2002 FEBRUARY/MARCH (Read

THE COLORS OF NATURE .
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Fcbnrary/March 2002 • VOL. 86,
·o. 1
DEPARTMENTS_____...
'ews & Views ..................................... .4
Dialogue ................................................6
Retail Member Profile .......................... 8
Association • ews ............................... .1 2
ln Nicrnoriam ...................................... 14
A Cut Above ....................................... .15
JRLA Board Members ..................... .16
Calendar ..............................................22
Smte & Local Happenings .................. H
Education ............................................34
Legislative & Regulatory Affairs ........40
Associate Member Profile ..................44
l\TRLA Officials.................................... 88
Associate Member List ........................89
Classified Ads ......................................91
Ad Index/Reader
Service Fax Response Form ............92
IEATUREB
IJ Mitt Mllllt
108'8 NRL
Wrap-Up
IRll lillill
w unite, lead, represent,
train tmd provitk a forum
for the successful evolution of
the independent lumber and
building material dealers in
the Northeast.
Contact The Lumber
Co-operator at
800-292-6752 or
518-286-1010
Periodical. po;togc ,,.;d •t Rcn»el>er, New York 11144-9453 •nd at add•tional mailing office>. Copynght © !002 b)• tbc Nortbc-~stcm Retail Lumber t\.'OO<"iation lnc. ;\l.atcriah u12y not be
reproduced "'irhour written pcrm•~~•on. Thr /.11111brr c...,pau/1' (ISS"-002407294) i~ published bimombl)' h)' the Lumber Co-oper.llor Inc., 5R5 onh Greenbu~ Rood, Ren.~laer, ' ·"·
12144-9453 POST,\IASTER: Send addrc» change-s to Tbr l.umbrr Croprrarqr, 585 :\ortb Greenbush Road, Rensselaer, N.Y. 121#9453. Sub;cnpcion rat~>: S35 p<:r ycu for ~1U.A
members ($15 each for gron~ of fh-e or more), S40 per year for non-members, S50 for C..mdi:m subscribers. All Qlber for~ign st~bscribers priced rer "''~ption.
2
rebruary/March 2002
110-0PERATOR
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Fbzzi
WOOD WINDOWS•
Pan or I he JELD-WEK• lamtly
H AJ'\u<..:HAYmu 1 B END, OREGON.-
Dear Reader:
\Vhen things are going well,
'idual indusuy members. Ilt e' alu:u.ing the strengths of the
NRLA, its affiliations ~tructurc is at d1c top of d1e lisL By ct:ntr.llit's great to he the ::'>'RLI\
.
President. One such instance
iLing proft:SSional sc:rvict:S and administrari,•e support out of our
Rensselaer headquaners, we can effecri\·ely leverage the industry'~
was during the ~>\
resources across se,•en srate~. And, ~ince ;RiA is a bottom up
Com emion and Exposioon in
or~nh.ation, with mong ~rate anciiOC:ll inmkement, we have the
Boston, "hen nwnerous memahiliry ro iclenri~ oppornmitie~ and challenges in the early st~ges
bers and exhibitors oongrarulared me on a job well done. \Vhile
and put our coUeclive weight behind them.
I was extremely grateful for their
"While we are structurally sound, we have not qu.ite mastered the
kind words, Tmust admit th:ttl
utilization of our own human resources. Our move from Rochester
to our pe~ent home in Rensselaer was designed to bring the
felt a little undeserving. The fact
~RLA closer to irs members. \low that we are physical!} cloc;er m
rhat the tosn 1\"RLl\ Sho'~ was
one of the best in recent memoour members, we need ro ~ncl more time in the field working
ry, is the
clirectlr '' ith members and our rnte and l001l
NRLA Prestdent.
affiliat~. For far too long the :'\TRL\, its affiliresult of the
James R Ayotte. CAE
ates and Its members ha,·e relied almost cxduefforcs of
NRLA'sthirteen state and
hundred of mdi,1duals. 1 would like to begin
si,ely on the rcgion:tl directOrs to carry mformation back and forth. This has proHm to be
th1s issue by thanking our exhibitors, memlocal aHiliates are the glue
bers, attendees, volunteers, ~raff and vendors.
an ineffective way to communicate, and has
\.Vithout their participation, dedication and
put a tremendous burden on our regional
that binds the NRLA and
hard work, the l RLA Show would not be as
director<;. The ~RLI\ is torrunate to have an
makes us astrong
successful as it is.
exuemely ralenterl and dedicated c;raff. Ry tap\\ l th that said, I would also lile to JSk for
ping into their talents, our members will be
organization.
your feed hack so we can take the rRLA
better sen·ed and our staff better utilued.
Show to new heights in d1e future. :\ trade
Additionally, the >.TRLA needs to imcst in
~how IS like any other busint:S~. You must
d1e development of programs and sen-ices
anticipate change and evoke with the times or you soon loose your that add value to NRLA membership. The dem.isc of Lumber
edge. Suggestions and commentS can he ~enr to NRLI\
A1urual lnsurance Co. and the liquidation of NRLA's Group
lnsurance Trust Fund have had a major impact on the rypes of
Convention Direc.tor extr~ordinare, ~1s. Tleidi "Longton, at
member benefitS available through IRLA. \Vhile we may not he
[email protected] or b}' facsimile :Jt (518) 286-1755.
This being the post-convention issue of Tbe Lumber Cooperato1;
able m replicate those program~, we need to develop other programs and sen-ices that add value ro '\TRT .A membership.
I wanted to discuss some of our goals for the rest of the year. ln
Lnstlr, we need to change the criteria hy which we evaluate the
my remarks at the show's opening ~ion, I spoke about my per"henefirs of belonging" to rhe RLA. While rhe '\TRIA pro,ides
ceptions of the NRLA after my first year and presented my "ision
memhers with rremendou~ ,·alue in rhe areas of legislari\·e and regfor the future. For those of you ,~ho "ere not present at the opening sesc;ion, I would like to recap my ,.jews.
ulatOl)' oversight, educational programs and financial saving!. on
While 2001 was a lr~mition }'Car for the NRLA, 2002 will he an
goods and services, the greatest value of membership may be its
action year. Over the pa~t ~everal months NRLA'~ leadership has
int.wgiblcs - networking, lcanung from each other, etc.
been planning for the future. The NRLA executive committee is
Membership should be considered an ordinary and necessary busicommiued to creating a long-term plan to create more value for
ness expense, not a charitable contriburiml.
industry members. The ·RLA is fortunate to have a solid infraln closing, I wam to thank you for your participation and supstructure in place and money in the bank. We now must finalize an port during my first year at the . RLI\. !look fonvard co your
action plan, develop quality programs and sen ices, and effectively
continued participation, involvement and feedback as we move thi~
market the value of rhe NRL \ to members and non-members,
great organization fonvard.
alike.
A top priority will be to pro' ide more due to our state and
10011 affi liate~. ~L \'s thirteen sL:lle and local affiliates are the
glue that hi nels the l\"RLA and makes us a strong organization.
The succe.~~ of fRLA is predicated on the success of our state ancl
local affiliates which in turn, is predicated on the success of indi-
4
February/March 2002
QCO·OPEJBTOR
NISH
HOLBROOK LUMBER CO.
1-800-833-3383
LUMBER
Bay Shore, New York • 63 1-231-9595
ue
Youth On The Move!
By Lindo Nussbaum
This column is being written hours
after ltl}' rerum from the Boston
Convention. 1\lark]affe, who tepped
up to Ill} challenge to try and beat last
year's convention, chaired the 2002
Show's convention comrruuee. I chaired
the convention committee last year and
thought that l had it madro: because 1
had the luck of having John Brill'~ Retin:mr;:nt cdebration at my
convention. \Veil, :\lark :tnd our great Convention Director
fleicli Longton pulled out all clte ~tops. They managed to pick a
weel in the dead of \\inter and somehow have 50-degree \\Cather. The} had record crowds and topped it all off with a Patriots'
win. I'm glad they don't have yards near ours on Long
island ... they rake this competition thing REALLY seriously.
The opening ceremon}' for the convention this year was held
in the amphitheater at the Trade Center ... Acrually it's called
the World Trade Center butl'vc been having trouble with the
name. Anyone who missed thi!> program, missed a lot. I cannot
begin to put into words the gamut of emotions that were shared
by all "ho mended. Tho!>e of you who were lud.:y enough to
have been there may not have reali7ed mat me person \\ith that
beautiful 'oice was not a hired professional, but was Heidi's sister, Sara Yodice. The slide presentation was not done by a marketing company, but prepared in house by . ora Kiernan.
Sometimes the talent the :--mLA staff has i~ almost overwhelming. "lo have so many bright and gifted peoplro: available:: to our
membership is a terrific as~et.
Jim Ayotte gave a report on tht: state of the association and
shared with us his vision to bring these talented people into
greater contact with me membership. 1 mink the only way for
the taff to really know "hat our needs and concerns are, is for
them to be a part of our meetings and hear a hour our business
concerns on a local level. I knm\ that Jim is committed to this,
as is the staff. Acrually, I'd like to ha,•e a few hours ,\im Nora to
find out how that great power poim presentation was created.
After Jim~~ address, Twas assigned tltc rask of giving my perspective a~ a retailer on the state of the industry. Now l can't
give a speech to save my Ufe, but [ do have an opinion on the
srate of the retail lumber industry and I'm always ready lO have
that conversation with a few hundred of my good friends.
I listen to news radio on my way to work in me morning and
in carl> December, me CBS business breakfast topic was "I low
to~ larket Your Bll!>iness Post September II'". I'd like to share
some of tho~e ideas with you.
1. People are looking for a more personal touchCorporate America is out, small bu~iness is in.
2. identify your business by its local connections. Be
colltinued rm page 81
By Dflve Gluck
\lost liked the shin}' new trucks,
the whirring of power tools and the
clink-thunk of "irrual golf. Others
were checking out the girls at homh
#762, or collecting free "st11ff" as if
on a shopping spree. One wanted to
talk about how Lhe Stcclers "ere
about to hand it to clle Patriots that
coming weekend. Hut all agreed it beat a day at sehoul. 1f
you ca n recall your own high school days, with the exception of virrual golf, not much has changed. This was my
group of twelve vocational mtdent~ a<: we traversed the show
floor at the late t J\'RT \ Convention in Boston.
The show was crowded on Thursday and Friday morning
as the five hundred students participating was higher than
expected. But as Brad Campbell remarked, "\\'hat a gn:at
problem to have!" Brainchild of the Higher Education
Consortium, cllirty-one volunteer tOUr guides from mroughout me industry each led a group of high school srudents
through pre-arranged ~tope; on the convention fl oor. The
Stops gave me srudentS a broad background tO the lumher
and building materials industl") and ranged from wholesale
dtstribmors and millwork to deckmg and masonry to softw;tre and colleges lO NYLE. Each moming concluded with
:1 general assembly where industry leaders spoke about tltctr
journeys in the indumy and what opportunities might exht
for the srudents in the funtre.
Whi le some srudents definitely got more from the show
than others, I'm confident most came away with at least a
greater understanding of what the industry is aU about. The
seed<: of the funtre were definitely planted!
