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ENGINEERED WOOD TRENDS � DELIVERY TIPS � PULL-OUT 2012 INDUSTRY CALENDAR

DECEMBER 2011

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

BPD BuildingProducts Digest

44 � Building Products Digest � December 2011 Building-Products.com

December 2011 �� Volume 30 �� Number 10

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In Every Issue6 TOTALLY RANDOM

12 OLSEN ON SALES

14 GREEN RETAILING

18 MOVERS & SHAKERS

20 NEW PRODUCTS

22 ASSOCIATION UPDATE

28 CLASSIFIED MARKETPLACE

29 DATE BOOK

29 IN MEMORIAM

30 IDEA FILE

30 ADVERTISERS INDEX

Special Features7 INDUSTRY TRENDS

DOMESTIC WOES CAUSE ENGINEERED

WOOD PRODUCERS TO LOOK ABROAD

8 FEATURE STORYDELIVERY OBSTACLES DON’T DEFLATE

MIDWEST LBM DISTRIBUTOR

10 COMPETITIVE INTELLIGENCEOLD SCHOOL DEALER “MALLS” THE

COMPETITION BY KEEPING IT SIMPLE

16 SPECIAL INSERT: 2012 LBM CALENDARTEAR OUT THIS WALL-HANGING

CALENDAR TO HELP PLAN YOUR SHOWS

THROUGHOUT THE YEAR

23 PHOTO RECAP: NAWLA TRADERSMARKET GOES TO VEGAS


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Thank you for believing in us!

I CANNOT BELIEVE we are already on our last issue of the year. The good news is thatif you are reading this, you have survived another year, and that is no mean feat. As

many of you have told me, this has been one of the most difficult years faced ever andhere we are in year four to five of the downturn. Simply keeping the lights on and thetelephone ringing has been a tough task for many, and for those that have survived ithas been stressful and gut wrenching at times.When you look at the hard numbers, it is difficult and tragic to believe what this

industry has had to contend with. So it would be a brave person who would predict thenext 12 months for certain. I have often said to people how not so long ago in othercompanies we had to prepare not only one-year plans, but also three, five, and often10. Today, in truth, I would not like to predict the next quarter.If we have learned anything this year, it is how intertwined our entire economy is

with the rest of the world. Who could predict a country like Greece, which representsonly a half-percent of the world’s GDP, could create such havoc internationally? Andjust when you believe steps are in place to solve that crisis, up pops Italy, and tomor-row probably Spain. The economic uncertainty, fueled by continued high unemploy-ment, says we cannot rebound until such issues are solved. An election year typicallysuggests a hedging of bets until the next administration is confirmed, so it is assumedthat it is unlikely that 2012 will be a turn-around year. Yet I believe that 2013—despite the unluckiness of the number 13—will actually be the start upwards.Past experience suggests that if I am anywhere near correct, 2012 will be a critical

period in positioning your company to take advantage of the momentum. Trying tojoin the party after it has started without you will be too late. Many of our advertisersthat have maintained presence and visibility say they expect to step up efforts nextyear. A caller this morning told me he looks at the current environment where compa-nies are struggling as an opportunity to grow, and has undertaken a series of new ini-tiatives that are beginning to pay off for them and will also position them well for theturn-around. It is already finding them new customers and profitable revenue. I havehad companies inform me of 30% growth rates and others tell of adding staff. So thereare pockets of good news. As the saying goes, “luck favors the brave.” During myfinal tradeshow visits of 2011, I witnessed additional success stories that give me opti-mism. I heard from someone the other day: “I am fed up with being fed up.” That isprobably how many of us feel; we are ready to move on and up. Here’s to that!As we again come to year-end, I want to thank you, our readers and our advertis-

ers, for your continued support. We are the only publications in our sector to publishevery month. Your loyalty has allowed us to do that. In a few months, we reach 90years old (our first publication in the West debuted in July 1922). Our mission isalways to support this industry. Along the way, we meet thousands of readers everyyear, and I am always touched to hear feedback of how you enjoy our publications. Ona personal note, I enjoy many, many industry friends who are a good representation ofthe industry that most of us so dearly love—despite its occasional flaws and warts.As I do every year, and do so with more determination

this year, I guarantee we will support this industry and itspeople to our absolute maximum, offering all that we canto help you run your business more profitably and keepyou abreast of changing times and tastes. When we do not,call me personally. Like all companies, we are only asgood as the people surrounding us, and I am lucky to havea staff that is the most experienced in the business.To you, your families, and your colleagues, a

Merry Christmas, Happy Holidays, and a suc-cessful, healthy New Year from us all at BPD.I hope to see you soon—perhaps at one of thehundreds of events listed in the 2012Industry Calendar that can be pulled outfrom the center of this magazine.

Alan Oakes, [email protected]

Building-Products.com December 2011 � Building Products Digest � 77

INDUSTRY TrendsEngineered Wood Products

BUFFETTED BY A DIFFICULT domes-tic market, Louisiana-Pacific is

stepping up efforts to produce andmarket its engineered wood productsoverseas.Although third quarter 2011 sales

of EWP were up 45% over third quar-ter 2010 (including a 71% spike forLVL and LSL), the segment still lost$3 million for the quarter. The onebright spot has been growing interna-tional sales, particularly LSL toAustralia.In addition, LP is pushing towards

a 10-fold rise in business to China,although its goals are at the mercy ofexchange rates, due to shipping costs.Europe is another big target. LP

introduced its SolidStart products—including I-joists, rimboard, laminat-ed veneer lumber, and laminatedstrand lumber—to Great Britain latelast year and in 2012 plans to expandEWP sales to the whole of Europe.LP Chile and LP Brazil are also

enjoying the best years in their histo-ries. “In Chile, both mills continue torun at near capacity and domesticdemand remains strong,” said c.e.o.Rick Frost. “We are under some pric-ing pressure in Chile from imports.”Much of the increased demand in

Chile arose from rebuilding in thewake of a 2010 earthquake. Half ofthe homes now built in Chile usewood framing rather than concretestructures, which is considered moresusceptible to collapse. Brazil has been a more difficult

market to capture for LP, due to theneed to change building codes.Consequently, LP has focused moreon supplying products for existingdesigns, rather than pushing new con-

struction techniques.In time, LP would like to build a

second EWP mill in Brazil. Frost said,“In Brazil, we are operating our PontaGrossa mill at about half of its capaci-ty, and the decision to start up the sec-ond thermal oil line there will proba-bly put off, be put off until Q2 of nextyear. That will be based upon thebusiness level at that time. About20% to 25% of the Brazil volume isgoing to China for interior use.”In the meantime, Frost is bracing

for the typical seasonal dropoff thatstrikes domestic markets across allproduct lines every fourth quarter.“In general,” he said, “I think the

Domestic woes cause EWPmakers to look abroad

MANUFACTURERS such as LP are looking to increase exports and add production capacity over-seas to shore up their engineered wood businesses.

housing market remains weak aboutanyway you slice it.”Other EWP producers are crafting

their own strategies. Weyerhaeuser,too, had heady growth in exports, par-ticularly from its B.C. mills to Japanand China. Nonetheless, Weyco alsoannounced the permanent closure offour previously curtailed EWP facili-ties—LVL plants in Albany, Or., andSimsboro, La., and veneer operationsin Pine Hill, Al., and Dodson, La. Boise Cascade increased third

quarter sales of LVL by 23% and I-joists by 13%, while benefitting fromlower raw material costs and higherlumber sales prices.


EARLIER THIS YEAR, a tornadostruck the south side of La

Crosse, Wi., and tore a two-block byseven-block-long swath, shearingroofs off buildings, downing powerlines, and destroying homes. Although nowhere near as devas-

tating as the tornado that rippedthrough Joplin, Mo., 620 miles to thesouth, the tornado that hit La CrosseMay 22 did nearly $10 million indamage and displaced about 30 fami-lies.Building materials supplier Badger

Corrugating Co. was based at groundzero. Despite sustaining a direct hitresulting in an estimated $1 milliondamage to 15 of its 17 buildings,

Badger still resumed operation theday after, supplying businesses andresidences damaged by the storm. Even though tire-puncturing debris

littered the roads and streets in andaround the company’s West Avenuecampus, none of the company’s trail-ers in its main delivery fleet sustaineda flat tire due to punctures, accordingto Badger transporation managerKevin Hanson. “That’s remarkable,”Hanson said. He credits high-tech tires and his

local Goodyear dealer, WingfootCommercial Tire, for helping thecompany keep its fleet moving fol-lowing the disaster.“We’re pleased with the perfor-

mance of these tires,” Hanson adds.“By using these tires on our trailers,our problems with flats have droppeddramatically. I’d say we’ve droppedour number of service calls by almost95%.”The La Crosse-based distributor

has been led by the Sexauer familysince its inception and is currently inits fourth generation of family owner-ship. Badger was founded in 1903 pri-marily as a fabricator of metal prod-ucts, such as ventilators, stock tanks,and a variety of products for the heat-ing and building trades. Over the past100 years, Badger has evolved into afull-line distributor of lumber, interiormillwork, exterior millwork, cabinets,fireplaces, roofing, and agriculturalproducts. The company’s customersinclude dealers, suppliers and contrac-tors in Wisconsin, Minnesota, Iowaand Illinois.The company operates a total of 22

straight trucks, boom trucks and trac-tors, and 19 trailers. Before Badgerswitched tires three years ago, itsmain delivery fleet of 10 tractor andtrailer units suffered at least one flattire per week, usually on the trailerposition, Hanson reports. He opted for Goodyear tires with

