bpd 10 14

TECHNOLOGY SPECIAL ISSUE HARDWOODS CAN YOU COMPETE WITH AMAZON?

OCTOBER 2014

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

BPD BuildingProducts Digest

4 Building Products Digest October 2014 Building-Products.com

October 2014 Volume 33 Number 8

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Special Features9 FEATURE STORY

DEALER DESIGNS ITS OWN APP

10 MANAGEMENT TIPSWHAT TO EXPECT WHEN YOU’REEXPECTING A NEW ERP SYSTEM

12 INDUSTRY TRENDSMODELING SOFTWARE GIVESLBM DEALERS AN EDGE INSELLING TO BUILDERS

14 MARGIN BUILDERSSELLING HARDWOOD FLOORING& FINISHES THAT ADD VALUE

BPD BuildingProducts Digest

In Every Issue6 TOTALLY RANDOM

18 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

26 MOVERS & SHAKERS

26 APP WATCH

28 FAMILY BUSINESS

30 NEW PRODUCTS

33 IN MEMORIAM

36 CLASSIFIED MARKETPLACE

35 ASSOCIATION UPDATE

37 DATE BOOK

38 IDEA FILE

38 ADVERTISERS INDEX

38 COMING NEXT MONTH

16 PRODUCT SPOTLIGHT5 TIPS TO TELL WHEN IT’S TIME FORA NEW ENTRY DOOR

17 INDUSTRY TRENDSLATEST SYNTHETIC SIDING OPTIONSOFFER IMPROVED PERFORMANCE, TRADITIONAL LOOKS

20 NAWLA: THINKING AHEADCAN YOU COMPETE WITH AMAZON?

34 PHOTO RECAP: FBMAFLORIDA BUILDING MATERIALASSOCIATION’S ANNUAL SHOW

Alan Oakes, [email protected]


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Two-by-four-ishFIRST, THE OVERALL NEWS for the year still sounds on a good, upwards path,

while trailing most economic forecasts for new building starts. Telephonecalls have shown reasonable support for the year to end on a good note, although Istill hear that “we are busy three days a week, but the other two are dead.”

Economic issues remain that suggest there will still be the occasional bump inthe road, and that is why I sometimes shake my head at what I see happening on astate government or local judicial level. There are states that have created a realpro-business atmosphere. Utah, Wyoming, Nebraska and Virginia are high on mylist, for example. Among large states, there’s Texas.

On the other hand, my attention is more on California, where I reside—theworld’s eighth largest economy and a state with one of the highest poverty levels(about 23%). It is often appears so anti-business it can make you want to packyour tent and move out—as, of course, many have. I saw that first-hand with acompany I bought about 15 years ago, as prior ownership on a tax change bailedto Nevada overnight.

This week, I could not help note the Tesla company deciding on Nevada overCalifornia for its new battery plant, which would bring about 6,500 jobs. I cannotargue on whether or not it was worth it to California, considering the incentivesthat needed to be given, but as I have seen this decision before, I would expectthat there were other concerns about how our state government operates and howto get things done after the initial agreements are signed. Tesla stated that Nevadawas a “get things done state.” Our governor stated that it would have cost thestate’s taxpayers too much. Of course, there are a lot fewer of us than there usedto be.

I also note that in a state where government pensions are highly underfunded,the board of CalPERS arbitrarily decided that 99 special bonuses that are paid topublic employees can now be allowed for pension calculation. Understand thatmany of these bonuses are paid for jobs they should be doing anyway. This typeof decision is absolutely crazy, but commonplace.

I feared we had reached a tipping point, upon learning that several Californiacounties, including Marin (surprise, surprise), had gone after Lowe’s for allegedlyselling dimension lumber that didn’t quite measure 2x4. I’m sure I wasn’t the onlyone imagining all the new store signs advertising “1.55x3.62.”

Fortunately, that seems unlikely (see story, page 13), but the fallout fromrelentless regulation is real. Our wonderful state (and I mean that) continues tocrumble. Our infrastructure is falling apart. We were a leader creating energy andwater systems, dredging harbors, building freeways. But today, instead of invest-ing 20% of our budget in infrastructure, we are now down to about 5%. It is esti-mated we should invest about $500 billion over the next 20 years—fat chance!Consequently, coupled with high taxation, we havebecome a target for other states to poach our compa-nies, entrepreneurs, tech base, and skilled employees.

I am sure California is not alone, but each andevery state needs to create a business environmentthat allows companies to grow and invest and pro-vides less incentive to flee.

On the other hand, I could not but noticewhile there a few weeks back, the EEC inEurope has now banned high-powereddomestic vacuum cleaners. Perhaps theycan be shipped here, to help clean upsome of this mess—starting inSacramento.

Working for you.

Engineered Wood Products | Softwood Plywood

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Building-Products.com October 2014 Building Products Digest 9

Lumber dealerdesigns its own appIT’S NOT UNUSUAL for building material manufacturers to

develop their own apps, to help mobile device-totingconsumers or contractors quickly access product specs andimages in customizable settings.

Lumber dealers typically don’t develop their own apps,however. Yet US LBM Holdings has just released itsfourth app, for its Schenectady, N.Y.-based BellevueBuilders Supply division.

US LBM, whose 13 divisions operate a combined 80+locations in 11 states, introduced its first app six monthsago for Chicago, Il., dealer Hines Supply. Apps followedfor Wisconsin Building Supply and John H. Myers & Sonof Pennsylvania and Maryland. Two more divisions willrelease their versions of the app by mid-fourth quarter.

Like its sister companies’ apps before it, the BellevueMobile App allows users to:

• Check orders and track deliveries with real-time GPSupdates,

• Message deliveries’ status to general contractors orsubs,

• View photos of the delivered order,• Access recent deliveries and search delivery history,• Check account information anytime, anywhere,• View open invoices, upcoming bills, and billing histo-

ry for a specific job using quick filters,• Check the latest promotions and upcoming events,• Share via email, print or save on their phone,• Choose an event and be automatically registered.To market the app, Bellevue is running “a very elabo-

rate marketing campaign,” which includes a feature video,statement stuffers, in-store banners, email blast, and popupbanners for trade shows and events. In addition, all storesales personnel have been trained in the app to help cus-tomers with it.

“We created the Mobile App specifically for the profes-sional remodeler, commercial and custom builder. Weknow and understand their business and the tools they needat their fingertips,” said Bellevue president Greg Gaskell.“This investment in technology is part of our continuedcommitment to customer service excellence.”

The roll out has been over two years in the making, dat-ing back to US LBM’s installation of an advanced deliverysystem that would “serve as the backbone for the app,”

FEATURE StoryDealer’s New App

NEW APP from New York dealer Bellevue Builders Supply is only thelatest for parent US LBM.

said Senthil Arumugam, the US LBM v.p. who spearhead-ed the project. “We set a long-term vision for our logisticsneeds in early 2012. Part of that vision was to provide cus-tomers with the ability to access their delivery informationwithout having to call or email. We also built other usefulfeatures into the app around this crux.”

The apps typically are released first in an iOS versionfor iPhones and iPads, with an Android version followingabout a month later.

The app is integrated with US LBM’s ERP and deliverymanagement systems, and is serviced internally. The appcurrently cannot be used to purchase products, but thatmay be a possibility in the future.


What to expect whenyou’re expecting anew ERP system3 steps for a smoother transition

MANAGEMENT TipsBy Jessica Arant and Jared Plucknett, DMSi

successful transition takes a compa-ny’s unique processes, goals, and cul-ture into account. And while your ven-dor is (hopefully) an expert in yourindustry, they won’t be experts in thehundreds of details specific to yourcompany. A self-assessment bringscritical insights to the implementationprocess. Preparing in advance mini-mizes set back and helps businessesget better value from the new system.If an ERP change is in your compa-ny’s future, start laying the ground-work with the following steps.

Protect Key ProcessesBusinesses depend on processes

like receiving inventory, pickingorders, and delivering product. Yourold system and new system may han-dle these processes differently. If youdon’t identify the differences inadvance, you set yourself up forunwelcome surprises. Missing docu-ments, unpicked orders, and late deliv-eries cost time, money and customersatisfaction.

Documenting procedures prior toimplementation helps minimize opera-tional hiccups. A side-by-side compar-ison of how your current and new sys-tems handle things makes it easier tospot differences. You don’t have todocument all processes, just the mostcrucial ones. To determine which aremost critical, ask basic questions.What makes your company unique?What do customers value most? Whatservices would be catastrophic to lose?Start with the top three to five.

A complete process descriptionidentifies the who, what, where, whenand how of each step. For example,the documented procedure for com-pleting an order specifies who entersthe SO, prints the tickets, picks theproduct, and stages the deliveries. Italso includes details like how oftentickets are printed, where the stagingarea is, and when inventory is recon-ciled back to the system. Don’tassume you know all the details: con-sult the people who perform thesetasks every day. This exercise is a lit-tle more involved than it first appears,

WHEN CHOOSING A new ERP sys-tem, the focus is all on the

“what”: features, benefits and options.Few people consider the “how”: tran-sitioning the business to the new sys-tem. Implementation is seen as theresponsibility of the software provider,and businesses assume the new vendorwill take care of all the details. Butsuccessful transitions begin longbefore a contract is signed.

Changing ERP systems affectsmore than software; it affects everyaspect of an operation. Therefore, a

YOU DON’T have to wait for a software vendor to get ready for an ERP transition. Your transition willbe smoother and you will get more value out of your software if you prepare ahead of time.


your current system and imported intoyour new one. Before importing thedata, there’s an opportunity to updateand standardize it. This is where youcan improve the quality.

Spend some time documenting thekinds of data problems you currentlyhave. Make sure you involve represen-tatives from sales and purchasing inthese discussions. Create standards fornaming items, entering attributes, andorganizing customer records. Keep amaster document of these standardsfor reference. There will probably beexceptions to every rule. Some itemswon’t fit neatly in the new guidelines.That’s why you want to start develop-ing the rules in advance. It will take awhile for outliers to reveal themselves,and you’ll probably revise the stan-dards a few times. Allowing plenty oftime for this process means you’ll bemore likely to end up with a solid sys-tem that works for your business.

Manage Your ManagersNo matter how amazing an ERP

system is, business operations willtemporarily slow during the transition.It’s not just learning new software.Some of your employees have beendoing their jobs in a certain way foryears. Changing their methods will bechallenging and take time. Unrealisticexpectations about a fast, easy switchimpede progress as impatient man-agers spread discontent through theirdepartments. Successful transitionsrequire support from the top down.

Make sure managers are clear

so it’s vital to start well in advance ofswitching to a new system. Waitinguntil the implementation begins meansyou’ll be pressed for time and morelikely to overlook something.

Clean Your DataInformation is the lifeblood of a

business. The simplest transactionrequires pricing, inventory, paymentand account records. Unfortunately,most businesses have less-than-perfectdata. Inconsistent naming systems,duplicate records, and missing infor-mation are common. A business mighthave three different product codes forthe same 10-ft. piece of southern pine:020410SYP, 2410pine, and 2410StPn.Poor data quality affects every aspectof an operation, from order entry topicking to dispatch.

Your ERP transition is an opportu-nity for a clean start. As part of thechange, data will be exported from SALES AND purchasing staff should provide input on any new naming standards.

BEFORE IMPLEMENTATION, document andcompare how your existing system and yournew system handle key processes.

about what to expect during theadjustment: slower employees, lowerproduction levels, longer turnaroundtimes. They’ll need to be patient dur-ing this time period. Emphasize thatthese are temporary conditions.Highlight the benefits that will comewhen everyone masters the new ERPsystem, like faster processes, lessbusywork, and fewer errors. Preparingmanagers ahead of time will makethem more likely to stay positive dur-ing setbacks. This applies to all levelsof the organization. Mid-level man-agers will feel less pressured if theexecutive team actively supports thechange and demonstrates patience.Conversely, if the c.e.o. keeps com-plaining about lower production, itwill be difficult for anyone to keep apositive attitude.

