The Merchant 10 14

TECHNOLOGY SPECIAL ISSUE HARDWOODS CAN YOU COMPETE WITH AMAZON?

OCTOBER 2014

The MERCHANT MagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

4 The Merchant Magazine October 2014 Building-Products.com

October 2014 Volume 93 Number 4

OnlineBREAKING INDUSTRY NEWS, EVENT PHOTOS, & DIGITALEDITION OF THE MERCHANT

BUILDING-PRODUCTS.COM

The MERCHANT Magazine

CHANGE OF ADDRESS Send address label from recentissue, new address, and 9-digit zip to address below. POSTMASTER Send address changes to The MerchantMagazine, 4500 Campus Dr., Ste. 480, Newport Beach,Ca. 92660-1872.The Merchant Magazine (ISSN 7399723) (USPS 796-560) is published monthly at 4500 Campus Dr., Ste. 480,Newport Beach, Ca. 92660-1872 by Cutler Publishing,Inc. Periodicals Postage paid at Newport Beach, Ca., andadditional post offices. It is an independently-owned pub-lication for the retail, wholesale and distribution levels ofthe lumber and building products markets in 13 westernstates. Copyright®2014 by Cutler Publishing, Inc. Coverand entire contents are fully protected and must not bereproduced in any manner without written permission. AllRights Reserved. It reserves the right to accept or rejectany editorial or advertising matter, and assumes no liabil-ity for materials furnished to it.

Special Features9 FEATURE STORY

DEALER DESIGNS ITS OWN APP

10 MANAGEMENT TIPSPREPARING FOR A NEW ERP SYSTEM

12 INDUSTRY TRENDSMODELING SOFTWARE ADDS AN EDGE

14 MARGIN BUILDERSSELLING HARDWOOD FLOORING

17 INDUSTRY TRENDSLATEST SYNTHETIC SIDING OPTIONS

20 NAWLA: THINKING AHEADCAN YOU COMPETE WITH AMAZON?

34 PHOTO RECAP: UFPI GOLF

In Every Issue6 TOTALLY RANDOM

18 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

24 APP WATCH

28 MOVERS & SHAKERS

30 NEW PRODUCTS

29 ASSOCIATION UPDATE

36 IN MEMORIAM

36 CLASSIFIED MARKETPLACE

37 DATE BOOK

38 IDEA FILE

38 ADVERTISERS INDEX

www.building-products.comA publication of Cutler Publishing

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Publisher Alan [email protected]

Publisher Emeritus David CutlerDirector of Editorial & Production

David [email protected]

Contributing EditorsDwight CurranJames Olsen

Carla Waldemar

Advertising Sales ManagerChuck Casey

[email protected]

Administration Director/SecretaryMarie Oakes [email protected]

Circulation Manager Heather [email protected]

How to AdvertiseChuck Casey

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

Alan Oakeswww.building-products.com


CLASSIFIEDDavid Koenig


How to SubscribeSUBSCRIPTIONS Heather Kelly


or send a check to 4500 Campus Dr.,Ste. 480, Newport Beach, CA 92660

U.S.A.: One year (12 issues), $22Two years, $36 Three years, $50

FOREIGN (Per year, paid in advance in US funds):Surface-Canada or Mexico, $48

Other countries, $60Air rates also available.

SINGLE COPIES $4 + shippingBACK ISSUES $5 + shipping

The MERCHANT Magazine


TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]

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

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

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

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

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

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

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

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

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

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

Building-Products.com October 2014 The Merchant Magazine 9

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

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

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

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

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

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

• Message deliveries’ status to general contractors orsubs,

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

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

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

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

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

FEATURE StoryDealer’s New App

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

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

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

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


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

MANAGEMENT TipsBy Jessica Arant and Jared Plucknett, DMSi

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

Protect Key ProcessesBusinesses depend on processes

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

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

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

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

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

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

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


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

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

Manage Your ManagersNo matter how amazing an ERP

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

Make sure managers are clear

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

Clean Your DataInformation is the lifeblood of a

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

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

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

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

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

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


Modeling softwaregives dealers an edgeselling to builders

dealer can optimize the layout ofmembers for efficiency and accuracy,while streamlining materials andordering.

Once the house plans are importedinto the modeling software, the dealerdraws out the plan to capture theexact lengths as the program creates a3D model of the structural frame. Byseeing the house in this way, the deal-er and builder can more easily spotissues that, without the tool, may nothave been caught until installation—acostly and time-wasting problem.

