building products digest - february 2013

EXPANDING YOUR DECKING SALES MOULDING & MILLWORK FORECASTFEBRUARY 2013

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

BPD BuildingProducts Digest

UltraShield Composite Decking“It’s Too Good To Be Wood”UltraShield Composite Decking“It’s Too Good To Be Wood”

4 Building Products Digest February 2013 Building-Products.com

February 2013 Volume 31 Number 12

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BPD BuildingProducts Digest

Special Features8 FEATURE STORY

SURVEY SHOWS INCREASING CONTRACTOR

LOYALTY TO BRANDS, SUPPLIERS

10 INDUSTRY TRENDSDECKING & RAILING’S HOTTEST PRODUCTS

BLUR THE LINE BETWEEN INDOORS & OUT

12 PRODUCT SPOTLIGHTRECOMMEND COMPOSITE DECKING FOR

HARSH CLIMATES

14 MARGIN BUILDERSDECK LIGHTS IMPROVE MARGINS, HELP

CLOSE SALES

16 PRODUCT SPOTLIGHTNEW COMPOSITE TECHNOLOGY PROMISES

IMPROVED PRODUCTS FOR FUTURE

18 INDUSTRY TRENDSSTAIRS STEP TO FOREFRONT AS TRIM’SFASTEST CLIMBING PRODUCT

In Every Issue6 TOTALLY RANDOM

20 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

24 GREEN RETAILING

34 APP WATCH

36 IN MEMORIAM

38 MOVERS & SHAKERS

44 NEW PRODUCTS

48 FAMILY BUSINESS

50 ASSOCIATION UPDATE

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

BREAKING INDUSTRY NEWS &INDUSTRY PHOTO DOWNLOADS

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What’s your new growth strategy for 2013?I HOPE YOUR YEAR has started well. After the first weeks, we are hearing mostly

good news, which is a good sign. Now that the fiscal cliff issue has been some-what settled, it will interesting to see if there is any fallout to the economy from theincreased taxes pretty much everyone will be paying. The first obvious hit has beenthe increase in FICA tax that I certainly saw in my first pay slip this week. I am suremore stealth surprises will come.

But, in my calls to contacts—many of whom are owners—when I ask how theirbusinesses are doing, the first response is things are getting better. When I press, Iget well, things are not getting worse. Now I think most businesses have seen someforward progression, but there is no doubt we have been operating with the philoso-phy that “flat is the new up.” We have all faced grave challenges to keep our busi-nesses operating profitably and have been happy to escape the past two or threeyears on an even keel. The successful entrepreneurs and managers have weatheredthe storms. Some competitors have not, but—as is life—a whole new set of chal-lenges may be coming our way.

I have to say, doing business is not as easy as it once was. Starting a completelynew business or substantially repositioning an existing business is a lot easier to doin a buoyant economy than in the uncertainty of the past few years. Simply doingwhat we did in the past may no longer be enough. Most entrepreneurial businessesin the past ran their companies “off the cuff,” but that is less easy to do these days.

Along with supply, another primary issue most businesses fight with today iscash flow. As business starts to grow again that will probably get worse due to theshrinkage in credit lines over the last four or so years. At a time when banks havenot been kind to this industry, it is certainly time—ahead of the curve—to look toimprove credit lines, search for new lines of credit, and discuss with your suppliershow you might get an increase in credit line to support a growing market. Mostentrepreneurs are good at seeing how to grow business, but the nuts and bolts offinding capital may not be their strong point. Many a fast-growing company hasgone out of business because it did not have enough capital or credit to support thegrowth. We certainly have seen that the past few years.

Most banks or investors will also want to see that there is a management team inplace to be able to guide the business going forward and, more importantly, thatthere is a good plan in place to achieve the growth. Do you have a formal growthstrategy for 2013 and 2014? How will your company manage it? All data suggesthousing starts will be 900,000+ this year—nice growth over 2011. In an improvingeconomy, remodeling will continue to increase, too. If we do see an explosion atsome point (and I am not suggesting it is imminent), how equipped are we to handleit? The future, for sure, is uncharted and it will a require a different mindset thanfive years ago as well as a different mindset than we needed to survive the past five.A lot of management and staff that were here in the boom of 2003-2006 are nolonger in place. In fact, for many companies, there hasbeen no real growth since 2007.

Many learned the hard way that what goes up cancome down even faster. We would all like to think wehave learned a lot and will not get ourselves in thesame mess, but we will—human nature! So have aviable, comprehensive plan in place to manage theincrease in capital cost. If we have been able to securelow-interest funding these past few years, it isclear that as the economy improves, rateswill also start rising. All that being said, wehave stronger, battle-worn owners andmanagers, now better equipped to manageand grow responsibly.

See you on the road.


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]

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LE.K. CONSULTING’S THIRD annual survey of 650 con-tractors shows that purchasing preferences and priori-

ties reflect a renewed sense of optimism. For the first time,the report also identifies top-rated man ufacturers across 14categories, based on contractor responses.

According to the survey, many contractors are simplywalking away from jobs that they don’t expect will provideappropriate margins (see Figure 1). They are also findingnon-price mechanisms to address pricing pressures, withnearly half of those surveyed performing extra servicesrather than reducing their quotes.

When selecting products, contractors have continued tovalue their trusted brands during the downturn. They gener-ally remain loyal to proven products, rather than risk pur-

Contractors increasinglyloyal to brands, suppliers

FEATURE StoryContractors’ Buying Patterns

chasing less expen sive alternatives by other manufacturers.Contractors are also decreasing their searches across multi-ple retailers and distributors to purchase their favored prod-ucts at the lowest prices.

Durability Top ConsiderationThe importance of using trusted brands reflects contrac-

tors’ belief that durability is the number-one purchasing cri-terion. Product reputation and warranty are among the topproduct selection considerations (see Figure 2). Priceremains a significant influencer on contractor purchasing,but has run second to durability in each of the three sur-veys. Energy efficiency is also significant, with 57% ofcontractors stating that it is an important consideration.

Measuring Channel ShiftsIn the two previous L.E.K. surveys, contractors stated

that price was a major reason for shopping at big box stores

Figure 1Contractor Response to Price Pressure

Percent of Contractors Rating 6 or 7

Figure 2Contractor Purchase Criteria Importance

Percent of Contractors Rating 6 or 7

Building-Products.com February 2013 Building Products Digest 9

even though they under-performed onother services compared to pro chan-nels (one-steppers/specialty chains,two-stepper/specialty independentsand broadline distributors).

While price is important this year,more than half of contractors said thatconvenience has driven them to spendmore at big box stores because of suchbenefits as close proximity to job sites,inventory, and product selection. Bigbox stores also have the right productsin stock so contractors can purchasematerials as needed, rather than tie upcapital in materials or worrying aboutstorage logistics of purchased items.

However, other factors are drawingcontractors away from the big boxchannel. As the importance of pricebecomes slightly de-emphasized, theshift toward big box stores appears isexpected to decline slightly during thenext three years (see Figure 3).

Pro channels are seen as providingfaster, more reliable delivery and alsohave other advantages, such as con-tractor services and knowledgeablestaff. This shift is expected to benefitthe one-steppers the most. One- andtwo-steppers are outperforming bigbox stores in areas such as deliveryspeed and on-time guaran tees, con-tractor services, and knowledgeablestaff.

The online channel remains small,but has been growing consis tently.Contractors are increasingly using theInternet to gather product information(particularly on manufacturers’ sites),as well as pricing information onchannel sites.

Ranking the ManufacturersUsing the contractors’ responses,

L.E.K. rated companies based on anaggregate score of the following fourattributes: product breadth, quality,price and service level (see Figure 4).

Because contractors are loyal todurable brands with strong reputa-tions, earning high performance scoresis critical to product manufacturers.While receiving the highest perfor-mance score in each category isnotable, these categories remain verycompetitive. One-third of the cate-gories have leaders with only a slight-ly higher score than the category aver-age.

Planning for GrowthRenewed confidence in the build-

ing and construction market has con-tractors thinking beyond just price andcost containment. Instead, they are

focusing more strategically on effi-ciency and productivity.

Product manufacturers have thepotential to gain share by pro vidingquality products that demonstrateenergy efficiency or sustainability.Successful product strategies alsorequire original equipment manufac-turers (OEMs) to clearly understandthe product requirements and pricingthresholds of their primary customersegments.

As part of this customer segmenta-tion, OEMs must revisit their channelstrategies to ensure they are providingthe right products through distinct bigbox and pro channels. Manufac turerstypically trade low margins for highvolumes via big box stores.Companies that remain overly com-mitted to this price-sensitive channelmay struggle to increase their rev-enues. To extract sufficient value from

their intellectual property, OEMsshould strongly consider selling newand premium products through prochannels, where profits are traditional-ly higher and the differentiation is sus-tainable.

For this strategy to succeed, how-ever, OEMs must have clear pricingstrategies among channels and estab-lish programs to support their distribu-tion partners. And they must alsounderstand the right mix of innova-tion, quality, and price that attractscontractors to their prod ucts—insteadof to the alternatives next to them onstore shelves.

Manufacturers that can develop andposition targeted products across keysegments of the channel (and provideproduct and “how-to” informationonline) will be positioned to captureadded share as demand continues togrow.

Figure 3Contractor Average Purchase Frequency

by Channel (2006-2015)

Figure 4Highest Performing Manufacturers


Deck and rail design trendsBlurring the boundarybetween indoors and out

Today’s consumer sees little difference between indoorand outdoor living. In fact, manufacturers of popular indoorfurniture brands are rapidly move to launch outdoor collec-tions. Outdoor dining furniture accounts for 52% of all out-door furniture sales and is slated to grow 0.5% this year,topping $2 billion in sales. As 70% of consumers own out-door dining sets, it seems natural that easy access to theseareas dominates the focus of consumers as they create theperfect deck configurations.

Sliding doors, full swing French doors, and transomdoors are very common as a transition from in to out. Thesewider openings bring both the look of the inside out and theoutside in. Most consumers prefer seamless styles fromroom to room, and this preference carries over to the out-doors. As the requirement for more seamless fashion con-tinues, manufacturers of outdoor building products will befaced with adapting to new desires. For deck and railing aswell as siding, this means tracking the trends in flooring,banisters, and wall treatments. Recently, we observed anew development in wallpaper for outdoor applications.

Regional environments and weather patterns greatlyinfluence indoor/out lifestyles. As in interior styling, theuse of wood and stone is preferred, as they tend to be whatthe consumers are familiar with. Decking and railing, likeother interior materials, must duplicate natural materials asrealistically as possible. This has been an ongoing trend inflooring that is projected to continue.

Landscape/Deck IntegrationDeck designs are ever evolving and becoming more than

just a platform off the back of a house. They are integratinginto the landscape or conversely integrating landscapinginto the deck. Decked paths lead to living spaces and cook-ing areas. Foundation plantings are moved to foundationplanters, bringing plants closer to the house for shade with-out plant roots affecting the house foundation.

Mixing materials creates hardscape and softscape areas,which better integrate landscaping into the living area. Italso can support water features more effectively, whichprovides areas for relaxation, and can hide water recoverysystems, storage and utilities.

GardeningWe all are familiar with window planter boxes, especial-

MY EARLY MEMORIES of outdoor living are eating at awood picnic table and setting up folding aluminum

chairs in the yard. Our backyard was where outdoor activi-ties resided, but we had no idea that it was a lifestyle. Whenwe went to summer gatherings, there rarely were specificoutdoor living areas—except maybe a concrete slab.

Then the deck became a popular feature in new con-struction, creating the footprint for today’s outdoor room.Even though pools and patios had a certain appeal, the deckwas a new private backyard space distinctly different fromthe front porch. This privacy element has a similar appealand function as indoor spaces. As the Boomer generationbecame more mature and their indoor spaces were fur-nished, renovated and completed, there came an urge tocreate more functional and aesthetic outdoor spaces.

As the home opens up into one great room indoors andout, the transitions in materials and styles become moreobvious. Selecting flooring or decking, banisters or railings,furnishings, appliances, accessories, colors and materialsall blend into one narrative for the consumer. Color anddesign are the first and possibly the most important criteriafor a consumer in selecting an outdoor living product. Andsince the hipness factor in outdoor living constantlyevolves, retailers need to keep pace with the changing stylerequirements consumers expect.

INDUSTRY TrendsBy George Gehringer, Metaphor LLC

HOT NEW COLORS in decking (above) and flooring (opposite page)bring the indoors out and the outdoors in. (All photos courtesy Metaphor)


ly in urban environments. As the locavore movement con-tinues to expand, there is a greater desire to grow what wecan and buy from local sources as often as possible. Inaddition to utilizing spaces more efficiently, these new gar-den wall systems can act as railings, create privacy,improve climate control, and provide elements of shade.

Rooftop gardening and landscaping are solving heatingand cooling problems by providing a new element of insu-lation. These systems run the gambit from sophisticatedmulti-layered installations that integrate irrigation and rain-fall controls, to modular boxes for ease of installation anduse. The obvious use of these spaces did not come to minduntil restaurants began to harvest their own rooftop herbgardens. The hospitality industry is also transformingrooftops into bar, dining and lounge areas. However, asenergy efficiency becomes a driver in energy independenceand cost control, there are many opportunities to integratedecking systems into these rooftop options.

Water FeaturesThere are many forms of water features in today’s out-

door lifestyles. We all probably have experienced outdoorshowers while at the beach or lake. These connections tonature are being extended to both everyday living and inhigher-end applications, as well as more exclusive hospital-ity settings such as hotels and spas.