An ERP implementation is a win-dow of opportunity. Decisions duringthis time can bring significantimprovements to an organization.Asking an outside vendor to make allthose decisions for you wastes theopportunity. Assessing your operationin advance means you will come to theimplementation process with cleargoals and objectives. It will help getthe maximum return on your softwareinvestment.

– Jessica Arant is communication coor-dinator and Jared Plucknett director ofimplementation for DMSi Software,Omaha, Ne. DMSi provides business andaccounting software exclusively to thelumber and building materials industry.


Modeling softwaregives dealers an edgeselling to builders

model of the structural frame. By see-ing the house in this way, the dealerand builder can more easily spotissues that, without the tool, may nothave been caught until installation—acostly and time-wasting problem.

It also can be used to define loca-tions for plumbing and mechanicalruns, providing precise placement ofholes in joists and beams while ensur-ing that issues, such as a toilet placedon top of a joist, don’t occur. Finally,the process may highlight redundan-cies in the framing or an opportunityfor small changes that can save mater-ial costs.

From there, a dealer can generatematerial lists and quotes, as well asplacement plans, plus provide docu-mentation on design values.

Taking it a step further, the dealercan provide additional value-addedservices by sending the plans to

Weyerhaeuser’s Stellar software.Using Stellar, the dealer can choose togenerate an optimized list of materialswith cutting instructions to ship to thejobsite or, when combined with anautomated cutting solution, create aNextPhase Site Solutions framingpackage that includes pre-cut materi-als that are marked, labeled and bun-dled for ease of installation.

When the bundles arrive on site,the framer installs each piece in order,ensuring accuracy and eliminating theneed for cuts. This solution not onlyreduces construction time and thelabor, it optimizes material usage andhandling in the yard and increasesturns that result in lower inventorycarrying costs.

Such technology is particularlyhelpful in areas of the country whereengineers and architects typicallyaren’t active on a home project. Inregions where engineers are moreprevalent, such as California, buildersmay not need the full set of services,but the program will still help thedealer build an accurate material list,generate quotes, and even provide cut-ting and assembly information.

If 3D modeling is too big of a step,dealers might first consider moving toa takeoff program such as Estima, amore efficient, automated process thanmanual takeoffs. The tools offer win-win benefits: better accuracy forbuilder customers, plus time-savingsand fewer errors on the back end.

What’s more, built-in analysis andretention tools allow dealers to main-tain profiles of customers and analyzetheir preferences for products, brands,

WITH COMPETITION tougher thanever, LBM dealers need to think

beyond price and reliability to remaincompetitive. Dealers that set them-selves apart through value-added ser-vices can attract and retain customersby saving them time and money, elim-inating jobsite hassles, and improvingtheir business processes.

Three-dimensional modeling soft-ware, such as Javelin fromWeyerhaeuser, is one such value-added opportunity. By converting acustomer’s house plans into a 3Dmodel of the structural frame, thedealer can optimize the layout ofmembers for efficiency and accuracy,while streamlining materials andordering.

Once the house plans are importedinto the modeling software, the dealerdraws out the plan to capture the exactlengths as the program creates a 3D

INDUSTRY TrendsBy Ian Falivene, Weyerhaeuser

JAVELIN software from Weyerhaeuser allows dealers to build a complete model of the structuralframe, optimizing the layout of members for efficiency and accuracy, while streamlining materials andordering.


order of materials, etc.—for example,how they like to frame corners—andmake adjustments accordingly.

The analysis provided by takeoffand modeling programs can also canhelp guide your inventory. For exam-ple, based on cutting history, you candetermine common lengths of materialthat is cut; from that you can order andstock those lengths in the yard toreduce cutting and order processing.

Along with implementing thesetypes of technologies, dealers willneed to actively communicate the end-user benefits. Be sure to demonstrateto builders how these programs savethem time and money—and how theycan’t get such a service from the yarddown the road.

– Ian Falivene is senior product man-ager for software at Weyerhaeuser.

2x4 Suit Troubles DealersLumber dealers are wondering if

they could be next, after a Califor-nia Bay Area judge ordered Lowe’sto pay $1.6 million for allegedlyselling and advertising lumberusing incorrect product dimensions.

The payout ends a civil enforce-ment action brought by the districtattorneys of Marin, Los Angeles,Monterey, San Joaquin, andStanislaus counties.

Lowe’s said it had traditionallyidentified products with the dimen-sions provided by its suppliers. Thechain will now list certain com-modity products by their commonname (such as 2x4) as well as theiractual measurements (1.5x3.5).Under the deal, Lowe’s wasrequired to immediately removeproducts from sale or correct anymisleading descriptions.

News of the settlement gavepause to dealers, concerned theytoo might have to pull lumber fromtheir shelves and re-label in nomi-nal sizes. Apparently, however,Lowe’s ran afoul for labeling prod-ucts in nominal terms that did notmatch even nominal dimensions.

West Coast Lumber & BuildingMaterial Association advises deal-ers to ensure all dimensional lum-ber is received from suppliers incorrect quantities, with both nomi-nal and actual sizes listed on theinvoice. Non-standard items mustbe identified in actual sizes, not incommon nominal terms for lumberidentified in PS 20-10.


Selling hardwoodflooring, finishes thatadd value to the home

MARGIN BuildersBy The Hardwood Manufacturers Association

HELPING HOMEOWNERS, remodelersand builders select hardwood

flooring for their homes can be avaluable investment. Surveys estimatethat hardwood flooring can add asmuch as $7,000 to $10,000 to ahome’s resale value. And a study con-ducted by the National WoodFlooring Association revealed that99% of U.S. real estate agents assert-ed that homes with hardwood flooringare easier to sell; 90% said that homeswith hardwood flooring sell for moremoney—up to 10% more, in fact.

In order to get the most out of theirvaluable investment in Americanhardwood, here are the flooringoptions they need to know aboutbefore they buy:

Solid Wood FloorsSolid hardwood flooring comes in

three basic types: strip, plank and par-quet.

Strip flooring accounts for themajority of hardwood installations. Itis installed by nailing the wood to thesubfloor.

Plank floor boards are at least 3”wide, and can be screwed or nailed tothe subfloor.

Parquet flooring comes in 6”x6”blocks, but specialty patterns can bemade much larger. Parquet floorsoften create a dramatic geometriclook.

One tip to keep in mind is thatsolid hardwood flooring expands and

CREATIVE HARDWOOD flooring applications, such as this transition from one room to the next witha creative blend of maple and walnut, add significant value to a home.

(Photo courtesy National Wood Flooring Association)


contracts due to changes in yourhome’s humidity. Installers can com-pensate for this by leaving an expan-sion gap between the floor and thewall.

Engineered WoodEngineered wood is made of multi-

ple layers of different grades or stylesof wood that are stacked and gluedtogether under high heat and pressure.This type of flooring is less likely tobe affected by changes in humidity.

Wood LaminatesWood laminates consist of a ply-

wood base topped with a layer ofveneer. The veneer coating on woodlaminate floors can be sanded andrefinished up to three times in mostcases.

After selecting the type of hard-wood flooring, the next step is choos-ing a finish that will enhance thewood’s beauty and protect the floorfrom everyday wear, dirt and mois-ture. The finish will also give hard-wood a rich color and luster to matchyour home’s look and feel.

There are a few hardwood finish-ing options to choose from:

Surface FinishesThese are the most popular choice

of stains, and involve applying a stainto achieve color followed by a topcoat to add a layer of protection.Surface finishes are durable and easyto maintain.

Oil-based urethane is the mostcommonly used floor finish. It isavailable in different sheens, and isgenerally applied in multiple coatsand also ambers with age.

Water-based urethane provides aclear finish and produces fewer odors,quicker dry time and easier clean-up.

Moisture-cured urethane is a sol-vent-based solution mostly used incommercial applications. It is moredurable and moisture-resistant thanother options.

Conversion varnishes are a profes-sionals-only application product thatis often used in commercial spaces.

Penetrating Stains &Finishes

These finishes penetrate the woodto form a protective seal. The stainssoak in to provide the color, and awax coating provides a low-glosssatin sheen. These finishes require

special care, as certain products(water-based products) should not beused on the floors.

Sheen OptionsChoice of sheen is a personal pref-

erence but it’s helpful to keep in mindthat high-gloss finishes show scuffsand scratches more easily than low-gloss or satin finishes. High-gloss fin-ishes also reflect more light and aretypically used in commercial settings,while satin finishes are usuallyfavored for more traditional applica-tions.

Extra-Durable FinishesOne of the latest trends in hard-

wood finishes are products designedto extend the life of the floor andmake them extra-durable. Some man-ufacturers state that these finishes are10 times more durable than other fin-ishes, and can last for up to 25 years.Swedish finishes and acrylic finishesare the most popular types of extra-durable products.

– For more information on choosinghardwood flooring and finishes visitwww.hardwoodinfo.com.


5 tips to tell when it’s time for a new entry door

PRODUCT SpotlightEntry Doors

and possibly moisture. That means it’stime to determine if the foam-filledweatherstripping may have lost someof its compression, cracked or simplyworn out.

Tip #3 - Examine the locks tomake sure they operate smoothly andare strong enough to help protect thehome. Multi-point locking systemsoffer exceptional peace-of-mind andsecurity for the home.

Tip #4 - Reach out and touch thedoor on both hot and cold days. If youfeel the exterior temperatures on theinside surface, then the door may nothave adequate insulation. In this situa-tion, consider upgrading the door witha replacement that is more energy effi-cient and has an ENERGY STAR-qualified rating for your geographicarea. Order a multi-point locking sys-tem on a new door for a tighter fitagainst the weatherstripping, whichcan help provide even greater energysavings.

Tip #5 - Look at the appearanceof the door. If it’s a wood door, it maybe warping or rotting after years ofservice. A steel door can get dingedand rust over time. And, it’s possiblethat the style of the door simply does-n’t match up with the design of thehome. These are all red flags that it’stime to replace a front door.

HOMEOWNERS LOOKING to save onrising energy bills can start right

at the front door. That’s the advice ofexperts at Therma-Tru, who suggestyour customers evaluate their mainentry door at least once a year todetermine the status of the door’soperational capabilities and energyefficiency features.

“Every component of a home needsto be replaced at some point overtime,” says Brad Johnson, v.p. of mar-keting for Therma-Tru. “Most home-owners can get years of service out oftheir front door, but there will come atime when a door needs to bereplaced. That's why it’s important toannually evaluate and maintain yourmain entryway.”

According to Johnson, there are

several easy ways to determine whenit’s time to consider a front doorreplacement.

Tip #1 - Open and close doors inthe home, on both dry days and wet,humid days. Make sure all the compo-nents operate smoothly. If the doordoesn’t close securely or fits tightly onhumid days, then it’s most likely leak-ing air in dry weather, causing thehome to lose energy.

Tip #2 - Inspect the weatherstrip-ping around all sides of the front doorto make sure it has not worn out. On abright day, stand inside near the doorand look for daylight flowing throughthe door perimeter. If light is comingin, then so, most likely, is external air

STEP ONE in making a new entry door sale is helping the customer to realize it’s time for a change. (Photo courtesy Kuiken Brothers)


New siding options offerimproved performance,traditional aestheticsOVER THE PAST several decades, the

popularity of manmade sidinghas grown exponentially. Buildershave latched on to products with awide range of offerings and varyingvalue propositions, while architectsseek both aesthetic and performanceadvantages.

Manmade sidings try to replicatewood with faux grains and attempts tomatch traditional profiles, althoughthey may not be suited to the localenvironment or meet the architecturalstyle. Consumers are faced with mak-ing a choice that balances installation,longevity and aesthetics.

Despite beneficial qualities, manymanmade siding products still sufferfrom a number of functional issues.Homeowners are faced with ill effectsof faulty over-hyped materials andinstallation. Issues include fungaldecay, buckling panels, excessivemoisture retention, and crackingedges. Builders also face challenges inproduct thickness and overall shape,making it difficult or impossible torecreate the profiles used in traditionalconstruction.