DuraSeal Technology, a gel-like, sol-vent-free compound built into theinner liner of the tire. It can instantlyand consistently seal punctures up to1/4-inch in the tread area, without theneed to repair the tire until it isretreaded. This allows drivers to con-tinue operating after a tire is punc-tured.With the new tires on its trailers,

the company now gets one flat tireevery one to two months. Hanson also

FEATURE StoryTune Up Your Fleet Maintenance

Delivery obstacles don’tdeflate LBM distributor

HIGH-TECH tires and an upgraded maintenance schedule have helped Badger Corrugating reducedowntime on its fleet of 22 straight trucks, boom trucks, and tractors, and 19 trailers.


attributes close monitoring of the tireswith routine pressure checks by dri-vers and monthly checks by WingfootCommercial Tire technicians for thecompany getting more miles toremoval from its tires. Plus, the com-pany has instituted a maintenanceprogram that has the steer tires beingpulled at between 5/32- and 6/32-inchtread depth and replaced. The drivetires are pulled at between 4/32- and5/32-inch tread depth. The steer anddrive tires are then retreaded usingpre-cure and mold-cure methods forthe drive positions. Fewer flats mean more miles to

removal, plus Badger saves thousandsof dollars in tire-related servicecosts—and helps the company realizeits on-time delivery promises to cus-tomers. Each morning around 3 a.m., dri-

vers leave the company’s main ware-house in La Crosse loaded with lum-ber, corrugated sheet metal, roofingsupplies, and other building materialsto make deliveries to customers.Drivers usually make anywhere froma handful to 10 or 12 stops, dependingon the length of their routes. Driversusually make their first deliveries byabout 7 a.m.Hanson says flats generally

occurred about an hour or two intoruns. That’s because the trailer tireswould get punctured by nails, screws,or other sharp objects in lumberyards.

They would develop slow leaksovernight, which would not benoticed until the next day when thetrailers would suffer flats after gettingback out on the road.“I’d get a call at 4 a.m. from our

driver who was stuck out on the roadwith a flat trailer tire,” Hanson says.This led to delays in the delivery ofmaterials to key customers. Hanson reports that an after-hour

service call costs anywhere from $200to $800, depending on the distancesinvolved. Plus, it means a delay indeliveries of building materials to hiscustomers. And that delay affectstheir customers. “Perhaps one of their customers

was a contractor working on a housethat needed to close later in the day at2 p.m.,” he says. “If we’re an hour ortwo late in making our deliveries inthe morning, that could mean the con-tractor wouldn’t get his supplies intime in order to finish his work beforethe 2 p.m. closing. And if the housedoesn’t close, the deal falls through. “Delays on the back end can affect

everything that’s happening all theway down the line,” Hanson contin-ues. “Avoiding those kind of delays,particularly in this difficult economy,is very important. All it takes is toburn one bridge and word of mouth isenough to cause serious problems foryou.”

BADGER TRANSPORTATION manager Kevin Hanson (left) and Wingfoot Commercial Tire salesrep Tracy Ness check the tread depth on a trailer tire. The distributor has instituted a maintenanceprogram that has the steer tires being pulled at between 5/32- and 6/32-inch tread depth andreplaced. The drive tires are pulled at between 4/32- and 5/32-inch tread depth. The steer and drivetires are then retreaded using pre-cure and mold cure methods for the drive positions.


BILL GERSON, OWNER AND GENIUSbehind Mahoning Lumber Center,

Youngstown, Oh., serves commercialbuilders. For shopping mall stores likeVictoria’s Secret, Anthropologie,Ruby Tuesday, and a hundred others,he’s the go-to guy for all the bells andwhistles. Yet he operates with few of them

himself: no computer, no website, noemail address. Not even a number inthe phone book. (It’s unlisted to screen

Old school dealer“malls” the competition

COMPETITIVE IntelligenceBy Carla Waldemar

OHIO LUMBERMAN Bill Gerson has carved aniche out of supplying new construction ofshopping malls, while maintaining his time-hon-ored ways of doing business.

years.No need, he says, for high-tech

tricks. Or a college degree, for thatmatter. Like his father, Sam, beforehim, business insights were soaked upon the job. Sam Gerson, who left theold country to make his home inCleveland, dropped out of elementaryschool to help support the family. By1930 he owned the BroadwayWrecking Co., which segued intoBroadway Lumber when customerswanted not only demo work but thematerials to build anew as well.In 1940 Sam bought Mahoning in

bankruptcy court for $1,750, whichdid well enough to send Bill to col-lege, first at Ohio U, then Miami,where, in 1952, the kid dropped out tobuy into a waterskiing outfit. Thatlasted until a visit from dad, who tookhim aside and made it clear: “I don’twant a beachcomber in the family.Come home.”He obeyed, of course, and almost

immediately was transferred toYoungstown, where he lived in theYMCA (and later became a boardmember) while partnering with a dri-ver to set up the lumber center. Thecompany flourished, supplying materi-als for the high-end homes of thetown’s steel executives, but graduallysteered its focus from residential tocommercial building.Brilliant—because the mills shut

down in 1983. Home-buildingscreeched to a halt and 80% ofMahoning’s customers disappeared.But fortunately, a right-time, right-place stroke of business luck hadalready occurred in 1962, when big-time developer De Bartolo (owner ofthe San Francisco Forty Niners, by theway) couldn’t find drywall for a the-ater he was building. “We gave it to

calls from individual homeowners andeven the home builders he used toserve.) He pecks out his correspon-dence on a typewriter—rememberthose? And, I suspect, he answeredthis reporter’s call on a rotary phone.Yet, he’s served as prime supplier for6,000 mall stores in all 50 states (andrecently Puerto Rico) over the past 15

him, and we were off and running. Webuilt their first mall ever in Miami,”Bill recalls.But De Bartolo wanted his supplier

close at hand—as in “Move toMiami.” “Fine,” said Bill. I had acondo, a place to live, so it was per-fect”—except for the fact that the fam-ily preferred to stay put inYoungstown, so Bill began a life oflong-term commuting.It proved well worth all the airport

time. “We built 14 malls in 15 yearsand also supplied the millwork for themost luxurious hotel on that part of thecoast. We’d bid on it, but didn’t getthe job. However, the company thatwon out soon went bankrupt, so theycalled us for 450 doors ASAP. We hadeight trucks and eight drivers andshuttled them back and forth”—a$55,000 payoff, by the way.Today, Mahoning operates with

three trucks, three drivers, and an out-side sales staff of “all girls,” Bill pro-claims in non-PC language, but whatthe heck? “They’re phenomenal,” hedeclares. “They go after malls underconstruction and talk to the supers,and they get 60% of the business.”And that business is very competi-

tive, he reports. Thus, Mahoning hasleased satellite warehouses to assurethe overnight delivery these develop-ers demand. (Finish a day late andthey’re slapped with a $10,000 penal-ty.) “We offer better service,” Bill pre-sents as one key to his continued suc-cess. “You’re as good as your name,”he knows full well,” so we also canoffer our reputation. Plus, we supplythe lumber and plywood that otheryards don’t carry. In fact,” he chuckle,“other yards didn’t even realize whatwe were up to. Malls weren’t beingbuilt until we got there.


tion to take advantage of the favorable business climate (nopersonal property tax, etc.) Doing business in all 50 states,“I could live anywhere,” Bill claims. But he’s happy to beback in Ohio, where Mahoning also is licensed.And thriving. “Thirty-seven lumber companies closed in

Youngstown, and not because of the big boxes,” he insists.“They closed because they couldn’t adapt when home-building died. There are only two of us left. And we are theonly lumber company that does shopping mall stores.”No denying that Mahoning took a big hit when the econ-

omy tanked, however. “We died completely in 2009 and2010. The phone stopped ringing and I was so scared, soworried.” But 2011 came along and mall owners, seekingan uptick, gave their tenants orders: Remodel or we’ll takea long, strong look at your lease. There are 35 Limitedstores and 40 Victoria’s Secrets who had to listen, amongothers, so “we had one of our best years. Business was up50% over 2010. Bill, who’d rather we didn’t

announce his age, operates like a kid30—or make that 50—years his junior.And he has no intention of slowingdown. He’s glad to pass on the mostimportant lesson he learned from hisfather, “a remarkable man.“I’ll put it this way,” he says.