It also can be used to define loca-tions for plumbing and mechanical

runs, providing precise placement ofholes in joists and beams while ensur-ing that issues, such as a toilet placedon top of a joist, don’t occur. Finally,the process may highlight redundan-cies in the framing or an opportunityfor small changes that can save mate-rial costs.

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

Taking it a step further, the dealercan provide additional value-addedservices by sending the plans toWeyerhaeuser’s Stellar software.Using Stellar, the dealer can chooseto generate an optimized list of mate-rials with cutting instructions to shipto the jobsite or, when combined withan automated cutting solution, createa NextPhase Site Solutions framingpackage that includes pre-cut materi-als that are marked, labeled and bun-dled for ease of installation.

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

Such technology is particularlyhelpful in areas of the country where

WITH COMPETITION tougher thanever, LBM dealers need to

think beyond price and reliability toremain competitive. Dealers who areable to set themselves apart throughvalue-added services can attract andretain customers by saving them timeand money, eliminating jobsite has-sles, and improving their businessprocesses.

Three-dimensional modeling soft-ware, such as Javelin fromWeyerhaeuser, is one such value-added opportunity. By converting acustomer’s house plans into a 3Dmodel of the structural frame, the

INDUSTRY TrendsBy Ian Falivene, Weyerhaeuser

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


engineers and architects typicallyaren’t active on a home project. Inregions where engineers are moreprevalent, such as California, buildersmay not need the full set of services,but the program will still help thedealer build an accurate material list,generate quotes, and even providecutting and assembly information.

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

2x4 Suit Troubles DealersLumber dealers are wondering

if they could be next, after aCalifornia Bay Area judgeordered Lowe’s to pay $1.6 mil-lion for allegedly selling andadvertising lumber using incor-rect product dimensions.

The payout ends a civilenforcement action brought bythe district attorneys of Marin,Los Angeles, Monterey, SanJoaquin, and Stanislaus counties.

Lowe’s said it had traditional-ly identified products with thedimensions provided by its sup-pliers. The chain will now listcertain commodity products bytheir common name (such as 2x4)as well as their actual measure-ments (1.5x3.5). Under the deal,Lowe’s was required to immedi-ately remove products from saleor correct any misleadingdescriptions.

News of the settlement gavepause to dealers, concerned theytoo might have to pull lumberfrom their shelves and re-label innominal sizes. Apparently, how-ever, Lowe’s ran afoul for label-ing products in nominal termsthat did not match even nominaldimensions.

West Coast Lumber &Building Material Associationadvises dealers to ensure alldimensional lumber is receivedfrom suppliers in correct quanti-ties, with both nominal and actualsizes listed on the invoice. Non-standard items must be identifiedin actual sizes, not in commonnominal terms for lumber identi-fied in PS 20-10.

reduce cutting and order processing. Along with implementing these

types of technologies, dealers willneed to actively communicate theend-user benefits. Be sure to demon-strate to builders how these programssave them time and money—and howthey can’t get such a service from theyard down the road.

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

What’s more, built-in analysis andretention tools allow dealers to main-tain profiles of customers and analyzetheir preferences for products, brands,order of materials, etc.—for example,how they like to frame corners—andmake adjustments accordingly.

The analysis provided by takeoffand modeling programs can also canhelp guide your inventory. For exam-ple, based on cutting history, you candetermine common lengths of materi-al that is cut; from that you can orderand stock those lengths in the yard to


Selling hardwoodflooring, finishes thatadd value to the home

MARGIN BuildersBy The Hardwood Manufacturers Association

HELPING HOMEOWNERS, remodelersand builders select hardwood

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

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

Solid Wood FloorsSolid hardwood flooring comes in

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

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

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

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

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

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

(Photo courtesy National Wood Flooring Association)


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

Engineered WoodEngineered wood is made of multi-

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

Wood LaminatesWood laminates consist of a ply-

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

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

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

Surface FinishesThese are the most popular choice

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

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

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

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

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

Penetrating Stains &Finishes

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

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

Sheen OptionsChoice of sheen is a personal pref-

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

Extra-Durable FinishesOne of the latest trends in hard-

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

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


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

PRODUCT SpotlightEntry Doors

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

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

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

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

HOMEOWNERS LOOKING to save onrising energy bills can start right

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

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

According to Johnson, there are

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

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

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

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


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

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

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

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

Some common problems relate to:Installation: Various offerings of

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

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

INDUSTRY TrendsBy Tom Zimmerman, Boral

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

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

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

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

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

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

balance of performance and the lookscustomers are demanding.

