Building Products Digest - December 2010

EXTREME LUMBERYARD MAKEOVERS THE NEXT BIG ENGINEERED WOOD PRODUCT DECEMBER 2010

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

Products Digest

4 Building Products Digest December 2010 Building-Products.com

December 2010 Volume 29 Number 10

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BPD BuildingProducts Digest

Special Features7 MANAGEMENT TIPS

PICK THE RIGHT LIFT TRUCK

8 COMPANY FOCUSNORTHEAST DEALER SANFORD & HAWLEY

UNDERGOES HISTORY-MINDED UPDATE

10 FEATURE STORYTHE COMING EWP:CROSS-LAMINATED TIMBER PANELS

14 MARGIN BUILDERSBE WARY WHEN BUYING USED RACKING

16 SPECIAL TEAR-OUT INSERT2011 DELUXE INDUSTRY CALENDAR

20 PHOTO RECAPSOUTHERN FOREST PRODUCTS ASSN.

22 PHOTO RECAPNAWLA TRADERS MARKET IN CHICAGO

In Every Issue6 TOTALLY RANDOM

12 COMPETITIVE INTELLIGENCE

15 OLSEN ON SALES

17 MOVERS & SHAKERS

18 NEW PRODUCTS

27 ASSOCIATION UPDATE

27 IN MEMORIAM

28 CLASSIFIED MARKETPLACE

29 DATE BOOK

30 IDEA FILE

30 ADVERTISERS INDEX

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Building-Products.com December 2010 Building Products Digest 5

TOTALLY Random By Alan Oakes


Here we go? www.building-products.comA publication of Cutler Publishing

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BUILDING PRODUCTS DIGEST is published month-ly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660-1872, (949) 852-1990, Fax 949-852-0231,www.buildingproducts.com, by Cutler Publishing,Inc. (a California Corporation). It is an indepen-dently owned publication for building productsretailers and wholesale distributors in 37 statesEast of the Rockies. Copyright®2010 by CutlerPublishing, Inc. Cover and entire contents are fullyprotected and must not be reproduced in any man-ner without written permission. All RightsReserved. BPD reserves the right to accept orreject any editorial or advertising matter, andassumes no liability for materials furnished to it.

BPDBuilding Products Digest

FIRST, I WANT TO SINCERELY THANK you for all the comments, emails and phone calls Ireceived regarding my October column (“Which Way Are You Leaning?”), which

became the most commented-on article I have written in my almost 10 years. As I toldeveryone, I hesitated to write such a column and rewrote it a number of times. I appreciateyour 100% favorable feedback.

Since then the election was held and the results are well known. We might agree thatthe result was less a support for one party and more an assessment of the other. But, we allknow that it will require more than words from our “career” politicians to turn the corner.It is time for leadership and brave decisions that are in the best interests of the country as awhole. We cannot afford gridlock for two years. We need action that works, and does notfeed an agenda the American people do not want.

The economic uncertainty, anti-business climate, and feeling that our hard work andinvestments will go unrewarded must be reversed—and quick. Get us back to what we dobest—creating products and opportunities, and taking risks with our capital.

As individuals, the reality is that our average earnings have continued to drop and willcontinue to do so unless we find ways to create real jobs and keep manufacturing jobs hereat home, jobs that pay well, not barely above minimum wage. How many of you are earn-ing less than you did five years ago? Where do we go as a nation if that trend continues?We need to keep manufacturing here FULL STOP.

Interestingly, after writing that column I was overseas and, like you on your TVs,watched the riots in Paris as unions fought to keep the retirement age at 60 instead of 62. Isaw first-hand the blight of the economy in Spain. In the U.K., I witnessed the governmentannounce severe cuts to benefits in the largest austerity program since World War II and anincrease in the retirement age. Even as I write, there are riots in the U.K. over the increasein student fees (until they come here, they will never realize how lucky they are in whatthey pay). European governments are finally realizing that benefits need to be controlled,that there is massive abuse, and that the costs are unsustainable.

While in Europe, I read examples of some families “earning” unemployment benefits ofup to $150K a year. It doesn’t leave much incentive to look for a job when you can getthat. I think the big fear we in business have had is that we may be heading for the samething here in the U.S. It has also been interesting to note that the only major country thatdid not implement a stimulus program in 2008/9—Germany—has today the strongesteconomy in Europe by far and arguably the strongest manufacturing base. Having been toGermany many times, I’ve found it to be one of the two most discerning consumer bases ofEurope, which still yearns to buy quality and is prepared to pay for it.

That being said, I have just returned from NAWLA’s Traders Market. It’s always oneof the best events of the year and was even more so this year. A good crowd, up on lastyear. Frankly, the mood was tremendous. It was like the light switch had been flipped. Iheard only optimism for the first time, for a long time. We all know nothing immediatelychanged election night, but overall believe we are at the bottom and the only way now isup. It confirmed to me what I have been saying for months: that what we need is a dose ofoptimism throughout the country, at all levels, positive news out of Washington, and poli-cies that give the business community encouragement to keep jobs here. I came away fromChicago pumped up and raring to go for 2011. Want to join me? Let’s make it a trend.

Lastly, as we come to the end of another difficult year, I want to thank the many com-panies that have allowed us to continue our 88 years of serving this industry. The manycompanies that have advertised with us have allowed us to bethe only magazine serving the wholesale and retail communi-ties to publish each and every month. My colleagues here atBPD thank you not only for your business, but also for themany friendships cultivated over many years. To you, ourreaders, we appreciate your loyalty to our publications and themany kind words and letters we receive during the year. Weall know these past few years have not been kind to many,with many fine people and companies forced out ofthe industry. I can only say that we will continue tooffer all we can to keep you abreast of all that ishappening in our industry, to help you run yourbusiness more effectively and profitably.

To you and your families, Merry Christmas,Happy Holidays, and a successful and healthyNew Year. See you in 2011. Here we go!

Alan Oakes, Publisher [email protected]


TRYING TO FORCE a single type of lift truck to work inevery process required by LBM warehouses and distri-

bution centers will result in lost productivity and frequentmaintenance, which can lead to downtime. Selecting theright truck for the job optimizes productivity, efficiencyand, ultimately, costs. To ensure the right trucks are beingused in specific applications, it is important to consider thecapabilities of various lift trucks and ensure those capabili-ties are tailored to efficiently meet material handling needs.

Sit-down counterbalanced lift trucks offer versatilityand large load handling capacities that make them efficientand productive in dock environments. They are flexible foruse with both standard pallet sizes and long loads, such aslumber. To further facilitate the handling of many productswith varying sizes, these trucks can utilize various attach-ments—such as slip-sheet attachments to handle non-pal-letized loads, roll and carton clamps, and boom attachmentsthat allow the truck to act as a mobile jib crane for accessfrom the top of non-palletized loads.

Sit-down counterbalanced lift trucks are ideal for mov-ing products and pallets from dock to storage areas, and canbe used to pick loads from racks up to 340 inches.

Stand-up reach trucks, with capacities in excess of4,500 lbs. and a reach as high as 444 inches, handle largeloads at greater heights. Their ability to handle productsstored in higher racks means warehouses can increase stor-age space by storing products higher off the ground insteadof adding racks or using floor space for storage—vital formaximizing the use of an existing warehouse footprint.

Reach trucks are ideal for palletized loads, such as win-dows, insulation, shingles, flooring and some hardware.

Four-directional reach trucks can travel in four direc-tions, eliminating the need to perform right-angle turns.This makes the trucks extremely maneuverable, even whenhandling long or wide loads such as pipe, lumber, furnitureor carpet. In addition, because the trucks can travel side-ways within aisles, facilities can reduce aisle width and bet-ter utilize the available warehouse space.

Four-directional trucks handle standard pallets andinclude an auxiliary carriage option to add forks for greaterstability when handling long loads like mouldings and trim.

Sideloaders are uniquely designed to move long orbulky materials, such as bar stock, tubing, laminates andplywood sheets, in very narrow aisles, helping to maximizespace optimization. They also offer a robust lifting capacityof up to 10,000 lbs. and can handle loads up to 26 ft. long.

