building products digest - december 2012

NEW IN EWP � LUMBER RACKING & MATERIAL HANDLING � TRADERS MARKET PHOTOS

DECEMBER 2012

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

BPD BuildingProducts Digest

“There’s a reason pros choose ProWood®.Well, actually, three reasons.”

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NOTHING ELSE MAKES THE CUT.

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Building-Products.com December 2012 � Building Products Digest � 55

December 2012 �� Volume 31 �� Number 10

BPD BuildingProducts Digest

Special Features7 PRODUCT SPOTLIGHT

NEW SOFTWARE SIMPLIFIES DESIGNOF EWP TRUSSES & PANELS

8 INDUSTRY TRENDSBAMBOO STALKS EWP MARKETS

10 MARGIN BUILDERSSELECT THE BEST RACKING FORYOUR LUMBERYARD

12 FEATURE STORYGET HOOKED UP WITH THE PROPERLIFT TRUCK FOR YOUR BUSINESS

14 COMPETITIVE INTELLIGENCEDAKOTA YARD ENJOYS BOOMTIME UNDER NEW OWNERS

22 PHOTO RECAP: TRADERS MARKET

27 PHOTO RECAP: WRCLA EVENT

In Every Issue6 TOTALLY RANDOM

18 OLSEN ON SALES

19 MOVERS & SHAKERS

20 NEW PRODUCTS

27 ASSOCIATION UPDATE

28 CLASSIFIED MARKETPLACE

29 IN MEMORIAM

29 APP WATCH

30 IDEA FILE

30 ADVERTISERS INDEX

PROWOOD DURA COLOR™

COLOR THAT LASTS.

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With Dura Color, colorant is driven deep into the wood fi bers during the pressure-treating process, so you get color-treated wood that stays good looking longer. And, with guaranteed protection against termites and rot built in, it’s more than just the color that’s made to last. ProWood Dura Color from Universal Forest Products offers everything you need for your backyard — from fencing to decking, railing to timbers and everything in between.

Jason Cameron

Experience the professional grade difference.

Contact your ProWood representative or visit us at ProWoodLumber.com

Be careful how you present yourself!

I JUST RETURNED from the NAWLA Traders Market in Chicago. If you ever wanted tobe motivated about the turnaround, then those that could attend this event and did not,

missed out. The noise was loud, energetic, and downright upbeat for 2013. The electionresult from the night before, called seemingly 20 minutes after the polls closed, had nobearing. Good to see the best attendance for a number of years. Long may it reign! Yes, we

know it has ways to go, but no one disputes this year was a heck of a lot better than last,and 2013 will continue that trend, barring no unforeseen events. Government: Get the fis-cal cliff sorted ASAP!As a great proponent of attending industry events, while I know it has not been easy

these past few years, it is time to get out again and hear and see what is going on. I attendmany, many events and there is never one I do not learn something from. And how couldyou not? There were over 1,300 industry attendees at Traders Market—manufacturers,service companies, mills and wholesalers—and hearing what’s going on from your peerscan only help you in your business. It really does not take much to more than pay foryour dues and travel many times over. Many associations have multiple programs thatcan help you at all levels of your company and protect your and the industry issues. Theyare the glue to this industry and they need your support as much as you need theirs.On the question of learning, I have been helped over many years by many people. I

have received common-sense advice over the years from mentors and managers. Fromthem I have learned how I want to be and, sadly in some cases, how I do not want to be.I was taught long ago that if your company does not instill the best quality into all that

it does, you will not succeed. The customer is always right. A quality company needsquality people—hire the best! That has guided my business principles for many years.There is no short cut to success. While sometimes you can just be lucky to be in the rightplace at the right time, you mostly create your own luck by doing the right things. I havelearned that if you help people through their issues without the thought of return, itcomes back to you many times over.

Listen to your customers and your employees—you do not know everything. Anyoneyou need to talk with is worth listening to! Learn from your peers—do not be so insular.Take advice!I once worked directly for one of the richest people in the world who always told me:

worry about the top line and the bottom line will take care of itself. Believe in the valueof what you offer and stand by your pricing principles. When everyone else is giving itaway, stand firm! Over these last four years especially, you could not always controlwhat was happening around you, but you can control how you respond with the actionsyou take. Whenever the going gets tough, the tough get going. Yes, everyone uses that,but I learned when I was in the automotive business that when the economy gets tough,people keep their cars longer and need to repair them. When you cannot buy a new homeyou remodel the one you have. The moral: there is always business to find even in theworst of times. When everyone else goes into hiding, increase your trade visibility. Whenthey cut, get aggressive!

Be punctual in all that you do and keep your promises. Turn up prepared for a result.And, last but not least, work with the highest integrity.

Treat people with respect and in a manner that you yourselfwant to be treated. I am happy that I have never had tobetray my principles and whenever I was asked to, I movedon to something else. And I continue to learn from thosearound me! It should never get old.As we come to the end of 2012, as always I want to thankyou, our loyal readers and advertisers, for all your sup-port. Our advertisers allow us again to continue asthe ONLY publication in the sector to publish 12monthly issues and to enjoy more advertisers inour industry than any other publication. Thankyou. Merry Christmas and Happy Holidays toyou all, and may 2013 be the year we havebeen waiting for.

66 � Building Products Digest � December 2012 Building-Products.com

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David [email protected]

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Contributing EditorsCarla Waldemar, James Olsen, Jay TomptAdvertising Sales Manager Chuck Casey

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How to AdvertiseChuck Casey

Phone (949) 852-1990 Fax [email protected]

Alan Oakeswww.building-products.com

Phone (949) 852-1990 Fax [email protected].

CLASSIFIED MARKETPLACEDavid Koenig


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]


New software simplifiesdesign of engineeredwood trusses and panelsNEW SOFTWARE FROM Simpson Strong-Tie, Pleasanton,

Ca., allows efficient design and manufacture of roofand floor trusses and wall panels. Going forward, the com-pany will work closely with users to expand functionalityof the software on an ongoing basis.Within the new software, which is named Component

Solutions, designers can model structures in an intuitive 3-D environment, create and optimize truss and paneldesigns, send truss design information to Simpson Strong-Tie for engineering seals—and more.“Simpson Strong-Tie has been involved in the structural

building component industry for decades,” says MikeBugbee, senior vice president of truss and component sys-tems. “This experience has provided invaluable insightsinto the needs of the component manufacturer and resultedin this latest addition to the Simpson Strong-Tie productline for light-frame construction.”Other new additions include three new truss hangers:

HTHMQ is a versatile, high-capacity truss hanger designedto carry two or three trusses to enable a greater range ofhip-jack configurations, including various angles, membersizes, and number of plies. HHSUQ is a high load, facemount, truss-to-truss and structural composite lumberhanger designed to accommodate severe skews. Available Jan. 1, HTHGQ is a high-capacity girder that

carries multi-ply trusses (up to five-plies) or structuralcomposite lumber. Previously, such extreme loads requireda bolted connection.Another important offering is truss connector plates

manufactured by Automatic Stamping, which was acquiredby Simpson Strong-Tie last December. “This facility was established about four years ago by

Bill Black Jr., a leader in the truss industry,” says Bugbee.“It produces top-quality truss connector plates with someof the highest loads in the industry.” Simpson Strong-Tie also produces a full range of prod-

ucts for component systems, including proprietary shearwalls and moment frames, plus related fasteners, adhe-sives, and concrete anchors.“Our range of innovative connections enable longer

spans and more complex designs, while addressingincreasing loading required to meet evolving code require-ments,” says Bugbee.

