BPD Nov 2014

For more information visit www.kopperspc.com.MicroPro pressure treated wood products are treated with Micronized Copper Azole. NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds or Copper Azole. NexWood pressure treated wood products are treated with Propiconazole, Tebuconazole and Imidacloprid. CCA pressure treated wood products are treated with Chromated Copper Arsenate. MicroPro, NatureWood, Nexwood, Advance Guard, FirePro, and CCA treated wood products are produced by independently owned and operated wood treating facilities. MicroPro®, NatureWood®, NexWood®, Advance Guard®, and FirePro® are registered trademarks of Koppers, Inc. © 10/2014

Koppers Performance Chemicals is a leader in the research and development of new products and services in all areas of lumber preservation. We provide innovative wood preservative products, advanced engineering services and customized marketing services to our valued customers.

We are a premier supplier of wood preservatives, globally recognized for our successful development and diversifi cation of wood preservative technologies.

Trusted Brands, Trusted Performance

EXTEND YOUR DECK SEASON INTO FALL & BEYOND PRESSURE TREATED WOOD

NOVEMBER 2014

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

BPD BuildingProducts Digest

4 Building Products Digest November 2014 Building-Products.com

November 2014 Volume 33 Number 9

Special Features8 FEATURE STORY

HELPING TREATED WOOD BUYERS

10 MANAGEMENT TIPSEXTEND DECK SEASON INTO FALL

12 PRODUCT SPOTLIGHTFASTENERS AN INTEGRALCOMPONENT OF DECK SALES

14 PRODUCT SPOTLIGHTTHERMALLY MODIFIED SOFTWOODS

In Every Issue6 TOTALLY RANDOM

16 COMPETITIVE INTELLIGENCE

26 OLSEN ON SALES

32 MOVERS & SHAKERS

34 TALK BACK

36 NEW PRODUCTS

41 ASSOCIATION UPDATE

44 IN MEMORIAM

44 CLASSIFIED MARKETPLACE

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX

18 PRODUCT SPOTLIGHTLIGHTING TODAY’S DECKS

20 MARGIN BUILDERSSELLING THE TOTAL DECK PACKAGE

22 INDUSTRY TRENDSWHAT’S NEW FOR DECKING IN 2015

24 NAWLA: THINKING AHEADDRIVING SALES WITH TECHNOLOGY

42 PHOTO RECAP: SFPASOUTHERN PRODUCERS’ CONFAB

60 YEARS STRONG

sherwoodlumber.com

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TOTALLY RandomBy Alan Oakes

The Retail Dilemma… and what will we do to change it?THERE IS NO industry that does not transition every decade or so. Preferences change.

Demographics change. Over the last 10 years, a bad economy had its impact, as hasthe Internet, drawing an ever-increasing volume of sales away from brick-and-mortarstores.

As a country, for years we have benefited from the culture perspective of excess,stoked by deeper and deeper discounting by just about anybody and everybody. Indeed,sometimes shopping is so much easier online, sitting at home and not fighting for parkingor a clerk’s attention—and still getting a lower price.

Yet, there is a frustration and sadness to see Main Street continue to decline and mallsstart to empty (some 15% of malls are expected to close in the next 10 years) or becomeplaces to hang out rather than buy. One of the joys I have when traveling internationally isto be in countries where the baker, butcher and candlestick maker are still valued in thetown center.

Overall, looking at Wall Street, it is clear the retail sector has not been a reason toinvest. Whether back to school or holiday season, results do not seem to improve themeter significantly. Indeed, the holiday season seems to start earlier and earlier, which,coupled with early discounting to attract buyers, seems like the retail sector putting a knifein itself. The mentality of “build it and they will come” has certainly hurt many of themajor retailers that have been forced to close stores. The “build them big” mentality hasalso gone by the wayside. In 2014, retail sales are expected to slow to 3.4% growth—adisappointing rebound following our Great Depression of the last six years. Many storesare seeing year-on-year declines.

Sometimes it takes guts to understand times have changed and that you need tochange, too—although a declining bottom line will often do it for you! Considering all theinstability of recent years, low inflation, the panic button set to “discount, discount anddiscount again,” e-commerce now accounting for 6.5% of sales, and perhaps understand-ing that many stores have become too large to support themselves (and to really enjoyshopping in), there is a sense that retail has seen its best days.

My own feeling is that all things are cyclical. What goes around comes back anotherday, though maybe not looking the same. And this is where innovation continues to makesome retailers thrive. Without touting ourselves, I enjoy reading Carla Waldemar’s col-umn (“Competitive Intelligence”), where you can see our industry’s retailers changingtheir environment and doing what they need to do to increase their business, as well astheir customer interaction. They recognize that to compete and stay in business, they haveto change. Consumers have not gone away, they’re merely shopping in a different way.

You cannot survive today by being in the discount trap. Discounts should be specialand a bonus—not for everyday shopping. Otherwise, like me, you wait until something’son sale, because it sure enough will be. Lower average transaction value only aids the spi-ral down. That being said, as JCPenney discovered, it’s not easy to get out of the bunkeronce you’re in it!

Maybe stores are too big—and too plentiful. I read a sta-tistic recently that the U.S. has 52 sq. ft. of retail space perhead of population vs. about 16 sq. ft. in Germany—per-haps why revenue per foot is also declining in an economywith only marginal wage growth. Our economy cannotsupport more, but it can and will support better—whetherthat means delivering a better sales experience, not aforced one, or providing what your customers wantwhen they want it.

In our industry, I love to read about cus-tomer education sessions on decking, layingtile, or…? How do you take advantage of theweb? Let customers choose online and thenlet them come to the store to pick the itemsup? Use the retail store as the warehousefor the online store?


Help your treatedwood customers,help your business

FEATURE StoryBy Steve Shields, Arch Wood Protection

tion—and to buy wood treated appropriately for the appli-cation. Treated wood products are available for above-ground, ground-contact, and heavy-duty ground-contactuses, and to get the expected service from treated wood, itis important to use the wood properly. The end tags on thewood should always identify the intended use.

What does this mean for dealers? It means that we as anindustry will be well served by making consumer educa-tion a priority. We need to educate store employees andcustomers that wood treated intended for above-ground useshould not be used in direct contact with the ground, leavesand other debris or vegetation. It shouldn’t be used whereit is wet every day by sprinklers or other sources of mois-ture, or where it is prevented from drying.

BACK IN THE ’90s, deck contractors and d-i-yers couldbasically do no wrong when buying and building with

treated wood. There was only one preservative generallyused for residential treated products, and retailers in muchof the country stocked only treated wood products withpreservative retentions suitable for both above-ground andground-contact applications.

Now, in most parts of the country, dealers stock manytreated wood SKU’s that are only for above-ground use.Plus, there are a number of products available, each withdifferent retention levels and other characteristics.

The result: today’s product marketplace requires usersto pay close attention to how treated wood products will beused—i.e., the potential hazard of the intended applica-

MANY PROJECTS, such as this fresh water dock, should be built using ground-contact materials.

Building-Products.com November 2014 Building Products Digest 9

Association meeting focused on the issue of misapplicationof treated wood. This often does not even mean that woodlabeled above ground is put into the ground (such as 2xlumber used for a planter or the bottom ends of a stepstringer on the ground), but means that some “above-ground” uses are really “ground-contact” hazards if thewood does not regularly dry out. A task group was formedto evaluate potential changes to standards to help ensurethat wood is appropriate for the use, but as dealers you canbe proactive in sourcing the needed products for your cus-tomers.

The first step in making this happen is to familiarizeemployees and customers alike with the end tags on treatedwood. The tag gives your employees and customers all ofthe information they need to determine if the wood is treat-ed for the intended use, whether it meets building codes,and the type of preservative it was treated with.

Improved awareness of the potential hazard of the appli-cation will help to make users think twice before puttingtreated wood into a job where the hazard is greater than itsintended use and will likely result in a shorter than expect-ed service life. When you provide customers with a robustground-contact product that can handle more severe haz-ards whether installed above ground with regular wetting,under a deck where the joists are against the ground, or in aclosed in space that affords little air flow and drying, youare upselling to a product that will instill confidence in theperformance of treated wood and will encourage customersto return to your store for their next project.

To learn more about proper use guidelines for copperazole treated wood, as well as BARamine technology forbetter penetration and added protection against copper-tol-erant fungi, visit Wolmanized Wood University atwww.wolmanizedwoodu.com.

– Steve Shields is technical director for Arch WoodProtection, Inc., www.wolmanizedwood.com.

* One such product is Outlast Q8 Log Oil, an EPA-registeredwood preservative containing copper 8 quinolinolate. Availablethrough Arch Wood Protection, Inc., Outlast Q8 Log Oil is color-less, odorless and available in various colors.

We need to talk about construction techniques. Usersneed to know that decks built close to grade must haveadequate ventilation under the deck and spacing betweenthe boards. If there is not air circulation to allow drying,then wood treated for ground contact should be used.Fence pickets and rails should not come into contact withthe ground or debris and should have space underneath toensure airflow and drying. While not widely done in theeastern U.S., we recommend applying a topical preserva-tive* to timbers and boards that are trimmed during con-structing a deck; this additional step will help to preventpremature decay of the exposed surfaces.

It also means that—as dealers—you should begin tostock ground-contact material in 2x8 and wider dimension-al lumber. These items are most likely to get misappliedand they are also more often used as supporting structuralmembers under a deck or supporting stairs. The additionalcost for products that will provide good service fordecades—even in more severe environments—will help toensure that customers are always satisfied with the treatedwood you sell. Plus, providing ground-contact materials isnecessary to give customers the selection of products theyneed to do the job.

Recent discussions at the American Wood Protection

FENCE POSTS should be treated to ground contact, and the factory-treated ends should be placed in the ground. Cut ends should faceupward and be covered with post caps or cut at angles to shed waterand treated with a topical preservative. Fence boards should be approxi-mately 2” from the ground and clear of any vegetation or debris.

