp., we believe this number says it all about our #1 goal of helping our independent member-owners grow their businesses. Because they are the experts in their individual markets, they have the freedom to choose only the

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ACROSS the BoardBy Patrick Adams

It’s not business… it’s personalSOMETIMES THE BEST lessons in life are learned the hard way. We don’t know at the

time how these events will influence the path of our lives.It was two weeks before Christmas. I was EVP of a multi-billion dollar division of

a global publishing company, and we had just about wrapped up a pretty good year.As you would expect, things were winding down and I was sharing with my immedi-ate team how proud I was of their hard-fought year and great results.

The CEO and I had a meeting later that day. I walked in feeling confident andrelieved as we had met our goals and there was little left to be accomplished for theyear. He shared with me that he wanted to really give a gift to our shareholders and“wow the market” with Q4 results. He asked if there were any additional large salesopportunities remaining that could close, which of course there were none. He theninstructed me to fire 10% of the global sales team, effective immediately, and that thiswould make our balance sheet and future forecast look fantastic. He seemed quitepleased with himself for this grand idea.

A lot of things run through your mind in a situation like this. I was young and mak-ing good money. I had a new bride who I didn’t want to let down and, of course, wehad big plans in life. More than anything, I thought about my team and of telling someof them after a year of hard work, they would have to go home and tell their familiesthat they lost their jobs just two weeks before Christmas. After a lot of discussion,debate and a bit of yelling, he said, “Patrick, it’s not personal… it’s business.” In thatmoment, I learned a great lesson in life that shaped everything that has happenedsince.

Shouldn’t business be at least a bit personal? We spend more hours each week atwork than we do at home. We share more time with our team and customers than wedo with family and friends. It is these people in business, working together with usthrough good times and bad, that allow us to go home to our families having fulfilledour commitments to provide for them and keep them safe.

I already have learned this industry is made up of businesses that are “personal.”Sometimes it’s hard to make the “right” decision or to stand on the values of what youknow is right because all around us, we see and hear that “business” doesn’t followthe same rules that apply to family, friends and common decency. In my opinion, thatis the beginning of the end for a business. I can tell you that a spreadsheet or a pricelist does not always provide you with the “right” decision.

It’s true that we all just came through a very challenging economic time and, tosome degree, it changed us. What I try to remind myself is that we got through it! Wepulled together, we fought hard, we stuck to our values and came out the other side.When I begin getting anxious about this new chapter in my life, I remind myself thatthese publications have thrived for almost 100 years through the Great Depression andmore. I remind myself that I have a great team next to me, and we are here to serveour customers who have stuck with us through good times and bad.

This is because I learned a long time ago that it’s not business… it’s personal! It’strue that there will be more bumps in the road ahead and the economy will never feelcertain enough again. But, the one truth is that ifwe focus on the most important things in our busi-ness and personal lives and make those our prior-ity, everything else will fall into place.

Thank you all for your warm welcome to theindustry. I look forward to working with all ofyou for many years to come and sharing manyof our personal successes. May the “Luck ofthe Irish” be with you all this March andSt. Patrick’s Day! Don’t hesitate to dropme a note on how you make yourbusiness personal or how we may bet-ter serve you!

www.building-products.comA publication of 526 Media Group, Inc.

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BUILDING PRODUCTS DIGEST is published month-ly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA92626, (714) 486-2735, Fax 714-486-2745,www.building-products.com, by 526 Media Group,Inc. (a California Corporation). It is an indepen-dently owned publication for building productsretailers and wholesale distributors in 37 statesEast of the Rockies. Copyright®2015 by 526Media Group, Inc. Cover and entire contents arefully protected and must not be reproduced in anymanner without written permission. All RightsReserved. BPD reserves the right to accept orreject any editorial or advertising matter, andassumes no liability for materials furnished to it.

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Building-Products.com March 2015 Building Products Digest 9

Not business as usualTargeting western red cedar toa new generation of consumers

WRC decks, trellises and pergolaswere created and posted on the siteand the Real Cedar YouTube channel.Topical editorials, case studies andFAQ videos were also developed toincrease search engine optimizationand drive traffic to the site.

Without question, the biggest brandawareness building opportunity toemerge in recent years is the rise ofsocial media. Before television andnewspapers, the only form of advertis-ing and marketing that existed wasword-of-mouth. The advent of theinternet brought back this type ofpeer-to-peer customer review (thinkYelp, TripAdvisor, etc.) and the expo-nential growth of social media made itone of, if not the most important ele-ment in the sales deliberation process.In fact, a 2013 Dimensional Researchstudy indicates a full 90% of cus-tomers say their buying decision isinfluenced by online reviews (thisjumps to 94% for B2B customers).Researching products, services andgathering information on platformslike Facebook, Twitter, and Pinterestis now commonplace. In addition tobrands needing a presence here, thereare literally millions of consumersfrom whom to find recommendationsand reviews.

WRCLA uses social media plat-forms extensively to engage and con-nect with consumers, release blogs,product information, and leveragecontent and events. The compilationof this content has created a conve-nient place for consumers to informthemselves on WRC, engage with thebrand, and perhaps most importantly,drive targeted website traffic and build

AS BUILDING ACTIVITY continues toclimb out of its slump, a new

market paradigm is fast becoming thenorm: namely, a tech-savvy, new gen-eration of consumers and the explo-sive growth of social media are quick-ly changing the retail space. To sur-vive and thrive in this changing mar-ket means understanding just howthese changes affect our business andknowing exactly how to connect withkey decision makers.

With a mandate to enhance thedemand for western red cedar, theWestern Red Cedar Lumber Associ-ation is rapidly responding to thesechanges by leveraging technology andnew media to engage today’s con-sumer and grow WRC’s competitiveposition in the market.

By conducting consumer and mar-ket research, WRCLA has been gain-ing market intelligence on who theirkey consumers are, the factors drivingthe WRC purchase decision, theircompetitors’ strengths and weakness-es, and what’s needed at the retaillevel to facilitate sales.

The survey results were extensive,and indicated the first job was to buildawareness of WRC and its valueproposition (beauty, cost, durability,etc.). The importance of this is under-lined by the fact that more than 70%of consumers with an awareness ofWRC would recommend it.

WRCLA launched a new websitein 2013—realcedar.com—and part ofthe awareness building strategyincluded developing and aggregatingin-demand content on the site.Instructional “how-to” videos anddownloadable plans for projects like

MARGIN BuildersWestern Red Cedar

NEW CEDAR sales tools include (from top tobottom) how-to videos on YouTube, an activesocial media presence, and a redesigned web-site with features like a Project of the Week.

awareness.As awareness builds, so does the

need for resources to use and buyWRC. When a consumer asks abuilder or architect about the product,or starts researching, WRCLA wantedall information to aid sales in place,

(Please turn to page 43)


Hoo-Hoo makes charitable comeback

people of our industry. It’s brought together a communitybase that no other industry has,” said Southern CaliforniaHoo-Hoo Club 117 member David Tait, sales manager forNichols Lumber & Hardware Co., Baldwin Park, Ca.

Although this social concept has survived and flourishedfor more than 100 years, a desire to reach out and bring aidto their communities within these social settings hasbecome a top priority, as many Hoo-Hoo organizations arecontributing to charities, locally and across the country.The group seeks to instill a desire to make a sincere contri-bution to the industry and society through fraternal partici-pation in its business, social and community programs.

Each club chooses its own balance of activities such asindustry projects and seminars to train people in the indus-try or to inform people in the wider community. Clubs alsomake it a point to focus on community service. Membersare encouraged to give their time in educational or commu-nity projects, while others use club activities to raise fundsfor charitable organizations, often funding scholarships forforestry students and supporting programs for early forestryeducation for school aged children.

Harry L. Folsom Club 13, Boston, Ma., funds multiplescholarships and contributes to various military charities aswell as the NRLA Fund, which helps members of the lum-

What started a century ago as a raucous social clubwith a catchy name is enjoying a resurgence in popu-

larity thanks to a renewed focus on community and indus-try outreach.

The International Concatenated Order of Hoo-Hoo isone of the nations’s oldest service organizations, havingbeen organized in 1892. It has survived all these years pri-marily due to the fact that its members are immensely inter-ested in the welfare and promotion of the lumber industry.

In January 1892, six men returning from an industrymeeting were stranded in the small town of Gurdon, Ar.Brought together by chance and circumstance, the grouplistened to lumber trade journalist Bolling Arthur Johnsonexplain his idea for the first nationwide lumberman’s asso-ciation. With a desire to promote high ideals and a code ofethics nationwide, the group also felt that the enjoyment ofcomradeship would be one of the organization’s greatestbenefits. That evening, the enthusiastic group set about thetask of forming the organization that today is known asInternational Order of Hoo-Hoo.

The term “Hoo-Hoo” was expressed for the first time byJohnson, to describe an alarming tuft of hair that grew ontop of the otherwise bald head of lumberman and friend,Charles H. McCarer, who later became Hoo-Hoo member#1 and the group’s first international leader, or “Snark.”The Egyptian black cat was the chosen emblem for theOrder and remains the symbol today. Though the black catsymbol appears to be unlucky by many, that is the precisereason why it was chosen—the order, among other things,set out to fight superstition and conventionalism. Thetheme of nine, from the mythical lives of a cat, is also car-ried through the organization in a variety of ways.

Many of the other titles, names and symbols were select-ed to demonstrate that the order is set apart from all others.Hoo-Hoo was originally formed to bring people of the lum-ber industry together in an informal, communal way for themutual benefit of the industry, through many social gather-ings and entertainment events. It was founded on the beliefthat personal contact is extremely important in the industry,as well as social relationships to communicate better and tobuild trust between people in all parts of the industry.

“The social aspect of Hoo-Hoo has always been impor-tant to the organization because it allows fellowship thatcomes from a common interest and desire to socialize with

FEATURE StoryHoo-Hoo International

OVER 100 YEARS AGO: The founders of Hoo-Hoo were stranded at atrain station in Arkansas.Led by lumber trade journalist Bolling ArthurJohnson, they were six men with one great idea.


ber industry that suffer from hardships. Meanwhile, DetroitClub 118 works to revive the city by remodeling vacanthomes, removing drug houses and destroyed homes inaddition to assisting with citizens patrol. South Dakota-based Sioux Valley Club 118 participates in varioushalfway house programs to help troubled individuals getback on their feet.

With the importance of fellowship still in mind, clubsalso meet socially at events such as golf tournaments andfamily barbecues. Southern California Hoo-Hoo Club 117works diligently with City of Hope, and at its annual golftournament, honors combat-disabled veterans through theirWounded Warriors Project. “It gives us a chance to honorthem as our guests for their hard work. Our members enjoycontributing to the wounded warriors project and it’salways a touching moment to have them at the tourna-ment,” said club president Michael Nicholson, Jones’Wholesale Lumber, Lynwood, Ca.

The spirit of Hoo-Hoo has evolved, but ultimately thegoal stays the same, to strengthen the lumber industry withcamaraderie, friendship and community outreach. “Theassociation gives professionals a chance to come togetheras friends in the industry. It also allows for us to reach outand be a part of organizations and charities that bring aid tothose who need it most and that means a lot to each mem-ber,” said Nicholson.

Keeping the nine fundamental values in mind, to behelpful, grateful, friendly, tolerant, progressive, industrious,loyal, and ethical, Hoo-Hoo believes that communitystrength equals industry strength and Hoo-Hoo membersare expected to practice these principles in both their busi-ness and personal lives.