“Dad told me, ‘Son, the customeris always right. Use that premi-um and you’ll succeed.’”

Carla [email protected]

“Another thing—you’re gonna like this story, dear—I’ve worked with one of our best contractor customers inOhio for over 37 years and never once called him formoney. “I only have seven customers,” he continues, “and that’s

enough to keep me happy. One of the best is in Humboldt,Texas. Another in Canton, Ohio. And our main customer inFt. Myers, Florida. How do I connect with them?” herepeats my query. “It’s a miracle! Here’s how we do it: It’sall through the supers. I’m friends with all of them. I fly outto meet them so they know I’m for real. They put me onwith their contractors. “We give them the best quality. No callbacks.” Well,

one. Almost. “I got a call from a guy for whom we’d deliv-ered metal doors and frames, and boy, was he mad! ‘Bill, Itrusted you to sell me doors, and these don’t even fit!’ Icame out to take a look, and he’d hung them upside down.He was so embarrassed,” Bill laughs.Only seven customers—and only five major suppliers,

including Midwest Wholesale Hardware, Dixieply for lum-ber and plywood, and Hering Corp. for doors and windows.“They love me because I pay my bills on time. So, we cannegotiate deals. I’ve gotten 62 blueprints since January,including one for Beholden, a new bridal chain going intoChicago. But I couldn’t give them good delivery if my sup-pliers didn’t give me a break. If they didn’t, other compa-nies would take it away from me. But if you pay your billsbefore they’re due, that gets their attention.”By now, Bill has moved back to Youngstown, thanks to

the insistence of a wife and daughter who could hardlyremember what he looked like. (Okay, they didn’t complainabout visiting him on the Florida beaches—only the phonebills and airfare.) Yet Mahoning remains a Florida corpora-


you will not sell less. You can quote everything with$5/MBF less for the next 20 years and you won’t sell more.The only thing that affects our income is the quality of oursalesmanship, not how low our price is or isn’t. If we takethe strongest seller from your office and make him sell at$5/MBF more than your weakest seller for a whole year,who will sell more? It’s about salesmanship, not aboutbeing the lowest. This idea also accelerates our sales days, years and

careers. If we need to be the cheapest, we have to researchprice forever. If price is just another detail, we just need aprice, not the cheapest price. The (best) price is somethingwe work out with the customer, not something we deliveron our own. The customer has mutual responsibility to ourpartnership to arrive at the correct price.

I can’t sell everyone. I don’t want to sell everyone.Master sellers spend much less time working with anaccount that doesn’t buy than do sellers who struggle.Hanging on to accounts too long is also the major symptomof a plateaued seller at any level, but especially the mid-high level. Comfort is the enemy of the master seller.

My account base is never set. The desired myth of thestruggling seller is for the “perfect” account base. Once theperfect account base is attained, we won’t have to striveanymore. Our customers will trust us and buy from us withease. We never arrive at this mirage. Master sellers constantly, consistently reinvent them-

selves. They do not wait for cataclysmic changes in theweather (dinosaurs) or their account base (struggling sell-ers). Master sellers continually upgrade their account base.As Kipling said, “All men count with you, but none toomuch.” The same can be said for our accounts. We lovethem all, but we don’t fall in love with any ofthem.

Thinking matters. What I think aboutand how I think about it affects my results,my career. Any kind of negativity must bestricken from our vocabulary and our lives.We must work at it. Are there negativethings that happen? Yes. They arein the past. The present and thefuture are positive when wemake them so.

WHEN I THINK OF SELLERS who know/sell more than Ido, I liken what they know to the view of someone

who is at the right angle of a hallway. We can see them andthey can see us, but we can’t see what they see when theylook down the other end of the hall. They can describe it,but we can’t really experience it until we get to wherethey—the master sellers—are in the hallway.Through my own evolution and working with salespeo-

ple, I have found the following idea and attitude changesare crucial for sellers who want to reach the next level.

Preparation works. Activity does not equal progress. Aseries of well-planned sales calls will yield a closing per-centage. From here, we can do sales math and figure outhow many calls we need to achieve our sales goals.Winging it is faster and much easier—in the short run—than planning our calls. In the long run, winging it leavesus running in place. Our careers do not advance becauseour skills do not advance. It’s like riding as a passenger in acar for years; you really don’t know how to get anywhere,because you haven’t been doing the driving.

Price is just another detail. Salespeople bring up pricefirst—ALWAYS—and then blame the customer for being a“price buyer” or “always countering me.” Can you imaginegoing to a car lot and when the salesman asks, “What colordo you want?,” you respond, “Oh, I can’t tell you that. Justcome back with your best color.”? Of course not. Color,like price, is just another detail we must know before wecan put the order together. The customer will seldom buywithout knowing the price, so in the end it must be covered,but it is just another detail.

Being low doesn’t matter. Guarantee: You can quoteeverything with $5/MBF more for the next 20 years and

OLSEN On SalesBy James Olsen

Epiphanies in the lifeof a salesman

James OlsenReality Sales Training

(503) [email protected]


DEALER BriefsProBuild has closed 12 lumberyards, including Yorkville

and Westmont, I l . ; Columbia, S.C.; Cherry Hil l , N.J.;Greensboro, N.C., and Fredericksburg, Va.Its Lynchburg, Va., yard shut down its gypsum operation.

Jackson Lumber & Millwork, Lawrence, Ma.,agreed to buy the former 3.5-acre site of Eastern Lumber,Amesbury, Ma., which closed in June after 61 years. Jacksonpresident Al Torrisi hopes to reopen the yard in the spring.

Fullerton Building Center has sold stores inYankton, S.D., and Vermillion, Winner, and Norfolk, Ne., to 35-unit Mead Lumber.Fullerton retains yards in Iowa, Minnesota and Wisconsin.

Marvin’s Building Materials & Home Centerssecured a five-year, $20-million revolving credit facility withWells Fargo Bank. The chain added store #28 Oct. 14 in Eufala, Al., and will

open at least two units next year, including in Fayetteville, Tn.

U.L. Harman, Marydel, De., closed Oct. 29 after 98years.

Builders FirstSource opened a new 45,000-sq. ft. DCin Riviera Beach, Fl., replacing its W. Palm Beach, Fl., yard.

Star Lumber, Wichita, Ks., closed its Salina, Ks., yardlate last month and will serve the area with outside sales reps. The chain also added an 8,000-sq. ft. satellite warehouse

in Lawton, Ok.

Woodson Lumber is building a 14,000-sq. ft. replace-ment store in Groesbeck, Tx.

Claassen Hardware & Lumber, Newton, Ks., isclosing after 64 years.

Firkus Lumber Co. & Hardware, Rosholt, Wi.,added a location in Iola, Wi. (Marcia Czerwonka, store mgr.).

Cole Lumber Co. held a grand opening celebration atits sixth and newest yard, in Madisonville, Ky.

84 Lumber is closing its store in Fruitland, Md., formerlyhome to Masten Lumber & Supply Co.

True Value stores owned by John Niederauer in DellRapids, Miller, Redfield and Tea, S.D., have converted to Ace.

Buikema’s Ace Hardware closed its 5-year-old storein Aurora, Il., Nov. 19, reducing the chain to five locations.

Do it Best Hardware is the new name for YourOlde Tyme Hardware, Canton, Oh., following its sale byChuck and Sherry Tubbs to Ken and Jill Drensky, FultonHardware, Canal Fulton, Oh.Bill Colton, ex-Hartville Hardware, is now store mgr.

Home Depot is building a $20-million, 1.18 million-sq.-ft.warehouse in S. Dallas, Tx., adding to its current 531,000-sq.ft. facility.

ROBORO’S new software makes it easier for customers to select andspecify glulams.

Choosing Glulams Gets EasierRosboro has updated its technology platform with a

new software system that allows customers to more easilyselect and specify glulam products. With isDesign,Rosboro clients can enter the span and load conditions fora project and automatically determine the best product forspecific uses, as well as calculate multiple spans, pointloads, cantilevers, and other applications.“With isDesign, we’re integrating what we find to be a

flexible, user-friendly software solution,” said GeoffCrandlemire, distribution and product development manag-er for Springfield, Or.-based Rosboro. “Our customers willnow have a simpler interface with intuitive navigation thatsaves them time and helps them select the right glulamproducts for their intended application.”An analysis/engineering software that incorporates the

most recent .NET technology, the new system’s interfaceand features enable users to operate in a familiar and com-fortable Windows environment.Rosboro’s custom glulam service is included. Curved

lengths up to 100 ft., depths up to 53 inches, and a varietyof textures and appearances are available.

GLULAMS can be ordered in custom lengths, depths, textures andappearances.