Sideloaders are ideal for stocking and picking long orbulky materials within aisles and moving them to anotherlocation within the facility where they would typically betransported by another lift truck, especially if the long loadsneed to be transported through narrower doorways.

Orderpickers enable the operator to be lifted with the

MANAGEMENT Tips By Mike Petinge, Abel Womack Inc.

Pick the right lift truck

lift truck to pick single or packaged loads. Since operatorscan pick loads at higher levels, facilities can store productsfor orderpicking from floor level up to 390 inches.Orderpickers are ideal for putting away and picking casesand cartons to fulfill orders. They can be used for pickingsmaller items, such as hardware or smaller component partsthat may be needed for order fulfillment for retail.

Facilities also can choose to mount pick carts on theforks of an orderpicker, which facilitates picking methodsby allowing the operator to easily sort and pick multipleorders because the carts are compartmentalized. These cartscan be configured to secure longer loads as well, such aswindows and glass. Orderpickers can be configured with alarger operator platform, giving operators more room towork, and longer forks to accommodate longer loads.

Tow Tractors, designed for horizontal transportation ofcarts that hold various size loads, feature towing capacitiesup to 10,000 lbs. They typically are used for batch order-picking and horizontal transport of products that can beplaced into carts and then moved within the warehouse ordistribution center, making them a cost-effective solutionfor moving materials from one area to another.

– Michael Petinge is vice president of sales for Abel Womack,Lawrence, Ma., an authorized sales and service center for lift-truck manufacturer Raymond Corp. Reach him at (978) 989-9400.

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COMPANY Focus Sanford & Hawley

Northeast dealer racksup historic renovationTALK ABOUT TURNING lemons into

lemonade. Many dealers are find-ing that a slower economy allows timefor much-needed upgrades andimprovements.

This was the case at Sanford &Hawley, a 126-year-old pro dealerwith locations in Unionville, Avon,Manchester, and Unionville, Ct., andSpringfield, Ma. The chain installed anew company-wide computer systemand undertook extensive renovationsof its oldest location, in Unionville.

“The actual amount of warehousespace was virtually unchanged, old tonew,” said president Bob Sanford.“The big difference was that theamount of materials and items we areable to stock increased considerablywith the new storage systems from

Sunbelt.”According to Sanford, the renova-

tion took just 14 months, from conceptto completion, even though construc-tion occurred during a particularlyharsh winter. “Because of the econo-my, there were no work delaysbecause everyone was available,” hesaid.

The centerpiece of the Unionvillelocation is a woolen mill built in 1800,which became the company’s firstretail store four years later. It sitsbeside a brook that once suppliedwater-driven power to the mill. As thebusiness grew, several storage struc-tures were constructed on the 1.4-acresite. During the 1980s and 1990s, twonearby homes were purchased and re-purposed for storage and offices.

Homeowners from 11 nearbyhomes were initially opposed to thecompany’s plan to replace five of theolder buildings with a new steel-sided,drive-through warehouse. Of particu-lar interest was one of the re-purposedhomes, which had been built bySanford’s great-grandfather in the1890s and later served as the office ofService Agency Insurance.

To coordinate with the design ofneighboring homes, architect JackKemper specified simulated, divided-light windows from Koltech and low-maintenance, cellular-PVC clapboardsand shiplap siding from NuCedar forthe new 54’x195’ warehouse. The his-toric home used for offices was movedto a new spot beside the warehouse’s

HISTORIC HOME was moved and renovated,to serve as office space.

NEW WAREHOUSE and up-to-date storage systems, including exterior cantilever racking, brought126-year-old dealer into the 21st century.

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RACK SYSTEMS from Sunbelt organize prodealer’s new warehouse.

entrance and remodeled. Inside the single-aisle warehouse,

Sunbelt installed its PowerBin auto-mated lumber-storage system, withmezzanine and catwalk access toupper bin levels; rack storage for dry-wall and palletized products, and A-frame racks for moulding and trim. Onthe outside wall of the warehouse,160’ of five-tier cantilever rackingwas installed for lumber.

“Sunbelt also provided layout andproduct slotting to maximize storagecapacity, reduce damage to productsdue to excessive handling, reducelabor cost and requirements, and pro-vide a neat, clean, safe display ofproducts,” explained Sunbelt v.p.Parris Stapleton.

During construction, fiber opticlines were installed so all the buildingswere tied into the company’s newProgressive Solutions software. Thecomputer system also controls a newwireless network with hand-heldtablets to simplify order fulfillment.

Sanford said, “Contractors love theconvenience of the new system,”which allows barcodes to be scannedin the warehouse so sales orders canbe printed at the end and invoicesautomatically emailed to customers.

Just six months after completion,everyone seems more than pleasedwith the entire project. Just last month,the Home Builders Association ofConnecticut recognized the renovationas the best adaptive reuse of a historicstructure in the whole state.

“The renovation made efficient useof a tiny parcel in a developed down-town area that abuts residential neigh-bors,” said Sanford. “We are veryproud that we were able to stay in thespot that has been our home for 126years.”


GET READY TO welcome the latestengineered wood product: cross-

laminated timber panels. The light-weight panels are assembled fromboards made with small-diameter orlow-grade timber, which are stackedtogether at right angles and then gluedover their entire surface.

The result is an exceptionallystrong product that retains its staticstrength and shape, and allows thetransfer of loads on all sides. It can beused to build anything from single-story homes to multi-story officebuildings—lessening or eliminatingthe need for concrete and steel, evenin large structures.

Although CLT panels have beenproduced and used in Europe for morethan a decade, they made their U.S.debut just last month—in a 78-ft. belltower in Gastonia, N.C.

The tower, which is constructed of70 ft. of pre-fabricated CLT panelsabove a three-foot concrete founda-tion, is the brainchild of SustainableCross Laminated Technologies LLC,

Asheville, N.C., and White Fish, Mt.The company was formed earlier thisyear to initially import CLT fromEurope and eventually produce it here.

“We intend to serve as the nation’sleading provider of CLT,” said SteveCochran, SCLT chief sustainabilityofficer. “From an environmental stand-point, the availability of this productin North America is a huge step for-ward in sustainable development.”

Although the 4’x4’ panels wereimported from Austria, SCLT hopes tobegin producing CLT at its White Fishplant by the middle of 2011.

“Wall, floor, and roof elements willbe pre-fabricated in our climate-con-trolled facility, then transported tobuilding sites for rapid assembly,”said Pete Kobelt, director of sales andbusiness development in the West.“CLT panel construction will trans-form construction methods and mate-rials in North America.”

WoodWorks, a program created bythe Wood Products Council to encour-age non-residential use of wood, pro-

CLT PANELS in the interior of a nine-story apartment building in England, the world’s tallest residen-tial wood structure. (Waugh Thisleton Architects)

FEATURE Story Latest Engineered Wood: Cross-Laminated Timber Panels

Cross-lam panelscome to America


BELL TOWER was constructed of 70 ft. of CLT panels over a 3 ft. concrete foundation in just days.

CLT PANELS were used to construct the world’s tallest wood residential structure, a nine-storyapartment building in London, England. (Photo by Waugh Thisleton Architects)

vided technical assistance for the pro-ject. “We believe this tower is the firstof many CLT projects across theU.S.,” said national director DwightYochim. “It will demonstrate the envi-ronmental, performance, and cost ben-efits of this unique building product.”

Last year, WoodWorks introducedCLT to U.S. designers through semi-nars led by Andrew Waugh. He’s thearchitect who designed the world’stallest residential structure—a nine-story apartment building in Britainthat’s won several wood-use awards.

Named the Stadthaus, the buildinghas 29 apartments, for both privateand affordable housing. Each of theCLT panels was prefabricated, includ-ing cut-outs for doors and windows,by KLH of Austria. When the panelsarrived onsite, they were craned intoposition, allowing the nine-storybuilding (eight stories of CLT overone story of concrete) to be construct-ed in just nine weeks.

In Gastonia, construction of thetower took just days. “The tower is

12’x12’ and utilizes 4’ panels of vary-ing lengths, which are prefabricated atthe manufacturing facility and assem-bled onsite,” said architect MichaelDeVere, who also co-directs architec-ture design and research at SCLT.“Because of CLT’s light weight, theconcrete foundation could be substan-tially smaller than would have beennecessary to support a tower built ofsteel or concrete.”

