Building Products CONNECTION -- Feb/Mar 2015

COMPLETE IOWA AND NEBRASKA

CONVENTION DETAILS INSIDE

Feb /Mar 2015

Learn. Lead.

BPC STAFF

Publisher Cody [email protected]

Executive EditorBeth Stoll [email protected]

Advertising SalesErica Nelson [email protected](763) 497-1778

NLA STAFF

PresidentCody [email protected]

Field Service RepresentativeJerry [email protected]

Event CoordinatorOlivia [email protected]

Financial & Membership AssistantAbbie [email protected]

Director of Conventions and ToursJodie Fleck, [email protected]

Communications CoordinatorMelanie [email protected]

Director of Professional Development Connie [email protected]

Field Service RepresentativeJoel [email protected]

EDITORIAL ADVISORY BOARD

Daryl LundbergRob TremlJohn BatesMike Simon

The Building Products Connectionis published bi-monthly by the Northwestern Lumber Association, 5905 Golden Valley Road, Suite 110, Minneapolis, Minnesota 55422, (763) 544-6822. It is the official publication of the Northwestern Lumber Association (NLA). Copyright ©2015 by the NLA. Materials may not be reproduced without written permission. Annual subscription fee is $30.

POSTMASTERSend address changes to:The Building Products Connection5905 Golden Valley Road, Suite 110Minneapolis, MN 55422

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Building Products Connection Feb/Mar 2015 5

Feb/Mar 2015

EDITORIAL 7

ASSOCIATION NEWS & EVENTS 8

IOWA CONVENTION PROGRAM 11

THE FINE ART OF NEGOTIATION 18

BUSINESS MATTERS 23

NEBRASKA CONVENTION PROGRAM 25

WHAT’S NEW 32

CLASSIFIEDS/AD INDEX 34

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ILA CONVENTION2015 FEBRUARY 18-19

CEdAR RApIds COnvEntIOn CEntERCEdAR RApIds, IOWA


2015Professional

DevelopmentTraining Classes• Estimating•Yard & Delivery

Best Practices• Sales• Business

Management• Leadership

Networking Groups•Owners/Manager

Roundtables• Sales Roundtable• Future Lumber

Leaders

Class details & registration information can be found on the

NLA web site www.nlassn.org

Northwestern Lumber

Association

2015Date Program Location

February 10 Introduction to Building Material Sales

Madison, WI

February 11-12 Blueprint Reading & Material

Take-Off

Madison, WI

February 18-19 Iowa Lumber Dealers Convention Cedar Rapids, IA

February 23-24 Yard & Delivery Managers Workshop

Stillwater, MN

February 25-27 Classic Roundtable Rochester, MN

March 10-11 Nebraska Lumber Dealers Convention

Kearney, NE

March 17 Business Management Twin Cities Area

March 18-20 Legacy Roundtable Rochester, MN

March 31 Business Management Sioux Falls, SD

April 1-2 Yard & Delivery Managers Workshop

Sioux Falls, SD

April 22-23 Blueprint Reading & Material Take-Off

Fargo, ND


2014 NLA BOARD

CHAIRMAN — Trent PeabodyLumber Mart West Grand Forks, North Dakota

1st VICE CHAIRMAN — Bill WoodFennimore Lumber Co. Fennimore, Wisconsin

2nd VICE CHAIRMAN — Daryl Lundberg Northwoods Lumber Blackduck, Minnesota

TREASURER — Ron EnterwRight Lumber & Millwork, Inc.

Buffalo, Minnesota

PAST CHAIRMAN — Jeff ReinhardtInterstate Building Supply Cannon Falls, Minnesota

NLA PRESIDENT/SECRETARY Cody Nuernberg Minneapolis, Minnesota

ILA CHAIRMAN — Brian CarlsonRed Oak Do-It Center Red Oak, Iowa

NLDA CHAIRMAN — Mike SkillstadFarm & Ranch Building Supply

Norfolk, Nebraska

WRLA CHAIRMAN — Craig VandenHoutenVan’s Lumber & Custom Builders

Luxemburg, Wisconsin

DIRECTORS

Brad Kranz 2012-2015Salem Lumber Co. Salem, South Dakota

Stephen McCarron 2012-2015McCarron’s Building Center, Inc.

Forest Lake, Minnesota

Brad Spelts 2013-2015Spelts Lumber Co. Burwell, Nebraska

Mike Bertrand 2013-2016Lloyd Lumber Co. North Mankato, Minnesota

Jennifer Leachman 2013-2016Leachman Lumber Co. Des Moines, Iowa

Garry Mertz 2013-2016Mertz Lumber & Supply Ellendale, North Dakota

Bill Brotherton 2014-2017Wall Lake Lumber Co. Wall Lake, Iowa

Bryan Jensen 2014-2017Central Valley Ag Elgin, Nebraska

Eric Halvorsen 2014-2017Halvorsen Lumber Co. Arcadia, Wisconsin

Brandon Seppala 2014-2017Pohaki Lumber Co. Virginia, Minnesota

ASSOCIATE DIRECTORS

Dave Charpentier 2012-2015Midwest Lumber Minnesota, Inc.

Stillwater, Minnesota

Aaron Lambrecht 2013-2016Shelter Products, Inc. New Ulm, Minnesota

Cedar Rapids, Iowa

NLBMDA REPRESENTATIVE

John BatesBuilders Select Cedar Falls, Iowa

2014 NLI OFFICERS

PRESIDENT — Larry Provance Arrow Building Center Chadron, Nebraska

VICE PRESIDENT — Wayne Briggs

Crane Johnson Lumber Fargo, North Dakota

TREASURER — Bob EganLampert Yards St. Paul, Minnesota

By now, all of the décor from the Holidays has been tucked away. Time has been spent with family and close friends and a little “me time” for yourself has hopefully been worked into your schedule as well.

With a new year comes new opportunities, new ideas and a blank slate. An empty canvas where you and your team are allowed to paint a new picture of what the year will look like. The same is true for your team at Northwestern Lumber Association. We have completed two annual conventions and have

two more yet to complete in Iowa and Nebraska (details inside this issue). If you haven’t made it out for the first two conventions… come see us! In addition to the Conventions, Future Lumber Leaders groups are meeting once again and events for the Spring and Summer of 2015 are in their final stages of planning.

Our canvas may be half painted already but there is still room for more. That is where you (the member) can play an integral

role. Looking back on a number of conversations that I have had over the past year, I can say beyond a shadow of a doubt that more is what you deserve, and more is what you shall receive.