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

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

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


Called backto the fold

COMPETITIVE IntelligenceBy Carla Waldemar

HPM BUILDING SUPPLY has beenoperating in Hawaii since 1921,

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

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

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

Then he asks me: “Ever hear of

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

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

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

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

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

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


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

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

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

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

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

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

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

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

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

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

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

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

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

Carla [email protected]

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


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

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

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

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

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

Director, North American Wholesale Lumber Association

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

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

How can youcompete withAmazon?

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


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

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

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

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

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

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

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

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

A Special Series fromNorth AmericanWholesale Lumber Association

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Runningout of you


It’s easy to take our catalogs with you. With the latest version of our Literature Library app, you can access all Simpson Strong-Tie® catalogs and product and technical fl iers from your iPhone® or iPad.® Download our app and start customizing your “library” and bookmarking your favorite catalog pages. With easy-to-read page views, search options and update notifi cations, you’ll have everything you need in the palm of your hand.

Available now for iPhone,® iPad® and Android.TM For more information visit www.strongtie.com/litlibraryapp.

Your New Handheld Library

© 2014 Simpson Strong-Tie Company Inc. LITLIB13Apple, the Apple logo, iPhone and iPad are trademarks of Apple Inc., registered in the U.S. and other countries. App Store is a service mark of Apple Inc.

Google Play and Android are trademarks of Google Inc.


Roseburg Hustles to RepairWeed Veneer Mill after Fire

Roseburg Forest Products, Rose-burg, Or., is repairing its fire-damagedveneer mill in Weed, Ca., anticipatingto be back on line by Thanksgiving.

In the interim, Roseburg has movedWeed veneer inventory and logs to itsplywood operations in Oregon. Sixtyof Weed’s 135 employees were also

offered positions in Oregon, manningextra shifts to keep up with productionneeds and existing order files.

The Sept. 15 Boles wildfire sparedthe main processing area and facility,but significantly damaged several out-buildings.

The mill complex dates back toSiskiyou Lumber and 1897. Long-BellLumber took it over in the 1920s, sell-ing it to International Paper in the1950s. Roseburg bought it in 1982 andconverted it to veneer production.

N.M. Store Switches It UpTrader Horn’s True Value,

Portales, N.M., is converting after 30years to an Ace Hardware & HomeCenter.

The changeover includes replacingabout 30% of its SKUs, adding 9,000sq. ft. of retail space for a new floor-ing center and dedicated paint studio,and installing new energy-efficient airconditioning, lighting and insulation.

The store remains open during con-struction, which is expected to be fin-ishing up early next month, in advanceof a Dec. 1 grand opening.

Arizona Mill Returns to LifeNewpac Fibre, LLC has started up

a Williams, Az., sawmill that has beenshuttered since 1995.

Sawn boards will be used for panel-ing, doors, flooring and other buildingmaterials. Residual material will gointo mulch and renewable energy fuels.

The mill, which restarted Sept. 15,presently employs 10, but hopes toincrease its workforce to 50 by nextyear.

D.R. Johnson Lumber Co.restarted its Riddle, Or., sawmill Oct. 6.The facility had been idled since early2012.

F.H. Stoltze Land & Lumbercited log supply in indefinitely cuttingback production hours from 80 to 60 atits Columbia Falls, Mt., sawmill, startingSept. 29.

Boral TruExterior’s new Trim2x profile and Beadboard have beencertified for inclusion in the Wildland-Urban Interface Products Listing by theCalifornia Building Commission

GreenWood Resources ,Emeryville, Ca., received its 7th FSCproject certification for using sustain-able materials in its recent headquar-ters office expansion.

Henry Co., El Segundo, Ca., haspurchased roof coatings maker WestDevelopment Group, LaGrange,Oh.

SUPPLIER Briefs

Ply Gem CompletesSimonton Acquisition

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

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

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

APP Watch

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

(advanced)Platforms: iPad, iPhone

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

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

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

– Download from iTunes App Store

Working for you.