APA-The Engineered WoodAssociation is sponsoring the intro-duction of CLT in the U.S., with a 29-member committee that has beenworking toward CLT performancestandards all year. Tom Williamson,who chairs the committee and heads atimber engineering firm in Vancouver,Wa., said that APA hopes to have afirst draft by January 2011.

“The bell tower in North Carolinais just the beginning,” said DeVere.“Given its environmental, structural,and economic benefits, we believe thatCLT’s acceptance in the U.S. will beswift and enduring.”

Artist rendering providedby WoodWorks


IN 1946, TWO GIS RETURNING from the battlefields ofEurope—brothers Abbott and Harold Wiley, farm boys

from upstate New York—found jobs hard to come by backon the home-front, so they signed on at the local feed andcoal company and felt themselves lucky. Luck, paired withhard work and ambition, paid off, and pretty soon thebrothers bought the owner out.

When the passing railroad called it quits, they did, too,and moved the operation to a 13-acre site in Schaghticoke,New York, where today Wiley Bros. still flourishes.

Well, that’s a bit of an understatement. Last year theoutfit was named PRO Hardware Retailer of the Year byits co-op, the Toledo, Oh.-based Bostwick-Braun Co., andthen went on to become a finalist for the outfit’s 2010 PaulL. Cosgrove Memorial Award, presented to retailers inrecognition of superior commitment to the principles andideals of effective hardware merchandising.

Today, the family-owned business is run by AbbottWiley’s nephew, Timothy Wiley, vice president/treasurer,who oversees customers and products, and president DavidMoore, who, as he humbly puts it, “runs the programs.”

Moore is another of those accidental participants in our

Turning the corner

COMPETITIVE Intelligence By Carla Waldemar

industry. Wandering over for a summer job in 1975, hewas hired with the mandate, he recalls, to “straighten outthe books.” (He’s still trying to get them straight, he jokes35 years later.) “When you’ve finished school, come backand see us,” they invited. He did, and the rest is—well, youknow the saying.

With Moore in the driver’s seat, the company hasturned a few corners. Ask him what’s changed, and he’sready. “A couple of things,” he begins, starting with theproduct mix: “less wood, more PVC and vinyl and every-thing that goes with it.”

Customers have changed, too, he observes. “They’remuch more knowledgeable, both in the retail sector and thepros. They’re now telling us, rather than asking for, guid-ance, as before. They’ve done their research and they knowwhat they need for a project. Also,” he adds, “the turn-around time has to be quicker, which makes a big differ-ence. We’ve added more people and gone with vendorswho are more timely in their delivery, vs. cheaper; we’vemoved to vendors we can rely on to keep to their deliverytimes. And we’ve updated our technology—definitely!—particularly when it comes to quotes and take-offs. Plus,driven by customer feedback, we recently bought a boomtruck. We heard that others were doing deliveries that wayand didn’t want to lose the business.”

There’s still no tacked-on fuel-supplement at Wiley,however. “The ‘free’ delivery cost is built into the originalpricing so that a customer isn’t faced with surprises, mak-ing it easier for him to predict expenses without incurringany penny-pinching effect on our part,” Moore explains.

Services have expanded, too, and include everythingfrom repairing broken window screens and cutting keys towash pump repair and installation and a rental service—which, Moore agrees, is not a cash cow, but rather a cus-tomer convenience, allowing folks to try before they buy.

Wiley’s customer mix is a healthy 60/40, and that’sexactly the way Moore likes it. “We try not to specialize—just handle what our customers want and help them ontheir projects.” And that fuels the operation’s stayingpower, enabling them to withstand the onslaught of theboxes, 12 miles away. Not only just 12 miles, but stationedright smack on the highway commute from Albany, wheremany of the town folks work—“so, if they need somethingin a hurry, they’ll stop at the boxes on their way home. Butif it’s something they’re thinking over—a bigger pur-chase—they’ll come in here first,” he maintains.

Moore has faced up to this fierce competition by sharp-ening the entire business operation, starting with the mar-gins. “We’ve adjusted prices so that they’re in the ballpark,

CUSTOMER SERVICE earned Wiley Bros. 2010 Retailer of the Yearhonors from its co-op, PRO Hardware. (Left to right) V.p. Tim Wiley, pres-ident David Moore (with award), Jeni Barton, Don Barton, Randy Eddy.


employees, most of whom have been on the payroll over15 years. “If we find a good person, we hire ’em, even ifwe don’t have a job. We can’t let ’em get away. And if Ineed to hire someone, I never run an ad; I just put it to theemployees to find someone. They tend to know how some-one will fit in.”

And clearly, the crew likes it here. Wiley, says Moore,pays fair wages and extends good benefits, including flexschedules that allow parents to catch their kids’ footballgames, or whatever: “We cover for each other.”

Wiley also is respected as a good corporate citizen inthis small community 20 miles north of Albany. “We sup-port 80 organizations a year, both with money and withmaterials,” Moore documents. The company also awardsthe Abbott J. Wiley Scholarship each year to a promisingstudent enrolled in the construction technology program ata nearby community college. “Two reasons,” Moore elabo-rates: “One, it honors our founder. Two, it’s an investmentin the continuation of this industry, feeding more peopleinto the field—our future customers.” Also as payback,and just because it’s time, Moore will step up to serve aschair of the Northeast Retail Lumber Association nextyear. “To keep up the strength of an organization, you’vegot to participate,” he believes. And he’s one to put hismoney where his mouth is. Look for him working towardthe future by lobbying his Congressional reps duringNLBMDA’s annual Washington conclave.

And, yes, there is a future, according to Moore’s vision.Sure, the economy stinks—no one’s building—but GlobalFoundries, a computer chip company, is starting up downthe road, which means people movingin, which means people needinghouses. In the meantime, “a couplethings happened. When things slowup, you’ve got a few more minutesto examine your operation: Do youhave the right product mix? Theright price point? We found thatsome things hold true despitethe recession: People wantquality.” And Wiley is pre-pared to deliver.

“Yes, a contractor can certainly find things cheaper[elsewhere], but labor is such a big part of the job cost thathe can’t afford to have his people idle because of somerejected product. The quality of our merchandise is a bigfactor in how we do business.”

And that’s at the crux of Wiley’s continued success.“What we do—and this is very important with ourbuilders—is get them what they need when they need it.By working with somebody more than once, we can cometo know what to expect and be ready.”

Which boils down to the R word: relationships. “I reallydo believe that’s the starting point,” Moore asserts. “Youget them to trust you; then they’ll open up and give youmore orders. ‘Get this for me!’ they’ll say. ‘I’m tired ofdealing with X, and I don’t care if it costs more.’”

So—what it takes is good stuff, and good staff. Wiley’sgot the latter, too. There’s little turnover among its 20

Carla [email protected]

WILEY intentionally doesn’t specialize—but rather provides what cus-tomers want.

PROMPTED BY requests from customers, the dealer recently acquired aboom truck.

if not the lowest (we don’t claim to be the lowest). Thepurchasing power we gain as a PRO Hardware memberhelps keep us competitive without having to invest a lot ofupfront money,” he explains. “Plus, we provide better ser-vice. At the boxes, you never get the same employee twice,so you have to explain your project two, three times, whichis a little frustrating.

“We’ve also worked to clean up our [in-store] presenta-tion.” In the process, Wiley also has examined its SKUsand made some transitions to keep up with the times,adding, for instance, more air nailers, electric guns, airguns. “Hand-nailing has gone down tremendously,” Moorenotes.

Foreseeing and acting on customers’ needs is what sin-gled out Wiley for the PRO award, he opines: “I think it’sbased on two things: one, maintaining and growing sales inhardware, and two, a partnership in every program thatgoes on.”

Okay, Dave, easy to say but not so easy to do: How didyou grow those sales? “Two things happened,” heresponds. “Last year, more people that had shopped at theboxes came back to us as the shine wore off. Plus, wemade a concentrated effort to suggestive-sell the hardwaresystems with other orders. If they came in for lumber, we’dask, ‘Do you need X with that?’ Customers appreciate that,too, to keep them from running back in the middle of aproject.