Water recovery is not a new idea. However, we expect itto grow in importance as climactic conditions become moreunpredictable. As we all know, there have been severeregional droughts over the past few years, as well as recordrainfalls in other regions, overwhelming storm drains andsewers. As with UV resistance and freeze-thaw conditions,the need to tackle water recovery and system integrationopens up new opportunities for industry.

Fixed FurnitureBuilt-in is not a new idea, but generally it has been left

to the contractor or builder to come up with customizedsolutions. However, we live in an age of systems, whereIkea provides the components and the consumer constructsthe furniture. This is also true in our d-i-y world of massretailers. Customized kits for furnishings, storage, shade,gardening and privacy are solutions consumers seek. Theylook to building product manufacturers to provide not onlymaterial solutions, but lifestyle enhancements.

Shade & Light ControlShade and light control are a big opportunity for built-

ins and add-ons. Shade structures, including pergolas, gaze-bos and pavilions, comprise a $400-million-a-year industry.By integrating materials such as fabrics, mesh and panels,new systems can be created to extend the outdoor seasons.

Color TrendsOver the past two years, we have experienced the suc-

cessful launch of a whole variety of gray and gray-influ-enced colors. Currently we are seeing the emergence of avariety of lighter woods and stones in interior flooring, aswell as new beige and tan combinations in indoor and out-door applications. They allow for a graceful transition withthe browns that have dominated the market.

We see two directions for light color woods. The first isa duplication of spalted woods like maple and pecan. Thedarker brown, gray and caramel streaks add contrast andvariation, making for a more natural looking material. Thesecond look will be in soft wavy multi-color that blends RETAIL FLOORING display concept designed by Metaphor LLC.

almost to a monochromatic appearance. Off-whites, palewarm green influenced grays and a soft hint of red create astriking look is transformed in different lights and shadows.The neutral quality of these light wood and stone colors arethe perfect transition colors from in to out.

Rustic wood has been a staple of the interior flooringmarket for the past 10 years. Reclaimed woods have beenpopular for their re-purpose/re-use/recycle characteristics.

Textures not only help replicate the grain structure ofwood, they can also be used as a way to change the profileimage as well. Sweeping cross grain textures in soft undu-lating waves give the appearance of hand-finished boards,but also provide a new character in traditional settings.Rougher hand-scraped textures need random variations toproduce a more one of a kind look. Different plank widthsin combination can help to increase this random heirloomappearance.

Since 2003, our studio has tracked the colors of interiorbuilding products and décor. In 2008, we began to trackexterior colors using the same process. Exterior buildingproducts like vinyl and pre-cast concrete siding, decking,railing, pavers, planters, fabric, metals, woods and plasticssamples were evaluated against our interior data, revealingvast similarities between indoor and outdoor colors.

Currently we are preparing our 2013-2015 forecast.Grays, gray-influenced colors, and browns continue to bestrong as current colors. Greens also continue and will bemixed with grays and browns to produce new multi-coloredeffects. Blues begin to emerge as a cooler option to thewarm colors in the palette. Beige, tan and caramel in vari-ous tones and shade are emerging in greater quantity.

– George Gehringer is co-owner and creative director fordesign consultancy studio Metaphor LLC, Exton, Pa., and formercreative director for Armstrong World Industries. Reach him at(610) 363-0376 or [email protected].


Recommend compositedecking for harsh climates

best to water, whether from rain,snow, condensation, waves, or evenlawn sprinklers.

Contractors can cut and drill suchdeck boards and railing without com-promising their moisture resistance.They can even install the materialsdirectly on the ground or in the waterwithout voiding the warranty.

Moisture-resistant composites workwell in conventional decks and arealso well suited for pool and hot tubsurrounds, along with lakeside andcoastal installations.

When making a color choice, it isimportant for consumers to considerfade resistance, as all decking fades tosome degree from sun exposure. Somecomposite manufacturers include addi-tional pigments to help offset fadingso that exposed boards stay within thesame color family over time. Checkwith the manufacturer for fade resis-tance details.

Another key trait to evaluate withcomposite decking is its mold resis-tance. Surface molds do not necessari-ly deteriorate deck boards and railing,but they do make them look dirty.Some composite brands add mold andmildew inhibitors to ensure their deckscontinue looking good over time.Stain-resistant composites are alsoavailable, which is a strong sellingpoint for homeowners and commercialbuilding owners who frequently servefood and drinks on their decks.

– Brent Gwatney is v.p. of sales andmarketing for MoistureShield. He alsoserves on the board of the North AmericanDeck & Railing Association. For moreinfo, visit www.moistureshield.com or call(866) 729-2378.

CONCERNED WITH durability andmaintenance issues of wood deck-

ing in severe climates, many home-owners are asking their contractorsabout plastic decking and wood-plas-tic composites.

Although plastics avoid many ofthe problems of wood decking, marketresearch shows materials such as PVCfall short in looks. In contrast, com-posite manufacturers have made manystrides in expanding their products’visual appeal (see “A Closer Look”sidebar), making this category anideal combination of high perfor-mance and good looks.

A factor that could hinder somebuilders from selecting composites is aperception of problems with the mate-rials. Some early product formulationswere susceptible to premature deterio-ration, fading or staining. As a result,it is important for sales staff to under-stand the differences among moderncomposites and which type of productperforms best.

The first factor to consider is thedegree to which a composite’s woodfibers are safeguarded from moisture.Manufacturing processes vary.Composite decking that fully encasesthe wood fibers in plastic stands up

Product SpotlightComposite DeckingBy Brent Gwatney, MoistureShield

FULLY ENCAPSULATED WOOD FIBERS enable composite decking to perform well, even in appli-cations with direct water contact, such as near a swimming pool or outdoor spa.

All photos courtesy MoistureShield


Manufacturers have developedseveral ways to make wood-plasticcomposite decking and railing cap-ture the good looks of the all-wooddecking that consumers favor.Chief among these design featuresare texture and color.

Embossing can produce realis-tic-looking grain patterns. Therealism of embossed grains variesby brand, so it is important fordealers to have samples or displayson hand to show customers.

Advanced tinting can match theaesthetics of various wood species.Some composite decking manufac-turers add variegated color high-lights to mimic the look and pat-tern of wood species such as tiger-wood or walnut. Other huesinclude grays and earth tones, suchas sand and terracotta.

A Closer Look atthe Latest inComposites

NEWEST COMPOSITE decking fromMoistureShield offers advanced tinting in arange of colors, plus realistic woodgrain.


See the lightDeck lights improvemargins, close sales“ALTHOUGH I RESISTED the idea at first, deck lights

have become the most profitable thing that we doin our business,” says Doby Franklin, of Franklin & SonsDeckmasters, Tulsa, Ok.

Franklin resonates the discovery of other dealers whohave realized deck lighting’s ability to brighten margins.Deck lights add value, offer distinction on both verticaland horizontal places, and significantly increase the usetime of any outdoor living space.

Simple, effective and affordable low voltage installationtechniques have eliminated much of the fear factor. Forexample, Aurora Deck Lighting’s quick-connect plug andplay pigtail system makes it easy for the contractor or d-i-yer to complete most any project. A wide selection com-plements any size square post to fit almost any budget.Many offer compliance forIRC’s safe stair lighting require-ments.

Adding lights to an averagedeck will add approximately10% more revenue, but as muchas 20% of the profit. “Work less,make more. Lighting has trans-formed my business,” saysAlvin Smith, from HickoryDickory Decks, Bangor, Me.

Equally important is the abili-ty of deck lights to increase jobclosure rate. “We can’t get outof the neighborhood withoutlanding another job because ofdeck lighting,” tells BobLehman, from Creative VinylProducts, Baltimore, Md.

For contractors and dealersalike, differentiation is critical.The use of deck lighting showshomeowners a higher level ofprofessionalism in design andinstallation. Upselling with

lights provides a chance for the customer to beautify theiroutdoor living space. Custom sizes and style are all in therealm of possibility today. HighPoint Decklighting has theability to custom design or size any of their broad offeringsto complement the need for a larger wall mount or hangingfixture to match any of their smaller side mount, stair orpost top styles.

There is no limit for lighting opportunity, even when itcomes to everything wood. The Nantucket Post Cap Co.manufactures low voltage and solar all wood post caps in12 different styles and every size up to 20" square.Material choices range from redwood, cedar, mahogany,ipe and PVC.

Lighting begets lighting. A portfolio of your work isalso mission critical. The more photos of jobs with light-

ing, the more packages you willsell with lighting. This allenhances your chances of leav-ing a bigger smile on your cus-tomer, especially the femalecustomer who is proven to bemaking almost 80% of thosebuying decisions.

“Lights are selling our deckpackages. Lighting packages areone of the quickest and easiestways to take a deck from customto super custom,” says GeorgeDrummond, from Casa Decks,Viginia Beach, Va.

Fox Home Center startedselling deck lights in 1999. Thissuccessful Chicago-based build-ing material store’s displays aredecorated to the hilt with decklighting. Fox asserts that home-owners impulsively buy whenthey see lights. As many as 75%of their decks are sold withlighting.

MARGIN BuildersBy Geoff Hale, HomeTops


POSTS TOPS, such as this one from AuroraDeck Lighting, are an increasingly popular,margin-expanding add-on to deck sales.

Its deck lighting display hasachieved a handsome 49 times returnon investment. The store has alsobeen able to increase profit marginson standard sized decks by 35% usinglights. Even low-cost portable suit-case displays make a difference whenused by the contractor in the field.Aurora and HighPoint offer afford-able entry level fully functioning unitswith multiple styles, colors and func-tions, for as little as $125.

The successes for selling lightsfrom well-lit displays are well proven.Barron’s Lumber, Manassas, Va., hassold almost 300 lighting kits from amodest $99 countertop display. Thedouble benefit of a deck lighting dis-play is that light draws attention towhatever it’s affixed to, helping pro-mote post cover and railing sales aswell.

Deck lighting has candled a brightspot for business. Our lighting manu-facturers have increased sales by 80%

over the past five years in a troubledeconomy. This is driven by customerdemand and the increase in aware-ness, with more manufacturers nowoffering lights.

“These days, people are spendingmore time than ever before on theirterraces, decks and patios, and, sincethey’ve become an extension of thehouse, they need to be lit up,” saysKathy Held, from South DadeLighting, Miami, Fl.

More design options and morelighting alternatives will continue tofuel growth in this category. Qualityfixtures made of solid copper, brass,stainless steel, and bronze continue toraise the bar. The addition of new fin-ishes and new shapes will freshencustomer appeal year after year.

LED is showing the fastest growthin this category. The green monster is

garnering more sales month bymonth, with its benefits of low con-sumption, long life, and softer warmwhite presence. Electrical usage is cutby one-twelfth, providing a 92% sav-ings.

This less expensive bright spot isgaining ground. In 2010, LED decklighting sales overall were about 15%.In 2012, they have more than doubledto 34%. By 2015, they are estimatedto be almost 100%. LED offers atriple bang for the buck, as often theupgrade is made affordable withgreatly reduced cost in transformerneed. You can now power an entiredeck with a $49 unit, when it used torequire a $250 low-volt transformer tofunction similar light output.

LED options are endless and willcontinue to propel post top, recessed,strip light, lighted baluster, and paverlight sales. Innovative installationtools are already here to greatlyreduce contractor labor time and pro-duce crisp, crystal clean installs.

Deck lighting will continue toincrease in usage as more and morecontractors try to differentiate them-selves from the competition. And asmore and more dealers realize thebenefits of displaying lights to growtheir sales, LED will continue to fuelinterest and acceptance. The propectsfor a bright future are beaming ondeck lighting.

– With over 45 years in the buildingproducts industry, Geoff Hale is presidentof deck accessory supplier HomeTops,Whitewater, Wi. Reach him [email protected].


PRODUCT SpotlightEovations Composite Technology

New composite technologypromises improved buildingproducts for the futureEOVATIONS LLC, Bay City, Mi., has patented a new

composite material that can replace wood, wood-plas-tic composite, plastic, and metal. Now, the company wantsto license the technology for use in a wide range of struc-tural and non-structural applications.

“The possibilities created by Eovations technologyextend significantly beyond traditional applications forwood and wood-plastic composites,” says Dick McBride,general manager of lead investor Universal ForestProducts, Grand Rapids, Mi. “This remarkable lineal mate-rial can be used almost anywhere a lighter, stronger,longer-lasting material is needed.”

Building materials that can be produced usingEovations technology include decking, railings, porchplanks, deck substructures, roofing, exterior trim, siding,soffits, door frames and jambs, window components, PVClineal reinforcements, porch and patio enclosures, decora-tive flooring, and flexible concrete forms.

The new technology uses a proprietary extrusion/draw-ing process to combine mineral particles with a thermo-plastic matrix, creating a fully fibrous and molecularly ori-

ented lineal composite system. The appearance of the fin-ished material can be customized with color and a varietyof surface textures.

“The resulting material equals and, in some cases,improves upon the physical strength, dimensional stability,environmental durability, aesthetics, and workability prop-erties of wood, while overcoming the strength and otherlimitations of wood-plastic composites,” says ClaudeBrown, vice president of technology & innovation atEovations.

In addition, the “material can be machined, milled, cutand drilled using basic carpentry skills and common wood-working tools,” says Brown. “Fastener acceptance andhold is excellent using conventional nails, screws and sta-ples. Variations of the composite readily accept commonpaints, allowing durable, attractive finishes to be appliedduring product manufacturing or in the field.”