Engineered Wood Products | Softwood Plywood

Real Wood Siding | Lumber

www.Roseburg.com

800.245.1115

Tom LeodoroLead Millwright Class A, 34 years

VISIT US AT NAWLA 2014BOOTH #318


Simpson Lumber Up for SaleSimpson Lumber Co., Tacoma,

Wa., has enlisted a financial advisor toexplore the possible sale of the firm.

Assets include mills in Tacoma,Longview and Shelton, Wa.; Meldrim,Ga.; and Georgetown, S.C.

Not up for sale are its SimpsonDoor Co. division in McCleary, Wa.,or any timberlands, which eight yearsago were spun off into GreenDiamond Resources Co., Seattle, Wa.

Worker Killed By MachineryA millworker at Freres Lumber,

Mill City, Or., was crushed to deathwhen a wood press started up while hewas repairing the equipment.

Bryan Dodge, 33, died on the sceneSept. 17.

G-P Sorts Out Cleaning BillTwelve years after Georgia-Pacific

boarded up its sawmill complex inFort Bragg, Ca., four lawsuits havefinally been resolved concerning whowill foot the bill for cleaning up thesite.

Cleanup—and litigation—havebeen ongoing for two years.

The city of Fort Bragg agreed todrop its charges against G-P, if G-P

DEALER BriefsGold Beach Lumber, Gold

Beach, Or., held a grand opening Sept.6 at its new store in Port Orford, Or.—at the former home of McNair TrueValue Hardware.

Parker Lumber East, Bothell,Wa., auctioned off its equipment. Theyard closed May 27, 16 months after itwas purchased by Dunn Lumber.

Ace Home Center, Libby, Id., isadding 9,000 sq. ft., after absorbing aneighboring storefront.

ABC Supply added a branch inNampa, Id. (Robb Gardener, mgr.).

Ace Hardware, Gridley, Ca., hasinstalled a rooftop solar array that willmeet 70% of its electrical needs.

Trifecta Home Center, Sidney,Mt., opened an in-store SearsHometown Store.

Wilco relocated its 3,000-sq. ft.Bend, Or., location Sept. 9 to a new35,000-sq. building that will include aTrue Value hardware & paint center.

dropped its counterclaim against thecity. Weeks before, OfficeMax (suc-cessor to former mill owner BoiseCascade and Union Lumber Co.) hadagreed to a multimillion dollar settle-ment of another suit brought by G-P.

And, a month before that,Louisiana-Pacific (which operated anon-site plywood mill for three years)agreed to pay G-P $1.5 million to helpwith the cleanup.

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

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

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

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


MOVERS & Shakers

Bill Jones, ex-McFarland Cascade,has joined Allweather Wood,Washougal, Wa., as v.p. of pur-chasing.

Mike Baker, ex-Universal ForestProducts and BlueLinx, has joinedthe sales team at Boise CascadeBuilding Materials Distribution,Lathrop, Ca., serving as productmgr. and inside sales.

Larry Blagrave retired Oct. 1 after 50years in the industry, the last five insales for Yuba River Moulding &Millwork, Yuba City, Ca.

Robin Walton, ex-Swanson Group,has been named senior businessanalyst at Timber Products Co.,Eugene, Or.

Phil Steklenski, ex-WoodgrainMillwork, has been named v.p. andgeneral mgr. of Simpson Door Co.,McCleary, Wa., succeeding StacieConkle, who is retiring after 28years with the company.

Austin Johnson is a new sales & mar-keting rep at Sierra Forest Products,Kent, Wa.

Mike Wagner is now purchasingsupervisor at BMC, Las Vegas, Nv.

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

David Kruss has retired after nineyears as territory mgr. with SierraPacific Windows, Fremont, Ca.

Mike Peetz, ex-Ganahl Lumber, is anew Orange County, Ca.-basedsales rep for Western WindowSystems, Phoenix, Az.

Julie Rambo is a new sales assistantat Idaho Pacific Lumber Co., Boise,Id.

Pete Skram, ex-Custom BuildingProducts, is now Midwest regionalsales mgr. for Protecto Wrap Co.,Denver, Co.

Jerry Gibson, ex-Olympic WholesaleBuilding Supply, is now Seattle,Wa.-based Northwest region salesrep for Max USA Corp.

Matt Wenner is new to sales ofimported plywood at Far EastAmerican, Los Angeles, Ca.