Some common problems relate to:Installation: Various offerings of

manmade materials can be difficult tohandle and may require special toolsfor installation. Manufacturers’ guide-lines may be hard to follow and goagainst field installation methods,making it difficult to achieve a war-ranteed install. Due to their weight,brittleness or lack of impact resis-tance, boards can be difficult to handleand install.

Moisture: Several exterior productsare susceptible to moisture, leading tofailure of the product if not properly

INDUSTRY TrendsBy Tom Zimmerman, Boral

POLY-ASH siding from Boral improves ease of installation, moisture resistance, and aesthetics.

installed. Depending on the material,moisture will affect it in various waysincluding delamination, expansion andcontraction—even all the way to prod-uct failure. When using these prod-ucts, moisture management must beconstantly considered during install.Even if installed properly, due to envi-ronmental exposure some productsmay experience moisture cycling,which can lead to paint failure or addi-tional maintenance.

Aesthetics: Manmade siding prod-ucts have attempted to mimic the lookof historical wood profiles, with vary-ing degrees of success. Many are lim-ited in their profile offerings. Theymay have eased edges, or lack the fitand finish of classic wood siding.

To address demand for lower-main-tenance, longer-lasting siding withimproved aesthetics, vinyl manufac-turers have introduced beaded, shake,and other profiles.

Fiber cement manufacturers havedeveloped thicker and more ornateofferings to attempt to mimic wood.

New materials have also beenintroduced. Poly-ash represents a cate-gory of siding and trim that offers a

balance of performance and the lookscustomers are demanding.

Boral is pioneering this categorywith its TruExterior Siding CraftsmanCollection, making available an arrayof full-thickness profiles based onregional needs and a long history ofarchitecturally preferred styles, includ-ing shiplap, v-rustic, channel, channelbevel, and cove/Dutch lap. Along witha full offering of profiles, poly-ashsiding products have desirable lowmaintenance traits and a simple instal-lation message boasting superiorworkability, durability and dimension-al stability.

Adding to the appeal of poly-ashsiding is its ease of install and beingsuitable for use at grade and othermoisture-prone areas. Installation withtraditional woodworking tools andcommon field practices will not affector void warranties, allowing contrac-tors to continue working with theirtools and shortening the learning curvefor proper application.

– Tom Zimmerman is director of sales& marketing for Boral’s Light BuildingProducts Division.


Called backto the fold

COMPETITIVE IntelligenceBy Carla Waldemar

HPM BUILDING SUPPLY has beenoperating in Hawaii since 1921,

when it started as Hawaii PlaningMill, focused on re-sawing lumberfrom the mainland amid the palms andsun of Paradise. At least, that’s howtourists, in their leis and aloha shirts,view this ocean-bound outpost of theU.S.A. If you’re thinking of running abusiness here, however, take off thoserose-colored sunglasses for a squintbehind the sand and surf.

“It’s a heavy financial burden torun a large-product-based business2,000 miles from their source,” testi-fies Jason Fujimoto, senior v.p. andc.o.o. of the company founded by hisforbears five generations back. “Thereare logistical complexities to beinglocated in the middle of the PacificOcean. Shipping adds 30% to 40% tothe cost of materials” for the compa-ny’s full-service yards.

And no such thing as just in time—think six to eight weeks out for deliv-ery of those 2x4s you can never, everbe without. Oh, and there’s that rain-forest climate to deal with: mold andmildew, to say nothing of the two dev-astating tsunamis that leveled the com-pany in the past (and the takeover bythe U.S. military during World WarII.) Plus, no built-in labor force. “It’svery hard to find good employees withthe limited population base,” Jasonacknowledges.

Then he asks me: “Ever hear of

bonding?” He doesn’t mean kumbayaaround the campfire. He’s referring tothe challenging, only-in-Hawaii phe-nomenon which dictates, he explains,that all houses must offer bond—aguarantee to the bank—that they’ll becompleted to spec, as insurance for aloan. “It’s a little wrinkle here inHawaii that can be a huge risk compo-nent. So, we work with banks to quali-fy our contractors: estimate, quote,schedule, change orders. We act astheir administrative support. And

PACKAGE HOME program allows HPM to get in on the ground floor of projects, starting with choos-ing and modifying the home plan.

HPM’s process, compared with that ofother players, is the most streamlinedand customer-friendly”—a huge plusin doing business.

“Also”—as if he needed yet anoth-er challenge—“each of the islands isits own entity,” meaning added trans-portation costs between HPM’s loca-tions, and no quick subbing for eachother if anything’s out of stock. Sincea store must maintain at least amonth’s supply of product on hand,factor in a fee for inventory storage—“much higher than on the mainland.”

So then, what the heck is Jasondoing in Hawaii, anyway?—a youngman with a degree in corporatefinance and strategic managementfrom the famed Wharton School ofBusiness at the U of Pennsylvania,who worked as an investment bankerfor J.P. Morgan in Manhattan.

It isn’t guilt. Nor is it family pres-sure. “I grew up immersed in every-thing HPM, exposed to many differentfamily stories. But there was never anexpectation as to performance, nopressure. It was just that, at somepoint, I wanted something differentfrom the Wall Street world—some-thing entrepreneurial, more fulfilling.So in 2004, I decided to come back forone year. I wrote a contract with myfather to help HPM improve its busi-ness-process mapping. I started withthe purchasing group, the supplychain, and helped build a whole newmodel that would provide visibility sowe could plan prices ahead. At 2,000miles from the source, you deal withlead time. So I helped build a software


program to streamline the process.”Well, 2004 went away 10 years ago, but Jason didn’t.

Despite his “one year and out” mandate, he got hooked,that’s all there’s to it. He made himself instrumental indeveloping new product offerings, such as steel framingcomponents, concrete accessories, and asphalt shingles, tocomplement HPM’s manufacturing operations that includemetal roofing, trusses, wall panels, and door-hangingplants. He re-thought the existing door operation to cutshipping costs. “Instead of bringing them in complete, webring in raw slabs, which stack up easier to fill a [ship] con-tainer.” And now, concrete? “This way, we can get in thedoor with foundations, too. We had the opportunity of hir-ing a very, very strong salesperson who proposed a busi-ness plan to build the category. We looked at the numbersand went ahead. And we’ve had very nice growth from it.”

Plus, with the panels, doors, trusses and roofing, HPM nowoffers one-stop shopping for building a home.

Actually, HPM has been in the one-stop trade fordecades. Twenty-five years ago, it launched its packagehome program, aimed at the low- to-midscale home buyer.“The benefits it provides a home buyer are, we hand-holdthe customer all the way, starting with choosing a floorplan, and maybe modifying it. We provide them with a bid,and bid it out to some of our select contractors [for theclient to choose between]. We walk them through the per-mitting, all the different steps, yet there’s no architect’s feeto pay.” HPM’s business—80% pro and primarily residen-tial construction—covers everything from those packagedstarter homes to multi-million mansions on the Gold Coast,as well as “large developments as they come up.”

Why do contractors gravitate to HPM rather than thecompetition? (Big boxes and independents dot the land-scape.) It starts with relationships, according to Jason. “Wehave a strong outside sales force, who make the customerfeel like part of the family. We go above and beyond, part-nering with them to see that job goes very smoothly. We’vehelped them leverage technology by introducing them tocomputer systems like BisTrack, which offers online proofof delivery and lets them see their history with us online,which helps them plan their next job. We ensure that ourstaff is well-trained and ahead of the curve.”

That involves constant staff training, of course, andagain Jason has taken the lead. “My management style? It’sall about communication. I spend time in all the branches to

understand what goes on day to day. I explain the directionthe company is taking, why we do things, and how it con-tributes to the bottom line. Because the company is anESOP, it drives the message home—that our longtime suc-cess hinges on our employees.”

That employee count fluctuated during the GreatRecession, which hit Hawaii especially hard. HPMemployed a staff of 400 in 2006, but winnowed to a current260 to ride out the storm. “We reduced the workforce,especially in the manufacturing area. But also, we used therecession as an opportunity to expand geographically. In2009, we greenfielded it on Oahu, when the price becamevery affordable, and in 2011 acquired a yard in Kauai.”

And sales, which had taken a hit, bounced back nicely.Very nicely. In 2006, HPM boasted $131 million in rev-enue; the number fell to $60 million in 2010. But for thepast three years, it’s experienced double-digit growth, andin 2013 was up 17% over the (very good) year before.

No accident. Jason pushed the pedal to the metal. “I ini-tiated my succession plan. My father [HPM’s c.e.o.] sup-ported me in building my own team. My dad’s executivemanagement team was maxing out. I had the opportuni-ty”—thank you, recession—“to bring in people from thestates: from Parr, from Stock. I looked for hires who werein line with our values—honesty, service.”

Also vital: people with flexibility, open to adapt toHawaii, with deep bench experience and skills to con-tribute. “I brought in additional team members in manufac-turing and distributing to enhance productivity by addingincentives. We positioned ourselves as a company offeringgreat service, while operating with fewer resources thanbefore. For instance, in the sales organization, they were nolonger just order-takers, but sales-driven.” To retain thosehard-to-find employees on the islands, Jason realizes that along-term strategy is imperative. So HPM instituted a train-ing program to help build an internal career path, plannedto nurture local talent rather than hiring from outside.

Fast-forward to the current store-enhancement project.“Now that we’re in a growth mode again, we’re focusingon the customer experience and looking at every touchpoint as to ‘What experience are they receiving?’” The firstproject was a major renovation of the Kona store—“a ware-house-type model when it was first built, and 100% pro-focused. Back then, it was the first tenant in a field of grassand rocks. Now, it’s the center of a major retail center. Weneeded to make some changes so that, for retail shoppers, itwould be more inviting, with better presentation in the inte-rior. We redesigned the contractor section, too.” Next up:stores in Hilo and Waimea.

So, 10 years after his “one year,” Jason is repositioningthe family company to continue to leadwith the times. And he admits it: he’shere for the long run. “I really enjoythe family roots, immersing myselfin the company. I like helping theemployees. And I really enjoy get-ting us involved in the community,participating in associations.It’s part of our identity, to be acore part of the local scene.”His kids are 6 and 3: a sixthgeneration in training?

Carla [email protected]

BIG KAHUNAS at HPM: senior v.p. Jason Fujimoto, chairman Robert“Bobby” Fujimoto, and president/c.e.o. Mike Fujimoto


IN RECENT YEARS, we’ve seen manybrick-and-mortar bookstores,

office supply stores, and music storeseither drastically change their busi-ness model or become obsolete in theface of online retailing.

Amazon.com has become sodominant in the e-commerce spacethat the term “Amazon effect” hasbecome synonymous with the height-ened expectations consumers havedeveloped as a result of their shop-ping experience with Amazon. Thecustomer is used to selecting from abroad range of goods and services,and having purchases delivered tothem quickly—all at a low price. Theease of “checking out” in a few sec-onds, and even on your mobiledevice, has made shopping onAmazon very convenient.

In a recent article titled “Ama-zon’s Wholesale Slaughter: JeffBezos’ $8-Trillion B2B Bet,” Forbesprofiled AmazonSupply.com, an e-commerce site launched in 2012focused on the wholesale and distrib-ution market. In the last two years,the number of products available forpurchase there has grown from500,000 to more than 2.2 million.

THINKING AheadBy Bethany West, Business Manager, Capital Lumber, and

Director, North American Wholesale Lumber Association

These products include tools, homeimprovement materials, and janitori-al supplies. (www.forbes.com/sites/clareoconnor/2014/05/07/amazons-wholesale-slaughter-jeff-bezos-8-tril-lion-b2b-bet/)

The article argues that because thebusiness-to-business (B2B) world is

How can youcompete withAmazon?

likely to be more profitable forAmazon than its “sexier” services,like TV shows and drone delivery,and it has great capital to leverage, itposes a significant threat to the $8-trillion distribution industry. ForAmerica’s 35,000 smaller distribu-tors, in particular, Amazon can out-


compete in the areas of online inven-tory, fulfillment and logistics, cus-tomer data, and, of course, price.