Licensees choosing the application model obtain the useof composite material produced by Eovations. The produc-tion-licensing model enables licensees to utilize Eovations’process technology in their own operations, to producecomposite material independently. Licensing under bothmodels is for pre-defined applications.

NEW COMPOSITE can be produced in a wide range of textures and col-ors to meet specific appearance and use needs. (Photos by Eovations)

NEW TECHNOLOGY promises to replace wood and composites in avariety of building applications, such as decking and railing.


Stairs step upas trim’s fastestclimbing productSTAIRWORK WILL POST the biggest

gains among all moulding and trimproducts in the U.S.’s $5.4-billion-a-year market, rising 11.3% annuallythrough 2016, according to a newFreedonia Group forecast.

Because most stairwork is installedin new structures, rebounding newconstruction spending will spurincreases for such components as ban-isters, risers and treads.

The two most commonly usedmaterials in stair parts and systems arewood and metal, due to their strength,durability and beauty. Wood domi-nates the residential market, whilemetal accounts for the largest share of

non-residential demand. In general,stairwork is more frequently used innon-residential, where structures withmore than one story must incorporatestairs as safe alternatives to elevatorsin case of fire or power outage.Nonetheless, residential wood stair-cases are generally more expensivethan non-residential metal stair sys-tems.

In recent years, the value of metalstairworks overtook wood in the over-all moulding industry, due to the lowlevel of residential building and thelow price of wood. Going forward,however, Freedonia expects woodstairwork demand to rise at an above-

INDUSTRY TrendsMoulding & Millwork Forecast

average pace, reaching $955 millionby 2016. With residential constructionrebounding, many builders and home-owners will opt to install more decora-tive stairways, such as those with intri-cately carved railings and balconies, toimprove the appearance and value oftheir homes.

Overall U.S. demand for mouldingand trim is forecast to rise nearly 11%per year to $9.0 billion in 2016, drivenby a sharp rebound in housing andbuilding construction. Engineeredwood will be the fastest growingmaterial, primarily for residentialmoulding and exterior trim.

Demand for interior moulding inthe new non-residential market shouldrise 8.4% a year through 2016 to $790million. Such structures as restaurants,hotels, resorts, casinos, high-end retailsites, and office buildings install chairrails, mouldings, baseboards, casingsand other components for both aes-thetic and practical reasons. For exam-ple, owners of restaurants may useengineered wood or plastic chair railsto prevent damage to a wall surface.

Non-residential improvement andrepair demand for interior mouldingswill climb 3.3% per year to $290 mil-lion in 2016—the slowest growth rateof all markets. Few building ownersand managers replace interior mould-ings for aesthetic reasons, onlyinstalling new products when the oldtrim has become damaged or worn.

Moulding Demand by Market(million dollars)

Source: The Freedonia Group “Moulding & Trim to 2016”

Residential

New

Improvement & Repair

Nonresidential

New

Improvement & Repair

Total Moulding Demand

20012337

1296

1041

857

633

224

3194

20063106

1811

1295

955

702

253

4061

20111549

552

997

776

529

247

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1080

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290

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Midwest dealercharts new course

DO IT BEST-prodded reconfiguration of Wisconsin dealer moved theservice counter to the back of the store, tools to the middle, and dollaritems to the front.

kick it up, or stick with the core business and get out?—“We decided to do what we do best and do it even better,rather than fractionalize and lose our core focus,” Dennisrelates. Just in time, turns out. Moments later, the construc-tion-busting recession hit. As happened everywhere, thepicture became bleak.

“After what had been a manic euphoria, the last coupleof years have been the most challenging in my memory,”Dennis notes about the downturn—then continues on hismission to combat it

So, how to cope with the freefall? Retrain your staff,reevaluate your product mix and margins, realign yourstore, expand your retail space, and reach out for a newniche of customers—factors Dennis thinks about 24/7 any-way, even in his sleep. “If you do things the same old way,you’ll keep getting the same old results,” he knows.

But costly improvements weren’t in the books, either,as he kept insisting to the folks at Do it Best, who offeredcounsel. Changes had to deliver a bang for the buck, andfor not that many bucks indeed—a big ROI for a verymodest investment of capital. “Things we could afford, ona smaller customer base. We’re not Madison; we’re notChicago,” he does a reality check on the town’s demo-graphics.

Dennis sized up his competitors. Never mind that hiswas the sole lumberyard in town, there were Menards andHome Depot 20 minutes distant. But that’s not where heturned his gaze. Competition, this marketing master under-stands, consists of every outlet siphoning shoppers’ dispos-able income—groceries, restaurants, phone stores, whathave you. “We didn’t want to be the coolest lumberyard;we wanted to be the coolest store—the best shopping expe-rience,” he’s most emphatic. “We had to fight for everydollar we got. For instance, we used to carry two types ofgloves; now, it’s 30. We looked where our employees andour family members shopped—for clothes, cars, electron-ics, and on the Internet.”

And that propelled improving…well, everything: mar-gins, sales and, most of all, the total customer experience.

To jumpstart improvements, Dennis asked around:What can we do better? Differently? Easier? “It scared thehell out of me, to be honest, but I realized there were twothings necessary—to get more information to our cus-tomers, via a website, and to get more PK training to ouremployees, which was challenging for us.”

COMPETITIVE IntelligenceBy Carla Waldemar

DENNIS DORN IS CUTTING BACK on life’s more fleetingpleasures—like golf—in order to devote himself

110% to his all-consuming passion. It’s, ahem, his store.“I love being a merchant!” sings the c.e.o. of Portage

Lumber, Portage, Wi., which Dennis co-owns with hisbrother. “I love fussing with margins, looking at products.Whenever I go grocery shopping with my wife, she’s look-ing at the produce while I’m looking at displays.”

And, like the golfer he recently was, he’s constantlyworking on improving his game. He’s reexamined thecompany culture, re-aligned the store, and rethought hisconsumer base, which he recently shifted from almostexclusively pros to serving retail consumers as well.

Not a minute too soon. The brothers bought the yardfrom their father, an agreement enacted when Dennis was35 and completed, he jubilates, on the eve of his fiftiethbirthday (he’s now 62). Their father, still chipper at 87, hadbeen hired in 1953 to run the start-up yard as a 28-year-oldlad with an eighth-grade education and two little boys tosupport. Nonetheless, he held out for part-ownership, andto seal the deal, plunked down $10,000 he’d astutely man-aged to save up.

Soon after, in answer to popular demand, a constructiondivision was launched. Faced with a choice not long ago—


GROUPING and better positioning of design departments increasedsales of floorcoverings, paint and other products.

An inspiration arrived, out of the blue—or rather, out ofan email. Black & Decker alerted him to a clever new gyrowrench. Amazed, he walked around with his iPhone, show-ing its possibilities to his 28 employees—voilá: no needfor a special conference room and time off from work forproduct training.

“Training consists of two parts,” he instructs: “culturaland anecdotal. And we’re working on it. For instance, likeWalgreen’s pushes candy bars at the register, we recentlyput in ice scrapers and trained the cashiers in suggestivesell—to ask customers if they cared to purchase one. Theyear before we started that, we sold nine. This year, in justone week, we sold 32—and that’s without any snow so far!It’s a little thing, but it adds to the bottom line. “

“It’s our job to train staff to do that,” he emphasizes: “totrain cashiers to be salespeople.” He instructs them, ingoing beyond their basic job description, to spot customerswho need help. As a carrot, he makes it part of their com-pensation. “To a base of $10/hour, they can earn 5% of themargin, which can add $3 an hour to their salary—or, dou-ble it, if they’re good. It’s now a different culture; youdon’t just show up, you take care of our customers and arealways looking for the next sale. Let customers knowthey’re special, and they’ll keep you top of mind. That’sthe part of the culture we need to work on,” he remindshimself, and us.

Dennis isn’t shy about asking for a sale, himself, either.At a party recently he ran into Susan, an acquaintance whomentioned she was thinking of remodeling her kitchen.“We’d love to talk with you,” said Dennis—who ended upwith the $134,000 account. In gratitude—or call it ‘pay itforward’, he sent her a $350 set of knives she’d been cov-eting as a thank-you gift. The next year, Susan bought alake home and called to schedule another kitchen job—another $100,000 in the company’s pocket.

Dennis knows it’s smart to solicit ideas from those whohave their customers’ voices tuned in—no, not managers:the cashiers. These key people suggested ways to speed upand simplify procedures, such as credit-card transactions.They reported unstocked items customers had been askingfor.

He’s also rethought the practice of a Christmas bonus—noting that some employees don’t celebrate the holiday—and made it instead an annual bonus, given out during a

performance evaluation on the anniversary of hire, $20 foreach year of service. And for Christmas, employees will beinvited to a party wherein they can shop the store at costthat night. “The cost for the company is minimal, but it’sseen as a huge gesture by our employees,” Dennisexplains.

Another “free” improvement: Two years ago, Portagehad added an 8-foot display of $1 items positioned, asDennis says, “in a low-rent part of the store, the weakestlocation. We offered tape measures for $1, and sold 19.Last year, I moved them to a drop box up in front to seewhat would happen. We sold 628. We did it again this yearand sold nearly 1,000.”

A small sales improvement like this not only increaseprofits, but, as Dennis explains, “help create a value state-ment that fights the ‘expensive’ image of an independentstore—all with one goofy, little product.”

Another huge improvement that didn’t require a bankloan was Do it Best’s suggestion of realigning existingspace to get the biggest effect for the least amount ofmoney. “We had a contractor sales area, a rental area, anda retail space, but were staffing too many people becauseof layout. Now, the service counter has been moved fromthe front of the store to the back so the nearby departmentscould be manned by fewer personnel.”

Yet another move that paid off was changing the posi-tioning of tools that proved too close to the front of thestore. “We’ve grown the section substantially, but alsomoved it halfway back so it gives a good visual impressionas your eyes move through the store—it looks moreimpressive.”

So do the flooring, K&B and paint departments nowa-days. “They used to be tucked into corners, but they’renow up front, and adjacent. In fact, one customer compli-mented us on adding floor coverings to our offerings.(We’d been selling them for 35 years but she’d nevernoticed them before the move.) We’d had the big-ticketitems tucked away in the back—but not anymore!” he’slearned.

Just in time… because contractor sales had dropped offsignificantly. “Now, they’re starting to pick up again, butall margins are tight. So, the new concentration on retailwas very important to offset that with a 5% to 7% marginincrease.”

After September’s soft re-opening, which has driven anice increase in sales, “People are congratulating me, say-ing ‘You’ve got it all figured out.’ But I don’t have all theanswers,” he says. “There are lots of questions, lots ofchallenges left –but also, so many opportunities. But I lovedoing it! As a wise person once said, ‘No matter what themission, the journey should be joy-ful.’” That’s Dennis’s mantra, too.“I love a party. But,” he can’t helpunderscoring, “bottom line: It’s abusiness.”

Sounds like, for this man,they’re one and the same. So, whoneeds golf, anyway, whenyou’re having this much fun?

Carla [email protected]


business.Many sellers send “I’m just here

for the order” messages and wonderwhy they are treated poorly. Theopposite is also be true. Many sellersare trying to be so congenial—what-ever you say, Mr. Customer!—thatthey send the message that they don’twant the business. They confuse unc-tuousness with being a partner.

Account DevelopmentProgression

• They take our call.• They give us some time on each call.• They sporadically buy.• They buy on a regular basis, making us a secondary or

tertiary supplier.• We become their #1 supplier.In terms of business development, we have to become

the secondary or tertiary supplier with many and continuequality work until we become the main supplier to a fewmore. This is the beginning of many great sales careers—secondary supplier to many.

It takes time to become a number one supplier with any-one. What does that mean to us building sales careers? Itmeans that while we are building our business, every call isbeing judged and measured by our account base—evenwhen they don’t buy.

Want Don’t NeedEvery time we contact a customer we send a message to

them and ourselves. Our potential customers and our ownpsyche are listening to every word.

The best message for us as sellers is, “I want your busi-ness, but I don’t need your business.”We want to be confident withoutbeing arrogant. We cannot appearneedy—customers and otherhumans run from the needy—theymake us feel uncomfortable.

“I don’t need your order. I’vegot plenty of orders (again,without being arrogant).”

Message: “What I need aremore partners. Do you want tobe my partner?”

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

THE SELLER WHO makes $50K ayear looks at the seller making

$200K a year and says, “That guy isa machine! I wish I had his accountbase and his gift of gab… I’d bekilling it… I guess I’ll never be anatural…. I hope I get lucky and getsome big accounts… (like him).”

This logic is flawed. The $50Ksalesperson calls 100 people and gets98 no’s. The $200K seller calls 100people and gets 92 no’s. Both are inthe “high-rejection” business, but themaster seller is getting four times as many yes’s as his lessremunerated competitor. It just seems to the struggling sell-er that life at a higher income is easier.

It’s not easier. The master seller is in the 92% rejectionbusiness! The master seller receives more no’s than thejourneyman seller because he asks for the order more. Hehas a higher quality of failure.

Every Call Is a Marketing CallThink about your last (major) purchase. How many

times had you seen that car, golf club, or cruise advertisedbefore you made the decision to buy?

Advertisers say we have to see an ad seven times beforeit makes an impression on our brains. Fifty percent of sales-people call back once (which means 50% don’t even callback!). Twenty-five percent call back twice. Only 10% callback more than twice! Per the rules of advertising, only10% of salespeople call enough to make an impression onnew customers. (How many call seven times?)