THIS DISMAL YEAR is almostover and most people won’t

be sorry to see it go. On the otherhand, if apocalyptic 2012 predic-tions are correct, the New Yearwill see the Mayan calendar com-ing to an end and so, apparently,will the world. Yikes! There’s acurse, reputed to be Chinese, thatgoes, “may you live in interestingtimes.” Well, we’re living it.But even in these interesting

times, I still find reasons to beoptimistic. You don’t have to begreen to do well in our business, but green dealers tend todo better. That’s encouraging. This year, there were severalinnovative products and materials that were either launchedor found traction in the market. That’s also encouragingbecause innovation is exactly what the home and sheltersupply chain needs—in products, materials, merchandis-ing—the whole package. And it seems to me that’s exactlywhat’s in the pipeline for next year and beyond. Here’swhat I’ve got my eye on.For several years, we’ve seen small independents roll

out green-only retail concepts and do well in their respec-tive niche markets. But this year Green Depot (greende-pot.com) took a step into the “big leagues” when theyacquired EcoHaus on the West Coast, making them the firstcoast-to-coast green home improvement chain. They’vedemonstrated that green can scale. Who’s next? It might benew, Austin, Tx.-based TreeHouse (treehouseonline.com).It’s big, well designed, focused 100% on green building,and is an easily replicable concept. These are but twoexamples of the shape of things to come.On the product front, it’s hard not to get excited about

the innovations in energy efficiency. Perhaps there’s nobetter way to gauge what’s happening here than to look atthe least sexy product category: insulation. There’s a placefor mass-produced, formaldehyde-free, high recycled con-tent fiberglass, but for a paradigm shift, you’ve got to lookat what small companies are doing. For example, we’vetalked about hemp as a building material, but now there’shemp insulation, too. American Lime Technology’s (ameri-canlimetechnology.com) Breathe insulation is made fromhemp and flax fibers, is breathable and functional, withobvious green benefits over conventional materials. And

A green 2012: Innovationin interesting times

GREEN RetailingBy Jay Tompt

then there’s insulation made fromfungus and agricultural waste—hard to get greener than that.Designed by Ecovative Design( e c o v a t i v e d e s i g n . c o m ) ,Greensulate is currently undergo-ing testing and may come to mar-ket next year. If insulation is the least sexy

product category, then thermalmass, as such, is the least com-mercialized. As passive solardesigners have known fordecades, properly managing ther-

mal mass and solar gain results in efficiency and comfort.For example, a granite south-facing wall absorbs heat dur-ing the day, keeping interior spaces cool, re-radiating thatheat at night, keeping interiors warm and comfortable. Imagine if, instead of logistically unfriendly granite,

thermal mass was a product that came in rolls, like bubblewrap, that was easily installed in walls and ceilings like,well, bubble wrap. Turns out someone already has. PhaseChange Energy Solutions (phasechange.com) has devel-oped BioPCmat, a roll of bubble wrap like material that isessentially thermal mass in a roll. Properly installed,BioPCmat can result in 30% energy savings.Products like these offer radical new approaches to

products and materials. And this is just the tip of the ice-berg. Philips recently unveiled theMicrobial Home design concept,including a kitchen that produces itsown cooking gas—methane—frombathroom and kitchen waste. Whetherthese product innovations take off inthe marketplace is an open question.But innovation breeds innovation.If this pace of new productdevelopment continues, 2012could well be very interesting,but in a good way.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]


Prince Building Systems, Neillsville, Wi., is now dis-tributing EcoStud insulating wall studs in Wisconsin,Minnesota and Iowa.

McShan Lumber Co. completed a three-week modern-ization of its sawmill in McShan, Al., installing a new optimizedgang and lineal edger, and new lumber handling equipment.

MJB Wood Group , Irving, Tx., has addedsales/distribution branches in Simsboro, La.; Louisville, Ky.;Charlotte, N.C., and St. Paul, Mn.

Jordan Forest Products, Mount Gilead, N.C., idled itsBarnesville, Ga., sawmill last month, with hopes to restart thefacility Jan. 2.

Pollard Lumber Co., Appling, Ga., lost a dry kiln in anOct. 27 blaze.

Roseburg is indefinitely idling its particleboard plant inLouisville, Ms.

National Industrial Lumber Co., Heath, Oh., hasacquired Canfield Manufacturing Co., Canfield, Oh.,and will relocate Canfield’s fabricating operations to its manu-facturing plant in North Jackson, Oh.

Allied Building Products Corp., East Rutherford,N.J., has acquired 4-unit roofing/siding distributor IvanSupply Co., Philadelphia, Pa., and the Smyrna, Ga., branchof American Wholesale (John Baumgartner, mgr.)Musser Lumber Co., Rural Retreat, Va., sustained

minor damage from an Oct. 29 fire caused by a piece ofmachinery.

Mar-flex Waterproofing & Building Productswill construct a new 47,000-sq. ft. distribution/manufacturingcenter in Carlisle, Oh., to replace its Madison, Oh., warehousethat was destroyed by a January fire.

Rocky Top Building Products’ DCs in Rocky MountVa.; Hagerstown, Md., and Fombell, Pa., are now distributingthe full line of Fiberon decking, railing and fasteners inVirginia, Maryland, western Pennsylvania, western New York,eastern West Virignia, and Ohio.

Weyerhaeuser is now distributing Boral’s VersettaStone panelized stone veneer to the Northeast and mid-Atlantic from its service centers in Baltimore, Md.; Easton, Pa.;Richmond, Va., and Charlotte, N.C. Troy Ballard is Weyco’smarket development leader for the products.

LMC is now distributing Fairway Vinyl Systems’ModernView decking in the Northeast.

Rex Lumber, Acton, Ma., now distributes Accoya modi-fied wood and Red Grandis eucalyptus from Urofor’s single-species plantation in South America.

Glenbrook Lumber , Oakdale, Mn., now offersCertainTeed’s EnerGen photovoltaic panel systems inMinnesota and western Wisconsin.

SUPPLIER Briefs

Northeast Distributor Opens New Hq.After 26 years in Holbrook, Ma., Boston Cedar has

unveiled a new state-of-the-art headquarters in Mansfield,Ma.—while promising there’s more to come.“We successfully met the demands of business reloca-

tion during the first half of 2011 and created a technologi-cally advanced sales and distribution operation during thethird quarter. All the while, our loyal customer base claimsthat we maintained a very high level of service” said presi-dent Joe Cusack.“During 2012, we plan to move from the ‘drawing

board’ to the building phase an education and workshopsetting for customer presentations, which will be directlyintegrated into our new office space,” added Paul Colliton,v.p. of sales & marketing.

G-P Shuffles EWP DivisionGeorgia-Pacific Wood Products is overhauling its engi-

neered lumber business to create more direct involvementwith its customer base and expansion of services.G-P will provide its engineered lumber customers with

inside and outside account management personnel, businessdevelopment support, engineering and technical services,and software development and support. G-P will continueto offer a complete portfolio, including LVL, solid sawnand LVL flanged I-joists, glulams, and rim board.“This new strategy will help expand market opportuni-

ties for GP, our customers, distributors, and supply part-ners,” said Mark Luetters, president of Georgia-PacificWood Products. “We feel this will help us better meet cus-tomer needs through a strong network of independent dis-tributors with a primary focus on engineered lumber prod-ucts.”The strategy coincides with the Feb. 12, 2012 expiration

of G-P’s distribution agreement with BlueLinx, which willallow G-P to begin to phase out its Broadspan line of engi-neered wood products late in the first quarter of 2012.“We’re excited about being able to offer strong brands

such as Wood I Beam joists, GP Lam LVL, GP Lam 3000glulam, and Fiberstrong rim board to a broader set of cus-tomers,” said Paul Watterson, general manager for G-PWood Products. “We’re looking forward to working moreclosely with our customers, and will remain committed tooffering high-quality wood products and innovative solu-tions to the industry.”

AFTER MONTHS of design and construction of its state-of-the-art officespace in Mansfield, Ma., Boston Cedar employees joined in celebrationof the company milestone Oct. 31.


DEALER BriefsTreeHouse opened its f irst

25,000-sq. ft. sustainable home centerOct. 22 in Austin, Tx.

ReBuild Warehouse, Spring-field, Va., closed Nov. 20 after lessthan three years.

Suburban Ace Hardware,Cockeysville, Md., relocated nearby toa larger, 11,200-sq. ft. building.

Cefo Enterprise Corp. openeda 10,500-sq. ft. Ace Hardware inMiddleburg Heights, Oh.

H. Brickman & Sons thisspring opens store #3, a two-story,8,100-sq. ft. Ace Hardware in E.Manhattan, N.Y.

Ingersoll Hardware, RockyRiver, Oh., is closing next month after105 years.Many of its 22 employees will apply

to work at an Ace Hardware that’smoving into the neighborhood.