John Turland, ex-GreenwoodResources, is new to RISI, as seniorinternational timber economist.

Tamara Paulson, ex-Sliding DoorCo., is new to Los Angeles, Ca.,area sales of Pella Windows &Doors.

Jason Clay, ex-Allegheny WoodProducts, has joined USNR,Woodland, Wa., handling machin-ery sales in the Northeast.

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

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

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

John Bell, president, Bell Hardware,Klamath Falls, Or., was presentedthe Builders Hardware & Manufac-turers Association 2013-2014Award of Excellence.

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


P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288(541) 535-3465 • www.normandist.com

Superior Service, Products & Support100% of the Time

Distributed By

Thanks to our customers and vendorsas we begin our 28th year

Riverside, CA877-369-2327

“Caring about customers is our business”

• Tyvek• Garden Products• Building Materials• Panels• Roseburg DuraTemp

Plywood Siding• Industrial Lumber• Salvage & Surplus

ASSOCIATION Update

Western Building MaterialAssociation has recruited consultantBill Lee to deliver a pair of sales man-agement seminars during its 112thannual convention Nov. 5-7 at the RedLion on the River, Portland, Or.

Lee will lead off with “How toTake Your Business to the NextLevel” and finish the afternoon with“Coaching Your Salespeople onDealing with Price Objections.”

Also on the agenda are a presenta-tion by Jared Ogden, of Navy SEALTeam One; economic forecast by Dr.Bill Conerly; all-industry reception;tabletop show; silent and live auctions;and presidents’ dinner.

WBMA also is conducting a newbuilding material marketing courseOct. 21-22 at its Kincaid LearningCenter in Olympia, Wa.

The two-day workshop is designedto provide dealers’ employees withpractical selling skills, product knowl-edge, residential construction basics,building material math, and industryterminology.

West Coast Lumber & BuildingMaterial Association is preparing forits annual convention Nov. 6-7 atMiramonte Resort & Spa, IndianWells, Ca.

Sales trainer Rick Davis will helpowners “take the mysitic out of salesmanagement,” while BlueTarp c.o.o.Shawn Cunningham will share how tobuild stronger cash flow, maintainrelationships with customers, and

institute best practices for managingcredit programs.

Other highlights include an indus-try report by Craig Webb, tabletopexpo, and golf at the Indian WellsGolf Resort.

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

National Lumber & BuildingMaterial Dealers Association will

install J.D. Saunders, EconomyLumber, Campbell, Ca., as 2015 chairat its annual industry summit Oct. 28-30 at the Hard Rock Hotel in SanDiego, Ca. A reception in his honorwill be held Oct. 28.

World Forestry Center inductedthe late Charles C. Patrick, whofounded Patrick Lumber Co., Portland,Or., in 1915, into its prestigiousForestry Leadership Hall.

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


NEW Products

Aggressive Duct TapeThe new ShurGRIP duct tape line from Shurtape

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

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

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

SHURTAPE.COM(888) 442-8273

Light RailNew LED rail lighting from i-lighting is installed

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

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

I-LIGHTINGONLINE.COM(888) 305-4232

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

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

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

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

IRWIN.COM(800) 464-7946


Double-Hung Tilt-InsWojan Window & Door has

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

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

WOJAN.COM(800) 632-9827

Lighted LoadsThe Lighted Tool Bag from

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

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

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

KLEINTOOLS.COM(800) 663-3667

Seals the OpeningsOSI’s new QUAD Window &

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

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

OSITOUGH.COM(800) 624-7767


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

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

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

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

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

QUARRIX.COM(800) 438-2920

Worksite Wi-FiA durable jobsite radio that wirelessly streams

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

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

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

PORTERCABLE.COM(888) 848-5175

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

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

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

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

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

BLACKANDDECKER.COM(800) 556-6696

Celebrating 46 years of fine hardwoodmanufacture and distribution

For the finest service in the industry,call on Swaner for a steady, reliable source of

quality hardwood products at competitive prices.