PRODUCT SpotlightTruss Design Software

CONNECTOR PLATES manufactured by Simpson Strong-Tie strength-en engineered wood roof trusses. Photos courtesy Simpson Strong-Tie.

NEW SOFTWARE enables efficient design and manufacture of roof andfloor trusses and wall panels.


Bamboo stalksengineered wood markets

THANKS TO THE EFFORTS of LambooInc., Springfield, Il., laminated

veneer bamboo (LVB) can now bespecified as a fiber material in engi-neered wood products covered byASTM International standards. “Now, architects and engineers will

be able to specify possibly the mostecologically friendly material to everbe integrated into the most respectedinternational standard,” says presidentLuke Schuette, who has more than 32years experience in the research anddevelopment of engineered woodproducts. “It has taken over three years of

effort and multiple ballots to developthe necessary revisions to permit theevaluation of a bamboo species usedin structural composite lumber (SCL)manufacture,” says Bruce Craig, prod-uct development director at Lamboo.“These revisions will permit an LVBproduct to be used as an alternative toother structural wood products.” LVB is a composite of bamboo

strand elements, edge-bonded to formveneer sheets that are then face-bond-ed to form finished products. Schuettesays that the product’s inclusion inASTM International standards repre-sents the first bio-based structuralmaterial addition in about 30 years. Ashe notes, “sustainability is becomingmore and more of a focus in construc-tion.”Lamboo’s partnership with The

Forest Trust ensures that its raw mate-rial is sourced from sustainably man-aged plantations in Vietnam, China,Africa, Central and South America.The fiber is then processed in nearbymanufacturing facilities and shipped

INDUSTRY TrendsLaminated Veneer Bamboo

LAMBOO’S STRUCTURE brand products fabricated by Walsh Industries, Portland, Or., bring beau-ty, strength, and durability to a commercial project. All photos courtesy Lamboo Inc.


to custom fabricators around theworld. Naturally resistant to fungus and

bacteria, bamboo also contains silicafibers that deter insects and wood-eat-ing pests such as termites. Only low-VOC adhesives are used during themanufacturing process, so there is nooff-gas during sanding, profiling, andhandling. On the job, no special toolsare required and LVB mills, sands,and finishes like most hardwoods. Depending on the application, LVB

can cost up to 10% to 20% more thanengineered wood products made ofsouthern yellow pine or Douglas fir.Even so, Matt Paul, director of archi-tectural product development, believesthis is a small price to pay for “thesubstantially higher structural perfor-mance of bamboo, due to proprietaryadhesives and additional engineering.”The Lamboo Structure line is made

up of high-performance engineeredbamboo components for an array ofapplications: beams and glulams,exposed trusses and members, andhybrid cold-formed steel joists. All are

ELEMENTS BRAND exterior-grade components, such as panels, awnings, and stair treads, are30% more stable than hardwoods in harsh exterior conditions.

custom-fabricated in by Lamboo’smanufacturing partners in the U.S.:Western Structures, Eugene, Or., andWalsh Industries, Portland, Or.

Lamboo Elements consists of exte-rior-grade, laminated bamboo compo-nents that can be used in panels,awnings, and stair treads. “It’s 30%more stable in moisture and tempera-ture changes than traditional hard-woods,” notes Paul. “And, these mate-rials remain stable in harsh environ-ments, through years of use.”The company also offers

WeaveCore, an alternative to tradi-tional plywood and OSB, for use inroof, wall, and floor deck panels.Panels measure 4’x8’, with other sizesavailable for volume orders, in thick-nesses of 7mm, 13mm, 16mm, and19mm.“Lamboo recognizes the growing

demand for superior products thatdeliver outstanding performance,”says Schuette. “Our products are notonly a superior option in terms ofquality and performance, but are a sus-tainable option as well.”

WEAVECORE is a bamboo alternative to traditional plywood and OSB panels.


MARGIN BuildersBy Sean Denison, Timberline Rack & Storage

The right racking for your yard

best options for maximizing our customer’s efficiency andprotecting their products.That being said, here are a few examples of things we

are doing that seem to be working well for our customers.

Cantilever RacksIf laid out carefully and correctly, and designed for the

proper loads, customers can’t go wrong with cantileverracking because of its versatility. EWP, dimensional lum-ber, metal studs, and sheet goods can all be stored effec-tively in cantilever racks. With the use of specialty steel pallets designed specifi-

cally for loading vinyl siding and composite decking, thoseitems can also be stored in cantilever rack without fear ofthe product sagging.

Stacking Millwork RacksMillwork racks provide for the safe shipping and stor-

age of fragile and often expensive millwork items. Withthe use of optional carts, they can be utilized throughoutthe manufacturing process, shipped, stored and ultimatelydelivered to the jobsite. Millwork racks can be stacked upto three racks high, maximizing the use of available floorspace.A large distributor in the Chicago area now works in

concert with their window manufacturer by utilizing ourmillwork racks. They send empty racks to the manufactur-er when placing their orders for windows and glass doors.Those products never leave the millwork rack until thebuilder is installing them. The fewer times these products

I DON’T BELIEVE there is a definitive answer for what typeof racking works best for what product. The truth is

there are too many variables. In the end, what type of rack-ing works best depends on the customer’s budget, equip-ment, and footprint.I have multi-location customers who have to handle the

same products differently because of the way their opera-tions are laid out. Hopefully, if we as solution providersask the right questions ahead of time, we can provide the

TRADITIONAL cantilever racking is a versatile solution for everythingfrom dimensional lumber (top photo) and engineered wood to sheetgoods and metal studs (directly above).


have to be handled, the less likelythese products are to be damaged.

Pallet RacksPallet rack can be used in various

configurations and is easily change-able, making it an excellent storageoption for numerous products.Shingles can be stored safely anddensely in pallet rack. It is not uncom-mon to see pallet upon pallet of roof-ing materials taking up valuable spacein a customer’s yard or parking lot.By utilizing pallet racking adapted formetal siding and roofing, the materi-als can be stored vertically at the edgeof the customer’s property. This limitsthe space they occupy and reducesdamage to product from stacking.Pallet racking can also be equipped

with material divider bars and used tostore items vertically. Long lengths ofmoulding, pipes and tubing can bestored neatly in pallet rack, and itmakes for easy loading and unloadingby both customers and employees.In areas where space is limited, or

the user needs to store a large numberof SKUs in smaller quantities, muchdenser storage can be accomplishedby incorporating pallet racking into apigeon-hole system. In this configura-tion, items are stored horizontally,one on top of the other. In manycases, the top of the racking can thenbe covered and used as additionalstorage space.The possibilities are endless when

it comes to storing building materials.There are all types of racking systemsthat can be used efficiently. But thebottom line is this: Effective storagesolutions have to be designed arounda customer’s available useable space,their products, and their existingequipment.

– Sean Denison is president and ownerof Timberline Rack & Storage, Granger,In. Reach him at (888) 293-1116 or [email protected].

LBM Rack SpecialistsIn addition to the dozens of generalracking providers, the following

specialize in equipping lumberyards:

Krauter Auto-Stakwww.krauterautostak.com

Sunbeltwww.sunbeltracks.com

Timberline Rack & Storagewww.timberlinerack.com


How to choose the rightlift truck for your business

All forklifts need to be replaced atsome point, which leads to two keyquestions: When should customersconsider purchasing a new lift truck,and how can they ensure they’re buy-ing the right one? The answers willvary, depending on the specific busi-

FOR BUILDING MATERIAL dealersand wholesalers, the lift truck is

an essential tool, instrumental in load-ing and transporting lumber, concrete,shingles, and much more. With somany different types of lift trucksavailable, matching the right lift truck

to the application is critical. Choosing the best forklift for a

business—a decision that includesmany factors, such as electric versusinternal combustion, new versus used,lease versus buy, among others—willreduce costs and increase efficiencies.