OTHER APPLICATIONS that require ground-contact treated woodinclude posts used for supporting decks, and for fence posts and stairstringers that sit on the ground or on concrete on the ground.


PROLONGING deck building season into the fall helps keep salessteady and salespeople busy.

ing on the deck, stairs and railings help illuminate the deckand backyard. According to Corvino’s partner, LukeStewart, deck lighting can also enhance the mood withinyour outdoor space. “There are post rail lighting optionswith dimmers that can be used to change the mood,” hesays. “Some rail lights provide a downward glow, whileothers provide safe illumination of stairs—or small lightscan be inset within the boards for path lighting. Qualitydeck lighting can extend your outdoor entertaining through-out the fall season.”

Warm it up! On cool nights, Shepley says you can keepguests warm and cozy with a cost-effective outdoor heatingsystem. They average a couple hundred dollars—from highefficiency electric, to liquid propane and natural gasoptions, and can boost your deck amenity offerings.

Expand living space economically. Shepley points outthat it’s much less costly to add living space with a deckthan a home addition. “It’s a great way to manage a largecrowd and you don’t have to worry about the mess in yourhouse,” he says.

By taking the creature comforts of the indoors outside,homeowners can enjoy outdoor entertaining right intoThanksgiving and beyond—they might even be tempted tocook that turkey on the grill this year!

With the right decking materials that stand up to harshweather, combined with enhanced lighting options and var-ious types of heating units, contractors can extend the deckseason and maybe even offer up a new spin for the holi-days. It’s another way to add margins and take your deckbusiness to a new level.

– Carey Walley is v.p. of marketing for TimberTech and AZEKBuilding Products. Reach her via www.azek.com.

Extend deck seasoninto the fall and beyondWHO SAYS DECK building has to end in the fall? It may

be the weather in some regions or just a mindset inothers, that autumn heralds the end of deck building ordeck enjoyment. But many pro dealers and their customersare finding ways to stay busy as the weather cools and daysget shorter.

Mel Westerman, v.p. of purchasing for Cape CodLumber, North Easton, Ma., says fall’s cooler weather isvery conducive to deck building. “Homeowners can have adeck built now so it’s ready for the spring,” he suggests.

Tony Shepley, owner of Shepley Wood Products,Hyannis, Ma., agrees: “We find that our customers are nothaving to deal with homeowners’ vacations and everyone isback to their work and school routines.”

And once the deck is built, there are still ways to enjoy afall outdoor barbecue or deck party. Here are some ideasfor extending your deck season right through the crisp daysof autumn… and possibly beyond.

Get a cool deal. Homeowners may be more willing tobring it outdoors if they know they can get a good deal.“With falling temperatures come falling deck installationcosts,” says Mike Corvino, DeckCrafters, Cherry Hill, N.J.,who already has deck projects lined up through January. Heexplains that contractors are not as busy nor timeframes astight as in May or June, so costs can be much lower.

And with the natural-looking composites, capped com-posites, and capped PVC deck products on the market, win-ter’s wear and tear is not such a worry. “Some homeownerswho choose wood for their decks feel pressured to build inthe spring so they can use it before Mother Nature has herway with it,” he says.

To eradicate that worry, his crew recently built aTimberTech deck for a couple in Mt. Laurel, N.J., usingLegacy, a capped composite board with an added layer ofprotection surrounding each board. The homeowners loveentertaining and enjoying outdoor meals on their new deck,and say it actually looks like interior flooring.

Extend your deck season. Because it gets dark muchearlier in the fall, strategically placed outdoor accent light-

MANAGEMENT TipsBy Carey Walley, TimberTech and AZEK


Fasteners are integral todeck integrity, aesthetics

result of fasteners that were eitherpoorly matched to the decking materi-al or selected on price alone.

Subsequently, fasteners should beconsidered according to the type andamount of thread, coating, heat treat-ment, and depth of recess, which willvary in relation to deck board materi-als. Face screwing also remains one ofthe most effective methods for secur-ing a deck of any kind.

Pressure treated decking. To with-stand the rigors of intense and chang-ing environments, pressure treatedlumber is protected by chemicals toresist challenges ranging from acidicclimates and insects to microorgan-isms and fungal decay. Alkaline cop-per quaternary (ACQ) and copperazole (CA) are among the most com-mon forms of chemicals used forextending the longevity of lumber to20 years or more.

But, due to the superior corrosiveproperties of these chemicals, standardsteel fasteners have been shown tocorrode up to five times faster wheninserted into treated materials. As aresult, fasteners that are either AQC-compatible or manufactured with 305stainless steel should be strongly con-sidered for use with chemically-treat-ed materials. That’s because the highnickel content of the 305 stainlesssteel screws delivers superior corro-sion resistance in all wood applica-tions that are exposed to weather, highmoisture, and other caustic conditions,while eliminating the discolorationand staining that can occur around thescrew heads of other products.

Composite or PVC. Available asAQC-compatible or in stainless steel,composite deck screws are speciallydesigned to eliminate mushroomingand blemishes in applications usingcomposite and plastic materials. Theyare also an excellent choice for wooddecks, where the top threads work topull down and hold warped lumberand lock the boards together. Manytimes approved for use with theirproducts by decking manufacturers,these screws are also commonly coat-ed to match the color of leading typesof decking boards, fascia, fencing andrailings.

In conclusion, never underestimatethe importance of proper fasteners andfastening in ensuring the long-termstructural integrity and beauty ofdecks designed at any price point.When in doubt, just reach out to thereliable, leading manufacturers of fas-tener products for the latest details,insights and information.

– Jim Miller is president and c.e.o. ofScrew Products, Inc., Gig Harbor, Wa.Reach him at (877) 844-8880 or viawww.screw-products.com.

ACCORDING TO THE North Ameri-can Deck & Rail Association,

deck failures and the resulting injuriesnationwide are increasing due to fac-tors such as the faulty work of inexpe-rienced builders, poor maintenance,and the fact that 40 million decks inthe U.S. are over 20 years old.

Another problem is that profession-al builders and do-it-yourselfers com-monly skimp on fasteners after spend-ing freely on low-maintenance com-posite and PVC decking, tropicalhardwoods like ipé, pressure treatedproducts, cedar or redwood. The reali-ty is that the selection of fasteners isas important to the structural integrityand long-term durability of the deck asthe specification of deck boards. Ifchosen properly, fasteners should out-last the lifespan of a deck. Deckboards that creak or experience playwhen walked upon are frequently the

PRODUCT SpotlightBy Jim Miller, Screw Products, Inc.


Easy case for sellingmodified softwoodsFOR DECADES, aluminum, vinyl, concrete and steel have

been the building products of choice. And while thesematerials require less of a time and financial commitmentto maintain than wood, they are not as environmentallyfriendly.

A recent study published in the Journal of SustainableForestry found building with wood significantly reducescarbon dioxide emissions, which makes it a better materialchoice for the environment. That is not to say traditionalwood products do not come with their share of problems.Nature can often be cruel to wood, causing need for build-ing repair and high maintenance costs. A building’slongevity is directly related to the composition of its parts,so what is the solution?

Builders, developers and architects have grappled withchoosing between materials offering long life or sustain-ability. Previously, it was difficult to find a material thatwas both long-lasting in the face of harsh weather condi-tions and responsible for the environment. Now, commer-cial builders and consumers alike are demanding materialsthat will perform strongly in both categories. Modifiedwoods have what it takes thanks to the power of technolo-gy, and are emerging as a revolutionary building materialtrend within the construction industry.

Modified wood has long been used in Scandinaviancountries because of its aesthetic appeal and durability. In

PRODUCT SpotlightBy Adrian Pye, Kebony

the U.S., modified woods are now coming to light as atransformative material. Technology permanently strength-ens the cell structures, which allows traditional softwood toperform at high levels, comparable to hardwoods. Andwhile modified woods can be used in both indoor and out-door projects, the high resistance to damage and rot makesmodified wood ideal for buildings exposed to harsh envi-ronmental factors.

According to a study conducted by insurance companyZurich, water damage is the number one source of propertyclaims for owners of commercial structures, with 62% ofthese claims stemming from rain and general wear andtear. Because the wood performs like a hardwood, it doesnot damage as easily when exposed to water, with swellingand shrinkage reduced by 40% to 60%.

As an example, residential decks are often constructedwith wood, and Westwood Timber Group estimates 20million decks in the U.S. are currently in need of replace-ment. While it is generally recommended to weatherproofa deck every two years, wood exposed to excessive dry-ness or frequent moisture needs treatment more often.Wholesalers who can offer virtually weather-proof materi-als become the preferred choice for builders.

Yuill McGregor is a Canadian distributor for modifiedwood company Kebony. He believes distributing modifiedwood has differentiated his business within the market-place. To Yuill and his customers, this type of product isthe building material of the future. While it may be seen asa niche sector of the market presently, experts predict itwill soon become the standard. Warranties can be guaran-teed up to 25 years, meaning scientists predict it can lasttwice that.

This new trend in building materials is setting a modernstandard for wood use in outdoor projects. New technolo-gies are removing the issues of maintenance and upkeep,making it an easy, sustainable choice. As more distributorsand wholesalers get on board with modified woods, theconstruction industry will continue to progress into a newera of building, where there will no longer be an either/orwhen it comes to reduced maintenance or responsiblebuilding. Modified wood brings both.

– Adrian Pye is international sales director for modified woodproducer Kebony. Reach him via kenbony.com.

