The Merchant Aug 2013

MOULDING & MILLWORK SPECIAL ISSUE CERTIFYING YOUR BUILDING PRODUCTS

AUGUST 2013The MERCHANT MagazineTHE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

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-5 0 is published monthly at Campus r.,Ste. , Ne port eac Ca. by CutlerPublishing, nc. Periodicals Postage paid at ewportBeach, Ca., and additional post offices. t is an inde-pendently-owned publication for the retail, wholesaleand distribution levels of the lumber and buildingproducts markets in 13 western states.Copyright 2013 by Cutler Publishing, nc. Cover andentire contents are fully protected and must not bereproduced in any manner without written permission.

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Special Features8 FEATURE STORY

ADVICE TO SELL MORE MILLWORK

10 MARGIN BUILDERSPVC TRIM FOR HISTORIC REMODELS

12 MANAGEMENT TIPSBEHIND THE SCENES: HOW

BUILDING PRODUCTS GET CERTIFIED

14 PRODUCT SPOTLIGHTSTRUCTURAL INSULATED PANELS

20 PHOTO RECAP: 2ND GROWTH

32 KAHLE ON SALESCREATING NEW CUSTOMERS

38 PHOTO RECAP: INLAND PRODUCERS

In Every Issue6 TOTALLY RANDOM

16 COMPETITIVE INTELLIGENCE

18 OLSEN ON SALES

28 MOVERS & SHAKERS

29 APP WATCH

30 FAMILY BUSINESS

35 NEW PRODUCTS

43 ASSOCIATION UPDATE

44 IN MEMORIAM

44 CLASSIFIED MARKETPLACE

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX

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TOTALLY RandomBy Alan Oakes

Are you fitting in?UDGING BY OUR Movers hakers column the past few months and talking to someowners, the first signs of hiring seem to be happening in the industry—a good sign.

If you are one of the unfortunate many who lost their jobs and left the industry duringthe last five years, welcome back You might be tempted to think that the hard part isover, but it may be just beginning. Many new hires are so anxious to accept a job offerthat they skip doing their homework on the company they are about to join.

If you have been unemployed for some time or out of the industry, it is very likelythat you will find things have changed. In some cases, the bigger concern might behow you might fit back in again. Following the one time I had a gap in my resume, Ifound it tough just going to work—I soon missed the refrigerator at home, and theoffice politics made it difficult to enjoy my new environment.

Technical skills are only one component of a job. How you behave will determinewhether you enjoy your new job or cannot wait to get out of there as soon as possible.During the last few years, I have seen several contacts with long gaps in their employ-ment move yet again six months after finally landing a job. I can readily admit that inpast life much the same happened to me, although maybe with a longer timeframe.Certainly it’s easier to find a job when you have one rather than when you don’t.

When you join a company, the biggest issue you run into is understanding and“buying in” to the culture. I once joined a company that did not allow personal assis-tants. As company president, that first month I wasted so much time doing thingsmyself—even sending a fax was a challenge. I soon realized that this was never goingto work out because that same culture spread to many other things that I could not fitinto it took me a year to get out . Certainly, you need to observe how people behave.I tried to observe how people interacted with each other e.g., are they actually talkingor sending emails to the person in the next cubicle? In those first meetings that seemedto drone on interminably, how did people interact? How were decisions made? .

Often you are hired and told to come in and make changes. On day one, you have apreconceived notion of what is expected of you. The problem is that the theory thateverything done in the past is wrong is what gets you and the company in one heck ofa mess a few months down the road. Listen: You may find there are good reasons whythings are done the way they are. Coming in and changing everything overnight takeseyes off the business and creates uncertainty and confusion. Rocking the boat beforeyou can get buy-in to change will never end well. The target on your back increasesexponentially.

Conversely, hiding in your cubicle is not the way to endear yourself to your newcolleagues and manager. Learn what they do and why, how you fit into the wholeprocess, and how your results impact those in your own department and the companyas a whole. Don’t wait for that first review; get 360 feedback early on.

I have learned over years that we all make mistakes yes, me, too . The issue iswhether we can admit to them or we play the blame game. As a manager, I expect andactually hope that mistakes will be made. It is the way we learn. Conversely, I haveseen individuals who cannot admit blame yet will takecredit for others’ work. I am sure we all have thoughtsabout those types of individuals.

Beginning a new job is never easy. You are new toeveryone and everyone is observing you. Make sure theimpression you make is a good one and you are stand-ing out for the right reasons.

I targeted this column for new employees, but asa company owner or manager, some of themost expensive mistakes you make are inhiring. If you believe you hired the rightperson, how does your company integratenew employees and help them feel part ofthe team as soon as possible? From expe-rience, generally not much

Alan Oakes, [email protected]


Expert advice to sellmore custom millwork

millwork business.

BPD What trends have you noticedin custom millwork over the past fiveyears

Ted Smith Custom millwork hastaken the same trend as everythingelse in the housing industry, whichwas down but not dead. Remodelinghas been healthy and custom millworkis often used on such projects becausepeople want something different withmore appeal. As construction makes acomeback, the custom millworkshould trend back up along with it.

Ron White With the drop in hous-ing starts, custom millwork decreased.I see it slowly coming back, but evenwith that, a lot of customers tell methat with the custom homes beingbuilt, the builders are using basic com-

THE ECONOMIC REBOUND has notonly boosted the home building

industry, but is also providingincreased demand for higher-marginproducts, such as custom millwork.

As a two-step distributor and man-ufacturer of quality custom linealmouldings and custom door jambssince 1979, Smith Millwork, Lexing-ton, N.C., keeps close tabs on thepulse of the market.

To help dealers take advantage ofthe latest trends in custom millwork,B D called upon the experts at SmithMillwork—president Ted Smith, vicepresident Mike Trantham, outsidesalesmen Jim Kilpatrick, Ron White,and Dennis Ramey, and inside sales-men Shane Michael, Mark Rummage,and Jeff Wiesner—who boast a com-bined 200 years experience in the

FEATURE StoryCustom Millwork

modity patterns. It has got a little bet-ter, though.

Dennis Ramey The major trend incustom millwork over the last fiveyears has been that beginning in 2007and lasting until early last year wehave seen a lot less of it due to the sadstate of our economy. Since custommillwork is mostly used in commer-cial and upper-end custom homes, webegan to see it start to come back lastyear as housing starts began to rise.This year, with housing expected toreach one million new starts, it is pos-sible that custom houses and hencecustom millwork could again reachwhat might represent as much as 50of custom’s historically high totals.

Mark Rummage Trends aretoward maintenance-free and paint-grade products. Recently, many peo-

Building-Products.com August 2013 The Merchant Magazine 9

ple are choosing a cleaner look, not asmuch detail, such as a plain covecrown. Most are designing largercrowns/casings/base patterns and 8’doors on the first floor, and then asmaller version of the same patternsand 6’8” height doors on the secondand subsequent floors.

im Kil atrick More homeownersare getting away from the basics. Theyare being more creative in their selec-tions and doing things that are outsidethe norm.

BPD What are the pros and consof choosing custom trim over stan-dard

e Weisner If you use a customtrim millwork, you can get a look thatno one else has, but you will be facedwith a delay for production and anincrease in cost.

Shane Michael Custom trim mostdefinitely gives a house a specialattraction and should help keep thevalue up in case they need to sell. Theonly negative I can see is that there isa higher cost when purchasing customtrim.

Kil atrick It’s also not readilyavailable if you need more down theroad.

Smith Pros: You get to chooseexactly what you want. Your homewill be different than your neighbor’s.The products come in many differentspecies of lumber. You can matchexisting profiles in older houses. Youcan duplicate damaged items on his-torical projects. You can make itemsthat will fit existing opening for doorsand windows.

Cons: Lead times are longer, soyou have to plan ahead. More expen-sive than stock millwork. Takes moretime to choose what you want. Youhave to make sure you order enoughthe first time because if you order toomuch, you probably can’t take it backand if you don’t order enough, itextends the lead time and your costgoes up.

White You can get more distinc-tive patterns, larger sizes, choices inwood species. Lead times are longerand cost is greater; however, mostpeople who want a specific custompattern don’t necessarily mind theincreased cost.

Ramey The pro side of using cus-tom trim is that you can design mould-ings to suit your tastes in almost anendless array of designs and woodspecies in order to make your projectuniquely yours. The con side of the

equation to me is very small, if thecustomer devotes sufficient time andplanning to the choosing of patterns,wood species, and the scheduling oforders. With proper planning andassociating one’s self with a qualityprovider, custom can be a snap.

Using off-the-shelf trim materialscan be the way to go for the majorityof builders and their customers, too,because today we have so many morepatterns available in stock that only afew years ago would have been con-sidered custom and special order. Ifmore off-the-shelf patterns are used,the builder can hold down costs. Theprimary drawback on using standardstock trim is the customers’ choices inwood species are more limited.

BPD ave you seen an increase ofcustomers buying custom millwork

Smith Yes, with the slight increasein housing activity and with remodel-ing doing well, we have seen a littlemore custom business.

Mike Trantham Yes, in the lastsix months.

Kil atrick Yes, mainly in higher-end homes.

Rummage Not as much custommillwork during the recent economicdownturn, but it is gradually pickingup.

BPD Do you have any advice fordealers for working more productivelywith a custom millwork plant

Michael Please ask as many ques-tions as possible when working withthe homeowner and contractor. This

S ITH ILLW R ’S sales team has more than two centuries of industry experience. L-r RonWhite, Mark Rummage, Ted Smith, Mike Trantham, Phil Osborne, ennis Ramey. ot Pictured JeffWeisner, Shane Michael, Jim Kilpatrick. All p otos Smit illwor

encourages them to consider alloptions that are out there, includingcustom trim. It is also beneficial tosuggest that they consider some stain-grade trim for a few of the rooms evenwhen the main portion of the home ispainted, to help make the homeunique.