There is a great deal of specula-tion and disagreement aboutAmazonSupply’s potential impact,particularly with hazardous materi-als, products that require on-site sup-port or installation, and similargoods. It’s worth noting that trans-porting lumber and building productsto construction sites doesn’t usuallyfall into those categories, but hasn’tbeen ruled out by Amazon’s vicepresident of B2B andAmazonSupply, Prentis Wilson. Forthis reason alone, the article hassparked great debate at my company.I’m sure we’re not the only onesinterested in this issue.

According to a 2013 survey byModern Distribution Managementand Baird, only 1% of independentdistributors and manufacturers hadseen an impact on their businessfrom AmazonSupply at that time,and 93% indicated no impact oneyear ago. More distributors thanmanufacturers cited an impact, andthose in plumbing, HVAC and jani-torial and sanitation were feeling itmore so than companies in roofingand building materials. (www.mdm.com/blogs/1-management-strategy/post/ 30132-management-strategy-2013-04-19-survey-amazonsupplys-impact-on-distributors-low-but-curiosity-still-high)

Multichannel Merchant, a publi-cation serving catalog companies andonline merchants including whole-sale/distributors, inquired aboutAmazon’s impact on those business-es in its recent MCM Outlook 2014survey. While it is encouraging tosee that 29% of those respondentsalso indicated no business impactfrom Amazon this year, 36% cited aneffect on their shipping offers. Theyfeel more pressure to offer free ship-

ping and ship orders faster. (multi-channelmerchant.com/opsandfulfill-ment/warehouse/amazon-effect-over-rated-08042014/)

At a 2012 conference, W.W.Grainger, the distribution power-house cited in the Forbes article as acompany that can prevent wholesaleslaughter by AmazonSupply, indicat-ed that Amazon does pose a threat toits business. Ron Jadin, senior vicepresident and c.f.o., indicated that itssmaller customers are at risk becausethey do behave more like a con-sumer, but those customers onlymake up about 5% of its business.Jadin indicated that its multichannelmodel, employing a combination ofonline sales, a sales force, branchesand mobile sales, provide it with rel-evancy Amazon can’t match.(www.mdm.com/blogs/1-manage-ment-strategy/post/29994-manage-ment-strategy-2013-03-19-graingers-take-on-amazon-the-latest-on-the-distributors-growth-drivers)

National Association ofWholesaler-Distributors presidentDirk Van Dongen reminds us thatdistributors have proven theirresiliency in the face of other chal-lenges and can adapt to retain theiredge in the face of this one as well.Proactively embracing technologyand online sales, expanding into newmarkets, strengthening brand recog-nition and delivering truly valuableproducts and services are all ways toretain relevancy in this new reality.(www.tedmag.com/news/features/naw-president-dirk-van-dongen-talks-amazonsupply-threat-with-ted-magazine.aspx)

It’s also important to rememberthe role relationships play in distin-guishing us from competitors—whether that’s in the online world orin our local markets. We bring anexpertise and depth of knowledgethat Amazon can’t match. The more

A Special Series fromNorth AmericanWholesale Lumber Association

we can establish ourselves as trustedadvisors, not simply a vendor, thegreater our bond with customersbecomes and the less we have tocompete on price and other factorsthat are more difficult for us to con-trol. Continuing to prove our value inthe supply chain is imperative, andnothing new to us in the changingeconomy. Even if AmazonSupplydoesn’t expand into the lumberindustry, we should also make surethat we keep the “Amazon Effect” inmind when we interact with our cus-tomers and our suppliers. If speedand selection are the expectation, wehave to respond accordingly as well.

If you’re interested in hearingother lumber manufacturers’ andwholesalers’ perspectives on thistopic and others that are impactingour industry, join me and otherNAWLA members at the NAWLA2014 Traders Market, Nov. 12-14 atthe Hyatt Regency Chicago. You’llalso have the chance to build rela-tionships with current and prospec-tive business partners from acrossNorth America—in one convenientlocation. Register now or see who’sattending at www.nawlatradersmar-ket.com.

And, for those already affiliatedwith NAWLA, I encourage you tojoin or start a 10 Group so that youcan continue to build relationshipsand host conversations with peersabout trends and challenges that facelumber suppliers and wholesalers.While these groups meet in-person atNAWLA events such as the TradersMarket and Leadership Summit, youcan reach out to another 10 Groupmember whenever you need his orher counsel.

– Bethany West is business managerat Capital Lumber, Healdsburg, Ca., anda director of the North AmericanWholesale Lumber Association.


EVERY (LUMBER) salesperson in North America is mak-ing 80% of their money from fewer than 10 accounts,

many far fewer. (There are exceptions, but they are justthat, exceptions.)

Pareto, the father of the 80/20 rule, says that 80% of ourgains/progress will come from 20% of our activities. Thisholds true for fishing, hunting, working accounts, and evenour friends! We derive 80% of our pleasure from 20% ofthe people we associate with.

Sales example: A salesperson is working 30 accountsand is generating $30,000 in profit per month.

30 Accounts = $30K20% of 30 accounts = 680% of $30K = $24K$24K ÷ 6 accounts = $4K account value per month$6K ÷ 24 accounts = $250 account value per monthIn this common example, the top six accounts are 16

times more valuable than the bottom 24 ($4,000 ÷ $250 =16).

Seller ValueLife is a mirror, so doing the math on customer value

also does the math on seller value. In our example above,the seller is bringing a lot of value to her first six accountsand very little to the rest. If we have been working theseaccounts for over six months, we are not a good fit withthese accounts and, statistically speaking, never will be.

So why do we hang onto these bottom 24 accounts ifthey are so much less profitable? Some are new. Buildingtrust takes time, so some of these accounts “below the line”will be worth keeping and working. But the older, non-pro-ducing accounts—why do we hang on to them?

Because most of us remember how hard it was to buildour current account box, even if it isn’t perfect. (“Theymight be a C- account, but they’re MY C- account!”)

We also “save accounts for a rainy day.” We hold ontothese barely profitable relationships because we think thatif someday we lose one of our good accounts, we willalready have a relationship with the accounts that can moveup and replace them.

Prospecting is arguably the most difficult thing we do assalespeople. So many of us would rather try to “restart” aknown C- than go out and find another A+ account.

This is a mistake! Relationships and their mindsets areestablished early. (“Love at first sight” comes to mind.) If

we do not have an A or B relationship with an account insix months of working with them, we never will. If we workagainst this rule, we will lose. There will be exceptions, butwe cannot ensure growth (or put our kids through college)working on exceptions.

I’m Busy“I’m busy” is an excuse. We have a salesperson generat-

ing $17K in profit per month. He is busy. We have anothersalesperson generating $50K in profit per month. She isbusy, too. They are both busy, so what is the difference?Busy doing what? That’s the difference.

The 17K salesperson has some good accounts, but onaverage, his total account box is a B-. His 30 accounts needservice, quotes, etc. This seller “is busy” doing the wrongthings. He is servicing accounts that are treating him as asecond class citizen. They give him just enough business to“keep the main supplier honest” and use him for marketinformation, but never will make him a real partner in busi-ness.

The 50K salesperson has more good accounts and, moreimportantly, fewer bad accounts. How does that happen?The 50K seller will not stand for being a second class sup-plier! She will try to make the relationship work, but if itisn’t working, she moves on. She prospects for new andbetter accounts.

If you are an above-average or exceptional salesperson,you are going to “run out of you” before you run out ofgood accounts! Because the 17Ks hangonto C- relationships, eventually theirtime is taken up servicing (not sell-ing) them. They don’t have time toprospect for better customers!

Hard work, time management,and salesmanship charms areimportant; we must developthese skills. To move to the nextlevel, we must also learn to eval-uate and manage our accounts.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Runningout of you

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SUPPLIER BriefsBoise Cascade Building

Materials inked a long-term lease ona 28,000-sq. ft., 10-acre in Lee’sSummit, Mo.—formerly the home ofRL Sweet Lumber. It should openthis fall (see Aug., p. 22).

Seven D Wholesale, Altoona,Pa., has purchased ButtolphLumber’s 9-acre DC in Phoenix,N.Y.

WOLF, York, Pa., is distributingBoral TruExterior Siding along theEast Coast.

The distributor is also relocating itsNew England DC from Worcester, Ma.,to a new 100,000-sq. ft. warehouse inNorthborough, Ma.

And, the company has optimized itswolfhomeproducts.com site for allmobile computing devices.

J.D. Irving has installed a newgrade scanner at its sawmill in Dixfield,Me.

Cedar River Lumber, Powers,Mi., auctioned off its milling equipmentSept. 25.

Knauf Insulation, Shelbyville,In., has completed its acquisition ofGuardian Insulation, Auburn Hills,Mi.

Guardian Fiberglass is beingintegrated into Knauf Insulation, andGuardian Laminated BuildingProducts has been renamedSilvercote, LLC.

Simpson Lumber Co .,Tacoma, Wa., is exploring the possiblesale of assets, including its mills inMeldrim, Ga., and Georgetown, S.C.

Timbervest LLC, Atlanta, Ga.,has purchased 13,220 acres of timber-land in northeast Georgia, northwestTennessee, and east-central Vermontfor its investment fund.

Anniversaries: Thomes Bros.Do it Best, Arlington, Mn., 125th …Garris Evans Lumber, Greenville,N.C., 95th … Teague Lumber Co.,Fort Worth, Tx., 70th … M&MLumber, Tulsa, Ok., 50th … SainesAce Hardware, Lincolnton, N.C.,50th … Snodderley Lumber ,Clermont, Mo., 50th …

New Jersey Dealer Adding2nd Lumberyard

Dreyer’s Lumber & Hardware,Chatham, N.J., opened a second loca-tion Sept. 15 in Oakhurst, N.J.

While Dreyer’s original, 21-year-old yard caters to builders and remod-elers, the new branch will also focuson homeowners and contractors.

Michigan Chain Takes OverCheboygan Yard

Bernard Building Centers hasopened its fourth location at the for-mer home of Cheboygan Lumber,Cheboygan, Mi.

The chain noticed the growing voidcreated by the longtime yard’s closureearlier this year. Locals said they wereforced to drive 80 to 100 miles to findthe building materials they needed.Brisk business ever since the Sept. 8opening confirmed the pent-updemand.

Bernard has hired 15 employeesfrom the prior business, includingretaining Ron Tallman as manager.

Electronic Dealer Expands toBrick & Mortar

An Internet-based lumber dealer inTennessee is ready to set down rootsand open a physical location to stockand sell specialty lumber products,siding, roofing, flooring and doors.

East Tennessee Building Supply,Bulls Gap, Tn., has acquired severalacres in Mosheim, Tn., with plans toopen a warehouse and retail show-room.

Owner/manager Charles Lindleyattributes the expansion to an improv-ing economy and housing market.

Ply Gem CompletesSimonton Acquisition

Ply Gem Industries, Cary, N.C., hasfinalized the acquisition of SimontonWindows, Columbus, Oh., fromFortune Brands Home & Security.

As part of the $130-million deal,Ply Gem has also acquired all assets ofSimEx, a vinyl and PVC foam extru-sion operation in West Virginia.

Ply Gem will operate Simonton asa stand-alone business unit, similar tothe way it runs its existing Siding andWindow groups.

New Owner for Georgia AcesThe Hardware Company Forsyth,

Cumming, Ga., has been formed topurchase bankrupt three-unit WoodAce Hardware.

Owners include c.e.o. Darin

Workman, ex-Ace Hardware Corp.;his wife, Gina; and Steve Curnutte, ofthe investment group Capstan Fund,Nashville, Tn.,

They are remodeling and remer-chandising the stores in Alpharetta andtwo in Cumming, Ga., in time for anOct. 17-19 grand reopening. Thestores remain open during the con-struction.

Investors Acquire VersatexCellular PVC building products

manufacturer Versatex BuildingProducts, Pittsburgh, Pa., has beenacquired by private investment firmHighlander Partners, Dx.

Versatex will continue to operateunder its existing operating structurewith its current management team, ledby president and co-founder John Paceand v.p. of sales Rick Kapres, whoremain as owners. Current chairmanand co-founder Jim Wolf will continuewith the board of managers and also asan owner.