~11.F had a hu<:y ~ho'' starring \\ith a panel presentation
on Thur<;day morning, "Demographics Roulette. \\'hat \\'ill
You Get?" Those who attended, I feel, certainly got a lot
out of it Some of our members also participated as tour
guides or speakers for the student tours and we had a booth
on the show floor. The highlight of the show for us, hO\\ ever, was our annual meeting on the Collis Equipment Boom
'fl·uck. After opening remark.-; and a brief business meeting
in which we elected Adrian Baker of A. \V. Hastings as the
next president, Bob 1 Lorne of BB & S ·n·eated Lumber
received our annual CHIPS A\\ard. Bob was a founder of
NYU ;: in 1987 and served as President in 1994. lie remains
an At-Large Director. '\!o one hac; performed more from
line senice for the routh of industry over the last decade
and a half than Bob. We also presented our 50/50 \linner,
Fred Whipple, Herirage Homes, Ridgefield, CT, with the
prize of $750. Tbe mone}' rnised helps fund our scholarship
conrnnml ou p11gt 63
Fchruar}/.\ larch 1002
ftO·OPERATOR
Our Mission
To provide quality products and
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Our Services
• Experienced outside and inside
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• Delivery service throughout
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Kolbe & Kolbe
Windows & Doors
Ill
em er ro 1e
Sticks li Stuff-Old company, New Name, New logo
In case anyone hasn't
idea over a period of several
noticed, City Feed and
years but, in the end, the
I.umber in St. Albans,
parmers opposed that idea Vermom hasn't sold feed for
preferring to "increase the
years. While long-time cushorse power" on the name
tomers and most locaJ re.-;ichange proposal and instidcnts know that, newcomers
tute it as soon as possible.
to the community and those
The first names proposed by
outside Franklin County
the partners were more conoften don't realize the broad
servative. "When we firs t
range of hardware and home
went to our ad agency
building products it offers.
{Burch & Co. located in
The company's outdated
Burlington, Vl) to have a
name had been a roadblock
logo created, we were planto expanding its reach within
ning to use the name,
the eve::r-irnportant retail
Vermont Home Centers,"
market.
explained Rose. T he people
For that reason, Travis
at the ad age.ncy mised some
Belisle and partners Dan
questions, however, that led
Fortin and Ray Rose engaged
to yet another brainstonning
their markeling staff in a
session. Before long, the
project during December of
partners were convinced to
2000 to take a bard look at a
try something more distincPart of the staff at the Sticks &Stull Sl. Albans location pose in front of thei1 new logo.
possible change. The result
tive. "They suggested that
has been the recent christenwe go for a name thllt would
ing of their group of area stOres under the new name, '·Sticks &
set us apart in the marketplace," the partners recall. "Sticks &
Stuff." "Sticks for the lumher, Stuff for everything dse you'd
Stuff'' emerged from that meeting.
expect at a great home center," to quote the company's ads and
The new yellow-and-red logo features the new name in red,
commercials.
superimposed over a bright yellow s~w blade. The partners fe lt ir
lt took courage to change a name that had been around for
important to keep the same color scheme they have been using for
decades. Creating and agreeing on the new name and logo was
years, in order to help case the transition, and out of respect for
defin itely a challenge. T here was talk initially about phasing in the
the company's long t:radition. The partners and associates say they
arc enthusiastic about the promotional possibiJi.tir.::s offered by the
eye-catching design.
"When we- go out of town wearing this logo on our jackets, people take notice. We've had people come up and ask us about our
name. That never happened with our old name and logo," explain
the partners. "We have even found it necessary to develop a clothing line because people like the logo so much they want ro be able
to purchase it on custom clothes. We call it 'Sticks Wear, for
handy men and women.'"
Rose~ company car is now painted in 1':ascar fashion, as is partner Dan Fortin's m1ck, fea turing d1e red and yellow logo. A clock
that hangs in the companys conference room features the saw
blade and name on its face. The partnership dearly has more ideas
brewing for making their logo a loc-al cultural icon.
OJ Noet. a member of the Sticks & Stuff sales staff in St Albans shows off some
Getting staff and customers to warm up to the new name wasn't
ol the1r power toots.
8
Fchn~ary/March 1002 ~0-0PERATOR
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elOOl Cooperatlv~ Comput l ns. Inc All rlahu rC'u~rvt"d Triild iNtt . CCITRIAO , •nd 1he .. , ylhed logos 1r1 t ra dem arlcs or serv icemarks of Cooperative Comput•na . Inc.
Slicks and Sluff Owners pose with their Nascar style Monte Carlo.
Front -Travis Belisle. Middle - Ray Rose. Back - Dan Fortin.
easy. the parmers readily admit. Initially it was a hard sell, because
City Feed was something of a local icon. "We appreciated their
deep loyalty to our old name and we have been delighted to djscover that today people are warming up to the new name and now
like it much better than our old name."
There are practical reasons for a name change, beyond the obvious marketing advantages. The company owned and operated several stores, including Vi!Jagc Home Center and Village Flooring
in Enosburg. City Carpet & Flooring and City Feed & T.umber in
St. Albans, and
Village
STAYING COMPETITIVE
IN THE LUMBER INDUSTRY IS A
STRATEGIC BALANCING ACT.
In turbulent economic times, a strategic plan is even more
critical for the growth and survival of your lumber business.
You need to determine your strengths, weaknesses, and critical
success factors to develop an effective management strategy.
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10
VITALE CATURANO
&. COMPANY PC
210 Commercial St., Boston, MA 02109
617-912-9000
fx: 617-912-9001
www.v1tale.com
[email protected]
Millworks in Bakersfield. All the stores
adopted the new name and logo, clarifying
the relationship among the stores, and making it more efficient to streamline marketing
logos, paperwork and advertising efforts.
Choosing rhe right time for a major
im~ge change can be u·id')'. In d1c parlllers'
view, the time couldn't be better. Business
has been more successful in the past two
years than ever, and this change is an opporrunity to ride the wave of success to even
higher levels. As far as making any significant changes to the way they do hn~iness,
the parmers say they don't see a strong need
to tamper with a winning formula. "'\Ve have
already made significant improvements over
lhe past few years, and we feel very confident that we have as~embled the best staff
around," they comment, using one of the
many analogies they create to drive their
points across. "We have the best talent
arollild - it's like we've assembled a championship hockey ream."
The parmers credit their employees as the
primary reason for the success. "Customers
love our television commercials, which fearure our crew of talented, veteran, helpful
and friendly people. We do not focus on
product or price. We design the commercials around our sraff with products in the
background to assist in the sight gags and
light-hearted narure of our advenising."
The parmers comment that they clo not
promise tO always he the lowe.~t price, hut
they stake their reputation on the fact that
they have the most talented, experienced,
friendly, and helpful employees in Vermont.
"In the final analysis, our people will deliver
the best value for each dollar a customer
spends because their knowledge and expertise translates into smooth, successful, onIJudget projt:cts rather than bargain priced
projects that fail to meet the customers
expectations when all is said and done."
Reprinted witb comtesy ofTbe St. AI/Jim
Messenge·r
Februnry/Mnrch 2002
IJ:O·OPER~TijR
Non-Textured Fiberglass Entry Doors
Distributed By:
~----------------------~
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210 Industrial Parkway
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1-800-242-7207
www.bwimillwork.com
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Mechanicsburg, PA 17050
[email protected]
1-866-717-7660
..
..
Shepley Waod Products Receives Workflrce Training Grant
Willamette Sponsors Bob VIla's"Dot com Dream Home"
Congrarulations to Shepley Wood Products, Hyannis, MA,
which has received a workforce-training grant from the
Commonwealth of Massachusetts. Shepley was among three
companies on Cape Cod receiving training funds, and will use
the funds to conduct product knowledge training, computer
keyboard training and boom truck training, among other items.
Willamettc Ltdustries is sponsoring the construction of Bob
Vila's dotCOM drcamHOME, an Internet showcase of the best
of roday's building technologies. The home:: is being built in the
Spanish Hills area of Las Vegas, evada.
From permit to paint, the dotCOM dreamHONlli will make
rhe entire homehuilding process accessihle via the Web. The
goal is to create an interactive tool for builders, buyers, subcontractors, agents and mortgage brokers. .\ 24-hour vVebcam,
builders journal and plan review capabilities 'viii allow people to
track the horne from start to finish. Vlillamctte is providing all
the glulam beams and posts used in the construction.
war~ lumber News
During the holiday season, Ward Lumber, Jay, :-N, worked
with various non-profit agencies to collect food and toys. Items
collected were donated to Families First in Essex County, the
Crisis Center in Climon County and the Salvation Army in
Franklin Cowlty.
Ward Lumber has also hired Thomas O'Neil as Component
Plant Manager. Tom is responsible for all aspects of the management and operation of the Component Plam located in Jay.
Previously he worked with General Dynamics and Smith House
Health Center. Ward Lumber is a three-unit building materials
supplier with stores in Jay, Plattsburgh and Malone, Y.
Lawrence H. McCoy company Names CEO
Lawrence R. McCoy Company has named John K. Allen as
President, CEO and Chairman. He succeeds HenryS. Poler
who retired after serving as President and CEO for 25 years.
Allen joined the company as E,~ecutive Vice President and has
been a long time consultant to the firm. Prior ro joining
McCoy, he served as principal of his own consulting firm and
before that was Croup Vice President of VlPT Group.
Lawrence R. McCoy is a wholesale distributor of fence, flooring, landscape and industrial wood products based in
vVorcester, MA.
Maze Nails Names Assistant
Sales Maaager
Jeff Pinter has been named
Assistant Sales Manger at
lv1azt Nails. Di"Vision of
W.H. Maze Company in
Peru, lL. Pinter joined the
sales department in 1994. lie
,~;11 work with territory sales
representatives around the
country to educate them on
product lines, programs and
policies.
12
Seljax International Announces U.S. flpansion
Canadian based software company Scljax Int'l Inc. has added
sales agents in the United States to further serve its American
custOmer base. Fran''~ Anderson, vice-president ofCS. Sales
and James L. Hughes, major accounts manager, have joined
Seljax. Anderson comes to Seljax from DIYonline.com lnc.
where he senred as Vice-President of Marketing and Sales.
Hughes also comes from OTYonline.com where he served as
National Account Executive. Seljax lnt'l Inc. provides estimating, design and sales software solutions to the building material
industry.
rrusen Na11es New CEO
TruServ Corporation has elected Pamela Forbes Lieherman
its new Chief Executive Officer. She had been the Chief
Financial Officer since March 2001 and assumed the additional
position of Chief Operating Officer following the July resignation of former CEO Donald Hoye. Prior to joining TruScrv,
Forbes Licbcnnan was senior vice prcsidem and CFO of
Shoptalk, Inc., a voic(; application software company. Bill Blagg,
TruServ's Chairman, said Forbes Liebe::rman has been the key
architect ofliuServ's successful turnaround plan and its
execution.
TruServ also announced the appointment of David A.
Shadduck as Senior Vice President and Chief Financial Officer,
reporting to Pamela Forhes Lieherman. Shadduck joined
TruServ in June 200 I with nearly 18 years of finance experience. Prior to TruServ, he was controller of the Automotive
Aftermarket division for Tenneco Automotive. As CFO,
Shadduck will direct all finance operations for TruServ, applying his expertise i11 d1e areas of strategic and operaLional planning, capital markets, forecasting, analysis, expense control anu
capital spending.
::~s
Fchruary/March 2002
~tO·OPER.~TOR
For a distributor who can serve you
efficiently and economically, call
Northeast Treaters • 518-945-2660
CCIIRIAD Selected as E-Business Solution for light lotalion
Retailer
t\ational Home Centers, based in Arkansas, has selected
CCJTRTAD's Triad i "ctn1 £-Business Programs as irs e-busine~s solution. It will initially offer CCITRJAD's iNet Order
Pro and Accounts On-line products. This product provides
retailers with the ability co prmide real-time customer servict:s
on their websites.