Rummage A proper takeoff iskey—ordering enough custom materi-al for the job. Understanding the appli-cation it will be used in and how theend-user wants to finish the item isimportant. Allow adequate lead timefor orders to be produced and deliv-ered.

Kil atrick I would make sure thatI worked with a supplier I was com-fortable with because if there are anyproblems that occur you want to makesure they are corrected in a timelyfashion. These are products that arenot on the shelf and take a couple ofweeks or more to produce.

Ramey My advice to dealers whowant to expand their business byoffering more custom millwork wouldbe to educate your customers on theneed to allow sufficient lead times andto use the millwork manufacturers’sales representatives to educate thebuilders concerning what is availableand what the manufacturers limita-tions are. As in anything we do, hav-ing a great partner increases every-one’s chances of success.

Smith My only advice would be toalways try to make the up sale to cus-tom millwork because it usuallyequals more sales revenue and betterprofit margins.


MARGIN BuildersPVC Trim

PVC millwork meetsthe challenges ofhistoric renovations

Construction, Boston, Ma., who uses cellular PVC trimfrom Azek Building Products, Scranton, Pa. “We’ve beenable to make the transition to PVC very successfully.”

Bill Sandrock, owner of Stratton Creek Wood Work,Kinsman, Oh., agrees. He’s been working with PVC prod-ucts from Versatex Trimboard, Aliquippa, Pa., for the pasteight years.

PVC TRIM AND millwork can provide a long-lastingsolution to a common challenge of historic-renovation

projects: recreating intricate trim and millwork patternsthat must be replaced.

“PVC trim can be milled to replicate historic profilesaccurately, but without the time, labor or costs associatedwith maintenance,” says Ergun Merdin, owner of D&E

PVC TRI products were the key to matching a new garage/barn to an 1 3 farmhouse. ( oto A e )


cate the look of wood, they aren’t affected by moisture andare highly resistant to mold. In addition, PVC trim is con-sistent in size and finish, immune to rot and insect infesta-tions, and lightweight and easy to install over solid sub-strates.

“PVC delivers the authentic, rich appearance of wood,coupled with the durability and very low maintenancehomeowners want,” says Jack Delaney, national sales man-ager of The Tapco Group’s Kleer Lumber division.“Whether it’s a coastal mansion or modest neighborhoodhome, PVC is appropriate on virtually every house.”

Perhaps best of all, PVC trim requires little mainte-nance—unlike wood trim, which must be re-painted on aregular basis.

“I’ve never met a homeowner who likes maintenance,”says Joe Cracco, c.e.o. of Modern Yankee Builders,Cumberland, R.I., who also uses Versatex products. Thecompany works on historic homes and landmarks, plus tra-ditionally styled new homes, that must withstand the harshelements of the New England coast.

“In areas where wood trim is exposed to a lot of waterand then deteriorating, we come in, remove the rotten trim,and install accurate new profiles made from PVC,” henotes. “It’s a sad fact, but wood rots. They see that we canget a historic effect with materials like PVC trim—andbring the level of maintenance a lot closer to zero.”

Carter Lumber, Fairview, Pa., supplied and custom-milled Azek PVC for the renovation of an 1873 farmhousewith a new barn/garage.

“On both the house and barn, we were able to matchthe period look beautifully,” says Kevin Raines, one ofCarter’s outside sales reps. “We used a CAD program torecreate the historic brackets we were able to save on thehouse, designed and built windows, and milled a cross-buck pattern for the barn doors.”

Recreating historic trim in PVC also means that thestructure will be around for future generations to appreci-ate. “Some people shy away from PVC in the restorationbusiness, and I don’t understand why,” commentsSandrock. “It doesn’t rot—and we recycle all the dust andscraps when we mill it, to make more product—so it’s asgreen as can be.”

PVC TRI AR delivers the look of wood with the long-term durabilityand low maintenance customers want. oto leer um er T eTap o roup)

HIST RIC CUP LA at Baldwin Wallace niversity, Berea, Oh.,was renovated with cellular PVC trim products. oto ersateTrim oard)

“We do a great deal of intricate restoration work, so westarted using cellular PVC for exterior applications becauseit can be cut and shaped like wood. We laminateVersatex’s PVC sheet to give us the needed thickness, andthen mill it to our specifications.”

His latest historic project involved renovation of acupola at Baldwin Wallace University, Berea, Oh., whichdated to 1897 and had been irreparably damaged by theelements. He started by taking samples of all the originalcrown moulding, corbels, handrails, and turnings.

“With PVC, fabrication wasn’t so much of a chal-lenge,” he notes. “We measured the original piece, drew itin AutoCad, and then figured out how to manufacture it.We custom-ground knives to match and ran the profilesthrough the moulder.”

According to Sandrock, it took about 1,100 man-hoursover the course of five months to construct all the millworkneeded for the six-sided cupola.

“This was probably the most detailed project we’veever done,” he says. “By doing this in PVC, the paint willstick and it will last. It’s never going to rot and it’s notgoing to peel. The new paints expand and contract with thematerial. ”

Although PVC trim components are designed to repli-


WITH THE DESIGN of a new build-ing product comes the question

every manufacturer must ask: Should Icertify it? In short, the answer is yes.Putting a product through the certifica-tion process is a matter of complianceand will save manufacturers time andmoney in the long run.

Certification allows manufacturersto sell their products in the global mar-ketplace. Building codes outlined bythe International Code Council ICChave been unified, permitting manu-facturers to demonstrate compliance toa large geographic area through oneset of certification documents.Certification to applicable standardsalso allows products to be placed onthe shelves of commercial outlets.

How buildingproducts are certified

MANAGEMENT TipsBy Tom Patterson, Intertek

Those who choose not to gain certi-fication to building codes and industrystandards must prove compliance witheach individual jurisdiction, an oftenexpensive and laborious method forgaining approval. In addition, theirproducts do not have the ability to besold through commercial channels.

The certification process is efficientand extremely beneficial for manufac-turers to gain market access, and canbe broken down into four steps. Forstarters, it is advantageous to partnerwith a Nationally Recognized TestingLaboratory NRTL that understandsbuilding codes and industry standardsand can help ensure manufacturers testtheir products to the proper require-ments. There are even a few testing

laboratories that can provide manufac-turers with the research reports neces-sary to prove that a product functionsproperly and demonstrates buildingcode compliance.

Once a manufacturer has connectedwith an NRTL, the next step is towork with the laboratory to develop atest plan to achieve the necessaryrequirements. In order to develop thisplan, manufacturers must understandtheir market from both an applicationperspective and a geographic perspec-tive. Where the product will be usedon a building and whether it will be ina residential or commercial structurewill determine the intensity of the test-ing that must be performed.

In addition, requirements varybetween regions, so it is important formanufacturers to know exactly whichlocations they want to sell their prod-ucts in, as it will dictate the types oftests conducted.

After a test plan has been deter-mined, the testing and evaluationphase begins. While physical tests areperformed, engineering evaluationsbased on prior, commonly known dataare also often used. NRTLs are famil-iar with how different materials per-form under various types of conditionsand levels of stress. It is this extrapo-lation conducted by engineers thatenables manufacturers to extend theapplication of a product without hav-ing to conduct unnecessary tests.Testing and evaluation is not abouttesting every potential application, butabout the benefits of evaluating to awide variety of potential applications.

After a product has successfullycompleted the testing and evaluationprocess it can then be certified, indi-

A TEA at ntertek’s Vancouver lab prepares for a curtain wall test to determine where and how theassembly of building products can be used.


cating that applicable industry stan-dards have been met. Once certified, itis important for manufacturers todemonstrate that the product remainsas it was when it was first tested. Thisis done through ongoing surveillanceby the third party NRTL, which pro-vides a variety of required follow-upservices depending on the product andits intended application.

Previously, certification was seenas a purely necessary process per-formed solely for the purpose of sell-ing products in desired markets. Now,accredited certification bodies areadding more value to the processthrough updated product certificationdirectories. Previously basic and bare-bones, these directories currently con-tain links to manufacturers’ websitesand easy navigation tools, allowingindustry professionals to search for aproduct by standard or performancelevel, among other options. They havebecome a great resource for engineers,architects and specifiers trying to findthe right product to fit their buildingneeds.

Another benefit of certification isthat it preserves manufacturers’ testdata, allowing them to prove compli-ance years down the road. In NorthAmerica, as long as a manufacturerdemonstrates that their product has notchanged and still complies with thestandards originally tested to, thatproduct will remain certified no matterhow old the test report is. However, itis important to remember that differentparts of the world have differentrequirements. For example, a five-year-old test report is too old inEurope, whether it proves certificationor not.

For manufacturers, the testing andcertification process can allow them toextend their products’ reach in theglobal marketplace. By partneringwith an NRTL, manufacturers canensure that all the necessary tests areperformed and standards are met. Inthe long run, these laboratories helpmanufacturers save time and moneyand provide a competitive advantagethrough placement in product directo-ries consulted by a wide variety ofindustry professionals. When it comesto testing and certification, the ques-tion should be when—not if.

– Tom atterson is director of certifica-tion for building products for the mericasregion for Intertek. e serves as a boardmember and treasurer for the ir Barrier

ssociation of merica. Reach him viawww.intertek.com.