FEATURE StoryBy Steve Rogers, Cat Lift Trucks

CHOOSING THE BEST forklift for your business will reduce costs and increase efficiencies. All photos courtesy Cat Lift Trucks


ness and its utilization needs. A lum-ber company that runs two forklifts anhour a day will not have the sameneeds as a mid-size dealer with a sixlift truck fleet. The simple rule is whenever annu-

al maintenance costs outweigh thecost of the lift truck lease-payment, itmay be the right time to considerfinancing or leasing a new forklift.Most lift trucks have an economic lifeof approximately five years or 10,000to 12,000 miles, although as technolo-gy advances economic life continuesto increase.A business that plans to use a fork-

lift one to two hours a day, or onlyintermittently, may consider buying aused model. However, a growinglumber company that anticipates con-stant use and requires high depend-ability and uptime may find that anew lift truck is a better option andcosts less in the long run. When purchasing a new lift truck,

dealer support is part of the decision.Customers without an existing dealer,or those looking for a new one, shouldask other regional businesses for rec-ommendations. Always check thedealer’s references against local refer-ences within the industry. The cus-tomer’s relationship with the dealershould be a true partnership. A gooddealer has the expertise to evaluatethe customer’s application and recom-mend a lift truck that matches theirexact material handling requirements. Even if a customer has purchased

the same forklift for years, a materialhandling professional should visit thefacility to see if anything has changedor if a new technology or attachmentcan help improve efficiency. In addi-tion, customers should ask the dealerwhat sort of “value-added” programsthey offer, including maintenanceprograms and specialized fleet man-agement systems designed to measuretruck utilization and operating costs. After establishing a relationship

with a dealer, the customer shouldcollaborate with the dealer to choose alift truck brand that meets the cus-tomer’s needs. Thanks to significantadvances in AC technology over thelast decade, electric lift trucks arenow more powerful, and in somecases can match the performance andcapacity of internal combustion (IC)trucks. While electric forklifts have ahigher initial purchase price, they pro-duce no emissions, require less main-tenance, and operate at a lower cost-per-hour than IC trucks. A building

materials supply operation that runsprimarily in a warehouse with mini-mal outdoor exposure may considerpurchasing electric pneumatic tire lifttrucks, especially if they’re keen ongreen products. However, for the majority of build-

ing material dealers, wholesalers, andlumber companies with operationsthat run outdoors, IC lift trucks withpneumatic-shaped tires are still themost efficient and capable option.These types of forklifts are ideal forlumberyards because they traverseuneven terrain with ease, can be usedin inclement weather, and are avail-able in heavier capacity ranges thanelectric forklifts. IC trucks run on gasoline, diesel or

liquid propane. Because other equip-ment on site utilizes diesel fuel, manybuilding materials companies find iteasiest to purchase a lift truck thatalso runs on diesel. Customers who haven’t purchased

IC trucks in several years may be sur-prised by how intelligent they’vebecome. Lift truck manufacturers areincreasingly developing smarter lifttrucks that are able to control perfor-mance, enhance safety and detect

their surroundings.Be sure to choose a lift truck brand

that offers a strong warranty. A stan-dard “entire truck” warranty may be12 months or 2,000 hours. A standardpowertrain warranty may cover 24months or 4,000 hours. The question of whether to buy or

lease will depend on the size of thebusiness, and will be dictated by itsfinancial constraints. There are advan-tages to both types of financing—cus-tomers should check with their finan-cial consultant to determine whichscenario would be best for their busi-ness. A growing lumber or building sup-

ply company may consider leasingrather than buying because it allowsthe company to utilize the lift truckduring its economic life, when it ismost productive. A smaller operationthat plans to use the lift truck for morethan five years may consider financ-ing the purchase, with intent to ownthe lift truck once it is paid off.

– Steve Rogers is senior product mar-keting specialist at Cat Lift Trucks,Houston, Tx. Reach him at (713) 365-1785 or [email protected].

USED OR NEW? A growing company that anticipates constant use and requires high dependabilitymay find that a new lift truck is a better option and costs less in the long run.

Boom time for NorthDakota lumberyard

BOOM TRUCK has been a key component of serving local builders.

NEW OWNERSHIP and an oil boom in North Dakota has reinvigoratedMcKenzie Building Center.

tomers. It added new lines—plumbing, electrical—andjoined a new buying group, Hardware Hank, to in-fill itemsand purchase stock at a better price. It fired some past ven-dors, hired new ones with better terms (“cash flow is every-thing”) and more favorable delivery practices. And deliveryis no small deal here in the middle of nowhere. Trucksarrive fully loaded but leave empty, which is hardly cost-effective. (The only item to leave here is, ahem, oil, andplenty of it.)Those pro customers provided over 70% of McKenzie’s

business, but that’s changing, too. The goal is a 50/50 splitbetween pros and retail trade—which meant hiring andtraining new personnel to handle this different, walk-in,breed of cat. Homeowners represented a big slice of busi-ness that had been overlooked, and who wants to turn awaytrade? “Homeowners had nowhere to go for hundred ofmiles for things like carpeting and flooring, either, so weadded those lines,” says Andy. Plus appliances, paint, fenc-ing, cabinets, you name it. And there’s a vibrant, 2,500-sq.-ft. showroom acting as kitchen-and-bath center with freedesign aid to guide them.Want it installed? No problem. McKenzie has instituted

a network of trusted subs (a.k.a. their own contractor cus-tomers—a practice that’s proved win-win) to work “in anetwork for us, like Sears does” as installers, too. And itlistened to its pros and added lots of items they said theyneeded, like power tools. It converted its yard to a coveredspace that stores lumber sans warping and rot. Free delivery24/7 also—including into neighboring Montana (“Wedeliver anywhere” boasts the website.). There’s also abrand-new commercial customer center to specifically helpbuilders, developers and oil-field contractors: the wholenine yards. In other words, the operation now offers one-

COMPETITIVE IntelligenceBy Carla Waldemar

MCKENZIE BUILDING CENTER, founded in 1934 inWatford City, N.D., for untold years snoozed along

on the windswept Dakota prairie as the decades rolled byunnoticed. Why bother to change things up? There was nocompetition… and also not much in the way of business inthe tiny town.That all changed overnight. Oil was discovered on those

very North Dakota plains (it’s called the Bakken Field).Three years ago, the town grew from1,200 to 8,000 virtual-ly overnight. “There was only one car dealership, onecafé—not even a McDonalds, no Walmart,” recalls AndyJensen of Sterling Cooper, the public relations arm forMcKenzie. And… only that one lumberyard.Rather than reboot to face the surge in demand for ser-

vices, its owner decided to retire. Enter an investment firmthat saw opportunity looming and purchased the place withplans to bring it into the 21st century, and then some. (Thecompany is looking at several other yards in the UpperMidwest with the same idea, hoping to gain power in num-bers: better buying terms, sharing of best practices, feweroverlaps in personnel, and other savings.)The new owners kept on most of the former employees

but wisely hired two new outside salespeople plus—evenmore vital—seasoned industry officers from nearbyMinnesota and Wisconsin yards who had suffered fromstiff economic challenges and were excited to begin anewin Watford City. What they found was—a mess. Says Andy, “There were