• Hardwood Lumber / S4S• Hardwood Plywood• Custom Hardwood Moulding• Custom Hardwood Flooring

5 West Magnolia Blvd., Burbank, Ca. 91502Fax 818-846-3662

(800) 368-1108


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

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

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

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

MILWAUKEETOOL.COM(800) 729-3878

REEL1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806

Fax 714-630-3190(714) 632-1988 • (800) 675-REEL

3518 Chicago Ave., Riverside, Ca. 92507(951) 781-0564

www.reellumber.com

LUMBERSERVICE

At Reel Lumber Service, we supplydomestic and foreign hardwoods.Our products and services include:• Hardwood Lumber & Pine• Hardwood Plywood & Veneers• Melamine Plywood• Hardwood Moulding (alder, cherry,

mahogany, MDF, maple, red oak, paintgrade, pecan hickory, white oak, walnut,beech)• Milling (moulding profiles, S2S, SLR1E,

SLR2E, & resawn lumber)• Woodworking Accessories (appliques,

ornaments, butcher blocks, corbels, etc.)• Woodworking Supplies (deft finishes,

color putty, adhesives, etc.)

Our products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial andmanufacturing applications. We stock acomplete line of complementary productsto complete virtually any woodworking or millwork project.

WholesaleIndustrial Lumber

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

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

Rockwood lumber is thermally treated in Macon,Ga., eliminating international shipping costs. Theprocess increases weather durability by up to 25 years;improves dimensional stability, cutting shrinkage andswelling by five to 15 times; and decreases the risk ofmold, mildew, rot and insect infestation.

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

ROCKWOODTIMBERGROUP.COM(844) 738-7349


UNIVERSAL Forest Products, Riverside, Ca., hosted a golf tournamentfor customers and suppliers Sept. 16 in Temecula, Ca. [1] Joe McGuire,Donn Gunvalson, Randall Richards, Jason Croy. [2] Rich Enroth, GaryCrowel, Dan Croker, Tony Campbell. [3] Evan Duran, Hiram Duran,Fernando Duran, Gerarvo Sosa. [4] John Britt, Doug Dawson, DavidTaggart, Jack Nansel. [5] Steve Mays, Ernie Noguera. [6] Mike & DebbieQuezambra, Hank Hornsveld, Don Kavert. [7] Joe LeBeau, Ryan Skadel,

John Skadel, Lito Pajaro. [8] Andrew Garczewski, Jon Farrell, DanLucero, Marty Lake. [9] Luis Lotteroth, Jorge Fimbres, Jeffrey Jensen,Gabriel Garcia de Leon. [10] Dara Kargari, Jared Hillier, Skyler Warner,Angel Bautista. [11] Dale Brass, Kevin Hemborg, Jerry Toomey, GregSerrato. [12] Ed Reyes, Walter Medina. [13] Fred Buschbaum, BruceAkana. [14] Frank Gonzalez, Mike Nicholson, William Barr, ScottMiddaugh. [15] Neresh Narine, Craig Evans. (More photos on next page)

Phot

os b

y Th

e M

erch

ant

UFP

I G

OLF


C&E LUMBER COMPANY1 1/2” to 12”Diameter in Stock.

SPECIAL QUOTES

UFPI’S ANNUAL golf event at the Temecula Creek Inn Golf Course (continuedfrom previous page): [1] Lisa O’Bannon, Steve Mitchell, Helen Bromley. [2] JohnSeely, Monika Bartko, John Shutz. [3] Jennifer Burford, Alan Oakes, BrookeTribbett. [4] Howard Linden, Filo Cabrero, David Soule, Phil Santos. [5] JimKaminski, David Hines, Phil Robertson, Mark Tackett. [6] Jeff Burian, CurtisAchtemeier, Eddie Montiel, Sean O’Bannon. [7] Stan Themea, DerrickArmstrong, Louie Segura, Jerry McNeilly. [8] Danny Parks, Felix Martinez. [9]John Evans, Lonnie King. [10] Marwan Salem, Travis Pritchett. [11] AndrewBromley, Peter Bonilla. [12] George Godoy, Ruben Cervantes. [13] JimmieAlcavez Jr., Jimmie Alcavez Sr., Jesse Rubio, Hector Leiva.

UFP

I GO

LFPhotos by The M

erchant


LUMBER CARRIERSfrom Berkot

• Several models available• Balanced for ease of handling• May be modified to your specifications

See our full product line at www.BerkoftMfg.com

BERKOT MFG. CO., INC.11285 Goss St., Sun Valley, CA 91352 • Phone (818)767-5555

Manufactured in the U.S. since 1954

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/head-line, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertisersets type), $65 if we set type. Questions? Call (949) 852-1990. Deadline: 18th of previous month.