Standers Ace Hardware ,Louisville, Ne., was destroyed by anearly morning fire Nov. 1.

Anniversaries: Rocky’s AceHardware, Springfield, Ma., 85th …Blue Ridge Lumber, Blairstown,N.H., 50th …

Great Southern Buys ElderGreat Southern Wood Preserving,

Abbeville, Al., has acquired ElderWood Preserving Co., Mansura, La.,as its eleventh treating facility.“For more than 30 years, Elder

Wood Preserving has been a leader inour industry in Louisiana and portionsof the Gulf Coast,” said GreatSouthern president and c.e.o. JimmyRane. “Our involvement will simplyenable that plant to bring more prod-ucts and more resources to its cus-tomers than ever before, while allow-ing us to expand our footprint.”Founder Joe Elder initiated the sale,

but passed away weeks before it wascompleted. “It’s an exciting opportunity for all

involved and something I wish JoeElder could have been here to cele-brate with us today,” Rane added.

Illinois Lumber Chains MergeAlexander Lumber and Hundman

Lumber have agreed to merge underthe Alexander name, bringing thechain to 30 locations. “Alexander Lumber has a long and

successful history, and I am excited towork with them to merge our twooperations into the leading supplier indownstate Illinois,” said presidentMike Hundman, who will joinAlexander’s management team.Tom Hodgson, owner of Alexander

Lumber, said the merger allows hiscompany to expand into the new terri-tories of Peoria, Fairbury and Decatur,

where Hundman currently has storelocations. The two companies bothhave stores in Lincoln, Bloomington-Normal and Champaign, Il. “Hundman Lumber is at a point

where some of our stores could benefitfrom an upgrade, and we need toinvest significant dollars in systemsand equipment,” said Hundman.“Alexander’s resources and experi-ence will aid us in making theseimprovements.”Founded in 1950, Hundman seven

locations and two wholesale divisions:Decatur CounterTop and HundmanTruss & Wall Systems. Alexander started in 1929 and has

23 locations in Wisconsin and Illinois.The deal is set to close in first quar-

ter 2012.

US LBM Picks Up LymanBlackEagle Partners, owner of US

LBM Holdings, bought at auction theMidwest operations of bankruptLyman Lumber Co., Excelsior, Mn.The $23.75-million purchase

includes Lyman’s sales and distribu-tion centers in Chanhassen, Mn., andEau Claire, Wi.; component opera-tions Automated Building Compo-nents, and installers CarpentryContractors, Montrose, Mn.Lyman becomes the eighth US

LBM company, retaining its tradenames, locations, and workforce.Lyman v.p. of operations, DaleCarlson, stays on as president of thenew division.After filing for Chapter 11 bank-

ruptcy during the summer, Lymanexpected to sell its Midwest operationsto SP Asset Management, but SP wasoutbid by BlackEagle.

Tear outthis industrycalendar to

plan your showvisits during

2012.

��


SUPPLIER BriefsFormer employees of Phoenix

Products Co., Milwaukee, Wi., haveformed Intrigue Lighting LLC topurchase Phoenix’s Intrigue fixture line.Todd Manderfield is president of

Intrigue.

ClarkDietrich Building Sys-tems, West Chester, Oh., purchasedbead/trim maker Vinyl Corp., Miami,Fl., from Worthington Industries.Larson Manufacturing is clos-

ing its storm door/window plant in ClearLake, Ia., consolidating operations inLake Mills, Ia. Ninety workers will trans-fer, while 68 jobs will be eliminated.

Royal Group has been renamedRoyal Building Products.Trex, Winchester, Va., inked a

licensing deal with BackyardAmerica, Manassas, Va., to developand market Trex Pergola kits.

Wolf, York, Pa., earned code com-pliance approval from ATI Evalua-tion Services for its PVC decking.

Coastal Revived as EasternCoastal Lumber operations have re-

opened as Eastern Hardwoods, justthree months after closing due to thehousing slump and “reaching animpasse with its bank.”Bob Conger will serve as president

and director for Eastern fromCoastal’s former headquarters inCharlottesville, Va. Amas Player isresponsible for production and pro-curement, and Bo Hammond leadssales and marketing. Hammond said Eastern employs

more than 100 people at manufactur-ing and administrative sites in WestVirginia, Pennsylvania, Virginia, andNorth Carolina. So far, manufacturinghas resumed at two plants in WestVirginia and one in Pennsylvania.

Wholesale Wood, CedarCreek Break Off AcquisitionWholesale Wood Products, Dothan,

Al., and Cedar Creek, Oklahoma City,Ok., have discontinued buyout talks(see Nov., p. 24).“Despite everyone’s best efforts,

we were not able to get to a mutuallyacceptable agreement with CedarCreek,” said Wholesale Wood presi-dent Chuck Harris. “We ended discus-sions with Cedar Creek on the best ofterms, and we now look forward tocontinued focus on our customers andmarketplace.”

Louisiana Dealer Joins CNRGMorrison Terrebonne Lumber

Center, Houma, La., has merged withNatchez, Ms.-based Central NetworkRetail Group, operator of 21 homecenters, mostly under the HomeHardware name. Doug Gregory, president of

Morrison Terrebonne, has joined theCNRG board of directors.Morrison Terrebonne will retain its

name, while sister store St. CharlesTrue Value, St. Charles, La., is beingconverted to a Home HardwareCenter. Boyden Moore, president of

CNRG, said Gregory and his partners(David Vice, Greg Landry and KeithVoisin) “will drive our growth alongthe Gulf Coast, as well as help usimprove how we approach the con-tractor and builder business.”

Pennsylvania HardwoodWarehouse Lost in FireA Nov. 5 fire destroyed a 13,000-

sq. ft. warehouse at the site ofBabcock Lumber Co.’s hardwood mill

in Champion, Pa. The heat from the fire was so

intense that it bent the steel frame of alumber stacker inside the building,where both kiln-dried lumber andmilled lumber were stored. The firealso ignited lumber that was stackedagainst a nearby metal-frame storagebuilding, melting some of the siding,damaging the ceiling, and burning astorage room inside the building. President Mike Johnston said he

did not know if the building would bereplaced because there is sufficientstorage space in other buildings on theproperty. This was the second fire thecompany has suffered this year.

Boise Expands Detroit DCBoise Cascade’s Building Materials

Distribution operation in Wayne, Mi.,has completed its move into its recent-ly expanded facilities.The expansion includes an addi-

tional 80,000 sq. ft. of enclosed ware-house space, 6,500 sq. ft. of newoffice space, and 9,000 sq. ft. of cov-ered truck loading area. In addition,the expansion provides an additionalfour acres of outside storage and addi-tional railcar unloading facilities.

�


Brandon Wolf, ex-Wolf Corp., hasjoined Do it Best Corp., FortWayne, In., as e-commerce mgr..

Harry Morris is a new account mgr.at Smith Phillips Building Supply,Winston-Salem, N.C.

Brad Strosahl, ex-BlueLinx, has beennamed v.p.-major accounts forPrimeSource Building Products,Buffalo Grove, Il.

Robert Bratton has closed SouthernLumber Sales, Clayton, N.C., after22 years and joined Forest2Market,Charlotte, N.C., as mgr. of lumberpractice.

Casey Mikelson is now president ofBirmingham International ForestProducts, Birmingham, Al.

Frank Johnston has been appointedpresident of Southern MississippiTrading, Waynesboro, Mi.

David Cox was named senior v.p.-sales at Richmond InternationalForest Products, Richmond, Va.Mathew Vaughan is now v.p.-sales.

Sean Kelly has joined ProfessionalBuilders Supply, Morrisville, N.C.,as a sales coordinator.

MOVERS & Shakers

Chris Knapp, ex-Timber Roots, hasjoined Versatex as Wisconsin-based Midwest market develop-ment specialist.

John McLennan, ex-BlueLinx, hasbeen named Southeast region resi-dential sales mgr. for Nichiha USA,Norcross, Ga., covering Arkansas,Tennessee, and southern Kentucky.

Dina Fuller has joined the sales forceat McShan Lumber, McShan, Al.

Jerry Wilhoite is new to sales in theBaltimore, Md., area for BuildersFirstSource.

Christian Wetzel is a new fastenerproduct mgr. for HD Supply’sCrown Bolt division, Atlanta, Ga.

Tom Walker, ex-Firestone BuildingProducts, has joined ABC Supply,Beloit, Wi., as executive director ofcommercial roofing. Mike Boggshas been promoted to director ofoperations.

Kevin Lloyd, ex-ProBuild, has beennamed national accounts mgr. atPly Gem, Holly Springs, N.C.

Ben Mackie has joined RoofingSupply Group, Fairfield, Oh., asassistant operations mgr.

Brad Mullen is a new mgr. at Lowe’s,N. Dallas, Tx.