Hoo-Hoo Clubs in the East[and their charities]

Boston, Ma.Harry L. Folsom Club 13

[Ahearn Foundation, Jimmy Fund, NRLA Lift Fund, Strides for Survival]hoo-hoo13.org • (870) 353-4997

Detroit, Mi. Detroit Club 28

[Citizens Patrol, Michigan Forest Association Teachers Tour,Motor City Blight Busters]

[email protected] • (517) 338-3216

Mendota, Mn.Twin Cities Club 12

[Habitat for Humanity, Minneapolis & St. Paul Public Schools,Project Learning Tree, Temperate Forest Foundation,

University of Minnesota Forestry School][email protected] • (612) 490-8583

Volga, S.D.Sioux Valley Club 118

[Muscular Dystrophy Bike for Cure, River of Hope][email protected] • (605) 334-7705

Houston, Tx.Houston Club 23

[Boys and Girls Country, Dan Lederman Scholarship Foundation][email protected] • (713) 733-7421


The other half of NELMASpruce-Pine-Fir

process, NELMA publishes both base values and adjustedstrength values for SPFs by grade and lumber sizes, avail-able for viewing/printing online at www.nelma.org underthe Library tab. These strength values for SPFs wererecently confirmed following a joint lumber testing projectcompleted in 2013 by NELMA and western U.S. lumberagencies. This “monitoring” program is an industry-wide,North American program implemented to test lumber everythree to five years and compare to each species publishedstrength properties to either maintain the current values oradjust as necessary.

The Association also supports and promotes SPFs with-in its marketing program, headlined by its own website,www.sprucepinefir.com. With a tagline of “Reliable,Renewable, and Readily Available,” the advantage of buy-ing and using SPFs lumber produced by NELMA’s mem-bers is made clear. It’s the Northeast’s closest available andnatural source for construction lumber.

As an added incentive forspecification, all-importantLEED points come with its usein construction where obtainingthis highly-recognized buildingdesignation is important; a bonusfor architects, engineers, andbuilders with LEED projectsfrom Maine to Pennsylvania. Toadd further confidence in usingSPFs lumber, the sustainabilityaspect of this species grouping isaddressed within a separate tabon the website. And as a one-stop resource for buyers, fullinformation regarding eachmember manufacturer, includingfull contact information, isassessable under the website’sLocal Mills tab.

Manufacturers of SPFs-stamped lumber located in thenorthern regions of the U.S. andeastern Canada that utilizeNELMA’s grading inspectionservices shipped close to 1 bil-lion bd. ft. of wood products tocustomers in 2014.

WHILE THE Northeastern Lumber ManufacturersAssociation is well known as the grading rules-writ-

ing authority for eastern white pine lumber, NELMA alsoadministers the grading rule for lumber produced from theeastern spruces, balsam fir, red pine, and jack pine speciesgrown in the Northeast and Great Lakes regions of the U.S.

This rule is known as the National Grading Rule (NGR)and is applied equally to all species of wood in NorthAmerica, principally for construction grade lumber. Thisincludes the grades of Select Structural, No. 1, No. 2, andNo. 3 within the Structural Light Framing and StructuralJoists & Planks classifications, Stud grade, and the LightFraming grades of Construction, Standard and Utility.

Identified as the species grouping SPFs within the gradestamp, the small “s” signifies that the lumber was producedfrom logs harvested in the U.S. This differentiates the lum-ber that is produced from Canadian Spruce-Pine-Fir logsand marked as simply SPF. The published strength valuesfor SPF are slightly higher thanSPFs-stamped lumber, due toeach country performing sepa-rate lumber testing in 1991 whennew numbers were assigned toNorth American species andspecies groupings. However,these strength differences do nottypically impact SPFs lumberuse in building constructionapplications as studs, joists andrafters for normal spans andloading conditions.

“Even after 25 years in themarketplace, misinformationregarding the SPFs stamp andwhere the lumber may be used inconstruction still confuses end-use customers,” says NELMApresident Jeff Easterling. “Obvi-ously, architects, engineers, andbuilders should always matchthe required lumber strength val-ues necessary for their specificconstruction application toensure proper long-term perfor-mance of the building.”

To assist in the specification

SPECIAL FeatureNELMA Close-Up

NELMA grades SPF and other species, in addition to easternwhite pine.


Grader Academy growsSINCE ITS DEBUT last May, the online Grader Academy

developed by the Northeastern Lumber ManufacturersAssociation continues to add educational modules to itsonline course offerings.

For those not familiar with thisunique learning series, in 2013NELMA determined the need for aprogressive, supplemental educationtool that would take the complexnuances of lumber grading and offer itonline for availability 24/7/365 tograders-in-training. While the initialthoughts behind the Academy were forit to be used only internally within the association, the con-cept was expanded to offer the online grading courses to

SPECIAL FeatureNELMA Close-Up

anyone wanting or needing to learn more about lumbergrades, such as employees of lumber retailers and whole-salers/brokers.

This new approach takes away mostof the painstaking, arduous task ofmemorizing NELMA’s 200+ pageStandard Grading Rules for North-eastern Lumber to learn the parametersof each lumber grade, using insteadimages, short videos, and comparativetables to help an individual absorb thegrade-variable information.

“We’ve brought 21st century learn-ing methodology to the lumber grading profession,”according to Matt Pomeroy, NELMA’s director of inspec-tion services. “Bringing to light the complex knowledgeand quick decision-making requirements of a lumber graderis long overdue. The Above Board grader game componentcertainly gives an individual this insight opportunity.”

The Academy’s latest addition includes new Level 300courseware for eastern white pine grading. The six courseswithin this advanced learning component delve into specif-ic interpretations of the rules and their application to thegrades.

This module follows the supplement booklet to the grad-ing rules, General Definitions & Instructions for GradingEastern White Pine.

Learning how to apply saw cut limitations, gradingrough stock, measuring and applying the rules for wane onopposing edges of a board, and application of the 5% cut-ting provision for D Select Grade are a few of the advancedtopics covered in courses 300 through 306.

Also added online is the Academy’s first foray intolearning the construction grades for Spruce-Pine-Fir start-ing with Level 100: Characteristics. This courseware mim-ics the beginning learning module previously used for east-ern white pine, but with images specific to characteristicscommonly seen in the eastern spruces, balsam fir, red pine,or jack pine.

Look for additional levels later this year for both easternwhite pine and Spruce-Pine-Fir. Every course within theAcademy may be viewed/studied at any time, but a simpleregistration process must be completed to take the coursequizzes or to play the Above Board grader game. Accessthe Grader Academy at www.graderacademy.org.

For questions or comments contact NELMA at (207)829-6901 or email [email protected]

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The next waveof fastener innovation

in coastal areas of the country wherebuilding codes require using structuralpilings. It’s exciting for us to be ableto engineer and introduce a new prod-uct that our customers haven’t haduntil now. This new fastener will helpthem complete a difficult task fasterand safer.”

The installation of these types offasteners takes a matter of seconds,not minutes. This adds up to hours ofsaved labor costs, as well as makingthe job faster and safer for theinstallers who are working high offthe ground.

– Clark Allen is the senior productmanager of fasteners for Simpson Strong-Tie. For more information, visitwww.strongtie.com.

INDUSTRY TrendsBy Clark Allen, Simpson Strong-Tie

GROWING TRENDS are leading to more effieicent fastening approaches designed to make installa-tion easier than other methods, much like The Simpson Strong Tie Strong Drive line of structuralfasteners. (Photo courtesy Simpson Strong-Tie)

COASTAL CITIES find it to be more difficult touse fasteners in the areas of the country wherebuilding codes require using structural pilings,thus bringing a demand for fasteners that caterto these types of building situations.

installers have to ensure the predrilledhole for the bolt is properly alignedthrough the pile and the beams/stringers. It takes strength and theskill of a craftsman to do this time-consuming process, often from a liftor otherwise suspended 15 feet off theground.

Given the large size of these piles,many are 12 to 14” thick, the installeralso has to add the washer and tightenthe bolt while blind to the back of theassembly. It can take several minutesper fastener to get the job done. Theseconditions have created a great needfor a better approach.

For example, Simpson Strong-Tiehas developed a safer solution with itsStrong-Drive SDWH Timber-HexHDG screw. Specifically designed toresist severe corrosion levels inheavy-duty marine and coastal appli-cations, the .276” diameter hot-dippedgalvanized screw has a special pointand integral washer, so no predrillingor separate washer is required. It’sdesigned to replace ¾” and 5/8”bolt/washer/nut assemblies in piers,boardwalks, structural pilings anddocks, and is available in 4, 6, 8, 10and 12”lengths.

“Every new screw we developeliminates the costly extra step ofneeding to predrill,” said Dr. Ed Sutt,vice president, fastening systems.

“We developed the SDWHTimber-Hex HDG screw

after talking toinstallers

The search for lower installed costis one of the biggest trends dri-

ving the fastener industry today.Manufacturers are responding bybringing to market new types of fas-teners with timesaving features, suchas eliminating predrilling and manu-facturing integral washers.

Contractors appreciate saving timeand cost on a job. While it has gottenfaster and easier to use fasteners inmany types of construction, it hasbecome increasingly more difficult incoastal areas of the country wherebuilding codes require using structuralpilings. After the devastation ofHurricanes Katrina and Sandy, manyof these coastline communities havealso increased the number of boltedconnections required for pile con-struction.

For decades, bolts have been usedfor pile construction to ensure a struc-turally sound connection. While thisworks on paper, these types of boltedconnections are not user friendly toinstall in the field. And the more diffi-cult the connection is to make, themore likely it won’t be done right.Many pile connections have stringers

or beams on eachside of the pile.

This means


Redwood timbersstand the test of timeOF THE MANY landscaping trends we’ve seen over the

decades, one of the more enduring structures that havetranscended trendiness has been the pergola. With its opensides and slatted roofs that provide some shade withoutblocking the sun, pergolas have served as gateways to for-mal gardens, freestanding structures in a yard, surroundinga hot tub, or attached to a house over the deck. Morerecently we’ve seen pergolas serve as a visual anchor foroutdoor kitchens.

When specifying the materials to construct something astimeless as a pergola, your customers will want somethingthat stands the test of time. Natural products such as stoneand wood create an effortless transition outdoors from theground to the planned space. Of all the products available,redwood timbers should be at the top of the building mate-rials list.

PRODUCT SpotlightBy Charlie Jourdain, California Redwood Association

Defined by the American Softwood Lumber Standard,timbers are lumber of nominal 5” or greater thickness inleast dimension. Timbers are also designated as beams,stringers, posts, caps, sill, girders or purlins.

More durable than Douglas fir and stronger than westernred cedar, redwood timbers, beams and posts are a greatchoice for pergolas or any shade structure. Redwood isideal for a wide range of projects where large structuralcomponents and natural durability are required. Its naturalproperties make it the perfect material for structural yetvisually appealing jobs. It has excellent strength and dura-bility, shrinks and swells less than other materials, and isless likely to warp or split. And each piece of lumber is nat-urally unique, with its own grain, color, and texture.

Redwood timbers are available in 6” and larger sizes, inlengths up to 24 feet. While technically not defined as tim-bers, redwood dimension lumber 3” and 4” thick are avail-able to complement your timber structures. Most common-ly manufactured in the RIS-defined grades of ConstructionHeart or Heart B, No. 2 Heart Structural Open Grain red-wood can be specified where well established structuraldesign values are required. Supplied green or unseasoned,surfaces can be specified smooth, saw-textured or roughsawn. A high percentage of this material will be suppliedfree of heart center which enhances dimensional stabilityand long-term appearance and performance.

Redwood timbers also make beautiful interior designelements when used in exposed frame construction, produc-ing dramatic results and lending the natural beauty andstrength of wood to building projects.

Let’s not forget that redwood is a renewable, recyclableand biodegradable material that provides environmentaladvantages over alternative building materials. Redwoodtimbers are milled from carefully managed and responsiblyraised forestlands. Ask your suppliers about the availabilityof FSC certified timbers (100% of California RedwoodAssociation member-owned timberlands are FSC certified).By purchasing redwood, your customers also support U.S.-based industry, local jobs, and the domestic economy.

Naturally strong, aesthetically pleasing, decay-resistant,and environmentally friendly, redwood timbers are a greatchoice for your customers’ structural building needs.

To learn more about one of nature’s most environmen-tally friendly, beautiful and strong building materials, visitwww.realstrongredwood.com.TIMELESS TREND of backyard pergolas is an ideal use for redwood.


Sustainability products:Sorting out the facts

in each of the following elements: air quality, productresources, process resources, environmental stewardship,and community relations—a full complement of worth-while categories that together provide a positive impact onthe environment.