First, NLA has hired an additional field service representative who will be on the road servicing dealers and working even closer with our associate members. Our field team (Jerry, Joel and I) have made it our goal to visit with each member on an annual basis in hopes of strengthening our relationship with your organization.

Second, gone are the days of “this is what we do” and here are the days of “tell us what you need and we will do it!” If I could pick a motto for 2015 it would be “Make It Happen”. Your staff at NLA is dedicated to making it happen for each member. This is where you come in. Start by taking a moment to think about what you want/need from NLA. Finish by telling us about it. You are our eyes and ears; we work for you! You eat, sleep and breathe this business every single day and it is crucial that we know what your needs are. Call your field representative or myself to discuss those needs. We may already have a solution in place. If we don’t, we likely have a contact for a solution and will be happy to make it happen!

So here is to each of you! Happy New Year! The year is young… Let’s Make It Happen Together!

Cody Nuernberg, NLA President

editorial

THE YEAR IS YOUNG, LET’S MAKE IT A GOOD ONE


news & events

Washington will all be ready to interact

with lawmakers during Capitol Hill and

federal agency visits, and during the

Legislative Reception on Capitol Hill.

Registration is now open online at

www.dealer.org.

Member Dealers: NLA does set aside

funds to assist those who plan to attend

the meeting. Funds are limited and are

disbursed on a first come, first served

basis. If you are interested in attending

or already plan to attend, please contact

Cody Nuernberg at (800) 896-5130 for

further details.

NLA WELCOMES JOEL SPINDLERJoel Spindler is a new field service

representative at NLA. He has a degree

in Business Management

and two years experience

working as a sales

representative for a courier

and dock truck service in

the Twin Cities.

Joel was born in Burnsville,

Minnesota and currently resides in

Rosemount, Minnesota. He enjoys

spending time with family and friends,

especially his 5 year old son Harvey, as

well as woodworking, fishing, grilling,

football and basketball. He also has been

a volunteer track and basketball coach.

2015 NATIONAL LEGISLATIVE CONFERENCE SCHEDULEDMeet with business colleagues, national

leaders, and association leadership

March 23-25, 2015 at the Renaissance

Dupont Circle Hotel in Washington

D.C. for the NLBMDA Spring Meeting &

Legislative Conference.

Much has changed in D.C. since we last

met. The Republicans now have control

of Congress, but still need to work with

the White House and Democrats to move

legislation forward. Your time will be

well spent hearing from political leaders

and walking the halls of power to make

sure our issues and concerns are shared

with leaders that can make a difference.

No one knows our issues better than

you. By sharing your personal stories,

you become a persuasive and powerful

advocate for policies that will make the

economy and our industry stronger.

Need to brush up on the issues? You will

have ample opportunities to refine your

positions and learn about new issues to

address with Congress after preparations

during the issue briefings and the

Washington Briefing Breakfast. Veterans

of the ‘Hill Visit’ and those new to

NLBMDA NAMES JONATHAN PAINE AS NEW PRESIDENT The NLBMDA Board of Directors

appointed Jonathan Paine as the new

president and CEO of the organization

at the annual meeting on October 28

at the ProDealer Industry Summit in

San Diego, California. Paine has been

serving as the association’s executive

vice president since 2012 and replaces

outgoing president, Michael O’Brien,

who is assuming other responsibilities

with NLBMDA’s management firm.

As president and CEO, Paine will take

charge of a Washington, D.C. office and

IOWA LUMBER CONVENTION 18-19 Cedar Rapids Convention Center Cedar Rapids, Iowa

CLASSIC ROUNDTABLE 25-27 Rochester, Minnesota

FUTURE LUMBER LEADERS - NE 10 Kearney, Nebraska

NEBRASKA LUMBER DEALERS CONVENTION 10-11 Younes Convention Center Kearney, Nebraska

LEGACy ROUNDTABLE 18-20 Rochester, Minnesota

Calendar of events

march

february


implement board initiatives through

the legislative, regulatory, educational,

communications, and events staff that

will report to him. He will continue to

work closely with NLBMDA leaders,

member volunteers and the state and

regional building material associations

that comprise the NLBMDA federation.

Paine already has a proven record of

success with NLBMDA. In 2014 alone,

he oversaw the introduction of a brand

new website, 100 percent member

retention for associate members in the

Manufactures and Services Council,

the development of a new three-year

strategic plan, and the launch of an

online learning management system

for the industry’s favorite Forklift & You

operator training program.

Paine is an active member of American

Society of Association Executives (ASAE),

an Eagle Scout, and a Boston native

that roots for all New England teams.

He has a Bachelor of Science degree in

Government from Suffolk University in

Boston, Massachusetts.

NLBMDA ANNOUNCES NEW LEADERSHIP TEAM FOR 2014-2015 There is a new leadership team for

NLBMDA, with new Chairman J.D.

Saunders leading the association. The

board elected its new leadership team

at the ProDealer Industry Summit in

California late last year.

JD is vice president of Economy Lumber

in Campbell, California and is replacing

outgoing chair Chris Yenrick, president

of Smith Phillips Building Supply in

Winston-Salem, North Carolina.

Since 1936, the Economy Lumber

Company has been providing building

materials and services to the developers

of the Santa Clara Valley with about

95 percent of sales coming from

pro-contractors. The Saunders family

has co-owned the company since the late

1940’s. Saunders is in the third generation

of his family helping to run the business.

In addition to JD, the other members

of the 2014-2015 NLBMDA Executive

Committee are:

• Chair-Elect: Scott Yates, Denver

Lumber, Denver, CO

• First Vice Chair: Davis Boland, Boland

Maloney Lumber, Louisville, KY

• Second Vice Chair: Michael Cassidy,

TW Perry Enterprises, Gaithersburg, MD

• Treasurer: Scott Engquist, Engquist

Lumber, Harcourt, IA

• Manufacturers & Services Council

Chair: Gary Nackers, Do it Best Corp, Ft.

Wayne, IN

• Federated Association Executives

Chair: David Garrett, Eastern Building

Material Dealers Association, Lancaster,

PA

• Immediate Past Chair: Chris Yenrick,

Smith Phillips Building Supply, Winston-

Salem, N.C.

• President & CEO: Jonathan Paine,

NLBMDA, Washington, D.C.