THERMALLY MODIFIED southern yellow pine provides resilient deckingfor this basecamp in Kenya. (Photos by Kebony)

Builders keepson building

COMPETITIVE IntelligenceBy Carla Waldemar

BUILDERS, BASED IN Kearney, Ne.,with a successful Denver, Co.,

operation, hasn’t always masteredboth facets of that “right time, rightplace” secret to success. Locationswere just fine, and what its leadersmay have lacked in timing, they morethan made up for with guts.

Back in 1977, Myron Andersonlaunched the enterprise (a big word forwhat actually served as a brave, newstart-up) with a small location and apick-up truck you didn’t dare turn off.With a staff of four, a World War IIsurplus forklift, and a shoestring,Builders was up and running. It stag-gered into the downturn of the mid-’80s, staring down a year when thetown of Kearney had but one singlenew-home start to its name—“but it

was ours, so we had 100% of market-share,” laughs president and c.e.o.Chris Borrego, in telling the story.“We gutted out the ’80s with a stick-to-it-staff.”

… and were rewarded in the ’90sby continued growth, including launchof a truss plant and lumber operation-cum-cabinet shop in Grand Island, Ne.Fast forward to 2008, when ChadAnderson, son of Myron (who’s stillon hand as chairman of the board),saw an opportunity to open a locationin Colorado. With customers and busi-ness all set, “we lined up land andbought equipment, just in time for thebust,” Chris laughs again. “So we hadto reinvent ourselves in the Coloradomarket. And,” he’s happy to add,“we’ve been very successful.”

BUILDERS’ store in Kearney, Ne., recently unveiled a remodeled design center, heavy on the kitchen and bath.

The key to that success—and to thefuture, the folks at Builders believe—is customer mix, “a very diverse scopeof service. Back in Nebraska, wherewe’d started, in order to survive, westrove to serve multiple customer seg-ments—from repair/remodel to single-family custom home, to builders with20 or more homes a year, to light com-mercial. Hotels,” he testifies, “are agrowing portion of our business. Allthat’s a little unique. It raises eye-brows in our industry. But we’re nowshipping [trusses] as far as NorthDakota and New Mexico.

“The breadth of materials we car-ried needed to increase, too—youhave to do that if you want to grow.”Thus, both Nebraska stores boast newdesign showrooms for kitchen andbath—an outgrowth of the flourishingcabinetry business. The showroomsalso carry flooring, lighting, windows,doors and appliances, and stage cus-tomer events to drive visibility andtraffic. And they’re spotlighted as theonly act in town that can boast thesedraws.

Builders’ customers are 70% pro inKearney, 90% in Denver. With thisstrong contractor focus, Builders isquick to realize its prime function.“We’re in the project-managementbusiness,” Chris attests. “We antici-pate the builders’ needs.” And when itcomes to driving new business, “welet our actions speak for themselves.We partner with builders who, like us,are quality-minded, share our values,


have high expectations, and pay close attention to details.Our biggest source is referrals—the happy customers whosay great things about us. And from our sales team’s rela-tionships. We don’t just come to work, we participate in thecommunity, like helping Habitat and local high schools.We put our name out there.

“Why do they like us?” One big reason: Builders listens.“Every year we sit down with our customers and ask for areport card: What are their opinions? Where do we haveroom for improvement? They told us, for instance, that theywanted a contractor area of their own within the stores, aquick entrance and exit, yet close to the retail shelves—andthat’s how we remodeled our stores. It’s a relationshipsbusiness, not a transactional one,” Chris stresses.

Builders works to repay this strong customer loyalty(some contractors have been on the books since that 1977launch). “It has to be mutually beneficial. That loyalty hasbeen a great resource for us, so we strive to show ourappreciation. And each market is different, so maybe a golfouting here, a trap and skeet shoot there, or a contractors’night after remodeling the design centers.” Builders’ per-sonnel also realize the importance of attending industryroundtables to glean do-and-don’t pointers from industryallies who’ve gone the route before them.

Of course, to maintain strong relationships requires astrong staff. And staff training begins with attitude. “Wehire people who share our values, our guiding principles.We screen for quality.” (However, he adds, the recentrecession has taken its toll: “The availability of qualifiedlabor just isn’t there today; lots of people left the industryduring the recession.”) Builders turns to industry associa-tions for training materials, both in product knowledge andcustomer service. “We try to source out to industryresources to educate, then test them.”

Who do they want working here? If they’re anythinglike Chris, the answer is, “a great company with great peo-ple who really enjoy coming to work and working with cus-tomers. The senior management boasts 25 to 30 years in theindustry and shares common values: you’ve got to like cus-tomers, like people, and handling difficult situations.”

Division managers are rewarded with plenty of autono-my to run the operation as if they owned it. They developindividual business plans to justify added equipment, prod-uct lines and sales growth. “Our managers want to demon-strate this! And they make the difference,” Chris is con-vinced.

A prime factor they’re accountable for is delivery ser-vice. “We’re in the transportation business almost morethan anything else,” Chris insists, noting that Builders willpurchase and distribute over 300 cars of lumber this year.“Making deliveries is important. We measure on-time andin-full delivery every day, and the entire company gets alook at it—so if there’s a glitch in, say, purchasing or oper-ations, they can get a fix on it.

“We use diverse metrics to deliver on our promise—forinstance, customer service: to measure it, to keep ourselvesgrounded. We’re a little tougher on ourselves than our cus-tomers are, they tell us,” he laughs again—but wouldn’thave it any other way.

Case in point: the new truss plant in Denver, a 20-acrelocation with little walk-in traffic, by design. “And we’vegot great plans ahead for Colorado in the cabinetry productline: countertops, millwork. We’ll provide a good mix anddo a good job at it. We had our Grand Island truss opera-tion launch in the mid-’90s, so we were used to the trussbusiness on a smaller scale, and could anticipate the cus-tomer mix in Colorado. Our success would depend on rela-tionships with the multi-family business, and 2008-09 wasa challenge. Our sales team had to hustle, because family-oriented construction was where the cutbacks were,” hereminds us. “And as the market recovered, we’ve goneafter the single family and hotels.

“We made substantial investments, partnering with ourvendors, and designed software in-house to measure prof-itability. We can implant the building plans into the systemand derive estimates, then send the information back to thesalesmen. After sales, it works as a means to communicatethe status of the job to the multitude of people working on asingle project.

“Technology,” Chris explains, “makes us much moreefficient. We document everything we possibly can, includ-ing issues and solutions from past projects (such as, whatmaterials were over-shipped) to save time and money onthe next project. It puts us in a whole new league in theindustry, especially on big jobs like hotels, with the level ofcommunication needed. It’s increasingly critical to be onthe same page.”

And that factor alone should keep Builders ahead of thepack in the future. “In the sales process, we’ll enter thedesign to get an estimate and upload it to our system for aseamless transfer of informationthroughout the process. And it musthappen quicker, faster than in thepast: There’s demand! Maybe aclient wants it by next week—oreven tomorrow. We’ve got to antic-ipate the future.”

And the future looks… likewhat? “Our company’s nextlogical move is to introduce adesign center in Colorado.”Right time, right place.

Carla [email protected]

SELECTION CENTER is the place to choose cabinets and countertops.


Lighting today’s decksTHE MOST COMMON deck lighting

mistakes are committed bythose who think more is better.

The truth is outdoor lighting canbe intrusive to guests and neighborsif not strategically located withform and function in mind. Toooften, d-i-yers and even pros spendtoo much time, energy and moneyon lighting nearly every outdoorarea, ranging from patios and furni-ture to fences and walks, withoutconsideration of the ultimate goal:creating a comfortable, relaxedatmosphere that facilitates entertain-ing or quiet, soothing alone time.

Oftentimes, this includes anoverabundance of lighting focusedin a single area or quite simplypointed in one direction, up ordown, resulting in effects that areeither flat-out boring or impair the vis-ibility of other spaces. For instance,lighting grouped too intensely togetheratop railings can cause a naggingglare, while detracting from the beautyof fountains, shrubbery, statues,swings or porches.

Outdoor lighting should alwaysinclude a blend of techniques toensure safety and ambiance. Thisincludes a combination of downlightsplaced unobtrusively under decks andstairs, uplights used to wash the frontof artistic elements, backlights thataccent architectural structures, andhardscape lighting built into structureslike retaining walls and fire pits toincrease both the flair and purpose ofoutdoor living areas.

Also a consideration is local regu-lations. Although not stringentlyenforced as long as light exists fromother sources, stair lighting should bea mandatory inclusion of all deckingprojects due to their ability to increasesafety and eliminate the possibility ofcostly violations.

PRODUCT SpotlightBy Scott Holland, i-lighting

stairs, posts or other outdoor areasand structures. This is mainly due tothe use of sleek 5mm LED lightstrips available in 4’, 6’, 8’ or evencustomizable sizes that can be neat-ly tucked under railings, deckboards, and stairs.

Furthermore, the newest formsof LED outdoor lighting offer manyadvantages in comparison to theircounterparts, with cost savings ris-ing to the top of the list. This isbecause the latest LEDs use approx-imately 80% less energy than incan-descent bulbs and are rated for 12-plus years of operation if used 24hours a day/seven days a week.Since they can be operated withcustom low-voltage DC transform-ers, line voltage drops are also no

longer an issue, with up to 30 LEDs liton a single string of lights with thesame intensity. Other benefits include:

• Photocell technologies that senseambient light and automatically turnlights on and off for both safety andsecurity, while adding convenienceand reliability

• Lighting designs that don’t createheat, making them safer for pets andchildren, while attracting fewer insects

• Dimmable systems that can beincreased or lowered in intensity toaccommodate mood and ambiance

Lastly, always work with provenmanufacturers who will back yoursales efforts with credible warrantiesand sales tools that include kits thatbuilders can demonstrate or home-owners can sample on their own dur-ing evening hours. This is a sure wayto create confidence in the latest LEDoutdoor lighting systems and turn cus-tomers into repeat clients.