Hot Trend: TransparencyOne of the key subjects you’ll hear about in sustainabil-

ity discussions these days is transparency, but is it really atrend or has the vision of transparency been a componentof sustainability from the very start? Transparency can bedefined in several ways, but as it relates to sustainability, itcan be generally termed as the full disclosure of a productor process.

In this area, you’ll hear terms like LCA (Life CycleAssessment) or EPD (Environmental Product Declaration).These are tools manufacturers can use to disclose every-thing about the product or process and its impact on theenvironment. Typically, LCAs are conducted in an effortto produce a complete EPD, providing complete informa-tion about the product or process throughout its entire life-cycle. EPDs also included information about the energyused in the manufacturing process, the energy saved by useof the product/process, the impact on the carbon footprint,the materials used or consumed and many other relevant

SEEMS LIKE every time building industry people gettogether, they talk about sustainability—including sus-

tainable or “green” product certifications, and the issuessurrounding them. There are still no regulatory mandatesregarding product sustainability standards—and there areliterally hundreds of different green certifications, symbolsand seals that manufacturers use voluntarily to show com-pliance with a set of general requirements.

At the same time, consumers continue to indicate thatbuying green products–particularly in their living spaces–isan important purchasing criterion. But consumers, like thedealers and wholesalers that serve them, are somewhat at aloss to know how to judge the products that they are look-ing to buy. They look to their suppliers to help educatethem and make them feel good about the products they areputting into their homes.

So, there is clearly an increased emphasis on doingsomething, but what is the right thing to do?

It doesn’t help that the U.S. Green Building Council’sLEED Certification, easily the most widely recognizedvoluntary standard that is operating in this space, does notoutline specific requirements for products. The standardfocuses on the overall, cumulative impact of the building.

Certainly the products that go into a building contributeto this overall environmental impact, but no one productwithin the building plan has sufficient scale to determinewhether a building meets LEED certification requirements.

For example, when it comes to acquiring points forwater efficiency, nearly all products connected to the watersystem can have an impact on the level of efficiencyachieved because the requirements consider total waterusage. As a result, it’s unlikely that any one product canmake a substantial difference given all of the products thatare part of the system; together the products contributetowards the building’s overall water savings, but no oneproduct alone secures the certification.

Out of the hundreds of voluntary product standards pre-viously mentioned, few entail requirements that touch on abroad range of sustainability issues that have an overallimpact on the environment. One example of a voluntarystandard that does incorporate a complete range of sustain-ability specifications is Kitchen Cabinet ManufacturersAssociation’s stewardship program for kitchen and bath-room cabinets, known as the Environmental StewardshipProgram (ESP).

KCMA’s ESP requires manufacturers to achieve points

MANAGEMENT TipsBy John Watson, Elkay Manufacturing


topics. Some manufacturers have already began using anddistributing EPDs, as doing so can contribute towardsacquiring points in the newest LEED standard (Version 4).

Things to WatchEventually there will be national or even international

environmental mandates established by regulatory offi-cials, including perhaps, our government. By the time thisoccurs, manufacturers may welcome them, because theburden of compliance across many different regionalauthorities becomes unmanageable, and having a singleunifying standard provides relief. If history has anything tosay about it, these will likely align with the most provenand widely adopted voluntary standards at play in the mar-ket. Today that may likely be LEED certification, but thereare other standards developers who are working to createalternatives.

There has been an emerging emphasis on understandingthe total lifetime impact of a product or process. This willlikely lead to manufacturers and suppliers being heldaccountable for the end-to-end life cycle of the productsthey sell—providing a means of managing the productfrom cradle to grave, ensuring that construction materialsare reclaimed and recycled rather than winding up in alandfill.

The Bottom LineUnderstand your customers. Find out what they care

about in the environmental space, and then do your home-work to find specific certification standards that can pro-vide them with a meaningful degree of comfort they arelooking for (i.e., no “greenwashing” with a cute logo—the

standard must have some legitimate weight). If the prod-ucts you are asked to purchase lack the appropriate certifi-cation, do your part by demanding that your suppliers cer-tify to the standard your customers demand.

– John Watson is the manager of compliance & sustainabilityat Elkay Manufacturing. Reach him via Elkay.com.

SUSTAINABLE CABINETS by Schuler Cabinetry follow KCMA’sEnvironmental Stewardship Program, which requires manufacturers toachieve points in various elements.

Supersize it

COMPETITIVE IntelligenceBy Carla Waldemar

TAKE IT FROM one who resides inthe shadow of the country’s

biggest shopping mall: Americans arecharmed by the power of size. Frommega-churches to cruise ships holdingthe state of Maryland to a McDonald’sburger, who wants to settle for Mwhen they can opt for XXL?

Maybe that was the thinking behindthe expansion of Kenyon NobleLumber & Hardware nearly 10 yearsago, when the company replaced a7,000-sq. ft. facility with a new show-room spanning 53,000? Plus, add on34,000 sq. ft. of warehouse space, upfrom a former 14,000, anchoring 18expansive acres on the edge of townunder Bozeman, Mt.’s fabled blueskies. Parking is no longer a problem.On the original 2.5-acre downtownsite, contractors had to wrestle for oneof 20 parking slots or get creative onthe sidewalk.

No longer do those frustrated proshave to pick their way through citystreets as if following a hearse, wast-ing an hour of their time-is-moneyworkday. Now they’ve got their owncontractors’ entrance, too—and every-thing else on their shopping list, fromconcrete to trusses, all under one roof.I mean, This. Place. Is. Huge.

SPONSORING a steady stream of special events keeps foot traffic strong.

Yes, it’s Montana—but even so,one has to ask: why? Reports G.M.Mike Thompson, who came onboardnine years ago, right at the outset. “Itlooked like a big box was planning toopen a megastore in town, so the own-ers”—Rick and Bill Ogle—“decidedwe’d better take care of our own cus-tomers with all their product needs tokeep ’em from the competitor’s door.They studied traffic patterns andlooked for land in the direction thecity was developing and got started,just as the market peaked—eightmonths before the downturn.”

“So,” Mike continues, “it’s been alearning experience, forcing a lot ofchanges in a short period of time.” Tomake a go of it during these tryingdays, it became vital to think different-ly about employees. “We learned thatsome people are better than other, run-of-the-mill people. (We let a few go,but not a lot.) We realized we neededeverybody to bring their best to thetable every day. If they weren’t onboard, we’d find someone who wouldbe. Even if we didn’t need an individ-ual right at the moment, when wefound a high-caliber person we hiredthem. We went out and tried to pickthe really, really good people—the

best we could find.”For instance, the go-getter with the

good attitude who’d been sellingappliances elsewhere. “We’d neverhandled appliances before, but wehired him and added that niche to ourDesign Center—and today we’re theonly Viking and Whirlpool BuilderDealer in Bozeman. We grew marketshare where there was none before.”

With paint, too. “A paint depart-ment may not be typical in our type ofstore, but we found a fellow whoworked for the competition, but theyweren’t taking care of him; lots offalse promises. So even though wewere completely staffed, we hiredhim, and this guy is amazing. Nowwe’re the number-one paint dealer inBozeman and among the top in thenation. We’ve taken those new cate-gories through the roof in sales.”

At the same time he was addingthose SKUs, Mike was faced withditching others—a big, and ongoing,deal. “Our distributor had suggestedlots of items we found we didn’t need.We decided to become pro-focusedand not try to serve everybody. Welooked at what our pros wanted anddidn’t keep trying to be everything toeveryone. We became more focused:inventory up, but SKUs down. We gotrid of the dog food. And we’d had 80linear ft. of automotive, which wescrapped. There were a lot of hardchanges—moving and changing somany categories—but the transitionwas good and resulted in a far betterproduct mix. The layout had to changea lot; in fact,” he notes, “we’vechanged every lineal foot of the store.”

The company has three locations,including Belgrade, eight miles dis-tant, and Livingston, 23 miles away.With the exception of lumber pur-chased for the entire corporation anddelivered by its fleet of 25 trucks, the


and water-rights issues, not coming up with the cash.“Bozeman has a very high quality of life—amazing fishingand hunting—so people are moving in from other areas,and the cost of living is such that they can afford a verynice house. Last year, our sales were higher than at our pre-vious peak before the recession,” Mike declares. “There’s apent-up demand” and a consequent surge in new-homestarts. (“But it will plateau,” he is aware.)

Yes, affluent folks are relocating here. But the flip sideto that shiny coin, says Mike, is that “We’re the unknown.Many newcomers will go with the brands they recognize,the Lowe’s and Home Depots. So our challenge is to makepeople comfortable with us.”

Thus, Kenyon Noble regularly sponsors communityevents for that very purpose. Halloween featured a kids’pumpkin-carving contest; there’s also a Junior Carpenterevent and a family-friendly home show, where folks canget up-close and personal with actual vendors. Companypersonnel also serve on community boards like the YMCA.And to back up those soft endeavors, its in-house marketingdepartment continually creates strong print-ad campaigns.

All of which means Mike isn’t going anywhere else any-time soon. “I came from a corporate background; they weregood at merchandising from the shoppers’ perspective, butstill, I could not stand it,” he reports. “New ideas werealways quashed.”

Not here. Think back to the series of corrections we’venoted after the original grand opening of the mega-store.“There’s not enough good I can say about the owners:From Day One, I could always try new things, take risks,and they had my back. I could stick myneck out, even if I made mistakes (aslong as we could learn from them). Ilove my job! It’s a positive place towork, and there’s always somebodyonsite who knows the answer. Themanagement team works with folks asindividuals, to get the best fromeverybody,” even in an estab-lishment the size of a zip code.

There’s a technical term forthat kind of interaction: It’scalled win-win.

Carla [email protected]

WITH RUMORS that big boxes were coming to town, Montana’s KenyonNoble expanded its operations ten-fold.three stores operate pretty independently. “They’re very,

very different, even being so close,” Mike explains. “Eachcustomer base is dramatically different—who liveswhere—and each store gears itself to best serve its ownclients. Still, the company had never done a retail projectthe size of the Bozeman store, so there are a few things wewish we had been better-educated about, like traffic pat-terns and how people shop.”

And why do those customers—75% pro, these days—like dealing with Kenyon Noble? “First, our selection,”Mike believes. “Also, our really good customer service.Our delivery times are super-fast. We can pull a project’swhole frame in 24 hours. This is a very competitive market,with other independents, the boxes, and little hardwarestores, so you need to be at the top of your game. We’resurrounded by competition, so we’ve decided we will fightfor our business, instead of just sitting there, selling.”

To help lock in that loyalty, Kenyon Noble hosts cus-tomer-appreciation events, like arriving at the rising subdi-vision with a barbecue feast for its crews. And by carryingpremier products they can’t readily get elsewhere. “Wecompletely re-did our power tool area, focusing on con-struction and woodworking power tools. We’re the area’sonly Bosch BSS dealer, and we’re a Makita Pro Center.

“Most of our contractors use us exclusively for every-thing they need, exterior to finish. Our goal is to make ourpro customers successful, to grow their business: Thenwe’ve succeeded. We see ourselves as their partners, notjust their suppliers. These days, we not only focus on ser-vices, but are coming on more aggressively to compete. Wecan offer them one-stop shopping with six inside salespeo-ple, just at Bozeman plus two outside salespeople, to servethem and be able to retain their business.”

And that’s why there’s also a new focus on staff morale.“We work as a team, so if someone is bringing the rest ofthe group down, we work on team-building—find out whatmotivates each individual, then make it clear that you haveto think positively, or we can’t have you here.”

Employees, numbering close to 100 these days, aretrained by shadowing an old-timer. And they becomemulti-faceted. “You have your area of expertise, but alsoeverybody learns to do everything. You’ve got to be fluid.I might even cashier ten percent of the day,” says Mike.“We all know how to serve the retail customer, too—espe-cially the women in the Design Center.”

And (how often have I heard this lately? Like… never)in Bozeman, costly custom houses are sprouting faster thandandelions. The main concerns are finding available land


enced master seller told me, “James, I don’t understand it,never have. I don’t think they want us to understand it.”After two years with this company, I had to agree.

A clear commission schedule will motivate and inspireour sales team. A compensation package that is over-com-plicated or vague, won’t. If we write a compensation pro-gram that has a “hole” in it—meaning it pays our salespeo-ple to do things we don’t really want them to do—fix it,now, and our team will sell to it.