Weberl1trodaces New Tag Solulian for TreatedLum•er
Compliance labeliag
Weber Marking Systems recently developed 'f.1g-Mate w
h;lp wood preservers meet the new EPA labeling guidelines for
( .C.A-treared wood. The 'f:lg-Mate's tag-on-tag construction is
designed to be peeled apart, allowing ample tag space for the
f:PNs requirernem, company logo, har code, product descripLJon and more. The tag is durable enough to withstand the
\~ood treating process as well as outdoor e.'<posure without
tearing or fading. for more information contact ' 'Veber at
800-225-0883 or visit irs website at www.webermarking.corn.
Weyerhaeuser Na11es NJ General Manager
.~eyerhaetL~er Building Materials has appointed Tony
D1Rienzo as Area General Manager for the Bridgewater, NJ
region. DiRienzo has more than 24 years experience in the
building material industry. Most recently, he seJVed as r.he sales
manager for Boise Cascade in Delanco, r--.'j.
14
Snavely F1rest Products Names New Presideat
Following a recent board meeting, the Directors of Snavely
international named Kevin J. Breen as President. Breen joined
the company in 19fH as an outside sales representative in the
Dallas Division. He has held various positions at Snavely
including sales and management positions in the Tcxas and
California Divisions before joining tl1e International Division in
1988.
In Memoriam
George f. Spieler Jr.
(;eorge F. Spieler Jr., 61, passed away in Roston. He was a
partner in Wood Ventures of Middeboro and Kingston, MA.
Spieler was also a member of the Good Guy's Hot Rod
Association and was au avid builder and collector of hot rods.
He is survived by his wife, Susan and two daughters.
Robert Parker Wildes, Major (ret.)
Major Robert Parker Wildes, 82, passed away in
Connecticut. The owner of Miner & Alexander Lumber Co.
in 1 ew London, CT, 'iVildes was a decorated veteran of
World War IT. He was an avid golfer and belonged to many
organizations including Shcnnecossctt Men's Club and the
New London Elks Lodge. Wildes i!> survived by his wife,
Agnes, a son and daughter as well as several siblings.
February/:~1arch 2002 blij·OPERATOR
ove
Name: Bob Peterman
Company: Peterman
Lumber Co., Seneca Falls,
N. (Western New York
Lwnber Dealers
Bob Peterman (R) is picturetl with Henrik
Luther, an exchange student he and the
Rotary Club of Waterloo. NY sponsored.
No. ofYeat·s wid1 company: 14
NRLA Activities
• l st Vice President, Board
of Directors, W 1YLDA
• MPmher, Roard of
Directors, WNYLDA, 6
yeMS
• WNYLDA Lumber
Person of the Year, 1999
• fRLA Education Committee, 2 years
• ffiLA Legislative Conunittec, 6 years
• Farmer Sales Tax Exemption Committee
• NLB.MDA delegate for Washington Legislative Conference
Community Activities
Central Lakes Home Builders Association, Associate of the
Year, 1994
Fayette Town Supervisor
Seneca C.ounry Roard of Supervisors, various committees
including Finance, Covcrnmcnl Operations & Teclmology, Public
Works, Indian Land Claim, Airport and Chair of the Public
Safety Committee
• Truck specialists in SPF Dimension
• OSB and Canadian Plywood
• Truck distribution throughout the Northeast.
Lumber and Panel Sales
(New England):
Vancouver. BC
1-800-663-1470
Paul Harder, ext. 146
Montreal, PQ
1-800-667-6783
Claude Gaudreau
Louis Picard
WatcrviUc. ME
] -800-331-0057
Don Toulou::.c
Family
Wife - June
Children - Phi lip, Craig, Patricia
Colleagues
"As long a~ 1 have had the pleasure of knowing Bob, he has
never been one to "take a back seat.~ Whenever there is an industry issue. Bob has alway~ been cl1t::re to help m any war and
Western NY is verv luckv to have Bob. lie is in line to become
the president of \\~'LOA next year. lr will be fun to see where
he rakes lK~
Doug rleldJ, Mnttbn:Js & ficldf, flmrietta, NT
"Spoken like a true and effective legislative committee participant, when dealing with the Indian 1.and Claim issue he always
said 'one of my main goals here is to bring people together to tr~·
~1nd fmd some common ground.' That is the gift that Bob hasno matter what the issue, he t'a.O alway~ get people talking and
bring everyone together for a dialogue. Bob is wonderful to have
on a comrnittce and is always willing to go the extra mile and do
whatever is nccded.n
NRL!l NY Lobbyist 1odd Vnnde1-v011, The Vandenmn Group,
;l/bnny, NY
~~-~PER.~TOR F~:bruary/March 2002
When they needa dock, they'll buy the lumber from you because
you carry the finest dock hardware and the "know how".
Call for your dealer packet today:
800-4Z3-404Z
Web: www.greatnortberndocks.com
E-mail: [email protected]
15
16
Chairwoman
First Vice Chair
lin•a Nuss•aul
lll'l.llffl
Third Vice Chair
Pres11lent
Brian lin•••rg•
.-stiJIIII,.
Immediate Past Chairman
Member-At-Large
lnil lan~o~k
Clrl.
February/March 2002
IJ:O-OPEIUTOR
ar
Scott AIIDSII
IUIIII lib••
Willill fiiiJ
18
.Ill llllrtl
February/March 2002
1}10-0PERATOR
llate t Local
Presidents
lrBIIII - INY
• •rill IIIIIJ lrii•-IY IIIII
lilly Bliss - WNY
.... lltlliiiML
lllllibll - IIY
lear• CII.WIII - II
Carl C11t1 - Rl
Til lla•w - liD-HUB
ldriaa Bak1r - lYLE
llchll8n- II
licllard YIUig - ll
19
21 Leonards Drive • Montgomery, NY 12549
Tel.: 800-724-0010 • Fax.: 845-457-4010
Building Material Distribution
"Servicing the Northeast & Mid-Atlantic States"
I
/,/
/·0
~.;:%?
~:·
Claymark
'J()ek4. .L~ ~
\ I ·;,
:
~
'
~
.~
'I
Pine Boards & Pattern Stock
Cedar Commons, Clears, Patterns & Timbers
.-----.
Primed Finger Joint and Solid Trim
Claymark Select Pine
Structural Plastic Lumber
Certainteed Weatherboards & Boardwalk
Cedar & Pine Sidings
Spruce Strips & Studs
COM P OS ITE LUMBER
Doug Fir Pattern Stock & Timbers
Carefree Maintenance Free Decking
Fairway Vinyl Railing & Fencing
FAIRWAY
Southern Yellow Pine Pattern Stock
Homasote & Hardwood Plywood
Factory Finishing
& Re-Manufacturing
(fi\
DlYMrui·I•
®
(as of 113110!)
ar
10-15
LBMD~; "Sale.~ &
Produt't Training lnstirute",
various speakers, Holyoke Communi1y College,
Holyoke, MA
February
26
NRLA, Convention Conuniucc Aleering,
Seaport Horrl. Roston, MA
13
LBMDF, "Residential Lumber Estimating",
speaker, BiU Darling, FJiucationaJ Resource
Center, Rensselaer, NY
15
10
Rhode Island Lumber & Building ,\1aterials
DcJicr; r\ssociarion, Board of Directors
Aleecing, location TBA
18
Nc\1 Yor~ & Suburban Lumber Association,
Board of DirectOrs Meeting, ·trinity Rt'Staurant,
Floral Park. N
18
Vermont Retail Lumber Dc;~lcrs As1.otiation,
Skiing and Board of Directors Meeting, localion
TBA
27
Western e11- York Lumber Dealers
Association, Board of Directors ,'vlccdng,
Western, Bata\~a, NY
28
5
fRlA 'ew York Legislalivc Committee
Meeung, Educarional Resource Center,
Rensselaer, l\T¥
6
LBMDF, "The Yard Foreman", speaker, ~1ike
Butts, Holiday Inn, Cortland, NY
LBMDF, "Residcnlial Lwnbcr F ·rimating'',
Bill Darling, R~disson Sulle,
Chelmsford, MA
7
LB.\WF: '·Beginner Contractor Sales", speaker,
Ken Wilbanks, Educariunal Rcsnurcc Center,
Rcn'>Selacr, \JY
8
Vcnnunr Retail Lumber Dealers Association,
Snowmobile Ouring, The Lakefrom Inn &
Motel, Island Pond, VT
Retail Lumber De.1lers Association of Maine,
Board of Directors ,\1ccting!Roundtable &
Il()bby Day, Senator Inn, Augusta, ME
21
LBMDF, "Retail Merchandising•. speaker, Ken
't\r~hank.~, 1l1e Ramada Inn, \:V'hite River
Junccion,Vf
21
Central New Ynr~ Rct:til Lumber Dealers
Association, Training, loc-Jtion TBi\
LBMm~ Sales & Product Trairung InslitutcSessJon IV", Broc~way-Smith Co., Andover, MA
22
\lational Lumber & Building ;\laterial Dealers
Spring Lc~,>islati\'C Conference,
.\<larriorr Metro Center, Washington, DC
.~ocialion.
25
Centr.ll ~ew York Retail Lwnber Ucalcrs
Assodarion, Board of Directors Meeting, location TBA
27
L~M~F, ·~-D~y Product Knowl~dgc & Sales
Sk1lls· , vanous msrrucrors, Su"NY Canton,
6
Mas.~achuscrr~ Retail Lumber Dealers
Association, Western Golf Outing, Oak Ridge
Counrry Club, Feeding Hills, i\'IA
7
Vermont Retail lumber Dealers Association,
Hoard of Dire<.tor> Meeting, Roy:~ls Hearthside,
Rutland, vr
7
Canton, NY
27
Rhode Island Lumber & Building Materials
Dc-Jicrs Assotiation, Board of Directors
Meeting, lOClltion TBA
April
Northeastern Young Lumber E~ccs (NYLE),
Board of Oirectors Meeting, Best Western
Hotel, Cooperstown, :V
4
ew Hampshire Rctaill.umbcr Association,
Board of Directors Meeting/Round
Table!Brcakfru.t t\1ccting, "Technology'',
Manchester Country Oub, Manchester, NH
Rhode l ~lancl l .umber & Building .'vlaterials
Dealers Association, Board of Directors
Meeting. location TBA
IVIay
26-28
4-5
8
22-24
20
3
\1id-Hudson Lumber Dealer.. A~~ciCiation,
Board of Dire<:rors Meeting/Area Dinner,
"Commercial Small Claims~, Crossroads
Rcstaumnr, Nlonrgomery, £\Y
Ne11- York & Suburban Lumber 1\ssociation,
Board of Directors ,\-[eet.ing, Trinity Rc.,t:mmnr,
Floral Park, NY
20
7
LBMDF, "'ntroduction to Building .\<[arerials",
spt:akcr, Rill Evasick, The Ram:~da Inn, Whirc
River Junction, \'T
Wesrern t ew York Lumber Dealer..
Association, Board of Directors Meenng. locaLionTBJ\
17
~11eaker,
7
LBMm; "The Yard Foreman", speaker. .\-like
Butts, I Ioliday Llll, BatJvia, 1\"Y
1\"'r.