Selling SIPsWhat you need to know aboutstructural insulated panels

rants.Following are answers to common

questions dealers and builders haveabout SIPs:

What are the key selling oints orSIPs“For one-time residential owner-

builders, a key benefit is the quality of

ALTHOUGH STRUCTURAL insulatedpanels SIPs provide multiple

efficiencies for building constructionand operations, many builders stilloften rely on the traditional buildingmethods they are most familiar with.As builders look for ways to differen-tiate themselves, LBM dealers canprovide a valuable service by being

ready to answer questions about SIPs.SIPs are an advanced building

method, but are actually quite easy tobuild with. They can be used in virtu-ally any light construction project,including single-family homes, multi-family structures, and commercial andinstitutional construction ranging fromschools to offices to retail and restau-

PRODUCT SpotlightBy James Hodgson, Premier SIPS by Insulfoam

STRUCTUAL INSULATE PANELS arrive at the obsite pre-cut and sized, ready to be put into place with a crane. All p otos ourtes remier S S nsulfoam


the finished home—both structurallyand environmentally,” notes Brian vonAllworden, PE, SIP expert withWright Engineers, Phoenix, Az. “Forproduction builders, it is speed. Thefaster they can build, the quicker theycan sell.”

SIPs are significantly stronger thanstick frame construction. Benefitsinclude roof systems that eliminate theneed for a truss system, which in turnreduces framing schedules by remov-ing the labor and installation time fortruss construction. Additionally, SIPsare exceptionally strong in rackingdiaphragm shear capacities, which arethe primary structural properties engi-neers are concerned with when design-ing for earthquakes and hurricanes.

On the environmental side, SIPs arearguably the best performing structur-al system available. U.S. Dept. ofEnergy tests show SIP construction isabout 15 times more airtight than stickframing. Additionally, DOE foundthat SIPs have a 47 higher whole-wall R-value than either standard studwalls or advanced framed walls. SIPsalso help reduce jobsite constructionwaste up to two-thirds, and supportindoor air quality by sealing out com-mon pollutants.

As von Allworden noted, SIPs helpreduce building cycle time becausethey eliminate the need for separateframing, insulation and sheathingwork. Further, the panels arrive at thejobsite pre-cut and sized for each spe-cific part of the structure.

“With the pre-built panels, you justhave to piece the building togetherlike a puzzle,” says Glen Kamerman,partner with Kamerman Construction,Manhattan, Mt. Building with SIPscan help contractors earn more moneybecause of fewer framing hours on thejob.

SIPs can also simplify constructionon tight urban job sites where stagingspace is limited. Densely packedbuildings and heavy street traffic pre-sent challenges that can be solved byusing SIPs, which can be installed in amatter of hours.

Will my ramers be able to installthemA skilled framing crew typically

can learn the steps for installing SIPsin a matter of hours, and quicklybecome proficient in working withthem. Because SIPs are made of woodOSB sheathing on both sides of an

insulating foam core , they are easy tonail, saw and drill—similar to tradi-

tional wood framing.

What about the im act on othertradesWhile there are some specific tech-

niques that subcontractors will need tobecome familiar with, building withSIPs does not create a roadblock inconstruction.

Traditionally, very little plumbingis included in exterior walls regardlessof the building style used. With SIPs,most plumbing is located in the interi-or walls.

Running wire is simpler and fasterwith SIPs, as manufacturers pre-cutelectrical chases into the panels.Crews simply pull wiring through thechases after the panels have beeninstalled, which saves the time andhassle of drilling holes through numer-ous wall studs, as is the case with stickframing.

What are the key trends in SIP con-struction “I see a lot of multi-family and hos-

pitality developers looking at SIPs as away to to stand out from the crowd,”says von Allworden. “And, as moreSIP structures are built, many buildersare realizing that the bottom line is thesame, or better, as with stick construc-tion, but they are getting a better finalproduct.”

In what ty es o buildings are theymost o ular

SIPs are increasingly popular ineducational facilities, from K-12schools to colleges and universities,where they can be used in dorms,gymnasiums, classroom buildings, andother structures.

What are im ortant things to lookor when choosing a SIP manu-acturer

“First you need a manufacturerwho is reliable,” says von Allworden.“There were a lot of SIP firms aroundsix years ago that are now gone. Youalso need a company that is bigenough that they are not dependent onyour money to buy their materials.And, of course, you need a companywith a quality product.

For LBM dealers and distributorsconcerned that SIPs could cut into thetraditional meat of their business—lumber—it is worth remembering thatthere will always be a strong marketfor framing lumber, even in SIP struc-tures. SIPs are typically used for out-side walls and roofs, with stick-framedinteriors most common. Additionally,as demand continues to grow for ener-gy-efficient structures, being knowl-edgeable about SIPs can be an impor-tant way to grow business within anew market segment.

– ames odgson is the general man-ager of remier I by Insulfoam,

uyallup, Wa. For more information onI s, visit www.premiersips.com bc.

SIPS reduce and simpify building schedules, while imparting stength and durability.


Hardware store-turned-lumberyard

Since the company was launched in1955, strictly as a hardware store, it’sundergone five expansion projects, allwithin the same block, says GarthSmith, whose father founded theenterprise. “We kept needing toaccommodate new products andanswer customer demand.”

But, as we noted, this is the bigone. Two years ago—again, proddedby “the fact that we continually getrequests for new merchandise,” hesays—the major upheaval material-ized. Dale mushroomed from 40,000

COMPETITIVE IntelligenceBy Carla Waldemar

THE STAFF AT Dale Hardware,Fremont, Ca., has been through

this over and over and learned to takeit in stride… but this time, it’s the bigone.

No, not another earthquake,although the community sits smackon the valley’s famous fault line andthe operation, in fact, promotes amulti-faceted earthquake survival kitto its customers. Earthquakes tumblebuildings, while Dale, instead,extends them.

We’re talking about expansion.

A IN A CAVERN US new lumberyard satisfied California dealer ale ardware’s customers’re uest for new merchandise.

sq. ft. to 100,000 sq. ft.—what ownerGarth rightly calls “a substantialincrease” felt in every department, butmainly in two product lines—a gar-den center and a lumberyard, bothbrand-new arenas for Dale. And notonly an all-new lumberyard, but astate-of-the-art, covered, drive-thrufacility, answering demands for sticksthat Dale’s commercial accounts hadbeen lobbying for. It’s stocked witheverything from specialty hardwoodand the redwood so popular inCalifornia, along with decking ofevery persuasion, to the standarddimensional Doug fir routinely uti-lized by Dale’s prime customers, thetown’s remodelers.

Personnel count shot up from 95 to120, including managers well-versedin the new and unfamiliar lines. Andif you’re selling lumber, you’ve got todeliver it, so that meant several newvehicles, including a forklift. SKUsvaulted from 45,000 to 65,000.“Every department was expanded,”says Garth, who has eagerly followedin his father’s footsteps.

“I worked here through highschool and college, which convincedme it was what I really wanted to do. Igot seriously involved in the mid-’70s. Shortly after—the early ’80s—my dad died unexpectedly, so it land-ed in my lap a little quicker than we’dplanned. I learned by trial and error.”

For one thing, he learned early onhow and whom to hire. “Our processis pretty involved. We use a teamapproach—four or five people sitting


in on interviews. We’re continually seeking good employ-ees, and what we’re looking for is a can-do attitude—someone who really enjoys working with people. We cantrain them in product knowledge, but not how to smile, toenjoy talking to people; it’s far easier to teach them how tofix a toilet.” Or, since the lumberyard debuted in January2013, how to build a deck.

But who the heck taught Garth that a grueling recessionwas the time to more than double your space? Pin the cred-it on the guy himself. “I decided that now is the time.Three reasons,” he ticks off. “One, money is as cheap asyou’ll ever get it. Two, when it comes to contractors tohire, during this down stretch we’ve got the pick of the lit-ter. And three”—most essential—“by the time we’re done,the economy most likely will be turning around, so we’llbe perfectly positioned.”

He was right. “It turned out very, very well, and busi-ness is quite brisk.”

Added bonus: Can you say “federal funding?” Garthexplains the lucky break: “It was a coincidence. I had aregular bank loan all set up when the city came to me andsaid, Garth, we have a bond for Alameda County withmoney allocated to us in Fremont. Your business fits therequirements.’ So I sent in a one-page application.” Almostimmediately he was told, “You got it ” “I didn’t stumbleonto it, it came to me, and saved us money.”

Since the expansion, Dale has tracked solid increases incustomer counts and sales. “We’re attracting more femaleshoppers than before, especially in the new garden center.

service,” he re-emphasizes, “is Number One: That’s wherewe shine. It’s a very competitive market, but you can’t buyservice. That’s where we try to make a difference,” Garthdeclares.

“Product selection also,” he’s quick to add. “We do somuch better than the boxes, plus services—everythingfrom cutting keys and glass to screens, from pipe cuttingand tool repair to furnace troubleshooting and equipmentrental, even bulk kerosene sales, whatever a traditionalhardware store used to do, plus bigger projects like irriga-tion systems for their lawns. We have all the parts andpieces.” And don’t forget those earthquake kits

Dale gets the word out via print ads “but print is verycostly ” , a Facebook presence, and, now, Twitter: “We’replaying with it; it’s the way to go.” The company’s cus-tomer-friendly website features department managers whooffer tips and guide folks through projects. Customers,both retail and pro, also can take advantage of its rewardsprogram, which offers points for purchases—plus, “wecapture their emails and can use them for promotions,”Garth confides. Folks also line up in the parking lot when-ever Dale hands out free hot dogs when its barbecue grillsare on sale.

Never a dull moment… and that’s exactly the wayGarth likes it. “I just enjoy working with people; it’s funAnd I’ve got a good group of employeeswho work together as a family.”

In fact, one of them is family:his son, 30, one of the company’sassistant managers. Plus, there’sthe benefit no one can refuse, saysGarth. “There’s lot of money to bemade if you do it right.”