Every call we make is a marketing call. Within thosemarketing calls there will be sales calls, but every call wemake sends a message to our customers and our industryabout who we are. For example:

Seller: “I’ve got a great deal on a block of studs. Theyare selling well. We had 20 and we are down to 10. Howmany would you like?

Customer: “I don’t need any right now; I’m full up.”Seller: “What are you buying?”Message: I’m here for the order.

Seller: “I’ve got a good deal on studs… etc.”Customer: “I don’t need any right now… etc.”Seller: “What is your current stud position? How are

sales on studs? What is your average cost on studs? Whenwill you be buying back in? What’s the best you’ve seen onstuds in the last week?”

This seller asks detailed questions about the customer’sbusiness. Message: I am your partner. I am not (just) hereto sell you something. I want to get to know you and your

The quality of our failure

See us at FenceTech Feb 25th — March 1st 2013 Booth #1245

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Endeck is covered by a Limited Lifetime Warranty and comes in six colors—three monochromatic and three variegated—with fascia to match or contrast. You’ll need railing, of course—and Enrail® is the perfect complement to Endeck.

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Hard capstock shell protects your deckboard on all 4 sides. 100% Cellular core with no voids adds strength.


THIS IS AN INTERESTING time to be in this business. Infact, I would submit there has never been a more inter-

esting time because, not only are conditions changing, butchange is coming at us from about every possible angle.

But if there’s one thing we can count on, it’s that themarch toward greener buildings, technologies, products,and materials continues unabated. There are signs that thehousing market is picking up, generally, and more thanlikely the uptick in green will be significantly greater. Thisis good news for green retailers.

Is your company on board yet? Has the greening of allthings housing related boosted your bottom line? If not,fear not. It’s not too late to get positioned to profit fromthis trend, but it will require change. It’s easy, if you take itstep by step.

Step One: Educate yourself and your staff, from theboardroom to the backroom, floor associate, buyers, prosales, cashiers. Learn the language of green and, mostimportantly, the requirements of your customers. Servingbuilders and remodelers? Get up to speed with LEED andother certification schemes. Some products and materialsmeet green standards because of their characteristics, theircomponents, their functionality, or simply by the waythey’re used in a green building project. Proven fact:Educated staff sells more green products and materials.

Step Two: Stock green products and materials. Youcan’t sell what you don’t have in the warehouse or in thecatalog. What are your customers looking for? What worksin your region? Again, ask your customers and getacquainted with your local USGBC chapter. Product certi-fications provide a good guide and attending at least oneGreenBuild event will get your buyers on the way. Butyour customers will tell you where their interests lie.Serve them well and you can’t miss.

Step Three: Communicate. In the store and in theyard, take the basic step of deploying shelf talkers, labels,posters, hang tags—whatever you need to do to identify foryour customers the green options in every category, theirfeatures and benefits.

If you’re using circulars, be sure to promote these prod-

GREEN RetailingBy Jay Tompt

ucts and materials, display their certifications, and writecopy that educates and establishes your credibility. If youhave a more robust marketing budget, develop clear andhonest advertising that positions your store as the place togo for sustainable, energy efficient, water saving, lesstoxic, LEED credit-earning products and materials.

Finally, if you have the wherewithal, write news releas-es about your newsworthy green developments and distrib-ute to the publications your customers might be reading,both online and offline.

Step Four: Educate your customers. If you’ve gottento this step, chances are your customers are beginning tolook to you as a source of knowledge and expertise.Hosting product knowledge events and skills workshopswill strengthen your customer relationships and cementyour growing reputation as the green “go-to” source. Thesekinds of activities, whether conducted in-house or else-where in your community, should tie in nicely with yourmarketing efforts.

Grasping the green building opportunity takes somehonest effort and success is not guaranteed. It’s a free andcompetitive market, after all. On the other hand, sittingpassively on the sideline pining forthe old days is not an attractiveoption. Embracing green build-ing as the new normal can infuseyour organisation with a sense ofpurpose that can translate into abetter experience for your cus-tomers and perhaps a few moresales at the end of the day.All you need to do is starttaking it step by step.

Jay TomptManaging Partner

Wm. Verde & Associates(415) 321-0848

[email protected]

Your step-by-stepguide to going green

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US LBM Grows Lyman DivisionUS LBM Holdings has acquired H & H Lumber Co.,

Superior, Wi., from second-generation owner Tim Heytens,to fold into its Lyman Lumber Co. division.

“Since my father founded the business in 1969, H&Hhas dedicated itself to serving the construction communitiesof Superior and Duluth with high-quality materials andfirst-class service,” Heytens said. “Partnering with USLBM and Lyman brings the added resources ensuring thatour customers receive the same quality and service thatthey have grown to expect and deserve.”

H&H is the eighth acquisition since 2010 for US LBM,which now operates more than 40 locations in eightMidwest, Northeast and Mid-Atlantic states.

Plywood Producers FaceChallenges Meeting Global Demand

International plywood demand is expected to top 85 mil-lion cubic meters by 2018, owing to emerging marketsacross Asia, Latin America, and Europe, according to anew Global Industry Analysts study.

Consumption is largely dependent on the state of theconstruction industry, which has experienced sluggishgrowth in developed countries over the last several years.

Asia-Pacific, the U.S., and Europe account for a lion’sshare of total global plywood consumption.

China dominates the global market for plywood usage,consuming more than half of all plywood used in the Asia-Pacific region. The nation has evolved quickly over the pastdecade from an industry largely focused on addressingdomestic market needs to one increasingly catering to glob-al demand. China is currently the world’s largest producer

and exporter of plywood. The nation is, however, garneringmixed results in domestic demand, with the non-residentialand social housing sector growing at a healthy pace, buthousing reeling under severe pressure due to governmentpolicies and the resulting deceleration in housing sales,economic disparities, and minimal construction activity.

Asia-Pacific markets, excluding China, should post thefastest growth through 2018. In Japan, demand for woodproducts is expected to increase, as the country begins torebuild earthquake-devastated areas. However, the delay inreconstruction work, owing to the longer time taken to cleardebris and the resulting build-up of plywood inventories,will moderate the pace of growth in the years to come.

In the U.S., after-effects of the recent economic crisiscontinue to linger over the construction industry, despitethe numerous initiatives undertaken by the government toassist the recovery of the sector. Although the plywood sec-tor witnessed a marginal recovery in demand in 2011,future growth in the market primarily relies on the recoveryof the housing sector, which is poised to readily absorb cur-tailed as well as new capacity.

In Europe, the escalating macroeconomic uncertaintycontinues to dampen business confidence, thereby delayingthe pace of recovery across the construction sector. Theregion also faces increasing threat from rising imports ofcheaper plywood products, particularly from China, Russia,Uruguay and Ukraine.

Besides restricted construction spending, another chal-lenge faced by the plywood market is increasing competi-tion from alternate materials such as OSB and MDF.However, plywood remains a preferred option for variousapplications due to its quality.


H. Greenberg & Son closed its 37-year-old lumber-yard and home center in North Adams, Ma., Jan. 7 due to theeconomic downturn.

The company hopes to now serve the area from its mainyard in Bennington, Vt.

Brookside Hardware & Lumber, Westfield, Vt., hasbeen acquired by Andy Haase, former owner of ShellLumber & Hardware, Miami, Fl.

Handy Ace Hardware, Tucker, Ga., will rebuild, afterbeing destroyed by a Dec. 28 fire.

Shelly & Sons, Telford, Pa., closed its 17-year-old lum-beryard in Foster Township, Pa., on Dec. 28.

All employees were transferred to the chain’s six otherfacilities.

Jerry’s Do It Best Hardware, Edina, Mn., is openingits 5th location this spring in Eden Prairie, Mn.

Kuntry Lumber & Farm Supply, LaGrange, In., hasclosed after 20 years and will auction off its assets this month.

B&R Building Supply, Hope, Ar., recently held agrand opening of a new branch on the south side of town,staffed by Whit Whitlock, Mark Massanelli, and Trey Wright.

Libertyville True Value, Libertyville, Il., has beenplaced up for sale, so owner Ed LeJeune can retire.

Stevens True Value Hardware, Annapolis, Md.,closed Dec. 24 after more than 50 years.

Ace Hardware opened a new location in Portsmouth,N.H., in the former site of Handren’s Hardware.

Ace Hardware, Winter Garden, Fl., has begun con-struction on a 12,883-sq. ft. addition.

Nuts & Bolts Hardware, Overland Park, Ks., willopen store #6 in April—an 18,000-sq. ft. Destination TrueValue-format store with garden center in Odessa, Mo.

MarJam Supply Co. has relocated its Newark, N.J.,location to Kearny, N.J., and moved its Orlando, Fl., branch toa larger facility.

Noonday Hardware, Flint, Tx., will add a 15,000-sq. ft.Ace Hardware in Chandler, Tx.

True Value Hardware, Lakefield, Mn., owner ChadKoep will add a 13,600-sq. ft. branch in Fairmont, Mn.

Smith Phillips Building Supply, Winston-Salem,N.C., is partnering with Jerry Smithey and Mike Cooper, OldeTowne Specialty Sales, Wilkesboro, N.C., to sell custommillwork products to the greater Wilkesboro and Carolinamountains regions.

Habitat for Humanity opened a ReStore discountLBM outlet in Whitehall, Township, Pa.

DEALER Briefs Rayonier Selling Wood ProductsBusiness to Interfor

Rayonier, Jacksonville, Fl., has agreed to sell the assetsof its Wood Products business to International ForestProducts, Vancouver, B.C., for $80 million.

The unit, based in Baxley, Ga., consists of three lumbermills located in Baxley, Swainsboro and Eatonton. As partof the deal, expected to close in the first quarter, Interforagreed to hire all 260 current Wood Products employees.

“This sale represents another key move in our strategy tofully position our manufacturing operations in the specialtychemicals sector,” said Paul Boynton, Rayonier chairman,president and c.e.o. “We are delighted with this opportunityto transition our Wood Products operations to a world-classcompany focused on lumber and wood products manufac-turing. Rayonier has enjoyed a long association withInterfor, supplying their lumber business in the PacificNorthwest for many years, and we look forward to expand-ing that relationship into the Southeast.”

Barrette Outdoor Living Buys RDIRailing Dynamics Inc., Egg Harbor, N.J., has been

acquired by Barrette Outdoor Living, St.-Jean-sur-Richelieu, P.Q.

Barrette’s wood, vinyl and aluminum fencing and rail-ings will now have greater two-step distribution throughRDI’s network, while RDI’s key distributors gain improvedaccess to Barrette’s extensive big box retail businesses.

“The intention of both companies is to further our distri-bution throughout the market, while expanding the level ofproducts available to our partners,” said RDI presidentChris Terrels. RDI will continue to operate with its currentbrand in the two-step distribution channel, with existingstaff in its current locations.

Founded in 1989, RDI produces Endurance vinyl, Titanvinyl-clad metal, and Metal Works metal railings.

Plastic, Composites to LeadExpected Comeback in Decking

U.S. demand for decking is growing only 2.4% annual-ly, but demand for wood-plastic composite and plastic lum-ber versions will grow at double-digit rates, according to anew Freedonia Group study.

Wood decking will remain the market leader, accountingfor 2.73 billion linear ft. by 2016, out of a total U.S. marketof 3.3 billion linear ft. But wood decking demand will growonly 0.9% annually between 2011 and 2016.

Plastic decking will see the most rapid growth, thanks inpart to the availability of cellular PVC decking that betterresembles natural wood. Plastic decking demand will grow15.2% per year, reaching 150 million lineal ft. by 2016.

Wood-plastic composite decking will grow 11.4% annu-ally, reaching 420 million lineal ft. by 2016.

The residential market consumed 61% of decking in2011, a lower share than the historical average. Thedepressed level of housing completions suppresseddemand, as did an unfavorable lending environment thatmade it more difficult for homeowners to take out homeequity loans, a common method of funding such projects asdeck installation and replacement.

Going forward, residential decking demand is forecast torise at the fastest pace of all markets. Rebounding housingstarts will spur gains in the new residential segment, andlooser credit conditions will support upgrades and repairs.

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CNRG Expands into GeorgiaCentral Network Retail Group,

Natchez, Ms., has expanded intoGeorgia with its acquisiton ofHabersham Hardware & HomeCenter, Cornelia and Clarkesville, Ga.

Brentt Cody, grandson ofHabersham founder Paul Reeves, willserve as district manager for CNRG’snewly formed Georgia district.

CNRG now operates 39 home cen-ters in seven Southern states under sixbrands—Habersham, Home HardwareCenter, NFL Home Center, MorrisonTerrebonne Lumber, Elliott’sHardware, and Town & CountryHardware.

Bankrupt Harvey LumberMay Face Auction

An auction seems likely for W.T.Harvey Lumber, Columbus, Ga.,which filed for bankruptcy protectionin December.

In early January, the court set aminimum price of $2.3 million for thecompany, which was founded in1863. The company’s total debt tops$6.5 million, and it had been unableto secure refinancing. Its main officeand lumberyard are located neardowntown Columbus, with a secondyard in Phenix City, Al. Four otherlocations near Columbus were alreadyclosed, due to market conditions.

A “stalking horse” bid has beensubmitted by Bubba One LLC, whichwas formed by the four children ofW.E. “Bubber” Gross Jr., the formerchief executive officer of HarveyLumber, who died in early 2012. Thesiblings include Gross’ son, Bailey,who is president and c.e.o.