no systems in place. Nobody knew what deliveries hadbeen made, and if those deliveries were even correct and upto spec, nor what was lying around in inventory—‘Sheetrock? Yeah, I think we got some somewhere…’—what SKUs were selling (and which weren’t), and who’dpaid what and when (or maybe not). So, first thing on theto-do list: a modern computer system, thanks to Spruce.The company then bought a boom truck—the first in the

area—to aid its many stressed and busy contractor cus-


stop-shopping.For consumers and pros alike, simple awareness was a

major hurdle. “The store still looked like it did in theSeventies,” Andy moans, “with the same dusty sign outsidethat has had the wrong phone number for 20 years.” So heand his crew launched a major publicity campaign, withprint and TV ads and promotions that sound almost toogood to be true, such as a drawing not only for mega-TVs,but a complete mobile home (in high demand in this citywith more No Vacancy signs than dandelions).Speaking of mobile homes, McKenzie has restructured

its lot and set up a subsidiary company, Watford CityHomes Inc., to offer them for sale—and, going one stepfurther, to add manufactured homes as well—shipped in inmodules, ready to be set up. The Park Model, says Andy,rings in at 900 sq. ft.—“a beautiful little home that has thesame features of a standard home,” with this exception: It’sinstant. And that’s what the hordes of new-in-town oilworkers desperately need. Yes, they’ve been buying orrenting mobile homes (what we used to calls trailers backin the day, but far nicer), but the city is cracking down onparking them in other folks’ driveways, for which thosehomeowners charge their tenants $1,500 (!) a month.Workers in these Park Models are clustered in man

camps, as Andy calls them—just like in the good old GoldRush days—living there together weekdays, or for weeks ata stretch, then driving back home for a quick visit with theirfamilies before returning to life on the frontier.Contractors are working around the clock, too, building

new permanent homes as fast as they can, so families canjoin their breadwinners—but again the city is imposingnew, stricter zoning rules as to, say, lot size (think five

acres). Those coveted lots have zoomed in price, Andysays, from $500 to $15,000—a significant part of the ask-ing price of a new house. The nation’s large tract buildersare moving in, too, and have no other yard within miles andmiles to serve them. Thus, McKenzie’s business rose 30%last year and is up another 40% to 50% so far in 2012.The company is aiding contractors in other immediate

ways, such as initiating a new company credit card with upto $1 million available to qualified applicants—acting, infact, like their banker when that kind of loan is far fromeasy to come by via standard lending institutions. It’s alsolaunched contractor breakfast sessions, to roll out newproducts and act as a networking op for participants—andin time will start offering classes in such vital businessskills as financial management and computer training. Sure, there’s no competition…yet. But that doesn’t

mean there won’t be, so McKenzie’s new owners are con-scious not to rest on its status as theonly act in town. “We’ve got to begood, or somebody will step up,”they realize. (Andy mentionsAmazon, of all vehicles, talkingabout delivering building products.)So the company is determined tokeep on improving, listening toits customers, and adding whatthey say they need. Sounds likea pretty darn good businesslesson for anyone to heed.

Carla [email protected]

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84 Lumber Co. opened a larger, 7-acre replacementstore in Bridgeville, Pa.—its first new location in six years.

The chain now operates 251 locations—about half its peakof five years ago.

McKlveen Lumber, Newton, Ia., has been sold after100 years of family ownership to 26-unit Spahn & RoseLumber, Dubuque, Ia.

To aid in the transition, former co-owners Tom and DickMcKlveen will stay on full-time until Dec. 31.

Preferred Building Supply, Newark and Cleveland,Oh., has acquired 50-year-old Thomas LumberTown,Zanesville, Oh., from Ron Thomas.

C.E. Thompson & Sons, Edinburg, Va., is closingbefore the end of 2012 after 54 years.

Owners Harris Thompson, Mary Beth Foltz, and AnnThompson Shirkey attribute the closure to dwindling sales.

Beacon Roofing Supply, Peabody, Ma., acquired98-year-old McClure-Johnston Co., Braddock, Pa.

McClure-Johnston’s 14 locations are expected to continueoffering current product lines under the MJC name.

Smith Mountain Building Supply mothballed itsUnion Hall, Va., store for the winter, consolidating operationsat its flagship yard in Hardy, Va.

The store is expected to reopen in the spring.

Kents Hill Lumber, Readfield, Me., closed Nov. 3 after36 years due to the poor economy.

Owner Stephen Monsulick will continue to operate a self-storage business at the same site.

Bingham Lumber, Brookline, N.H., was destroyed by aNov. 1 fire of undetermined origin.

Owners Tom and Rebekah Bingham vowed to rebuild.

Jim’s Builders Hardware, Delano, Ks., closed after33 years and auctioned off the property and remaining inven-tory Nov. 28.

Ricci Supply has sold Ricci Lumber’s Portsmouth,N.H., property to Portsmouth Lumber & HardwareLLC—a family transfer for tax and estate planning purposes.

Ace Hardware, Covington Township, Pa., sustainedserious damage in an Oct. 27 fire.

Kenny Queen Ace Hardware, Huntington, W.V.,added store #2 in Kenova, W.V.

Ace Hardware, Barrington, Il., held a Nov. 13 grandopening (John Brown, owner).

Palos Ace Hardware, Palos Heights, Il., owner DanHarris expects a Dec. 17 opening for his new Ace store inLemont, Il.

Anniversaries: Horn’s True Value, Sayre, Pa., 100th… Avery True Value Hardware, Newland, N.C., 50th …Interstate Plywood Co., Memphis, Tn., 35th …

DEALER Briefs Capital Sells Texas DistributionCenters to Cedar Creek Cedar Creek, Oklahoma City, Ok., has purchase Capital

Lumber’s distribution centers in Dallas and Houston, Tx.The deal was expected to close by Nov. 30.Phoenix, Az.-based Capital will continue to operate

eight other DCs outside of Texas.“This move helps us enhance our positon in a state that

we have served for years,” said Cedar Creek c.e.o. ClarkWiens. “Our customer base in Texas will benefit from thisconsolidation as we broaden our product assortment andcontinue our consistent service in this key Cedar Creekmarket.”“We will use this as an opportunity to focus our

resources where we’ve proven to be the strongest—thewestern United States,” said Capital president SamSanregret.Cedar Creek currently operates 13 DCs serving 20 states

in the mid-South, Midwest and Southeast.

CLTs Earn Code ApprovalThe International Code Council (ICC) has approved the

American Wood Council’s proposed code change toexpand the use of cross laminated timber (CLT) in non-res-idential buildings. “Having worked closely with ICC code and fire offi-

cials, AWC was able to quickly answer questions raisedabout the proposal,” said Kenneth Bland, v.p.-codes andregulations at AWC. “The strong support for the proposalshown by ICC members is validation of the ICC processwhen all stakeholders work together to maintain state-of-the-art codes.”The now-approved code will be published in late 2014

and will be available for jurisdictions to adopt in 2015.Prior to the hearings, as part of a project to produce a U.S.design manual for cross-laminated timber, AWC conducteda successful ASTM E119 fire endurance test on a CLT wallat NGC Testing Services in Buffalo, N.Y. The wall, consisting of a five-ply CLT (about 7” thick),

was covered on each side with a single layer of 5/8” TypeX gypsum wallboard. The wall was loaded to the maximumattainable by the test equipment, although it remained sig-nificantly below the full design strength of the CLT speci-men. It was then exposed to a standard fire that reachesmore than 1800° in the first 90 minutes of exposure.“While only seeking a two-hour rating, as required by

the building code provisions, the test specimen lasted threehours, six minutes,” said Brad Douglas, v.p.-engineering atAWC. “This may also open up additional possibilities in afew specialized locations where a three-hour fire resistancerating might be required.”