Train, Celebrate & MotivateDo we invest in our sales team? Education and training

are important for our sales team to increase skills. Toomany companies confuse “product training” with “salestraining.” Salespeople need to know their product, but mustupgrade their sales skills to increase their sales results!

Do we celebrate sales? What do we do for our top per-formers? What do we do if our entire team has a great salesday, week, month or year?

Great sales organizations post effort and result numberspublicly and daily. Effort KPI’s, phone time, number ofcalls, etc., keep pressure on the top performers to continueto work hard. Daily posting of results will inspire our teamto compete and win.

Salespeople work for commission and recognition.Salespeople love to compete, so give them fun contests. Itshows we care. It helps morale. Considercontests for everything—the first sale ofthe day, the next sale, the first multiplesale, the highest margin, the most vol-ume. Team contests—match best sellerwith worst, second best with secondworst, etc., and have them competeas teams.

A strong sales culture helps ussurvive and thrive in competitivemarkets and helps us dominateand maximize in expanding mar-kets.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

We have asales culture, don’t we?DON’T ALL companies have a sales culture? How could

anyone stay in business without one? Yet many busi-nesses think they have a sales culture when they don’t.

Some businesses have a competitive advantage of prod-uct, history or location. Top management is made up ofengineers, production people, or operators. They hire sales-people. But what do they think of salespeople? Are sales-people money-making partners or a necessary evil?

Other businesses began with a sales culture. Often thefounder and a few loyal employees build a companythrough an innovative idea, will and salesmanship. Momen-tum and other market factors grow the company. The leaderand other early employees move out of sales. As they hiresalespeople, they’re often disappointed with the results.“Why don’t they do it the way we did it?” (Becausefounders have a rare fire. Salespeople must be led.)

This dissatisfaction breeds distrust. In some companies,the division between management and sales is neverbridged. These companies grow, but not as quickly as theyshould. And, if their competitive advantage decreases dueto market forces, without a strong sales culture, they fail.

Career Path & Upper RepresentationWho in upper management represents the sales team?

The answer to this question will give us an idea of howstrong our sales culture is. Many companies have finance,HR, operations and engineering ahead of sales on the orga-nization chart. Some companies do not have a career pathfor salespeople beyond sales manager. Not all salespeoplewant to move to upper management, but some do. Theyshould know there is a career path into upper management.Salespeople want a (sales) representative in upper manage-ment, even if it isn’t them.

Clear CompensationA friend of mine says, “There are two kinds of people in

business; those that want to pay salespeople and those thatdon’t.” Is our compensation package clear and easy tounderstand? Can we explain our commission schedule inless than two sentences? I worked with a non-sales culturecompany. The first day they showed me their commissionschedule. It was convoluted. I asked v.p.s, GMs, and sales-people if they could explain their compensation program tome and over two years no one could. Their most experi-


DEALER BriefsThe Lumberyard is the new

name of Brand X Lumber ,Chaseburg, Wi., following its sale fromJoe Berra and Marvin Lehrke to Chandand April Wehling.

SW Collins Co. opened a newstore in Lincoln, Me., featuring 18,000sq. ft. of retail space and a 30,000-sq.ft. drive-thru lumberyard.

For the past two years, Collins hadbeen operating in town from the formerHaskell Lumber site.

Northbrook Ace Hardware &Rental, Northbrook, Il., has closedafter 45 years.

South Euclid True ValueHardware, South Euclid, Oh., hasmoved to new quarters four times thesize of its previous home.

Eastman’s Ace Hardware,Falmouth, Ma., is adding a 3,000-sq. ft.kitchen supply shop.

Shep’s Midtown Ace Hard-ware, Atlanta, Ga., has been openedby Zach Stafford.

Ace Hardware, Norton, Ma., isopening late this month in a former9,000-sq. ft. Aubuchon Hardwarebuilding (Ed Siegal and GlennFinkelstein, owners).

ABC Supply opened a newbranch in Cumberland, Md., and relo-cated its facilities in Bloomington, In.;E. Peoria, Il.; and Oklahoma City, Ok.

Habitat for Humanity relocat-ed its 13-year-old ReStore discountLBM outlet in Freehold, N.J., to a largerfacility.

Menards is targeting a late sum-mer opening for its new mega-store inJamestown, N.D.

Anniversaries: Huttig BuildingProducts, St. Louis, Mo., 130th …Ward Lumber, Jay, N.Y., 125th …Robey Building Supply, MonroeCity, Mo., 110th … ColucciLumber, Malaga, N.J., 70th … H&HBuilding Supply, Roselle Park,N.J., 70th … Ashland Lumber,Ashland, Ma., 60th … StephensonLumber Co., Chestertown, N.Y.,30th …

San Marcos Yard Nears EndTuttle Lumber, San Marcos, Tx., is

closing March 14 after 65 years.Owner Don Gilbreath, whose father

bought the company in 1979, launcheda retirement sale Feb. 5. A sister storein Lockhart, Tx., will remain open.

Cassity Jones Agrees toPurchase Allen Millwork

Cassity Jones Lumber, Longview,Tx., has signed a definitive agreementto purchase assets of wholesaler AllenMillwork, Shreveport, La.

Cassity Jones currently operates insix locations in the East Texas and

Dallas area. “We’ve known andrespected Allen Millwork for decades,and we are excited to begin servicingcontractor customers in theShreveport/Bossier City area withtheir team,” said CEO John L. Jones.

Millworker Crushed to DeathOSHA is investigating the Jan. 23

death of a worker at Gilman BuildingProducts, Dudley, Ga.

Gus Harden, 24, became trappedand crushed beneath pallets of lumber.Co-workers removed the wood, soparamedics could reach him, but hedied at a hospital about an hour later.


Pleasant River Lumber ,Dover-Foxcroft, Me., was purchased byMoose River Lumber Co .,Moose River, Me.

Thruway Hardwood & Ply-wood, Buffalo, N.Y., and SyracuseForest Products, Syracuse, N.Y.,have been acquired by RichelieuHardware, Montreal, P.Q.

Maibec, Levis, P.Q., completed itsacquisition of Fraser Timber’sMasardis, Me., mill and over the nexttwo years will upgrade the facility,which currently produces 100+ millionbd. ft. of softwood lumber annually.

Cropper Bros Lumber ,Willards, Md., suffered $250,000 indamages in a Feb. 9 electrical fire.

Georgia-Pacific’s gypsum wall-board plant in Newington, N.H., had itswarehouse roof collapse under snow.

No workers were in the buildingwhen the roof caved in Feb. 17,because the day before an engineerhad deemed the structure compro-mised due to the snow load.

Windy Hill Sawmill, Green-wich, N.Y., was destroyed by a Feb. 18fire caused by a welder’s spark ignitingnearby sawdust.

BlueLinx is now distributingBoral TruExterior trim and sidingproducts throughout the Upper Midwestfrom its DCs in Maple Grove, Mn.; DesMoines, Ia.; and Wausau, Wi.

BlueLinx’s DCs in Richmond, Va.,and Fredrick, Md., are now distributingNyloBoard’s NyloDeck, NyloPorchand NyloSheet products in the mid-Atlantic region.

The company also expanded its dis-tribution of Fiberon decking and rail-ing products to 14 more DCs—Denver,Co.; Jacksonvil le and Tampa, Fl.;Chicago, Il.; Detroit and Grand Rapids,Mi.; Kansas City and St Louis, Mo.;Charlotte and Raleigh, N.C.; Akron andCincinnati, Oh.; Charleston, S.C.; andNashville, Tn.

Caterpillar Forest Productswill spend $25 million expanding itsLaGrange, Ga., plant.

Rev-A-Shelf, Jefferson, Ky., hasmoved into a new 315,000-sq. ft. cor-porate headquarters in Louisville, Ky.

SUPPLIER Briefs

RACK SYSTEMSPRE-ENGINEERED BUILDINGSGENERAL CONTRACTING DESIGN AND PLANNING

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BSF Buys Timber Tech TexasBuilders FirstSource, Dallas, Tx.,

has purchased Timber Tech Texas,Cibolo, Tx.—its sixth acquisitionsince mid-2014.

Timber Tech is a manufacturer ofroof trusses, floor trusses, wall panelsand sub-components, as well as a sup-plier of glue-laminated timber andveneer lumber beams. It operates froma 10-acre facility, serving both resi-dential and commercial builders in theSan Antonio metro area and through-out the state.

Fiscal 2014 estimated sales approx-imately $5 million.

Former owner Gary Weaver willstay on under the new ownership.

Store Moving into LumberTen months after the local lumber-

yard closed, Grafton True ValueHardware, Grafton, N.D., is expandinginto lumber and has added “&Lumber” to its name.

Owner Kerry Demars is holding hislumber inventory at the formerSimonson Lumber & Hardware yard,and has begun relocating all of hishardware inventory to the new site.The move will be complete by thetime the yard is remodeled this spring.

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This is the third article in a three-part series where NAWLAvolunteers offer their perspectives on purchasing. Part one(Jan. 2015) focused on how lumber is bought. Part two (Feb.)looked at an example of a specific buying behaviour based onthe Suggested Purchase Order. The final article of the serieswill focus on how to evaluate the success of your efforts.

IN THE FIRST part of this series, Martin Carter withCarter Forest Products Inc. shared how

there are many schools of thought on howto purchase lumber, but successfullumber buying in an office whole-sale context is about having agreat plan and making sure it isexecuted effectively. In thesecond part of the series,Anthony Muck of DMSiSoftware detailed a specificway to help with inventorymanagement and efficiencyin both the warehouse andfront office by using aSuggested Purchase Order(SPO) to create orders basedon the supplier, product groupor buyer.

In this third and final issue ofthe series, we’ll explore the impor-tance of evaluating your purchasingsuccess. Monitoring the success of yourpurchasing decisions is an important busi-ness practice.

Stepping back and reflecting on your purchasingmethods and decisions can pinpoint successes and disser-vices to your role as a buyer and as an employee. Duringthe heat of buying, things typically move quickly, andyou have to think quickly and stay on your toes. Due tothis, you can sometimes be unaware of things that you aredoing that could be detrimental to the success of your job.Even a great buyer can find ways to improve their prac-tices. By evaluating your practices on a regular basis, you

THINKING AheadBy Laura Ebersberger, UFP Purchasing

Purchasing: How to evaluate success

can pinpoint issues and correct them to have a betterexperience in the future.

There are many different ways to evaluate your suc-cess. This article will outline some effective practices tohelp you evaluate your purchasing decisions to help yougrow and develop better purchasing methods.

Two Eyes Are Better than OneAs the old adage goes, being on the out-side looking in can produce a different

perspective than being on the insidelooking out. That’s why it’s

important to engage a trustedcolleague to help you evaluateyour purchasing efforts. Whenyou bring another person in,they bring their own experi-ence, background, andmethods that may shed lighton helpful or hinderingpractices. Sharing best prac-tices with others in yourfield that you respect will

also broaden your ownknowledge base.

What Really MattersWhen Evaluating the

Success of LumberPurchasing

Every purchase has different componentsand it’s sometimes difficult to measure Key

Performance Indicators (KPIs) using technology or num-bers. Different pricing zones, freight and weather are afew of the variables that software can’t accuratelyaccount for.

When looking to measure your performance level,request feedback from your plants and vendors. The satis-faction of your vendors and the plants you service is yourprimary KPI, so talking to them and seeking their feed-


back is paramount. There’s a saying that you can’t dogood business with bad people. If your facilities and ven-dors don’t feel taken care of, then there’s likely a discon-nect that could affect your entire business.

It is also good to explore self introspect. Ask yourself:Am I serving my vendors as well as my plants? Do ven-dors give me positive feedback when I’m done with thedeals? Do they feel good about the business after I’mdone? Am I acting too quickly? Not responding fastenough? Am I solving problems or creating them withmy purchases?

Action Items: What to Do With YourEvaluation Results

Communication is the key factor in purchasing. If inyour conversations with plants and vendors you discovera need for improved communication, talk to your vendors

and plant contacts about what you can do to prevent mis-communication from happening again—attack the issuehead on. Should I be communicating more often? Lessoften? Over the phone? In person? Via email? Initiatethese conversations to show you’re invested. You’ll findthat the main action item that comes from your purchas-ing evaluation will lead back to better communication.