Send ad to Fax 949-852-0231 or [email protected]. Checks payable to Cutler Publishing.

CLASSIFIED Marketplace

IN Memoriam

Aaron Jones, 92, founder ofSeneca Sawmill Co., Eugene, Or.,died Sept. 22.

After serving in World War II, hegraduated from the University ofOregon and entered the lumber busi-ness—setting chokers in the woods,working at his father-in-law LaurenceBauman’s planing mill, and in sales.

In 1953, Jones opened SenecaSawmill Co., which would grow intothe Seneca Family of Companies,made up of four mills in Eugene andNoti, Or.; timberlands, with SenecaJones Timber Co. tree farm offices inEugene and Roseburg, Or.; and awood-fired electricity plant.

Despite no formal engineeringtraining, he designed and patentedmore than 25 sawmill technologiesand machinery, helping to maximizewood recovery.

Norman L. Matthews, 84, long-time Central Valley lumberman, diedSept. 2.

During his 50-year career, heworked for Tarter, Webster & John-son, Georgia Pacific, and Big Creek.In 1978, he opened his own brokerage,Union City Lumber, Union City, Ca.,before retiring in the mid-1990s.

He was also an inventor, creatingthe Uni-Splitter (to split pallets oflumber) in the early 1960s, as well asa wood benderboard for flower beds.

Jerald “Jerry” Kramlich, 66,manager of High Sierra Lumber,

Ronald Louis “Ron” Marchek,74, retired Pacific Northwest lumberbroker, died of cancer Aug. 30.

His 54-year career as an interna-tional lumber broker included 20 yearsat North Pacific, Portland, Or.

Joseph LaMoine Jenson, 79,owner of Jenson Lumber, Draper, Ut.,died of colon cancer Sept. 2.

He founded the firm in 1978, butcancer eventually forced him to aban-don day-to-day operations.

George A. Lyon Jr., 87, ex-assis-tant manager for Foxworth Galbriath,Silver City, N.M., died Sept. 18.

After serving in the U.S. Navy dur-ing World War II, he moved toAlbuquerque and began cutting timberin the Manzano Mountains for a near-by sawmill, before getting into retail.

Tulare, Ca., died Sept. 3.After serving in the Army in Viet-

nam until 1969, he joined his father atC&G Lumber, Rugby, Ca. In 1985, heand his father purchased the businessand renamed it K&K Lumber.

In January 1986, he became man-ager of Copeland Lumber, Exeter, Ca.,and stayed on when it was acquired byKeith Brown Building Materials in2001. He then managed High Sierrafrom 2002 to 2014.

LaVerl Benjamin “Ben” Leany,80, president of Leany Trading Co.,Chico, Ca., died of cancer Sept. 2.

A U.S. Navy veteran, he began hiscareer with Weyerhaeuser before mov-ing to Chico in 1976 and joiningWestern Woods Inc. He opened hisown brokerage office in 1996.

Richard Earl “Dick” Owen, 86,retired Oregon lumberman, died Sept.7 in Albany, Or.

He founded Dick Owen Lumber in1950, selling it to Seneca Sawmill in1957. After operating Hardwoods Inc.,he became a professional engineer in1963, spending 23 years with Willa-mette Industries in Oregon, Arkansas,Louisiana and South Carolina. In1991, he started DO EngineeringServices, retiring in 2001.

Harry “Ran” Ransom, 70, 45-year hardware salesman at McGuckinHardware, Boulder, Co., died of can-cer Aug. 27.

He began his career with JohansenHardware, Boulder, before becomingMcGuckin’s fifth hire in 1969.


TREATERS WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • BoratesD-Blaze® Interior Fire Retardant

Heat Treating ISPM 15 Compliant • Custom DryingRail Served BNSF • TPI Third Party Inspected

FSC Certified SCS-COC-002513

909-350-121415500 Valencia Ave. (Box 1070), Fontana, CA 92335

Fax 909-350-9623 • email – [email protected]

4911 Warner Ave., Ste. 205, Huntington Beach, CA 92649Phone (714) 840-5366 • Fax 714-840-1933

www.straight-line-transport.com“A Load We Transport Is a Load off Your Mind”

Specializing in Flatbed & Van Freight for over 10 years

DATE BookListings are often submitted months in advance. Always verify dates

and locations with sponsor before making plans to attend.