Tear outthis handy

industry calendar toplan your show visits

during 2013.

��


SUPPLIER BriefsHandy Hardware, Houston, Tx.,

is shuttering its Meridian, Ms., distribu-tion center Dec. 31.

Frick Lumber Co., Brimfield,In., lost its 4,800-sq. ft. planing mill,drying area, machinery and 100,000sq. ft. of lumber in an Oct. 23 fire.

Sherwood Lumber expected tobegin shipping Georgia-Pacific’sengineered lumber products from itsHoltsville, N.Y., DC Dec. 3 and from itsDelanco, N.J., DC by year’s end.

WOLF, York, Pa., is expanding ser-vice to parts of Al., In., and Tx.

Weyerhaeuser is now producingEdge Gold floor panels at its OSB plantin Arcadia, La.

Woodgrain Millwork, Fruit-land, Id., will build a new facility inLenoir, N.C., adding 170 jobs.

Ainsworth’s Grand Rapids, Mi.,mill, shuttered since 2009, has beenpurchased by J.M. Longyear ,Marquette, Mi.

Horizon Forest Products,Raleigh, N.C., has fully merged withsister company Long Floor.

Their combined nine branches willall operate under the Horizon name.

Stella-Jones, Montreal, P.Q.,has begun construction of a new woodtreating plant on 40 acres in Cordele,Ga.

Initial wood trimming operations areanticipated to start in early January,with treating of railroad ties expected tobegin near mid-year.

Scientific Certification Sys-tems , Emeryvil le, Ca., has beenrenamed SCS Global Services.Osmose’s MicroPro preservative

technology earned EnvironmentalClaim Validation from UL Environ-ment, confirming its low VOC content.

ProVia, Sugarcreek, Oh., addedtwo new earthtone colors (chateau andmocha) to its siding collections.

JEC America’s inaugural com-posites show was so successful,exhibitor booking has begun for returnsto Boston Oct. 2-4, 2013, and Oct. 28-30, 2014.

�

N.C.ʼs Shaver Opens ReloadShaver Wood Products, Cleveland,

N.C., opened an LBM reload Dec. 1 inStatesville, N.C.Headed by general manager Tom

Lakeman, the 12-acre facility has over35,000 sq. ft. of covered storage, an1,100-ft. spur, and mainline NorfolkSouthern service.Lumber Dealers Turn CornerRevenue for LBM retailers is

expected to grow 7.6% to $100.8 mil-lion by the end of the year and willcontinue to rise over the next fiveyears, forecasts IBISWorld.Industry revenue has declined at an

average annual rate of 6.1% over thelast five years, with profit decliningfrom about 3.1% in 2007 to about2.1% in 2012. Falling margins havecaused many operators to exit theindustry or consolidate, with the num-ber of retailers declining at an annualrate of 2%, from 43,008 in 2007 to38,936 in 2012. A major challenge hasbeen volatile lumber price, since lum-ber accounts for 65.4% of LBM sales.Consolidation will increase in the

next five years, but should remainmodest. An improving economy willlikely encourage new firms to enterthe industry, at an average annual rateof 2.3% over the next five years.


sales loves detailwork?) We don’t hus-

tle for the business asdiligently as we did at the beginning of the relationship.This is how accounts are lost and stolen. How difficult is itto un-seat an incumbent? Darn tough. To lose an accountwhose trust we have earned, we have to make some lazymistakes—but it happens all the time. Ouch.The second mistake is more serious and is the hallmark

of the plateaued, mid-level salesperson in all organizations.The Friendship level is not the end-game. Many sellersbelieve that having a friendly relationship with the cus-tomer means that they are getting the lion’s share of thebusiness. Not so. I ask Friendship sellers, “How much of your customer’s

business are you getting?” They say, “I don’t know” or“All of it.” I ask, “How do you know?” They say, “Becausethe customer told me.” (Ha!) Many Friendship sellers arereluctant to thoroughly and consistently question customerson total purchases. Customers can be cryptic about volume.But we must push through these obfuscations. On toLeadership!

LeaderShipUsing thorough questioning, the Leadership seller

understands their customer’s business as if they were work-ing side-by-side. In the B-2-B world, this mainly involvesthe logistics of turning inventory. The Leadership sellerknows why, when, how and how much their customer isbuying—exactly—often better than their customer. On a macro level, the master seller knows their industry

and the changes that are happening in it and, most impor-tantly, how they affect their customer’s business.Many sellers fear leaving friend-

ship behind when we move to theLeadership level. We don’t leavefriendship with our customer behindany more than we leave our highschool learning behind when wego to college—we build on it.The Leadership seller is

respectful but not subservient.The Leadership seller moves tothe ultimate level of the masterseller—Partnership.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) [email protected]

WE ARE ALL AT different levels with our customers.Where do we want to be? What is our ultimate rela-

tionship goal?

ServiceShipThe Serviceship level starts with our first contact with

the account. They do not know us, trust us, and in somecases have a pre-disposed negative attitude that we willhave to overcome.This is the Missouri “Show Me” stage. We must be

hyper-vigilant about details. When a potential customergives us an opening, we must take advantage and makesure all details are checked and doubled-checked. Fieldreps should coordinate with trucking to arrive with theirfirst shipment, for example. Inside sellers can (virtually) dothe same by following up with a phone call at deliver time.In addition to excellent detail work, we must call these

customers on a regular basis. I am flabbergasted by thenumber of salespeople I work with who prospect anaccount, qualify them as a good fit/potential customer, andthen don’t call them on a regular basis.Once we take an account into our rotation—we have

decided they deserve our time—we work them just as wewould an existing account. We will not become our poten-tial customer’s main supplier if we are not persistent andconsistent with our contact from the outset. If we workthem like a secondary account, they will treat us like a sec-ondary supplier.Many salespeople make the mistake of staying in

Serviceship mode with customers. Alas, we cannot serviceour way to the top of a sales business. On to Friendship!

FriendShipThe Friendship level happens after we have earned our

customer’s trust through our business delivery and consis-tent personal contact. (This does not always mean friendly.Some people will never be friendly, but they will trust us—The Friendship level.)Because of this trust, doing business is easier. While

there are still negotiations, they are more transparent andmore win-win oriented. Mistakes are forgiven or fixedquickly. Volume increases.This is a happy stage in the relationship with a customer,

and many salespeople confuse happiness with winning. (Atouchdown makes me happy, but does not win the game. Adate makes me happy, but does not a lifetime partnershipmake.)Two mistakes are made at this stage of the relationship.

The first is taking advantage of the friendship and trust wehave built. We start to slack off on the detail work. (Who in

Selling Ships


Matthew Scholl, ex-Georgia-Pacific,has joined Great Southern WoodPreserving as director of qualitycontrol, working out of the corpo-rate office in Abbeville, Al., andthe treating plant in Conyers, Ga.

Rob Latham has been promoted tov.p. of Tri-State Forest Products,Springfield, Oh.

Ed Boehm, ex-Empire WholesaleLumber, is a new lumber trader atRichmond International ForestProducts, Glen Allen, Va.