20-23
6
LB.\<IDF, "Kitchen Starter IOI".l'ialional
Kitchen and Bath Association (N.KBA), Best
Western Senator Inn, Augusta, ME
LBMDF, "Roundtable Group 3", speaker, Bob
Erwin, Rowley Building Producrs, .\liddlet0\\11,
Bc~r
LH!\ID~;" Small ProjectS Estimating", speaker
BiU Darling. Radisson Suite, Chchn~furd, MA
5
LBMDt; "Bath Starter 101 ", >Jational Kitchen
and Bath Association (NKBA). Rest Western
Senator Inn, Augusta. ME
10-12
15
19
5
Eastern 'ew Yorl Lumber Dealers Association,
Board of Directors/Area Dinner Mcerin,;, locacionTBA
;\lorrhcrn ew York Lumber De.1lers
Association, Board of Directors Meeting/Dinner
Meeting, location TBA
LBMDF, "Blueprint Reading", speaker, B1ll
Darling, Ratli~un Suite, Chelmsford, ,\1A
1-2
LHA1JJJ-; "Sales & Product Training !JJSLirutcSession ill", University of Rhode Island,
Pnwiclcnce, R1
Northeastern Young Lumber Excl.-.; (1\I'LE).
Spring Leadership Conference, Best Western
Hotel. Cuopcrnuwn, NY
MassachusettS Retail Lumber Dealers
Association, Board of Directors Meeting/Lobby
Day, Brockwar-Smith Co., Andover. •\1.\
27-Mar·ch 1
lVI arch
4-5
>JRLA, E.xecucive Conunmee .\feeLing,
Educa1ion~l
Resource Center, Rensselaer, >N
7-8
NRI.A, Boord nf Directors Meeting,
Educational Resource Center, Rensselaer, NY
9
9
Lun1ber Dealers Association of Connccricur,
Baud of Directors Meeting, Cleary MiUwork,
Rocl.y Hill, cr
Vermont Retail Lumhcr Dealer; Association,
Board of Directors .\leering, localion TBA
9
Retail Lumber Dealers Assocmion of .\Iaine,
Boa rei uf Directors 't[eeting/Roundroble,
Augusu,ME
'
14
::-.JRLA, New York Lobby Da}. IOClltion TBi\
LBMDF: "Roundtable Group 2". speaker Bob
ECWlll, Hillsdale, 1\"Y
February/March 2002
OCO-OPERATOR
~~)e/~ ~r.k/'
has been aconstant source of quality forest products for close to two decades.
And with the recent addition of factory finished Western Red cedar shingles to our
product line. wecan offer virtually any choice of look and fimsh for your home's exterior.
We continue to evolve. Thanks to our ongoing relationship with cabot, we also offer
you their newly-<leveloped Teflon protector for fiber cement shingles. And of course,
MACHINE BLEACHED
KILN DRIED
RESQUARED AND REBUTTED
IT'S YOUR CALL
DESIGNER CUTS
SOLID, SEMI-SOLID OR SEMI-TRANSPARENT SHINGLES...
we I customize your nrrlllr to meet your exact
specifications, in the quantity you want.
•
:Jfruer «:tbar
CONTACT US AT
1·800 463·9663
(tanada S14 630-2495)
www.frasercedar.com
CUSTOM MADE
JOB SITE READY
.
lumber Dealers Association of Connecticut (lDACJ
lDAC ADIUal Meeting
The l.umher Deale~ 1\ssociation of
Connecticut held its Annual Meeting at
Fox·woods Casino in Ledvartl, CT. The
festivities included .1 prcs~nta ·
Trellis, cntitlcc.l, "
explained tO
s:1 le~ n~ locity,
increased profit!\
.\like Laureno,
\ lillwork, Suffi
ored as Lum
(LPOTI).
LOAC Pres1denl Jim Lyke, Cleary Millwork, Rocky Hill. CT (L) presenls
2001 LPOTY M1ke Laureno (R) wllh the traditional green sports coat that
all Connect1cut Lumber Peo111e of the Year rece1ve
Bnan Rivenburgh, 2001
LPOTY accepts h1s award.
24
Downes & Reader
Hardwood Co., Inc.
II
I
P.O. Box 456- Evans Drive
Stoughton, MA 02072
®
Wholesale Distributors of Hardwood,
Softwood Lumber, Mahogany and Plywood
Tel. (781) 341-4092
*
(800)-788-5568
*
Fax (781) 344-7110
www .downesandreader.com
MANUFACTURING & DISTRIBUTION:
60 EVANS DRIVE
STOUGHTON, MA 02072
(800) 788 -5568
Fax: (781) 344-7110
POPLAR S4S
1 X 4 - 1 X 12
RED OAK S4S
1 X 4 - 1 X 12
RED OAK FLOORING
4 " + 6" FACE
WHITE OAK FLOORING
4" + 6" FACE
FULL LINE OF HARDWOODS
4/Ll- 16/4
MILLING AVAILABLE S2S, RIP ONE EDGE, S4S
DIRECT CONTAINER SHIPMENTS FROM SOUTH AMERICA:
GREENSBORO, NC
WILLIAM von der GOLTZ
Toll-free (866) 452-8622
FAX: (707) 3 71 -0 107
e-mail:[email protected]
CAMBARA DECKING
IPE DECKING
VIROLA PLYWOOD
1 X 4, 5/4 X 4, 5/4 X 6
1 X 4, 5/4 X 4, 5/4 X 6
2.8mm- 18mm
Dick Hannalan.
retired from
Reserve Supply ol
Central NY,
Syracuse, NY.
thanks the
CNYRLOAfor
honoring him as
the 2001 LPOTY.
Nort•en New Ylrk t•••er lealers AssiCilliDI (INYlDI)
Tht: f\onht:rn N1::11 York Lwnber Dealers i~)ociation held its
annual Bowling lournamt:nt. Teams from membt:r companies compere for a trophy and bragging righrs while raising money for
llahirat for
Humanity. Thi~
year'~ event rni~ed
almost $1,500.
Paul Rockwell.
Curtis Lumber Co.,
Ballston Spa, NY.
shows Ills excitement after winning a
four day, three night
Carnival Cruise in
the raflle.
Jim Ven1er. Massena
Building Supply, Massena.
NY (middle) proudly displays the money his team
collected for Habitat for
Humanity while his wife
Mary Venier (front) and
employee Shane Canena
look on.
The champion bowling team 012001 lrom
Malone Lumber &Ready Mix. Malone. NY
proudly displays their trophy. Pictured L lo
R Rich Tuder Mary Yando. Dan Arnold,
Shawn Hasler, and Hal Coll1ns.
Front: Robert Arnold
26
Fchruary/.\1arch 2002
kiO·OPERAT~R
ttouses tt re Lt~e people.
so~e of tV1e~ ttre Lttte bloo~ers.
You've always had it, the ability to recognize
hidden potential in a house. With our Custom
Shield"' windows, you can help others see it too.
Visit weathershield.com. See the tight™
Weather Shield
W1ndo ws 6- Doofs
Distributed
by...
•
•
•
•
407 Alumni Road, Newington, Cf 06111
65 Spring Hill Road, Saco Industrial Park, Saco, ME 04072
Town Road #3, Shctron, vr 05065
25 John Hancock Road, Taunton, MA 02780
HUT1TIG®
BUILDING PRODUCTS
For all your window needs, Call the Huttig Window Center at
800-314-6630 or fax to 800-3 14-6561.
Joe Cusack, Boston Cedar &Mi lwor< Avon. MA (L)
and Jay Terris., JackSon Lumber &Millwork.
laMence, MA (R) present AI Terris (m dd c) wtth the
LPOTY award.
F!teen MRLDA Past Presidents attended the annual
meeting Seated Lto R Mike Fntz. Rugg Lumber Co.
Greenlteld MA 1987; Joe Cusack. Boston Cedar &
Millwork, Avon, MA -1978; Marie Naughton, Curtis·
Newton Corp . Dedham, MA- 2001. Hobart B Esty,
Ralph A Esty &Sons. Groveland, MA-1984 Standing
L to R· Bob Naughton Sr., Curtis Newton Corp •
Dedham. MA 199?; Alfred J Torns1 Jackson Lumber
& Mtl work. Lawrence. MA -1993; Allan S. lack.
Grossman's, Bramtree, MA -1991. Tony Shepley
Shepley Wood Products. Hyannis, MA -1997 Calvm
Moore. GV Moore Lumber Co., Ayer. MA- 2000
Douglas B Bohao11on. Mtd·Cape Home Centers. S.
Dennis MA 1986: Jim Erna. Genera Bu lders Supply,
Noi'Wood MA 1998, Teo Shea. Bettete;e's Inc.
W11 ~llendon, MA 1994 Steve Hov;e HOY:e LJmbef
Co.. East Broodietd, MA -1995 Harvey Hurv lz, Cape
Cod Lurrber Co • Abington. MA- 1999. and Robert
Skel ey, Stoneham Lumber Co., Sto11eham MA -1983.
Retaillll•er lealers lsslillillf
Maile (Rlllll ••• New ••"•irelltll
Llm•er ISSICIIIIII (IIIli)
Both RLD•\.\1 and NIIRLA held
bre:tkfast roundtable meetings focusing
on the ~ ubjcct of internal loss management. The discu~sions were moderated hv
Christian Smith and George Rafu~c fro~
.\lacDonald, Page, Schatz. Fletcher &
Co.. LLC, South Portland, ,\IE.
Twenty-t.~o members of the New
Ha1lpsh,re AssoctaiiOn t steoed
to represen:at ves of MacDonald
Page discuss tnlerna loss man·
agement ·n ~anchester, NH.
28
Fchru.tryli\ brch 2002
blO·OPERATOR
For nearly 50 years Woodgrain Millwork has been supplying Mouldings,
Doors, Windows, Patio Doors and other millwork components to the
industry.
With its experience, ventures into other countries and dedication to
quality design, timeless beauty and skilled craftsmanship, Woodgrain is
successfully setting the standard in the millwork industry today.
--:---:*- -=-=-~
woodgrain millwork
. .. 1 ~' fJAt··~,.; ct..,.;(,
Thank you for visiting us at the NRLA convention.
Street Smarts
Editor's Note: lvlike
McDole:r column will be tl regular feature ofTbc !.umber Cooperntm: Nlike bas many _years
ofe.1pe1·ience in the lumber ami
building material imlu.my and
we are tbrilled to br1ve bim as a
regular columnist. As rtlv:fi)'S. ·we
welcome your cwm11ents. Please
direct tbem to Editor Susan
Downing, suson®nrla.w-g or
directly to Mike MtDole,
11111/cdo/e@natioual-lmn/J1;~:rom.
The Bonehead Yard
When it comes to custom special
orders, Jove really is never having to
say you're sorry.
If you're a sales manager, you
carry the bulk of the responsibility
for your company's gross profit.
That means maximizing margins,
but also minimizing mistakes that
sap profits. That's why it's critical ro
teach your salespeople to pay attention to the specs on special orders.
The catch is that you can't. They
hear you, hut tl1e point never truly
sin ks in until they make a mistake
so big and costly and dumb, you
want to rip their heads off just to
sec if t.hcre's anything inside.
Don't do it. For one thing, it disLracts them from the grief their customers and co-workers are already giving them. Moreover,
you'll miss a motivational moment. H you dust them off gently and throw them back into t.he game, the>r'll work like
one-armed paperhangers to prove that T he Big One was a
lcnge. Somehow T managed to specify a two-foot ?verhang
(extended top chords) rather than a two-foot c-.mulevcr {bottom chords).
Kawrally, the order went through like clockwork. Come
deli\ ery day, the crane, the crew, and the trusses all arrived
precisely on time. precisely as ordered.
A half-hour later, my phone rang. For the first five minutes, Gil ranted and raved about our idiot truss supplier.
T hen I told him whose fault it really was. For the next five
minutes...wcll, forget it.