“The company is actively solicit-ing other bidders who would paymore than what was offered in thestalking horse bid,” said FifeWhiteside, Harvey Lumber’s attor-ney. “All remaining assets will be liq-uidated after the sale, by auction orotherwise.”

APA, WCLIB Pick Up for AITC The American Institute of Timber

Construction is dissolving after 60years, moving its glulam certificationoperations to the West Coast LumberInspection Bureau and transferring itsthree American National Standards toAPA–The Engineered WoodAssociation.

WCLIB absorbed staff members ofthe AITC inspection bureau andbegan certifying glulam for AITCproducers Jan. 1. It will also continueusing the AITC quality mark.

APA is now managing ANSIA190.1 (for Wood Products,Structural Glued Laminated Timber),ANSI 405 – 2008 (for Adhesives foruse in Structural Glued LaminatedTimber), and ANSI 117 (forStructural Glued Laminated Timberof Softwood Species).

“APA has had a good workingrelationship with AITC for manyyears. We’re pleased to take theresponsibility for these standards,which are vital to the glulam indus-try,” said APA president DennisHardman. “We’re taking steps toensure a smooth transition of the stan-dards committee and to provide unin-terrupted support to the industry withup-to-date product standards anddesign specifications.”

SUPPLIER BriefsPB&H Moulding Corp. ,

DeWitt, N.Y., is closing after 128 years.

Northland Forest Products,Kingston, N.H., is upgrading its hard-wood concentration yard and dryingfacility in Troy, Va.

The addition of new machinery andbuildings will “streamline product flow,dramatically improve waste recoveryand recycling, and allow for a signifi-cant increase in shipping efficiency.”

J.D. Hardwoods, Windsor, Oh.,suffered damage to a few small struc-tures and mulching equipment in a Jan.20 fire. Its main building was spared.

OMG, Agawam, Ma., has acquiredcommercial roofing and fastener manu-facturer W.P. Hickman Co. ,Asheville, N.C.

It wil l operate as HickmanEngineered Systems, an OMGRoofing Products company.

M-D Building Products ,Oklahoma City, Ok., has acquiredLoxcreen Co ., West Columbia,S.C., manufacturer of extruded doors,windows and flooring.

O’Connor & Associates ,Carpentersvil le, I l ., is now sell ingIntegrity Composites’ DuraLifedecking and railing products in theMidwest and Southeast, including N.D.,S.D., Il., Ia., In., Ky., Oh., Mi., Mn., Wi.,western N.Y., and western Pa.

CertainTeed, Valley Forge, Pa.,is exploring sites for a new asphaltroofing shingle plant in the Midwest.

Vermont Natural Coatingshas moved its manufacturing, shipping,and R&D operations to a new, largerfacility adjacent to its Hardwick, Vt.,headquarters.

ITW Building ComponentsGroup , Grand Prairie, Tx., hasopened a new 21,000-sq. ft. office andtesting lab in Orlando, Fl.

LP Building Products’ LPSolidStart LVL received CE approval,which is required for trading construc-tion materials throughout the EuropeanUnion.


Klausner Ready to Add 3Mills in the South

Austrian timber firm KlausnerLumber is laying the groundwork tobuild new sawmills in South Carolina,North Carolina, and Florida.

“We plan to build several mills inthe U.S.,” said Thomas Mende, presi-dent of international business devel-opment at Klausner.

In South Carolina, KlausnerLumber has received an air qualitypermit for a state-of-the-art sawmill ithopes to build on 248 acres betweenRowesville and Orangeburg,.

The new mill would have an annu-al capacity of 700 bd. ft., producingdried lumber and byproducts such asbark, wood chips, sawdust, and dryshavings.

In North Carolina, Klausnerintends to build a $110-millionsawmill in Halifax County.

And late last summer, Klausnerannounced plans to open a similar-sized facility in North Florida.

Handy Hardware Files Ch. 11Unable to strike a deal with its pri-

mary lender, Handy HardwareWholesale, Houston, Tx., has filed forChapter 11 bankruptcy protection.

The co-op hopes to reorganize andre-emerge within six months, withWells Fargo Credit contributing $30million in debtor-in-possessionfinancing.

According to Handy presidentTommy Schifanella, “Chapter 11reorganization was not Handy’s pre-ferred option, but it was the onlyoption whereby Handy could providefinancial stability over the short termfor vendors and suppliers to ensurethe continued flow of product toHandy’s member dealers—withoutthe risk or uncertainty of non-pay-ment.”

Senior director of retail develop-ment Lynn Bradley stressed to the co-op’s 1,300 retailer members in 14states that it has “no plans to liquidateor shut down, and we don’t even seethat as an option.”

At the end of 2012, Handy closedits secondary distribution center, inMeridian, Ms.

Canfor Expands in SouthCanfor Southern Pine, Myrtle

Beach, S.C., will spend $3.6 millionto expand its plant in Conway, S.C.,adding 56 new jobs.

The Canadian company has operat-

ed the plant since March 2006, whenit acquired New South Cos. Once it’scompleted in mid-July, the expansionwill include a continuous kiln systemto increase its lumber-drying capacityby 50%.

Ace Building Texas DCAce Hardware, Oak Brook, Il.,

plans to build a new regional distribu-tion center in Wilmer, Tx.

“Our retail support center inArlington, Tx., will transition into thenew space in the third quarter of2013,” said spokesperson KateKirkpatrick. The company’s ware-house in Fort Worth, Tx., will remainopen.

Equity Firm Buys PotomacSoftwood manufacturer and treater

Potomac Supply Corp., Kinsale, Va.,has been acquired by private equityfirm American Industrial Partners,New York, N.Y., and renamedPotomac Supply, LLC.

AIP has a long history of success-fully buying industrial businesses andpartnering with management to drivegrowth. “Although the company’soperations have been challenged inrecent years, its facilities are modernand competitive,” said AIP’s RickHoffman. “Potomac is an ideal plat-form for our thesis in softwoods andwood treating, and we look forward toworking with management to drivegrowth and margin improvement.”

“I am extremely pleased to be part-nering with the AIP. We share thecommitment to build on Potomac’sstrong history in the building productsindustry and deliver expanded capa-bilities and value to our customers,”said Potomac c.e.o. Darrell Keeling.

Texas Dealer ConsolidatesAllen & Allen Co., San Antonio,

Tx., has sold its high-profile locationon Loop 1604 and will consolidateoperations at its original downtownlocation, where it has done businesssince 1931.

Allen & Allen opened the 10,000-sq. ft. building with 5,000-sq. ft.showroom in 2000, to serve retailtraffic. However, the bulk of the com-pany’s business now comes fromhomebuilders, general contractors,architects, builders, and interiordesigners.

“We’re back to our roots now,”said president Buzz Miller. “We’relooking forward to getting everybodyunder one roof.”


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Texas Dealer Gets a RedoThe new owners of Circle

Hardware, Waco, Tx., have joined theDo it Best cooperative and are remod-eling the store, which has been opensince 1945.

“We are proud to be the new own-ers of a business with such a rich his-tory in Waco,” said new Larry Dagley,who owns the store with his wife,Norma. “Our plans are to build a storethat is the one stop for commercial andresidential maintenance, repair,remodel and restoration projects.”

The Dagleys are working with theDo it Best store design team to update

the outside and inside appearance ofthe store, as well as expand the salesfloor from about 3,800 sq. ft. toapproximately 5,800 sq. ft. A newmerchandising plan will broaden theproduct lines currently offered and adda number of new product lines, includ-ing more plumbing supplies and awider selection of light bulbs, cableand multi-purpose ties, mini blinds,and door and cabinet hardware.

Mead Gets Go-Ahead for NewNebraska Lumberyard

Mead Lumber has received plan-ning commission approval for its

revised plan for a new yard inKearney, Ne.

The main building, infrastructure,landscaping, and other site featureshave not changed since original planswere submitted, but minor aspectshave. The company now has approvalto increase lumber storage in the newyard to 60 ft. by 165 ft., up from 25 ft.by 165 ft. in the original plan. A roof-ing building will rotate from a north-south to an east-west position, to makeway for a larger parking lot that willease congestion.

Mead won approval for 89 parkingplaces and can defer construction of32 parking spaces shown in the origi-nal plan. Originally, 113 spaces wereproposed, which is more than twicethe required number of 57.


IN Memoriam

Fred Erb, 90, founder of ErbLumber, Bloomfield Hills, Mi., diedJan. 10 in Bloomfield.

During World War II, he servedwith the Army Enlisted Reserve. Afterthe war, he returned to the Universityof Michigan, graduating in 1947 witha degree in business. He then tookover his uncle’s lumber business,building it from one location to 45 atthe time of its sale in 1993.

Cassity John Jones, 94, founder ofseven-unit Cassity Jones Lumber,Longview, Tx., died Jan. 21.

After college, he served in theArmy Air Corps during World War II.He and his brother, Thomas, began ashomebuilders, opening their first lum-beryard in 1950 in Carthage, Tx., tosupport their construction business. Hesplit off from his brother in the mid-1960s, retaining Carthage Lumber andgradually adding locations throughoutEast Texas. He sold his interest in thechain to his children in 1988, but con-tinued as chairman of the board.

He was named Lumbermen’sAssociation of Texas Lumberman ofthe Year in 2000.

Wilbur F. Hammond, 90, retiredowner of Thomas Hammond & Son,Hiram, Me., died Dec. 29.

He attended Worcester PolytechnicInstitute and served in the Pacific withthe U.S. Marines during World War II.He then joined his father’s lumberbusiness, which he operated until his

retirement in 2006.He also served as a director of the

Maine Forest Products Council, presi-dent of the Northeast Lumber Manu-facturers Association, and chairmanand treasurer of the American LumberStandard Committee.

Wade Minson Stewart, 68, presi-dent of Keener Lumber Co., Smith-field, N.C., died Jan. 14.

A U.S. Army veteran of theVietnam War, he also served on theboard of the Southeastern LumberManufacturers Association.

Robert E. Cox, retired owner ofR.E. Cox Lumber, Post, Tx., died Jan.6 in San Antonio, Tx.

After attending Texas Tech, hewent to work for Wm. Cameron &Co., Lubbock, Tx. During World WarII, he served with the Army Air Corps.

After the war, he started his busi-ness, retiring in 1982, after 38 years.

He also served as a director of theLumbermen’s Association of Texas.

Robert Earl Wendling, 67, 40-year Indiana lumberman, died Dec. 29in Carmel, In.

He started his career working afterschool for his father at Harris BrothersLumber, Chicago, Il. He joinedGeorgia-Pacific, Harvey, Il., rising tooperations manager. In 1980, hejoined Ha-Marque Reserve (HagerDistribution), Carmel. In 1987, hebecame a lumber broker at Green

Forest Products. After managingTransbulk Reload, he rejoined G-P,Indianapolis, In., as lumber manageruntil the branch closed. He retired assales manager and general manager atWeyerhaeuser, Elkhart, In.

Pasquale A. “Pat” Lochiatto, 79,former owner of East Boston Lumber,Boston, Ma., died Jan. 3 in Boston.

After graduating from BostonCollege in 1955 and competing intrack and field events in the 1956Olympics, he served in the U.S. Army.

Norman Kainz, 84, former ownerof Kainz Lumber, Ely, Mn., died Jan.4 in Ely.

A U.S. Army veteran of the KoreanWar, he learned the logging businessfrom his father. From 1961 to 1978, heand his brothers, Leo and Raymond,ran the family logging and mill opera-tion. He wrote a memoir, Bulls of theWoods, about logging in northeastMinnesota since the early 1940s.

John Edward “Jack” Rafferty,81, former buyer for Meek’s Lumber,Springfield, Mo., died Jan. 17.

He began his construction industrycareer in the 1950s, managing severallumberyards and a pre-stressed con-crete operation. He joined Meek’s in1971 and retired in 1996.

Richard Nieliwocki, 66, longtimeNew Jersey lumber sales rep, died Jan.6 in Freehold, N.J.

He spent 40 years at TulnoyLumber, Bay Ridge Lumber, andCenter Lumber before retiring.

Leonard Frank “Len” Gloor, 54,owner of Gloor Hardware & SpecialtyLumber, Brownsville, Tx., died Jan.11 in Brownsville.

John Alexander, 66, president andowner of Alexander Moulding Mill,Hamilton, Tx., died Dec. 7.

Herb Cramer, 20-year employeeof Lampert Yards, St. Paul, Mn., diedJan. 2.

He joined Lampert’s, Bayport, Mn.,in 1986, also managing locations inLake Elmo and North Branch, Mn., aswell as its Windows & Doors of theFuture site and Lampert Exteriors,before retiring as manager in MooseLake, Mn., in 2005.

Clay Harold Brafford, 82, retiredowner of Clay Brafford Lumber,Boomer, N.C., died Jan. 5 in Boomer.

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Charlie Haines has joined the outsidesales team at Dixie Plywood &Lumber Co., Savannah, Ga., serv-ing southern Tennessee and northAlabama from Huntsville, Al.

Steve Singleton, ex-Canfor, has beennamed wood procurement coordi-nator for Charles Ingram LumberCo., Effingham, S.C.

Robert and Telisa Marsh, ex-CapitalLumber, are new to sales atTomball Forest Products, Tomball,Tx.

Karen Ziemba, ex-Mississippi RiverPulp, has joined InternationalForest Products, Foxboro, Ma., asU.S. sales mgr., based in the GreenBay, Wi., area and representingIFP in the Midwest.