Good deal: Looks like noone in Dale’s crew will be onfood stamps any time soon.

Carla [email protected]

THE RIVE THRU facility has been especially popular with ale’s com-mercial accounts.

And the lumberyard has opened up our contractor busi-ness,” he reports. The split between retail and pro cus-tomers hovers where it’s always been, at 50/50, with prosdivided between commercial accounts, such as local utili-ties, the water district, and city and county departments,served by Dale’s expressly dedicated outside salesman,and Dale’s remodeler contractors.

Because this community in the Silicon Valley of theBay area is “pretty all built up, not much land left,” accord-ing to Garth, “we do only a couple of new homes a year.So our forte is serving the remodeling trade, which hasbeen pretty constant, although kind of slim the past four,five years. People saw their home values drop, so theyweren’t going to put any more money into them. But that’sstarted to escalate.”

Sure, there’s competition—there’s always competi-tion—but folks stay loyal to Dale because of its primo ser-vice: “That’s what we hang our hat on—friendly, knowl-edgeable employees. We put a lot of time and effort intotraining them in product knowledge and service. And that


the entire customer’s business to us onthe first call. Business-to-business sales isa relationship built over time. Our goal isto become our customer’s number onesupplier, but it won’t happen on the firstcall.

What will happen is we can earn thecustomer’s respect and permission orright to continue to call. One of our pri-mary goals of the initial call is to haveagreement from our customer that theywill continue to take our call. If we cantalk to them, we can sell them.

The point is to respect the buyer’s cur-rent decision, whileselling/explaining/defending his need tohave us as a supplier also.

Mr. ohnson, I don t want to get in the way of the rela-tionships you already have. What I would like is to be asecondary or back-up supplier. We will get to know eachother. ou will see the uality of my products and service.

I respect the relationships you already have. greatcompany like yours will have good suppliers. We are agreat supplier and would like to prove it to you one step ata time. Let me offer you product for three months. If at theend of that time we haven t done any business, no hardfeelings and we both move on. What s your email

ou know, everyone needs a back-up plan. I am yourback-up plan. I m sure you currently have great suppliers. Iwon t get in the way of that. What I will do is show you apiece of the market you haven t been seeing. Let me callyou ne t Monday with some great deals on

Write t OutMake your answer in your style.

Make several versions for the differ-ent types of customer you willencounter. To make them our ownwe must write them out. We mustbrand our answers in our minds.

We must be prepared, ableand, most importantly, willingto change minds and defend theidea that we are the beyond-obvious best choice.

OLSEN On SalesBy James Olsen

ames OlsenReality Sales Training

503 544-3572 [email protected]

IDEAS MUST BE defended. Someone us,for example must stand up for an idea

and speak on its behalf. The idea thatsomeone should buy from us, even if weare the beyond-obvious best choice, is anidea that must be defended with ourwords.

uotrons s. dea DefendersThere are three categories of sales

people that languish away in the land ofunderachievement and mediocrity:

uotrons – They quote product allday long, but never sell it.

Product Presenters – Highly versedon the market and product, but never sellit.

The Nice uys – “How ya doin’, buddy?” They insultthemselves you think that’s all it takes? , their competitionyou think you are the only charming person in the world? ,

and their potential client do you think all I need is likeabil-ity to buy from someone? . And never sell it.

Master sellers stand for something. They have “a waythey do business.” Do they accommodate their customers?Yes. Do they calibrate their personality to their customer’spersonality? Yes. Do they know their markets and prod-ucts? Yes, yes and yes.

But what sets master sellers apart is their ability anddesire to change people’s minds. Master sellers do not shyaway from this crucial task—they embrace it. They believethey are the best choice and relish the opportunity toshow/explain/sell their customers it is true. They defend theobvious best choice—themselves—with their words.

m Happy with My Current SupplierHow we orchestrate our first call to customers has more

to do with our ultimate success than any other call. If wefumble this crucial interaction, it is difficult to build ourbusiness fast enough to overcome the inevitable leaks inour account base. Master sellers build relationships morequickly. When they lose a big account it doesn’t take themlong to replace the business. Master sellers have:

A better bench. They cultivate the quality and quantityof their secondary relationships.

Their initial calls are impactful. They create “heat” ear-lier and “get cooking” with new customers sooner.

Our number one objection on every new call will be:“I’m happy with my current supplier.”

Some salespeople have no plan. Some are too aggres-sive, believing the fallacy that we are magically converting

Changing minds

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WEST C AST Lumber Building Materialssociation en oyed its annual 2nd rowth summer

conference July 1 -1 at Rancho Las PalmasResort, Rancho Mirage, Ca. Rawni KevinMunsey. anny Sosa, Jay Mc rthur. Rick

avis, lex niack. Mikael Cook, LarryChristensen. Chris Mc onough, Carlos arate,Jason Rutledge. Ryan Lauterborn, Tim Kennedy.

Christian Cadil l io, Oliver Barnes, TiffanyMendoza. atalie llen, Jack Butler, Karen

ampton. Jean enning, Karen Mike Caputo. Tom ppleton, Terry Rasmussen. ana

Jason Sumpter. Jason Womack. ick Larr,Tom Karen ngel. erry Perez, Patti iaz.

atalie Chris Johnson. Rex Klopfer, JeffClave. Walter Frederick, Charlene Valine. Vince Lauricella, Victor Fresca.

Effective July 1, the CaliforniaState Board of Equalization hasexempted a number of additionalproducts from the CaliforniaLumber Products Assessment.

No longer subject are Hardie-plank lap siding, Hardiepanel ver-tical siding, Hardieshingle siding,Hardiesoffit panels, Hardietrim,Hardiebacker underlayment panel,

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The law, which first went intoeffect Jan. 1, requires retailers tocharge a 1 assessment on thesales price of lumber and engi-neered wood products used inCalifornia.


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DEALER Briefs

Burrill Studs Make ComebackEugene F. Burrill Lumber, White

City, Or., ceased operations 15 yearsago and its founder died five yearsago, but the company’s legendary 2x4studs will once again be available.

The rebirth began when HomeDepot signed an exclusive licensingagreement with the Burrill family,which allows an undisclosed mill inthe Northwest to manufacture white firstuds to the family’s specifications.The studs will be marked with theBurrill name and sold at Depot storesin the Northeast and in Phoenix, Or.

“I still get calls from customersasking, How do I find a Burrillstud?’” said John Schwager, Home

Depot’s senior lumber merchant.“Most people considered it the fineststud available. Retailers, lumber sell-ers, everyone considered Burrill theCadillac of the industry.”

With a single mill producing thestuds, the chain can initially supplyonly 80 stores. That may change oncea second mill starts production inFebruary or March.

“I would like to put the studs in asmany stores as makes sense,” saidSchwager.

According to Michael Burrill Jr.,his family will get to approve anymills, “so it will be the quality stan-dards that my grandfather always pro-duced to,” he said.

rc ard Supply Hard are,San Jose, Ca., saw its stock listingremoved from S exchangeafter filing for bankruptcy and agreeingto be ac uired by Lo e’s. OS ’sshares were listed for 1 months.

oores Used uildin Supply has relocated from nderson, Ca.,to Cottonwood, Ca.

armac Ace Hard are, Maui,i., added a location late last month in

Wailuku, i.

o ort albrait Lumberhas restarted its Prescott Valley, z.,truss plant, mothballed since 200 .

ercer Island True Value,Mercer sland, Wa., relocated to asmaller, 5, 00-s . ft. store, after losingits 2 -year-old home to redevelopment.

Ralston Ace Hard are ,rvada, Co., is closing at the end of the

month after 3 years.Several employees will transfer to

sister store La e Rid e AceHard are, Lakewood, Co.

ou las Hard are, ouglas,z., was opened by avid e La Torre.

Ace Hard are, Layton, t., suf-fered 50,000 in damage from a 2 a.m.fire July 25 that may have been causedby a ruptured natural gas line.

Habitat for Humanity isputting the finishing touches on a newReStore in Farmington, .M., and ismoving its lbu uer ue, .M., ReStoreto a larger, 2 , 10-s . ft. facility.

nniversaries Emi AceHard are, Sacramento, Ca., 105th

Nort rid e Lumber Co. ,orthridge, Ca., 5th ReStore,

Temecula, Ca., 5th

P lects e t LeaderThe APA board of trustees has

elected v.p./corporate secretary EdElias to become the next APA presi-dent when Dennis Hardman retireslater this year.

A 35-year APA veteran, Elias hasworked in its technical, internationalmarketing, and financial divisions.

Hardman, president since 2005,will turn over the reins at APA’sannual meeting in November.


SUPPLIER BriefsTrillium Lumber, Portland, Or., suffered 20,000 in

damage from a July 10 fire that started in a sawdust hopper.

al eur Lumber, John ay, Or., is adding staff andcapacity to expand its fuel pellet and fuel brick business.

Stimson Lumber’s mill in Plummer, d., recently pur-chased Wa ner eter’s Omega n-line moisture-manage-ment system.

Vandemeer orest Products, Marysville, Wa., nowdistributes National Nail Corp.’s C MO hidden deck fas-tening system and C MO exterior screws.

Santa e oor, lbu uer ue, .M., is now applyingPureColor eco-friendly finishes on all of its custom millworkand door products.

C ristiansen Enterprises has relocated its opera-tions from mboy, Wa., to a 10,500-s . ft. facility at the Port ofKalama, Wa., providing dry kilns, parts and services.

smose’s MicroPro wood preservative has earnedreenguard gold certification from UL En ironment.

LEER LU ER’S new photo contest—which runs through Oct.31—allows contractors to show off trim and decking pro ects usingKleer trim and decking products, plus the chance to ualify for prizes,free publicity, and free product samples.