T he upshot was that he demanded new trusses in 48
hours, no ifs, antis, or bu~ (except mine ifl missed the deadline). T he good news was that our supplier was a stmd-up
outfit. and got the job done.
The bad news was that my sales manager was none too
pleased to learn we were the proud
owners of +t 48-foot trusses. The
!!'OOd news was that he didn't yeU.
He didn't exactly dust me off, either;
he advised me to start prospt:eting
for another customer building a car
wash.
The had had news came when my
yard foreman found out. Andy was
big and loud, not necessarily in that
order. "Just where do you want me
to put a full truckload of 48-foot
trusses?" he asked, looming over my
desk.
I chose to pass on my first suggestion. "How about the boneyard?"
"Don't you mean the boneHEAD
vard?"
· Nevertheless, there was more
good news: r found a buyer in just a
month. \Ve got 50 cents on the dollar, bur that was better than expected and I felt redeemed.
Until we got Gil's $500 backchargc for the extra day's crane
renml.
But. t.he best news of all was that I learned my lesson. I
have never blown a rrm;s order since. A year later, I was even
promoted to assistant general manager, and the incident was
forgotten.
~
.
Almost, that is. Andy convinced everyone that the GM did
it to keep me from selling windows.
If you're asales manager,
you carry the bulk of the
responsibility for your company's gross profit. That
means maximizing margins,
but also minimizing mistakes
that sap profits.
fluke.
Most important, it. isn't fuir. Why? Because if you were
ever in the lield yourself, you've got skeletons in your closet,
too.
At least I tlu. My Big One came with Gil, one of my best
accounts. This particular project was a ca r wash that. called
for 41 trusses 44 feet long, each with a two-foo t cantilever
on uotll mJs.
It's not easy to screw up a build ing that consists of two
parallel walls and a gahle roof. But I've always liked a chal-
30
.\like ,'v/cDole is the soles managC1' at Mansfield. .IHA based
Notional {,umlm: and n cQ11SIJ/ting parnu-r in the Building Supply
Cbmmel, Tnt. 50,U19.8020. 11mudole®national-ltmtbn:tmn.
February/March 2002
~O·OPBRATOR
Trus Joist's TimberStrand~
LSL Header is 3 \2'' thick and
available in a vancty of depths,
making it the perfect one-piece
framing solution for windows and
passage doors.
The superior performance and
uniform
dimensions
of
the
TimberStraod-t LSL H ead er can
drastically reduce call-bach to fix
dryv.raJJ cracks o r nail pops above
doors and
windows, problems
commonly caused by headers made
from ordinary lumber.
For more ~nforrnarion about
building
with
TimberStrattd~
Trus
Joist's
LSL Headers,
contact the people below.
Contact your local Weyerhaeuser
Customer Service Center:
Dosron, w ithin M ass.
800-982-4750
Bo~1:on,
800-225-4618
omsidc Mass.
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Thanl<s for visiting us at Booth 702!
Don Hutson speaks to an audience of
more than 1000 during NRLA's 2nd
Annual V1deo Broadcast. High
Performance Selling.
Hutson Wows 'Em at 1st International
Videoconference
By Carol LaFleur, dh'edo1· ofeducation
Delivering more than he
promised, Don Hutson wowed
the I000 industry members that
participated in the Lumber and
Building Material Dealers
Foundation's 1st international
videoconference "ffigh
Performance Selling'' which was
held on >Jovember 14, 2001 and
broadcast live via satellite to 50
locations around the coUJltry and
in Canada.
This was 1.he 2nd \'ideoconference for the l\'R LA, btn the first 1.0 involve other building material
associations. Tndustl)' members from :lround the country and in
Canada raved about the progr11m, giving Hutson's delivery and
message high marks.
Hutson began the program by reminding the audience that yesterday's skills are not good enough in tomorrow's marketplace.
"Failures are history," he said, "and to excel, we must differentiate."
It wasn't the newness of Hutson~ message that made the program so unigue. To fact, some of the principles Hutson presented
are not new to this industry - our members are savvy enough to
know that they need to om-service Lheir competition to stay in
business. \.VhaL made Lhe program stand out was the way Hutson
com1ecLcd 1.0 Lhe audience by relating the presentation to the
building material industry.
"Gre:tl sales people have to think of service; great sen~ce people
have to think of sales. They're tied together, and anyone who
Participants at the Hudson Valley origination site in Troy, NY, enjoy a break during
the videoconterence P1ctured L to R: Bob Martindale and Martin Petteys, Curtis
Lumber Co., Ballston Spa, NY and Alan Hinkle. Kasson & Keller Fonda, NY.
doesn'L think
so ouglu m
find a new
line of business. You have
to make your
cu.~tomers
think "wow" if
you want to
keep them."
How do you
do this?
Hutson used
an evolution
of selling
model to
demonsrrate,
with symbiotic selling being Lhe proper model for today's markcLplace. Symbiotic selling, he said, "means tim you are low maintenance. You have answers and solutions for your customers. It is too
imponant for your customen. to do business with you. You are
irreplaceable in the marketplace. Your customers won't even consider your competition. This is where you need to be."
Hutson also communicated the importance of teamwork in the
~ales process, noting that "while you might be the smartest on the
team, you're not smarter than all of your ream members combined.
Use that collective intellect and capitalize on ir."
Hutson touched on human behavior in Lhe sales process, helping
audience members understand behavioral styles and how they need
Lo adapt to communicate effectively with all of their customers. To
help audience members do this on a daily basis, he gave them what
he referred to as "gems" throughout the presentation, 1l1c
Platinum Rule: Do Unto Others as They Like to be Done Unto."
Hutson continued his dynamic presentation with a session on
advanced selling skills including how do to needs-based selling. He
prO\~ded useful tips on effective telephone techniques, which are
important for everyone in your company.
I Ie provided a model on customer loyalty which showed participants how to take customers from "suspects" to "confidants,'' confidants being the sLage where you become such an integral part of
their business, your cuswmers can't do business without you.
lie also helped audience members ro undersland the process of
differentiation, challenging participams 1.0 look al their product
mix with an eye toward dropping five- ten percent of it, bec-ause
this is the percentage that's not working for you.
lle dosed the program by challenging participants to develop a
personal action sheet with "personal decisions". Audience mem-
hers made the list and need to follow up after the program.
"Training," he said, "is only as good as what you do with it after
it's all over \\ith. i\llakc this a valuable experience for you."
The result of the program? I000 industry members who spent
an afternoon becoming re-energized and focusing on how they
can improve their skills going forward. Training doesn't cost-it
pays.
Here's what some of the attendees had to say.
"Tbe videoconference was a unique way to access 11 quality education Jlrogram. Make it emy and tbey 711i!l t·ome! Grear job!"
Rob McClosky, Tully Building Supply, Tully, ;y
"I brought some ofom· younger employees to this progmm wbo
have not been exposed to tbis type of tmining before. I'luy nijoyed ito
great deal. It provided some great tips and ideas tbey con use in tbeir
jobs immediately. •·
Bill Bucher, Square Deal Lumber Company, Park City, KY
"Tbe .pMker was 011/Stamling. He was easy to tmdmtmul, and be
touched on 7111111J kry points of711J busimss. This prognm1 could be
used on all levetslrtrt'tls of tbe /umbtr bu~·iness, including sales, 11lfllltt?,f1llellt, yard personnel, etc."
Brett Streiff, Bob's Building Supply Inc., Ba:xter, MN
We would like to thank the following sponsors of the
High Performance Selling Program:
Massachusetts Retail Lumber Dealers Association
New Hampshire Retail Lumber Association
Lumber Dealers Association of Connecticut
Centtal New York Reail Lumber Dealers Association
Northem New York Lumber Dealers Association
Mid-Hudson Lumber Dealers Association
Brockway-Smith Co.
Brodeur Wmdow Distributors
Reeb Millwork
We would like to thank the following Federated and
Canadian Associations that supported the High
Perfonnanc:e Selling program
Adantic Building Supply Dealers Association
Florida Building Material Association
Independent Lumber Dealers Association
Kenruclcy Lumber and Building Material Dealers Association
Michigan Lumber and Building Materials Association
Mid-America Lumbermens Association
National Lumber & Building Material Dealers Association
New Jersey Lumber Dealers Association, Inc.
Northwestem Lumber Association
Ohio Lumbermen's Association
Westem Association
Western Retail Lumber Association
INSTALL TRUSSES FASTER, EASIER
THE STRONG-TIE TRUSS SPACER BRACER
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IJO·OPERATORFehmary/i\f~rch Z002
35
What CBMS Means To Ward lumber
By Rick Dm·ham, CBMS
IN YRIIII...
vVhen I first
learned about the
Certified Building
Materials Specialist
(CBMS) program, 1
was extremely pleased
that a nationally recogni7.ed tr~ining and
certification program
was now available to
us. In the lumber
and building materials business, there are
few opporrunities for
salespersons to distinguish themselves
from their peers,
other than length of time in the business or sales accomplishments. Since knowledge is one of the key components
in the makeup of a successful salesperson, the.CBMS program is the ideal vehicle to convey additional knowledge. Tt
challenges individuals to take their knowledge to the next
level and eventually carry the distinguished honor of
Certified Building Materials Specialist.
Ward Lumber has embraced the CBMS program. We
believe ~at the more people we have in our company who
are cerofied, the better our chances of retaining those
employees and remaining competitive with the ever-growing
field of new competition we face each year in our markets.
Most team members, especially those in the area of sales, are
eager to gain additional knowledge that will help them to
continue to meet and exceed the e~:pectations of their company and their customers. Ward Lumber has found thtlt the
CBMS program is one that all employees are receptive to
and that tl1ey see it as an opporrunity for personal growth
ratl1er than an obligation to their employer. The program
contains an excellent mix of product knowledge, sales training enhancement, and in-field experiences. The end result is
a well-rounded employee who is better equipped to service
today's challenging customers from the homeowner to the
professional builder or developer. Ward Lumber views
training as a value-added benefit for our custOmers and we
emphasi7.e training in every facet of our business. The
C.RMS program has been a great addition to our existing
programs. It offers a comprehensive training progr;1m without all of the challenges of organizing one internally. vVe are
all very busy meeting the needs of our custOmers so the
That as an industry veteran you can fulfill the CBMS
requirements in just a portion of the time. If you
have at least seven years experience, call Carol
LaFleur at 1\TRLA, 800-292-6752, to find out how
you can take advantage of this great benefit.
36
CBMS program works great for our training needs of today.
NRLA has always offered a suitable mix of seminar choices
to allow the CBMS students training opportunities that
adva11ce lhem toward their goal of certification. Students
receive credit while learning valuable information for obtaining sales ami enhandng profitability. 'With the newest offering of satellite training seminars, they have provided an
answer to the challenge of increasing travel and lodging costs
often associated with training.
I cannot hegin to cover all of r.he henefits of the CBMS
program in one article, butT can say that this program has
made a big difference fo r us at ~lard T,umber. We have
eager participants who see vah1e in both the training and the
certification. This motivates them to want to learn more
and t.he end result is happier employees, satisfied Ctlstomcrs,
and more sales! We have committed to graduating at least
two employees every year from the CBMS program. If you
have the opportunity to channel your training dollars toward
this program, you will see a great return on your investment
lf anyone would like more feedback on tht: CBMS program I
would be glad to answer your questions. In my experience,
however, I have always received tin1ely answers to my questions and inquiries from the knowledgeable staff and our
parmers in business at the NRLA. The}1 can help enhance
your company's training program too. Ask them about the
CBMS program today.