– Scott Holland is president, c.e.o. andfounder of i-lighting LLC, North East, Md.Contact him at (888) 305-4232 or viawww.i-lightingonline.com.

Now, the hard part. Although mostpeople would agree on the benefits ofoutdoor lighting, many contractors andhomeowners alike are still reluctant toinclude lighting in their building andrenovation packages. Difficult, costlyand bulky are just a few of the termsthat are regularly used to describe itsinstallation. Fortunately, these phrasesrepresent the memory of systems past,as cutting, splicing and line voltagedrops are no longer integral for weav-ing lighting into decking and the sur-rounding landscape.

Unlike many exterior lighting solu-tions that only focus on posts, modernsystems have been specially designedto light outdoor rail systems with newconnection technologies that simplyplug together to ensure easy installa-tions achieved in half the time of tradi-tional outdoor lighting products.

Another benefit is that they workequally well with all forms of materi-al, ranging from vinyl and aluminumto composite and wood railings, tocreate nearly invisible downlightingeffects that can be extended to deck


The total deck packageUpsell to boost profit, buyer satisfaction

grow your business, and better servethe full needs of your clients. Here areseveral strategies I’ve found to helpsell decking more effectively, effi-ciently and profitably:

Sell the Total Package A beautiful backyard consists of

more than just a deck. The right foun-dation and accessories are what trulybring a customer’s vision to life. Ialways start a project by remindinghomeowners that the key to a durable,high-performance deck is what lies

beneath the surface: the substructure. Among the fastest-growing trends

in deck building today is the use ofsteel framing. Products like TrexElevations Steel Deck FramingSystem offer an ideal opportunity toupsell since they increase a deck’slongevity and value, while improvingoverall appearance both above andbelow. Unlike wood, steel won’t warp,twist, split or decay and its stabilitycreates a remarkably flat deck surface.

For homeowners looking to get thehighest quality and lifetime satisfac-tion out of their space, steel deckframing is a no-brainer. However, thesubstructure of a deck typically isn’ttop-of-mind for most homeowners, soit’s up to you, the contractor, to pre-sent your clients with all the availableproducts and information so they canmake the best choice for their back-yard and budget.

Similarly, lighting and railing addsafety and enhanced ambiance to anyoutdoor setting. Given the myriad ofoptions available, this is an area whereclients can truly customize their spaceand let their personality shine. Useimages from previous projects asinspiration and to reinforce the impor-tant role these components play in cre-ating a dream outdoor living space.

Inspire Confidence andPossibilities

With the “total package” approachin mind, have the discussion aboutadd-ons early in the planning process.

WHILE THIS YEAR’S outdoor livingseason is drawing to a close, the

work of a successful decking salesmannever ends. As construction windsdown in many places across the coun-try, now’s the time to look back at theseason and evaluate your success. Didyou meet or exceed your goals? Whathurdles did you face? Most important-ly, what can you do better next seasonto maximize your time and profit?

If you’re not upselling your cus-tomers, you’re missing out on a criti-cal opportunity to maximize profit,

MARGIN BuildersBy Pete Ciaraldi, Professional Building Services

STEEL FRAMING is a new trend beneath composite decking. (Photos by Trex)


USE OF steel framing can provide a cleaner look under elevated composite decks.

You will show yourself as a true spe-cialist by demonstrating you are think-ing ahead. Ask your customers ques-tions about how they plan to use theirnew deck, and present ideas that igniteinspiration. Introduce clients to onlinedesign software and encourage themto experiment with the different fea-tures and options to help expose themto new possibilities. Designing an out-door living space from scratch can beoverwhelming, but I’ve found thatresources like visualizer apps formobile devices provide a user-friendlyway to experiment with the manydecking and railing choices available.

Focus on Value vs. PriceWhen it comes to decking materi-

als, many consumers limit theiroptions due to preconceived percep-tions about the cost of compositedecking. A great way to address thisconcern is by quantifying the long-term value of a composite deck. Thecost—and time—required to maintaina traditional wood deck can far exceedthe upfront investment in a high-per-formance composite deck that will lastfor 25 years and retain a like-newappearance with just an occasionalsoap-and-water cleaning. Make sureyour clients understand and considerthe cumulative expense of power-washing, sanding, staining and paint-

ing a wood deck—not to mention thevalue of all the time they get to spendenjoying the deck rather than workingon it. Typically, the cost differenceevens out within five to 10 years.

Today’s wide range of offeringsand price points make it even easier toconvert customers to higher-marginwood alternatives. Trex, among othermanufacturers, offers multiple deckingcollections, to accommodate a rangeof budgets. Its three lines all offer highdurability and wear-resistance, alongwith ultra-low maintenance and long-lasting good looks. Each offering thenbuilds on the last with enhanced per-formance and design features thatmake it easy for contractors to upsellbased on customer preferences andbudgets.

Given the constant array of newproducts, advancements in technology,and the evolution of backyard design,there’s never been a more excitingtime to be in the outdoor living busi-ness. Be sure you’re making the mostof every project by promoting yourselfas an outdoor living expert and offer-ing your customers complete outdoorliving solutions, along with a healthydose of inspiration and guidance.

– Pete Ciaraldi manages ProfessionalBuilding Services, Salem, N.H., and is aTrexPro Platinum contractor. Reach himvia professionalbuildingservices.com.

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What’s in store fordecking in 2015?

INDUSTRY TrendsBy Brent Gwatney, MoistureShield

living products your builder and d-i-ycustomers will be demanding comespring and summer.

Living large outdoorsOutdoor living is really taking off,

with more people turning their back-yards into vacation spots. They’reincreasingly using decks for entertain-ing, not just relaxing. That meansmore amenities like outdoor kitchens,bars and fireplaces.

The growing popularity of outdoorliving also means that in many partsof the U.S., especially the west, decksare getting larger and more complex.Many now feature well-defined areasfor cooking, eating and socializing,with handrails, level changes and col-ors setting off each space. For dealers,this means opportunities to sell largerquantities of decking and railing,including multiple colors per job, tohelp accent various functional parts ofthe space.

In the Northeast, where manyhomeowners are still rebuilding fromSuperstorm Sandy, replacement deckstend to be smaller and more utilitarianto accommodate for smaller yardspaces and over-extended remodelingbudgets. The demand for decking andrailing is robust given the sheer vol-ume of decks being replaced, so deal-ers in the Northeast should be pre-pared for strong decking orders tocontinue. Both small and high-enddecks present an opportunity to sellcomplementary, functional items suchas grills, shade systems, and outdoorseating.

NOW THAT AMERICANS’ spendingpower and willingness to invest

in home improvements is on the rise,dealers can anticipate greater demandfor outdoor living products like deck-

DECK BUILDERS increasingly offer customers alternatives to traditional square balusters in railingsystems. (Photos by MoistureShield)

ing in 2015. The winter months are anideal time to explore the design andproduct trends that will be popularwith homeowners, so you’ll be pre-pared to offer the decking and outdoor


DECKING manufacturers now supply an array of low-voltage lighting to accent deck designs.

ucts that will hold up well no matterwhat nature throws at them, fromharsh sunlight and heavy snowfall tosoaking rains. In addition to favoringproducts with long-term durability,homeowners also want to minimizethe time required to maintain theirhome improvements.

A result of these two homeownerdesires is increased demand for com-posite and plastic decking, which isforecast to grow nearly 10% per yearthrough 2018, according to a recentFreedonia market study.

For many homeowners, the ulti-mate deciding factor when choosingdecking products is still how good theboards look. The result is growinginterest in exotic hardwoods like ipé,and composites that replicate the lookof high-end woods. A decking’s repu-tation for reliability and durability isstill very important, though, so deal-ers stand the best chance for salessuccess when offering products thatare both durable and beautiful.

– Brent Gwatney is senior vice presi-dent of sales & marketing forMoistureShield composite decking, andhas more than 30 years of experience inthe building industry. Gwatney also serveson the board of North American Deck &Railing Association. Contact him [email protected].

Deck design trendsIn many parts of the U.S., deck

designs are moving towards a moremodern look. Custom decks increas-ingly feature accessories like comple-mentary colored handrails (white andblack are growing in popularity),alternative railings (such as rope andglass), and captivating lighting to illu-minate the deck and create visualinterest. More manufacturers areoffering lights exclusively designedfor decks, with low voltage outputs,expanding design possibilities.

For deck boards and rails, exoticcolors are trending, although brownsand grays continue to be favored, aswell. Decking manufacturers haveresponded with new colors that deal-ers can use to fulfill these homeownerpreferences.

For example, in recent monthsMoistureShield has added to its colorpalette Brazilian Chestnut (a warm,golden brown with rich brunettestreaks) and Bridle (a rich brown witha hue similar to fine leather).

Desire for durabilityOne outcome of the Great

Recession is many homeowners arelooking for home improvements todeliver lasting value and be more thana short-term amenity. For decking,this means a growing interest in prod-


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RECENTLY, THIS COLUMN focused on the challenges ofserving customers who have grown accustomed to

an Amazon.com shopping experience. The key take-aways for staying competitive and relevant in today’senvironment included using technology to advance andsupport your sales organization. In an industry that isslower to adopt technology and traditionally reliant onstrong personal relationships to conduct business, this canbe a challenge.

However, there are a number of organizations thathave embraced and are driving sales growth through theuse of proprietary or third-party technology solutions.Those tools include online sales or e-commerce plat-forms, mobile apps and integrated customer relationshipmanagement (CRM) systems.

“A mobile app that is accessible through a tablet com-puter or smartphone gives a sales team the ability toaccess real-time inventory pricing and accounts receiv-able information, enter quotes, open sales orders, andinput sales leads on the fly,” said Anthony Muck, seniorspecial projects manager of DSMi, a software companyspecializing in the building products industry. “A lot ofour customers appreciate how this tool can replace abinder full of sales sheets that are outdated as soon asthey are printed.”