KNOW exactly what you’re getting when buying used LBM racking.

THANKS TO a recent spate of lumberyard closures, anincreasing number of auctions have been selling off

used racking systems. Certainly, the initial price tag can besignificantly lower than buying new lumber racks. And,the buyer receives the racking immediately, without wait-ing for it to be engineered and built.

But are there hidden costs or dangers?First, know that cost savings are highly variable, as

well. According to Doug Taylor, K&S Services Group,Duncan, B.C., “The cost savings, depending on where youlive and what the laws are, can be huge or very small. Youcan save as much as 70% of the cost of the racking or aslittle as 5%. If you are in an area that must have all rackingengineered before being installed, this can run up yourprice to where your saving is very little. And, if you goahead and stand it without the engineering, they may makeyou take it down, have it engineered, and then re-install it.”

Clint Darnell, Sunbelt, Alpharetta, Ga., warns that it canbe difficult to ensure second-hand racking is code compli-ant. “Most municipalities are now requiring permitting andengineered plans with racking systems. If you have pur-chased a system that does not have the documentationbehind it, you will have to generate these documents with athird-party engineer. This will be added time and expenseand negate a percentage of the savings you initially real-

ized with your purchase.”An even greater danger, says Darnell, “is purchasing a

system that has been designed for a certain application, andreusing it in another way that it was not designed for. Forexample, sheet goods rack and roofing rack are differentcapacities, and if you try to put heavier pallets in a systemdesigned for a lesser application you will run into somesafety issues.”

When buying from a liquidator, the seller is usually nota racking expert. “The seller doesn’t always know what heis selling, and the buyer doesn’t know what he is getting,”says Jerry Ritz, Auto-Stak Systems, Westwood, N.J. “Notall manufacturers stamp the capacity into their products.You can have two 5" beams with different capacities. Butthey are both 5". Most of the problems stem from the factthat the buyer usually settles for something that might dothe job because they think they got a deal.”

Ritz can cite several near-disasters involving misappliedused racking. At one yard, he recalls, “it was a used drive-in rack. The rack collapsed. Fortunately no one wasinjured, because it happened during the night. The systemwas designed for a different size pallet. The customer’spallets were smaller and only caught the edges of the palletrails. They should have been told to use a slave pallet thesize that the system was originally designed for.”

K&S’s Taylor advises buying used racking only fromsomeone who knows the products and knows if it must beengineered. “You may end up with a product that is notcompatible with your current system, or the frames andbeams may not be compatible with each other, and this willbecome a major safety issue,” he says. “Make sure youlook for any damage to the racking or the welds. Manydealers say it is okay, but it is very unsafe, an engineer willnot pass it, and, again, you are out all that money. If youare dealing with a reputable racking supplier and they carryused, you should not have any problems with this. Mostused racking from them is inspected and refurbished.”

Sunbelt’s Darnell suggests all used racking be inspectedby an engineer for cracked welds, excessive rust, and othersigns of wear and tear that can decrease durability andcapacity before putting it into service.

When you add in these other expenses, hassles, uncer-tainties, and possible absence of a factory warranty,Darnell says, “the savings for used rack are often not thatgreat—maybe 10 to 20%. That typically isn’t enough tojustify the risk.”

MARGIN Builders Used lumber rack

Be wary when buyingused lumber racking

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Dispensing information without using the Turn Aroundleaves us in a non-yes/no conversation, gives us nothing tosell to, and creates an unquestionable potential for timewasting.

That’s a Great QuestionCustomer: John, can your company do a VMI program?Quotron #1: Yes, sometimes.Quotron #2: NoMaster seller: That’s a great question, Susan. Why do

you ask?Customer: We just picked up a huge contract and will

need a partner to help us service our customer’s needs.”The first two sellers have answered the question without

finding out the need behind the question. They are selling(servicing) blind. The master seller finds out the needbehind the question and now can strategize how to get thebusiness whether his company does VMI programs or not.

When we use the Turn Around in our sales approach,our customers will stop using us as information dispensersand start treating us as supply partners. If we act as if it isokay to pull valuable information from us without buying,customers will continue to waste our time.

But I have to service my accounts, don’t I? Yes. Weabsolutely have to service our customers, but we must sellthem while we service them. When customers come to ourbar and order a martini, they cannot have it with vermouthonly (service); we are also going to add some spirits to thatcocktail (sales). If they want a vermouth-only cocktail wemust direct them elsewhere. We cannot ser-vice our way to the top of a sales business.

There is little friction in a quotron’s life.Managers, beware! Quotrons hide behindservice work because they don’t want to dosales work. Salespeople take nos. Theynegotiate. They wrangle and deal withthe non-partner-type customerwho does not respect salespeo-ple’s time. They also use theTurn Around and sell more.

James OlsenReality Sales Training

(503) [email protected]

SALES IS A CURIOUS GAME where it doesn’t matter howmany we miss, only how many we make. A fantastic

way to create more “yeses” is to get more “nos.” Manyunderperforming salespeople are so afraid of the no theywill never get to enough yeses.

The second problem is that these sellers don’t know howto construct dialogue to end up in more yes/no conversa-tions versus maybe or service (only) conversations.

How can we construct dialogue?

The Turn AroundThere are many places in the sales process where we can

use the Turn Around to create yes/no (sales) conversations.Customer: When can you ship?Quotron: Two weeks.Customer: Thanks, I’ll let you know…This quotron is dispensing information. We can give our

customers information, but we must make informationexchange a two-way street. In most cases our information isa large part of our value proposition. I am shocked howmany salespeople give information away for free. I’m notsaying that customers and potential customers aren’t enti-tled to our information; but if our information helps them,then they should help us back.

Psychologically speaking, our customers will value ourinformation (and us!) if we treat our information as valu-able. How do we treat it as valuable? We make the processof getting our information a sales situation using the TurnAround.

Customer: When can that ship?Us: When would you like it to ship?Customer: Two weeks.Us: If I can ship in two weeks, do we have an order?Or…Us (assuming the order): We can do that. What’s your

order number?Struggling sellers feel this approach is too bold. It isn’t.

Why is the customer asking the question? Because theywant to shop or buy. If they want to shop without buyingfrom us, they are wasting our time. If we are a (real) poten-tial supplier, why not ask for the order?

This technique can (and should) also be used when wedon’t know the answer:

Customer: Can you ship one for quick, ship another intwo, and two more in four weeks? And can we alternate thetallies?

Us: If we can get that done, do we have an order?The quotron will scurry off and spend half a day work-

ing on logistics, etc., and come back:Quotron: Whew! We can do it.Customer: Thanks. I’ll let you know.

OLSEN On Sales By James Olsen

The turn around


Homestead Building Sup-ply , Brookings, S.D., has sold itsFrazee, Mn., lumberyard to John P.Olson, Kent Ketter, and Jon R. Olson.

Builders FirstSource, Dallas,Tx., closed its yard in Beaufort, S.C.

E.C. Barton & Co., Jonesboro,Ar., this spring opens its 59th SurplusWarehouse in Wilmington, N.C.

Buttolph Lumber, Jamesville,N.Y., has relocated to WickesLumber’s former 9.4-acre propertyin Schroeppel, N.Y., allowing ampleroom for future expansion.

East Coast Lumber &Supply Co. has converted its flag-ship store in Fort Pierce, Fl., to AceHardware affiliation.

Taylor Hardware, Dayton, Oh.,has closed after 63 years.

Smi th -Moore -Wi l l i ams ,Bonham, Tx., has closed after 109years, auctioning off its remaining hard-ware inventory and fixtures Nov. 13.

Ace Hardware & Contrac-tors Supply, Fairmont, W.V., willopen a 10,000-sq. ft. location inKingwood, W.V., in January.

Owner Monty Burdoff was lured toKingwood, in part, by the closure lastfall of Naylor’s Hardware.

Clark’s True Value Hard-ware, Rockledge, Fl., has filed to liqui-date under Chapter 7 bankruptcy.