Rh-k Durbom is !be Pro Soles Mounger for Wn1·d Lumber in Joy,
NY.
February/March 2002
Q{JO·OPERATOR
BRIDGEWATER WHOLESALERS
INTRODUCES ITS
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1-866-717-7660
Visit us on the web at: www.bwimillwork.com, or e-mail us at: [email protected]
CBMS Program Welcomes New Students
The following arc newly enroiJed CB.rYlS students
(t\s of 1110/02)
The Certified Building Materials Speciali~"t (CBMS) program
was created in January 1997 and is the first and onJy accreditation program of it.~ kind for the building material indamy. Jr is
managed b}•The Lnmher and Building M:nerial Dealers
Foundation, a not-for-profit affiliate of the Northeastern Retail
Ltm1bcr Association. Currently, there arc over 400 students
enrolled in the program.
Bicknell Building Supply, Potsdam, I\lY
Robert Bicknell
David Burkett
Kelly 'laillon
Curtis Lumber Co., Ballston Spa, ;.N
Joarm Yal.'llsh
Ct~~·tis
Lumber Co., Queensbury, NY
Matt Gn:enholtz
New CBMS Graduates
.Marriner Lumber Company, BnUJSwick, ME
Harold vVing
Rugg Lumber Co., Greenfield, MA
Julie McCauley
Stephenson Lumber Co., Chestertown, NY
Erin Stephenson
Ward Lumber, Jay, NY
Judy Williams
J.M.
Ward Lumber, Plattsburgh, NY
Karen Lawrence
The fo llowing students have StJCcessfully completed the
requirements for the Certified Building Materials SpccialisL
(CBMS) program. They join an elite group of over 50 Cenified
Specialists in the country.
(11s of 1110102)
Gary Goodrich, branch manager
Williams Lumber & Home Centers, Tannersville, NY
Jeff Loucks, assistant manager
Williams Lumber & Home Centers, Tannersville, NY
HEINIKE
ASSOCIATES. INC.
7 Wells Street • Saratoga Springs • NY 12866
Phone: 5 18-580-0130
800-724-7611
FAX: 518-580-0133
email: [email protected]
WHOLEIALE LUMBER
38
February/March 2002
Q~~·OPERJ\TOR
•
MORGAN
WHOLESALE BUILDING MATERIALS
• Packaged/Bulk Nails &
Screws
• Branded Sivaco, Maze, ancl
Tremont Nails
• Stc~inlttl>b Stttttl 11c1ilb &
Screw!!: Complete Program
• Jamerco Powder Actuated
Tools and Fasteners
• Stallion Branded Collated
Nails 11nd Staples
· ISM Branded Collated Nails
Staples and Tools
• Porter Cable Tools and
Compr6$50rs
• Corlhose Pneumatic Frttmgs
and Oils
· Lamb & Rrtchre Roof
Edgmgs
• Metal Strapping
• Alumrnum Trim Coils &
Flashing
• Copper Rolls and Sheets
• Lead Flashing
• USP & Si mp:~on Strong-lie
Jois t Hangers & Lurnbttr
Connectors
• USP LVL Hangers
• Anchor Bolts
• Wall lies • Jack Posts
· Area Walls
• Guners. Downspouts and
Accessories
· Wire Lath
• Metal Cornerbead,
Mrnibead, Vinyl J Bead
• Soffit Vents
• Roof Tins
• Metal Bridging
• Paslode Fuel Cells
• Tie Wire
• Pressure treated Decking
Components: Splnthrhlttl
and Suntrellis
·Cedar Decking Components·
Sprndaleer and Sunlrtlllis
• Xtendex Composite Decking
• Suntuf PVC and
Polycarbonate Roof Panels
• Skyline Reserve Roof
Cements and Coatmgs
• Johns Mansville lnsul<ltion
• SureGrrp Ice &
Water Stueld
• Cement Boards: Durock and
Perm aBase
• Lauan Plywood
XTENDEX™ is an
• Poly Sheathing
• OSI Adhesives
• Drainage Pipe
• USG Ceiling Tile and Grid
• Ml:tt>tu• Me11 lo. Vinyl Le~ttice
·Felt Paper
• Red Rosin Paper
• Sill Se;,l • Rafter Vents
• Contractor Bags
• Stretch Films
• Chimney Caps
• Gordon Basement Doors
• Sonotubes
• Homasote Ultra-A
• Basement Windows
· Waterfall Guner Drainage
Systems
advanced deck. railing and fencing
system for stunningly beau tiful, maintenance-free ex terior living environments. Extruded from polyethylene and
natural fibers, with no toxic chemicals, XTENDEX is a
product you can recommend with confidence to builders
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posts and caps.
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Every board is str.ught and tn.Je w ithout splits or knots.
I
I
legislative and Regulatory Affairs Update
~y
Rita Ferris, direct.or oflegislative and regulat01y affoi,-s
NBlA Mem~ers flo1d
U.S. Se1ate Wilh
letters Askinl for
Health 1ns1rance
Premiull Belief
Retail lumber
dealers at The
I 08TI I NRT .A
Show lobbied to
improve the health
insurance market
for small businesses
by signing over 230
health care letters
to U.S. Senators.
The letters asked SenatOrs ro support: legislation allowing
associations m offer health insurance across state lines :lnd to
eliminate employer liability for decisions m:lcle by HMOs.
Last summer, the debate on Associ:ltion Health Plans
(AHPs) and employer liability was raised when the House
and Senate passed similar "Patients Bill of Rights" bilJs. ln
January, it was announcecl that a conference committee
would be appointed "soon" to work out tbc differences
between the House and Senate legislation. The Patients Bill
of Rights legislation was designed to guarantee expanded
choices, pro"ide greater access to information, health care
specialists, emergency rooms, and protect the doctor-patient
relationship.
On the issue of AHPs, the House version of the Patients
Bill of Rights included a provision to allow associations and
chambers to offer health insurance to their members across
state lines. The Senate bill did not. Cunent federal regulations (Dcparonent of Labor Employee Retiremem Income
Security Act regulations) require AHPs to be approved by 50
different sets of state insurance laws and regulations in order
to operate nationally. This makes it exu·emely difficult, if nor
impossible, for associations to form large health insurance
groups, which can result in reduced premiums for small businesses.
On the issue of employer liability, the Senate included
some provisions to limit employer liability, while the House
anticipates working on several different employer liability
protection plans within the Conference Committee. NRLA
members lobbied for a complete employer liabi lity exemption. The message was simple, if employers are not directly
40
making health care decisions for their employees, they
should not be held liable for the decisions of the Hi\10.
NRLA members arc retail lumber dealers, not doctors.
legislative leadership conference to be held il was•lngtol
D.C.
The ational Lumber and Building Material Dealers
Association (NL.BlvlDA) will hold irs annual Legislative
Leadership Conference in Washington D.C., April 22-24.
Don't miss thi<; oppormnity to learn about and advocate for
issues such as permanent estate tax repeal, domestic and foreirrn supply, litigation threats to the industry and OSHA rcgul:tory initiatives. Also this year,~ own Mike Fritz,
Rugg Lumber, Greenfield, MA, v.rill be ho~o~ed as
.
Chairman of the ·ational Lumber and Bulldmg ,\llatenal
Dealers Association. Call t RLA's Department of Legislative
and Regulatory Affairs at (800) 292-6752 for more details.
Toxic Mold-A New lia~ilitJ lssae "Crowing" in t~e ln•ustry
Six months ago, 1 received a phone call from je1111a
Nlorgan, director of government affairs for the National
Lumber and Building Nlaterial Dealers Association. We were
discussing legislative priorities for the national association
and she a~ked, "Ts the issue of toxic mold of concern to yom
membership"? "Toxic mold?" TS<lid," Tever heard of that
one. T haven't received any inquiries about that issue either.
Tt must not be an issue in the Northeast." Wroug. Within
the month, I received fow· or five calls from dealers asking
what they should do about mold growing on lwnber. Then
the issue was featured on Lhe Today Show and articles
appeared in the nt!wspapers. including The New ~urk
Times. As an audeu bonus, I soon learned that Erm
Brudovich helpeu raise the visibility of this issue because
her million-dollar home was filled with roxie mold. She
spent $250,000 on mold-related repairs, buts~ could no~
sell her California home because the law reqwres her to dtsclose the presence of mold. O.K., you clon't have to hit me
over the head with a 2x4 ! Toxic mold is an important issue
in the Northeast.
The issue firsr gained industry recognition in warm, moist
climates such as Florida, California and 1evada. It has since
spread to the Northeast. The Center for Disease Control
(CDC) in Atlanta reports that there arc six types of common
household molds - three can produce toxins. According to
the CDC, "All molds, even the toxic ones, can be cleaned up
by the homeowner with a mild bleach solution (one cup of
February/March 2002
000-0PERATOR
From our early beginnings as a lumber supplier, we have guarded
and preserved a 40 year-long tradition of providing customers with
the reliable and dependable service they've grown to trust.
Located in the heartland of the world's most dynamic forests, we've
become a leading international exporter of the finest quality building
products borne from the resilient fibers of northern Quebec's black
spruce.
Our recent diversification program includes on I-Joist manufacturing
facility built with state-of-the-art imaging, sawing and finger-jointing
technologies to better focus on finished components for specialized
industries.
An intensive forestry management policy attests to our
commitment to sustaining forestry regrowth. We beiJrew!lf!
that the quality of life depends on preserving the
natural resources we draw from.
A
Chontiers Chibougamau
Serving North American customers for over 40 years
Montreal, QC: (S 14) 633-9661
CIIAIITIERS
C HIBOUGAMAU
Albany, NY: (518) 869-9116
www.nordicewp.com
ltllllta, GA: (770) 486-7282
January 31, 2002
The Honorable
bleach to one gallon
Russell Senate Office Bldg.
of water) if they
Washington, DC 205 10
exist in smaJl quantiDear Senator _ _ __
ties."
Mold can grow on
lumber if it has been
I am writing to request your support fo r two pro,·isions in legislation to help expand health
in storage or in trancare coverage for aU Americans. The provisions would limit employer liability for decisions
sit for a long period
made by health insurance providers and allow associations to offer health insurance progt·ams
of time. Lumber is
under uniform national standards.
particularly susceptible to mold if it is
Employers in the building materials industry should not be held liable for decisions made by
unseasoned, in a
health insurance providers becau~e they are not expem in the health care field and don't directly
moderate temperaparticipate in the health insurance pro"ider's decisions. Such strict liability unnecessarily increasture (68- 86
es titigation, which in n1rn drives up the cost of health care. Tam aw::~re that certain provisions
degrees), or is covprotecting small business employers from lawsuits were added to legislation last year just before
ered with plastic.
the floor vote, but these provisions were not detailed or targeted enough to provide true protecPeople can
tion. A clear and definitive small business exemption is needed.
become seriously ill
from exposu re to
Your support of a provision to allow associations to offer health plans is also extremely importo,xjc mold. Th~;:
ram. As you may know, more than 60 percent of the estimated 43 million uninsured Americans
eff~;:ct of mold on
either work in small husinesses or are their dependent~. Should ac;sociations be pemlitted to offer
people can vary
health insurance, many small business employers will, for the fir~t time, be able to extend this
depending on the
benefit to their employees. Employers and employees, who already have health insurance benetype of mold and the
fits, will be able to take advantage of reduced insurance premiums by being part of a larger pool.
sensitivitv of the
This would be a tremendous help w those who have absorbed double-digit premium increases
person exposed.
for the last five years.