Christopher Doleno, ex-CarterLumber, has joined 84 Lumber,Bridgeville, Pa. Matthew Lyons,ex-ABC Supply, is new to outsidesales in Columbus, Ga. MichaelWalters transferred from 84’sDayton, Tn., yard to the Madi-sonville, Tn., store as co-mgr.

Jay Lattanzio, ex-Dykes Lumber, hasbeen named national sales mgr. forSure Drive USA, Conover, N.C.

Coop Jackson, ex-Builders First-Source, is now regional sales mgr.for eastern North Carolina at HuberEngineered Woods, Charlotte, N.C.

Dennis Candelora, ex-Eagle Lumber,has been named v.p. of operationsfor Arnold Lumber Co., WestKingston, R.I.

Patrick Malone, ex-Atrium Windows& Doors, is new to outside sales atFoxworth Galbraith Lumber, FortWorth, Tx.

Mark Travis has been named v.p. ofoperations for Travis Lumber Co.,Mansfield, Ar.

Lindsay Robidoux, ex-BlueLinx, isnew to sales at F.D. Sterritt LumberCo., Boston, Ma.

David Kirkham has joined AtlanticForest Products, Ayer, Ma.

Ricky McNeil is a new architecturalmillwork specialist at SmithPhillips Building Supply, Winston-Salem, N.C.

Robert Lett Sr. has been promoted tov.p. of market development forWOLF, York, Pa. Promoted toregional kitchen & bath sales mgrs.are Brian Doub, for N.C., S.C.,Ga., Tn., Al., Ky., and Tx., andJames Biss, Oh., In., and Canada.New building products sales repsare Greg Glander, serving south-ern Ct., southern N.Y., and LongIsland, and Matthew Lenge, west-ern Ct. and western Ma. HunterWilberger is a new K&B sales repfor Ga., N.C., and S.C.

MOVERS & Shakers

Donnie Buhrmaster, ex-Boral, is newto outside sales at ProBuild, MountPleasant, S.C.

Adam Markich is a new commoditylumber trainee for BlueLinx,Atlanta, Ga.

Andrea Bohmfalk, ex-Shepley WoodProducts, is new to contractor salesat Specialty Builders Supply,Brewster, Ma.

Darrell Truckly has rejoinedWeyerhaeuser, Easton, Pa., ininside sales.

Brad Sorensen is new to sales atCustom Millwork, N. St. Paul, Mn.

Robert D. Joy, ex-CertainTeed, isnow in sales at ABC Supply,Raleigh, N.C.

Larry Scott was promoted to v.p. offield technical services for DriTacFlooring Products, Clifton, N.J.

Raymond Ace, ABC Supply, War-minster, Pa., has been promoted toa managing partner, along with fel-low branch mgrs. John Baratta,Stratford, Ct.; Todd Bardell, Free-port, Il.; Matt Bowen, Harrisburg,Pa.; Tim Bowen, Stanton, De.;Rick Desrochers, Avon, Ma.; Jeff

Faulkner, Oklahoma City, Ok.;Chris Flatley, Grand Rapids, Mi.;Chad Jenkins, Collinsville, Il.;Eric LaBenz, Omaha, Ne.; JoeMays, Riverdale, N.J.; JoshuaMcGrath, Woburn, Ma.; BryanMorris, Kansas City, Ks.; GregoryOechsle, Rochester, N.Y.;Giovanni Petrole, Plainfield, N.J.;Connie Prevatt, Fort Myers, Fl.;Scott Roller, Tampa, Fl.; TeressaSchaafsma, Toledo, Oh.; SteveShearer, Fort Lauderdale, Fl.;Michael Stanley, Addison, Il.;Barry Talbert, Winston-Salem,N.C.; Matthew Tobin, Chesa-peake, Va., and Andrew Wroten,Jarvisburg, N.C.

Lynn Michaelis, ex-Weyerhaeuser, isnow with Forest EconomicAdvisors, Westford, Ma.

Kelly Haga has joined the sales teamat Associated Hardwoods, GraniteFalls, N.C.

Les H. Ireland has been appointedpresident of Ames True Temper,Camp Hill, Pa.

Will B. Watching is head of securityat Mungus-Fungus Forest Products,Climax, Nv., according to co-own-ers Hugh Mungus and FreddyFungus.


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Nautical AccentsThe Beachfront collection by Themed Millwork

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Toolboxes on the GoContractor toolboxes from Buyers Products Co. are

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On Your MarksMatthews Marking Systems

offers the HP-2600 high resolu-tion, thermal inkjet printer for theLBM industry.

The printer can control up tofour cartridge modules, enablingfour different print locations orcombining them to create up to2” high messages. A variety ofdifferent inks allow both porous(case coding, fiberboard, gyp-sum, lumber) and non-porous(PVC, PET) applications.

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PVC SkirtboardRestoration Millwork cellular

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Options include a paintablewhite finish, smooth or wood-grain texture.

� CERTAINTEED.COM(800) 233-8990


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TRADERS MARKET returned to Chicago, Il., Nov. 7-9. [1] Trevor Ewert,Steve Barth, Sean Nason. [2] David Weak, John Smith. [3] SteveBurdick, Sean Burch, Ray Barbee. [4] Mike Smith, Ali Jojo. [5] Jim Poulin,Jeff True. [6] Ryan Furtado, Brad Flitton, Daniel Rocha, Jeff Cook. [7]Chad Miller, Doug Coulson, Todd Lindsey. [8] Graham Picard, JessicaPerera, Ted Dergousoff. [9] David Warford, Bill Hurst. [10] Dirk Kunze,

Shane Harsch, Janet Wheeler, Kirk Nagy, Darrel Hanson, Doug Clitheroe.[11] John Smart, Matt Pedrone, Jim Tittle. [12] Leo Colantuono, KimGlaeser, Todd Askew. [13] Mike Logelin, Wes Bush, Wayne Jordan. [14]Kathi Orlowski, Mark Erickson. [15] Bruce Burton, Denny McEntire, ErnieBurton. [16] Steve Firko, Bryant Beadles, John Smith. [17] Trish Roche,Ken Tennefoss. (More photos on next 4 pages)


2012 TRADERS MARKET (continued fromprevious page) was back at Chicago’s HyattRegency. [1] John Walcott, John Branstetter,Chris Schofer, James Lambert. [2] Bob Goral,Rick Wearne. [3] Raymond Luther, LarryPetree. [4] Kip Anderson, Stuart Ralston, SteveAnderson. [5] Leo Paradis, Keith Lolley. [6] JeffRuble, Todd Wright. [7] Charley Brittain, DougHeryford. [8] Wade Mosby, Eric Schooler, JoshDean, Alyson Kingsley, Kevin Paldino. [9] CatByers, Devon Lindquist. [10] Peter Krihak,

Derek Demeo. [11] Michael Booth, MikePidlisecky, Matt Yates. [12] Ira Feingold, DrewHoman, James Gibson. [13] Sheldon Howell,Alicia Beltran. [14] Dillon Forbes, MikeTheberge, Jim Olson, Bill Price. [15] RonCluster, Terry Baker. [16] Doug Chiasson,Susan Coulombe. [17] Chuck Gaede, AlexDarrah, B. Manning. [18] Tom & DianneFranklin, Danny Osborne, Ron Liebelt. [19] JeffFantozzi, Frank Stewart. [20] Gary Converse.