“Highlander is a perfect fit, giventheir extensive background in buildingmaterials, and we are pleased to havea partner that invests their own capitaland takes a long-term strategicapproach to growing companies,” saidPace.

Jeff L. Hull, Highlander’s manag-ing partner and newly appointed chair-man, added, “We could not be morethrilled to partner with the Versatexteam, who in the company’s 10-yearhistory have established a strong brandand leading market presence. We lookforward to supporting their vision asbeing at the forefront of innovation inthe building materials space and con-tinue expanding the company’s pres-ence throughout the United States andabroad as cellular PVC continues togain adoption and take share in themarket.”

W.V. Mill Hit with OSHA FinesWayne Lumber & Mulch, Wayne,

W.V., is facing $85,080 in proposedfines for 44 alleged safety violations atits sawmill.

The charges include not checkingor maintaining fire extinguishersannually, not equipping an elevatedmill platform with a stairway, notdeveloping or implementing a hazardcommunication or training programfor workers, lacking proper guards andpersonal safety equipment, plus othersrelated to noise, electrical, fall, egressand amputation hazards.


East Haven Builders Supply opened lumberyard #3in Manchester, Ct. (Keith Manceri, mgr.).

The Home Center & Lumber Co., West Memphis,Tn., has been opened by John Grady, Wesley Bricker, andG.W. Sorrells, as a True Value affiliate.

Len-Co Lumber Corp., Buffalo, N.Y., has acquiredthe 8-acre site that houses its Williamsville, N.Y., store and avacant storefront, which it will rent out.

Gillman Home Center, Batesville, In., is negotiating tobuy 7 acres in New Castle, In., to open store #8 by spring.

Simonson Lumber is seeking permission to build afourth, 12,000-sq. ft. warehouse at its Baxter, Mn., yard.

Curtis Lumber opened a Sears Hometown Storeat its Norwich, Ct. lumberyard.

E.L. Spear Inc. has purchased a 10,000-sq. ft. buildingon 1.1 acres near its Rockland, Me., yard, for future expan-sion.

Lowe’s received approval to build a 135,000-sq. ft. storein Washington, D.C., by summer.

84 Lumber has closed its 36-year-old store in Plainview,Tx., due to a lack of new residential construction in the area.

Gambles Do it Best Hardware, New Richland, Mn.,is seeking a buyer or may close, with the coming retirement ofowner Edna Erdmann, who founded the business 60 yearsago with her late husband.

Williams True Value Hardware, Athens, Ga., closedand auctioned off remaining inventory Sept. 6.

Elliott’s Hardware has begun construction on a new14,500-sq. ft. store in northeast Dallas, Tx.

Basler’s Ace Hardware, Oregon, Il., closed Oct. 1,with the retirement of Jeff Basler, 63, owner for 40 years.

ABC Supply has added new branches in Omaha, Ne.;N. Clarendon, Vt. (Dana Adams, branch mgr.); andCharleston, W.V. (Rod Siler, mgr.).

Weinman’s Hardware, Bellmore, N.Y., closed Sept.15 after 92 years, with the retirement of owner Roy Weinman,90.

Habitat for Humanity is relocating its ReStore dis-count LBM outlets in Mount Airy, N.C.; Knoxille, Tn.; and E.Madison, Wi., to larger quarters.

Habitat also recently moved its Marysville, Mi., ReStore toPort Huron, Mi., and purchased the former Decker Floorto Ceiling store in La Crosse, Wi., to move its local ReStoreinto after the fall.

DEALER Briefs Henry Buys Roof Coatings FirmHenry Co., El Segundo, Ca., has acquired West

Development Group, LaGrange, Oh., manufacturer of sili-cone and spray polyurethane foam roof coatings for com-mercial and residential uses.

“We believe this acquisition will strengthen an alreadyimpressive portfolio of products and allow us to providemuch needed solutions for our customers,” said MikeKenny, c.e.o. of Henry Co.

L.J. Smith Adds Stair Parts MakerL.J. Smith, Bowerston, Oh., has acquired custom manu-

facturer/distributor Universal Stair Parts, Ballground, Ga.,from Tom Hopson and Jeff Moyer.

In addition to retaining the Universal name, “L.J. Smithhas promised to maintain current operations while investingnew dollars in updating equipment, and upgrading comput-ers to allow us to serve the customer more efficiently,”Moyer said.

L.J. Smith president Craig Kurtz added, “The joining offorces will give us a strong manufacturing and distributionfoothold in the Southeast and therefore brings added capa-bilities which will further strengthen our commitment toserve our customers.”

Yard Owner Accused of Tax FraudThe owner of seven-unit Gui’s Lumber, Grand Island,

N.Y., has been charged with collecting but failing to pay tothe state about $589,000 in sales tax from 2005 to 2009.

Gail Villani, 63, is accused of second-degree grand lar-ceny, second-degree criminal tax fraud, and first-degreeoffering a false instrument for filing.

TRI-STATE LUMBER MANUFACTURES AND TREATSHIGH QUALITY SOUTHERN YELLOW PINE WOOD PRODUCTS

POST FRAME CONSTRUCTION

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Jeff Kern, ex-Seaboard International,is now senior buyer for CoxIndustries, Orangeburg, S.C.

Russ Kathrein, ex-ProBuild, has beennamed president and c.e.o. ofAlexander Lumber Co., Aurora, Il.

Paul Colliton has rejoined HuttigBuilding Products, St. Louis, Mo.,as senior director of product man-agement. Greg Terlep, ex-EmpireCo., is back at Huttig as generalmgr. in Lakeland, Fl.

Paul Connelly, ex-US LBM, is nowbusiness development mgr. forLezzer Lumber, Butler, Pa.

Mitzi Phillips has been promoted toassistant mgr. of Short & PaulkSupply Co., Tifton, Ga.

Zach Fornuto, ex-Huttig, has joinedMid-State Lumber, Branchburg,N.J., as territory mgr. for southernNew Jersey and northern Delaware.David Baldino is new as territorymgr. for Connecticut.

Jason T. Ramaley, ex-Boise Cascade,is now Northeast district sales mgr.for Louisiana-Pacific, based inwestern Pennsylvania.

Laura Brown and Erik Engelhardare new to sales at MetropolitanLumber, Warrenville, Il.

Warren Gardner, ex-Wurth WoodGroup, was named branch mgr. ofBlueLinx, New Orleans, La.

Ryan Chitwood is new to the tradingstaff at Capital Forest Products,Annapolis, Md.

Joey Dungy, ex-Huttig, is a new terri-tory mgr. with Dealers Warehouse,Powell, Tn.

Judy Murray, ex-BB&S TreatedLumber, has joined the inside salesteam at Boston Cedar, Mansfield,Ma.

Hagie Cook, ex-ECMD, is nowAtlanta, Ga.-based Southeast terri-tory sales mgr. for EnduraProducts, Colfax, N.C.

Jay Cole, ex-Norandex BuildingMaterials, is new to Allura/PlyCem USA, as territory mgr. for theRaleigh-Durham, N.C., area.

Ken Delle Donne has been promotedto president of Sunbelt ForestProducts, Bartow, Fl. Cliff Danielsis now v.p. of procurement.

Scott Royer, ex-Carter Lumber, isnow assistant store mgr. at Lowe’s,Danville, Il.

Robert Hyde is new to sales at Sun-rise Builders Supply, Horn Lake,Ms.

MOVERS & Shakers

Suzanne Hearn has retired after eightyears as v.p.-sales & marketing forForest2Market, Charlotte, N.C.Tracy Leslie is new as director,forest biomaterials & sustainabilityservices.

Kori McNeill has joined the salesforce at Builders FirstSource,Shelby, Al.

Keith Williams is the new mgr. ofUmber’s Do it Best Hardware, FortWayne, In.

Jason Novak has joined the insidesales team at Boise Cascade, SugarLand, Tx.

Carlton Martin, ex-BlueLinx, hasjoined Owens Corning, asMcAllen, Tx.-based area sales mgr.

Joel Stopha is new to internationalhardwood sales with USAHardwoods, Winchester, Va.

Kami Rogers is a new account mgr.at New South Construction Supply,Snellville, Ga.

Pete Skram, ex-Custom BuildingProducts, is now Kansas City, Mo.-based Midwest regional sales mgr.for Protecto Wrap Co., Denver, Co.

James Hand, ex-CertainTeed, hasbeen named director of pricing atMasonite, Tampa, Fl.

Becky Gelula joined the sales team atSterling Lumber, Phoenix, Il.

John Turland, ex-GreenwoodResources, is new to RISI, Boston,Ma., as senior international timbereconomist.

Jordan Hicks is a new lumber traderat Tampa International ForestProducts, Tampa, Fl.

Andrew Solomon, ex-Premier Win-dow & Building, is new to sales atAssociated Materials, CapitalHeights, Md.

Patrick Duffy has been promoted tov.p.-dealer sales for Wayne Dalton,Lewisville, Tx.

Jason Clay, ex-Allegheny WoodProducts, is handling machinerysales in the Pittsburgh, Pa., area forUSNR.

Cliff Langdon is the new v.p. of man-ufacturing at Soft-Lite Windows,Streetsboro, Oh.

Greg Koch, ex-REHAU, has joinedDeceuninck North America,Monroe, Oh., as director of nationalfenestration sales.

Kyle Gibbons, Weston ForestProducts, Mississauga, Ont., hasbeen promoted to mgr. of the trusslumber sales group.

Earl Downing has joined DMSiSoftware, Omaha, Ne., as senioraccount mgr. for sales in the west-ern U.S. and the LBM marketnationwide.

Bill Parsons, ex-Weyerhaeuser, isnow national director-architectural& engineering solutions forWoodWorks.

Jean Poole has joined the humanresources department at Mungus-Fungus Forest Products, Climax,Nv., report owners Hugh Mungusand Freddy Fungus.

APP Watch

App: LEED WATER USE CALCULATORProduced by: GREEN BADGERPrice: Free (basic version), $3.99

(advanced)Platforms: iPad, iPhone

A new mobile app allows users tomake real-time computations to seewhat impact different plumbing fixtureoptions will have on their ability toearn LEED points.

The LEED Water Use Calculatoreliminates cumbersome spread-sheets and the convoluted LEEDonline calculator, so designers caneasily plug and play different plumb-ing fixture solutions to meet their pro-ject needs.

The basic version of the app isfree, while a paid version allows cus-tomized and more complex calcula-tions for a variety of commercial andresidential project types.

– Download from iTunes App Store


Global drywall demand is forecastto rise 5.8% annual through 2018 to10.4 billion square meters, accordingto a new Freedonia Group report.

Rebounds in building constructionspending, following years of declinesin both North America and westernEurope, will be the primary drivers ofdemand.

Growing sales in Africa and theMideast, where drywall continues togain popularity over more traditionalbuilding techniques and materials,will also contribute to demand gains.

While demand in both the Asia/Pacific region and Central and SouthAmerica is projected to slow fromgains seen earlier in the decade, bothregions will post solid growth through2018.

Nearly three-fourths of new dry-wall demand from 2013 to 2018 willbe due to China and the U.S. Drywallsales in the U.S. are forecast toadvance nearly 8%, as the housingmarket recovers.

In China, demand for drywall isexpected to post more than 7% annualgrowth, bolstered by significant gainsin both residential and nonresidential

construction spending. Drywall is alsoprojected to be used more frequentlyin residential applications in China, asit gains popularity over traditionalbuilding materials.

Many industrializing countries—such as Brazil, India, Mexico, SaudiArabia, and Turkey—are also forecastto post solid growth in drywalldemand through 2018.

Increasing demand for urban hous-ing will drive residential buildingconstruction spending and related dry-wall sales. In addition, advances inoffice and commercial constructionactivity will contribute to demandgains.

Going forward, drywall demandwill benefit from local constructioncompanies increasing drywall usageat the expense of other products, suchas building plaster.

The drywall market in westernEurope is projected to expand over2% annually through 2018 to over 1billion square meters, a rate above the2008-2013 pace, but the slowest inter-nationally.

Many countries are expected topost rebounds in demand as their

housing markets recover, with Spainregistering the fastest growth andItaly and the U.K. also forecast to per-form well.