Mold-induced illnesses range from
I understand that Senate Majority Leader Tom Daschle, S.D., will call a conference commitdry coughs and
tee to work out the differences between competing patients' rightS bills (llR 2563 and S I052)
rWllly noses to oozthat passed the two chambers last summer. rf you are appointed to this committee, J ask for your
i11g rashes and consupport fo r eliminating employer liability and for allowing associations to offer health plans. If
stant futigue. It has
}' OU are not appointed to the committee, I ask you to voice your support for these pro\isions ro
been claimed that
Senator Daschle.
mold has hastened
the death of people
Thank you for }'OUr consideralion. I look rorward lO bearing from you on this issue.
who are already sick.
Class action lawsuitS
Sincerely,
are multiplying rapidly and the issue
has been termed
"the new asbestos".
~fyou would like a copy of this letter 1.0 send to )'O«r Se11ntor, visit the NRLA web site at www.m·/a.org
Lumber dealers are or call 8oo- 292-67)2.
trying to protect
themselve!i from
in the ~ortheast. N RLA will be on the forefront to educate
lawsuits by sending our disclaimer notices with lumber and
the membership about toxic mold liability and to advocate in
by instituting company policies on mold.
Federal and State Legislatures for reasonable measures to
ln October of 2001, the C'-nwemor of Califo rnia signed
address this issue. In addition, the June-.1 uly issue of the
into law a bill that requires landlords and homeowners to
Lumher Co-Operator \viii featu re a special report on 1oxic
disclose the presence of toxic mold when selling buildings. It
Mold liability from Gerald L. Allen, Esq., director of legal
requires state agencies to adopt exposure limits for mold in
services fo r 1Tometest Inc.
indoor etwironmentS. Sim ilar legislation is being introduced
42
February/March 2002
OOO·OPERATOR
NOW
AVAILABLE
A reliable alternative to
traditional pressure-treated lumber.
Wolmanized' Natural SelectT..
Wood by Cox has been produced for
applications where special environmental
concerns or restrictions exist, and offers
consumers a choice in preserved wood.
It is no more corrosive than untreated
wood and requires no special hardware.
It carries the same lifetime limited warranty
as conventional Wolmanized' wood and is
the most effective and successful alternative
to traditional treated wood. And like other
products from Cox Wood Preserving,
Natural Select wood is available re-dried
after treatment for greater dimensional
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For more information about Natural Select
by Cox and our stocking dealer program,
please contact:
~ Wood Preserving
800-476-4401 • Fax: 803- 534-6328
Email: [email protected]
Website: www.coxwood.com
Cleary Millwork lnjoys Renaissance Period
rr une were to
jump in the car,
drive to Rocky
HjJl,
Connecticut and
spend the day
with the Cleary
Millwork
.
Company, several thoughts and
observations
would be made
hy the end of
the day. You
would sense
to be one of
Premdor's
largest customers.
Diverse inventory was only
part of the equation. Cleary's
door shop
becan1e the target of a major
overhaul \\ irh
staff and equipment at the top
of tht: list. The
excitement,
hiring of many
urgency, a willtalented indi\~d ­
ingness to serve
uals brought the
and a burning
skill
and knowlCleary Millwork's stateof the art facility 1s located in Rocky Hill, Connecticut.
desire to grow
edge of running
and be the best.
an efficient door
These are only of some of the core beliefs that Cleary
department. Resourc~ were also spent in physically equipping
embraces as it moves through a true period of renaissance.
Cleary Millwork is not the same company that it was a
year ago. The company has expanded its coverage, vigorously serving the entire Northeast with a multitude of fine millwork prodlll:ts. Cleary literally reinvented itself to seize busines~ opporturuties and maintained it., value on personal customer satisfaction at the same time. The Cleary
Management 'leam examined several factors in order LO meet
its goal. .Personnel, eC]nipment, shipping schedules, inventory, internal procedures and shop capab.ilitjes were all assessed
in order to ass1.1re flawless service. \Vhen Lhe smoke had
cleared a new, more powerful Cleary emerged.
The development of their product line was a necessity.
Cleary had not had a major product introduction in several
years until it became a distributor for .Premdor's excellent
line of inLerior doors. This alliance was huge for Cleary in
cl1at it roundeJ out its interior door offering nicely. Tnitially,
pine imerior doors, interior French doors ~nd a small selection of fir interior doors made up the line. At the encouragcmenr of enough lumber dealers, Cle:~ry knew that the time
was right tO move forward. Inventories were built to include
every moulded door design from l\l{asonitc. Birch and lauan
doors were also added. \Nith hardware and special setup
options offered, one of the most comprehensive interior
door programs in the industry was created. Cleary is proud
The organization's rebirth has
been adirect result or dealer
input and dealer support.
Cleary Millwork was issued
achallenge by its customers
to rise up, break new ground
and provide asolid alternative in millwork distribution.
44
february/March 2002
110-0PERi\TOR
A Master Craftsman works in Cleary's Interior
Door Shop.
Undi,~ded
this modern day shop. Two high-speed, precision door-hanging
attention has been given
to service issues thanks to a newly
strengthened service department.
Inventories were broadened so that
customers could rake advantage of
Cleary's expanded offering of
IJB&G colunms, pine mouldings,
CDM polyurethane mouldings and
Rogue Valley Doors to name a few.
Marketing efforts were literally put
into high gear with a new 31' mobile
showroom to support a variety of
sales ~eti"icies. Active participation in the Iortheast's Home
Builde1'S Associations is a priority of the company. Cleary
Millwork has demonstrated that it is fully ready to assume the
challenge of being a major miHwork distributor for the region.
The efforts of Cleary Millwork have won overwhelming support from the lumber dealers of the . ortheasr. That support is
something that Cleary is most grateful for. The organization's
rebirth has been a direct result of dealer input and dealer support. Cleary Millwork was issued a challenge by its custOmers
to rise up, hre::~k new ground and provide a solid alternative in
millwork distribmion. The company has huge thanks for the
dealer conununit}' in issuing that challenge and for conrributing
to its incredible renaissance period. Cleary Millwork is hungry
to serve and is ready to thrive on the wants and needs of the
"ortheast.
machines comprised the biggest pan of Lhe iuvesunem. Other
machinery was installed providing Cleary with the lools it
needed to supply irs customers with the best prehung :wailablt:.
The end result was a shop that now t:nwmpasses approximately
half of Cleary's facility, outfittc::d with the most sophisticated
C(juipment, operated by highly trained craftsmen and offering
the most extensive inventory.
ln April of 2001, Cleary Millwork's affiliation with the
Peachrree Door and \Nindow line truly C1tapultcd its reputation before the eyes of the entire ~orthcast Both companies
hared the same eagerness to reassert themselves in the marketplace and gain the trust of the independent reraillumber dealer.
With its excellent products and widespread brand-name awareness, Peachrree offered Cleary an unlimited opportunity for
growth. Having the right items was
on!}' part of the equation for success.
Execution is the most important element l'lnd Cleary has demonstrated
that it has met the challenge.
The Cleary Management Team
went into action tO prepare the company's new role as distributor for the
Northeast Staff reassignments, a
revamped exterior door shop and
extensive employee training were
accomplished. Seasoned outside
salesmen have been brought into the
new territories to preserve the company's reputation for unmatched
personal service. The outside sales
staff is now four times its original
size and includes both architectural
and buiJder representatives. Cleary
has bolstered its unmatched delivery
schedules to make sure that satisfaction remains with all irs customers.
Cleary's Product Showroom displays some of its Peachtree offerings.
Q~~·~PERAT~R Febru~ry/March 2002
45
From aU accounts, The t 08111 N'RLA Show was the best in
m<tny years. Crowded aisles, new and different exhibitors, O\'Cr
7,500 attendees, beautifully designed booths rrom long-time::
exhibitors, new education features, studem vi~itors, a ne;:w opening session and much much more all contributed to a successful
show for all involved.
interaction level of
produc~ displaye::d, lite::raturc and information offered. \\'inncrs
received a plaque and
a 20 percent discount
on their 2003 booth
space.
lillll 1111 CIIIIDry
Wl•er
Senco Products Inc.,
Cincinnati, OH
For the fi~t time, 'RLA welcomed the , ew England
Building Code Association lnc. (T\TF.BCA). It was the firs t meeting of the year for NE13CA and members joined the festivities
of the .. RLA Show on Thursday, January 24. Over 60 members of NEBCA gathered Cor an cduc;1tion session and luncheon before touring the show floor.
Once again the NRLA Show was proud to have a new vehicle on display. GMC's Savana J!ro full-size van was a big hit
with contractors who visited the show. This vehicle offers the
r·
~
.. -
a
~
., ..:./
~.· • - v
I
.
.
.
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•
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Right: Shawn Spear and
Jim Browning accepted their
award from NRLA President J1mAyotte.
q
~
•••'• 1111• Categ1ry Wilner
T he Quikrete Companies, Brentwood, Nil
Mllli.le IIDl~ Categ1ry
Wilner
USC, Chicago, IL
best of a van that addresses all a contractor's needs.
The Boston 'lea Party, the industry wide networking event,
again gave attendees the change w mix and mingle with old
friends and new acquaintances. Over 500 exhibitors, retailers,
contractors, manufacturers and wholesalers enjoyed the hospitality of K RLA and T he Seapon Hotel.
Left: Jason Schnetder accepted
USG's Award from NRLA Presdient
Jim Ayotte.
Best 13ooth Awards were presented to exhibitors in three categories based on booth size. Booth!l were judged on several criteria including interactive design, communication of
product/service value, exhibitor's ability to educate attendees,
48
February/i\farch 2002
J)]O-OPERATOR
109 Years of History
In The Making
The sound of a lone bagpipe filled the
amphitheater of the World Trade Cemer
Boston as attendees gathered for the
opening session of The 108n' NRLA
Show. Pipe Major joseph Cht!t!vers.
Boston Police Gaelic.; Column created a
stirring mood as ovt:r 100 people entered
the room.
The audience came to attention as the
Boston Emergency Medical Services
Honor Guard presented the colors and
Detective Pauline Wells, Cambridge
Police Department, saug tht: Canadian
and United States National Anthems.
Convention Committee Chairman
Mark Jaffe, Frit!nd Lumber Center,
Hudson, 1\lH, welcomed everyone and
explained the new opening session and
how the convention committee hoped to
get everyone's blood Oowing with an
early morning celebration of the association that has been "Building the
American dream since 1894".
i\IRLA Presidcnt j in1 Ayotte kicked off
the session with his report on the state of
NRLA, which he deemed strong and
prosperous. He highlighted that the
association is ahead of budget for the fiscal year and that NRL& parmership
with Acadia Insurance is well underway.
Tie talked about the challenges NRLA
faces in the upcoming years. "Industry
consolidation and membership declines
need to be addressed. We need to communicate the value of belonging to
NRLA both to active members and to
non-members. 2001 was a transition year
with a new president and it was a learning ex'Perience for all of us. 2002 will be
an action year with RLA leadership
laying the groundwork to move your
association forward."
"Going forward, these are my three
goals. To operate more efficiently, to
communicate better with our members
and to guarantee that our programs and
services add value to our members."
Audience members were treated to a
50
multi media prt!sentation honoring the
victims and survi\'Ors of September 11.
fu Sara Yodice sang Amazing Grace, a
slide montage of the events of
September 11 flashed across the screen.
NRU\ Chairwoman Linda Kussbaum,
then presented her views on the state of
Lhe retail industry. "I am proud to be
here. We in the independent retail lumber business have an opporrunity now.
People are clinging to home ancl family
and making improvements to their
homes and we can help them do that."