Jeff Buckley, ex-Weyerhaeuser, hasbeen appointed president of theResidential Housing Group atStyle Crest, Fremont, Oh.

Roger Warren, ex-Owens Corning,is now category mgr. at ProBuild,Cranberry Township, Pa. WesSleek is new to sales in Kennesaw,Ga. Erik Nyholm has been namedgeneral mgr. in Winchester, Va.,overseeing both the lumber andcomponent operations. KevinLear is the new sales mgr.

Ken Katona has been named distrib-ution center mgr. for BoiseCascade, Baltimore, Md. Hereplaces Mike Nutile, who waspromoted to regional mgr. of thenewly formed Southeastern region.Randy Zulager is now DC mgr. inMemphis, Tn.

Ryan Blom, ex-Wausau Supply, hasjoined Building Products Inc.,Watertown, S.D., as territory mgr.for the Minneapolis-St. Paul, Mn.,area.

John Slavin, ex-Reeb Millwork, isnow regional millwork buyer forHuttig Building Products, RockyHill, Ct.

Jim McCorkle has retired after 35years with 84 Lumber, Eighty-four, Pa.

Jason Watts, ex-Affinity BuildingSystems, is a new account execu-tive for Gaster Lumber, Hardee-ville, S.C.

Bryan Nigro has joined BuildingCenter, Gloucester, Ma., as assis-tant mgr.

Scot Dickens, ex-Texas Door &Trim, is new to outside sales atBMC West, Plano, Tx.

MOVERS & Shakers

Kirk Shadduck has retired after 31years with Quikrete Cos., KansasCity, Mo., relocating to his homeon Lake Pomme-De-Terre. He willremain active by working at a newAce Hardware in Bolivar, Mo., setto open in March.

Heather Jenkins has been promotedto branch mgr. at Marjam SupplyCo., Orlando, Fl. GermanCaravaca is a new import/exportsales rep in Miami Gardens, Fl.

Chris Allcorn is a new account exec-utive with Krantz Select Woods,Austin, Tx.

Mike Lombardi has been named leanoperations mgr. for US LBMHoldings, Buffalo Grove, Il. DanFuehring is now product linemgr.-cabinetry. Robert Baskin isnew in Allen-town, Pa., as productline sales mgr.-decking, railing &exterior trim.

Brian Wilson has joined Mid-AmBuilding Supply, Moberly, Mo., inoutside sales for the Tulsa, Ok.,area.

Michael Donnelly, ex-IKO Indus-tries, is now in outside sales withNew Castle Building Products,White Plains, N.Y.

Eric Wachowiak is now operationsmgr. at Wimsatt BuildingMaterials, Perrysburg, Oh.

Holly White, ex-Hood Distribution,is new to sales at AmericanBuilders Supply, Sanford, Fl.

Stan Hilliard, ex-National Gypsum,is a new North Carolina sales repfor American Gypsum, Dallas, Tx.

Scot Wojcik is new to outside sales atCampbellsport Building Supply,Campbellsport, Wi.

Aaron T. Wheat is now with USPStructural Connectors, as districtsales rep for South Carolina.

Tom Anderson has been appointed tothe board of BlueTarp Financial,Portland, Me. Will Porter is nowchief financial officer.

Dan Cote is a new account mgr. atWhite Cap Construction Supply,Manchester, N.H.

Bruce Dove, ex-Dove Vinyl Win-dows, has been appointed businessdevelopment mgr. for NortheastBuilding Products, Philadelphia,Pa. Janice Lim is now marketingcoordinator.

Chestley Vann is new to sales atBoral Building Products, Lexing-ton, S.C.


Jack Cox, ex-James Hardie, has beennamed commercial sales mgr. forLakeside Quality Building Pro-ducts, Victor, N.Y.

Jonathon Goldhammer is mgr. andDan Mullin assistant mgr. of thenew Habitat for Humanity ReStorein Williston, Vt.

Travis Dye, ex-Beacon RoofingSupply, has joined the sales teamat ABC Supply, Kansas City, Mo.Denny de Baltz, ex-Allied Build-ing Products, is new to sales forABC in Mundelein, Il.

Dave Steinberg has been named salesmgr. for Thermal Industries,Pittsburgh, Pa. Dianne Bloomer isnow materials mgr.

Todd Schumell is now in sales atBrunsell Lumber & Millwork,Madison, Wi.

Tim McBride, ex-Old South AntiqueLumber, has been appointed pro-curement & production mgr. forShawmut Mill, Valley, Al.

David Sexton is new to architecturalsales at Ply-Tech Corp., Glasgow,Ky.

Jim Winn, ex-Home Depot, has beennamed v.p.-supply chain forNational Nail Corp., Grand Rapids,Mi.

Bonnie Buerhaus, Simpson Strong-Tie, Baltimore, Md., has been pro-moted to inside sales mgr.

Brian Christophel has joined Do itBest Corp., Fort Wayne, In., asassistant merchandise mgr.-globalsourcing.

Jim Nelson, ex-Besse Forest Pro-ducts, has been appointed NorthCentral region sales mgr. forWeather Shield Windows &Doors, Neenah, Wi.

Bryan Olson, ex-Innovative Stone, isnow general sales mgr. for Nex-Gen Building Supply, Schaum-burg, Il.

Lloyd Pope has been named v.p.-sup-ply chain for Roofing SupplyGroup, Dallas, Tx.

Geddie Herring has joined StockBuilding Supply, Raleigh, N.C., asinside sales coordinator. RalphEmbrey, ex-ProBuild, is a newstructural specialist. Monica Hart-man is back at Stock’s Youngs-ville, N.C., branch as marketingcoordinator.

Robert McNamara, ex-St.-Gobain,has been appointed v.p. of sales &marketing at Willoughby Supply,Mentor, Oh.

Craig Matter was named v.p.-salesfor Shingle Corp., Atlanta, Ga.

Charlene Allen is a new buildingproduct specialist at Parksite,Apex, N.C., serving the residentialmarket in North Carolina.

Phil Peek, ex-Superior SidingSupply, is new to Owens Corning,as Dallas/Fort Worth, Tx., areasales mgr.

Rick Welker, v.p. and chief account-ing officer, Beacon RoofingSupply, Peabody, Ma., has beenappointed acting chief financialofficer, until a successor can befound for David Grace, whoretired Dec. 31.

Dave Hauter, ex-Therma Tru, is nowsales development supervisor forSauder Manufacturing, Archbold,Oh.

Sharyn Price, ex-Stanley Black &Decker, is a new category mgr. atNorandex Building Materials,Hudson, Oh.

Natalie Macey is now account mgr.-crosstie sales for Universal ForestProducts’ western division. She isbased in the Kansas City, Mo.,area.

Stephen Guenther, ex-Forest toFloor, has been named director offlooring sales at Shamrock PlankFlooring, Horn Lake, Ms.

Madison Franz is a new Indiana-polis, In., field sales rep forMilwaukee Electric Tools.

Juan S. Vazquez Jr. has beenappointed v.p.-sales at RibadaoLumber & Flooring, Miami, Fl.

Eric Olsen has been named quality &reliability mgr. at RB Lumber Co.,Riceboro, Ga.

James J. Costa, ex-Overhead DoorCorp., is now v.p.-internationalsales at Lumber Liquidators,Toano, Va.

Doug Young has been promoted tov.p. of sales for Centiva Flooring,Florence, Al.

Michelle Kam-Biron, ex-Wood-Works, has been named director ofeducation for the American WoodCouncil.

Monique Hanis has joined theSustainable Forestry Initiative,Washington, D.C., as chief operat-ing officer and v.p. of marketing &communications.

Mary Alice Cook is the new execu-tive director of the Texas ForestryMuseum.

Hiram Cheep is now corporaterecruiter for Mungus-FungusForest Products, Climax, Nv.,according to co-owners HughMungus and Freddy Fungus.


Is it hypocritical tohate telemarketers?IN THE SAME WAY I rubberneck while passing car wrecks,

I’m strangely fascinated by horrible telemarketing calls.Sometimes I empathize with the caller. We’re both insales, right?

Not wanting to be rude, I let them plow through theiropening lines. The calls all sound something like this:

RingMe: Commercial Forest Products, this is Steve. How

can I help you?TM: (Three seconds of silence while soulless autodialer

connects me to soulless telemarketer) Hello, is this Mr.Mispronounced Last Name?

Me: What can I help you with?TM: Um… good. How are you?Me: What can I help you with?TM: Blah, blah, blah… I just need to confirm your

address (or other assumptive close).Me: No, thank you, have a good day. (Slowly hanging

up while TM’s futile attempt to continue the conversationfades into the background.)

Fin.

I hate receiving these phone calls. The telemarketingmodus operandi has not changed in decades. It is as freshas a Foghat concert. I have yet to field a call that resultedin a negotiation, much less a sale. Regardless, the callskeep coming in.

Why do we hate telemarketing calls? Let us count theways.

• The shotgun approach. They call everybody with aphone number. Everyone gets the same pitch.

• They do all the talking. Reference the script above. Inan attempt to keep you on the phone, they only shut upwhen they need your recorded consent to start billing.

• They know nothing meaningful about you before theypick up the phone.

• We often know nothing meaningful about them beforethey try to sell us something.

• Probably 95% of callers hate their job and it comesthrough in their presentation.

• Bullying their way to a quick close is considered a

ONDICH On SalesBy Stephen Ondich, Commercial Forest Products

good thing.• They frequently use questionable tactics to create the

illusion of a connection. “We’re doing work for one ofyour neighbors…” is only honest if you consider theEarth’s inhabitants to be yours neighbors.

• “We spoke a couple of months ago and you asked meto call back.” No, I’m quite sure I didn’t.

How could telemarketers revise their approach to actu-ally sell me something?

• Find out information about me before calling. Am Ireally a potential customer for what you’re offering? Doing

even a little pre-call research separates you from the major-ity of cold callers.

• Go off script and have a meaningful dialogue with me.I will often speak with and give information to a personwho I’m conversing with.

When a person is working from a script, it’s like listen-ing to a boring soliloquy. Instead of engaging, my focus is100% on how to quickly end the call without providing


any information that could be miscon-strued as “Yes, I’m interested.”

• Give me a good reason to listen.If you don’t know anything about me,it’s doubtful that you can provide one.

• Pay attention when I tell you whyI’m not interested. Telemarketers aretrained to blow through your objec-tions come hell or high water. If it’snot a fit, move on. This will save youtime and make me more apt to speakto future callers.

• Be direct about who you are andwhy you’re calling. If you’re workingfor a good company that does goodthings, there’s no need to be vague ormisleading about your employer andreason for calling.

Most importantly, how can I avoidmaking telemarketing calls? The lastthing sales professionals want is to belumped into the category of telemar-keter.

Let’s assume that sales phone callsare rated on a scale of 0 to 10, basedon the prospect’s likelihood of takingthe call. Zero is a telemarketing call tobe avoided at all costs. Ten is zero-cost phone time with a respectedindustry consultant/guru. Whenprospects see your number on theircaller ID, are they sizing you up as a0, 5, or 10?

Here’s how to improve your rank-ing:

• Have a good reason for calling.Don’t call just to check in, say hi, orsee how someone is doing. Evenwhen calling a regular customer, thistype of call is not going to generate alot of excitement.

I occasionally receive calls fromvendors that sound like this: “Hi, Ihaven’t heard from you in a while,just calling to check in…” Theimagery associated with this openingis of someone who is not very busy,wants my business, doesn’t have a lotto offer, and wants me to think ofsomething they can sell me.

• When speaking to someone forthe first time, use your brain to find aconnection to lead in with. Do youknow someone at the company? Doyou work with one of their competi-tors? If you have no personal connec-tion, are you familiar with their prod-ucts?

• Let your prospects know you’rethinking about them. “Hi, it’s been awhile since we last spoke. I saw yourname mentioned in Building ProductsDigest last month. Do you want me tomail you the article?”

The imagery here is of someonewho is busy but hasn’t forgotten aboutyou, is vested in the industry, and hassomething to offer with the magazinearticle.

• Present yourself as having some-thing valuable to offer in a specificway (“We’re the only widget manu-facturer in your state.”), rather thansubjectively (“We make the best wid-gets.”).

Let’s create a sales phone call thatmight actually have a shot of goingsomewhere:

RingMe: Commercial Forest Products,

this is Steve. How can I help you?Caller: Hi, Steve. I was on your

website and saw that you distributewidgets. We supply widgets to somedistributors in Oregon and are lookingto expand into California. Do youhave a few minutes to talk?

Me: Okay… (Questions about thewidgets)

Caller: (Knowledgeable answersabout his widgets)

Caller: I’m going to be at a tradeshow in your area next month, can Istop by and meet you in person?

How does this call compare to the

telemarketing call at the beginning ofthis article?

• Caller had researched my compa-ny before picking up the phone.

• The conversation flowed natural-ly in two directions. If he was work-ing from a script, it was not apparent.

• Caller engaged me with a subjectof interest to me.

• In his answers, caller providedinformation that showed his expertise.

• Caller presented himself as vest-ed in my industry. (What’s this tradeshow he’s going to?)

• Caller wants to meet to see if itmakes sense to work together ratherthan trying to close a deal during theinitial phone call.

Telemarketers use the shotgunapproach. Call volume is emphasizedover call quality. It’s unlikely tele-marketers will ever make calls likethe one I described due to the requiredtime investment. And, if they did,they would be sales professionals.

– Stephen Ondich is the owner ofCommercial Forest Products, Fontana,Ca., a manufacturer and distributor ofhardwood products. He can be reached at(909) 256-4583 or [email protected].