NLA would like to congratulate Scott

Engquist on his appointment to the

NLBMDA Board of Directors. Prior to his

appointment, Engquist served NLA as

the NLBMDA Representative for many

years.

John Bates, Builder’s Select, Cedar Falls,

Iowa, replaces Engquist as our new

NLBMDA representative.

VOTERS APPROVE MINIMUM WAGE INCREASES IN SEVERAL STATESThe minimum wage increases approved

by voters on November 4 will bring

changes to a number of state and city

employment law posters.

(continued on page 10)

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(continued from page 9)

Under referendums approved by voters,

the minimum wage will increase in

Alaska, Arkansas, Nebraska, and South

Dakota on January 1, 2015. It may also

increase in Illinois, as voters approved

an advisory referendum to raise the

state minimum wage to $10 per hour on

January 1.

The referendums approved by voters

increased Nebraska’s minimum to $8

per hour on January 1, 2015, and to $9

per hour on January 1, 2016. In South

Dakota, the state’s minimum wage

increased to $8.50 per hour on January

1, 2015, and will be adjusted annually by

any increase in the cost of living.

The minimum wage rate increases will

require an updated minimum wage

poster that employers in Nebraska will

need to display. South Dakota does not

currently have a minimum wage posting.

When the rate is adjusted for inflation,

the new rate will be published on the

South Dakota Department of Labor’s

website.

If Illinois lawmakers approve the

minimum wage increase endorsed by

voters, employers there will need to

display an updated poster as well.

The Departments of Labor in the

impacted states will be releasing posters

showing the updated rates. Employers

should display the updated posting when

the new rate becomes effective.

NLA DEALERS ATTEND IOWA HAWKEYES DRUBBING OF NORTHWESTERN WILDCATSNearly 20 dealers, suppliers and their

family members attended the first annual

Iowa Football Outing on November

1, 2014 between the Iowa Hawkeyes

and Northwestern Wildcats at Kinnick

Stadium in Iowa City.

The Hawkeyes jumped out to an early

lead thanks to turnovers and a stellar

defensive performance. The final score

was 48-7 and could have been worse!

Thanks in part to a 38-7 halftime lead,

the Hawkeyes were able to rest a few key

players for much of the second half in

preparation for their next game against

cross-state rival Minnesota.

NLA will travel to Ames in 2015 for

a Cyclone Game. A date and event

information will be released as soon as

the details are determined.

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IOW

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ILA CONVENTION2015 FEBRUARY 18-19

CEdAR RApIds COnvEntIOn COMpLEXCEdAR RApIds, IOWA


scheduLe At A gLANcewednesday, February 18

9:30 am – 6:00 pm registration desk open

10:00 am – 2:00 pm exhibitor move-in

12:00 pm – 2:15 pm semiNAr: how to sell Value in a tough market

2:30 pm – 3:30 pm semiNAr: how to “wow” Your customers

2:00 pm – 6:00 pm exhibit Floor open

6:00 pm – 8:00 pm grand reception

thursday, February 197:30 am – 1:00 pm registration desk open

8:00 am – 9:30 am membership meeting & breakfast

9:30 am – 1:00 pm exhibit Floor open

10:00 am - 10:30 am career Panel discussion

1:00 pm – 4:00 pm exhibitor tear down

IOW

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cedAr rAPids coNVeNtioN

comPLex / doubLetree hoteL 350 First Avenue NE • Cedar Rapids, I0wa 52401

reserVAtioNs: (319) 731-4444group rate: $109 (plus applicable taxes)discounted rate through January 27, 2015code: Northwestern Lumber Association

PArkiNg Attached Parking ramps

$12.00 per night (in & out Privileges)$0.75 per hour (first hour free) for daily attendees

bAdge registrAtioN costs retAiLers NLA member Free NLA NoN-member $40 buiLders/coNtrActors with PAss Free with AccomPANYiNg member Free without PAss or member $40

guests member sPouses, Architects, buiLdiNg oFFiciALs, APProVed Press, iNstructors, studeNts or retired deALers Free other $40 **suPPLiers exhibitors (ALL) Free NoN-exhibitiNg member $125 **NON-EXHIBITING NON-MEMBERS MAY NOT ATTEND

semiNAr registrAtioN costshow to seLL VALue iN A tough mArket NLA member /NoN-member $75/$125

how to “wow” Your customers

NLA member /NoN-member $40/$60

meAL costsgrANd recePtioN oN wedNesdAY NLA member /NoN-member Free/$15 breAkFAst & keYNote oN thursdAY retAiLer members & FAmiLY Free retAiLer NoN-members & FAmiLY $20 exhibitiNg suPPLiers uP to two Free (per 10 x 10 booth) AdditioNAL exhibitiNg suPPLiers $20 NoN-exhibitiNg suPPLier members $20


how to seLL VALue iN A tough mArket*12:00 pm – 2:15 pm • mICk FRANk

tips from this fast paced workshop will help you build value-added skills that you can put to use right away and make your company stand out.

key Learning Points:• Introduction to selling value.• What differentiates you from your competitors.• Create a sales process around your company’s services and benefits which will result in higher margins to your company and more sales to you.*Lunch is not included

how to “wow” Your customers2:30 pm – 3:30 pm • Rob bEll

Every team member has the opportunity to enhance your company’s reputation. when face-to-face with the customer, each person represents the whole organization. the key is to make sure each interaction earns a ringing endorsement.

key Learning Points:• What your customers really want.• Five levels of listening.• Choosing positive words - our success comes in cans, not cannots.• The importance of body language – reading our customers’ actions and taking responsibility for our own.• Steps to turn service breakdowns into loyalty building opportunities.

sEM

InA

Rs

wedNesdAY, FebruArY 18


mick Frank — mick Frank is a graduate of carleton college and has a law degree from william mitchell college of Law. he was a business owner for 18 years and is now director of business development in the core city markets for cambria. the tools and techniques mick will share will be something you can apply to any part of your business.

rob bell — rob bell is the perfect combination for a speaker of educational know-how, professional experience and humor. drawing on more than 25 years of experience in leadership roles, customer service and training, rob makes it simple, clear and FuN to improve customer service and gain leadership skills. Rob’s insight on both external and internal customer service rings true to all who hear him. Participants leave Rob’s presentations “fired up” and supplied with the techniques they need to meet and exceed customer and organization expectations.