We at U.S. Lumber Group, Atlanta, Ga., recentlybegan using Salesforce.com for CRM to be responsive tocustomer requests, consolidate customer information, andfacilitate sales.

We’ve always struggled with information flyingaround from 90 different directions. Now our sales repscan have all their customer and product information

THINKING AheadBy Mark Brennan, U.S. Lumber, and

Committee Member, North American Wholesale Lumber Association

Driving salesgrowth withtechnology

available through their tablets when they’re meeting withcustomers.

Like U.S. Lumber, many organizations struggle withconsolidating historical customer sales data and contactinformation in one place. Housing that information in acentral CRM system like Salesforce.com, ACT or similartechnologies, can streamline and improve a company’ssales and marketing efforts and grow revenue. Access todetailed, accurate customer data means a marketing teamcan send targeted offers and communications to the rightpeople at the right time and increase conversion rates.

U.S. Lumber’s roll out of these technologies began inspring 2014, so adoption across the organization is stillunderway. However, the sales representatives who can


now easily locate sales history, pric-ing, programs and other details inreal time have provided positivefeedback to me about their experi-ences.

Recognizing the trend that moreand more of our customers want totransact with us online, U.S. Lumberis also developing an online e-com-merce site. We will be able to pro-vide customers with customized pro-gram pricing and all product docu-mentation in one spot. The new U.S.Lumber catalog will also allow cus-tomers to track the truck deliveringtheir orders and provide them with areal-time ETA.

The willingness of our president,Jeff McLendon, and leadership teamto invest in technology has put U.S.Lumber at the forefront of the indus-try when it comes to innovation. Asa company, we are dedicated andfocused on using technology toenhance our customers experiencewith us.

Building Products Inc. (BPI), asupplier of building products head-quartered in Watertown, S.D.,recently implemented the DMSiPartnerView online portal. Throughthis tool, its customers can find andprint invoices, view open orders, getshipping status, enter quotes, andperform other functions at any timeof day.

“Now, our customers don’t haveto get off of the phone with one oftheir customers to place orders,”says Cas Rangel, chief informationofficer for BPI.

Rangel believes the convenience,time savings and other features ofthis new tool have resulted inincreased customer satisfaction.

Over the past year and a half, BPIhas also focused on other technolo-gy investments, such as a new phonesystem and a custom-built CRMsystem that will integrate with thecustomer portal and phone system.

Not only do these enhancementsposition BPI for greater marketingand sales success by centralizingcustomer data, they also ensure busi-ness continuity, which prevents lostsales and customer service issues.

“If something happens that closesone of the branches, I can have thoseoperations up and running the sameday at another branch,” said Rangel.“And our staff can work remotely ifneeded.”

To learn how other peers areleveraging technology to enhancetheir sales efforts and drive revenuegrowth, I encourage you to attendNAWLA’s Leadership Summit,March 22-24, 2015, at The WestinKierland in Scottsdale, Az. Theevent brings together mid-levelmanagers and executives and indus-try-leading companies to discusstop-of-mind business topics andsolutions for driving revenue growthand streamlining operations.

Additional details are available atwww.nawla.org.

– Mark Brennan is program managerfor U.S. Lumber, Atlanta, Ga., and amember of North American WholesaleLumber Association’s communicationscommittee.

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RELATIONSHIPS AND TECHNIQUE affect how much busi-ness we get from our potential customers. Many sellers

are friendly. They are helpful. Other sellers have good tech-nique. They’ve read all the books and know all the moves.Master sellers do both. Master sellers know how to ask forthe business and they know how to build mutually benefi-cial business relationships.

Make closing part of the relationshipToo many sellers have a “relationship” with the “cus-

tomer” that is only a one-way or social relationship. Here isa typical conversation with a salesperson in this type ofrelationship:

Manager: “So, John, how are you doing with ABCDistribution?”

Quotron: “Great! We have a great relationship.”Manager: “Good, so how much are you selling him?”Quotron: “Oh, he hasn’t bought anything from me yet,

but we have great conversations.”Manager: “It’s not a great relationship unless he is buy-

ing from you!”The customer is using and abusing this salesperson for

market information or to “keep his main supplier honest,”but has no intention of buying from him even though theyhave a great “relationship.” This salesperson thinks thatafter many great conversations, eventually the customerwill start to buy from him. He’s correct in one sense.Relationships take time for all sellers to build. The differ-ence between the master seller and the quotron is the begin-ning, the middle, and the end of the relationship.

The Beginning: Quotrons spend all their time and ener-gy trying to please the customer. They confuse agreeabilitywith likeability and deference with respect. They allow thepotential customer to dictate the terms of every conversa-tion. They are there to please.

Master sellers spend their time and energy looking forcommon ground. They give and demand respect. They arelikeable and agreeable, but they do not concede and cedeon every point. They ask for the order/business earlier andmore often. Master sellers are interested in relationshipsthat are mutually beneficial and projects this in everythingthey say and do.

The Middle: The quotron serves the customer andaccepts a lot of “I’m fine right now,” “The market isn’tright for me,” “I don’t know exactly where I am on that,”and other excuses at face value and does not ask the follow-

up questions that the master seller does:Master Seller: “I understand that you are fine right

now, but when will you be buying?”Customer: “In a couple weeks.”Master Seller: “If we can put a deal together for two

weeks out, can I have your order today?”The master seller follows up on all side-steps from the

customer with a “what if?” strategy or just by asking morefollow-up questions to get to the customer’s true need.

The End: At closing time, master sellers ask and askway more often. This is not a style issue—ask and ask a lot.

“Yes or no” vs. “I’ll let you know”Closers are in in the game, not just commenting on it.

Sellers who struggle are in a lot of “I’ll let you know” con-versations. Closers are in more “yes or no” conversations.

A great way to ensure we will get into “yes or no” con-versations is the “opening close.” We open the conversa-tion with a closing sentence.

Another way to get into more closing conversations isby holding back the price on our offer. We tell the customerthe positives about our offer. We build value and excite-ment, but we hold back the price. When we hold back theprice, customers will ask for it. Questions are buys signs.By holding back the price in the offer we “force” the cus-tomer to engage in a sales conversation (yes or no).

Us: “Good morning, John. We just bought a block ofBeautiful Wood studs. I’ve got flexibility on shipment, howmany of these do you need?”

Customer: “What’s the price?”Us: “The price is the icing on the

cake, John. If we can agree that theprice is right, how many can youuse?”

From here, we are in a closingconversation. The customer maysay yes or no, but he is unlikelyto say, “I’ll let you know.”

When we use more “yes orno” techniques and build mutu-ally respectful relationships fromthe beginning, we win.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Closing relationships,closing techniques


DEALER BriefsUS LBM Holdings, Green Bay,

Wi., acquired 110-year-old StandardCos. , operator of six StandardSupply & Lumber DCs, a compo-nent plant, and eight kitchen show-rooms in western Michigan.

Schroeder Lumber, Kendall,Wi., is closing Nov. 15 after 112 years.

Builders FirstSource, Dallas,Tx., has completed its purchase ofTrim Tech of Austin, Hutto, Tx.

Alexander Lumber Co. closedits Woodhull, Il., yard last month after106 years and held an Oct. 24 grand-reopening at its newly remodeled storein Canton, Il.

Stantons Hardware & Build-ing Supply, W. College Corner, In.,has closed, with the retirement of own-ers Don and Sue Stanton. The propertyis up for sale.

Graber Building Supply ,Sullivan, Il., sustained $20,000 to$30,000 in damage from an Oct. 9arson fire.

Bud Lott True Value Hard-ware, Douglas, Ga., was destroyed byan early morning fire Oct. 2.

True Value Hardware, DavidCity, Ne., has been sold by Raymondand Janis Cameron to Blake Burgess,owner of York Ace Hardware ,York, Ne. The store, which theCamerons bought in 1983, is beingconverted to an Ace and will be man-aged by Erin Hotovy.

Burney True Value Hard-ware, Aberdeen, N.C., recently held agrand re-opening to show off its exten-sive remodel.

Westlake Ace Hardware willshutter its Lenexa, Ks., distribution cen-ter July 31, 2015.

Summit Materials , Denver,Co., acquired Southwest Ready-Mix, Houston, Tx.; ColoradoCounty Sand & Gravel, ColoradoCounty, Tx.; and Concrete Supply/Builders Choice Concrete ,Topeka, Ks.

Anniversaries: Yarnelle Lumber& Hardware, Wabash, In., 150th …

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Co ops PAL, AP to ergeLBM buying groups Progressive

Affiliated Lumbermen, Grand Rapids,Mi., and ENAP, New Windsor, N.Y.,have agreed to merge, targeting a firstquarter 2015 close.

ENAP president/c.e.o. Steve Sallahwill be president and c.e.o. of the newcompany and PAL c.e.o. Paul Deanwill be executive vice president, head-ing a leadership team that includesv.p.s and managers from both co-ops.

They will operate out of NewWindsor, Grand Rapids, and Monroe,La., serving 447 members that possess742 lumberyards in 33 states.

Busy Beaver Back ro ingBusy Beaver, Pittsburgh, Pa.,

opened its 15th store Oct. 2 inLawrenceville, Pa.—its first new storeopening in eight years.

The new 23,000-sq. ft. location willemploy 15 full-time, with additionalpart-time seasonal positions.

The new store stocks new andexpanded lines, such as luxury vinylplank flooring, which will roll out tothe chain’s other locations in Ohio,Pennsylvania and West Virginia.

Founded in 1962, Busy Beaver waspurchased by new ownership inSeptember 2013.


Home Supply Millwork has sold its 90,000-sq. ft.home in Louisville, Ky., to Reese Central Wholesale,but will lease back about 9,000 sq. ft. until it can relocate to 2.3acres it recently purchased in Jeffersontown, Ky.