Black Bart Hoo-Hoo Club – Oct. 10, golf tournament & BBQ, UkiahValley Golf Course, Ukiah, Ca.; (707) 542-5091; www.black-barthoohoo181.org.

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

Southern California Hoo-Hoo Club – Oct. 15, meeting, LosSerranos Country Club, Chino Hills, Chino, Ca.; (323) 559-1958;www.hoohoo117.org.

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

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

Western Building Material Association – Oct. 21-22, buildingmaterial marketing course, Olympia, Wa.; (360) 943-3054;www.wbma.org.

DeckExpo – Oct 22-24, Baltimore Convention Center, Baltimore,Md.; (866) 475-6495; www.deckexpo.com.

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

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

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

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

West Coast Lumber & Building Material Association – Nov. 6-7,annual convention, Miramonte Resort & Spa, Indian Wells, Ca.;(800) 266-4344; www.lumberassociation.org.

Western Wood Preservers Institute – Nov. 2-5, annual meeting,Hilton Waikoloa Vil lage, Waikoloa, Hi.; (360) 693-9958;www.wwpinstitute.org.

Tacoma-Olympia Hoo-Hoo Club – Nov. 4, meeting, La Quinta Inn,Tacoma, Wa.; (253) 531-1834.

Western Building Material Association – Nov. 5-7, annual con-vention, Red Lion on the River, Portland, Or.; (360) 943-3054;www.wbma.org.

Building Industry Show – Nov. 6, annual show, PasadenaConvention Center, Pasadena, Ca.; (949) 553-9500;www.buildingindustryshow.com.

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

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

Mountain States Lumber & Building Material DealersAssociation – Nov. 11, fundraising brewfest, Mile High Station,Denver, Co.; (303) 793-0859; www.mslbmda.org.

Lumbermens Merchandising Corp. – Nov. 11-12, LBM expo,Philadelphia, Pa.; (610) 293-7121; www.lmc.net.

Black Bart Hoo-Hoo Club – Nov. 12, new member meeting, LaHacienda, Cloverdale, Ca.; (707) 252-6142; www.black-barthoohoo181.org.

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


ADVERTISERS IndexFor more on advertisers, call them directly or

visit their websites [in brackets].

Allweather Wood [www.allweatherwood.com] ..............................8

AmericanWest Bank [www.awbank.net] ......................................31

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

Bear Forest Products [www.bearfp.com].....................................29

BlueTarp [www.bluetarp.com].......................................................26

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

C&E Lumber Co. [www.lodgepolepine.com] ...............................35

Collins [www.collinswood.com] .........................................Cover IV

DeckWise [www.deckwise.com] ...................................................28

Fontana Wholesale Lumber [fontanawholesalelumber.com].....37

Huff Lumber Co. .............................................................................13

Humboldt Redwood [www.getredwood.com] ................................8

J.M. Thomas Forest Products [www.thomasforest.com] .............4

Jones Wholesale Lumber [www.joneswholesale.com] ..............27

Keller Lumber .................................................................................24

Kop-Coat [www.kop-coat.com] .......................................................7

Mendocino Forest Products [www.mfp.com] ................................8

Norman Distribution Inc. [www.normandist.com].......................29

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

Peterman Lumber Inc. [www.petermanlumber.com] ..................30

Reel Lumber Service [www.reellumber.com] ..............................33

Reliable Wholesale Lumber Inc. [www.rwli.com] ........................15

Roseburg Forest Products [www.roseburg.com] .......................25

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

Straight Line Transport [www.straight-line-transport.com] .......37

Swaner Hardwood Co. [www.swanerhardwood.com].................32

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

Universal Forest Products [www.ufpedge.com]............................5

IDEA FileBack to School

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

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

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

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

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

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

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

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

NOVEMBER◊ Pressure Treated Wood ◊ Decking & Fencing◊ Housewraps & Insulation ◊ Western Species

DECEMBER◊ Material Handling ◊ Engineered Wood◊ 2015 Deluxe Industry Calendar of Events

Free Pull-Out Wall-Hanging Calendar

Coming Soon in THE MERCHANT

VisitThe ALL-NEW

Building-Products.com

• More news • User-friendlier layout• Frequent updates throughout each day

• Smartphone & tablet accessible• Improved search features

• Event photos • Videos • Surveys• Building products stock ticker

Documents

The Merchant 10 14