TWo-DAY TRADE SHoW WEDNESDAY, FEbRuARY 18 • 2:00 pm - 6:00 pm THuRSDAY, FEbRuARY 19 • 9:30 Am - 1:00 pm Learn about new products and services from suppliers during this two-day trade show. this is your chance to place your orders, meet new suppliers and learn about emerging technologies and the latest innovations. stick around for your chance to win cAsh throughout both days of the trade show!

grANd recePtioN WEDNESDAY, FEbRuARY 18 • 6:00 pm – 8:00 pmJoin your colleagues, old friends and new acquaintances for some after-hours fun and relaxation! the grand reception will take place in grand ballroom b, with light hors d’oeuvres, beverages and the local kirkwood community college Jazz combos. there is No cost for members to attend the reception, but please indicate your intention of attending by reserving a ticket in advance. tickets wiLL be collected at the door.

chANce to wiN cAsh! during the trade show hours we will have several $125 cash giveaways —which is just one way we’re celebrating NlA’s 125th anniversary. Collect a signature card at the registration desk, stop by 10 different exhibitor booths for a signature and then turn your completed card in at the NLA booth for your chance to win one of our hourly cash drawings! how about a chance to win another $50? simply stop by any sponsor booth at the trade show, take your picture with a booth representative, then upload that picture to NlA’s Facebook or Twitter page with your name and company name. We’ll select a winner within one week of the show and mail you out a check!

Remember: You must be present to win the cash. Entries must be over 18 and a current owner or employee (or spouse) of a retail lumber yard.

EvEn

ts


membershiP meetiNg & breAkFAstbE A RINGmASTER! HoW To “WoW” lEADERSHIp • Rob bEllTHuRSDAY, FEbRuARY 19 • 8:00 Am – 9:30 Am

Plan on attending the membership meeting & breakfast to be brought up-to-date on important NLA business and board appointments while enjoying a delicious meal.

immediately following the meeting portion of the breakfast, our keynote, Rob bell, will speak about leadership. most people don’t stay with companies; they stay with supervisors. to realize remarkable service that results in long term business success, we must treat our team members as our very best customers. Learn how to be a ring master of even the most challenging circus!

key Learning Points:• The difference between management and leadership.• Four characteristics of excellent leaders.• The importance of developing & communicating your non-negotiables.• Techniques to energize your team to use their discretionary effort to go the extra mile.• How to involve everyone on your team to identify opportunities to add sparkle and polish to your customers’ experiences.

exhibitors as of November 20, 2014 (*sPoNsors)Absolute Distribution • Amcon block & precast • American building Components • Bayer Built WoodWorks • boise Cascade • building products Inc. - lumber & Engineered Wood • building products Inc. of Iowa • CasCade Mfg. Co. • Cedar Creek Wholesale • Center-line Trailers • CertainTeed Corporation • Creative panel Solutions • Do it best Corp. • Edco products, Inc. • Empire Company (The) • Fabral, Inc • federated insuranCe • GAF • GRk Fasteners • Guardian building products • Hawkeye building Distributors • Hayfield Window & Door Co. • Hutchison lumber & building products • k&r Wholesale Building Materials • klauer mfg. Company • lake States lumber, Inc. • larson manufacturing Company • Marvin WindoWs and doors • metal Sales mfg. Corp. • mid-Am building Supply • midland Garage Door mfg. Co. • midwest lumber minnesota • NlA 401k mEp • owens Corning • Pennsylvania & indiana luMBerMens Mutual insuranCe • owens Corning • Quality Edge • roof dePot • Rollex Corporation • TAmko building products, Inc. • Thermo-Tech Windows • universal Forest products • Wausau Supply Co., Inc.


of negotiationthe

Almost everyone has met a natural-born negotiator. You know the type: the person who can drive onto a car lot and

drive off with a bargain well under the sticker price, or go to a flea market or antique shop and get an 18th century

armoire for a quarter of its tag price — or walk into their boss’s office and walk out with a raise, even during a

recession.

These people just seem to have an inborn gift. Too bad about the rest of us! We’re doomed to forever pay sticker price

on cars and antiques and shy away from tough money talks at work… right?

Wrong, says Steven G. Blum. We all negotiate things all the time without even realizing it. Take steps to improve those

abilities and you can change your life.

“Let’s say your boss comes to you with a problem,” says Blum, author of Negotiating Your Investments: Use Proven

Negotiation Methods to Enrich Your Financial Life (2014, ISBN: 978-1-118-58307-4, www.negotiatingtruth.com).

“A colleague, who was a key member on a big project you’re working on, has unexpectedly left the company. Because

there isn’t time to add a new project member and bring them up to speed, the boss asks you to pick up the slack —

which means a lot of late nights for you until the project is complete.

“If you aren’t comfortable with negotiation, you’ll probably say yes without asking for anything in return,” he

continues. “But if you’re a strong negotiator, you’ll see an opportunity. You might tell your boss that you’ll be happy

to put in the extra hours to make the project a success. In return you’d like the company to pay for you to get certified

as a project manager, making you a more valuable — and marketable — employee in the long run.”

In doing so, notes Blum, who has been teaching in the Department of Legal Studies and Business Ethics at the

Wharton School of Business at the University of Pennsylvania for more than 20 years, you’ve negotiated a better

outcome for yourself than you would have received had you not spoken up. And you’ve made your boss happy

because he gains a successful project and gets a more highly skilled employee whose knowledge will be useful in the

future.

That’s negotiation. It’s not just about getting a better price for a product or service. It’s about dramatically improving

the quality of your life, creating better outcomes for everyone, and even building more harmonious relationships (for

example, when you negotiate with a spouse or child). Yet many people fear negotiation—mostly because they just

aren’t comfortable with the process and don’t feel they possess the necessary skills. (continued on page 20)

ART

Life is nothing but a series of negotiations. If you aren’t thinking about it that way, it’s quite likely you’re missing out on opportunities to make big impro vements.


of negotiation

Life is nothing but a series of negotiations. If you aren’t thinking about it that way, it’s quite likely you’re missing out on opportunities to make big impro vements.

by Steven G. Blum

Part One of a Two Part Series



Negotiating Your Investments is an

in-depth guide to applying proven

principles of negotiation to your

personal finances. With expert insight

into the before, during, and after of a

successful negotiation, you’ll learn how

to prepare for and conduct important

financial discussions with an eye toward

getting the best possible outcome.

“Once you’re aware of the underlying

negotiation skills, you can start

negotiating lots of things in your life—a

cheaper price on daycare or lawn care

services, better assignments at work, and

so on,” says Blum. “Becoming a better

negotiator can help you get a larger share

of what you want, attain more of your

goals, and better develop the ways you

spend your days on this earth.”