Georgia-Pacific will invest $37 million to increasecapacity by 60% at its Gurdon, Ar., lumber mill by next fall.

Fraser Timber agreed to sell its Masardis, Me., sawmillto Quebec’s Maibec.

Genova Products has taken over the 100,000-sq. ft.plant in Paducah, Ky., formerly operated by Infiniti PlasticTechnologies, to produce PVC building products.

Beacon Roofing Supply has purchased distributorsWholesale Roofing Supply, Dallas, Tx., and 5-branchApplicators Sales & Service, Portland, Me.

Gypsum Management & Supply, Tucker, Ga.,agreed to acquire 3-unit Drywall Supply, Lincoln, Ne.

Interfor is now marketing Ilim Timber’s Europeanlumber products in North America.

Dixie Plywood & Lumber, Antioch, Tn., and Lum-berman’s Wholesale Distributors, Nashville, Tn., arenow distributing all James Hardie products to middle andeast Tennessee. Prior distributor Diamond Hill Plywood,Knoxville, Tn., is discontinuing Hardie sales in Tn., but willcontinue in N.C., S.C., and Va. Boise Cascade BuildingMaterials Distribution, Memphis, Tn., continues sellingin west Tn.

BlueLinx Corp. is now distributing Weyerhaeuserengineered wood products in the Delta Gulf market, from itsDCs in Pearl, Ms.; New Orleans, La.; and Pensacola, Fl.

Boral Versetta Stone veneer is now being distributed byWOLF, York, Pa., to mid-Atlantic states and by MonsmaMarketing Corp., Grand Rapids, Mi., in the Midwest.

King Architectural Metals now distributesFeeney’s CableRail and DesignRail railings from its officesin Dallas, Tx.; Baltimore, Md.; and Los Angeles, Ca.

WBH Group, longtime rep for Universal StairParts, now also represents sister brand L.J. Smith StairSystems in Tx., Ok., Ar., Ms., La., Memphis, Tn.; andWichita, Ks. (Michael Martin, regional sales mgr.).

DEALER Briefs

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Canfor Buying Southern Lu berNew South Companies, a subsidiary of Canfor Corp.,

Vancouver, B.C., has agreed to purchase Southern LumberCo., Ridgeland, Ms., from the Dearman and Sulser familiesfor $48.7 million.

The deal, anticipated to close at the end of first quarter2015, includes Southern’s Ridgeland headquarters andsawmill in Hermanville, Ms., providing 90 million bd. ft. ofSYP production capacity annually. Current management isexpected to remain.

In recent months, Canfor has picked up several otherSYP mills, including Balfour Lumber and Beadles Lumberin Georgia and Scotch Gulf Lumber in Alabama.


David Hogan, ex-Specialty Woods,has been named president ofLumber Source, Morrow, La.

Ken Schmitt has been promoted toregional v.p. of the Northeast forHuttig Building Products, oversee-ing DCs in Me., Ct., Ma., N.H., andN.Y. Vin Dibiasio succeeds him asgeneral mgr. in Hooksett, N.H. BobKern Sr., ex-Milliken Millwork, isnew to Huttig’s Wilkes-Barre, Pa.,branch, as territory mgr. for south-ern N.J.

Mark Spargo, Snavely Forest Pro-ducts, Denver, Co., has been pro-moted to v.p.-national accounts forthe Pittsburgh, Pa.-based business.

John Edwards has retired after 36years in the industry, the last 30 insales with Hoover Treated WoodProducts, Thomson, Ga.

Brad Hodgins, ex-Wholesale Mill-work, is now in outside sales withCoastal Lumber Co., serving north-ern New Jersey from Newton, N.J.

Shawn Kitts, ex-SPEC BuildingMaterials, has been named storemgr. of 84 Lumber, Huntsville, Al.

Mike Haas and Scott Passino havejoined the outside sales team atRussin Lumber, Montgomery,N.Y., Haas covering central/west-ern Ma. and Ct., and Passino serv-ing eastern, central and northernN.Y.

Keith Keegan, Weyerhaeuser Co., hasbeen promoted to area general mgr.for north Texas, based inCarrollton, Tx.

MOVERS & Shakers

Kevin O’Connor, ex-DMSi, joinedDQ Technologies, San Antonio,Tx., as senior account mgr.

Colin Sexton has joined the salesteam at Alexander Lumber, Eagle,Wi.

Brent Harris is now in inside sales atBlueLinx, Atlanta, Ga.

Ken Galubinski, ex-Sears, is new toStock Building Supply, Atlanta,Ga., as market sales mgr.

Sean French, ex-Boston Cedar &Millwork, has joined the WolfOrganization, York, Pa., in sales.

Drew Dickman is new to sales atDickman-Hines Lumber Co.,Pottstown, Pa.

Shane Graham, ex-Pella, has beennamed general mgr. of FrontLineBuilding Products, Green Bay, Wi.

Roger Redenius, ex-Stock BuildingSupply, is now window mgr. atGulf & Basco, Houston, Tx.

Troy Baker, SRS Distribution, hasbeen promoted to area v.p for Mo.,Ks., Ok., and Ar.

Nick Cwikla has joined Tarco, LittleRock, Ar., as Midwest district salesmgr., based in Chicago, Il.

Jonathan S. DeArment has beennamed president and chief operat-ing officer of Channellock,Meadville, Pa. He succeeds hisfather, William DeArment, whocontinues as c.e.o. and chairman.

Travis Hendren has been appointedv.p. of mergers & acquisitions forGypsum Management & Supply,Tucker, Ga.

Jim Keller has been appointed legalcounsel for Deceuninck NorthAmerica, Monroe, Oh.

Jack Barry was named chief financialofficer for CalStar, Racine, Wi.

Jim Smith, Dane, Wi., is nowMidwest regional mgr. for theAmerican Wood Council.

Robert Scoble, president, HydeTools, has been promoted to presi-dent of parent The Hyde Group,Southbridge, Ma.

Joseph Hayden, Pella Corp., Pella,Ia., was honored by the NationalFenestration Rating Council asDariush Arasteh Memorial Memberof the Year.

Eaton Wright and Liv Good areimplementing a new wellness pro-gram at Mungus-Fungus ForestProducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.

Curtis Adding Arkansas YardCurtis Lumber Co., Wynne, Ar.,

will build a new $5-million store inWest Memphis, Ar., by next July.

The 32,000-sq. ft. facility willinclude a full-service Ace Hardwareand a drive-thru lumberyard.

Presently, Curtis will also rebrandits Caldwell Lumber yard Wynne tothe Curtis name.

RS pands In SouthRoofing Supply Group, Dallas, Tx.,

has added new locations in Greenville,S.C., and Mobile, Al.

Walter Fulmer is branch managerin Greenville; J.J. Fountain has relo-cated from Atlanta to oversee Mobile.

Tool Retailer Adds DC forOnline Sales

Acme Tools has opened a new dis-tribution center in Grand Forks, N.D.,to support its growing Internet salesdivision.

The nine-acre, 40,000-sq. ft. facili-ty has 20 employees and, with roomfor expansion, expects to double thatnumber in five years.

“The online marketplace continuesto record rapid year-over-year growthrates,” said v.p. Steve Kuhlman.“Completion of the new distributioncenter centralizes our Internet salesoperation and increases fulfillmentefficiency, which will benefit our webcustomers and retail operations whoexpect timely order processing andfast, on-time delivery.”

Acme also operates 10 retail storesin North Dakota, Minnesota and Iowa.

Your Eastern & Midwest Redwood SpecialistREDWOOD DECKING

THE NATURAL ALTERNATIVEFull Range & Large Inventory

Reman to Specific Patterns

CHICAGO SUBURBAN LUMBER SALES800-341-6485

7459 Franklin St., Forest Park, IL 60130Fax: 708-771-7391 • Email: [email protected]

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We Ship by the Unit or by the PieceFamily Owned & Operated for Over 60 Years


TALK BackWe welcome your letters to the editor. Send comments to Fax

949-852-0231, [email protected], or BPD, 4500Campus Dr. #480, Newport Beach, Ca. 92660.

FRIEND TO BUSINESSSince being forced to shutter my second generation

family lumber and building material distributorship in Juneof ’10, BPD has become an even more valued monthlyperiodical than when I was still operating the business. Themagazine keeps me updated on issues, trends, moods andproducts, so I feel more engaged with the industry I love.

Alan Oakes’ last two columns (“Two-by-fourish,” Oct.,p. 6; “Hey, I’m Not Dead Yet,” Sept., p. 6) are particularlygermane to our industry and the entire economy. The anti-business environment of California is truly appalling, butthe same attitude in Washington, D.C., is the bottom linereason that housing and, indeed, our entire economy are inthe fifth year of a shadow “recovery.” It is not possible forthe U.S. to have a growing job market, manufacturingindex, and overall GDP without a vibrant home construc-tion industry. That just simply isn’t going to happen withcurrent anti-business, uber regulatory attitudes from thelegislative side. What would the politicians who broughtthat ridiculous suit against Lowe’s have said if, in response,Lowe’s closed every store in their jurisdictions and laid offthe hundreds of their citizens who depend on that companyto feed their families and pay county and state taxes?Excessive taxation and regulation discourage business orig-ination and expansion. California thumbed its high tax-and-regulation nose at Tesla. Well, Texas, Ohio, my state ofSouth Carolina, and others welcome new businesses—and

the jobs they provide—with incentives. Jerry Brown wouldchoke on his tofu to know that last year S.C.’s Republicanlegislature, under the able, pro-business leadership of Gov.Nikki Haley, passed a law extending a 35% tax credit forevery dollar invested in new CapEx for businesses expand-ing in or moving to S.C.! Has it been successful? Wildly so.BMW is adding a billion-dollar expansion to its plant inGreenville. Michelin is having to expand because of BMW,and on it goes.