Sunshine Ace Hardware ren-ovated its store in central Naples, Fl.

Ace Hardware plans a newstore in Knoxville, Tn.

Lynchburg True Value,Lynchburg, Va., has remodeled, morethan doubling in size to 22,000 sq. ft.

Menards opened a 212,000-sq. ft.replacement store Nov. 16 in Fremont,Ne. (Dan Werts, general mgr.), andsubmitted plans for a 162,000-sq. ft.location in Hartland, Mi.

Habitat for Humanity openeda 12,000-sq. ft. ReStore discountLBM outler in South Bend, In.

Anniversaries: Mahoning Lum-ber, Youngstown, Oh., 70th … Moy-nihan Lumber, Plaistow, N.H., 15th.

DEALER BriefsMaine LBM Suppliers Merge

Five-unit Viking Lumber, Belfast,Me., is merging with five-unit RhoadesBuilding Products, Holden, Me.

Named Viking Lumber, the mergedcompany will employ nearly 200workers at its 10 yards.

“This merger presents a greatopportunity for the combined compa-ny to better serve the expanded coastalcommunity,” said Viking presidentDavid Flanagan.

The Flanagan family, whichlaunched Viking in 1944, will shareownership with Chris Rhoades, whobegan acquiring his yards in 2004.

Texas ̓MJB Adds Power Tool,Equipment Division

MJB Wood Group, Irving, Tx., haslaunched a new division, MJB Supply,specializing in the sales, marketingand distribution of power tools andequipment throughout the U.S.

“We bring the strengths of our peo-ple, products, and technology to MJBSupply,” said Joe Caldwell, presidentand c.e.o. of MJB Wood.

Buzz Burton will manage the newdivision, which is exclusive distributorfor all products manufactured byHarrier Industries, a leading manufac-turer of air compressors and tools.


Mark Palmer, ex-NAWLA, has beennamed executive director of theFinishing Contractors Associationand Northern Illinois Paint &Drywall Institute.

David Umbarger has joined the tech-nical services team at Bostik’s con-struction & consumer division,Middleton, Ma.

Joe Patton, Westervelt Lumber, Tus-caloosa, Al., was elected SouthernForest Products Association chair-man during SFPA’s recent annualmeeting (see event photos, pages20-21). New vice chairman is FritzMason, Georgia-Pacific, Atlanta,Ga.; treasurer Tom Rice, ConnerIndustries, Fort Worth, Tx., andimmediate past chairman PatrickHarrigan, Harrigan Lumber,Monroeville, Al.

Dennis Downer, chairman and c.e.o.,Intermountain Orient, Boise, Id.,received the 2010 John J.Mulrooney Memorial Award dur-ing the recent NAWLA TradersMarket in Chicago, Il. (see eventphotos, pages 22-26).

David Drew, LP Building Products,Nashville, Tn., and Dan Russell,Innovative Insulation, Arlington,Tx., were elected to the board ofthe Reflective Insulation Manufac-turers Association International.

Todd Jones, owner, True ValueHardware, Spring Valley, Mn., wasnamed Citizen of the Year by thelocal Kiwanis Club.

Wayne Alott is the new shippingmanager at Mungus-Fungus ForestProducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.

Jeffrey G. Rea has been named c.e.o.of Stock Building Supply, Raleigh,N.C., replacing Joe Appelmann,who has resigned after 22 yearswith the company. David VanLenten is now assistant corporatecontroller, and Mechelle Craig,senior treasury mgr.

Mike George, strategic marketingmgr.-southern pine, WeyerhaeuserCo., Hot Springs, Ar., is retiringafter 25 years with the company.

Lauren Litwin, ex-Mid State Lum-ber, has joined the Xpanse salesteam at Barrette Outdoor Living,Cleveland, Oh., as territory mgr.for N.H., Maine, Massachusetts,and Vermont. Other new territorymgrs.: Chad Tydings, for UpstateN.Y., and Kirk Evanov, W.V.,Pennsylvania, and eastern Ohio.

David Rogers, ex-Tarheel Lumber,has joined Smith Phillips BuildingSupply, Statesville, N.C., as anaccount mgr. Ronnie Smith is anew account mgr. in Winston-Salem, N.C.

Dave Worthington, sales mgr., FPSupply, Columbus, Oh., has beentransferred to serve as general mgr.in Indianapolis, In.

Mark E. Gaumond, ex-Ernst &Young, was elected to the board ofRayonier, Jacksonville, Fl.

Shannon Hoffman is now a Line 2production mgr. at Tamko BuildingProducts’ Frederick, Md., facility.

Tiffany Wood has joined the cus-tomer service team at GorellWindows & Doors, Indiana, Pa.

Dave Barbagallo is a new trainingcoordinator/technical services repat Laticrete, Bethany, Ct.

MOVERS & Shakers

Cerberus dropped its proposedtakeover of BlueLinx, Atlanta, Ga.,after failing to acquire sufficient shares.

Sprenger Midwest, Sioux Falls,S.D., plans a new 20,000-sq. ft. ware-house for specialty products, expectedto be completed by late spring.

Limington Lumber , EastBaldwin, Me., added a new 14,500-sq.ft. storage building.

Tri-State Lumber, Fulton, Ms.,earned SFI certification.

Cersosimo Lumber, Brattle-boro, Vt., had a fully loaded loggingtruck stolen Oct. 18.

Versatex is adding 19,000 sq. ft.to its trimboard plant in Aliquippa, Pa.

Norandex, Hudson, Oh., closesits Poughkeepsie, N.Y., DC Dec. 30,consolidating in Albany, N.Y.

Owens Corning, Toledo, Oh., iseliminating a 150-worker production lineat its fiberglass insulation plant inFairfax (Kansas City), Ks., effective Jan.3. The facility, which will continue tooperate two lines, halted a 30-workeroperation in September.

Havco Wood Products, ScottCity, Mo., resumed production two daysafter an Oct. 26 silo fire.

Manhattan Door Corp. relocat-ed from New York to Carlstadt, N.J.

Arch Wood Protection hasdiscontinued distribution of FlameDXXfire retardant-coated OSB, sayingFLAMEDXX, Nashville, Tn., failed torenew its Evaluation Report.

iLevel now distributes steel rein-forcing and concrete forming productsat its DCs in Baltimore, Md.; Richmond,Va., and Easton and Pittsburgh, Pa.

Intectural, Duluth, Mn., is nowdistributing Smith & Fong’s Plyboobamboo and Durapalm palm plywood inMn., Wi., Il., Ia., Ne., S.D., and N.D.

Columbia Forest Products,Greensboro, N.C., was named Partnerof the Year by Home Depot.

Osmose’s Hi-bor and AdvanceGuard borate preservatives were NAHBGreen Approved and GreenguardChildren & Schools certified.

SUPPLIER Briefs

Hayes Launches LumberBrokerage in Midwest

The family behind the formerHayes Forest Products has formed anew lumber brokerage, SourceWoodPartners, Wichita, Ks.

“When my dad first started off onhis own, that’s what he and I startedas,” said Steve Hayes. “So we’re kindof going back to our roots a little bit,which is really pretty cool.”

Hayes Forest Products, which grewto two retail yards and a manufactur-ing facility, operated from the mid-1970s until 1988, when it began phas-ing out of the lumber business andconcentrating on producing lawn and

garden decor products. The divisionwas sold in 2008.

“Now’s just an opportune time tocome back in,” said Hayes. “You havecustomers who are looking for rawmaterial, and you have mills that areselling production.” He said thatSourceWood will bring them together.

The brokerage has partners inBellingham, Wa., and Northampton,Pa., and an office in Shanghai, China,that is run by Steve’s brother, Phillip.

“The phenomenal growth of Chinais also another key driver,” said Steve.“It’s our opportunity to sell somethingto China rather than bring product outof China.”


NEW Products

Quick Weathering CedarSBC’s cedar shingles are now available with

Enviro Bleach stain, which provides a naturallyweathered look after a few months of exposure.

The unique formulation reportedly replicates thelook and performance of comparable oil-based stains,but meets the highest VOC rules. Each shingle is kiln-dried and individually coated with stain, for maximumcoverage and protection.