Know what you don’t want, what you

do want, and what’s even better. One of

the most important things a negotiator

can do is figure out what she is trying to

gain or achieve. As simple as it sounds,

many people don’t truly know their

own motivations. Once you remedy

this problem, you can be purposeful in

keeping the process moving toward your

goals and avoiding measures that might

throw you off course.

So, what does a really good outcome look

like? It tends to leave you with most of

the things you want, both substantively

and with regard to the people you are

negotiating with.

When you don’t know what a good

outcome looks like for you, you can end

up agreeing to terms that aren’t good

for you or the other party. Just consider

this example about Brian and Marge,

co-owners of a business. They’ve been

working together for more than a decade,

and for the most part, they’ve always

worked well together.

Brian is very outgoing and is great

with clients. Marge is a bit more of an

introvert. She isn’t great at talking with

clients but she is a whiz at keeping the

books, running the back office, and

dealing with technology issues.

As you can see, their partnership was

wonderfully “win-win” in the past.

Recently, though, Brian and Marge had

an argument. Brian felt he was pulling

more of the weight than Marge. In the

end, they came to a compromise. They

would split all tasks evenly. So now Brian

would take on some of the bookkeeping

and IT tasks, and Marge would work

more with clients.

“This arrangement makes it clear to

me that neither of them had their

company’s ‘best outcome’ in mind,”

says Blum. “First, they’re both left worse

off. Now instead of doing work that

each is good at, they are spending half

their time doing things that make them

miserable. And the joint misery is not

helping company output at all. What

if, instead, Brian had asked for a higher


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a better fit!“Orgill offers a broad spectrum of product, competitive pricing and reliable service that is just a better fit for us than our previous regional distributor. Things have worked out really well since our switch to Orgill. I’ve even recommended Orgill to a number of fellow dealers. I think our relationship will just continue to grow.”

Daryl Lundberg, Northwoods Lumber, Two Locations in Minnesota

Orgill CustOmer insights

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percentage of the business in return for

his work with the clients? Or, if Marge

was concerned that Brian’s handling of

all client work was unfair, they could

handpick the clients with whom she was

most likely to have success.

“It’s also important to keep in mind that

what you view as being a ‘good’ outcome

might not be that good if it leaves the

other negotiating party feeling worse

off,” he adds. “Chances are you’ll need to

negotiate with certain people on more

than one occasion and you don’t want

to burn those bridges by leaving them

feeling you’ll take advantage of them the

first chance you get.”

Harness the power of BATNA. In

negotiation, power comes from

alternatives. One of the first things a

skilled negotiator explores is what course

she will take if the deal being worked on

completely falls apart. If I can’t make this

arrangement with this person work out

at all, what will I do instead? Answering

this question leads you to your Best

Alternative To a Negotiated Agreement

(BATNA) and lays the foundation for

increasing negotiating strength. And

greater strength presents the potential

for increased control, influence, and

authority.

Next Issue: Part II of“The ART of Negotiation”


Member Buying Powerfor Employee Benefits

The Northwestern Lumber Assocation’s new 401K MulitpleEmployer Plan now offers members a better way to

provide employees with a savings plan! Put the POWER ofgroup buying into your program while eliminating

adminstrative costs and headaches.

BUILDERS MEP GROUP13507 Jefferson St. NEHam Lake, MN 55304

(763) 862-7800/(800) [email protected]

nla401kmep.com

40

1K

Registered Principal offeringsecurities through FSC Securities

Corporation, member FINRA/SIPC. Investment Advisory

Services offered through AIGAdvisory Group, a registered

investment advisor affiliated withFSC Securities Corporation


The “defined contribution retirement plan,” of which the

401k is an example, has become the primary tool used by

employees to save for their retirement. As of April 2014,

there were 638,390 defined contribution plans in the U.S.,

covering more than 88 million participants with almost $4

trillion in assets.

Almost 80 percent of full-time workers have access to

employer-sponsored plans, and approximately 80 percent

of those employees participate in a plan. Because of the

prevalence of these plans and the issues employers had

in mishandling employee funds in the late 1990s and

early 2000s, the U.S. government instituted new laws

regarding the fiduciary responsibility and transparency

requirements employers have in dealing with employee

retirement plan funds. The Pension Protection Act of 2006

layered in new regulations incrementally through 2012,

and the Dodd-Frank Act of 2010 went even further with

new rules on proper disclosure of pension plan fees and

expenses.

Through these two major statutes, a number of changes

have been evident in the marketplace that should cause

every employer a moment’s pause: plan audits have

increased by more than 25 percent in the past few years;

1,000 new enforcement agents have been hired in the past

year; three out of four audits result in a fine or penalty, or

both; and, the average fine has increased in recent years

by $150,000 to $600,000. Further, in years 2010-2013, an

average of 80-100 individuals were indicted each year for

offenses related to plans. As a result, in the 2013 audit

year, 3,566 audits were performed, and more than $2.7

billion in fines and penalties were levied.

Now more than ever, employers need to make sure they

are doing things properly with regard to their defined

contribution retirement plan fiduciary responsibility.

Given the trends outlined above, many firms have chosen

to outsource the fiduciary responsibility associated with

corporate retirement plans. One way that this can be

done is to participate in a Multiple Employer Plan (MEP).

The MEP is a government-approved method by which

a group, a trade association, like NLA for example, can

put together a single plan that covers its association

members. By purchasing plan services together, lower

plan pricing is available, and fiduciary responsibilities

can be shifted to a professional services company hired

by the MEP.

Under this scenario, the MEP is a normal 401k retirement

plan that simply lumps assets and plan services together

into one very large plan with many participants.

Companies can adopt the association plan and still

have choices as to matching thresholds and employee

eligibility, as well as other plan provisions. An additional

advantage is that the plan sponsor is an independent,

outsourced group and not the individual employer. This

places fiduciary responsibility on the independent group

for plan performance and administration and shifts it

away from the employer. This allows the employer to run

their business and not have to manage a 401k retirement

plan on a daily basis.

The investment fund allocations can also be managed

by the independent group, to make sure the selection

and de-selection of fund allocations is performed by

professionals based on quantitative and qualitative

measurements on a consistent basis. This is a task

seldom done consistently and objectively by most plan

sponsors (employers) in stand-alone plans, nor is it

something they should be expected to do well because it

is not part of their core business.