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OSH Prepares for Sale to Lowe sOrchard Supply Hardware, San Jose, Ca., won court

approval for up to 176.3 million in bankruptcy financing.The money will fund operations until at least 60 of its 91stores can be sold to Lowe’s at an Aug. 20 auction.

“I believe the aggregate facility is necessary for thecompany” and gives suppliers confidence the company willhave adequate liquidity to continue going forward, ChrisNewman, Orchard Supply’s chief financial officer, told thejudge.

When the chain sought bankruptcy protection on June17, it had 91 stores in California and Oregon. It has sincereceived court approval to close eight under-performingstores in California. Great American Group began manag-ing liquidation of stores in Citrus Heights, Fairfield,Huntington Beach, Lone Tree, Long Beach, Midtown,Newark and Vacaville, Ca., on June 29.

Lowe’s has announced a 205 million bid for OSH,which it plans to operate as a stand-alone business with thesame name and management. Four of OSH’s top executives

would be eligible for 2.2 million in bonuses under the pro-posed sale—50 of which would be covered by Lowe’s ifit becomes the winning bidder.

BlueLin Begins RestructuringBlueLinx Holdings, Atlanta, Ga., has launched a restruc-

turing plan that includes “realignment of headquartersresources” and possible sale or closure of five of its 55 dis-tribution centers.

The distributor will operate all five DCs at least until thestrategic review is complete in the fall, as it considerswhether to close, sell or otherwise obtain “strategic partner-ing” for each location to best increase stockholder value.

Streamlining operations headquarters is expected to saveup to 10 million a year, including payroll costs, and gener-ate up to 27 million in operating cash.

Days after announcing the plan, BlueLinx increased itscredit facility by 25 million to 447.5 million.


ohn Noyce, ex-Stanley SecuritySolutions, has been named districtsales mgr. for Boise Cascade,Anchorage, Ak.

eanne Olson, ex-Weyerhaeuser, hasbeen hired as plant mgr. for J.H.Baxter’s Eugene, Or., operation.

Dennis Houghton, ex-Enyeart Trad-ing Group, has joined SherwoodLumber, Lake Oswego, Or.

Ken Munyon has been promoted toplywood sales mgr. and MattCam bell to stud sales mgr. atSwanson Group, Glendale, Or.Brian ohnson, ex-Enyeart, is nowdimension sales mgr.

Carol Kelly, ex-Fiberon, has joinedMilgard Manufacturing, Tacoma,Wa., as Rocky Mountain regionsales mgr.

Peter Hagenberger, ex-StockBuilding Supply, has been namedexecutive director of manufacturingfor HPM Building Supply, Keaau,Hi. Holly Hagenberger, ex-Stock,is now central bidding mgr.

Da e Cunningham, Simpson timber,Tacoma, Wa., has retired after 39years in the business, the last 26with Simpson.

ohn Hedges, ex-McFarland Cascade,is a new account mgr. at Capital,Portland, Or.

Thomas Collett, ex-Granite ValleyForest Products, was named v.p.-sales & marketing for TradewindsHawaiian Woods, O’okala, Hi.

Da e Bolton has retired from Buck-eye Pacific, Portland, Or., after 47years in the industry. ScottSlaughter, ex-Elk Creek ForestProducts, is a new trader.

Dean Linton, ex-PrimeSource Build-ing Products, and Bill Leonard,ex-Unity Forest Products, are newinside sales reps for Weyerhaeuser,Stockton and Sacramento, Ca.

Pablo on ale is now in sales atUniversal Forest Products, Yakima,Wa.

Dan Ducart, ex-American BuildingSupply, has been named purchasingdepartment mgr. at Western Build-ing Specialties, Sacramento, Ca.

De in Stock ish has been elected cor-porate secretary of WeyerhaeuserCo., Federal Way, Wa.

Randy Buchanan, ex-Milgard, hasbeen named v.p. of operations atCascade Windows, Spokane, Wa.

Pat raneto, western species pur-chasing mgr., Brojack Lumber,Portland, Or., has retired after 35years in the industry, the last 20with Brojack.

Newell LaVoy has joined BlueTarpFinancial in business developmentin the Denver, Co., area.

ary Anderson, ex-Neuma Doors, isnow market sales mgr.-NorthernCalifornia for Masonite Interna-tional.

ordan Oberhaus is a new SouthernCalifornia outside sales rep withLaCantina Doors, Oceanside, Ca.

Ted Cebula, Arrow Lumber &Hardware, Randle, Wa., has beenpromoted to store mgr.

Vicki Cam bell has been promoted tov.p.-people strategy & developmentfor Gaco Western, Seattle, Wa.

Donna Darden-Simmons is a newtrade sales rep for Pella Windows& Doors, Santa Fe, N.M.

Otto Schulte has been appointed v.p.-strategic forestry initiatives forInternational Forest Products,Vancouver, B.C.

Lee D ier anowski, ex-Formica, hasbeen named Utah-based businessdevelopment mgr.–West for Dur-A-Flex.

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oe Elling is now with APA–TheEngineered Wood Association,Tacoma, Wa., as director-marketresearch.

Michael Downing, ex-BlueLinx, isnew to ForeStar Solutions, Greens-boro, N.C., as business develop-ment mgr. for the Southwest U.S.

Nick Farley, Panda Windows &Doors, N. Las Vegas, Nv., was pro-moted to Southwest regional mgr.

Carl Cothran, ex-Mohawk, hasjoined SCS Global Services,Emeryville, Ca., to head its certifi-cation services for the flooringindustry. He is based in Rome, Ga.

im Miller, president, Screw ProductsInc., Gig Harbor, Wa., has beenelected to the board of the NorthAmerican Deck & RailingAssociation.

Brad Corkill, owner, WhitemanLumber Co., Cataldo, Id., has beenappointed by the governor to theIdaho Fish & Game Commission.

Dan Bohannon, president, BohannonLumber, Orange, Ca., recentlyteamed with Brian Cheney to winthe recent U.S. Tennis AssociationNational Hardcourt DoublesChampionship (65 and over) inIrvine, Ca.

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Frank and Da e Ste hens, father-and-son owners of ManzanitaLumber, Manzanita, Or., were hon-ored as the town’s Citizens of theYear for 2013.

Machem Tweete is the now directorof social media for Mungus-FungusForest Products, Climax, Nv.,report co-owners Hugh Mungusand Freddy Fungus.

Pyramid Gets State LoanThe state of Montana has awarded

a $650,000 loan to Pyramid MountainLumber in Seeley Lake, to help com-plete major upgrades and aid in jobcreation and retention.

According to Governor SteveBullock, the loan will fund three dif-ferent capital improvement projects,for sawmill production and the mill’scleanup process. In total, the projectwill help retain 140 current jobs andcreate eight new jobs.

“Montana sawmills must keep pacewith global competition,” said c.e.o.Loren Rose.

The money will be used to buy alug loader, unscrambler, and log yardwaste separator to sort materials intodifferent piles.


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FAMILY BusinessBy Wayne Rivers

A tidal wave ofgenerational transitions?DOZENS OF ARTICLES appeared dur-

ing the 1990s about the comingtidal wave of business transitions fromBaby Boomers to their Gen X and GenY children. The articles theorized thatas Baby Boomers got to be 55 andolder, they’d be looking to sell theirbusinesses or pass them on to theirchildren.

The question is: What has hap-pened to the family business transitiontidal wave? Here are six reasons whyfamily businesses are staying in thehands of senior generation familybusiness owners longer:

Age is the new . People today

are in better health for longer thanever before. We eat better, exercisemore, smoke less, and take care ofourselves better than previous genera-tions. Therefore, when a family busi-ness owner reaches “normal retire-ment age,” he is often far from readyto retire. He is still filled with energy,ideas, and ambition.

The reat Recession. This reces-sion shocked many family businesses,some of which believed the hype thatthe Federal Reserve had made reces-sions obsolete. If their businesses haveshrunk, senior generation leaders wantto restore them to their former glory.

Leaving the business at the tail end ofa historic recession simply doesn’tseem like a good idea to many.

Lack o Ownershi SuccessionPlans. Many families still wrestle withthe issues of ownership succession.How do I treat my children fairly andequitably when some work in the busi-ness and some don’t? How will mychildren get along when I’m no longeraround? Is it fair to treat my daughterwho’s c.e.o. the same as her brotherwho works on the loading dock, withrespect to ownership succession? If Ileave the company to my kids, will myspouse have enough money to be com-


fortable after I’m gone? Lack o Management Succession

Plans. It’s hard to beat experience.Even though a 65-year-old familybusiness leader might have incrediblycompetent 40-something children,they are at a severe chronological dis-advantage in the sense that the seniorgeneration had a 20+ year businesshead-start and that gap can never beclosed. While the younger generationmight have all the tools necessary forfuture success, they simply can’treplace the hard-earned experienceDad carries between his ears.

Most closely held companies alsohave two other management succes-sion limitations: a lack of clear, writ-ten, transferable policies and proce-dures for the various jobs in the com-pany and a lack of knowledge transfer,which is the process for formerlytransferring soft information (i.e.,someone’s experience about businesspractices and processes) to youngermembers of the firm.

Lack o S eci ic RetirementPlans or the Senior eneration.Although 65-year-olds today haveplenty of energy and ambition, mostfamily business seniors have no spe-cific retirement plans that are remotelycapable of consuming their energy andtime. The idea of moving to a retire-ment community, puttering around inthe yard, and the occasional round ofgolf isn’t nearly as compelling andexciting as continuing to fight thedaily battles necessary to put the fami-ly business back in its rightful place.