SBCCEDAR.COM(415) 594-6201

Easy Vinyl FencingXpanse vinyl fencing from Barrette Outdoor

Living is designed for easy installation and low main-tenance.

Available in multiple colors and more than 100 dif-ferent design options, the product has ultravioletinhibitors and never needs painting. The Elite seriesincludes reinforced aluminum in the bottom rail andbottom panels for a seamless appearance.

BARRETTEOUTDOORLIVING.COM(800) 336-2383

Capped Composite DeckingTimberTech now offers fully capped composite

decking boards.Earthwood Evolutions features HydroLock mois-

ture resistance, three scratch- and fade-resistant col-ors, and a flat grain that does not trap dirt.

Lengths of 12’, 16’, and 20’ are available, withmatching fascia and stair risers.

TIMBERTECH.COM(800) 307-7780

Coastal HousewrapNapaWrap coastal housewrap from Propex keeps

out water, but allows moisture vapor to escape fromthe wall cavity.

The wrap reportedly has twice as much UV protec-tion, and can be left exposed for long periods of timewithout damage from sunlight or moisture. Five con-venient roll sizes are available.

NAPA-WRAP.COM(888) 437-3423


Zippy Panel TapeSpecially designed, linerless

tape from Huber EngineeredWoods simplifies installation ofZIP System structural roof andwall panels.

The tape eliminates the needfor housewrap and felt—justinstall the all-in-one panel sys-tem, tape the seams, and the jobis done.

ZIPSYSTEM.COM(800) 933-9220

Cavity ProtectionAdvanced Building Products

has added two masonry-cavitywall products.

Mortairvent CW is a non-woven, mortar-deflection fabricbonded to polypropylene mesh,to keep mortar dropping anddebris out of the wall cavity.

Mortairvent RFI is factory-adhered to rigid foam insulationpanels in 16” widths, for addedthermal insulation.

Both products are available inseveral thicknesses to meet thethermal requirements of eachproject.

MORTAIRVENT.COM(800) 252-2306

Easier Deck DemoDuckPrybar reduces the

debris of deck demolition,for safer and quickerremoval.

Constructed of industrialgrade steel, its prying armsreach under boards for saferemoval of nails. The toolalso has many general prybarapplications.

DUCKPRYBAR.COM(601) 408-0285


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SOUTHERN FOREST Products Association gathered Oct. 24-26 at theMansion on Forsyth Park, Savannah, Ga., for its annual meeting. [1]Russell Richardson, Bill Mitchell. [2] Doug Eubanks, Gale Miller. [3]Mark & Phyllis Junkins, Mike & Lisa Warren. [4] Donnie Oney, MikeGulledge. [5] Digges Morgan, Clary Anthony. [6] Brian Hayson, CathyKaake. [7] Pat & Kari Patranella. [8] Mike Hubbard. [9] Bill Nocerino,Suzanne Hearn. [10] John & Debbie Hammack. [11] Barry Black, Kay

Reynolds, Mike Bergmann. [12] Curt Alt, Bob Tweedy. [13] Joe Patton,Brenda & Ron Coker. [14] Julie Brumfield, Linda Patch. [15] Elise &Kerlin Drake. [16] Tami & Kerry Kessler. [17] Jeff & Amy Baumgartner,Debra Lee & Tim Brown. [18] Lane & Susan Merchant, Len Barker. [19]Mike Sims, Fritz Mason. [20] Randy Barsalou, Tayja & Vince Almond.[21] Tyler McShan, Jeff Miller, Ross Lampe. [22] Karen & AdrianBlocker, Dee Vande Linde. (More photos on next page)


“WINNING STRATEGIES” was the theme ofSouthern Forest Products Association’s annualmeeting in Savannah, Ga. (continued from pre-vious page): [1] Lynda Anthony, HuckDeVenzio, Debbie Burns. [2] Thomas & EthelRice, Pam & Richard Wallace. [3] Bill Howard,Alan Robbins. [4] Jeff & Sandy Miller, Andrea& Joe Kusar. [5] Michelle & Patrick Harrigan.[6] Dave DeVries, Chris Killwitz. [7] Robert &Adrian Hosford. [8] Faye Lumpe, Sall McShan.[9] Tom Searles, Meg & Bob Browder. [10]Carol Hayson. [11] John Batson. [12] RussKimbell, Richard Kleiner, Charles Trevor. [13]Dan Seale. [14] Pat Schleisman, Bob Clark.[15] Abdool Duwany, Scott Vande Linde. [16]Lon Sibert, Stewart O’Neill.

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NORTH AMERICAN Wholesale Lumber Association held its annualTraders Market Nov. 3-5 in Chicago, Il. [1] Tom Taylor, Rex Scott. [2]Gary Pittman, Bob Shepherd. [3] Todd Fox, Ken Ford. [4] Bill Nocerino,Suzanne Hearn. [5] Doug O’Rourke, Rick Ekstein. [6] Bill Moyer, GregMitchell, Jack Chase, Ed Langley. [7] John Cooper, Jason Friend. [8]Mark Richardson, Scott Gretke. [9] Win Smith. [10] Tom & DianneFranklin, Danny Osbourne. [11] Thom Wright, David Jeffers, TomHunter, Patrick Hanulak. [12] Stacey Voldt, Gary Vitale. [13] Steve Firko,

Mark Drone, Patrick & Dorothy Sinclair, Dan Millman, Steve Boyd. [14]Steve Hollingsworth, Buck Hutchison. [15] Mark Tittler, Rob Breda. [16]Chris Schofer, Sandy & Dirk Kunze, Thomas Lister. [17] Dan Semsak,Jim Enright. [18] Matt Campbell, Tod Kintz, Kevin Daugherty. [19] SteveHudson, George Youssef, Doug Chiasson, Mike Jennings, MattPedrone. [20] Joshua Kaye, Richard Raci. [21] Terry Johnson, AllenGaylord, Brian Johnson.

(More photos on next four pages)


NAWLA TRADERS MARKET (continued from previous page): [1] TimHummel, Doug Willis, Paul Emmer. [2] David Jaffee, Adam Russin. [3]Ray Miller, Racy Florence. [4] Nick Nelson, Ken Caylor. [5] DaveDaughtery, Wayne Jordan, Mike Stevens, Bill McGrath. [6] Jeff Norman,Steve Killgore. [7] Terry Johnson, Allen Gaylord, Brian Johnson. [8]

Zack Brannock, Michael Almberger, Thomas Mende, Gary Fallin. [9]Brad Shaigec, Craig Fleischhacker. [10] Jim Van Pelt, Brett Ellis. [11]Jim Gillis, Gary Arthur. [12] Steve Hollingsworth, Mark Daly. [13] RobertSimon, John Green. [14] Chris Webb, Donna Allen. [15] Matt Weaber,Greg Haupt. (More photos on next three pages)

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NAWLA HITS CHICAGO (continued from previous two pages): [1] ElliottPicken, Christian Labbe, Sarah Williams, Rick Palmiter, Barry Russin.[2] Sam Sanregret, Michael Kirkelie, Mark Denner. [3] John Smart,Bradley Morrow, Jim Tittle, Matt Pedrone. [4] Rick Wearne, Bart Swan.[5] Jim Walsh, David Smith. [6] Ray Barbee, Trish Roche, KenTennefoss, Brittany Sherwin, Dan Blenk. [7] Jonathan Wales, LloydPullen, David Bernstein. [8] Steven Hudson, Rob Endres. [9] PennyHammack, Linda Schneider, Alan Oakes, Julie McLean. [10] Chris

Lazere, Joe Hanas, Gary Bernstein. [11] Cathy Spencer, Carl Henoch,Anellina Marrelli. [12] Mark Junkins, Hunter McShan, Charlie Quarles.[13] Richard Quitadamo, Dennis Connelly, Alden Robbins. [14] JulieSheffield, Chuck Smith. [15] Rick Richardson, Carol Kelly. [16] BradHodgins. [17] Chris Bailey, Alyson Kingsley. [18] Dan Paige, AnthonyBaron. [19] Amy Vitele. [20] Kris Owen, Tom May.