And when you find that your purchasing methods arehitting the mark, remember there is always room forimprovement. You can have a great relationship with avendor or a plant, but without continued evaluation ofyour efforts, you can still miss out on opportunities to dothings better. Even when your purchasing is meetingneeds, you can always explore other options.

Regarding the frequency of measuring your success,you may consider assessing your purchasing on a weeklybasis. Set aside time to ask yourself: How have I handledthis? Are there things I need to address? Anything I needto question? Do I need to reach out to this vendor onemore time? Do I need to investigate needs at my plantone more time?

Final ThoughtsThere’s always something to learn, so take in as much

information as possible and apply that into your buyingpractices. Purchasing is similar to sales: You have to sellyour company and yourself to your vendors not onlythrough relationships but also by being honest, responsi-ble and efficient. This allows you to have an open-doorpolicy that encourages communication on successes andshortcomings.

For anyone new to lumber purchasing, find thestrongest leaders in the company and observe how theyoperate. Adopt practices from their methods that workwell with you and your personality. Seek their advice,talk to them on a regular basis, and use their feedback(positive and negative) to help strengthen your purchas-ing skills.

– Laura Ebersberger is a buyer with the UFP Purchasingdivision of Universal Forest Products.

A Special Series fromNorth AmericanWholesale Lumber Association

About NAWLANAWLA (North American Wholesale Lumber

Association) is the association that delivers unparal-leled access to relationships and resources thatimprove business strategy and performance throughsales growth, cost savings, and operational efficien-cies for wholesalers and manufacturers of forestproducts and other building materials that conductbusiness in North America.

Learn more about how NAWLA can help yourbusiness at www.nawla.org.

Registration Open for NAWLA’s 2015Leadership Summit

Want to hear more from industry-leading whole-salers and manufacturers about how they buy andsell lumber?

Join them at NAWLA’s Leadership Summit,March 22-24 at The Westin Kierland in Scottsdale,Az.

The event brings together mid-level managers andexecutives and industry-leading companies to dis-cuss top-of-mind business topics and solutions fordriving revenue growth and streamlining operations.

View the agenda and register at www.nawla.org.


Founder Sells N.C. YardTaylor and Leah Baker have pur-

chased Discount Builders Supply,Pilot Mountain, N.C., and renamed itFoothills Hardware & BuildersSupply.

Ron Moorefield, who opened theyard in 1990, was ready to retire andturned to Taylor Baker, who had beencalling on him for the last seven yearsas a rep for Orgill.

Ace Experiments with Same-Day Delivery

Ace Hardware launched a pilotExpress Delivery program whichallows customers to find the productsthey need on acehardware.com andhave them delivered the same day bya helpful associate from their neigh-borhood Ace.

The program is designed by Ace tofurther extend their helpful brandpromise as the company continues toadd new ways to serve the needs ofcustomers.

“With 4,400 stores stocking themost locally relevant product assort-ments, Ace has a unique opportunityto become a big player in the sameday delivery landscape once our pilotprogram concludes,” said John

Surane, executive vice president, mar-keting, merchandising, and sales, AceHardware Corp. “We also thinkthere’s a huge value to consumers inhaving their products delivered by ahelpful Ace associate, who they mighteven recognize from their local store.”

Ace’s Express Delivery pilot offi-cially rolled out in 33 stores on Jan.26 in select neighborhoods in Florida,Illinois, Colorado, Maryland, Texasand Arizona.

Marvin Repositions BrandsMarvin Windows & Doors has

repositioned its various brands tobring its Marvin, Integrity and Infinityreplacement windows together undera single fenestration portfolio.

The move is designed to betterdemonstrate the strength and breadthof the company’s product portfolioand variety of solutions available toits customers.

A new Marvin Family of Brandswebsite has been launched that allowsconsumers to easily search for prod-uct solutions from all brands at thesame time, versus having to visit eachdivision’s websites to find the bestsolution to fit their needs.

The new site is optimized for desk-

top and mobile devices and includesmore intuitive search options, plusnew dealer and trade tools and cus-tomer support documents that allowtrade professionals and dealers to bet-ter serve their customers with easyaccess to product, warranty and ser-vice information. In addition, thereare new comparison tools that allowusers to zero in on a product solutionthat best meets their particular needs,either by window or door type, or bybrand.

Log Truck Driver KilledA log truck driver was killed Feb.

12 at West Fraser Timber, Newberry,S.C., when he was pinned between hisload and another log truck that rolledin behind him in the unloading line.

Dan Frederick Little, 51, wasstanding at the rear of his rig remov-ing the load warning flag. The driverof the next truck in line left his cab togo to the rear of his own vehicle whenhis truck rolled forward, pinningLittle.

“The impact caused immediatedeath,” said county coroner CraigNewton. The accident is currentlyunder investigation by the highwaypatrol.

Richardson Timbers is a leader in custom millwork &manufacturing of customized timbers, with capabilities ofdelivering products throughout the U.S.

Serving the construction industry for over 60 years, bytaking the spirit of the old & combining it with the leadingtechnology of today, Richardson Timbers is able to offerwholesale products with unparallelled service & quality.

Douglas Fir up to 20” x 20” x up to 40’Cedar 16” x 16” x up to 32’

toll free (877) 318-5261 phone (214) 358-2314 fax (214) 358-2383www.richardsontimbers.com

Richardson Timbers

Size does matter.Douglas Fir up to 20” x 20” x up to 40’

Cedar 16” x 16” x up to 32’


FAMILY BusinessBy Wayne Rivers

Stop workingso hard!THE WORST ADVICE about running a

business I’ve ever received is tobuy into the myth of long hours andnever-ending hard work.

At a speech to a group of highwaycontractors, an earnest 40-something-year-old said, “One of the key ingredi-ents is to work harder and longer thanany of your employees. If they don’tsee you working hard, they won’twork hard either, and they won’trespect you.” This is a powerful andpervasive myth. The idea that a 100-hour work week is the only way toearn respect and be productive is sim-ply ridiculous!

Are there other ways to gain peo-ples’ respect without working yourself

family, health and fitness, relaxationand rejuvenation. It crowds out timeyou desperately need to plan, dream,meet, develop your employees, anddeliberate on the future of your busi-ness so that you can get ahead of thefirefighting curve and, finally, prosper.

The hard-work myth causes entre-preneurs to build traps for themselves.By working extreme hours and beingthe go-to person for every decision,leaders make their companies depen-dent on their personal production, andthey consequently fail to cultivatesuperstar employees. The trap springsone day when the entrepreneur desiresa little more freedom and time off onlyto find that his employees can’t, won’tor aren’t capable of making businessdecisions in his absence.

The true test of entrepreneurial suc-cess is whether one can build a busi-ness that can survive their absence,and that challenge requires that leadersfocus less on themselves and more ondeveloping talent in the organization.

– Wayne Rivers is the co-founder andpresident of the Family Business Institute,Raleigh, N.C., and author of such books asThe Top Nine Reasons Family BusinessesFail. Reach him at [email protected] or (877) 326-2493.

into an early grave? What do youthink they really value: the time andeffort you put in or the results youproduce? Hours spent at work doingtasks that others could do as well, bet-ter or cheaper than you crowds out


Gypsum Dealer Buys into IowaGypsum Management & Supply, Tucker, Ga., the

largest distributor of drywall in the U.S., has agreed toacquire Serrano Drywall Supply, Iowa City, Ia.

Serrano becomes the eleventh location under GMS’sTamarack Materials banner.

“We are excited about the expansion into Iowa,” saidJerry Speights, v.p. of the Central Division of GMS. “Thecombined strength of the Tamarack and Serrano brands willcome together in Iowa City, presenting an exciting opportu-nity to service our customers.”

Wood-Mizer Plans New FactoryWood-Mizer LLC will build a new sawmill manufactur-

ing plant in Batesville, In., to replace its current facility inNew Point, In.

Scheduled for completion in December, the 85,000-sq.ft. plant on 13 acres will produce portable sawmills, indus-trial sawmills, and blade maintenance equipment.

CalStar Transitions to Larger PlantCalStar Products, Durham, N.C., is shifting production

from its pilot plant in Racine, Wi., to its new state-of-the-art facility in Columbus, Ms., increasing capacity and geo-graphic reach for its brick, masonry and decorative trimproducts.

The new 100,000-sq. ft. facility sits on 23 acres in north-ern Mississippi near the Alabama border. It features roomto grow, with additional capacity already being added tokeep up with growing demand for a new line of decorativetrim cast stone products.

The Racine plant will maintain its quality assurance andtesting facilities, and the majority of the front office stafffor administrative support.

Random Lengths Publishes LatestDirectory, Yearbook

The latest editions of two leading reference guides serv-ing the North American softwood forest products industryare now available.

Published annually by Random Lengths, the 2015 BigBook is the largest and most widely recognized directory ofthe North American softwood industry. The 2014 Yearbookis the industry’s most comprehensive source of historicalmarket information.

The Big Book’s 808 pages contain 3,992 listings ofU.S., Canadian and offshore softwood companies and15,608 personnel. The convenient guide shows addresses,phone and fax numbers, email addresses, websites, compa-ny profiles, and other valuable information. More than 85%of the listings from the 2014 edition have been updated.

The 2014 Yearbook features more than 340 pages ofdata and provides price histories for the past 11 years for309 key lumber and panel items, including 19 new items.Easy-to-read graphs track monthly price averages for thepast five years. The Yearbook lists economic data, such ashousing starts and home mortgage rates for 2011-2014.Also included are a nine-year market chronology and aninternational section that offers price histories, trade-weighted dollar information, and export volumes by speciesand destination from 2009-2014.

The Big Book is $269.95, the Yearbook $59.95 fromwww.randomlengths.com.

■ Perfect for deck beams and columns, raised floor construction, coastal construction, boardwalks and pier/ beam foundations

■ Treated for above ground and ground contact applications

■ 2400Fb-300Fv-1.8E (Highest strength available)

■ Meets FEMA’s guidelines for “Flood Resistant Materials”

■ Stock widths of 2 7/16”, 3 1/2” and 5 1/4” widths at IJC and lumber depths (custom widths and depths up to 52’)

■ Backed by a 25-year warranty as strong as our products

309 N. Washington El Dorado, AR 71730 800-221-2326 www.anthonyforest.com©Anthony Forest Products Company

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TALK BackWe welcome your opinions on articles

and the magazine in general. Pleasesend your comments to [email protected], Fax 714-486-2745,or BPD, 151 Kalmus Dr., Ste. D200, CostaMesa, Ca. 92626.

WELCOME TO THE NEW PUBLISHER

What a great tribute to your familyand the previous leaders of your mag-azines (“Big Shoes to Fill,” Feb., p.6). It inspired me to keep workinghard, knowing the rich heritage thathas blessed me both personally andprofessionally.

I look forward to reading your per-spectives and insights in the monthsahead—thank you!Mark EricksonBlue Book ServicesCarol Stream, Il.

Congratulations once again,Patrick, on issue #1 for you. You’regoing to do a fine job. I can see in ashort time that you have a good senseof humor and will fit in great in ourindustry.

I hope the keys I see on the secondpage are the keys to Alan’s wine cellar

that he left behind. If so give a call.Best wishes in your new endeavors.

Jim LewmanAll-Coast Forest ProductsCloverdale, Ca.

Arauco Expands in U.S.Arauco North America, Atlanta,

Ga., will expand capacity at itsBennettsville, S.C., particleboard andTFL (thermally fused laminate/mela-mine) plant, increasing production by60 million sq. ft. by the fourth quarter.

Arauco also purchased the assets ofSuddekor’s paper treating business inBiscoe, N.C., providing the ability toimpregnate decorative paper withmelamine-based resin, which is usedfor the manufacture of TFL.

Benjamin Obdyke CreatesGood-Better-Best Systems

To alleviate the stress of productspecification when considering mois-ture management in the wall assem-bly, Benjamin Obdyke has developedthree different wall systems, offeringBasic, Moderate and Maximum levelsof protection.