(More photos on next 3 pages)

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MORE NAWLA (continued from previous pages): [1] Jean-Marc Dubois, TonySaad, Archie Landreman, Albert Renaud. [2] Pam Mitchell, Kris Owen, SaraBond. [3] Jim Enright, Tim Lewis, John Murphy Jr. [4] Jessica Navascues,Kevin Keen, Tom Taylor. [5] Jim Griswold, Amy Vitek. [6] Jim Wolf, Mike Hoag,Chris Hedlund. [7] Jason Friend, David Bisaillon, Mark Carter, John Cooper,Joe Albert. [8] Bob Dewald, Greg Haupt, Matt Weaber. [9] Jordan Hollis, BobLoew, John Dawick. [10] Keith Abbott, Eric Wischmann, Bart Bender, ChrisWischmann. [11] Jim Haygreen, Tunstall Inge, Bucky Adams, Gary Burch. [12]Tom Rice, Bob Bell. [13] Chuck Casey, Darrell Hungerford. [14] DavidBattaglia, Jack Bowen, Kevin Hynes, Kevin Murphy, Matt Duprey, Dan Paige.[15] Clint Darnell. [16] Kim Pohl, Kyle Loveland. [17] Josh Goodman, JimFutter. [18] Mike Gerstenberger, Bob Hafner. (More photos on next 2 pages)


TRADERS MARKET convened in Chicago (continued): [1] Steve Killgore,Mark McLean, Gary Pittman, Mickey Brown. [2] Leah Heneghan, Barry Haugh,Peggie Bolan, Tim Hiller. [3] Michael Kirkelie, David Smith, Jim Walsh, MarkDenner. [4] Reed Rediger, Jim Hassenstab, Anthony Muck. [5] Mike Flynn,Derek Dryden, Marc Mendenhall, Bob Mai, Don Graver. [6] Lowell Crossley,Bill Anderson, Stephen Fowler. [7] Jeff Cook, Chris Boyd, Peter Fograscher,Jason Mann, Todd Shipp, Dave Cochenour. [8] Jim Hand, Brad Schneider,Barry Schneider. [9] Tony & Darlene Wiens, Pat Thorp. [10] Terry Neal, ReneeVachon, Jacquie Hess. [11] Brad Johansen, Mike Thelen. [12] B.L. Johnson,Racy Florence, David Cox, Calvin Biddix. [13] Patrick Taleghani, WardMintzler. [14] Alan Oakes, Courtney Watkins. [15] Tony Fleischman, JoshFleischman. [16] Bob Jahns, Jim Vandegrift. (More photos on next page)

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Myers. [10] Rick Palmiter, Mason Anderson,Ahren Spilker. [11] Konrad Tittler, Rob Breda.[12] Bernie Nugent, Win Smith. [13] Mark &Peggy Cheirrett. [14] Leonard Testa, DavidJeffers. [15] Doug Reid, Adam Gangemi. [16]Donna Allen, Joe Brown, Christopher Webb.[17] Jeff Easterling. [18] Leyland Klassen,Brian Boyd, Kathy Klassen. [19] LawrenceNewton, Carl McKenzie. [20] Mike Lermer, BillGriffith. [21] Joel Cone.

EVEN MORE TRADERS MARKET (continuedfrom previous 4 pages): [1] Mark Swinth, BrettSlaughter, Rick Yonke, Dave Billingsley. [2]Larry & Kathy Boyts, Janel & Scott Jarrett. [3]Jim Robbins, Alden Robbins, RogerChampagne. [4] Lee Greene Jr., LeslieSouthwick. [5] Craig Sichling, Shawn Enoch,Joe Hanas. [6] Milt Farvour, Mark Musgrove,Laurie Creech, Mike Davis. [7] Jeff Morlock,Chris Johnson. [8] Jim McCluskey, JeffNorman. [9] Bill Jones, Phil Schumock, Chris


WESTERN RED CEDAR Lumber Associationhosted a business presentation during therecent Traders Market in Chicago, Il. [1] JackDraper, Cees de Jager, Jeff Derby. [2] GaryArthur, James O’Grady, Janet Wheeler. [3]

Michael Mitten, Tom LeVere. [4] RaymondLuther, Bruce Tays. [5] Otis Beveridge, ReedBrunson. [6] Warren Reeves, Scott Lindsay,Harry Lund, Jerry Bolt. [7] Dave Bolgren, PaulBoehmer, Larry Petree. [8] Ryan Furtado,

Brad Morrow. [9] Philippe Caissy, CharlesTardif. [10] Doug Clitheroe, Bill Griffith. [11]Mike Lermer, Garth Will iams. [12] ChrisMusselman, Shane Harsch, Robert Sandve,Kyle Jones. [13] Dorothy & Patrick Sinclair.

ASSOCIATION Update

Retail Lumber Dealers Associa-tion of Maine honored DavidFlanagan, Viking Lumber, Belfast,Me., as Lumber Person of the Year.

Mid-America LumbermensAssociation will host a series of win-ter meetings: Jan. 10-11 in Columbia,Mo.; Jan. 24-25, Atchison, Ks., andFeb. 7-8, Little Rock, Ar.

National Lumber & BuildingMaterial Dealers Association duringits recent industry summit inSavannah, Ga., installed new chair-man Chuck Bankston, BankstonLumber, Barnesville, S.C., succeeding

Cally Coleman Fromme, ZarskyLumber Co., Victoria, Tx.

Other new officers include chair-elect Chris Yenrick, Smith-PhillipsBuilding Supply, Winston-Salem,N.C.; 1st vice chair J.D. Saunders,Economy Lumber, Campbell, Ca.;2nd vice chair Scott Yates, DenverLumber, Denver, Co.; treasurer LindaNussbaum, Kleet Lumber Co.,Huntington, N.Y.; manufacturers &services council chair Roger Dankel,Simpson Strong-Tie, McKinney, Tx.,and federated association executiveschair Paula Siewert, NorthwesternLumber Association, Minneapolis,Mn.

American Wood Council electedFritz Mason, Georgia Pacific, as itsnew chairman during the association’sannual meeting in Chicago, Il.

Other new officers are 1st vice-chairman Rob Taylor, Weyerhaeuser;2nd vice-chair George Emmerson,Sierra Pacific, and immediate pastchairman Brian Luoma, LouisianaPacific.

Newly elected board members areDanny White, T.R. Miller Mill; TomCorrick, Boise Cascade; AubraAnthony, Anthony Forest Products;Ray Dillon, Deltic Timber; MichaelGiroux, Canadian Wood Council; PatPatranella, Temple-Inland; AndrewMiller, Stimson Lumber; Jim Rabe,Masonite; Marc Brinkmeyer, IdahoForest Group, and Joe Patton,Westervelt Co.