(More photos on next two pages)


Selects & Btr.1x6 thru 1x12 -R/L4/4 x R/w/L5/4 x R/w/L6/4 x R/w/L8/4 x R/w/L

Kiln Dried Rough or S4S1x6 thru 1x12 #1&2 Com

4/4 #1 Panel Pecky (selected)

Landry Lumber Co.P.O. Box 522, Mansura, LA 71350

A Division of

We also run all patterns

Call Joe Elder(800) 467-8018

Fax 318-964-5276

or Richard LandryCell (318) 201-3748Office (318) 442-2668Fax 318-448-8678

One million feet of cypressin inventory at all times!

Specialty CYPRESS!

Deep SwampCypress

NAWLA (continued): [1] David Hanson, JillSnider Parr. [2] Matt Duprey, Jack Bowen,Wayne Huck. [3] Tracy Trogden, StephanieMulvogue, Rayelle Vigneux, Kelly Srsen. [4]John & Denise Morrison, Mark Westlake. [5]Rick Stout, Chuck Casey. [6] Justin Gregory,Ali Jojo. [7] James Rane, Craig Grisham. [8]Jim Olson, Steven Knauss, Dillon Forbes, Ian

Smith. [9] Christian Skarring, Carl Widder. [10]Kim Pohl, Lisa Martin. [11] Jean-Marc Dubois,Tony Saad. [12] Terry Adair, Thom Wright.[13] Gary Maulin, Phil Schumock. [14] Erol

Deren, Duane Kuzak. [15] Bonnie Anderson,Seamus O’Reilly, Linda Sabrowski. [16] Tony& Darlene Wiers, Pat Thorp.

(More photos on next page)

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NAWLA Traders Market (continued from previous four pages): [1] SteveFowler, Lowell Crossley, Bill Anderson. [2] Rick Ingram, MarkRohrbaugh, Don Dye. [3] Melinda Poole, Bobby Byrd, Connie Baker. [4]Mickey Brown, Korbin Riley, Bob Berch. [5] Josh Renshaw, JanisKirschner, Bryan Payne. [6] Mike Phillips, Mark Porter, Reid Schooler.[7] Jett Code, Mel Smeder, Tod Kion, James O’Grady. [8] ChuckMartineau, Steve Thorpe. [9] Charlie Brittain, Jim Futter. [10] Leslie

Southwick, Brad Matley. [11] Gary Lee, Morris Douglas, MichaelHolzhey. [12] Milt Farvour, Douglas Reed, Laurie Creech, Don Spiers.[13] Larry Petree, Chris Retherford. [14] Monte Jensen, JimHassenstab, Brandon Rinck. [15] James Gibson, Jason Scroggins. [16]Todd Fox, Ken Ford. [17] Bryan Pane, Blair Magnuson, Steve Barber,Eric Wischmann, Bart Bender, Dave Wildeman. [18] Bob Eslinger. [19]John Scofield. [20] Mirco Walther. [21] Sam Krauter.

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IN MemoriamRoland “Rollie” Haring, 70, long-

time executive at Carter Lumber,Kent, Oh., died Oct. 24 in Kent, fol-lowing a 16-month battle with cancer.

He began his career at Carter in1958, unloading boxcars. After spend-ing more than 20 years in the stores,he moved to the purchasing depart-ment at the corporate office. He waslater promoted to v.p. of purchasing,v.p. of logistics, and a board member.

Ken G. Boehmer, 69, industrialsales manager at Weekes ForestProducts, St. Paul, Mn., died Oct. 20in West St. Paul.

His 51-year lumber career included21 years at Weekes.

Louise Childs, 78, retired owner ofChild’s Building Supply, Orange, Tx.,died Oct. 2 in Vidor, Tx.

She ran the store for over 30 years.

Jewel Roberts, 96, retired co-owner of Roberts Lumber, Littlefield,Tx., died Nov. 10 in Austin, Tx.

She and her husband, Virrel, ownedand operated the firm for 20 years.

Wayne Everett Phillips, 85,retired manager of McCaslin Lumber,Hereford, Tx., died Oct. 7 in Amarillo,Tx.

He served with the Army’s 350thInfantry Regiment during World WarII, earning a bronze star and purpleheart. After the war, he attended TexasA&M, graduating in 1947 with adegree in accounting. He worked atMcCaslin for 41 years.

Wayne Roelof, 81, owner of MainHardware, Newark, Oh., died Nov. 13.

After serving in the Marines, heopened his store in 1955, working sixdays a week until his death.

ASSOCIATION UpdateNorthwestern Lumber Associa-

tion holds its annual LBM expo Jan.10-11 at the Grand Casino, HinckleyConference Center, Hinkley, Mn.

During the expo, dealer seminarswill cover new banking laws, princi-ples of website design, health carereform, and preventing ID theft.

Southern Building MaterialAssociation has set its annual buildingproducts buying show for Feb. 2-3 atthe Show Place, High Point, N.C.

Wisconsin Retail Lumber Associ-ation has marked Feb. 9-10 for itsannual meeting and convention atKalahari Resort & Convention Center,Wisconsin Dells.

Seminars will cover understandingand specifying engineered wood prod-ucts, changes to health care, and sell-ing in today’s marketplace.

Mid-South Building MaterialDealers Association gathers Feb. 3-5at the Marriott Grand, Clear Point, Al.,

for its annual meeting and show. Highlights included a lien law sem-

inar, HDW Hardware’s Barry Flintleading a “Power Buy” event, and agolf tournament and silent auction tobenefit the Carl Frusha Foundation.

North American Wholesale Lum-ber Association’s Southeast regionalmeeting is Feb. 24 in Birmingham, Al.

Indiana Hardwood Lumber-men’s Association’s convention andexpo is Feb. 9-10 at the IndianapolisMarriott Downtown, Indianapolis.

Danny Gene Stratton, 66, retiredmanager and v.p. of National LumberCo., Glasgow, Ky., died from a heartattack Nov. 4 in Glasgow.

After graduating from theUniversity of Kentucky School ofForestry, he spent 41 years in the fam-ily business, retiring in May.

Harry Diamond, 97, retired opera-tor of Diamond Hardware, Milford,Ct., died Oct. 10.

The WW II Army veteran ownedthe store for 40+ years, then workedfor Lovell’s Hardware, Stratford, Ct.

Daniel J. Dady, 55, owner ofBreezy Point Lumber, Breezy Point,N.Y., died Oct. 29 in Breezy Point.

Robert A. “Moose” Jensen, 83,former owner of Ace Hardware,Rochester, Mn., died Nov. 15.

He was a WWII Army veteran.

Alfred Allen “Al” Madore, 78,founder and owner of Al & SonsMillwork, Belleview, Fl., died of pan-creatic cancer Nov. 8 in Belleview.

He and his wife, Rebecca, startedthe business in 1978.


FOR SALE

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 HELP WANTED

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word,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 the type. Send ad to Fax 949-852-0231 or dkoenig@ building-prod-ucts.com. For more info, call (949) 852-1990. Make checks payable to CutlerPublishing. Deadline: 18th of previous month.

CLASSIFIED Marketplace

HELP WANTEDWHOLESALE LUMBER BROKER lookingfor experienced trader. No relocation. Buildyour own sales force. Send resume to: DeepSouth Lumber Resources, Inc., P.O. Box 8087,Meridian, Ms. 39303. Call Scott Jay, (800) 394-1910. All communications confidential.

LUMBER TRADERWe are a wholesale lumber company looking

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

Questions? Call Alan at (949) 852-1990

Feature your Business Card inBuilding Products Digest

Say Happy New Yearand help end breast cancer

Use this low-cost opportunity to deliver New Year’s greetings to yourcustomers, friends and suppliers—and help Susan G. Komen for theCure, which for nearly 30 years has been leading the global movement toend breast cancer.

Your business card—reprinted in color and reduced slightly to 2-3/8” x 1-3/8”—will appear in a special section in the January issue ofBuilding Products Digest. The cost for each ad is just $100, $25 ofwhich is tax deductible and will be matched by us—for a total dona-tion of $50 to Komen for the Cure. Doing your part is easy:

Just send us your business card(s) beforeDec. 13, along with a check for $100 percard—or $200 per card to appear in both BPDand its western counterpart, The MerchantMagazine—to Cutler Publishing, 4500 CampusDr., Ste. 480, Newport Beach, Ca. 92660.