I don’t see conditions favoring the type of strong hous-ing construction we enjoyed coming out of the four previ-ous recessions to take hold in the U.S. for several moreyears. Onerous federal banking regulation that discouragesmortgages, coupled with the lethargic growth of good,high-paying jobs, has socked the millennial age group, whoshould be first-time home buyers now. We are blessed thatour 32-year-old son, although still single, does have a greatjob and owns a 1,200-ft. condo in a cinder-block-and-stain-less-steel building in uptown Charlotte. Many of his collegefriends are not so fortunate.

So, when conditions do improve, what kind of domocilewill the millennial generation seek? I believe they will beforever conservative, remembering their struggles in thedown years of their 20’s and 30’s, and wanting to make assmall an environmental footprint as possible. Ergo, Alan’slast two “Totally Random” pieces are inherently tiedtogether. Lessen regulation and taxation, business recoversand takes off, and housing construction benefits! I will be amost interested observer to see just what size and kind ofhome they build.Jack Aden, former ownerRawles-Aden Building Products, Petersburg, Va.



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A Touch of GlassTempered glass railing panels from Wahoo Decks

are built to last, while enhancing the view from anydeck or balcony.

Wicking channels are molded into the bottoms ofthe brackets, allowing water to drain.

The Wahoo Glass Panel Railing comes withbeveled edges, in two tints—twilight or pure—and in4’, 5’ and 6’ kits, straight or stair at 36” or 42”heights. Each kit includes aluminum top and bottomrails, all hardware, and a post assembly.

WAHOODECKS.COM(678) 343-2317

Natural Decking on the SideUltraShield Naturale by NewTechWood is a pro-

prietary embossing process that produces the mostnatural looking and feeling composite board in theindustry, ideal for both decking and siding.

The material is extremely durable and will notfade. Its 25-year warranty also covers labor.

It comes in nine colors, each using a proprietaryprocess that further enhances the natural look.

NEWTECHWOOD.COM(866) 728-5273


Grooving to CompositesA new channeled profile has been added to

Integrity Composites’ DuraLife MVP (MaximumValue & Performance) decking line.

The line debuted last year as a “square edge only”product that required face-fastening installation. Thenew grooved profile offers hidden fastening capabili-ty, using the Fastenator hidden fastening system.

DURALIFEDECKING.COM(207) 571-0775

Taking Cuts in Tight SpacesA new reciprocating saw from DeWalt features a

compact configuration of the DCS387 to allow usersto make controlled overhead cuts and cuts in tightspaces, such as between studs, under sinks, and in cor-ners.

The DCS387 20V Max lithium ion saw is ideal forcutting through a variety of materials, including wood,PVC and various types of metal including studs, con-duit, and steel pipe.

Its keyless four-position blade clamp provides theability to orient the tool according to different types ofcuts, while a fixed pivoting shoe provides leverage fordifferent applications. Other features include a vari-able speed switch for control during cutting applica-tions, and LED light to illuminate the cutting surfaceand work area.

DEWALT.COM(800) 433-9258


Back-Up BoltSmartTouch Bolt, Milgard’s

most advanced security lock yet,is now available on its Tuscanyand Montecito series patio doors.

The new bolt is a secondarylock that is fully integrated intothe door with no visible fasten-ers, providing added, steel-rein-forced protection.

It also acts as a vent stop tokeep the patio door slightly openfor ventilation while the doorremains in a locked position.

MILGARD.COM(800) 645-4273

Steady TurningA screw holder from Screw

Products Inc. easily slides on tothe tip of a screwdriver to keepfasteners straight while turning.

The transparent rubber sleeveaccommodates a wide variety ofscrew head sizes.

Its ribbed shaft interior wasdesigned to have four points ofconstant contact with the driver’sshank, ensuring screws won’tshake out.

SCREW-PRODUCTS.COM(877) 844-8880

Tropical Roof CoatHenry 887 Tropi-Cool 100%

silicone white roof coating with-stands the heat and moisture oftropical environs as it reflects thesun’s heat and UV rays.

Its moisture-cure chemistrycreates an aggressive chemicalbond with the roof, enabling it topermanently resist pondingwater, provide superior sealing,and help resist mold and mildewgrowth. It applies easily byspray, roller or brush.

HENRY.COM(800) 486-1278


Zip-away CeilingIdeal for exterior soffits, raised decks, and base-

ment ceilings, a new PVC paneling system from Zip-UP Ceiling creates a waterproof barrier that enablesthe space below to stay dry.

The flat, grid-free, non-corrugated ceiling “unzips”for easy overhead access to wiring and plumbing, orfor dry-out should there be a water leak from above.Utilizing just 2” of headroom, panels can be installedagainst an existing unsightly or damaged ceiling with-out the hassle of removing it.

The system features just five main components,including a main rail, 1-ft.-wide surface panels, and anoptional hurricane rail. They come in white or beige,with a smooth or serrated finish.

QUIETWALK.COM(888) 379-9695

Sandy SurfacesTimberTech has added a versatile light tan color,

Sandy Birch, to its Earthwood Evolution TerrainCollection of capped composite decking.

Its flat-grain surface pattern is designed to resisttrapping dirt.

In addition, AZEK Deck Arbor Collection hasadded a new light color called Hazelwood.

With its sleek, yet subtle variegation, the new hueoffers a striking, natural shade with earthy richness,which will help camouflage dirt.

TIMBERTECH.COMAZEK.COM


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Beaming BrightTwo new worklights from Milwaukee Tool provide

180º to 360º adjustable beam designs, so users canselect between area lighting and task lighting.

Equipped with TrueView high definition features,the M12 and M18 LED lantern/flood lights can illumi-nate an area for up to 75 hours on low and up to ninehours on high on a single charge.

A rugged design and impact resistant lens allow thenew lights to withstand abusive jobsite conditions, andboth models offer a lifetime warranty on the LEDs.Both also include a high-power 2.1A USB port tocharge electronic devices.

MILWAUKEETOOL.COM(800) 729-3878

Harmonious Deck ScrewThe new Kameleon composite deck screw from

GRK Fasteners blends perfectly with Trex Selectcomposite deck boards and has treated lumber code-approved GRK Climatek coating for superior corro-sion resistance.

The screws’ unique design features fiber-trappingrings that keep material from splintering and elimi-nates any mushrooming effect.

They also feature W-Cut (to reduce the friction onthe screw shank, lowering the driving torque), Zip Tip(eliminating the need for pre-drilling), CEE Thread(for larger, cleaner screw holes), and saw-like, under-head teeth for countersinking.

The fasteners are available in No. 9 gauge diame-ters in lengths of 2-1/2” and 3”, in colors to matchtoday’s most popular composite decking.

GRKFASTENERS.COM(800) 263-0463


ASSOCIATION Update

Building Material SuppliersAssociation will hold its annualbuilding products buying show Feb.4-5 in Hickory, N.C.

The show will be preceded on Feb.2-3 by a blueprint reading and esti-mating clinic presented by WBMA’sCasey Voorhees.

Florida Building MaterialAssociation will host its 2014 gov-ernment relations golf tournamentDec. 5 at the Mystic Dunes Resort &Golf Club, Kissimme, Fl.

Northwestern Lumber Associa-tion is sponsoring blueprint readingand material take-off workshops Nov.17-18 in Eagan, Mn.; Dec. 10-11 inSioux Falls, S.D.; Jan. 7-8 in DesMoines, Ia.; and Feb. 11-12 inMadison, Wi.

Northeastern Retail LumberAssociation affiliates will honorLumber Persons of the Year duringtheir annual meetings this fall.

Central New York LumberDealers Association has selected

Jonas Kelly, Jay-K IndependentLumber, as Lumber Person of theYear, to be presented at its annualmeeting Nov. 7 at the Crowne Plaza,Syracuse, N.Y. Salespersons of theYear are Brad Farnham, ReebMillwork; Len Moscowitz, HolbrookLumber; and Drew Sienko, Mid-StateLumber. Awards for OutstandingCustomer Service will go to BillTitus, Liverpool Lumber; DarrenLeonard, Tully Building Supply; andAndy Stetson, Jay-K IndependentLumber.

Lumber Dealers Association ofConnecticut will fete LaurenceLaureno, Sanford Hawley, as LumberPerson of the Year Nov. 5 at AquaTurf Club, Plantsville, Ct., and a daylater Massachusetts Retail LumberDealers Association will recognizeJames Baker, Mid-Cape HomeCenters, at Demetri’s, Foxboro, Ma.

Northern New York LumberDealers Association will posthu-mously honor Stephen Spilman,Morristown Fuel & Supply Co., withits Industry Excellence Award Nov.12 at The Gran-View, Ogdensburg,

N.Y. Salespersons of the Year areRick Maroney, PrimeSource BuildingProducts; Brian Seiselmyer, IKOSales; and Dave Yergeau, HoodDistribution. Counter Persons of theYear are Travis Taylor, Whites Lum-ber; Shawn Lashua, Triple A BuildingCenter; and Wesley Cunningham,Charles Garlock & Sons.

NNYLDA’s 18th annual bowlingtournament is Nov. 8 at MarketLanes, Potsdam, N.Y.

Specialty Tools & FastenersDistributors Association’s 38thannual convention and trade show isNov. 9-11 at the Charlotte ConventionCenter, Charlotte, N.C.

Arauco SierraPine Kill DealArauco subsidiary Flakeboard

America Ltd. has dropped its pro-posed acquisition of SierraPine’sthree panel mills in California andOregon, due to objections by theU.S. Department of Justice.

Arauco and SierraPine jointlyand voluntarily agreed to terminatethe deal, which was struck inJanuary.