PROVIA opened a new 54,000-sq. ft. door and window DC and is working on a 58,000-sq. ft. expan-sion of its manufacturing plant at its corporate headquarters in Sugarcreek, Oh.

Sutherland’s to Open SmallerConcept Store in Kentucky

Sutherland Lumber Co., KansasCity, Mo., has purchased a 23,000-sq.ft. building in Louisville, Ky., totransform into a new “neighborhood

hardware concept” store.President Perry Sutherland said the

new Sutherland Hardware & Mercan-tile will offer home improvement,plumbing and electrical supplies,lawn and garden items, pet supplies

and other merchandise, minus the fullline of building materials stocked atits larger locations.

The new store—the chain’s first inKentucky—is anticipated to open thissummer. Sutherland’s currently oper-ates 55 stores in 13 states.

UFPI Acquires EWP MakerUniversal Forest Products has

acquired EWP manufacturer CustomCaseworks, Sauk Rapids, Mn.

Custom Caseworks president andc.e.o. John R. Lindholm will stay onas general manager of the business.

Fire Strikes Penn. SawmillFulton Forest Products, Shippen-

ville, Pa., suffered an estimated$200,000 in damage in a Jan. 14 fire.

Investigators suspect equipmentmalfunction, but are searching for theexact cause of the late-afternoon blazethat started in a dry kiln.

Stock Buys Component FirmStock Building Supply acquired

component/millwork supplier TotalBuilding Services Group, Atlanta, Ga.

Former TBSG owner Bill Postonwill stay on as an adviser.

Compare and see. Take the EverGrain® Deck Board Challenge.

©2013 TAMKO Building Products, Inc. TAMKO, EverGrain and Envision are registered trademarks of TAMKO Building Products, Inc. *This comparison is based on the leading competitor’s standard limited warranty compared to TAMKO’s Limited Warranty. To obtain a copy of TAMKO’s Limited Warranty, visit us online at tamko.com or call us at 1-800-641-4691.

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Bonded Composite Decking

LEADING COMPETITOR EVERGRAIN ENVISION RESIDENTIAL LIMITED WARRANTY

LABOR LIMITED WARRANTY

COMMERCIAL LIMITED WARRANTY

LEADINGCOMPETITOR 25 YEARS

20 YEARS

10 YEARS

20 YEARS

0 YEARS

5 YEARSEVERGRAIN &

EVERGRAIN ENVISION

Challenge 2: The competitor’s extruded board features an embossed pattern on the surface of the board. EverGrain’s compression molded process creates a unique grain for dramatic and lasting beauty.

Compare EverGrain’s beauty side-by-side vs. the appearance of the leading competitor and see the difference it makes for your customers.

Challenge 1: First, notice how the leading competitor’s pattern repeats every 37-3/8 inches—that’s the same grain pattern repeated five times on a single 16-foot board. But EverGrain creates a random pattern that never repeats across the entire board for a more natural wood look.

Challenge 3: Finally, compare limited warranties. EverGrain offers a 20-year commercial Limited Warranty and covers both materials and labor for the first 5 years of the Limited Warranty.

EVERGRAIN® ENVISION®

LEADING COMPETITOR

PATTERN REPEATS EVERY 37-3/8"

PATTERN NEVER REPEATS ACROSS ENTIRE BOARD

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Universal FastenerThe BlackTalon universal

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PVC MouldingProfiles

Azek Building Products addedfour new profiles to its line ofarchitectural mouldings.

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Decking With PromiseLatitudes Wave decking from Universal Forest

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Multi-Family BalconiesWahoo Deck’s pre-fabricated aluminum balconies

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Indoor/Outdoor Lift TruckThe Platinum II Nomad lift truck from Nissan is

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FAMILY BusinessBy Jane Hilburt-Davis

Solutions for familybusiness problems: 5 question to askTHE ABILITY TO think and act systemically is critical

when working in and with family businesses. Failureto do so is a real competitive disadvantage for family busi-nesses and the professionals who serve them.

Thinking systemically:• prevents confusing the symptom with the problem• provides a crucial link for integrating the family rela-

tionship and business strategies • builds on what is healthy in both the family and the

business • uses high-leverage points for positive lasting changes• suggests dynamic and creative ways to deal with

obstaclesBy asking the following questions when faced with a

problem in the family and/or business arena, you can beginto think in systems terms. If you cannot answer these ques-tions, you risk working with incomplete data and makingthe problem even more complicated.

What is the real problem?Very often what people describe as the problem is only

the symptom. Worded another way: presented problemsare rarely the real issue. If you focus on the symptom with-out uncovering the real problem, you are wasting your timeand are bound to fail. A doctor does not only treat the rash,but conducts a series of tests to find out what is causing it.That is exactly what you must do with a problem in thefamily business.

To get beyond treatment of the symptom, take a seriesof steps to uncover the real problem. These steps includehearing all sides of the story, getting family members totalk together in a safe, structured and neutral setting, andkeeping all options open. The focus for treatment is theunderlying structure, the patterns of communication, andconflict management. The goal is to strengthen the systemto help it solve its own problems, and improve the bottomline.

How long has this problem existed?Problems manifest themselves in three ways: (1) same

old stuff, (2) something brand new, and (3) same old stuffin a new package. If the symptom has persisted for a longtime, it reflects a deeper problem embedded in the system.It cannot be dealt with until the underlying patterns andstructures that produce it are carefully considered andaddressed. If the symptom is new, with a short history, dealwith it first. In short, thinking systemically requires anappreciation of behavior patterns over time and across gen-erations.


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Is the problem related tounfinished business?

All living systems, including indi-viduals, families and businesses, gothrough life cycles and crises. Eachstage in the life cycle of a businessand of a family requires certain tasks.Each crisis requires increased com-munication and effective action plansfor the family and the business togrow and move forward. All toooften, problems are the result ofavoiding the communication and tasksthat are necessary to move to the nextstage. Each change in a system pro-duces disruptions in patterns. If emo-tional processes aren’t managed dur-ing such disruptions, the negativeeffects may be felt over time and overmany generations.

Where is the most energy for change?

Energy in systems terms impliespossibilities for change. Two things todiscuss: How does the energy presentitself and what does it look like? Itcan come in many forms: anger,excitement, frustration, enthusiasm,pain, or a combination. Where is theenergy located? It can be in a personof authority, formal or informal, in a

subordinate, in an alliance amongmembers of the family business sys-tem.

Your chances for success are obvi-ously greater if the energy for changeis with a person in a position of for-mal authority. Often, however, withsuccession issues, the motivation forchange is in the succeeding genera-tion, which is highly motivated andwithout much formal authority.

Understanding how the whole sys-tem works and appreciating the con-cept of leverage can help createchanges that are positive for the fami-ly and the business.

Does the problem serve a function? If so, what?

Problems often play importantroles in systems. A classic example isscapegoating or dumping problemsonto a person or group of people.Usually, if one person or group is fre-quently blamed, the first question toask is does he/she deserve this? If theanswer is “yes,” then the work is withthat person. If the answer is “no,”then the work is with the system.Then ask, what would happen if thescapegoat were fired or cut off fromthe family? Would the problems

remain? There are many reasons for scape-

goating, but the most common in fam-ily business systems are unresolvedconflicts, work avoidance, and denialof important business decisions to bemade. In short, the question becomes,“Who can we blame?,” rather than,“How can we fix this?”

Problems are powerful forces insystems and can play a useful, ifsometimes destructive, role. Do yourhomework. Be prepared for the falloutif the problem is removed withoutrepairing the underlying structure.

Problems often don’t get therespect they deserve. They usuallyplay important roles in families and inthe workplace, and are windows intosolutions. Ask these critical questions,before you rush in to fix things.

– Jane Hilburt-Davis is president ofKey Resources, LLC, Boston, Ma., a fami-ly business consulting firm. Shehas trained, mentored, and coached hun-dreds of family business advisors and isco-author of Consulting to FamilyBusinesses. Reach her at (617) 577-0044or at [email protected].

Reprinted with permission of KeyResources LLC. No portion of this articlemay be reproduced without its permission.


ASSOCIATION Update

Builder’s Supply Association ofWest Virginia will step back in timeto celebrate the group’s centennial atthe historic Greenbrier Resort, WhiteSulphur Springs, W.V., for its 100thannual meeting March 15-17.

The convention package includesluxurious accommodations, breakfastand lunch buffets in the historic MainDining Room, dinner in a choice ofthree restaurants, complimentarygreens fees on the Meadows Course,Greenbrier tour, gratuity, resort fee,and taxes.

Construction Suppliers Associa-tion elected Andy Brown, BrownLumber & Building Supply, Columbi-ana, Al., as its new chairman.

Other new officers are chair-electAlex Hill Hill’s Ace Hardware,Winder, Ga.; 2nd vice chair Ida RossSwift Hicks, Swift Supply, Atmore,Al.; treasurer Chris Moon, HarbinLumber, Lavonia, Ga.; immediatepast chairman Michael Townsend,Townsend Building Supply,Enterprise, Al., and directors JimmyBarnes, Buettner Brothers Lumber,

Cullman, Al.; Jason Boehm, Junior’sBuilding Materials, Ringgold, Ga.;Steve Chick, T.H. Guerry Lumber,Savannah, Ga.; Brian Fabacher, VNSCorp., Vidalia, Ga.; Ray Gaster,Gaster Lumber, Savannah, Ga.; MikeGrady, Mulherin Lumber, Evans, Ga.;Phil Odom, BlueLinx Corp., Atlanta,Ga., and Johnny Shiver, ShiverLumber, Americus, Ga.

Northwestern Lumber Associa-tion named Hilltop Lumber, Alexan-dria, Mn., Dealer of the Year at itsrecent Building Products Expo.

The annual Nebraska LumberDealers Convention will be March12-13 at Younes Conference Center,Kearney, Ne. Highlights include akeynote address by coach DarrellMorris, product demonstrations, andan OSHA seminar with John Lewis.

A workshop for yard and deliverymanagers will be led by KenWilbanks March 6-7 at Brittingham &Hixon Lumber, Oconomowoc, Wi.,and March 14-15 at Crane JohnsonLumber, Fargo, N.D.

Gary Johnson will offer project

estimating workshops Feb. 18-19 atArrowwood Resort & ConferenceCenter, Alexandria, Mn., and March26-27 at Howard Johnson, RapidCity, S.D.

Vermont Retail Lumber DealersAssociation plans a lobbying day,including an education seminar andboard meeting, April 2 in Montpelier,Vt.

Oklahoma Lumbermen’s Asso-ciation has enlisted Bob Janet to pre-sent a two-day program on “How toIncrease Your Sales & Profits” March29-30 at the South Oklahoma CityChamber.

New Jersey Building MaterialsDealers Association is hosting areameetings Feb. 21 at Rams Head Inn,Absecon, N.J., and Feb. 28 at Erini’s,West Trenton, N.J. Discussion topicswill include material handling, disas-ter planning, and technology.

Lumbermen’s Association ofTexas has compiled a strong slate ofspeakers for its 127th annual conven-tion April 18-19 at the Westin LaCantera Resort, San Antonio, Tx.


Mary Beth Brendza will address“Small Business Apps for Smart-phones,” Doug Garrett will cover“Building Science–2012 EnergyCodes Coming Soon to Your Town!,”and Danielle DiMartino will speak on“The Housing Market Today &Tomorrow.”

LAT and Ohio ConstructionSuppliers Association are among thesponsors of an inventory managementwebinar March 5. Jim Enter will pre-sent “Maintaining a BalancedInventory in an UnpredicatableMarket.”

Mid-South Building MaterialDealers Association will meet March21-23 at Imperial Palace Resort &Casino, Biloxi, Mi., for its annualconvention & show.

National Lumber & BuildingMaterial Dealers Association willhold its annual spring meeting andlegislative conference March 18-20 atthe Crystal City Marriott, Arlington,Va.

Political analyst William Kristol, aFox News contributor and editor ofThe Weekly Standard, will speak atthe LuDPAC fundraising luncheon.

In addition to association commit-tee and board meetings, Capitol Hillappointments will be set up by localfederated associations between NLB-MDA members and legislators andkey federal agency officials to discussthe industry’s policy priorities inWashington. The conference will cul-minate with a reception for membersof Congress and their staff on CapitolHill.

Once again, the conference willtake place jointly with the Window &Door Manufacturers Association,providing a wealth of networkingopportunities.

Hardwood Manufacturers Asso-ciation will gather March 11-13 atCharleston Place Hotel, Charleston,S.C., for its national conference andexpo.

On March 11 at the same location,Southern Cypress ManufacturersAssociation will convene its annualmeeting.

National Hardwood LumberAssociation has drafted former DallasCowboys quarterback Roger Staubachto keynote its annual convention andexhibit showcase Oct. 2-4 at the OmniFort Worth Hotel, Fort Worth, Tx.


WE BUY AND SELL PANEL STRIPSPlywood, OSB, particleboard and MDF by the

truckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, [email protected].

WANTED TO BUY

Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”

(advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previ-ous month.

To reply to ads with private box numbers, send correspondence tobox number shown, c/o BPD. Names of advertisers using a box numbercannot be released.

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HELP WANTED

AGGRESSIVE SALES representatives wantedto grow with our 90-year-old company. We area well-established, family-owned wholesalerlooking to expand into new markets. You mustbe able to demonstrate an existing customerbase. Working from your home you will earnthe best commissions in the business. Call Jimat (800) 647-6242. The McGinnis LumberCompany, Meridian, Ms.