Since murky retirement plans makefor a nebulous future, and the concretereality of rebuilding the family busi-ness is both present and exciting, stay-ing trumps leaving hands down.

Lack o Buyers or Family andClosely Held Businesses. Anyonelooking to buy a business wants to seea proven methodology for creating topline sales, a management team capableof executing the strategies of owner-ship, loyal employees who won’tleave the business if the family sells,strong financials, and a business thatisn’t dependent on one or a tiny hand-ful of people to make all the decisions.

Unfortunately, even large familybusinesses usually depend on one or ahandful of family members to makevirtually every decision in the busi-ness. If someone buys such a business,he is really buying a job that takes 60to 80 hours a week, creates a greatdeal of stress, and offers no escapehatch when things get hairy.

Most family businesses don’t haveanything to sell because they don’thave genuine businesses. They havejobs (and pretty thankless ones at that).

Will the family business successiontidal wave materialize one day? Givenour steadily advancing ages, it must.Are most family and closely held busi-nesses prepared for the ownership and

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– Wayne Rivers is the president of TheFamily Business Institute Inc., Raleigh,N.C. Reach him at [email protected] or (877) 326-2493.

Reprinted with permission of KeyResources LLC. No portion of this articlemay be reproduced without its permission.


time is to be introduced by someone you both know andrespect. Before that can happen, you need to get the nameand details for the person you want to meet. That meansyou must ask your current customers for referrals.

The best way to do this is to visit your customers face toface, have a conversation about your products/services andtheir satisfaction with them, and then ask them specificquestions to generate lists of names.

For example, instead of asking, “Who do you know…,”say, “Which is one of your vendors that could use our ser-vice?” Or “Which one or two people in your committee

KAHLE On SalesBy Dave Kahle

EVERY SALES process begins with identifying a group ofsuspects. Suspects are people and companies you sus-

pect may one day do business with you. They aren’t yetprospects, because you don’t know if they have a legitimateneed for what you sell or if they can make the decision tobuy it. That determination comes later. But in order to get agroup of prospects, you must start with a list of suspects.

Here are eight ways to acquire such a list:

. Buy a list.This is the information age, and lists are available for

almost every conceivable set of characteristics. For exam-ple, I could, this afternoon, contact a list broker, ask for alist of names, addresses, phone numbers, size of business innumbers of employees, and email addresses for manufac-turers (or any one of a couple of hundred classifications)within a set of telephone area codes. I could have thatdownloaded to my computer by the end of the day.

Information selling is now a major industry in this coun-try, and there are lots of providers. Just do a Google searchon “list brokers” and find a couple with which to work.

. et re errals rom your customers.Probably the best way to meet a prospect for the first

Creating new customers8 ways to identify new suspects


would be possible candidates?” Byasking specific questions instead ofgeneral ones, you’ll direct their think-ing in more productive routes andacquire more referrals.

. Rub shoulders with grou s othem.

If you have precisely defined yourtarget markets, then spend time think-ing and researching this question,“Where do groups of them go?” Theanswers can vary from trade fairs andassociation meetings to other suppli-ers.

The most unusual answer to thiswas from a client who sold referencebooks to lawyers. He discovered thatmany of them would frequent a localpub on Fridays. He then made it apractice to show up and rub shouldersthem, meeting them in a social situa-tion.

If you can identify where prospectsgo, then you can get a list of themfrom someone who organizes oradministers that event or meetingplace. Or, you can just show up andcollect business cards.

. Ad ertise in ublications andwebsites they iew.

There is a reason why advertisinghas been around for so long. One wayto collect lists of suspects is to adver-tise in the publications or websitesthey view, offer something free orinexpensive, and collect the namesand details.

Those who respond to ads movethemselves a step closer to beingprospects in that they, by responding,show they’re interested in what youoffer and are willing to take action.

. Partner with someone elsewho sells something com atible tothem.

The key here is “compatible.”Again, if you have done a thoroughjob of describing what the ideal sus-pect looks like, you can then ask,“What else do they buy?” Or “Whoelse do they do business with?” Thatshould lead you to others who mayhave a vested interest in sharing theirlists with you, in exchange for some-thing of value from you.

. Take a sur ey or send anewsletter to a larger list.

If you want to find “sales man-agers of medium-sized LBM dealers,”for example, you could take a surveyof all LBM dealers or send them anewsletter, with an opportunity for thesales managers to respond to some-

thing that is suitable for them.

. Hold seminars or largergrou s o them.

By holding a free or inexpensiveseminar, you engage with peopleinterested in your subject who arewilling to invest time and money.This has the added benefit that youposition yourself as a valuable sourceof information.

. se social media to unearththem.

LinkedIn, Facebook, and a slew of

similar sites offer opportunities to joinsegmented groups and to identifymembers who meet your criteria.

Remember that a suspect list isnever finished. You are constantlyassembling that list. But do a good jobat identifying suspects and everythingelse becomes that much easier.

– Dave Kahle is a sales trainer, pre-senter, and a free weekly ezine and authorof 10 books, including his latest How toSell Anything to Anyone Anytime. Reachhim at [email protected].


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WEATHERLY’S INC., Eugene, Or., celebrated its 50th anniversary witha June 30 open house attended by 300+ customers, vendors and indus-try friends. Pictured are (l-r) v.p. Kurt Strahm and owner/president LenBolton announcing contest winners. Miller Lumber, Bend, Or., won a fullload of building materials, while CS Forest Products, Klamath Falls, Or.,and Lapine Building Supply, Lapine, Or., won half-loads.

Builders Supply Opens in O.C.Beach Builders Supply has been launched by Emery

Sivak, Mac Millworks, Capistrano Beach, Ca., in a tempo-rary location in Capistrano Beach.

The company will move to a new 7,000-sq. ft. buildingin San Juan Capistrano, Ca., this month.

“Our primary focus is doors, windows, hardware andmouldings to start, but with plenty of space there will defi-nitely be room to expand in the near future,” Sivak said.

Worker Killed at Oregon MillA 27-year-old employee was killed in a forklift accident

at Fontana Wood Products, Prineville, Or.Investigators said Joshua Ketchem was working alone

July 24 under a large, metal press that was supported by aforklift. The 1,500-lb. press fell, pinning him to the ground.

Wood Resources Sells Plywood MillsWood Resources LLC, Shelton, Wa., agreed to sell its

Southeast operations to Boise Cascade, Boise, Id. Expected to close in the third quarter, the deal includes

softwood plywood producer Chester Wood Products,Chester, S.C., and specialty hardwood/softwood plywoodmaker Moncure Plywood, Moncure, N.C.

Wood Resources, which acquired Chester and Moncurefrom Weyerhaeuser in 2004, will continue to operateOlympic Panel Products, Shelton, and the newly restartedOmak Wood Products, Omak, Wa., which produces soft-wood veneer for Northwest markets, as well as Douglas firplywood for specialty and commodity applications.

Thief Shoots Home Depot Guard One security guard was shot and a second pistol-

whipped July 28 as they tried to stop a thief at HomeDepot, Hayward, Ca.

The officers saw the suspect attempting to make off witha cart full of tools outside the store’s garden center. Theytried to apprehend him, but he resisted. During the struggle,he pulled out a gun, shooting one guard in the arm andstriking the other in the head with his pistol, before fleeing.

Lumber Huckster Gets ProbationA 66-year-old accountant was sentenced to five years

probation and ordered to pay $201,305 in restitution for bilk-ing RBM Lumber, Columbia Heights, Mt. (see May, p. 29).

In 2008, Jesse Wall convinced RBM to invest $350,000with him. He later admitted pouring the funds into his own“struggling” business. In 2011, he repaid RBM $190,000.


NEW Products

Extra Layer of InsulationHigh-density polyisocyanurate cover boards from

GAF can be used as a protective layer over boardstockinsulation or to re-cover an existing roof system.

EnergyGuard HD is a 1/2” thick high-density coverboard with an R-value of 2.5. HD Plus measures 4’x8’and weighs just 13 lbs.

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Steel BalustersRailing Dynamics’ Metal Works balusters are now

available in eight galvanized powder-coated steelstyles, in 2’ lengths in two colors.

Boxed and sold in sets of five or 10, the balusterscome in a range of styles that are compatible withEndurance and other vinyl systems and railings.

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Picketing CableFeeney has introduced pre-drilled intermediate

pickets to provide greater spans between wood postson CableRail railings.

Intermediate pickets are required when posts aremore than 3 ft. apart, to maintain cable spacing andminimize deflection. Both the stair and level picketsare pre-drilled to support cables and can be trimmedonsite to fit railings up to 42” high.

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Durable Railing KitsSimpson Strong-Tie’s Anchor Designer software

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The software can analyze an existing design orsuggest anchorage solutions based upon user-defineddesign elements in cracked and uncracked concrete.

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Elegant WhiteMouldng

Finished Elegance white inte-rior moulding and trim fromWoodgrain Millwork requires nopainting, due to a smooth, anti-fade finish.

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Green FlooringAdhesive

DriTac Premium Green wood-flooring adhesive contains noVOCs, solvents or isocyanates.

The easy-to-clean formula isdesigned for installation of solidwood and multi-ply engineeredplanks, bamboo, exotic woods,plywood and parquet.

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Repair PuttyGo2 repair adhesive putty

from Loctite can fill, reconstruct,and bond nearly any kind ofmaterial, even granite and brick.

While all-purpose adhesivesare great for most bonding needs,some projects require three-dimensional repairs. The easy-to-knead putty dries white, is waterand temperature resistant, andcan be sanded or painted.