4,000 at 24¢ each

1,000 at $1.15 each

Synthetic Building Materials ComingA new company will invest $16 million to develop a

composite building material called EoTek, a type of syn-thetic that looks and feels like real wood, but reportedly ismore durable and does not degrade under weathering.

“We are talking about a technology that can make avery, very broad range of products,” said Eovations LLCpresident Claude Brown Jr. “We know it works, we know

how to make it work, it has a good patent portfolio that weare constructing around it.”

Brown formerly served as R&D director at DowChemical, which developed the technology. He andinvestors purchased the patents from Dow, then took overthe 77,000-sq. ft. research facility in Bay City, Mi.

EoTek is made by mixing polymers and minerals, but nowood. Commerical and residential uses will be developed.


P.O. Box 522, Mansura, La. 71350 • FAX 318-964-5276

(318) 964-2196 * (800) 467-8018www.elderwoodpreserving.com • E-mail: [email protected]

Season’s Greetingsfrom your friends at

DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Eastern New York Lumber Dealers Association – Dec. 7, annualholiday trade show, Saratoga Springs, N.Y.; (518) 286-1010;www.nrla.org.

Lumber Dealers Association of Connecticut – Dec. 8, past presi-dent’s dinner, Simsbury, Ct.; (518) 286-1010; www.nrla.org.

Indiana Lumber & Builders’ Supply Assn. – Dec. 9, holiday party,The Conrad, Indianapolis, In.; (877) 465-8627; www.ilbsa.org.

Western New York Lumber Dealers Association – Dec. 14, cus-tomer service workshop; Dec. 16, board meeting, Rochester,N.Y.; (518) 286-1010; www.nrla.org.

New York & Suburban Lumber Dealers Association – Dec. 15,board meeting, Monahan’s, Bayside, N.Y.; (518) 286-1010;www.nrla.org.

Mid-America Lumbermens Association – Jan. 6-7, Missouri wintermeeting, Columbia, Mo.; (800) 747-6529; www.themla.com.

United Hardware Distributing Co. – Jan. 6-9, market, MinnneapolisConvention Center, Minnneapolis, Mn.; (763) 557-2714;www.unitedhardware.com.

Northeast Young Lumbermen Execs – Jan. 7, board meeting,Rensselaer, N.Y.; (518) 286-1010; www.nrla.org.

Northwestern Lumber Association – Jan. 10-11, building productsexpo, Grand Casino, Hinckley Conference Center, Hinckley, Mn.;(763) 544-6822; www.nlassn.org.

International Builders Show – Jan. 12-15, Orange CountyConvention Center, Orlando, Fl.; (800) 368-5242;www.buildersshow.com.

Mid-America Lumbermens Association – Jan. 13-14, Kansas win-ter meeting, Pratt, Ks.; (800) 747-6529; www.themla.org.

Buttery Co. – Jan. 15-16, dealer market, Bell County ExpositionCenter, Belton, Tx.; (800) 880-1515; www.butterycompany.com.

Monroe Hardware Co. – Jan. 22-23, dealer market, CabarrusEvents Center, Concord, N.C.; (704) 289-3121;www.monroehardware.com.

Do It Best Corp. – Jan. 22-24, winter conference, Red Rock Resort,Summerland, Nv.; (260) 748-5300; www.doitbestcorp.com.

Northeast Window & Door Association – Jan. 24-25, winter edu-cation meeting, Heritage Hills Golf Resort & Conference Center,York, Pa.; (609) 799-4900, www.nwda.net.

Surfaces – Jan. 25-27, Mandalay Bay Convention Center, LasVegas, Nv.; (972) 536-6358; www.surfaces.com.

Guardian Building Products – Jan. 28-Feb. 3, dealer market,Caesar’s Palace, Las Vegas, Nv.; (800) 569-4262;www.guardianbp.com.

True Value Co. – Jan. 31-Feb. 2, spring market, Orange CountyConvention Center, Orlando, Fl.; (773) 695-5000;www.truevaluecompany.com.


IDEA FileLadies Night

Maze Nails [www.mazenails.com]......................................Calendar 8

Nordic Engineered Wood Products [www.nordicewp.com].......16

North American Wholesale Lumber Assn. [nawla.org]..Calendar 22

Pacific MDF Products Inc. [www.pactrim.com] ............................5

Pennsylvania Lumbermens Mutual Insurance Co.

[www.plmins.com]................................................................Cover III

Redwood Empire [www.redwoodemp.com]....................Calendar 16

Richardson Timbers [www.timbersonline.com]................Cover III

RISI [www.risiinfo.com/crows] ......................................................23

Rosboro [www.rosboro.com] ..........................................................5

Simpson Strong-Tie [www.strongtie.com].....................................3

Siskiyou Forest Products [www.siskiyouforestproducts.com] ...9

Sunbelt [www.sunbeltracks.com] .................................................21

Western Red Cedar Lumber Assn. [www.wrcla.org].............10, 11

ADVERTISERS Index For more information on advertisers, call them

directly or visit their websites [in brackets].

Realizing that ladies often control the pursestrings in the family and that there’s no time to shoplike the holidays, this fall a record number of AceHardware franchises are hosting their own “LadiesNight Out” events.

While some stores are new to the event, others havebeen putting it on for 10 years, like Ace HardwareCinco Ranch, Katy, Tx., which last year had over 1,500women attend.

The recent Ladies Night Out at Lone Star AceHardware, Spring, Tx., even got covered by the localFox TV news affiliate.

The high-energy parties promise fun, food, drinksfrom wine to hot cider, shopping, door prizes, dis-counts, product demonstrations, and booths staffed byvendors and other local small businesses.

Typical exhibitors include reps for Mary Kay,Pampered Chef, candy and flower shops, customframers, candle makers, interior designers, and homedecor and jewelry stores.

Some offer free gift-wrapping or invitations thatinclude coupons for an extra $5 off.

Although the events are strictly women-only affairs,men (and others who need extra time to shop) can takeadvantage of the discounts earlier that day, during thestore’s normal operating hours.

Although most locations time theirevent to lead into the holidays,Milan Ace Hardware, Milan,N.M., stages theirs in May. Thisyear, Milan gave away 200reusable shopping bags filledwith flowers, gardeninggloves, and other gifts.

Advantage Trim & Lumber [www.advantagelumber.com]..........27

AERT [www.aertinc.com]..................................................Calendar 14

Anthony Forest Products [www.anthonyforest.com] .........Cover I

Arch [www.wolmanizedwood.com].................Calendar 4, Calendar 26

Breco Wood Products [www.brecowoodproducts.com] ............29

C&D Lumber Co. [www.cdlumber.com]...........................Calendar 20

Capital [www.capital-lumber.com]...............................4, Calendar 10

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................30

Elder Wood Preserving [www.elderwoodpreserving.com] ........29

Fletcher Wood Solutions [www.tenonusa.com] ..........................19

Georgia-Pacific [www.gp.com/build] ...................................Cover II

Great Southern Wood [www.yellawood.com].................Calendar 12

Hoover Treated Wood Products [www.frtw.com] .............Cover IV

Krauter Solutions [www.krauter-storage.com]...............Calendar 24

Landry Lumber Co..........................................................................25

LP Building Products [www.lpcorp.com]........................Calendar 18

Matthews Marking Products [matthewsmarking.com].....Calendar 6


Richardson Timbers is aleader in custom millworkand manufacturing of customized timbers, withcapabilities of deliveringproducts throughout the U.S. Serving the constructionindustry for over 60 years, bytaking the spirit of the old and combining it withthe leading technology oftoday, Richardson Timbers isable to offer wholesale products with unparallelledservice and quality.

Richardson TimbersSince 1949

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

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

Cedar 16” x 16” x up to 32’

BPDBuilding Products Digest

4500 Campus Dr. No. 480Newport Beach, Ca. 92660-1872 Change Service Requested PRESORTED STD

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Building Products Digest - December 2010

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