Global demand for building plasteris projected to advance over 4% peryear to approximately 35 million met-ric tons in 2018.

Construction firms in many coun-tries are projected to graduallyincrease their usage of drywall-basedconstruction techniques at the expenseof wet construction methods, whichrequire more building plaster per unit.A portion of these losses, however,will be offset by growing use ofbuilding plaster as joint compoundduring drywall installation.

Lumberman Cleared ofArson Charge

A jury has found the owner ofLamar Hardware & Lumber, Lamar,S.C., not guilty of setting fire to hisbusiness three years ago.

A week after the 120-year-oldbuilding was destroyed by a fire,owner James Michale Stephens wasarrested on suspicion of third-degreearson.

Big Gains Expected in Global Drywall Demand


FAMILY BusinessBy Wayne Rivers

Slamming on thebrakes with thenext generationMY OLDEST CHILD recently got his learner’s permit, a

right of passage for all teenagers and a different sortof right of passage for parents. As he learns to drive, I findmyself slamming repeatedly on imaginary brakes and try-ing, usually in vain, to use moderately toned coachinginstead of screaming at the top of my lungs.

As with so many experiences, trying to teach my son tobe a responsible driver has made me mindful of families inbusiness together and intergenerational relationships. On arecent business trip, I rode in cars with members of ourclient’s family business: the husband, the wife, the daugh-ter, and one of their employees.

In none of those occasions did I feel tense, slam on theimaginary brakes, or shout intemperately at the driver.What makes me (along with most other parents ofteenagers) so much worse a passenger when riding with

my own dear son versus when riding with comparativestrangers? And what makes business families less tolerantof each other than they are of “outsiders”?

First, we have a desire for our children to be perfect. Icritique every aspect of my son’s driving: every lanechange, failure to use a turn signal, or one mile per hourover the speed limit elicits a comment. When riding withfriends, clients, or anyone else, these things aren’t evenworth a mention. Perfection—never a realistic goal—issomething we both expect and demand from our children,especially as we coach them to take on responsibilities forthings about which we care the most.

Next, part of our anxiety is related to imaginary fears.We fear the heartache that would come if our childrenwere in accidents and were injured. Even where no injuryis involved, we worry about how they’d cope dealing withstrangers in high-stress situations like rush hour fenderbenders. Again, when thinking of our employees or peers,these imaginary fears rarely come to mind.

Third, it’s a little unnatural for go-go entrepreneurs likeme to teach. We’d rather jump into the driver’s seat andtake charge of the wheel ourselves. Having someone elsesteer the car makes us feel vulnerable and afraid—espe-cially if that person is our child. Having another competentpeer chart the course doesn’t seem to bother us nearly thesame way.

Finally, deep down inside there is a lack of trust in ourchildren. We remember the sloppy homework, the lazinesswhen it came to working on school projects, the inclinationto put friends and social activities ahead of work andscholarship, and other shortsighted, child-like decisions.It’s hard for us to see that now they’re driving their owncars or, in the case of many family businesses, steering thecompany that dad and granddad helped create.

Eventually, I suppose, I’ll grow more comfortable withmy son driving the car and my foot won’t reflexively jumpon the invisible brake quite so often. For families in busi-ness together, here are some tips for helping their children


earn their “Family Business Learner’sPermits”:

Require that your children workelsewhere, for at least three years,before coming back into the familybusiness.

I recently told a client that we wereputting together “Entry Rules” foranother client whose children areabout to finish college. He remarked,“I wish I had made my sons do that. Ithink it would have solved a bunch ofimmaturity issues.”

His sons had come to work for himdirectly after college and had no workexperience at all outside the familybusiness. Partly due to their tenderages, partly due to dad’s genius inbuilding a business, and partly due tohis ability to clean up any messes theycreated, they engineered plenty ofhavoc and heartburn. They each hadbehavioral, maturity and even sub-stance abuse issues they wrestled withas younger men.

Would they have engaged in thesesorts of behavior while working foranother company? Maybe, but maybenot. It is likely that they would havebeen held more accountable forunprofessional or unproductivebehavior in someone else’s company.

Teach your children financialindependence early and it will paydividends their whole lives.

Most banks today will allow chil-dren as young as 12 or 13 to havetheir own debit cards, as long as theparents are willing to stand behindthem. Give them a fixed sum ormoney, or better yet have them earn itthrough chores, yard work, babysit-ting, etc., and have them put moneyinto the debit account.

Nothing will teach them about thescarcity of money better then havingthem blow their own money on theiryouthful indulgences.

Don’t directly supervise yourchildren in the family business.

It’s simply too hard to be objectiveabout our precious children whom welove so dearly. Have them work forother people in your company, and letthose supervisors evaluate them.When your son runs back to you andsays, “John Doe is being way too hardon me,” you should demonstrate theimportance of chain of command andobjective evaluations by staying outof it.

Unless it is an extraordinary or

egregious situation, you should stayaway for two reasons: first, it won’tdo to undermine the manager towhom you’ve given this great respon-sibility, and second, your childrenneed to know what it is to work fordifferent bosses with different stylesof different things. They need to learnto be a part of the team, not a pri-madonna who get what they want byseeking intervention from Mom orDad.

Have outsiders objectively evalu-ate how your children are progress-ing and growing in the business.

An outsider can informally surveyother employees for their impressions,evaluate work tasks of various kinds,help you think through how best tocoach your next generation leadershipcandidates for improved performance,and help them see their future careerpaths as they accept more and moreresponsibility.

An outsider can also help withevaluation tools and instruments tobetter understand your child’s capa-bilities, work and thinking styles, andwhat roles in the business are bettersuited to his or her preferences andinclinations.

As I think about my son the novicedriver, and I think about myself as a“side seat driver,” I realize that I slamon the imaginary brakes too much. Interms of our clients, I have observedthat many family business next-gener-ation leadership candidates keep their

“learners’ permits” until age 55 or 60.In their cases, parents continue toslam on the invisible brake so fre-quently that it undermines the succes-sor generation as business leaders,parents of their own children, andhuman beings.

Maybe we should all resolve to notbe overprotective and slam on theinvisible brake too much. Then, next-generation leadership candidates willbe more likely to reward the opportu-nities and confidence with rapidlyimproving performance.

– Wayne Rivers is president of theFamily Business Institute, Raleigh, N.C.Reach him at [email protected] or (877) 326-2493.

Reprinted with permission of the FamilyBusiness Institute. No portion of this articlemay be reproduced without its permission.

Storm Door Makers CombinePGT Inc., N. Venice, Fl., has com-

pleted its $111-million acquisition offellow impact-resistance door andwindow manufacturer CGI Windows& Doors Holdings, Miami, Fl.

CGI will remain a separate anddistinct brand in the marketplace, con-tinuing to operate and manufactureproducts in Miami.

Jeff Jackson will serve as presidentand chief operations officer of bothPGT and CGI. Steven Dawson willcontinue with CGI, as v.p. and gener-al manager. Jorge Santaella remainsdirector of manufacturing.


NEW Products

Aggressive Duct TapeThe new ShurGRIP duct tape line from Shurtape

features an aggressive, stickier adhesive for superiorholding power across a variety of applications, sur-faces and weather conditions.

Suited for indoors and outdoors, the tapes come inthree general-purpose options: 7-mil for light-, 8-milfor medium-, and 9-mil for heavy-duty uses.

They reportedly are waterproof, weather-resistantand durable to withstand wear and tear. They unwindeasily, are hand-tearable, and will not twist or curlduring application.

SHURTAPE.COM(888) 442-8273

Light RailNew LED rail lighting from i-lighting is installed

in half the time of tradional lighting with near-invisi-ble results using Easy Plug micro connectors that sim-ply plug together.

The iluma system works equally well with vinyl,aluminum, composite and wood railings.

I-LIGHTINGONLINE.COM(888) 305-4232

Thermo-Treated in the USAReportedly the first domestically produced ther-

mally modified hardwood has been introduced byWahoo Decks and Rockwood Timber Group.

Rockwood lumber is thermally treated in Macon,Ga., eliminating international shipping costs. Theprocess increases weather durability by up to 25 years;improves dimensional stability, cutting moisture-relat-ed shrinkage and swelling by five to 15 times; anddecreases the risk of mold, mildew, rot and insectinfestation.

With a rich, deep brown finish and enhanced,accented grain structure, the wood is ideal for decks,docks, paneling, siding, moulding, flooring, doors androofing. Species include white ash, elm, cypress, softmaple, sap gum, and poplar.

ROCKWOODTIMBERGROUP.COM(844) 738-7349

High Impact Masonry BitsIrwin’s Impact Performance Series Tapcon installa-

tion system combines a drill bit and drill/drive sleeveto make installation faster and easier. The bits have abuilt-in hex collar stop for drilling the perfect holedepth for concrete screws.

Designed with three different lengths across twodifferent diameters, the bits match up with all standardscrew diameters and lengths. Engineered with apressed carbide tip, with aggressive cutting angles,their one-piece construction withstands higher torqueloads than quick-change bits with a two-piece design.

The sleeve slides over and locks on to the drill bit’shex collar and accepts standard or impact 1/4” hexshank fastener drive bits for driving screws and com-pleting the job.

IRWIN.COM(800) 464-7946


Double-Hung Tilt-InsWojan Window & Door has

added a double-hung window toits commercial aluminum win-dow line.

The M1500 series tilt-in is a3-1/4” frame custom built dou-ble-hung that carries a CW30AAMA rating, and features ver-satile dual accessory channelsand a pour and debridgepolyurethane thermal break.

WOJAN.COM(800) 632-9827

Clad in Luxury Hurd Windows & Doors has

introduced a line of low mainte-nance, heavy duty, extruded alu-minum cladding with the look offine woodgrains.

The Luxury Wood Grain Col-lection comes in six colors: burlwalnut, antique walnut, cherry,knotty pine, oak, and mahogany.

HURD.COM(800) 433-4873

Smart Fan ControlDewStop’s new bathroom fan

control uses QUE moisture pre-diction software to sense whencondensation is present and auto-matically turn on the fan.

Compatible with any new orexisting ventilation fan, the FS-300 Adjustable Humidity & Con-densation Fan Control includes atimer and security lock feature.

DEWSTOP.COM(360) 876-2974

Packing HeatBosch has expanded its heated

jacket collection to include a tai-lored-fit women’s version.

The PSJ120 women’s heatedjacket is powered by a 12v lithi-um-ion battery connected to abattery holster, which keeps thejacket warm and USB-compati-ble cell phones charged.

The line features five pocketsand three quick warming coreheat zones—two chest and oneback—that start warming in amatter of minutes and provide upto six hours of heated runtime.

BOSCH.COM(202) 232-2736

Lighted LoadsThe Lighted Tool Bag from

Klein Tools features a twist on/twist off LED light that can bepositioned to illuminate insidethe bag or the workspace.

The bag has 31 pockets forstorage, a bright orange interiorto find tools faster, and durablemolded base that protects fromthe elements.

The work light, which is soldseparately, has a swivel hook andmagnet for hands free use.

KLEINTOOLS.COM(800) 663-3667

Seals the OpeningsOSI’s new QUAD Window &

Door System simplifies installa-tion of windows and doors, whilereducing the risk of energy lossand water penetration.

The system includes QUADMAX three-in-one interior, exte-rior and bedding sealant; OSIButyl Flash Tape; and QUADwindow/door installation foam.

OSITOUGH.COM(800) 624-7767


Ridge Vent on a RollFlex Vent Soft Roll, a lightweight, low-profile

rolled ridge vent that will simplify venting for roofingcontractors, is new from Quarrix Building Products.

Manufactured from non-woven and non-wickingpolyester matting, the product reportedly is easy toinstall with no complicated fitting, wrapping or con-nectors.

It is ideal for venting warm, moist attic air out,while preventing insects, birds, bats and dust fromgetting in.

Rolls are 10” wide by 20’ long and include coilnails.