Another key component within a MEP is employee

communication and education. In most cases, required

employee communication regarding plan funds is not

done systematically by employers. Whereas with a MEP,

the independent group managing the plan agrees to take

on these tasks and accept fiduciary responsibility for

them, alleviating the employer of many of the headaches

that typically cause fiduciary breaches for which the

Department of Labor and IRS issue citations.

(continued on page 20)

Understanding the Current Landscape of Employer-Sponsored Retirement Plans

by Buck Blanton

RUN YOUR BUSINESS,NOT YOUR RETIREMENT PLAN

Business Matters


considered, this option is a very good

one that allows an employer to focus

on the fundamentals of their business

while still providing a high-tech easy-to-

understand and affordable retirement

plan option to their employees.

Northwestern Lumber Association

members can greatly benefit by taking

advantage of our MEP program through:

Buying Power — All assets, although

separated for each individual member,

is used to reduce administrative and

investment fees. Members will also

save time and money by not having to

administer the plans in house.

• Discharge of fiduciary responsi-

bilities — Each member co-adopting

the MEP will have their status as plan

sponsor, trustee, named fiduciary and

plan administrator removed. This allows

members to see the plan as an attribute

as well as letting them focus on your

business.

• Elimination of form 5500 and plan

audit costs — Members co-adopting the

MEP no longer need to file a form 5500

or have to pay for an audit. This may

save thousands of dollars and time away

from running the business.

For more information, contact Dan

Gardner at [email protected] or

call (612) 743-4961.

Lumber, Building & Fencing Products You Can Trust forCommercial, Home and Farm Building Construction

Call for a complete catalog and planning guide for post framebuildings, construction materials, specifications on engineeredwood, treated lumber and wood products, boards and patternstock, fencing projects and livestock production units.

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Lumber• Cut Stock Lumber

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Further, because the plan has combined

buying power, the services cost less than

a stand-alone employer provider would

have to pay.

There is still a fiduciary role in choosing

a MEP, but it doesn’t differ greatly from

the role the employer has in adopting

their own, independent plan. All things

M I D W E S T

“ T h e P e r m a n e n t S o l u t i o n ”

800-798-5562www.midwestpermacolumn.com

Concrete Foundations Peace of Mind for a Lifetime!!


nEB

RA

sKA

NorthwesterN Lumber

AssociAtioN

NLDA CONVENTION2015 MARCh 10-11

YOUnEs COnvEntIOn CEntER KEARnEY, nEBRAsKA


scheduLe At A gLANcetuesday, march 10

9:30 am – 7:00 pm registration desk open

10:00 am – 2:00 pm exhibitor move-in

12:30 pm – 2:30 pm semiNAr: turn Your store into a selling machine

2:00 pm – 7:00 pm exhibit Floor open

5:00 pm – 7:00 pm grand reception on exhibit Floor

wednesday, march 117:30 am – 1:00 pm registration desk open

8:00 am – 9:30 am membership meeting & breakfast

9:30 am – 1:00 pm exhibit Floor open

9:30 am – 10:00 am career Panel discussion

1:00 pm – 4:00 pm exhibitor tear down

nEB

RA

sKA


YouNes coNFereNce ceNter

& FAirFieLd iNN416 West Talmadge Road • kearney, Nebraska

reserVAtioNs: (308) 236-4200group rate: $99.95 (plus applicable taxes)discounted rate through February 16, 2015code: Northwestern Lumber Association

directioNs From the eAst or west

1. take interstate 80 to Ne-44 N/2nd Avenue (exit #272)2. head north on Ne-44 N/2nd Avenue for .2 miles

3. take a left on talmadge road4. Younes conference center will be on your left

bAdge registrAtioN costs retAiLers NLA member Free NLA NoN-member $40 buiLders/coNtrActors with PAss Free with AccomPANYiNg member Free without PAss or member $40

guests member sPouses, Architects, buiLdiNg oFFiciALs, APProVed Press, iNstructors, studeNts or retired deALers Free other $40 **suPPLiers exhibitors (ALL) Free NoN-exhibitiNg member $125

semiNAr registrAtioN coststurN Your store iNto A seLLiNg mAchiNe NLA member /NoN-member $75/$125

meAL costsgrANd recePtioN oN tuesdAY NLA member /NoN-member Free/$15 breAkFAst & keYNote oN wedNesdAY retAiLer members & FAmiLY Free retAiLer NoN-members & FAmiLY $20 exhibitiNg suPPLiers uP to two Free (per 8 x 10 booth) AdditioNAL exhibitiNg suPPLiers $20 NoN-exhibitiNg suPPLier members $20

**NON-EXHIBITING NON-MEMBERS MAY NOT ATTEND


turN Your store iNto A seLLiNg mAchiNe12:30 pm – 2:30 pm • bIll SHARp

Do you know that 94 percent of customers who say, “I’m just looking” intend to buy? turn your store into a selling Machine is a bAck to bAsics, get the sALe program. if you want to sell contractor and diY customers, this program is a must.

key Learning Points:• Why customers say they’re “just looking” when they aren’t. Simple but powerful questions you can ask to get them to open up.• Six proven steps to successfully handle unhappy customers.• How to stop customers from coming to your store to gather information and then buying from a low ball competitor.

bill sharp is a former salesman, manager and sales trainer for three Fortune 500 companies. he has been on the adjunct faculty of the university of missouri, Park university and william Jewell college. bill and his partners call themselves the Percon group (Performance coNcepts For management excellence). they regularly conduct selling skills and sales management programs across the us and canada, and sometimes in western europe and the Far east.

EdU

CAt

IOn

tuesdAY, mArch 10


membershiP meetiNg & breAkFAstkeYNote sPeAker: tom osborNe wedNesdAY, mArch 11 • 8:00 Am – 9:30 Am

The words were inscribed on memorial Stadium’s northwest corner some 14 years before he was born; “courage; generosity; Fairness; honor; in these are the true awards of manly sports.” How fitting that the field inside that historic stadium is now called tom osborne Field, in honor of a man who throughout his professional career relied on guiding principles based on more than winning.

osborne excelled in every aspect of his professional career, first as an assistant football coach, then for 25 seasons as one of the most successful football coaches in college football history. Following his retirement, osborne

served his home state for six years in the u.s. house of representatives before returning to lead Nebraska athletics in the athletic director role for five years from 2007 to 2012. osborne is one of 13 individuals selected as members of the first College Football playoff committee. the group will be charged with selecting the four teams that will participate in the new College Football playoff. These days, osborne devotes even more time to possibly his greatest passion — the teammates mentoring Program.

reserve your seat for what is sure to be an inspiring program by ordering your membership breakfast ticket when registering.