LOCTITEPRODUCTS.COM(800) 624-7767

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


D B D“WE TREAT WOOD RIGHT”… Quality Wood Treating Services Since 1977

3400 Patterson Rd., Riverbank, CA 95367 • Fax: 209-869-4585

Larry Wade: (209) 996-2338 • [email protected] Gutierrez: (209) 747-7773 • [email protected]

Updated Modeling SoftwareCadsoft’s updated Envisioneer 9 building informa-

tion modeling software includes productivity enhance-ments, improved functionality, and new presentationtools.

Key features are 3D RealView rendering, animproved PDF PlanTrak feature, and improved mater-ial list reporting.

CADSOFT.COM(888) 223-7638

LSL with ProtectionLP Building Products has added protection against

termite damage and fungal decay to SolidGuard LSL.Available in longer lengths than traditional lumber,

the product is treated with zinc borate and does notneed field treatment of cut ends.

It can be used in above-ground protected applica-tions such as sill plates, columns, rim boards, andstuds.

LPCORP.COM(888) 820-0325


Dimension LumberTreated ProductsDomestic

TimbersGreen & K.D.

Export

Manke Lumber Company is family-owned and has been serving the needsof the lumber industry since 1953. Wetake pride in milling and stocking quali-ty lumber in a full range of commoditysizes and larger dimension timbers. Wealso answer your market needs for awide variety of treated lumber products. Our forest products are milled from

carefully harvested Northwest treesready for distribution to you—on timeand at the right price.Located in the Port of Tacoma, we

have ready access to deep water ship-ping, rail heads or trucking terminals forlonger haul loads. Manke operates itsown fleet of trucks and is at your ser-vice for straight or mixed loads bytruck, rail or sea.We manufacture primarily Douglas fir

and western hemlock, including• 2x4 thru 2x12, Lengths 8-20’• 3x4 thru 3x12, Lengths 8-26’• 4x4 and wider, Lengths 8-26’• 6x6 and wider, Lengths 8-26’• 8x8 and wider, Lengths 8-26’• Timber sizes up to 12x12

Manke Lumber CompanyCall 1-800-426-8488

1717 Marine View Dr., Tacoma, WA 98422Phone 253- 572-6252 Fax 253-383-2489

www.mankelumber.com

WHAT YOU WANT.WHEN YOU NEED IT.

Perfect Patio DoorThe Harmony Perfect patio door from Skyreach

L&S Extrusions has a welded sash and fully weldedor mechanically joined frame system.

Both single and double slider configurations areavailable, in a number of heights and widths, inextruded colors of white, beige or clay.

SKYREACHLS.COM(866) 903-8800

Moisture-Fighting ParticleboardCollins Pine Particleboard MR50 and Collins Pine

FreeForm MR50 provide moisture resistance for inte-rior use, with no added formaldehyde.

Both contain 100% post-industrial wood fiber,have excellent machinability, and are manufactured toreduce carbon emissions and eliminate human expo-sure to hazardous chemicals.

COLLINSWOOD.COM(800) 329-1219


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

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Humidity onitorDewStop from GTR Techno-

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Water- ased Wood StainsNew water-based wood stains from PureColor

are low-VOC and free of hazardous air pollutants.Offered in nine shades, the Enchantment line

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PURECOLORINC.COM505 438-4200


INLAN LU ER PR UCERS ssociationstaged its 30th annual golf tournament July 1 -1 at Coeur d’ lene Resort, Coeur d’ lene, d.

manda urfee, Tony Pieper, TiffanyMorrett, Ryan Powell, John Branstetter, MickVaagen. Jason Ransom. ki Saito,Steve Plummer. owie alcomb, Jared

Larrinagga, Kirk Plagge. Rick Tasler,Crystal Patton. Matt Kelly, ave utson.

Pryce Campbell, Kay Kevin Lang. Keith Laugen, llia Chris Schofer. SamRobinson, Matt Robinson.

( ore p otos on ne t two pa es)

enney. rene Larry olguin. RandyWiles, Mark Mitchell. Scott Jean Knutson,Steve nn Sprenger. pril Ron Liebelt,

an Mandeville. erek ryden, Jack Sueabelhausen, Randy Maxwell, Bill ocerino,

Jess nzo. an Muldoon. ave Sally Schott. Kurt Batey, ick Sue

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INLAN L ( ontinued) l elbridge, arris rant. Ryan Kelsay Kline. Ted Roberts, avid Jaffee. Chris Tritschler, SteveBacon. Paul odge, Erol eren, Charles Wright, Ken Koenig, JonWoods. ave Penny, Jim Vandegrift, ennis Buttice. Cary

oladay, Boyd Bower. Jake Kimball, Trace Sutter. arth Williams,

Will Preston. Susie Jeff Webber. Terry Johnson, Vicki BobJahns. Peter oe Bradley. Lauren Cuvalia, Chad Bursland.

eb llen Knleper. ana Jim Maloney. Mike SandraTheberge. Paul Owen. Linda Barry Schneider. Paul Shanna Caba. ( ore p otos on ne t pa e)

C L MB R COMP1 1/2” to 12”Diameter in Stock.

SPECIAL QUOTES

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Photos by The Merchant


INLAN PR UCERS ( ontinued from pre i-ous pa es) play golf in daho an Sharon iltz, Rhonda John Berglund.

erry all, Ed Langley. Todd myPollard. Joe Jill ngelo, Chris CaseyWhallon. Mark awn Rau, lan

Palmiter, Tom ackman, Vicki Ted Roberts.Monya Virgil. John rove, Lisa

Melling. Sharron Muldoon, nn Sutter,Kirsten Stobie, nita enne. BradSchneider, Karin Bates. usty Penny

ammack.

Jennifer McCollim. my Montague, BobLackey, Russ Linda obbs. Kim Smith,Susie John Malloy. Shawn Condell,Christian orman, Barb art, oug epperlen,

ave McKinney. Ron Brady, Carol Rogerughes. Tom Lund, Rick Colleen

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ASSOCIATION Update

West Coast Lumber & BuildingMaterial Association has scheduledits annual convention for Oct. 17-18 atthe U.S. Grant Hotel, San Diego, Ca.

Presentations include an industryforecast by economist Alan Beaulieu,consultant Mark LaLiberte on the riseof the “Zero Energy Home” concept inbuilding plans, and California Boardof Equalization commissioner GeorgeRunner on taxpayer advocacy, theLumber Products Assessment, and hisinsider view of the state’s tax system.

Los Angeles Hardwood Lumber-man’s Club hosts its 14th annualAlan Bohnhoff Memorial GolfTournament Sept. 19 at Costa MesaGolf & Country Club, Costa Mesa,Ca. Proceeds will benefit the educa-tional efforts of the Hardwood ForestFoundation.

North American Wholesale Lum-ber Association presents its fall woodbasics course Sept. 16-19 at OregonState University, Corvallis, Or.

NAWLA’s annual Traders Marketfollows Oct. 23-25 at the Mirage inLas Vegas, Nv.

National Lumber & BuildingMaterial Dealers Association’s annu-al ProDealer Conference gets under-way Oct. 23-25 at the SheratonNashville Downtown, Nashville, Tn.

Presenters include Greg Brooks,Building Supply Channel, on “Under-standing Labor Shortages in the LBMIndustry;” Jim Robisch Sr., Farns-worth Group, “Where Pros and D-I-Yers are Buying Building Supplies &Home Improvement Products… andWhy;” Brad Farnsworth, FarnsworthGroup, “Emerging Trends in Remod-

eling—A Consumer & Contractor Per-spective;” John Burns, Burns RealEstate Consulting, U.S. housing analy-sis & forecast, and NLBMDA chiefMike O’Brien, Washington update.

Other highlights will be a yard tourof Stewart Lumber, Brentwood, Tn.;dealer panel discussion on componentoperations; tour of the Country MusicHall of Fame & Museum; board andcommittee meetings; installation ofofficers, as well as networking break-fasts, lunches, receptions and parties.

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]

L S AN ELES ardwood Lumberman’s Club held its annual election meeting dinner June 13 inOrange, Ca. L-r Steve Ondich, Bill Fitzgerald, an Bohannon, Charlie Fiala, lan rbiso, CharleyJames, John Banks, Matt Barrass, Kevin Trussell, Tom Escherich, Kevin Tranter, Todd nderson,Mark Michie, athan Osborne, ale Bohannon.


CLASSIFIED Marketplace

Rates 1.20 per word 25 word minimum . Phone number counts as1 word, address as . Centered copy or headline, per line. Border,

. Private box, 15. Column inch rate 55 if art furnished camera-ready advertiser sets the type , 5 if we set type.

Send ad to Fax - 52-0231 or dkoenig building-products.com.For more info, call 52-1 0. Make checks payable to CutlerPublishing, 500 Campus r., Ste. 0, ewport Beach, Ca. 2 0.

eadline 1 th of previous month.

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Start your own subscription withour very next issue by callingHeather at (949) 852-1990


IN MemoriamFrank W. Denny, 79, former pres-

ident of Builders Square, SanAntonio, Tx., died July 2 inEscondido, Ca.

After graduating from RutgersUniversity, he moved to SouthernCalifornia in 1958 and helpedlaunched Angels Home ImprovementCenters, as executive v.p. and generalmanager. He stayed on when the threeAngels stores were bought in 1968 byDaylin and renamed after sister storeHandy Dan when they went public in1972. Denny was president of HandyDan when it was purchased by W.R.Grace & Co. in 1979. As president,Denny oversaw expansion of GraceHome Centers to 300 locations.

He left Grace in 1983 to launchHome Centers of America, SanAntonio, which he grew to nine loca-tions within a year and sold to Kmart,which renamed the chain BuildersSquare. He expanded it to 162 loca-tions by the time it was sold to aleveraged buyout company in 1997.