QUARRIX.COM(800) 438-2920

Cordless Right Angle DrillMilwaukee Tool has updated its Hole Hawg cord-

less right angle drill to weigh less, while deliveringfaster drilling—over 150 7/8” holes per charge.

The M18 Fuel Hole Hawg drills with augers up to1-1/4” and self-feed bits up to 2”.

Upgrades include a long-lasting PowerState brush-less motor, RedLithium XC4.0 battery pack, andRedLink Plus intelligence hardware and software.

MILWAUKEETOOL.COM(800) 729-3878

Worksite Wi-FiA durable jobsite radio that wirelessly streams

music from a Bluetooth-enabled smart phone is newfrom Porter-Cable.

Run on lithium ion batteries, the 20V MAX* Radiofeatures Bluetooth compatibility, two high perfor-mance speakers, four operation modes, AM/FM tuner,auxiliary, and 12 presets.

Its full roll cage helps to protect it from drops andfalling objects, while the handle and hang loops allowfor the radio to be easily hung from rafters or a ladder,or transported to another jobsite.

PORTERCABLE.COM(888) 848-5175

Pivot ScrewdriverBlack+Decker’s new 4V MAX* lithium pivot

screwdriver features a handle that rotates 90˚ to allowfor either pistol-grip or inline orientations, making iteasy to use in tight spaces.

Its over-molded handle and ergonomic finger gripfollows the contours on the hand, increasing comfort.

An included micro USB wall charger supplies thescrewdriver with a 400-milliamp charge rate—up tofour times that of standard chargers. Its lithium ionbattery will hold a charge for up to 18 months.

The tool comes equipped with a bit holder and anaccessory kit that includes bits, screws, nails, andeven hooks and wire for hanging picture frames.

BLACKANDDECKER.COM(800) 556-6696


Donald Greg Kitchens, 67, former president ofKitchens Brothers Manufacturing and Kitchens Lumber,Utica, Ms., died Sept. 8 in Utica.

He joined the family business in 1968 after graduatingfrom the University of Mississippi. He became part-ownerwith his brothers Alan and Kevin in 1987. They shut downKitchens Bros.’ three hardwood mills in 2012.

He served as president of the Hardwood ManufacturersAssociation from 1995 to 1996 and as president of theNational Hardwood Lumber Association from 2000 to2002.

Delmer Harrison Miller, 81, co-founder of MillerBrothers Lumber Co., Elkin, N.C., died Sept. 16 inGlendale Springs, N.C.

In 1977, he was presented the state’s prestigious LongLeaf Pine Award by the governor.

Lewis Drabkin, 96, former owner of Lewis LumberLtd., Great Neck, N.Y., died Sept. 9.

He operated the spruce distributor/manufacturer from1953 until retiring in 1983. His son, Brian Drabkin, contin-ues the business in High Falls, N.Y.

Edward Albert Kakenmaster, 87, 43-year veteran ofMetropolitan Lumber Co., died Aug. 23 in Gaylord, Mi.

After serving in the U.S. Army, he became a lumber-jack in Idaho. He then graduated from Western IllinoisUniversity and joined Metropolitan Lumber, Chicago, Il.,in 1951. He opened a Detroit, Mi., office for MetropolitanLumber, retiring in 1994.

Robert Joseph Hudspeth, 79, retired assistant managerof Southtown Lumber, Forest City, Ia., died Aug. 26

He spent four years in the U.S. Navy and 10 years atSouthtown before retiring.

John H. “Jake” Besler, 69, longtime Iowa lumberman,died Sept. 13 in Farley, Ia.

He began his career with Armstrong Lumber,

IN Memoriam

Dyersville, followed by Spahn & Rose Lumber, Dubuque,and Great Plaines Lumber Co., Farley. When Great Plainesclosed, he started his own business, Farley BuildingSupply, Farley, operating it until 1994. He then worked forLumber Specialties, Dyersville, and later Spahn & Rose,Dyersville, before retiring in 2010.

Clarence Edgar “Bud” Rice II, 93, former owner ofOtis Lumber Co., Boone, Ia., died Aug. 27

After serving as a captain in the U.S. Army duringWorld War II, he owned and managed Otis Lumber for 17years.

Berthol J. “Bert” Foreman, 90, retired owner ofForeman Cash Lumber Co., Columbus, Ne., died Aug. 2 inColumbus.

After serving as a Marine during World War II, heworked for Mead Lumber, Columbus, before starting hisown business in 1952.

Lincoln “Abe” Harold Cole, 83, retired foreman atUnited Building Center, Austin, Mn., died Sept. 6.

In 1950, after his discharge from the U.S. Army, hejoined Payless Cashways, Austin, staying on after itbecame UBC. He retired in 1987.

Roger Dallas Garnatz, 63, longtime manager ofFullerton Lumber, Lanesboro, Mn., died Sept. 14 inDuluth, Mn.

After leaving Fullerton, he worked for Spring ValleyLumber, Spring Valley, Mn.

Julia Elizabeth “Betty” Lang Downey, 92, formerbookkeeper and co-owner of Adams County Lumber Co.,Manchester, Oh, died Sept. 7 after a lengthy illness.

Dorothy Aileen Holcomb, 86, former co-owner ofHolcomb Lumber & Feed, Booneville, Ar., died Sept. 15in Booneville.

SIMPSON STRONG-TIE, Pleasanton, Ca., supplied 95% of the fasten-ers and 100% of the hangers for an environmentally friendly multifamilybuilding constructed by Appalachian State University, Boone, N.C., andUniversite d’Angers, Angers, France. Constructed as six modular units,the structure competed in Solar Decathlon Europe, held June 28-July 14in Versailles, France.

Coatings Maker Adds Demo StudioM.L. Campbell has opened a Design Studio in High

Point, N.C., to demonstrate its professional wood coatings.The new studio will provide a variety of value-added

services for furniture, cabinet and millwork manufacturers,including color styling resources, customized palette analy-sis and development, and consultations on the latest fore-casts with our color, design and technical professionalswho have extensive knowledge on custom finishing sys-tems.

“The Design Studio is a creative working space for ourcustomers to advance their color offerings in the wood fin-ishing industry,” said Donna Schroeder, designer and stu-dio manager. “Our experienced design and technical pro-fessionals are eager to collaborate with manufacturers anddistributors to bring new furnishing, cabinet and millworkprojects to life. Customers are invited to grow their busi-ness with these unique capabilities by visiting our newlyopened Design Studio.”


FLORIDA Building Material Association hosted its annual convention andshow Aug. 20-22 at Orlando’s Rosen Shingle Creek Resort. [1] JamisonEige, Tom Adams, Victor Santana, Sam Skelton. [2] Keith Norder, MandyHolifield, Greg Bell, Dave Malone. [3] Tom Minick, Greg Webb, KristinRussell. [4] Tom Bruce, Judge Nottingham. [5] Jack Guess, Sherri Stiles,Lisa Esposito. [6] Juan Quesada. [7] Amy Yelverton, Jeff Stone. [8] ErickForholt. [9] Ed Vila, Brad Bradley. [10] Millicient Davis. [11] Sid Taylor,

Allyson Ludewig. [12] Brooke Owens, Beverly Sauls, Mike Dowdy, CurtisHaugen, Mikka Dey, Brian Wofford, Dee Haire, Ray Luke. [13] RickGoolsby. [14] Susan Adams, Bridget Pulsifer. [15] Nikita Vance, Brian &Linda Vance, Tony Cerully, Chris Halpain. [16] Terri & Arlen Tillis. [17]Lee Morris. [18] Ed Baker. [19] Richard Dickey. [20] Spike Cissel, DeanBehrens, Kevin Walton, Britt Hitchcock. [21] Vanessa Guzman-Clark,Leah Nilles, Bridget Pulsifer.

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ASSOCIATION Update

Florida Building MaterialAssociation welcomed Greg Bell,Window & Door Design Center,Sarasota, as 2015 chairman during itsrecent 94th convention and show inOrlando, Fl. (see photos on previouspage). He succeeds Judge Notting-ham, Carolina Lumber, Jacksonville.

During the show, Millicient Davis,Huttig Building Products, received theLeslie Thaxton Sales ExcellenceAward; Tom Bruce, Millwork Sales,the Charlie Harnden Industry ServicesAward; and Juan Quesada, TibbettsLumber Co., and Erick Forholt, ex-Dixie Plywood, Hall of Fame Awards.

Booth Awards went to HuttigBuilding Products (1st place, multiplebooths), Dixie Plywood (2nd), GreenForest Industries (3rd), Roman RockArchitectural Composites (1st place,single booth), Mako Rep Group (2nd),and Timberland Door (3rd).

FBMA is offering a blueprint read-ing class Oct. 9 and a building materi-al take-off course Oct. 15, both atFBMA headquarters in Mt. Dora, Fl.

Northeastern Retail LumberAssociation will hold its annual meet-ing in conjunction with the VermontRetail Lumber Dealers Associa-tions’ annual Oct. 24-25 at TheEquinox in Manchester Village, Vt.VRLDA will install its new chairman,JoeMiles, r.k. Miles, Manchester.

During its recent annual meeting,Eastern New York Lumber DealersAssociation honored Jim Venezio,Park Building Supplies, Schenectady,N.Y., as Lumber Person of the Year.

New Jersey Building MaterialDealers Association’s annual meetingis Oct. 8 at Fiddler’s Elbow CountryClub, Bedminster, N.J. The event willinclude lunch, golf, dinner and presen-tation by Jeffrey Otteau on

“Forecasted Economic & HousingReal Estate Trends in New Jersey.”

Mid-Hudson Lumber Dealerswill fete Lumber Person of the YearJoe Begnoche, ProBuild, Middletown,N.Y., at its annual meeting Oct. 17 atthe Harness Racing Museum & Hallof Fame, Goshen, N.Y.

Other upcoming annual meetingsinclude Long Island Lumber Asso-ciation, Oct. 16, at Milleridge Cot-tage, Jericho, N.Y.; Lumber DealersAssociation of Connecticut, Nov. 5 atAqua Turf Club, Plantsville, Ct.;Rhode Island Lumber & BuildingMaterial Dealers, Nov. 14 at CrownePlaza, Warwick, R.I.; and WesternNew York Lumber Dealers, Nov. 14at ARTISANworks, Rochester, N.Y.

Builder’s Supply Association ofWest Virginia is hosting an ACIGrade I field testing school Oct. 28 inCharleston, W.V.

Construction Suppliers Associa-tion is sponsoring a blueprint readingand building material take-off work-shop Dec. 4-5 at CSA Headquarters inTyrone, Ga.

Northwestern Lumber Associa-tion is closing the year with a flurry ofactivities. On Nov. 1, NLA travels toKinnick Stadium, Iowa City, Ia., for aHawkeyes vs. Wildcats football game.

A heritage roundtable takes placeNov. 10-12 in Rochester, Mn.

In Eagan, Mn., a blueprint readingand material take-off workshop is setfor Nov. 17-18 and a contractor salesseminar Nov. 19.

Then in Sioux Falls, S.D., therewill be an introduction to buildingmaterial sales class Dec. 9 and a blue-print reading and material take-offworkshop Dec. 10-11.

Mid-America Lumbermens Asso-ciation has enlisted BlueTarp c.e.o.Scott Simpson to speak on healthycash flow and managing creditaccounts during its annual Fall FlingNov. 6-7, at the Hilton Promenade atBranson Landing, Branson Mo.

Illinois Lumber & MaterialDealers Association is hosting aboard Christmas dinner Dec. 2 at theHilton, Springfield, Il., following by aboard meeting Dec. 3.

National Lumber & BuildingMaterial Dealers Association is stag-ing its annual industry summit Oct.28-30 at the Hard Rock Hotel in SanDiego, Ca.

Presentations include “Envisioningthe Lumberyard of the Future,” “TheNational Green Building Standard:Green Certification Game Changer,”“Understanding Today’s Residential& Commercial Construction CycleWill Be Radically Different,” “UsingMobile Technology to Advance YourBusiness,” “Beat Last Year! Cultivat-ing Continuous Sales Growth,” and aD.C. legislative update.