Sallie B. Bailey has joined Louisiana-Pacific Corp., Nashville, Tn., asexecutive v.p. and chief financialofficer, succeeding Curt Stevens,who is now executive v.p. and chiefoperating officer.

Tina Hess is a new marketing mgr. atMI Windows & Doors, Gratz, Pa.

Michael Moore is now full line salesmgr. at Armstrong World Indus-tries, St. Louis, Mo.

Jake Stadler has joined MilwaukeeElectric Tool, as territory mgr forthe Houston, Tx., area.

Randy Wilson is a new nationalinspector for the National Hard-wood Lumber Association’s Mid-South region (Arkansas, Missis-sippi and Tennessee).

Alden Robbins, Robbins Lumber,Searsmont, Me., was appointed tothe first National Softwood LumberBoard for the Northeast/Lake Statesregion. Representing the South areAubra Anthony Jr., AnthonyForest Products Co., El Dorado,Ar.; Hank Scott, Collum’s Lumber


Products, Allendale, S.C.; JackJordan, Jordan Lumber & Supply,Mt. Gilead, N.C.; Michael Case,Westervelt Co., Tuscaloosa, Al.;Fritz Mason, Georgia-Pacific,Atlanta, Ga., and Robert Taylor,Weyerhaeuser, Federal Way, Wa.

Aubra Anthony Jr., Anthony ForestProducts Co., El Dorado, Ar., wasappointed vice chairperson of theArkansas Agriculture Board.

Lotta Running is the new messengerat Mungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.

Comments Sought for NewSouthern Pine Design ValuesThe Southern Forest Products

Association has posted the SouthernPine Inspection Bureau’s proposeddesign values for visually gradeddimension lumber on its website,www.southernpine.com.On Oct. 7, SPIB announced their

submittal of proposed design values,now pending approval by AmericanLumber Standard Committee’s boardof review. Prior to its next meeting—set for Jan. 5 in Washington, D.C.—ALSC is soliciting written commentsfrom interested parties, to be receivedat least 10 days prior to the meeting.Direct comments to ALSC presidentTom Searles, by [email protected] or fax301-540-8004. “These proposed design values

from SPIB will help the dialogprogress to a better understanding ofthe process, the data, and the impactson our industry,”said SFPA presidentAdrian Blocker. The last major change for visually

graded dimension lumber came in1991, when design values for southernpine and other North Americanspecies were published based on in-grade testing of full-size samples ofcommercially produced lumber. Since 1994, SPIB has conducted an

annual resource monitoring programdeveloped in collaboration with theU.S. Forest Products Lab. Althoughthe level established to trigger addi-tional testing was never reached, over-all trends in the annual test data sug-gested a shift in the resource mix.These trends, along with anecdotalexternal information, prompted SPIBto conduct a year-long program oftesting and data review. SPIB is thefirst rules-writing agency to submitnew values. Agencies responsible forother species are in different stages ofevaluating design values.


NEW Products

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bines lights and PVC railing in one product. Lengths of 2’ to 10’ are available, with either LED

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Keeps Gutters CleanE-Z Gutter Control is a perforated aluminum guard

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New Wood ScrewsTwo new fasteners from Simpson Strong-Tie pro-

vide alternatives to through bolting and traditional lagscrews.The SDWS ledger screw is designed for structural

wood-to-wood applications, including securing deckledgers. It also provides a high-strength alternative totraditional lag bolts.The hex-head SDWH screw is designed for struc-

tural and general purpose fastening applications. Acorrosion-resistant coating makes it suitable for bothinterior and exterior applications, including with treat-ed wood.� STRONGTIE.COM(800) 999-5099

Power LiftsFour models of Nissan’s QX 80-volt electric lifts

can handle capacities ranging from 4,000 to 6,000 lbs.Standard safety features include programmable

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Vest of All TradesPaktek’s ToolVest eliminates

the need for bulky tool belts. The vest frame is made from

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Wall Tools for ProsPro Stainless tools from Hyde

have rust-resistant blades, fingerstops, and comfort handles.New to the line is a 1” chisel

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Lockridge Inc., Promise City, Ia.; EdHaver, Haver Lumber, Guthrie Center,Ia.; Daryl Lundberg, NorthwoodsLumber Co., Blackduck, Mn.; BryanJensen, Central Valley Ag, Elgin, Ne.;Wayne Meester, Watertown CashwayLumber, Watertown, S.D.; BruceBraaksma, Royal Lumber Yards,Friesland, Wi.; Bob Barth, Sav-RiteBuilding Center, Neillsville, Wi., andWilliam Wood, Fennimore LumberCo., Fennimore, Wi.NLA holds its annual LBM expo

Jan. 9-10 in Hinckley, Mn.

Northwestern Lumber Associa-tion elected Wayne Briggs, CraneJohnson Lumber, Fargo, N.D., as itsnew chairman of the board. New 1st vice chair is Bob Egan,

Lampert Yards, St. Paul, Mn.; 2ndvice chair Jeff Reinhardt, InterstateBuilding Supply, Cannon Falls, Mn.;treasurer Jeff Gallagher, LarchwoodTrue Value Lumber, Larchwood, Ia.;secretary Paula Siewert, NLA, andchair-at-large Larry Provance, ArrowBuilding Center, Chaddron, Ne. Directors include Dale Housh,

ASSOCIATION Update Northeastern Retail LumberAssociation kicks off its annual expoJan. 25-27 at MGM Grand atFoxwoods, Mashantucket, Ct. The buying show will be accompa-

nied by seminars on such topics as atwo-year outlook for panels and soft-wood lumber, negotiating and market-ing skills, leadership secrets, andremodeling trends for 2012.

Indiana Lumber & Builders Sup-ply Association convenes its annualmeeting Dec. 22 at JW Marriott Hotel,Indianapolis, In. Highlights will include a past presi-

dent’s reception, opening reception forall members, and special viewing ofthe NFL Colts vs. Texans game.

National Lumber & BuildingMaterial Dealers Association electedCally Coleman Fromme, ZarskyLumber, Woodsboro, Tx., as its newchair—the first woman to lead theassociation in its 94-year history. Joining her on the executive com-

mittee are chair-elect Chuck Bankston,Bankston Lumber, Barnesville, Ga.;1st vice chair Chris Yenrick, Smith-Phillips Building Supply, Winston-Salem, N.C.; 2nd vice chair J.D.Saunders, Economy Lumber, Camp-bell, Ca.; treasurer Linda Nussbaum,Kleet Lumber Co., Huntington, N.Y.;manufacturers & services councilchair Bob Harden, Dow BuildingSolutions, Jenkintown, Pa.; federatedassociation executives chair JimMoody, Construction Suppliers Asso-ciation, Tyrone, Ga., and immediatepast chair Joe Collings, FergusonLumber, Rockville, In.

Mid-America Lumbermens Asso-ciation hosts its winter meetings Jan.5-6 in Columbia, Mo., and Jan. 19-20in Newton, Ks.

APA-The Engineered WoodAssociation welcomed new officersduring its recent annual meeting inNew Orleans, La.Mary Jo Nyblad, Boise Cascade, is

now chairman, succeeding JeffWagner, LP, who continues to serveas a trustee. New vice chair is TomTemple, Potlatch; marketing advisorycommittee chair Mike St. John, PacificWoodtech; I-joist/SCL managementcommittee chair Jim Enright, MurphyEngineered Wood Products, andtrustees Jim Lake, Ainsworth, andMike Dawson, Norbord. Outgoingtrustees are Rick Huff, Ainsworth, andPeter Wijnbergen, Norbord.


NAWLA TRADERS MARKET landed at Mirage Resort & Casino, LasVegas, Nv., on Oct. 19-21. [1] B.L. Johnson, Mark Tucker, RacyFlorence, Travis Hixon. [2] Kevin Hynes, Vincent Micale, MatthewDuprey, Bernie Nugent. [3] William Swaney, John Assman, Matt Yates,Mike Nutile. [4] Len Kasperski, Kim Pohl, Mark Kasper. [5] JulieSheffield, Anthony Granger. [6] Ryan Furtado, Carlos Furtado, DickGukeisen, Chris Meyer, Scott Knutson. [7] Dan Griffiths, Gary Gill, Bal

Gill, T.J. Malhi. [8] Scott Kassahn, Jack Alley, Todd Fox, Joe Petree. [9]Kevin & Glenda Paldino, Russ Hobbs. [10] Craig Larsen, Frank Stewart.[11] Jessica Navascues, Tom Taylor. [12] Mike Sims, Seamus O’Reilly,Richard Mills, Brian Maloney, Ken Root. [13] Rick Kapres, John Pace.[14] Humphrey Wildeboer, Larry Petree. [15] Troy Turner, Grant Phillips,Roger Burch, Jason Faulkner, Sean Burch. [16] Matt Pedrone, Jim Tittle.