Denny then founded the CiboloGroup, a San Antonio-based consult-ing and store development firm.

He also served as an officer of theHome Center Institute, a chartermember of the National Home CenterCongress & Exposition, and a founderof the Do It Yourself ResearchInstitute, Indianapolis, In.

Bruce K. Hamilton, 87, retiredBay Area lumber salesman, died July

11 in San Bruno, Ca.A graduate of Western Michigan

University, he served in the U.S.Army during World War II in Italywith the 10th Mountain Division.

He worked for ChampionInternational and Higgins Lumber.

Dorothy Irene Reed, 91, formerco-owner of Reed’s Fuel Co.,Springfield, Or., died July 2 inSpringfield.

The company hauled lumber, ply-wood and particleboard from localmills, sold sawdust and hog fuel frommills for household heating, andhauled shavings and chips fromsawmills to particleboard and con-tainerboard plants.

She was an integral part of thebusiness, especially when her hus-band, Alvin Reed, was drafted toserve in World War II. The businesswas sold in 2009.

H LP W T D

WEST COAST Industrial Lumber is currentlyseeking two experienced lumber broker/sales-people for domestic sales. The candidate willbecome part of a team with responsibility forpurchasing and sales. Would like qualificationsto include: Existing network of business rela-tionships and following among customersand/or sawmills. Please send resume in confi-dence to [email protected]. Please refer-ence “MERCHANT AD” in the subject line.

H LP W T D

INSIDE SALES REPRESENTATIVE –Taiga Building Products (Rocklin, Ca.)Full-time, reporting to Branch Manager.

Focus is to maximize sales in NorthernCalifornia. Must possess college degree orexperience, proven ability to exceed sales tar-get, professional written, verbal and appear-ance. Travel overnight within territory required.Successful candidate should generate new busi-ness in territory, process paperwork, orders,deliver superior customer service, plan andimplement promotional programs, attend meet-ings and trade shows.

Email cover letter, resume and salaryexpectation to: [email protected] byAugust 21, 2013.

UITAR EC in ixon Springs, l.—designed and built by homeowners Rick Street and StephanieBrown—was remodeled with MoistureShield composite decking donated by dvancedEnvironmental Recycling Technologies, Springdale, r.

Building-Products.com


DATE Bookistin s are often su mitted mont s in ad an e Alwa s erif

dates and lo ations wit sponsor efore ma in plans to attend

t Annual ld Time Lumbermen’s Au . hosted byRedwood Empire, ealdsburg, Ca. tturner resawmill.com.

Willamette Valley Hoo Hoo Club Au . , trap shoot, Eugeneun Club, Eugene, Or. 5 1 3 3-330 .

r ill Au . , fall dealer market, Boston ConventionExhibition Center, Boston, Ma. www.orgill.com.

ountain States Lumber uildin aterial ealers Association Au . Western Slope golf tournament, Rifle Creek olfCourse, Rifle, Co. 00 3 5-0 1 www.mslbmda.org.

National Association of Women in Construction Au . annual convention, yatt Regency, Bellevue, Wa. 00 552-350 www.nawic.org.

Western Red Cedar Lumber Assn. Sept. Cedar Summit,Whistler Conference Center, Whistler, B.C. 22- 3www.wrcla.org.

C Wood Sept. lobal Buyers Mission, Whistler ConferenceCenter, Whistler, B.C. 22- 3 www.bcwood.com.

San ie o Home S o Sept. San iego Convention Center,San iego, Ca. 33-3 www.acshomeshow.com.

Hoo Hoo International Sept. annual convention, earbornnn, earborn, Mi. www.hoohoo.org.

Los An eles Hard ood Lumberman’s Club Sept. meeting,Roscoe’s Restaurant, Fullerton, Ca. 2 5- 55 lahlc.net.

Hori on istribution Sept. market, akima ConventionCenter, akima, Wa. 00 5 1- 1 horizondistribution.com.

Nort ern Uta Home S o Sept. avis Convention Center,Layton, t. 33-3 www.acshomeshow.com.

Tacoma lympia Hoo Hoo Club Sept. meeting, La uintann, Tacoma, Wa. 253 531-1 3 .

Ace Hard are Corp. Sept. fall market, Orlando, Fl. 300- 2 www.acehardware.com.

ensen istribution Ser ices Sept. fall market, SpokaneConvention Center, Spokane, Wa. 00 23 -1321www. ensenonline.com.

Nort American W olesale Lumber Association Sept. ,wood basics course, Oregon State niversity, Corvallis, Or.

00 52 - 25 www.nawla.org.orest Economic Ad isors Sept. , annual forest products

forum, World Forestry Center, Portland, Or. www.getfea.com.Sustainable orestry Initiati e Sept. , annual conference,

San ntonio, Tx. 202 5 -3 5 www.sfiprogram.org.World orestry Center Sept. , Who Will Own the Forest

conference, Portland, Or. wwotf.worldforestry.org.Pacific Nort est Association of Rail S ippers Sept.

conference, oubletree irport, Seattle, Wa. 503 5 - 2 2www.railshippers.com.

True Value Co. Sept. fall market, McCormick Place West,Chicago, l. 3 5-5000 www.truevaluecompany.com.

Construction Specifications Institute Sept. annual con-vention show, ashville, Tn. 00 -2 00 www.csinet.org.

orest Products Society Sept. testing evaluation woodsymposium, Forest Products Laboratory, Madison, Wi. 0231-13 1 www.forestprod.org.

Sout ern California Hoo Hoo Club Sept. meeting, Sanimas olf Course, San imas, Ca. 0 32 -0 2

www.hoohoo11 .org.Principia Composite ec in Railin Conference Sept.

, Baltimore, Md. www.deckrailconference.com.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Ad anta e Trim Lumber .ad anta elumber.com ..........

Arc Lon a . olmani ed ood.com ...........................Co er I

uildin Products.com .buildin products.com ....Co er III

W Creati e Wood .b creati e ood.com ........................

California Red ood Co. .californiared oodco.com .........

C E Lumber Co. .lod epolepine.com ...............................

Capital .capital lumber.com ................................................

Endec .endec .com ...........................................................

iller in Co. .filler in .com ...............................................

ontana W olesale Lumber fontana olesalelumber.com .....

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

Inteplast roup .tufboards.com ...........................................

aaco Corp. . aaco.com .......................................................

eller Lumber Co............................................................................

emper System . emperol roofpatc .com .......................

LP uildin Products .lpcorp.com .....................................

an e Lumber Co. .man elumber.com .............................

oistureS ield .moistures ield.com ........................Co er II

ount Storm orest Products .mountstorm.com .............

Norman istribution Inc. .normandist.com .......................

Nort American W olesale Lumber Assn. .na la.or .....

Peterman Lumber Inc. .petermanlumber.com ..................

Red ood Empire .red oodemp.com .................................

Reel Lumber Ser ice .reellumber.com ..............................

Rosebur orest Products .rosebur .com .......................

S yreac L S E trusions .s yreac ls.com ......................

Sout Coast Lumber .socomi.com ...............................

Stimson Lumber Co. .stimsonlumber.com .......................

S anson roup Sales .s anson roupinc.com .....Co er IV

T underbolt Wood Treatin t underbolt oodtreatin .com ....

Uni ersal orest Products .ufped e.com ............................

West Coast Lumber ld . tl. Assn. lumberassociation.or ..

Weyer aeuser . eyer aeuser.com ......................................

IDEA FileGoing Green and TraditionalWhat do you get when you combine tradi-

tional hardware, a host of green products, and ownersdedicated to sustainable living?

The answer is Gecko Hardware, a True Value storein Dallas, Tx., where customers can find both powertools and organic chicken feed—and also attend a freeclass on how to build the chickens a suitable home.

“I’m not going to send someone to Home Depot orLowe’s for power tools just because we can’t find any-thing green,” says Andrea Ridout, who co-owns thestore with partners Jennifer Stuart and ZachMontgomery. “We want to change the face of the hard-ware store.”

Ridout says that she and her partners had long dis-cussed opening a green-products store, but had beendiscouraged by how many did not thrive—then eventu-ally closed. “I think they were too green,” she says. “Ifthey couldn’t find a natural product, they didn’t sell it.That meant customers had to travel to several stores forhousehold needs.”

In contrast, Gecko offers not only power saws andelectric drills, but also nesting boxes for backyard hens,composting sup-plies, hydroponicgardening equip-ment and nativeplants, plus animalfeed and supplies.Gift items made bylocal artisans arealso on display.

The partnersunveiled theirgrand scheme in April, on Earth Day, and held a grand-opening celebration a month later.

As the store’s new website proclaims, consumerswho want to embrace a more eco-friendly lifestyle willfind all they need in one place. But they’ll also findwhat they need for all kinds of home repair, renovationand remodeling projects.

Gecko also hosts product demonstrations and do-it-yourself workshops. One of the many popular classes ishow to cook healthy meals on Circle J Fire Pit grills—which the store sells—with lots of tasty free samplesfor attendees and shoppers. Another favorite is when alocal artisan demonstrates how to sew custom dog toysfrom reclaimed fabrics.

Since the store sells many breeds of chicks for back-yard enthusiasts, a class on how to build a proper coopseemed natural. Last month, store employee KeithLowery taught a free class on how to build chickencoops and equipment that makes it easier to handlefeeding and care, such as gravity feeders, cleaningtrays, and stay-clean watering systems.

“We all own chickens. We just love chickens,” saysRidout of herself and her colleagues, who also facilitatechicken adoptions by putting the birds on view in thestore. Two handsome roosters, Felix and Oscar, whogrew up together and were hoping that someone nicewould adopt both of them, were recently on display—both in the store and on its Facebook page.

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The Merchant Aug 2013