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Photos by BPD


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

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

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Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”(advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-

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

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TRI-STATE LUMBER CO.Your Southern Yellow Pine

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Green Building GrowingDespite the economic downturn,

green building continues to acceleratearound the world, according to a newconstruction study from McGraw-Hill. “This research confirms that green

building advances environmentalstewardship while providing value tothe market,” said Geraud Darnis,president and c.e.o. of UnitedTechnologies Climate, Controls &Security, which helped prepare thestudy. “It also confirms that we nowsee more pull than push for greenbuildings.”The study indicates that the global

construction market views greenbuilding as a business opportunityrather than a niche market.Respondents reported that their topreasons to do green work are clientdemand (35%) and market demand(33%). Other reasons included lower oper-

ating costs (30%) and brandingadvantage (30%). Greater health andwellbeing was cited (55%) as the top

of the global construction market-place, and firms will need to be pre-pared for that transition.”Green building is also expected to

garner business benefits for buildingowners. For new green building pro-jects, firms report median operatingcost savings of 8% over one year and15% over five years, as well asincreased building values of 7%(according to design and constructionfirms) and higher asset valuation of5% (according to building owners).“We’ve been on the ground watch-

ing the markets shift to green aroundthe world,” said Jane Henley, presi-dent of the World Green BuildingCouncil. “Today, there are greenbuilding councils in 92 countriesaround the world—more than doublewhat it was when we first looked atthe green building market globally in2008.”The study also revealed that

approximately 48% percent of thework by U.S. respondents wasgreen—and that share is expected toincrease to 58% by 2015.

social reason for building green, aswas encouraging sustainable businesspractice. Energy-use reduction toppedthe environmental reasons for greenbuilding; 72% said it is the importantenvironmental reason to engage ingreen building. Water-use reductionwas cited by 25% of respondents, upfrom 4% in 2008. Improved indoor airquality is also more important today;17% cited this as a top reason toengage in green building, up fromonly 3% in 2008.In contrast, the top reasons cited in

2008 were doing the right thing (42%)and market transformation (35%), fol-lowed by client and market demand.“It is notable that over the next

three years, firms working in coun-tries around the world have greenwork planned across all buildingtypes, incorporating both new con-struction and renovation,” saidHarvey M. Bernstein, vice presidentof industry insights and alliances forMcGraw-Hill Construction. “It isclear that green is becoming animportant part of the future landscape

PRODUCTS FOR SALEINVENTORY ITEMS:

• Dry Incense Cedar S/Quality TK BlanksRough R/L, 2x6 $700m, 2x8 $735m.

• 2x4 thru 2x12 Western Red Cedar Dry TKBlanks S4S R/L.

Contact for list of “Specials.” Majestic Forest Products, Eugene, Or.,

(541) 345-4990; Fax 541-345-8131, or [email protected].

December 2012 � Building Products Digest � 2299

IN MemoriamChristian Miller “Chris” Snavely

Jr., 88, chairman emeritus of SnavelyForest Products, Pittsburgh, Pa., diedOct. 24 in Pittsburgh.

In 1942, while in the Army, he wascaptured during the Battle of theBulge and spent three years as a POW.He also served in the Korean War.

He joined Germain Lumber,Pittsburgh, in 1954 and purchased thecompany four years later. The namewas changed to Snavely ForestProducts in 1977.

He was a former chairman of theNorth American Wholesale LumberAssociation, which honored him withits Mulrooney Award in 1999.

APP Watch

Application: COX BOOKSHELFProduced by: Cox IndustriesPrice: FreePlatforms: iPhone, iPad

This handy new app provides quickaccess to info on the latest woodpreservation technology, includingtreatment options, uses, code compli-ance, material safety data, and designspecs. Users can compare product andtreatment options and warranties,download Evaluation Service reportsand MSDS sheets, and f ind localopportunities for continuing education.

The app also features storm prepand recovery checklists for utility polevendors, plus direct access to key CoxIndustries’ personnel for storm pre-paredness and recovery efforts.

Download from https://itunes.apple.com/us/app/cox-bookshelf/id550022311?mt=8

WITH DISTRIBUTION THROUGHOUT THE SOUTHWESTAND UNSURPASSED INVENTORY ON THE GROUND,

WE HAVE THE COMMITMENT TO BE THERE.

SEE OUR FULL PRODUCT LINE AT:

SHERWOODLUMBER.COM | 971-925-8444

Carl S. Wolf, 88, longtime NewYork lumber retailer, died Nov. 4.

He was awarded a Purple Heart,Decoration of Bravery, and VictoryMedals for his service in the Armyunder General Patton during WorldWar II.

He joined Cor-Wyn Lumber,Clarence, N.Y., in 1963, working hisway up to v.p. by the time it wasacquired by Busy Beaver BuildingCenters, Pittsburgh, Pa., in 1970. Heretired from Fagan’s Lumber in 1992.

Galen Acra Sr., 81, semi-retiredowner of Leo Builders Supply, Leo,In., died Oct. 26 in Leo.

Mel Levick, 68, owner and opera-tor of Levick Lumber, Aurora, Oh.,died Oct. 23 in Aurora.

He also was an independent salesrep for Great Lakes Lumber, Wads-worth, Oh.

Herman Hidmore Walton Jr., 83,president of Walton Lumber, Pendle-ton, Va., died Oct. 4 in Orange, Va.

He had worked in the industry formore than 60 years.

Walter Eugene “Gene” Sell, 88,former owner and operator of Sell’sTrue Value Hardware, Wellsville, Oh.,Nov. 9. He retired in 1996.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........19

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

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

Arch/Lonza [www.wolmanizedwood.com] ........................Calendar 4

Breco Wood Products......................................................................9

C&D Lumber Co. [www.cdlumber.com]...........................Calendar 10

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

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

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

Lumbermens Association of Texas [www.lat.org] ........................3

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

Nordic EWP [www.nordicewp.com]...........................17, Calendar 18

North American Wholesale Lumber Assn. [nawla.org]..Calendar 20

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....11

Plycem USA [www.plycemtrim.com] ...............................Calendar 16

QB Corp. [www.qbcorp.com]..............................................Calendar 8

Redwood Empire [www.redwoodemp.com]....................Calendar 24

Richardson Timbers [www.richardsontimbers.com] ..................15

Sherwood Lumber [www.sherwoodlumber.com]........................29

Siskiyou Forest Products [siskiyouforestproducts.com]...........21

Straight Line Transport [straight-line-transport.com]....Calendar 26

Sunbelt [www.sunbeltracks.com] ..............................Calendar 22, 29

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

Universal Forest Products [www.prowoodlumber.com] ...........4-5

What with thefree food, door prizes,and gifts, there’s a lot tolike for builder-customersand prospects attending the annual holiday bash ofCroft Lumber, Sayre, Pa.

The party starts with dinner and continues withdemos and exhibits from 30 to 40 vendors. Then it’son to door prizes and the big event of the evening: 1%rebate checks for customers who’ve spent more than$12,000 at the store and have active accounts.

“When our dad died in 1998, I was looking for newways to connect with local builders and expand thebusiness,” says Warren Croft, who co-owns the busi-ness with his brother, Michael. “That first year, wehanded out cash rebates, just like our dad had.”

The event also got a little bigger each year, movingto larger and larger venues. When a local casinoopened five years ago—largely built with materialsfrom Croft Lumber—the party was moved there. Therebates had gotten so large, they had to be handed outin check form instead of cash.

“We don’t give store credit,” says Warren. “Wewant to make it feel like a real gift for our customers,who often come in the following day and buy newtools or other needed goodies.”

Not surprisingly, customers often take the stage toexpress thanks for Croft and its helpful employees.“They appreciate that we’re investing in them,” saysWarren. “It helps create a team feeling, a sense offamily, with our customers. And that’s a great thing,especially at the holidays.”

IDEA FileCash for the Holidays


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along with a check for $100 per card(or $200 per card toappear in bothBuilding ProductsDigest and its westerncounterpart, TheMerchant Magazine) toCutler Publishing, 4500 Campus Dr., Suite 480,Newport Beach, Ca. 92660.

Use this low-cost opportunity to send New Yearʼswishes to customers, friends and suppliers—andhelp the Freedom Writers Foundation, which pro-vides college scholarships for low-income, first-gen-eration high school graduates and powerful trainingfor educators.

Your business card—reprinted in color andreduced slightly—will appear in a special section inour January issue. The cost for each ad is just$100, $25 of which is tax deductible and will bematched by us—for a total donation of $50 toFreedom Writers Foundation.

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