TWo-DAY TRADE SHoW TuESDAY, mARCH 10 • 2:00 pm - 7:00 pm WEDNESDAY, mARCH 11 • 9:30 Am - 1:00 pm Learn about new products and services from suppliers during this two-day trade show. this is your chance to place your orders, meet new suppliers and satisfy your educational appetite by learning about emerging technologies and the latest innovations. stick around for your chance to win cAsh PriZes announced throughout both days of the trade show!

grANd recePtioN TuESDAY, mARCH 10 • 5:00 pm – 7:00 pmJoin your colleagues, old friends, and new acquaintances for some light hors d’oeuvres and beverages during the last two hours of the trade show on tuesday from 5:00 pm - 7:00 pm!

The Grand Reception will take place this year oN the exhibit floor so that you may continue to do business while visiting. there is No cost to attend the reception this year and no tickets are required, but please indicate your intention of attending the reception when registering so there’s plenty of food and libations.

EvEn

ts


exhibitors as of November 24, 2014 (*sPoNsors)

chANce to wiN cAsh! tuesdAY, mArch 10 & wedNesdAY, mArch 11 during the trade show hours on both tuesday and wednesday there will be several $125 cash giveaways — which is just one way we’re celebrating NlA’s 125th anniversary. Collect a signature card at the registration desk, stop by 10 different exhibitor booths for a signature and then turn your completed card in at the NLA booth for your chance to win one of our hourly cash drawings!

how about a chance to win another $50.00? simply stop by any sponsor booth at the trade show, take your picture with a booth representative and upload that picture to NlA’s Facebook or Twitter page with your name and company name. We’ll select a winner within one week of the show and mail you out a check!

Remember: You must be present to win the cash. Entries must be over 18 years of age and a current owner or employee (or spouse) of a retail lumber yard.

Absolute DistributionAmerican Building Components

BAyer Built WooDWorks Boise Cascade

Building Products, inc. - lumber & engineered WoodBuilding Products, inc. - south Dakota

Carlson systemsCedar Creek Wholesale

Center-line trailersCentral lumber sales, inc

Certainteed Coporation.Chicago lumber

DeAlers ChoiCe Do it Best Corp.

FeDerAteD insurAnCeGAF

Guardian Building Products Distributionhawkeye Distribution

husker Vinyl, inc.hutchison lumber & Building Productsk&r Wholesale Building Materialsklauer Mfg.lake states lumber, inc.larson Manufacturing Company, inc.Metal sales Mfg. Corp.Midland Garage Door Mfg. Co.Midwest lumber MinnesotanlA 401k MeP Planorgill, inc.Penn. & inD. luMBerMens MutuAl insurAnCeQuality edgerollex Corporationsprenger Midwestthermo-tech Windowsumix Products Co.Wausau supply Company, inc.


What’s new

Supplier NewsBLACK+DECKER® WINS BEST OF WHAT’S NEW 2014 GRAND AWARD Exactly six months after being launched,

BLACK+DECKER’s 20V MAX* Lithium

Cordless Drill with AutoSense™

Technology has won the Grand Award for

the Home category in Popular Science’s

2014 Best of What’s New Awards.

Each year, the editors of Popular Science

review thousands of products in search

of the top 100 tech innovations of

the year; breakthrough products and

technologies that represent a significant

leap in their categories. The 20V MAX*

Lithium Cordless Drill with AutoSense™

Technology is a drill designed to

intuitively understand when to stop

screws that are flush with the work

surface.

In MemoriamTERRY ELLIOTT (1944-2014) Terry Edward Elliott, 69, of Freder-

icksburg, Iowa, died at home last

December.

He was born December 29, 1944, in

New Hampton, son of Glen Robert and

Mildred Louise Small Elliott. He married

Faye Ellen Flansche at Peace United

Church of Christ, Fredericksburg in 1962.

Terry was a 1962 Fredericksburg High

School graduate. He worked at the

DX Station in Fredericksburg, Scott’s

Truck Stop in Charles City, Great Plains

Lumber in New Hampton, and for 43

years was employed at E&M Lumber,

Sumner, Iowa. He was a member of the

Northwestern Lumber Association, and

was named Iowa Lumber Dealer of the

Year in 2014.

DO IT BEST NAMES SIMPSON STRONG-TIE VENDOR OF THE YEARDo it Best Corp. has awarded Simpson

Strong-Tie its 2014 Vendor of the

Year Award in the Building Materials

products category. Do it Best awards

Vendor of the Year in 22 product

categories, along with three overall

awards across all categories.

“When we make our decision for

Vendor of the Year, we base it on

several variables — sales growth, fill

rate of purchase orders, customer

service, product quality, communi-

cation of all changes in a timely

manner, ease in working with the

vendor, support of our markets, and

the effective use of a vendor sales

group in reaching out to our members.

Simpson Strong-Tie is exceptional

in all of these,” noted Do it Best’s

CALL OR E-MAIL TODAY to discover all the advantages

of working with us!

507-477-3224WWW.HAYFIELDWINDOWS.COM

HAYFIELD, MN 55940

window door co&

701 Picture Window,

2-Tone: Clay/Sable,Clay/Burgundy, and Clay/Green

Vinyl clad wood interior

201 Vinyl

QUALITY. Hayfield Window’s buildingphilosophy is uncompromising. We useleading edge systems like our DuraliteSpacer Bar and state-of-the-art warm-edge technology to make for warmerinside glass temperature, proven energyefficiency and year-round comfort.

Tested by independent laboratories, ourwindows feature ENERGY STAR®, NFRCand AAMA certification, so you knowthey’ll perform today and tomorrow.

STYLE. Hayfield Window offerscommercial performance at residentialprices in an all vinyl or vinyl with woodgrain or vinyl with natural woodinterior.

SUPPORT. Hayfield Window offersexclusive territories to qualifieddealers with the best opportunity toincrease your profit margins.

The

BEST VALUEin the MARKET

With Limited Lifetime Warranty

Merchandise Manager-Building

Materials Nick McDowell.