North American Retail Hard-ware Association will spend $4 mil-lion to purchase and renovate a three-story, 30,000-sq. ft. building in down-town Indianapolis, In., to serve as itsnew national headquarters.

NRHA will rent out about a third ofthe ground level to the existing occu-pant, and use the remainder of the firstfloor as a conference center. The asso-ciation will occupy the entire secondfloor and lease the top level.

North American Building Mate-rial Distribution Association willhold its upcoming annual conventionjointly with National Association ofFloor Covering Distributors Nov.18-20 in Dallas, Tx.

DURING FLORIDA Building Material Association’s recent show, thegroup presented 25-year member plaques to (l-r) Lyn Fletcher, Jeff Steffen,Wade Jefferson, Jarrod Myers, and Stokes Wallace, from incoming chair Greg Bell. (More FBMA photos on previous page)


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

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word,address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15.Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 ifwe set type. Questions? Call (949) 852-1990.

Send ad to Fax 949-852-0231 or [email protected]. Checkspayable to Cutler Publishing. Deadline: 18th of previous month.

To reply to ads with private box numbers, contact box number shown, c/oBPD, 4500 Campus Dr. #480, Newport Beach, Ca. 92660. Names of advertisersusing box number cannot be released.

WANTED TO BUY

WANTED TO BUY WANTED TO BUY

CLASSIFIED Marketplace

TRI-STATE LUMBER CO.Your Southern Yellow Pine

Timber ConnectionSpecializing in 6x6, 6x8, 8x8, 10x10

Tel. (662) 862-2125 • Fax 662-862-4900email [email protected]

HELP WANTED HELP WANTED

PRODUCTS FOR SALE

SHAVER WOOD PRODUCTSSouthern Yellow Pine Timber Production

6x6, 6x8, 8x8, 10x10, 12x12Reload Services & Storage AvailableNorfolk Southern Mainline Served

Easy Access to I-40 & I-77Company-Owned Truck Fleet

(704) 278-9291 • Fax (704) 278-9304Cleveland, N.C.

email [email protected] [email protected]

ANNUAL LMC Dealer Exchange featured four roundtable sessions, networking, and an in-depthtour of Shepley Wood Products, Hyannis, Ma. The Sept. 10-11 event in Providence, R.I., drew 55LMC dealer attendees from 35 locations nationwide, plus LMC staff and suppliers.

National Sales and Marketing Manager – Wood MouldingsCEDAR CREEK is seeking an aggressive market development leader to expand its

wood moulding business.The successful candidate will have an extensive sales background with all types of wood

mouldings, experience in import procurement, and a documented history of accomplishments inpast positions. This job is responsible for creating and executing the growth plan for CedarCreek’s mouldings business across the company including strategies, tactics, and key perfor-mance objectives by market. Relocation may not be necessary, but overnight travel is required.

For more information and a confidential response, please email your resume and salaryrequirements to [email protected].

Cedar Creek is a $1-billion distributor of building products with locations across the U.S.

H.B. Fuller Buys ProSpecH.B. Fuller Co., St. Paul, Mn., has

acquired ProSpec ConstructionProducts from Bonsal American,Charlotte, N.C.

The deal includes three plants thatexpand Fuller’s production reach intoTexas (Eagle Lake) and California(La Mirada). ProSpec, which makestile/stone installation products, will befolded into Fuller’s North AmericaConstruction Products segment.

According to Fuller c.e.o. JimOwens, “We will be able to betterserve our big box customers withlocations in the West and Southwest,broaden our product line, reduce ourmanufacturing and freight costs, andincrease our presence with customersand key distributors in the Southeast.”


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Southern Forest Products Association – Oct. 5-7, annual meet-ing, Francis Marion Hotel, Charleston, S.C.; (504) 443-4464;www.sfpa.org.

Material Handling Industry of America – Oct. 5-8, annual meeting,Rancho Bernardo Inn, San Diego, Ca.; (704) 676-1190;www.mhi.org.

New Jersey Building Material Dealers Association – Oct. 8,annual meeting, Fiddler’s Elbow Country Club, Bedminster, N.J.;www.dealer.org.

Building Component Manufacturers Conference – Oct. 8-10,annual conference, Charlotte Convention Center, Charlotte, N.C.;(608) 274-4849; www.bcmcshow.com.

Florida Building Material Association – Oct. 9, blueprint readingclass; Oct. 15, building material take-off, FBMA Hq., Mt. Dora,Fl.; (352) 383-0366; www.fbma.org.

True Value Co. – Oct. 10-12, fall market, Colorado ConventionCenter, Denver, Co.; (773) 695-5000; truevaluecompany.com.

Long Island Lumber Association – Oct. 16, annual meeting,Milleridge Cottage, Jericho, N.Y.; (518) 286-1010; www.nrla.org.

Mid-Hudson Lumber Dealers Assn. – Oct. 17, annual meeting,Harness Racing Hall of Fame, Goshen, N.Y.; (518) 286-1010;www.nrla.org.

Do it Best Corp. – Oct. 18-20, fall market, Indianapolis ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Association of Millwork Distributors – Oct. 19-23, annual conven-tion, Tampa Convention Center, Tampa, Fl.; (727) 372-3665;www.amdweb.com.

Construction Suppliers Association – Oct. 21, insight meetings,Hilton Garden Inn, Jackson Pearl, Ms.; Oct. 22, Doubletree byHilton, Baton Rouge, La.; (678) 674-1860; www.gocsa.com.

DeckExpo – Oct 22-24, Baltimore Convention Center, Baltimore,Md.; Oct. 22-24, North American Deck & Railing Associationannual meeting; (866) 475-6495; www.deckexpo.com.

Greenbuild Expo – Oct. 22-24, sponsored by U.S. Green BuildingCouncil, New Orleans, La.; (800) 795-1747; www.usgbc.com.

Green Industry & Equipment Expo – Oct. 22-24, Kentucky Fair &Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.

Remodeling Show – Oct. 22-24, Baltimore Convention Center,Baltimore, Md.; (866) 475-6495; www.remodelingshow.com.

Vermont Retail Lumber Dealers Assn. – Oct. 24-25, annual meet-ing, Equinox Resort, Manchester Center, Vt.; (800) 292-6752;www.nrla.org.

Builders Supply Association of West Virginia – Oct. 28, ACIgrade I field testing school, Charleston, W.V.; (304) 342-2450;www.bsa-wv.com.

National Lumber & Building Material Dealers Association – Oct.28-30, annual industry summit, Hard Rock Hotel, San Diego, Ca.;www.dealer.org.

Northwestern Lumber Association – Nov. 1, Iowa Hawkeyes foot-ball event, Kinnick Stadium, Iowa City, Ia.; (888) 544-6822;www.nlassn.org.

Lumber Dealers Association of Connecticut – Nov. 5, annualbanquet, Aqua Turf Club, Plantsville, Ct.; (518) 286-1010;www.nrla.org.

Mid-America Lumbermens Association – Nov. 6-7, annual FallFling, Hilton Promenade, Branson, Mo.; (800) 747-6529;www.themla.org.

APA-The Engineered Wood Association – Nov. 8-11, annualmeeting, JW Marriott San Antonio Hill Country Resort & Spa, SanAntonio, Tx.; (253) 565-6600; www.apawood.org.

Specialty Tools & Fasteners Distributors Association – Nov. 9-11, annual convention & show, Charlotte Convention Center,Charlotte, N.C.; (800) 352-2981; www.stafda.org.

Northwestern Lumber Association – Nov. 10-12, heritage round-table, Rochester, Mn.; (888) 544-6822; www.nlassn.org.

Lumbermens Merchandising Corp. – Nov. 11-12, forest products& building materials expo, Marriott Downtown, Philadelphia, Pa.;(610) 293-7121; www.lmc.net.

NAWLA Traders Market – Nov. 12-14, sponsored by NorthAmerican Wholesale Lumber Association, Hyatt Regency,Chicago, Il.; (800) 527-8258; www.nawla.org.

Rhode Island Lumber & Building Material Dealers Association –Nov. 14, annual meeting, Crowne Plaza, Warwick, R.I.; (518)286-1010; www.nrla.org.

Western New York Lumber Dealers Association – Nov. 14, annu-al meeting, ARTISANworks, Rochester, N.Y.; (518) 286-1010;www.nrla.org.

Northwestern Lumber Association – Nov. 17-18, blueprint reading& material take-off; Nov. 19, contractor sales class, Eagan, Mn.;(888) 544-6822; www.nlassn.org.

North American Building Material Distribution Association –Nov. 18-20, joint annual convention with National Association ofFloor Covering Distributors, Sheraton, Dallas, Tx.; (888) 747-7862; www.nbmda.org.

Illinois Lumber & Material Dealers Association – Dec. 2, boardChristmas dinner, Hilton, Springfield, Il.; Dec. 3, board meeting,Springfield; (800) 252-8641; www.ilmda.com.

Wallace Hardware – Dec. 2-4, fall market, Convention Center,Gatlinburg, Tn.; (800) 776-0976; www.wallacehardware.com.

Construction Suppliers Association – Dec. 4-5, blueprint reading& building material take-off, CSA Hq., Tyrone, Ga.; (678) 674-1860; www.gocsa.com.


ADVERTISERS IndexFor more on advertisers, call them directly or

visit their websites [in brackets].

Arch Wood Protection [www.wolmanizedwood.com].........Cover I

BlueTarp [www.bluetarp.com].......................................................27

Building-Products.com [www.building-products.com] ....Cover III

Center-Line Group [www.center-linetrailers.com] ......................29

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................37

DeckWise [www.deckwise.com] ...................................................15

Do it Best Corp. [www.independentsdoitbest.com]...........Cover II

Everwood Treatment Co. [everwoodtreatment.com]........Cover IV

Kop-Coat [www.kop-coat.com] .......................................................5

North American Wholesale Lumber Assn. [www.nawla.org] .......3

Roseburg Forest Products [www.roseburg.com] .........................7

Simpson Strong-Tie [www.strongtie.com]...................................23

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

Swanson Group Sales Co. [www.swansongroupinc.com]...........8

Tri-State Lumber [www.homanindustries.com]...........................25

IDEA FileBack to School

Renovating and repurposing a belovedschool building has brought increased attention—andincreased sales—to a family business.

Braly Builders Supply, Palestine, Tx., opened onwhat was a main highway in 1932. However, as thetown grew and competitors such as Lowe’s moved in,the old location became less accessible. Co-ownersVicki and Stephen Braly (he’s the fourth generation torun the store) started looking for a new location, butnothing clicked until the city decided to sell an unusedproperty: the former Rusk Elementary School.

Built in 1938, the sturdy brick building surroundedby grassy fields offered a main highway location androom to grow—about 15,000 sq. ft., triple the size ofBraly’s original location. Another plus: the communitysupported the project because so many residents hadfond memories of attending the school.

“People like to see an old building refurbished ratherthan destroyed,” Vicki says. “With this building, wefeel we were able to keep the old store feel in a newlocation.”

Inside, all the trappings of a school—chalkboards,teacher cabinets, and lockers—were repurposed for dis-plays, showcases and aisle signs. Drywall was removedto reveal structural timber beams, and worn carpetingwas ripped out to uncover the beauty of the originalhardwood floors. “We worked hard to preserve thatold-time historical feeling we had in our original store,”says Vicki. “We wanted to keep our old customers, yetattract new ones, too.”

Outside, half of the grass was removed to create alarge parking lot that comes right up to the door. “Easyaccess is key, so customers can walk right in the store,”believes Vicki. The remaining grass creates a greenzone in the busy location.

Even before the new store opened last fall, localsstopped by to check on the renovations, share personalschool memories, and donate old school photos. Actingas honorary curator, Vicki maintains a scrapbook of theold photos and displays some on the store’s attractivelydesigned Facebook page.

“There are so many wonderful photos that I maystart a ‘Throwback Thursday’ feature on our page,” shesays. “It seems like everyone has a favorite story orphoto to share.”

NOVEMBER◊ Pressure Treated Wood

◊ Decking & Fencing◊ Housewraps & Insulation

◊ Western Species

DECEMBER◊ Material Handling◊ Engineered Wood

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