(More photos on next four pages)

NAWLA TRADERS MARKET

Photos by Building Products D

igest


MORE NAWLA (continued): [1] Hank Mullins, Vicki O’Neill, Steven Funchess.[2] Jeff & Kathleen Norman, Kristine Jones, Dawn Holm. [3] William Cullen,Jack Delaney, Ali Jojo. [4] Kathy Klassen, Danyue Klassen, Alan Oakes,Sarah Welsh, Lianne Graham. [5] Ray Barbee, Ken Tennefoss, Dan Blenk.[6] Parrish Stapleton, Chuck Casey. [7] Adrian McDonald, Rex Scott, DavidWildes. [8] Bob Maurer, Matt Campbell, Kevin Daugherty. [9] Colin Parsons,Dirk Kunze. [10] Jean-Francois Drouin, Milisa Pepin. [11] Rob Pelc, Lee

Hope. [12] Mike Mordell, Stacey Woldt, Gary Vitale. [13] Barry Schneider,James Hand. [14] Tod Kintz, Jim Maloney, Ron Hanson. [15] Mark Junkins,Charlie Quarles, Harvey Hetfeld. [16] Bob Seldon, Doug Chiasson. [17] DillonForbes, Jim Olson. [18] Brett Li, Shane Carphin. [19] Larry Schmedding,Chuck Dotson, Gerry Hall. [20] Tony Maben, Chris Retherford. [21] Mark &Sarah Huff. [22] Kristi & Danny Osborne. [23] Ron Holen, Sheldon Howell.[24] Josh Goodman, Andrew Goodman. (More photos on next 3 pages)

Photos by BPD



TRADERS MARKET 2012 (continued from previous 2 pages)enjoyed an 11% attendance boost over 2011. [1] Jeff Derby, BenMeachen, Brad Flitton. [2] Dusty Hammack, Ryan Morrison. [3]Jeff Logue, Bill Ross, Sam Sanregret. [4] Bill Jones, PhilSchumock, Gary Maulin. [5] Lori & Bobby Byrd. [6] Jason Friend,Teresa Berry, John Cooper. [7] Cory Poggemoeller, BradShaigec, Craig Fleischhacker, Roxanne Poggemoeller. [8] SalCamarda, Grant Pearsall. [9] Bob Loew, Jordan Hollis. [10]

Donna Allen, Chris Webb. [11] Tony Jenkins, Steve Hollingworth,Mike Colgan. [12] Mary Jo Nyblad, Debra Wilton-Pinski, BethBanks. [13] Sean Nason, Chad Miller, Todd Lindsey, TrevorEwert, Doug Colson. [14] Mike Booth, Mike Pidlisecky. [15] GregGroenhout, Mark Heyboer. [16] David Smith, Jimmy Epperson,Jim Walsh. [17] Mike Stevens, Bill McGrath, Brian Benson. [18]Allyn Ford, Eric Ford. [19] Lisa Ayala.

(More photos on next 2 pages)


Photos by BPD


NAWLA IN VEGAS (continued from previous pages): [1] John Pasqualetto,James Danielson, John Tumino, Terry Kuehl, Jason Faulkner. [2] BlairMagnuson, Chris Wischmann, Greg Bates. [3] Craig Combs, PatrickHanulak, Doug Riordan. [4] Mark Rutledge, Robert LePage. [5] SergioSilva, Larry Crossley, Dan Paige. [6] Dave Halsey, Dean Sturz. [7] ChrisHarrett, Win Smith. [8] Rob Marusic, Jack Heavenor. [9] Albert Reneaud,Brad Morrow, Jean-Marc Dubois. [10] Konrad Tittler, Rob Breda, Steven

Nielsen, Mark Tittler. [11] Jim Hassenstab, Brandon Rinck. [12] GrahamPicard, Shane Harsch. [13] Jay Christiansen, Troy Bailey. [14] RobertSandve, Gary Arthur. [15] Brian Dysserinck, Gary Reid, Doug Willis. [16]Steve Firko, Lou Chance. [17] Fernanda Vale Garcia, Craig Larsen, NatalieMacias, Tomoko Icarashi. [18] Kip Anderson, Steve Anderson, AndreaCouture, Lewis Santmyer.

(More photos on next page)

Photos by BPD



NAWLA TRADERS MARKET (continued from previous 4 pages) lured1,276 wholesalers and manufacturers to Vegas. [1] Michael Parrella,Janet & Nestor Pimentel, Rick Palmiter, George Parden. [2] PaulGrabarek, Julie & Ian McLean. [3] Angelique Mitchell, Suzanne Hearn.[4] Esther Han, Alan Oakes, Courtney Watkins. [5] Mark & PeggyCheirrett. [6] Raymond Luther, Don Dye. [7] Dave Patch, Scott Wiles.[8] Tim Lewis, Pat Zan. [9] Greg Johnson, Ken Caylor, Josh Renshaw.

[10] Sam Mowat, Russ Maximuik. [11] Marc Moore. [12] Wade Mosby,Eric Schooler, Alyson Kingsley, Josh Dean, Kevin Paldino, Chris Bailey.[13] Erick Krauter. [14] Jeff Cook, Todd Shipp, Todd Kion. [15] PamMitchell. [16] Rick McQuin, Steve Hudson. [17] Bob Dewald, DarrenBarker. [18] Dean Martin, Mike Sloggett, Ron Breedlove, Kent Bond.[19] Mickey Brown, Gary Pittman, John Assman, Mike McCollum, MarkMcLean, Steve Killgore. [20] Mike Descoteaux, Keith Lolley.


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WE BUY AND SELL PANEL STRIPSPlywood, OSB, particleboard and MDF by thetruckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, [email protected].

WANTED TO BUY

Big Creek Lumber Company, a leading sup-plier of lumber and building materials in centralCalifornia, seeks an executive level DivisionManager for our retail operations. Big Creekoperates five retail lumberyards with locationsin central California (Atwater, Half Moon Bay,Paso Robles, Santa Cruz, and Watsonville).Combined retail gross sales are in the range of$30-50 million annually.

Retail Division Manager is responsible forall aspects of retail division performance toensure the long-term financial health of thecompany. Works in collaboration with owners,senior managers, and retail branch managers todevelop short- and long-range plans for theretail division, achieve company goals and pro-mote a culture of company-wide cooperation.Maintains high-quality, accurate, timely, costeffective services from all retail operations.Promotes retail operations in a manner consis-tent with Big Creek’s values. Seeks innovativeapproaches and viable opportunities for busi-ness growth. Develops leadership to meet retaildivision needs.

To learn more about Big Creek, see a com-plete job description and submit your resume,go to www.big-creek.com/employment.

HELP WANTED

WANTED TO BUY

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

1990. Make checks payable to Cutler Publishing. Deadline: 18th of pre-vious month.

To reply to ads with private box numbers, send correspondenceto box number shown, c/o BPD. Names of advertisers using a box num-ber cannot be released.

FOR SALE FOR SALE

CLASSIFIED Marketplace

LLaatteesstt BBrreeaakkiinnggIInndduussttrryy NNeewwss

Updated Dailybbuuiillddiinngg--pprroodduuccttss..ccoomm


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DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Wood Solutions Fair – Dec. 7, Irving Convention Center, Dallas,Tx.; www.woodworks.org.

Northwestern Lumber Association – Dec. 8-9, sales boot camp,Stevens Point, Wi.; (888) 544-6822; www.nlassn.org.

Indiana Lumber & Builders' Supply Assn. – Dec. 22, annual meet-ing, JW Marriott, Indianapolis, In.; (877) 465-8627; ilbsa.org.

American Lumber Standard Committee – Jan. 5, board of reviewmeeting, Washington, D.C.; www.alsc.org.

Mid-America Lumbermens Association – Jan. 5-6, Missouri wintermeeting, Columbia, Mo.; (800) 747-6529; www.themla.com.

House-Hasson Hardware Co. – Jan. 5-7, market, Opryland Resort,Nashville, Tn.; (800) 333-0520; www.househasson.com.

United Hardware Distributing Co. – Jan. 5-8, market,Minnneapolis, Mn.; (763) 559-1800; www.unitedhardware.com.

Home Shows – Jan. 6-8, Charlotte, N.C.; Indianapolis, In.; Madison,Wi.; Minneapolis, Mn.; Pittsburgh, Pa.; Tulsa, Ok.; (800) 374-6463; www.homeshowcenter.com.

Northwestern Lumber Association – Jan. 9-10, building productsexpo, Grand Casino, Hinckley Conference Center, Hinckley, Mn.;(763) 544-6822; www.nlassn.org.

Retail Lumber Dealers Association of Maine – Jan. 12, boardmeeting, Lewiston, Me.; (518) 286-1010; www.nrla.org.

Home & Garden Shows – Jan. 13-15, Austin, Tx.; Roanoke, Va.;(877) 663-6186; www.showtechnology.com.