Each system considers the bestproduct for the conditions, based on

beautify

Clean contemporary lines. Simple to assembleProBuilt™ railings from BW Creative

www.bwcreativerailings.com

geography, budget and cladding con-cerns. “Ridding the wall assembly ofwater and water vapor before it candamage structural components is whatmoisture management is all about,”said marketing manager Tara Murray.“With the different wall protectionsystems, we are making it possible forspecifiers to make educated decisionson products and solutions.”

The Maximum protection systemcreates a large drainage and dryinggap behind the cladding, ideal for usewith wood, fiber cement, stone andstucco. It is comprised of productsfrom Benjamin Obdyke’s Rainscreenline (Slicker HP, Slicker MAX, HomeSlicker plus Typar, Slicker Classic).

The Moderate system, highlightedby HydoGap drainable housewrap,provides a small gap for drainage per-formance, reducing the potential formoisture damage in the exterior wall-with all types of cladding.

The Basic sytem, best for more aridclimates, offers a durable, water-resis-tive barrier with exceptional waterholdout, tear strength, and UV expo-sure. It includes FlatWrap HP house-wrap, but does not provide an addi-tional gap for drainage behind thecladding.


Jim Moncrief has retired as presidentof Wood Protection LP, Houston,Tx. He is succeeded by KeithBrooks.

D. Wayne Trousdale has been pro-moted to CEO of Cedar Creek,LLC, Oklahoma City, Ok.

Tim Brand is new to sales at WarrenTrask Co., Lakeville, Ma.

Chris Dumas, ex-Ideas United, hasbeen hired as marketing director forEverwood Treatment Co., SpanishFort, Al.

Ron Daniels, sales, Weyerhaeuser,Hot Springs, Ar., has retired after45 years with the firm.

Dave Sengupta has joined the salesteam at Boro Sawmill & TimberCo., Wayne, N.J.

Matt McClure is new to sales atBrown Wood Preserving,Louisville, Ky.

Billy Ball was promoted to v.p. ofstore operations for 84 Lumber Co.,Eighty Four, Pa. Mark Ingersollsucceeds Ball as v.p. of the South-east Division (Va., N.C., S.C., Fl.,Ga., Tn.). Phil Garuccio is nowv.p. for the Central Division (Pa.,W.V., Md., Oh.). New mgr.trainees are Benjamin Easley inSummerville, S.C.; Cory Gilbert,Westminster, Md.; and JasonHolcomb, Chattanooga, Tn.

Russell Hutchins, ex-Mill CreekLumber, is now a Tulsa, Ok.-basedterritory sales mgr. with Do it BestCorp., covering Oklahoma andnorth Texas.

MOVERS & Shakers

Mickey Sexton has joined the salesteam at Diamond Hill Plywood,Darlington, S.C., supportingColumbia, S.C., and surroundingmarkets. Bob Allen is new to salesin Greenville, S.C., serving Char-lotte, N.C., and neighboring areas.

Lace-Anne Wishon, ex-LansingBuilding Products, is a new accountmgr. at Snavely Forest Products,Wilmington, N.C.

Mike Sims has been named seniorv.p.-sales & marketing forLouisiana-Pacific Corp., Nashville,Tn., succeeding Rick Olszewski,who is retiring at the end of themonth. Brad Southern is nowexecutive v.p.-OSB, replacing JeffWagner, who will serve as execu-tive v.p.-growth & innovation untilhe retires this summer. NeilSherman is senior v.p.-EWP, suc-ceeding Brian Luoma, who is nowexecutive v.p.-siding.

Pete Mersch, Allied MidwestMerchandisers, Sioux Falls, S.D.,has retired after 45 years with thecompany.

Mike Smith, ex-Marjam Supply, isnow a dealer sales rep withWeyerhaeuser, Jacksonville, Fl.

Jay Gurley has been promoted tostore mgr. of McCoy’s BuildingSupply, Okmulgee, Ok. He suc-ceeds Nicole Brosh, who is nowstore mgr. in Taylor, Tx.

George Fishtorn II is now generalmgr. of MacSouth Forest Products,Morganton, Ga.

Curtis Davis, ex-Milgard, hasrejoined BlueLinx, as territory mgr.for north Texas. David OlexsonSr., ex-Wolf, is new to outsidesales in Allentown, Pa.

Mark Schield has been appointedpresident and Kevin Schield exec-utive v.p. of Weather Shield Mfg.,Medford, Wi., succeeding theirfather, Edward “Lee” Schield,who founded the company 60 yearsago and will remain on the board ofdirectors.

Erik Wilke, ex-Fastenal, is nowGreenville, S.C., territory mgr. forWurth Wood Group.

Matt Lefeaux is new to outside saleswith Picou Builders Supply,Gonzales, La.

Rosalie J. Bell has been appointedv.p. and general counsel forPittsburgh Corning Corp.,Pittsburgh, Pa.

Michael Richard, ex-AmericanBuilders Supply, is now door shopmgr. at Allied Door & Hardware,Cocoa, Fl.

Tony Rowan is a new millwork esti-mator at Hines Supply, Kirkland, Il.

Derek Henrey is new to BW CreativeRailing Systems, Maple Ridge,B.C., as chief financial officer.

Gary Rogers, transportation mgr.,Raven Logistics, Keego Harbor,Mi., has retired after 45 years in thebusiness.

Matthew F. Moore has been promot-ed to president and CEO at KabelinHardware, La Porte, In. He suc-ceeds Diana Kabelin Corley, whois now v.p. and chief financial offi-cer. V.p. Betsy Kabelin Parkisonhas added the title of chief informa-tion officer. Margaret Smith isnow controller; Kim Peffley, retailoperations mgr.; Colleen Collins,inventory & information mgr.; andBill Bartholomew, rental, service& facility mgr.

Tom Robertson, ex-Parex USA, isnow business unit mgr. for theAtlas Wall CI division of AtlasRoofing Corp., Atlanta, Ga.

M.J. “Mutt” Lewis, retired owner ofDuncan Builders Supply, Duncan,Ok., was presented the localChamber of Commerce’s firstIndustry Lifetime AchievementAward.

Lou Tennant is now overseeing thetroops at Mungus-Fungus ForestProducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.

Your Eastern & Midwest Redwood SpecialistREDWOOD DECKING

THE NATURAL ALTERNATIVEFull Range & Large Inventory

Reman to Specific Patterns

CHICAGO SUBURBAN LUMBER SALES800-341-6485

7459 Franklin St., Forest Park, IL 60130Fax: 708-771-7391 • Email: [email protected]

www.chicagosuburbanlumber.com

• Clear All Heart• Clear Mixed Grain• Construction Heart

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We Ship by the Unit or by the PieceFamily Owned & Operated for Over 60 Years


www.haidaforest.com

Who says siding has to be all about straight lines and uniform color? Specialty profiles of Western Red Cedar siding such as Haida Skirl add personality and individuality to your home. And that’s something no cement or plastic siding can do. Western Red Cedar gives you natural durability, long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

Make the right choice for your business, your customers and your environment. Western Red Cedar offers dependable performance, unmatched beauty and superior environmental credentials to cement siding and other man-made products. The choice of discerning builders and consumers alike, Western Red Cedar adds warmth, character and value to projects and significant returns to your business.

To learn more about Haida Skirl or to place an order, contact us at 604-437-3434, toll free 1-866-553-9663 or [email protected]

1.866.778.9096www.realcedar.com

Call It The Fun Side of Cedar.

right down to the dealer locator. As such, WRCLA has created a

host of retail tools to facilitate sales.Service affiliate members have accessto tools and materials that can be tai-lored to their specific needs such asdedicated Real Cedar content onmember sites, access to instructionalinformation and videos to help con-sumers specify and grade WRC, aReal Cedar retail app, access to RealGreen: a section of realcedar.com thatpromotes WRC’s green aspects, andaccess to the WRCLA online videolibrary of 70+ FAQ and “how-to”videos.

All in all, they’re proactive steps togrow western red cedar sales in abusiness where it’s no longer businessas usual.

Targeting Western Red Cedar(Continued from page 9)

Combilift Doubling CapacityCombilift Ltd. will invest $50 mil-

lion over the next two years to build anew plant in Ireland, enabling theforklift manufacturer to double capac-ity over the next five years.

Combilift recently purchased 100acres to build the new 430,000-sq ft.complex, which will include a dedi-cated research-and-developmentbuilding, adjoining administrationaloffices, and a plant more than doublethe size of its present manufacturingfacilities.

GAF Headquarters MoveBrings Operations Together

GAF, North America’s largestroofing manufacturer, has relocatedits corporate headquarters fromWayne, N.J., to Parsippany, N.J.

The 128-year-old company hadspent over 40 years in Wayne, with its500 headquarters employees workingfrom 11 buildings spread across asprawling 99-acre campus. The newlocation is a single 330,000-sq. ft.,state-of-the-art facility that can houseall operations on three floors.

GAF has made a significant invest-ment in upgrading the new building,using its own energy-efficient TPOroofing for the roof. The refurbishedbuilding brings the company’s depart-ments and functions together underone roof to foster even greater collab-oration and teamwork, while improv-ing the company’s overall operatingefficiency.


NEW Products

Energy-Saving Roofing SystemsKemperol Reflect 2K FR by Kemper System

America, Inc., is a cold, liquid-applied reinforced coolroofing system designed to improve building energyefficiency.

The bright white surface helps reflect sunlight, dra-matically reducing the impact of infrared rays that cantax building cooling systems.

The system consists of 70% rapidly renewableresources, is fire rated for Class-A assemblies, and isodor-free and low VOC.

KEMPERSYSTEM.NET(800) 541-5455

Face-Mount HangerThe THFI face-mount hanger by Mitek is designed

to attach I-joists to wood headers, while requiring nojoist nails.

Its face-mount design combines the installationease of a top-mount hanger with the installation flexi-bility of a face-mount hanger. Seat cleats lock the bot-tom flange of the I-joist to the hanger, eliminating theneed for joist nails

MITEK-US.COM(314) 434-1200

Lighten Up the DeckMoistureShield’s deck lights line includes options

for energy-efficient recessed lights, post lights, underrail lights, stair lights, and post cap lights.

The deck line’s innovative lighting options are agreat enhancement to any outdoor living experienceand are as durable as they are attractive.

MOISTURESHIELD.COM(866) 729-2378


Harmonizing ShakesDesigned to balance with

nature’s palette, StainnaturalShakes from Novik are made tocustomize the look of a home.

The surface of the shake isimpregnated with traditionalwood stain, creating a semi-transparent finish, and the propri-etary surface treatment combinedwith realistic texture provides anauthentic look of traditionalcedar cladding.

SUPERDECK.COM(800) 825-5382

Superior Spray FoamJM Corbond Open-Cell and

Open-Cell Appendix X spraypolyurethane foams are recom-mended for walls, floors, crawlspaces and both unvented andvented attics and ceilings.

The spray foam is a two-com-ponent, low-density, nonstructur-al insulation system.

Its low-density nature allowsfor tremendous yield, while stillaffording air sealing of homes,offices and classrooms, resultingin better air quality and increasedcomfort for occupants.

JM.COM(925) 560-9068

Brushless DrywallScrew Guns

Dewalt’s brushless lithium iondrywall screw gun allows dry-wall carpenters to get more donewithout power cords.

Powered with extreme run-time, the new tool is ideal for res-idential drywall hanging applica-tions–driving screws into bothwood and steel studs.

DEWALT.COM(800) 433-9258

Quick/EasyFastening

Simpson Strong-Tie’s new SDWHTIMBER-HEX HDGscrew has a SawToothpoint and oversized integralwasher that makes for fastinstallations; no predrilling orseparate washer are needed.

The screw features ASTMA153 Class-C hot-dip galva-nized coating suitable for coastaland marine environments.

STRONGTIE.COM(800) 999-5099


Lattice

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1-800-459-8718WoodwayProducts.com

Powerful Toolboxes with StyleCoolbox comes equipped a 20v rechargeable bat-

tery that can power electronic devices and smallpower tools.