SOUTHERN FOREST Products Association held its annual meeting Oct.5-7 in Charleston, S.C. [1] Kerlin Drake, Mike Sims, Scott Vande Linde.[2] Jeff Miller, Huck DeVenzio. [3] Pam & Richard Wallace. [4] MattYaun, Ross Lampe. [5] Rob & Mary Alice Girardi, Nick Girardi. [6]Michael Rutherford, Lon Sibert. [7] Keith McGregor, Doug Warstler,Debbie Sand, Gary Fallin. [8] Art Mordecai, Scott Gladysz. [9] DonWoodruff, Anthony Rhodes, Kay Reynolds, Barry Black, Matthew

Ktsanes, Jim Ktsanes, Teresa Taylor Ktsanes. [10] Vernon & RosalynnBarabino. [11] Tyler McShan, Tom Rice. [12] Steve Singleton. [13] MarkPartyka. [14] Chris Matier, John Rhea. [15] Jim Huffstatler. [16] Kerry &Tami Kessler, Mike Hubbard. [17] Lauren Gee, Ethel Rice. [18] MaryHubbard, Ben Singleton.

(More photos on next page)

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EAST

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SFPA ANNUAL MEETING (continued from previous page): [1] Andrea& Joe Kusar. [2] Sharon & Jim Krauseneck. [3] J.D. & Beverly Hankins.[4] Jeff & Amy Baumgartner. [5] Ben & Vicki Crim. [6] Kirk Forbes, Todd

Kurle. [7] Chuck Casey, Steven Hofer. [8] Terry & Kathy Roberts. [9] BillCraig, David & Vicky Burns, Thomas Schafer. [10] Harry & Ellen Hardin.

SOU

THEA

STERN

MILLS

Photos by BPD

– Serving the industry for over 30 years –

Phone: 800-763-0139 • Fax: 864-699-3101

www.spartanburgforestproducts.com


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].

LP A T D

A T D TO BUY

A T D TO BUY

A T D TO BUY

TRI-STATE LUMBER CO.Your Southern Yellow Pine

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

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

LP A T D

PRODUCTS FOR SAL

SHAVER WOOD PRODUCTSSouthern Yellow Pine Timber Production

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

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

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

email [email protected] [email protected]

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

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

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

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

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

Charles Rex Scott Jr., 52, formerexecutive v.p. of sales for PlycemUSA, Atlanta, Ga., died Oct. 10.

He spent 24 yeas with Georgia-Pacific before joining Premdor,Lawrenceville, Ga., as assistant plantmanager in 1999. He joined AraucoWood Products, Atlanta, as salesmanager in 2001, Masisa USA asdirector of panel sales in 2004,Plycem in 2008, and was director ofbusiness development for TMOGlobal Logistics, Charlottesville, Va.,until 2012.

Robert P. Thompson, 94, retiredpresident of Thompson MahoganyCo., Philadelphia, Pa., died Sept. 2.

IN Memoriam He took over the family businessin 1946, until retiring in the mid-1990s.

Ladislav E. “Laddie” Havlik, 97,former owner and operator of TampaLumber & Hardware, Tampa, Ks.,died Oct. 15 in Ellsworth, Ks.

Mitchell L. Sanderson, 82, formerpart owner of Wilcox Lumber, Flora,In., died Oct. 10.

He previously worked for BarnardLumber Co., Burlington, In.

Eugene Frederick Neer, 84, for-mer owner of Neer Lumber Co.,Liberal, Ks., died Sept. 25 in KansasCity, Mo.

He operated the yard in the 1950sand early 1960s.

H.A. “Foxey” Lowery, 81, formersales manager for Hazlehurst Lumber,Hazlehurst, Ms., died Oct. 9.

After serving in the U.S. Armyduring the Korean War, he received adegree in forestry from LouisianaTech, Ruston, La., in 1961.

He worked as quality control man-ager for several lumber companies inLouisiana and Mississippi, beforemoving to sales with Hazlehurst in1984. He retired in 2005.

He served as president of theMississippi Lumber ManufacturersAssociation in 2003.

Everett Albert Wakefield, 70,longtime employee at his family’smill, Wakefield & Sons, Harrison,Me., died Sept. 22 in Harrison.

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

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

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

CLASSIFIED Marketplace


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

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

Massachusetts Retail Lumber Dealers Association – Nov. 6,annual meeting, Demetri’s, Foxboro, Ma.; (518) 286-1010;www.nrla.org.

Mid-America Lumbermens Assn. – Nov. 6-7, annual Fall Fling,Hilton Promenade, Branson, Mo.; (800) 747-6529; themla.org.

American Lumber Standard Committee – Nov. 7, annual meeting,Scottsdale, Az.; www.alsc.org.

Central New York Lumber Dealers Association – Nov. 7, annualmeeting, Crowne Plaza, Syracuse, N.Y.; (518) 286-1010;www.nrla.org.

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

Northern New York Lumber Dealers Association – Nov. 8, 18thannual bowling tournament, Market Lanes, Potsdam, N.Y; Nov.12, annual meeting, The Gran-View, Ogdensburg, N.Y.; (518)286-1010; nrla.org.

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

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

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

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

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

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

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

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

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

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

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

Florida Building Material Association – Dec. 5, government rela-tions golf tournament, Mystic Dunes Resort & Golf Club,Kissimmee, Fl.; (352) 383-0366; www.fbma.org.

Northwestern Lumber Association – Dec. 9, introduction to build-ing material sales seminar; Dec. 10-11, blueprint reading & mate-rial take-off, Sioux Falls, S.D.; (888) 544-6822; www.nlassn.org.

Midwest Roofing Contractors Association – Dec. 10-12, annualconference, Gaylord Texan Resort & Convention Center,Grapevine, Tx.; (800) 497-6722; www.mrca.org.

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ADVERTISERS IndexFor more on advertisers, call them directly or

visit their websites [in brackets].

Allura [www.allurausa.com] .................................................Cover II

AZEK [www.azek.com]...................................................................31

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

Chicago Suburban Lumber [chicagosurburbanlumber.com] ....32

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45

DeckWise [www.deckwise.com] ...................................................41

Duralife [www.duralifedecking.com]..................................Cover IV

Empire Lumber Co. [www.empirelumber.com] .............................7

Everwood Treatment Co. [www.everwoodtreatment.com].........29

Fasco America [www.fascoamerica.com]....................................37

Great Southern Wood Preserving [www.yellawood.com]....16A-B

Kearns & Co. [www.kearnsplywood.com]....................................34

Kop-Coat [www.kop-coat.com] .....................................................13

Koppers [www.koppersperformancechemicals.com] ........Cover I

LTG Inc. [www.lbrtimber.com] ......................................................45

North American Wholesale Lumber Assn. [www.nawla.org] .....11

NyloBoard [www.nyloboard.com].................................................27

PrimeSource Building Products [www.primesourcebp.com] ....30

Quality Borate Co. [www.qualityborate.com] ..............................40

Roseburg Forest Products [www.roseburg.com] .......................15

RoyOMartin [www.royomartin.com] .............................................33

Screw Products [www.screw-products.com] ..............................38

Sherwood Lumber [www.sherwoodlumber.com]..........................4

Simpson Strong-Tie [www.strongtie.com].......................21, 23, 25

Snavely Forest Products [www.snavelyforest.com] ...............5, 19

Spartanburg Forest Products [spartanburgforestproducts.com] .43

Stringfellow Lumber [www.slco.com] ..........................................36

Swanson Group Sales Co. [www.swansongroupinc.com].........35

Tri-State Lumber [www.homanindustries.com]...........................30

TruWood-Collins [www.truwoodsiding.com] ..........................8A-B

Viance [www.treatedwood.com] ...................................................19

Western Forest Products [www.westernforest.com] ..................28

Weyerhaeuser [www.weyerhaeuser.com]..........................Cover III

Woodbrowser [www.woodbrowser.com] .....................................39

IDEA FileAdding Local Flavors

Great food, artistic creativity, and lots of funare highlights of New Orleans, La.—so a dealer theredoes its best to encourage all three.

Mary’s Hardware has been a fixture in the city’s his-toric French Quarter since 1982. In 2011, the store relo-cated several streets away and changed its affiliationfrom True Value to Ace Hardware. The new location,built in the 1840s as a family home, has two stories andabout 8,000 sq. ft.—double the old store. To fill thespace, owner John Wood and store manager DavidBlaszak listened to customer requests and brought inmerchandise not usually found in hardware stores.

“We brought in items local customers want to buy,”says Blaszak. “We like to be known as the friendlyneighborhood store that really listens to customers.”

For example, Mary’s fills its second story with awide variety of high-quality cookware and knives—perfect for local chefs and serious cooks. Also upstairsare cooking supplies such as gourmet condiments, oliveoils, jams and jellies, and other nonperishable delica-cies. A once-a-month knife-sharpening event helpskeep those knifes—and other tools—in top shape.

Another section of the second floor is devoted to thewell-known New Orleans passion for Mardi Grasparades—specifically, the Barkus Parade for dogs andtheir owners, both in festive costumes. Now in its 35thyear, the parade always kicks off across the street fromthe store.

“Our Barkus Room was created as a meeting placefor the group that plans each year’s event,” Blaszaksays. “It’s also available as a meeting room for othercommunity groups.” The room also has a big collectionof parade memorabilia, so it’s open to all store visitors.

Downstairs, in addition to the usual hardware mer-chandise, local artists can stock up on art supplies fromvarious manufacturers. Another section carries shutters,latches, and other hardware needed for restoration ofthe French Quarter’s many historic homes. Althoughthe most popular items are in-stock, customers can alsospecial-order items from catalogs.

Since many French Quarter residents don’t owncars, the store has phone numbers for another area spe-cialty: pedicabs. Once customers and purchases areloaded inside, both get a ride home in real New Orleansstyle.

BPDBuilding Products Digest

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

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BPD Nov 2014