Home Shows – Jan. 13-15, N. Charleston, S.C.; Greenville, S.C.;Louisville, Ky.; (800) 374-6463; www.homeshowcenter.com.

Northwest Iowa Home & Builders Show – Jan. 13-15, Spencer,Ia.; (712) 336-0040; www.jacksonexpogroup.com.

Buttery Co. – Jan. 14-15, dealer market, Bell County ExpositionCenter, Belton, Tx.; (800) 880-1515; www.butterycompany.com.

New Hampshire Retail Lumber Assn. – Jan. 19, board meeting,Hooksett, N.H.; (518) 286-1010; www.nrla.org.

Lakes States Lumber Association – Jan. 19-20, winter meeting,Radisson Hotel, Green Bay, Wi.; (888) 213-2397; www.lsla.com.

Mid-America Lumbermens Association – Jan. 19-20, Kansas win-ter meeting, Newton, Ks.; (800) 747-6529; www.themla.org.

Handy Hardware Wholesale – Jan. 19-21, market, George R.Brown Convention Center, Houston, Tx.; (713) 644-1495;www.handyhardware.com.

Central Nebraska Home & Builders Show – Jan. 20-22, GrandIsland, Ne.; (712) 336-0040; www.jacksonexpogroup.com.

Home Shows – Jan. 20-22, Columbia, S.C.; Sharonville, Oh.; (800)374-6463; www.homeshowcenter.com.

Monroe Hardware – Jan. 21-22, market, Cabarrus Events Center,Concord, N.C.; (704) 289-3121; www.monroehardware.com.

Northeast Window & Door Association – Jan. 23-24, winter edu-cation meeting, Doubletree, Mt. Laurel, N.J.; (609) 799-4900;www.nwda.net.

Surfaces – Jan. 24-26, Mandalay Bay Convention Center, LasVegas, Nv.; (972) 536-6358; www.surfaces.com.

American Fence Association – Jan. 25-27, FenceTech/DeckTech,Miami Beach Convention Center, Miami Beach, Fl.; (800) 822-4342; www.americanfenceassociation.com.

Do It Best Corp. – Jan. 25-27, winter conference, Walt DisneyWorld Swan, Orlando, Fl.; (260) 748-5300; www.doitbestcorp.

Northeastern Retail Lumber Association – Jan. 25-27, annualexpo, MGM Grand at Foxwoods, Mashantucket, Ct.; (800) 292-6752; www.nrla.org.

IN MemoriamRobert J. Gaites, 70, former chairman, c.e.o., president

and co-founder of the Strober Organization, Brooklyn,N.Y., died Oct. 21 in Staten Island, N.Y.He joined single-unit Strober Brothers in 1975, heading

the business when it went public as the Strober Organi-zation in 1991. The chain expanded to 11 locations by1997, when it was bought by Fidelity Ventures and laterhelped form the Northeast base for ProBuild. He becameProBuild’s chief operating officer, retiring in January 2008.

Philip W. Griese, 58, former president of BirminghamInternational Forest Products, Birmingham, Al., died Nov.6 in Vestavia Hills, Al.He began his lumber career after graduating from the

Naval Academy in 1975. After spending 25 years as BIFPpresident, he formed Flagship Trading Inc., Birmingham.

Richard F. “Dick” Wiessner, 82, founder of BigValley Lumber & Hardware, Lexington, Ne., died Oct. 23.He started Big Valley in 1965 to manufacture livestock

handling equipment, eventually adding the lumberyard,Valley Transport, and LBM outlet Valley Bargain Barn.

Thurlow Cassie “T.C.” Catlett, 92, founder and chair-man of T.C. Catlett & Sons Lumber Co., Spotsylvania,Va., died Nov. 8,.He formed the company in 1954, after serving with the

U.S. armed forces in the Philippines during World War II.Linda Joyce Childs, 61, longtime employee of Tru-

Joist and Weyerhaeuser, Orlando, Fl., died Nov. 9 inHernando, Tn. During her three-decade-long career, sheworked in sales, management, and purchasing.

James Wayne “Jim” Gosney, 61, longtime hardwoodlumber broker, died Oct. 21 in Clarksville, Tn.He started his career after graduating from the

University of Georgia, working with firms in Georgia,South Carolina, Virginia, and Tennessee. Five years ago,he retired from Averitt Lumber, Clarksville.

Earl F. Olsen, 90, former manager of FullertonLumber, Fort Dodge, Ia., died Nov. 2 in Fort Dodge.He served in the Army Air Corps during World War II.David R. Watson, 65, owner of Watson Lumber &

Supply, Macedonia, Oh., died Sept. 7.Samuel Herbert “Bud” Werner IV, 77, owner of Sam

Werner Lumber and Sam Werner Machinery Co., TracyCity, Tn., died Oct. 18 in Winchester, Tn.He served with the Army’s 768th Medical Attachment

in Germany. Granville E. Hudson, 84, owner of the defunct Mills-

boro Lumber, Millsboro, De., died Oct. 13 in Millsboro. He served with the Merchant Marines during WWII.Abram Van Dyke, 102, retired president and owner of

Lincoln Lumber & Woodworking Co., Wyckoff, N.J., diedOct. 23.

Larry Wilhelmi, 53, manager of Whitmore AceHardware, Wilmington, Il., died Oct. 21 in Wilmington.

James Donald “Jim” Worcester, 61, former owner ofWorcester True Value Hardware, Newton, Il., died Oct. 31.After serving in the Army, he joined his parents’ hard-

ware business, and served as owner from 1988 to 1996.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [advantagelumber.com] .............17

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

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

Arch Wood Protection [wolmanizedwood.com] ......3, Calendar 4

Breco Wood Products ................................................................4

Capital [www.capital-lumber.com] ............................................9

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

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

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

Ipe Clip Co., The [www.ipeclip.com].............................Cover III

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

Lumbermens Association of Texas [www.lat.org] .......Cover II

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

Maze Nails [www.mazenails.com]...............................Calendar 10

Nordic Engineered Wood Products [nordicewp.com]...........22

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

Nyloboard [www.nyloboard.com] .................................Calendar 8

Pacific MDF Products [www.pactrim.com].............................18

Pennsylvania Lumbermens Mutual Insurance [plmins.com]...19

Plycem [www.pplycemtrim.com] ................................Calendar 26

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

Rosboro [www.rosboro.com] ..................................................11

Simpson Strong-Tie [www.strongtie.com] ...............................5

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

Southern Shutter Co. [www.southernshutter.com]...............28

Sunbelt [www.sunbeltracks.com].........................16, Calendar 20

United Unlimited Sales [www.uusales.com] ..........................28

Wynndel Lumber [www.wynndellumber.com]...........Calendar 26

In preparation for the holidays,many dealers deck their halls with fes-tive decorations and put out holiday trees. But that was-n’t enough for Maze Lumber, Peru, Il., where employ-ees decided that emulating Santa’s facial hair would begood for business—and raise money for a local toydrive. It all started on Nov. 1, when about 15 Maze Lumber

employees shaved for the last time. Starting with aclean shave was harder for those who’d had beards ormustaches—or both—for some time. “The hard part was convincing some people to shave

everything,” said Dave Munson, who handles insidesales at Maze Lumber. “Some guys complained aboutthe itchiness, but we’re all going to have a good timewith it.” Until Dec. 15, the growing facial hair will be pho-

tographed once a week and the images will be displayedin the store. For a single dollar, customers can vote fortheir favorites—the fullest or least full, the most unrulyor the best kept—and the money raised will go to theMarine Corps League’s Christmas for Kids project.“It’s nicer to keep things local,” said Munson, who

added that this is the first fund-raising effort in thestore’s 163-year history.

IDEA FileHair-Raising Holiday Promotion

Feature yourBusiness Card

in BPDSay Happy New Year

and help find curesto save children’s lives

Use this low-cost opportunity to send New Yearʼswishes to customers, friends and suppliers—and helpSt. Jude Childrenʼs Research Hospital, which relent-lessly pursues cures for kids with cancer and other cat-astrophic diseases.

Your business card—reprinted in color and reducedslightly—will appear in a special section in our Januaryissue. The cost for each ad is just $100, $25 of whichis tax deductible and will be matched by us—for a totaldonation of $50 to St. Jude.

Discoveries made at St. Jude have changed howthe world treats stricken children. Itʼs a place wheredoctors send their sickest patients and toughest cases.A place where cutting-edge research and discoverieshappen every day. All patients accepted for treatmentare treated without regard to the familyʼs ability to pay.

Doing Your Part Is Easy:Just send your business card(s) by Dec. 16, along

with a check for $100 per card (or $200 per card toappear in both Building Products Digest and its west-ern counterpart, The Merchant Magazine) to CutlerPublishing, 4500 Campus Dr., Suite 480, NewportBeach, Ca. 92660.

Questions?Call Alan at(949) 852-1990

BPDBuilding Products Digest

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