Without being plugged in, the Coolbox can powerdevices through its two USB ports for over 10 hours.It can power tools, such as sanders, for over 40 min-utes using a built-in three-way splitter.

Other built-in features include a retractable 12-ft.extension cord, three 110v/220v electrical outlets,marine-grade Bluetooth speaker, LED lighting, dualhandles, wheels, tablet stand, clock, and double-sided,removable dry-erase board on the inside lid.

COOLBOX.IO

Earth-Toned FinishesSherwin-Williams’ NEW KEM Aqua Earth Tones

topcoat for exterior siding provides a blend of twotones that creates a multi-hued, natural look ratherthan a flat painted surface.

The hue is designed for application on compositeand fiber cement siding and trim and is available in 21unique colors.

SHERWIN-WILLIAMS.COM(800) 474-3794


Topliss. [10] Robert Acierno. [11] Mike Yazwinski, BrentWooster. [12] Dave Sengupta, Jack Sussek. [13] JackCurry, Donna Kelly, Vincent Micale, Mark Johnson. [14]Andy Sinnott, Chris Burns, William Giguere. [15] MattDuprey, Toby Sonder. [16] Bill O’Brien, Cathy O’Brien-Porter, Jim O’Brien. [17] Charl ie Maggs, ChrisRobinson. [18] John Junod, Joe Siemion.

(More photos on next two pages)

NORTHEASTERN RETAIL Lumber Assn. recentlyhosted its annual expo at Boston’s John B. HynesMemorial Convention Center. [1] Robert Smith, EdAcker, Chris Pete. [2] Kevin McSweeney, Karl Kiesman,Lucas Jesseman. [3] Marcus Warner, Jennifer Keyes,Mark Gagne. [4] Robin Gardner, Emily James. [5] MattCaissie, Brett Shuler. [6] Rob Brodie, Alexa Schafer,Ronald Brodie. [7] John Atkinson, Phillip Kleiss. [8]Kevin Jaryi, Nick Clauson. [9] Peter Rodaway, Jim

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MORE NRLA (continued from previous page): [19] BillIngham, Gary Hayes, Kevin Smith. [20] Tim Hannen,Mike Staryak. [21] Bob Nicholson, Jeffrey Carpenter.[22] Mike McFarland, Dan Javitt, Dean Baumgartner.[23] Scott Rolufs, Kalvin Eden, John Cooper. [24] DaleBartsch, John Fijalkowski. [25] Patrick Hanulak, JohnSnyder. [26] Patrick Adams, Jeff Easterling. [27] DavidMitchell, Peter Morreale. [28] Kari Gaviria. [29] JohnFinnegan, Lawrence Boyts, Jerome Kolosky. [30] Wes

Robichaud, Win Smith Jr. [31] Alan Oakes, ClintDarnell. [32] Jared Dailey, Troy Sinks, Ryan Breda. [33]Scott Boates. [34] Hans Ward, Scott Lewis. [35] DavidGaudreau. [36] Brett Belair, Dave Williams, Ryan Black,Mark Hewitt. [37] Steve Sallah, Paul Dean. [38] MikeDonoghue. [39] Scott Rickle.

(More photos on next page)


NRLA EXPO (continued from previous two pages): [40] Scott Fleury,Mark Barba, Corey Bushnell. [41] Mark Lipsius, Ken Ziniti, Liz Ritz. [42]Chuck Gaede, Matt Hagerty. [43] C.W. St. John, Craig Dowdy. [44] MarkRitz. [45] Ken Bernstein, Elizabeth Ryan, Tony Moscogiuri. [46] Jason

LaFountain, Matt Veroneau, Zane Swanepoel, Tom Livingston. [47] JohnHornung. [48] Joel Adamson. [49] Jeff Manning, Scott Korde. [50] CraigMyers, Bob McSorley, John Smith, Bob Lemieux, Shiela Michaud. [51]Rick Palmer, Rich Protsko, Richard Paci.

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Harris, Barry Flood. [9] Scott Chiccarello, Joe Allen.[10] Phil McCaul, Jeff Tice, Brian McCullen. [11]Norwood Morrison, David Anderson. [12] HaroldRush, Phil Gregory, Keith Pound. [13] SteveHarkins, Franklin Young, Mark Hobart, Don Gibson.[14] Mike Power, Mark Ryhanyen, Ron Long,Jeremy Johson, Donna Colvin, Steve Scott, KurtShuey, Mark Holloman, Tony Winstead, ChipTurner, David Plummer. [15] Michael Craft, WalterSmith. (More photos on next page)

BUILDING Material Suppliers Association held itsfirst buying show since the merger of the Southernand Ohio associations Feb. 4-5 in Hickory, N.C. [1]Deborah Meek, Mark Nowotarski. [2] John Harwell,Penny Mastin. [3] Chris Yenrick. [4] MichaelBowers, Graham Thick. [5] Brent Richardson, KellyGordon, Scott Talbert, Cliff Carroll. [6] Larry Adams,Buford Arning, Harold Benfield. [7] Jim Kilpatrick,Ted Smith, Dennis Ramey, Jeff Weisner, RonWhite, Phil Osborne, Shane Michael. [8] Keith

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AT BMSA (continued from previous page): [16] Mariam & HoustonCrumpler. [17] John Ramsey, Troy Neas. [18] Chuck Casey, BradBedford. [19] Allison Almond, John Edwards. [20] Alan Thompson, BillPhillips, Jim Trice, Jody Treadway. [21] George W. Miser, Lou Kurcsics,Rick Benton. [22] Phil Heck. [23] Steve Cheffy, Tim Rogers, Ted Cheffy,Dan Taylor, Bradley Huneycutt. [24] Michael Sullivan, Mike Gower. [25]June & Bryan Strickland, Jeff Womack. [26] Brent Richardson, Wayne

Macemore, Will Barrett. [27] Bill Eure, Christian Lempeckski. [28] RolandPaiva, David Nelson, Ronnie Simpson, Kaye Leonard, Simon Clark, JohnHogan. [29] Chap Kester, Steve Storer. [30] Andy Chatman, Matt Black,Steve Helderman, Brandon Eller, Alec Mecionis. [31] David Rumsey,Robert Beckham. [32] Rob Miller, Blaise Craft. [33] John Maiuri. [34] ScottStanford. [35] Chris Rader, Dennis Sullivan. [36] Jonathon Meyers. [37]Jeff Bicknell. [38] Butch Blackmon. [39] Dave Dodson.

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INDUSTRY OPTIMISM was high as more than65,000 attendees fi l led the Las VegasConvention Center at NAHB’s annualInternational Builders’ Show on Jan. 20-22. [1]Joe Biss, Gary Hartman. [2] Patrick Adams,Erol Deren. [3] Scott Jarrett, Larry Boyts, GaryKauffman. [4] Chuck Casey, Robert Loew. [5]

[13] John Marshall, Ralph Bruno, Anne-AndreeMorin. [14] Mike Booth, Amy Little. [15] ScottNowatzki, Steven Gertner, Larry Crossley,Paul Gertner. [16] Alan Oakes, Tess Lindsey.[17] Kip McCleary, Joe Morin.

(More IBS photos on next two pages)

“The Genie,” Alan Oakes. [6] Joe Hanas, MattCaissie, Bruno Lebel. [7] Dennis Coffey, RalphLeyh, Kristin Zommer, Ken Logue. [8] Phil Lail,Brian Orchard, Bo Bryant. [9] Howard & KarenRothstein, Len Kasperski. [10] Roderick Kabel,Adam Gangemi. [11] Rob Mitchell, KalvinEden. [12] Brett McCutcheon, Chad Giese.

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ON THE FLOOR at IBS (continued from previous page): [18] Bill Ingham,Todd Davis, John Assman. [19] Mimi Peavy, Jessica Pearson, RachelleShendow, Maureen Murray. [20] Cindy Mottern, Ken Madden. [21]Michael & Gina Baldwin. [22] Duffy McCarthy, Del Leutbecher. [23] Tim

Hummel, Brendan Hexberg. [24] Heather Crunchie. [25] Craig Young,Randy Terrill, Dan Beaty. [26] Bob Sloper. [27] Jason Boeschen, BriannePapa, Dave Buzzie.

(More IBS photos on next page)

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JAM-PACKED IBS (continued from previoustwo pages): [28] Edie Kello, Douglas Mancosh,Bryce Miller, Shannon Huneycutt. [29] BryanCrennell. [30] Brett Shuler, Tom von Moos.[31] Randy Robins, Greg Bates. [32] BeauBuente, Dolores Simon. [33] Jim Seeger, Joe

Rick Alt izio, Mark Chall inor. [40] KenGoodnough, Melissa Morinelli, Joel Adamson.[41] Mark Aromi, Doug Morse, Andrew Hampe.[42] Mike McFarland, Scott Morovitz. [43]Bryce Miller, Greg Reed.

Holt, Marc Maniaci. [34] Vicky Ryan, ChrisWischmann, Trina Turcan. [35] KarenRolhstein, Len Kasperski, Kim Pohl. [36] JacekRomanski, Tom Jaroszek. [37] Paul Phillips,Craig Matter, Flo Sanchez. [38] Mike Couch,Jason Brown, Mike Wright. [39] Kevin Demarq,

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ASSOCIATION Update

Building Material SuppliersAssociation saw attendance up 25%at its recent buying show in Hickory,N.C. (see photos, p. 50-51).

During the show, Stier Supply,Irmo, S.C., was honored as 2015Dealer of the Year; ECMD, NorthWilkesboro, N.C., as Supplier of theYear; and Huttig Building Products,Greenville, S.C., Best of Show BoothAward winner.

Lumbermen’s Association ofTexas and Louisiana is hosting itsannual convention, themed “ExpectGreat Things,” April 8-9 at theMoody Gardens Resort Hotel,Galveston, Tx.

Northwestern Lumber Associa-tion honored Alexander Lumber Co.,Owatonna, Mn., as Lumber Dealer ofthe Year during its recent expo.

Wisconsin Lumber Dealer Asso-ciation voted Drexel Building Supply,Campbellsport, Wi., its 2015 Dealerof the Year.

Upcoming events include theNebraska Lumber Dealers Conven-

tion March 10-11 in Kearney, Ne.;business management course March17 in Burnsville, Mn.; legacy round-table March 18-20 in Rochester, Mn.;social media seminar March 27 in St.Cloud, Mn.; and arena football meetApril 11 at the Wells Fargo Arena,Des Moines, Ia.

Florida Building Material Asso-ciation will stage a leadership andcommunication seminar March 26 inMt. Dora, Fl., immediately followedby a board of directors meeting.

That same evening the associationwill host a Texas Hold ’em pokertournament/dinner.

National Lumber & BuildingMaterial Dealers Association ishosting its annual spring meeting &legislative conference March 23-25 atthe Renaissance Dupont Circle Hotel,Washington, D.C.

Attendees can hear keynotespeeches from political leaders andwill have ample opportunities to learnabout new issues to address withCongress after preparations during the

issue briefings and the WashingtonBriefing Breakfast.

Veterans of the “Hill Visit” andthose new to Washington will also beable to interact with lawmakers dur-ing Capitol Hill and federal agencyvisits, and during the LegislativeReception on Capitol Hill. It is fol-lowed by the Joint NetworkingReception.

American Wood ProtectionAssociation’s 111th annual meetingwill be April 12-14 at Omni GrovePark Inn, Ashville, N.C.

The meeting will consist of a sup-pliers showcase and various recre-ational events, such as the AWPA2015 Hackers Classic golf tournamentat the Omni Grove Park Inn GolfClub and the 2015 Pickler’s Prance5K Fun Run/Walk.

Southern Cypress Manufactur-ers Association will conduct its annu-al meeting March 25-27 at the Omni,Nashville, Tn.

Kentucky Forest IndustriesAssociation is hosting its 50th annualmeeting March 25-27 at the EmbassySuites, Lexington, Ky.


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Edward Hines, 79, longtimechairman and CEO of Edward HinesLumber Co., Buffalo Grove, Il., diedFeb. 5.