MOISTURESHIELD INVESTS IN ANGIE’S LIST PROGRAMMoistureShield composite decking

has invested in a national program

with Angie’s List to expand the benefits

of its MoistureShield Valued Partner

(MVP) program for its contractor

partners.

MoistureShield and Angie’s List have

designed a team dedicated specifically

to the success of their contractors.

This new partnership with Angie’s

List will provide MoistureShield MVPs

with extensive lead opportunities,

advertising discounts, individual

reputation management and unique

positioning within the decking

category.

At no cost to them, MoistureShield

MVP contractors will now receive:

• Access to a dedicated Angie’s List

coordinator to assist with the set up

and enhancement of their company’s

AngiesList.com profile

• Education on using tailored review

generation tools and programs to

enhance their e-commerce presence

• 15 percent discount on expanded

advertising on AngiesList.com

“Last year, Angie’s List members spent

more than $73 million on decking

projects, and this partnership is

our way of helping our contractors

connect with the growing e-commerce

market where consumers are actively

seeking reliable products and quality

contractors,” said Brent Gwatney,

senior vice president of sales and

marketing for MoistureShield.

MoistureShield MVPs are an elite

group of contractors who have been

certified to build MoistureShield decks

and docks. In addition to partici-

pation in special rebate offers, MVPs

can receive listing in the contractor

locator on the MoistureShield

website, sponsored memberships

with the North American Deck and

Railing Association (NADRA), sales

and marketing support, and technical

support and training.

MoistureShield also offers a Preferred

Dealer program with a range of sales

and marketing support, including

qualified leads and a Go Green Dealer

rebate.

US LBM HOLDINGS ACqUIRES LUMBER SPECIALTIESUS LBM Holdings, LLC announced

the acquisition of Lumber Specialties

of Dyersville, Iowa, from majority

shareholders Carl Schoenhard, Bob

Lex and Terry Bahl. Dennis Westhoff

will become president of Lumber

Specialties managing the business

with Bob Lex, Terry Bahl and their

existing team.

Lumber Specialties was founded

in 1983 in Dyersville, Iowa with 10

employees. After 30 years in business,

Lumber Specialties has grown to

almost 220 associates and is the

largest independent truss and wall

panel manufacturer in the Midwest.

With two facilities in Dyersville

and Story City, Iowa, the company

produces roof and floor trusses, wall

panels as well as provides engineered

wood products, steel beams and

laminated columns to lumber dealers

throughout the Midwest.

If you have news or information you

would like included in the What’s

New section, email [email protected].

Please submit materials for the Apr/

May issue no later than February 15.

FSC-Certified Suppliers

AMeRhARt LtD.(800) 236-2211amerhart.com

BIeweR LuMBeR(800) 482-5717 biewerlumber.com

CeDAR CReeKwest Des Moines, IA (800) 671-1660cedarcreek.com

the eMpIRe CoMpANY INC.(800) 253-9000 empireco.com

FoRest pRoDuCts suppLY Co.(800) 892-7109Fp-supply.com

LAKe stAtes LuMBeR(800) 432-3727lake-states-lumber.com

pRogRessIve AFFILIAteD LuMBeRMeN, INC.(800) 748-0089pal-coop.com

RAYNeR & RINN-sCott, INC.(800) 221-6953rrswood.com

vIKINg FoRest pRoDuCts INC.(800) 733-3801vikingforest.com

weeKes FoRest pRoDuCts(800) 328-2890weekesforest.com



Classifieds

Amcon Block & Precast Inc. 3

Bayer Built Woodworks, Inc. 9, 10

Bigfoot Systems, Inc. 2

Center-Line Trailers 20

EDCO Products 4 Federated Insurance OBC

Forest Products Supply 2

Hayfield Window & Door Company 32

Hutchison Lumber & Building Products 24

Leland Industries Inc. 21

Midwest Perma-Column, Inc. 24

Minnkota Windows 2

Orgill, Inc. 21

Precision Equipment MFG 2

Starwood Rafters 10

Thermo-Tech Windows 34

AdvertISer INdexHeLP WANtedExPErIENcED LumBEr mANAGEr:

Experienced manager to manage a profitable

yard in the Midwest region. Please send

resumes to NLA - BB/114, 5905 Golden Valley

Road, Suite 110, Minneapolis, MN 55422.

ExPErIENcED LumBEr mANAGEr/

ESTImATor: Fulltime position to manage a

profitable yard in Gibbon, MN. Looking for

someone with experience bidding, quoting and

placing orders as well as managing inventory

& yearly inventory. Please send resumes to

Gibbon Lumber Attn: Juli P O Box 86 Gibbon,

MN 55335.

coLorADo HErE WE comE. That’s

right, we have a client needing a manager

wanting to buy the company through an

incentive program. Send e-mail to Rick Dillon

as to why you qualify. rickdillon@dillon-ma.

com http://www.dillon-ma.com

BUSINESS FORMS, INVOICES,

PURCHASE ORDERS, A/P CHECKS

Custom forms, no set up charges, best pricing

available! Let us do a price comparison for you!

Contact Abbie at the NLA at (763) 544-6822,

(888) 544- 6822 or email adiekmann@nlassn.

org.

To locate or become a dealer visit ttwindows.com877-565-0159 • 320-529-4012

Got holes to fill?

Windows can’t perform if they don’t

arrive on time.

Performance begins with on-time delivery. Thermo-Tech Premium Windows and Doors are manufactured and delivered to the most rigid standards with features that meet your needs and budget – like multiple glass packages for energy efficiency, matching hardware, exterior brick mould options, three standard colors, and prefinished extension jambs and casing to fit any wall.

Smart design, premium materials and durable construction supported by strong field service and trained sales professionals make our windows the clear choice.

invoices•checks•yardsigns•calendars•mugs•pens•pencils•keyfobs•shirts•jackets•hats•register•ticketsmagnet•signs&MORE!•

order business forms

order jackets for

the crew

order yard signs

Call NLA!

Melanie Hultman Tel:(763)595-4050or(888)[email protected] www.nlassn.org

Go to nlassn.org for details!

Fire

Natural Disaster

LawsuitFinesHarassment

Retaliation

Death

InjuryTheft

Federated Insurance is here for you before,

during, and after a claim.

It’s Our Business to Protect Yours®

Visit www.federatedinsurance.com to find a representative near you.

This Wasn’t Supposed To Happen

*Not licensed in the states of NH, NJ, and VT. © 2015 Federated Mutual Insurance Company

Documents

Building Products CONNECTION -- Feb/Mar 2015