Sherwood Ready for GrowthAt the lowest point of the reces-

sion, Sherwood Lumber, Islandia,N.Y., made an unconventional move:it purchased a 66-acre distributionfacility in Palmer, Ma.—wagering themarket would bounce back. Weeksinto 2013, its confidence appears tohave paid off.

“It has been amazing to see howthe footage keeps increasing at PrimeDistribution,” says logistics managerBrian Nunes. “It’s a promising sign ofthe industry and economy as a wholebouncing back. We are expecting andpreparing for a continual rise indemand.”

Prime Distribution sits along anactive rail line, boasts two yards and a50,000-sq. ft. warehouse, which,when combined, have the inventorypotential to serve the entire Northeastmarket. Sherwood c.e.o., AndrewGoodman secured the property in2010, despite an uncertain future.

However, Sherwood has heldsteady through the downturn and hasstarted to see returns over the lastyear. Buying the Prime facility hasenabled Sherwood to hold enough

lumber to suit the real-time needs oftheir clients throughout the Northeast.It also gives them the dedicated spacenecessary to distribute the newGeorgia-Pacific ELP line exclusivelyfrom their facility.

In recents months, Sherwood

FIBERON’S redesigned website (www.fiberondecking.com) features a new DIY Deck Connectdesign tool that allows consumers to take a photo of their home and then access a complete portfo-lio of products to design a virtual, realistic-looking deck.

installed a new roof on the officebuilding and instituted an improved,innovative safety program. This year,the company will make more capitalinvestments, expand hours, andrecruit new staff to improve efficien-cy and meet the growing demand.


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Southern Building Material Assn. – Feb. 6-7, LBM show,Showplace Convention Center, High Point, N.C.; (704) 376-1503;www.southernbuilder.org.

Northeastern Retail Lumber Association – Feb. 6-8, annual expo,John B. Hynes Memorial Convention Center, Boston, Ma.; (800)292-6752; www.nrla.org.

Mid-America Lumbermens Assn. – Feb. 7-8, Arkansas springmeeting, Hot Springs, Ar.; (800) 747-6529; www.themla.org.

Northwestern Lumber Association – Feb. 8, Future LumberLeaders meetings, St. Cloud, Mn.; Feb. 15, Lincoln, Ne.; (763)544-6822; www.nlassn.org.

South Dakota Retail Lumberman’s Assn. – Feb. 12-13, annualconvention & show, Best Western Ramkota Hotel & ConferenceCenter, Sioux Falls, S.D.; (605) 660-9742; www.sawbucks.com.

Long-Lewis Hardware – Feb. 15-16, market, Montgomery CivicCenter, Montgomery, Al.; (205) 322-2561; www.long-lewis.com.

Florida Hardware Co. – Feb. 16-17, market, Doubletree Hotel,Orlando, Fl.; (904) 783-1650; www.floridahardware.com.

National Wooden Pallet & Container Association – Feb. 16-19,leadership conference & expo, Loews Portofino Bay Hotel,Orlando, Fl.; (703) 519-4720; www.palletcentral.com.

Progressive Affiliated Lumbermen Co-op – Feb. 19-21, buyersshow, Rosen Plaza Hotel, Orlando, Fl.; (800) 748-8900;www.pal-coop.com.

North American Wholesale Lumber Association – Feb. 20,regional meeting, Greystone Golf & Country Club, Birmingham,Al.; (800) 527-8258; www.lumber.org.

Northwestern Lumber Association – Feb. 20-21, Iowa lumber con-vention, Prairie Meadows Events & Convention Center, Altoona,Ia.; (763) 544-6822; www.nlassn.org.

National Frame Building Association – Feb. 20-22 , frame buildingexpo, Memphis Cook Convention Center, Memphis, Tn.; (800)557-6957; www.nfba.org.

Ace Hardware Corp. – Feb. 21-23, spring show, Ernest N. MorialConvention Center, New Orleans, La.; (630) 990-7662; www.ace-hardware.com.

Orgill Inc. – Feb. 21-23, dealer market, Orange County ConventionCenter, Orlando, Fl.; (800) 347-2860; www.orgill.com.

True Value – Feb. 23-25, spring market, Georgia World CongressCenter, Atlanta, Ga.; (773) 695-5171; truevaluecompany.com.

Illinois Lumber & Material Dealers Association – Feb. 26-27, con-vention & expo, Prairie Capital Convention Center, Springfield, Il.;(800) 252-8641; www.ilmda.com.

American Fence Association – Feb. 27-March 1, FenceTech/DeckTech, George R. Brown Convention Center, Houston, Tx.;(800) 822-4342; www.americanfenceassociation.com.

Appalachian Hardwood Manufacturers Association – Feb. 28-March 3, annual meeting, Hyatt Grand Cypress, Orlando, Fl.;(336) 885-8315; www.appalachianwood.org.

HDW Inc. – March 1-3, dealer market, Jackson Convention Center,Jackson, Ms.; (800) 256-8527; www.hdwinc.com.

Peak Auctioneering – March 2, LBM auction, Howard County Fair-grounds, Baltimore, Md.; (800) 245-9690; www.peakauction.com.

International Home & Housewares Show – March 2-5, McCormickPlace, Chicago, Il.; (847) 292-4200; www.housewares.org.

Moulding & Millwork Producers Assn. – March 5-9, winter meet-ing, Scottsdale, Az.; (800) 550-7889; www.wmmpa.com.

Hardwood Manufacturers Association – March 11, national con-ference & expo, Charleston Place Hotel, Charleston, S.C.; (412)244-0440; www.hmamembers.org.

Southern Cypress Manufacturers Association – March 11, annu-al meeting, Charleston Place Hotel, Charleston, S.C.; (412) 244-0440; www.cypressinfo.org.

WoodWorks – March 12, Wood Solutions Fair, Omni Hotel, Dallas,Tx.; (866) 966-3448; www.woodworks.org.

Northwestern Lumber Association – March 12-13, Nebraska lum-ber dealers convention, Younes Conference Center, Kearney,Ne.; (763) 544-6822; www.nlassn.org.

Greenprints – March 13-14, Georgia Tech Research InstituteConference Center, Atlanta, Ga.; (404) 872-3549; www.green-prints.org.

Lumbermens Merchandising Corp. – March 13-15, annual meet-ing, Anaheim, Ca.; (610) 293-7049; www.lmc.net.

Emery-Waterhouse – March 15-16, market, Rhode Island Conven-tion Center, Providence, R.I.; (800) 283-0236; emeryonline.com.

Builder’s Supply Assn. of West Virginia – March 15-17, 100thannual meeting, Greenbrier Resort, White Sulphur Springs, W.V.;(304) 342-2450; www.bsa-wv.com.

Peak Auctioneering – March 16, LBM auction, Kane County Fair-grounds, St. Charles, Il.; (800) 245-9690; www.peakauction.com.

National Lumber & Building Material Dealers Assn. – March 18-20, legislative conference & spring meeting, Crystal City Marriott,Washington, D.C.; (800) 634-8645; www.dealer.org.

Window & Door Manufacturers Assn. – March 18-20, legislativeconference, Arlington, Va.; (800) 223-2301; www.wdma.com.

JLC Live Show – March 20-23, Rhode Island Conference Center,Providence, R.I.; (800) 261-7769; www.jlclive.com.

Mid South Building Material Dealers Association – March 21-23,convention & show, Imperial Palace Resort & Casino, Biloxi, Ms.;(877) 828-3315; www.mbmda.com.

Blish-Mize Co. – March 22-23, spring market, Overland Park Con-vention Center, Overland Park, Ks.; (800) 995-0525; www.blish-mize.com.

The answers for a long lasting, more beautiful deck.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

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

AERT [www.aertinc.com].................................................................7

Anthony Forest Products [www.anthonyforest.com] .................35

Arch/Lonza [www.wolmanizedwood.com]...........................Cover I

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

Boise Cascade [www.bcewp.com]..................................................4

BuilderLink [www.yourbuilderlink.com].......................................26

BW Creative Wood [www.bwcreativewood.com] ........................49

Coastal Plywood [www.coastalplywood.com].............................36

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................50

DeckWise [www.deckwise.com] ...................................................47

DuraLife [www.duralifedecking.com] ...........................................19

Enduris [www.endeck.com]...........................................................23

Everwood [www.everwoodwpc.com] ...........................................17

Fasco America [www.fascoamerica.com]....................................25

Great Southern Wood Preserving [www.yellawood.com] ..........29

Hixson Lumber Sales (www.hixsonlumbersales.com).....Cover IV

Lumbermen’s Association of Texas [www.lat.org] .....................46

NewTech Wood [www.newtechwood.com].........................Cover II

NyloBoard [www.nyloboard.com]...................................................5

Parksite [www.parksite.com]...................................................15, 45

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....51

Redwood Empire [www.redwoodemp.com].................................33

RoyOMartin [www.royomartin.com] .............................................31

Screw Products [www.screw-products.com] ..............................50

Sherwood Lumber [www.sherwoodlumber.com] ......................32

Simpson Strong-Tie [www.strongtie.com]...................................37

Siskiyou Forest Products [siskiyouforestproducts.com]...........13

Sure Drive USA [www.suredrive.com]..........................................53

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

TAMKO Building Products [www.elementsdecking.com] ..........43

TigerDeck [www.tigerdeck.com] ...................................................30

Versatex [www.versatex.com].......................................................27

Wahoo Decks [www.wahoodecks.com] .......................................42

Western Forest Products [www.westernforest.com] .................34

Western Red Cedar Lumber Association [www.wrcla.org] ...38-39

Weyerhaeuser [www.weyerhaeuser.com] .............................8A-8B

LUMBERYARD brought an end to graffiti by hiring a local streetartist to paint a mural on the side of its warehouse.

Tired of dealing with spray-painted graffiti,one East Coast dealer commissioned a local artist tocreate something that would get people talking.

“For a long time, I’ve had in mind to use the spaceas a canvas for something a little more real, a littlemore meaningful,” says Adam Wallace, assistant vicepresident of West Haven Lumber, West Haven, Ct.“It’s opened a dialogue that’s never happened beforeat the lumberyard.”

Adam and his family have been running the yard—which now occupies two city blocks—since 1927. Thenew art covers a back wall, near the pre-hung doorshop, that backs up to commuter rail tracks. Thatmeans the art—and the company—attracts lots ofnotice.

Stories that appeared in local newspapers also gotthe word out, attracting curious customers and peoplefrom nearby homes and businesses.

An anonymous street artist known as BiP, whichstands for Believe in People, created the wall mural atnight during one week in December. Although he’screated other projects in the area, the wall at WestHaven Lumber is the largest so far.

Wallace says he saw a sketch before work started,but didn’t have any say, other than veto power. “Theartist wasn’t interested in doing any sort of commis-sioned piece,” he says. “It was clear from the begin-ning that I would have no editorial control at all.”

Since a local art gallery has volunteered to maintainthe mural, it will be around for a long while—which isokay with Wallace.

“It’s a different vibe for a lumberyard,” he notes.“Guys here are usually focused on one task at a time,whatever they’re doing that day. I see it as a hopefulpiece, that’s pulling you up to another level.”

IDEA FileArtful Ingenuity



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

Change Service Requested

Hixson Lumber Sales is independently owned and operated. MicroPro®, MicroShades®, and Osmose® are registered trademarks of Osmose, Inc. MicroPro pressure treated wood products from Hixson Lumber Sales are treated with Micronized Copper Azole. Ecolife™ is a trademark of Viance. *CCA is, Chromated Copper Arsenate. ACQ is, Alkaline Copper Quaternary Compounds. Colors shown in photo images may differ from actual product samples tested. © 1/2013

realizes that with the diverse and ever changing needs of our customers, it is critical that we supply their demands as quickly and effectively as possible.

Hixson Lumber Sales

Hixson Lumber Sales Locations

Hixson Sawmill Locations

Our inventories consist of dimension lumber, timbers, boards, decking, plywood, and pattern lumber in all grades of Southern Yellow Pine. Hixson Lumber Sales offers the following preservative treatments: MicroPro®, ACQ*, Ecolife™, Fire Retardant, Borates, CCA*, Heavy Retention Marine Treated CCA (2.5 pcf), or KDAT.

We stock a full line of deck accessories, including spindles, balusters, handrails, step stringers, porch posts, and porch fl ooring. We stock both fence pickets and panels, and all of our fencing products are made in the USA. We also carry SPF.

Pine Bluff, AR Carrollton, TX(972) 446-9000

Plumerville, AR(501) 354-1503

Plumerville, AR

Caddo Mills, TX(903) 527-4010

Willis, TX

Magnolia, AR(870) 234-7820

Gilmer, TX

HIXSON LUMBER SALES

www.hixsonlumbersales.com

Hillsboro, IL

Streator, IL

Russellville, ARPlumerville, AR

Pine Bluff, ARRison, AR

Magnolia, AR

Winnfi eld, LAHattiesburg, MS

Caddo Mills, TXGilmer, TX

Willis, TX

Osmose® MicroShades® pigmented colorant system can be used as an “in-solution” system specifi cally developed for wood with the MicroPro preservative.

VALIDATEDVOC CONTENT LEVELS IN OSMOSE MICROPRO TECHNOLOGY ARE BELOW THE LIMIT SET BY SCAQMD RULE 1113

For more information on the environmental benefi ts of MicroPro pressure treated wood visit www.osmosewood.com.

building products digest - february 2013

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