After graduating from WilliamsCollege in 1957, he joined the familybusiness, working his way up to presi-dent and CEO when his father retiredin 1979. In 1985, he bought out a por-tion of the company’s assets, includ-ing its Chicago-area retail yards and aplant in St. Charles, Il., and movingthe headquarters from downtownChicago to Itasca. He retired as CEOin 2007 and as chairman in 2013. USLBM bought the chain in 2010.

Noah A. Troyer, 87, founder ofHolmes Lumber, Millersburg, Oh.,died Feb. 4.

In 1952, he purchased a door man-ufacturer, Holmes Door, and gradual-ly expanded it into a full-service,multi-location building material com-pany. He sold the business to Carter

IN Memoriam Lumber in 2004.His son, Dan Troyer, is the current

president of Holmes.

William “Bill” Stewart, 61,owner and founding partner of RushCreek Lumber, Owatonna, Mn., diedJan. 16.

He began his lumber career in themid-1970s, working as a wholesalerfor his brother, George. He and JimSteinlicht launched Rush Creek in1982.

Milton Howard Nanney, 73,longtime manager of Tupelo LumberCo., Tupelo, Ms., died Feb. 12.

He retired from Tupelo Lumberafter 24 years, following 17 years atBuster McElroy Lumber Co.,Baldwyn, Ms.

Hope Ruth Parnell Scherr, 86,longtime Dallas, Tx., area lumber bro-ker, died Dec. 16.

She worked for Moses & Klein,Northeast Texas Wholesale, and DWDistribution.

Eugene “Gene” Richard West-hoven, 74, CEO and founder ofOkolona Lumber Co., DefianceBuilding Center, and Midwest WoodTrim, Napoleon, Oh., died Feb. 14.

He started Okolona Lumber in1973, opened the home center in1980, and added the millwork shop in1983.

James Robert Frazier, 87, ownerof F&S Building Supply, Oxford,N.C., died Feb. 7.

A veteran of the U.S. Army, he co-founded the company in 1975.

Jack Edward Owen Sr., 89, for-mer general manager of Barnes &Jones Lumber Co., Austin, Tx., diedJan. 30.

After serving as a MerchantMarine during World War II, hejoined his uncle, Emmett Jones, work-ing for a chain of small lumberyardsin Texas. He joined Barnes & Jones in1953.

John Cefaratti, 99, longtime man-ager of Tarolli Lumber Co., Solvay,N.Y., died Feb. 14.

A U.S. Army veteran of WorldWar II, he spent seven years in con-struction before joining TarolliLumber in 1958, running the yarduntil he retired in 1993 at age 77.

Ian Tyler Hogan, 25, co-managerof 84 Lumber, Dayton, Oh., died ofcancer Feb. 2 in Indianapolis, In.

Charles “Charlie” Pavlish, 100,owner of Pavlish Lumber Co.,Chatfield, Mn., died Feb. 10.

Wiley Clark Smithson, 84, co-owner of Woodbury Builders Supply,Woodbury, Tn., died Feb. 9 after anextended illness.

He served in the U.S. Army duringthe Korean War.

Leslie A. “Les” Kealy, 61, con-tractor salesman at Curtis Lumber,Ballston Spa, N.Y., died Feb. 9 inBethlehem, Pa.

A native of Ireland, he spent 16years with Curtis Lumber.

Mary E. Snell, 85, former Topeka,Ks., lumberwoman, died Feb. 10.

She worked at Whelan Lumber Co.before heading Sutherland Lumber’selectrical department until her retire-ment.

Rates: $1.20 per word (25 word min.). Phonenumber counts as 1 word, address as 6. Centeredcopy/headline, $9 per line. Border, $9. Private box,$15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.Questions? Call (714) 486-2735.

Send ad to Fax 714-486-2745 or [email protected]. Checks payable to 526 MediaGroup. Deadline: 18th of previous month.

CLASSIFIED Marketplace


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

IDEAS Mid-Atlantic LBM Trade Show – March 11, Valley ForgeCasino, King of Prussia, Pa.; www.lbmideas.org.

Greenprints – March 11-12, Atlanta, Ga.; www.greenprints.org.Construction Suppliers Assn. – March 11-13, convention & expo,

Golden Nugget Biloxi, Ms.; (678) 674-1860; www. gocsa.com.National Wooden Pallet & Container Assn. – March 11-13, leader-

ship conference, Az.; (703) 519-6104; www.palletcentral.com.Southeastern Lumber Manufacturers Assn. – March 11-13,

spring meeting & expo, New Orleans, La.; www.slma.org.Ace Hardware Corp. – March 18-19, show, Las Vegas Convention

Center, Las Vegas, Nv.; (888) 408-6742; www.acehardware.com.International Wood Products Assn. – March 18-20, annual con-

vention, Las Vegas, Nv.; (703) 820-6696; www.iwpawood.org.JLC Live Show – March 18-21, Providence, R.I.; www.jlclive.com.Blish-Mize Co. – March 20-21, spring market, Overland Convention

Center, Overland Park, Ks.; (800) 995-0525; www.blishmize.com.Peak Auctioneering – March 21, Kane County Fairgrounds, St.

Charles, Il.; (800) 245-9690; www.peakauction.com.North American Wholesale Lumber Association – March 22-24,

Leadership Summit, The Western Kierland, Scottsdale, Al.; (800)527-8258; www.nawla.org.

HDW Inc. – March 23-25, dealer market, Jackson ConventionCenter, Jackson, Ms.; (800) 256-8527; www.hdwinc.com.

National Lumber & Building Material Dealers Assn. – March 23-25, legislative conference, Washington, D.C.; www.dealer.org.

Window & Door Manufacturers Assn. – March 23-25, legislativeconference, Arlington, Va.; (800) 223-2301; www.wdma.com.

Southern Cypress Manufacturers Assn. – March 25, annualmeeting, Nashville, Tn.; (412) 244-0440; www.cypressinfo.org.

ENAP Inc. – March 25-27, annual meeting & show, Gaylord Palms,Orlando, Fl.; (800) 456-4300; www.enap.com.

Hardwood Manufacturers Assn. – March 25-27, conference &expo, Nashville, Tn.; (412) 244-0440; www.hmamembers.org.

Structural Insulated Panel Assn. – March 30-April 1, annualmeeting, Tucson, Az.; (253) 858-7472.; www.sips.org.

Indiana Lumber & Builders’ Supply Assn. – April 1-2, blueprintreading/material take-off course, Indianapolis, In.; www.ilbsa.org.

Kentucky Forest Industries Association – April 2-4, annual meet-ing, Brown Hotel, Louisville, Ky.; (502) 695-3979; www.kfia.org.

Peak Auctioneering – April 4, LBM auction, Gibraltar Trade CenterN, Detroit, Mi.; (800) 245-9690; www.peakauction.com.

Lumbermen’s Association of Texas & Louisiana – April 8-9,annual convention, Moody Gardens Resort & Convention Center,Galveston, Tx.; (800) 749-5862; www.lat.org.

Wallace Hardware – April 8-10, spring market, Pigeon Forge, Tn.;(800) 776-0976; www.wallacehardware.com.

Florida Building Material Assn. – April 11, golf tournament,Orange Lake Country Club, Kissimmee, Fl.; www.fbma.org.

Peak Auctioneering – April 11, LBM auction, Indianapolis, In.;(800) 245-9690; www.peakauction.com.

American Wood Protection Assn. – April 12-14, annual meeting,Omni Grove Park Inn, Ashville, N.C.; www.awpa.com.

New Jersey Building Materials Dealers Assn. – April 16, meeting,Rams Head Inn, Galloway, N.J.; www.nrla.org.

Kentucky Building Materials Assn. – April 16-17, convention &expo, Belterra Casino Resort, Florence, In.; www.kbma.net.

Huge Inventory of Redwood & Cedar Available Year-Round

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ADVERTISERS IndexAccoya [www.accoya.com] .............................................................8

AGS Stainless Inc. [www.agsstainless.com/mmag] ...................45

Anthony Forest Products [www.anthonyforest.com] .................39

AZEK [www.azek.com].....................................................................3

B.W. Creative Railing Systems [bwcreativerailings.com] ..........40

Chicago Suburban Lumber [chicagosurburbanlumber.com] ....42

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................57

CT Darnell Construction [www.ct-darnell.com]...........................28

DeckWise [www.deckwise.com] .....................................................4

Diacon Technologies [www.diacon.com]...............................13, 15

Diamond Pier [www.diamondpier.com]........................................36

Do it Best Corp. [www.independentsdoitbest.com]......................5

Durgin and Crowell [www.durginandcrowell.com] .....................17

Empire Lumber [www.empirelumber.com] ....................................7

Everwood Treatment Co. [www.everwoodtreatment.com].........27

Fasco America [www.fascoamerica.com]....................................38

GRK Fasteners [www.grkfasteners.com].....................................21

Haida Forest Products [www.haidaforest.com]...........................43

Kop-Coat [www.kop-coat.com] .....................................................25

Lumbermens Association of Texas [www.lat.org] ......................11

Maze Nails [www.mazenails.com].................................................35

NewTechWood [www.newtechwood.com]...................................53

North American Wholesale Lumber Assn. [www.nawla.org] .....29

Northeastern Lumber Manufacturers Assn. [www.nelma.org]...55

Novik [www.novik.com] ........................................................Cover II

PrimeSource Building Products [www.primesourcebp.com] ....44

Redwood Empire [www.redwoodemp.com].................................19

RFP Lumber Co. [www.rfplumber.com] .......................................57

Richardson Timbers [www.richardsontimbers.com] ..................34

Roseburg Forest Products [www.roseburg.com].............Cover IV

Seaboard International Forest Products [www.sifp.com]...........49

Simpson Strong-Tie [www.strongtie.com]..............................30-31

Snavely Forest Products [www.snavelyforest.com] ...................37

Swanson Group Sales Co. [swansongroupinc.com] ........Cover III

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

Warren Trask Co. [www.wtrask.com] ...........................................14

Western Forest Products [www.westernforest.com] .................26

Weyerhaeuser [www.weyerhaeuser.com]....................................41

Woodway Products [www.woodwayproducts.com] ...................46

IDEA FileHelping Hands

Offering a helping hand to local communitiesis not uncommon for hardware stores these days, butVirginia-based True Value CK Home & Hardware,Bealeton, Va., has decided to offer a special kind ofhelping hand, one that caters to students with specialneeds. In return, the family-owned hardware store hasdiscovered designing specific programs that tailor tothese needs can also be efficient for business.

Since 2011, CK Home & Hardware has been work-ing with Fauquier public school system’s EmploymentTraining Program, providing opportunities for specialneeds students to get job experience. The hardwarestore and nearby Liberty High School have workedclosely with students who are approaching graduationand in need of job experience. At the store, studentswill typically work restocking inventory, baggingitems and assist with register clerks.

“The kids are great. They work hard and are happyto be at our store,” said store president and co-ownerHelen Wyckoff. “We’ve had the program for almostfive years and it’s made a presence in this small com-munity.”

Wyckoff noted the partnership with the local highschool has been a benefit to both the students and thebusiness. “We are helping these students get experi-ence in a real-world setting and that’s the most impor-tant thing, but we’ve also learned that it benefits thestore. We save some money and the students are such apleasure to be around.” One student was even hired asa regular employee after impressing Wyckoff with hiswork performance.

In addition to saving money on payroll, Wyckoffalso noted that having the students around helps duringrush hours, and when the store is surprisingly busy andunderstaffed.

Since its grand opening five years ago, the team atCK Home & Hardware has made it their goal to buildrelationships with local residents. Wyckoff, who wasrecognized with the Lee District Citizen of the Yearaward for her support of the community this pastJanuary, believes making a difference in people’s livesprovides job satisfaction.

Along with their partnership with the Fauquier pub-lic school system, the hardware store also hostsfundraisers for Operation First Response and local vet-erans’ groups, has volunteers at the Crockett ParkChildren’s Day event and hosts DIY lessons, includingduct tape classes, kids’ clubs and ladies’ nights, whenparticipants learn step-by-step how to tackle householdobjects.

BPDBuilding Products Digest

151 Kalmus Dr. Ste. D200Costa Mesa, CA 92626-5959

Change Service Requested

Randy SturgillCoquille Plywood Plant Manager31 years

bpd march 2015

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