Nu~shaum ofKicct Lumber,
Huntington, N. went on to say that cl1e
independents are in style now and that
smaller is better and people want that
local connection. "It may be in vogue
now," 'ussbaum commented. "But, we
have always done it that way.
Relationship and partnering is where
the future Ues. We bring value to that
mix and we need 1.0 be involved in the
community. IL's not j~L selling 2 x 4's, it's
selling who we are."
"vVe bring choice!>, expertise and
value. Market what we have always
been ... it's our time. We built America
before and we are going to do it again!"
SuppJy Perspective
George Judd, Georgia-Pacific, Atlanta,
GA starred his look at the supply side by
describing his company's affiliations.
''We are one of your largest suppliers,
but we work with Home Depot too. 70
percent of our dollars come from the
independents. Only 16 percent come
from the big boxes," explained judd.
"Business is great although we were set
back a little by the events of 9/11. We
revised aU of our numbers but we were
way off. Business is better than we
expected."
Judd went on to highlight that companies need to think in global terms and a
world economy. "What the world economy does, our economy does." It's all
about pannering. "1 agree with Linda,
February/March 2002
OOO·OPERATOR
parmering is the wave of the fmUJ·c. I need 111ore sales reps and
they need to be beaer trained. That\; expensive. Let me ask you
a question. [f I spend that 111oney
on training my sales reps to provide
better service, should my product
be the same price as the competition if they don't do rhe ~a me
thing?"
"The hig boxes arc retailers. The
independents are more than that.
The independents arc 'logistic
providers'. Look at the vendors that
support your organization.
Independent has a big 'l' in it but
we need to learn together."
As part of the tribute to the
heroes of 9/11, the second pan of
the multi media presemation
included a slide show of the recovery effortS and the many acts of
heroism that occurred in the days
and weeks following the arrack on
America. These images were
accompanied by Sara Yodice singing
the Battle Hymn of the Republic.
lnc., spoke about the new state of reality. "[t's important to
remember history and that it is no longer business as usual.
September 11 exposed our weakness." Grandinetti reminded people
that their biggest asset is their
human capital and how import-<lrH it
is to stick to your company's core
beliefs- what you do well. "Letrne
give you an example of a company
that strayed. A couple of years ago,
Ford was making 6.7 billion, last
year, it lost two billion. \.Vhy
because they ~ayed from what
they did best."
He stressed that the only handicap in life is a bad attit1.1de. "All
products look alike." People, he
said, :1re the answer to your company's problems.
The opening session concluded
with the final ~egment of the multi
media presentation showing
America's strength and pride to the
accomp;mirncnt of God Bless
AmeriL'll.
State of Reality
Rick Grandinetti, VisionPianning
SaraYodice sings Amazing Grace as prctures of the World
Trade Center attacks flash in the background.
grams." If you can take a 1/2 trailer of hardwoods you
may be interested in the competition. But if you want to
keep your hardwood and softwood inventories full , without buying a trailer load, then call us.
S4S Oak
S4S Poplar
4/4" -16/4" Hardwoods
Custom Milling
Mouldings
E. Pine Selects/Com.
W. Pine Selects/Com.
Special Orders
Ours
.I
.I
.I
.I
I
.I
I
I
Competition
.I
.I
NO
NO
I
NO
NO
NO
LEONARD LUMBER COMPANY
OFFICE • YARD • WAREHOUSE • MILL
Durham, Connecticut
1-800-848-8338 • Fax: 1-860-349-1784 • www.leonardlumber.com
52
Ft:bruary/March 2002
OOO·OPERATOR
The Power of Value3
When you choose Reeb Millwork you get Value3•
By combining the benefits of the
best Selection of the greatest
Products and most reliable
Service the value we create
l'rndut h • •wlt't tiun • St<n kt'
grows exponentially.
THERMAITRU"
DOORS
The Value of our Great Products:
Great brands create comfort and peace~of~mind for the
buyer. Great brands compell buyers to purchase their
products because they meet or exceed the buyers' value~
threshold. The Bottom-Line: Reeb offers the preferred
brands of builders and comsumers.
M·A·STE·RM·A-RK•
•.,..~ cxx::JISfCJAMm:A'lflo.EtOJJU
Morgan·
The Value of our Impressive Selection:
Reeb's warehouse is an extension of yours and we are
commited to having the inventory necessary to assist
you in meeting the demanding needs of your customers.
The Bottom-Line: Reeb's depth and breadth of inventory
ensures reliable delivery enabling you to better service your
customers.
The Value of our Incomparable Service:
(IXDRrnAFT1
We define "Service Excellence" as gettin g th e customer
what they want, when they want it on every order every
time and providing value-based solutions that help
advance our customers' business objectives. The
Bottom-Line: Reeb has a vested interest in the success of
our customers and our level ofservice is critical to that success.
IWI o/U..Jl;LD.V.'t.l'o",..d>
Li:bCO
INT£RIOR DOORS
Choose Reeb And Experience The Power of Value3
~ LJ~mith
[}L
StaJrSystems
- -·
.
I
.'
- .. ..... \rood
.........
I
• ':"'
cell
,.
future Workforce Attends NRlA Show
in force
Talk to anv dealer in the Northeast about what his/her number one prohlem is and nine times out of ten d1e answer will be.
"T can't find enough employees." One of the rea~ons why dealers can't find employees is the fact that roung people are not
entering this indusll)' in the numbers they did in previom
F.xecurives under the leadership of Immediate Past President
David Gluck of Hancock Lumber Co., Casco, MF.. The purpose? A simple one-to sho'~ the younger generation all that
the indusuy has to offer and to demonstrate that it goes
berond, way beyond, hammers and nails.
inereen schools sent over 500 students to the sho\1, coupled with an additional 100 school representatives consisting
of teachers, guidance counselors and school administratOrs.
Add that to the
se,·en colleges
th:u participated
in the student
recruitment fair
and you've got
the groundwork
laid for a grass
root~, growing
the workforce
campaign!
How'dit Start?
As with any
grass roots campaign, activity
started with a
concept, "hich
led to a discussion, which led to
Students listen as a representative Irom Velux :alks about the company and the many opportunities available
Representatives tram BME talk to students about the educational programs available lor the bUIIdmg materials Industry
decades. In a survey that made the
rounds several months ago. young
people were asked to list their most
dc~irable professions. The buildjng
trades came in behind cowboy for
dead last.
In an effort to help members combat the employee crunch, :RLA
prc:sented for the first time in its
show's historv, a formalized student
program designed to promote the
industry to tomorrow's business leaders. Leading the way was the Higher
Education/Building Materials
lndustr}' Consortium, chaired by
Brad Campbell of Martin Millwork,
Springfield, ~lA, and the
. orrheasrern Young Lumber
54
FcbruaJ)/,\larch 1002
Q~O·OPEl~TOR
AIL IT ONCE.
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MAZE
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ATRO RITS92J
BERRY FAST 3000. 3500, 4100
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BOSTlTCH N90RHN. N95162.
N95RHN, KN85PP- 1
CA.\>JPBELL HAUS FELD NS2090
DUOFAST CN350B. CN350B-SH
&SNP83
EASY FAST SRN90 & SRN83
FASCO F5C-RIIN20-90 &
F6C RHN20 100
UALSTEAD HNS-24, HNS-32.
lfNS-39, IDI212 & RN90
HAUBOLD RN90 Pll
IULTI RHN9020
IDTACHT NR-83A & NR-90AC
HOLZ-ER 3546. 3544. 3540. 3542.
&3547
J'vlAKITA AN8300
MAX SN90
PASLOO E 5325SRII
PORTER CABLE FR350
S~NCO S '60 & SN65
STAN-TECH SDNll & SD ' IlB-I
15 Degree Coil Nails Designed
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BOSTJTCH N63CP
BOSTITCH N65CP
FASCO R45C
ffiTACHT NV65AH
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0 Degree Coil Nails Designed
to Fit the Following Nailers:
OUOFAS~
RCNI\On25ADJ
& RCN70
~--
~ailers with an adjustable depllrof drive
an: strongly recommended for applying
fiber cement SJding - to insure that the
nails are drhen nush with the siding. and
not ovcrdrivcn. Plca.-cconsull your loot
manufacrurer for details and availability
for ~pc:dlic modcb.
action. When asked at The 'RLA's
107m Show last February what the number one issue dealers and associates
wanted the Association to help with, the
resounding answer was "finding a work-
force." It was then that the Higher
Education Consortiwn began laying the
groundwork for its campaign tO bring
the industry and tomorrow's leaders
together.
Building
Materials
Education
TUm your employee assets into resources with education/
We specialize in online courses, workshops, and
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rfecl for a beginner. "
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We oHer specialized programs
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- Tom Davidson, online course slvdenl
Visit BME online:
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Courses and workshops
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BUILDING MATERIALS EDUCATION
15 MAPLE STREET
MILFORD, CT 06460
m: 203.882.0470
EMAIL: [email protected]
56
"""
Through an outreach effort, dealers
and associates were invited to sponsor
their local schools ro come to the show
and many dealers rose tO the occasion .
"We saw this as an opportunity to give
something back to the community," said
AI To nisi, Owner ofJackson Lun1bcr &
Millwork, Lawrence and Haverill, MA,
who ~ponsorecl three of the schools that
came to the show. "These kids need to
see the industry and all the opporruniries
we offer them. They need to know that
they can make an honest li,~ng, a good
living, by working fo r our community
based businesses that really make up the
core of America."
Echoing these commenrs was G. V.
Moore Lumber Co., who also sponsored
a school to come to the show. "It was a
great opportunity for tL~ to work with
our local school," said Wendy Bowers,
hun1an resources director for the Ayer,
MA based retailer. "Workforce is criticaJ
and we think it's great that the ~RLA is
taking the lead with this issue."
WhiJe most schools attending were
from Massachusetts, schools from New
llampshire also attended, as did one
school from Vermont. According to
Lang Durfee, vice president of Bethel
Miiis, Bethel, vr, who sponsored the
local Vocational School's Building Trades
Program to come to d1e show, "vVe saw
it as an opportunity tO promote our
industry. These kids will soon be entering the workforce. Hopefully now with a
better understanding of what we as a
group can offer them. Unfortunately,
there is sometimes a perception that the
independent dealer may have limited
offerings and limited relationships. After
a few hours at the ~""RLA Show, these
kids now know that is not the case and
that we are an indusoy of huge potential."
How'• it Work?
.Each group was given a guided tour of
the show floor \~ith stops at 21 participating exhibitor booths. Vendors were
more than happy to tell their side of the
February/March 2002
000-0PElltTOR
Atrium Doors
built to last
f,
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rest assured your Arrium Door will provide ye:us of beaury :md long l~ting durability. Atrium Doors are designed with extruded
aluminum clad exteriors to provide ongoing weather resistance and low maintenance. In addirion m a
thermally efficient sill system, Atrium Doors also come with an adjustable nail fin , allowing you to keep
installation cost effective. Call 1-800-935-2000 for your nearest Arrium Door distributOr or visit our
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TH AN K
YO U
FOR V I SIT I NG
US
AT
THF.
NRLA
CONVENTION.
Atrium Doors - built to be beautiful> beautifully built
Hundreds of students !itt the
amphitheater to hear industry members highlight the 1mportance of
school and the many opportunities
that are available in the industry.
story, as each of them helped the srudents learn about the different roles each
c.:ompany plays in the indllSrry, how
products are manufactured and disoibuted, the many different careers available
in the industry and how students can
enter the ind~stry and form a career path
that leads them to success.
Joe Burgoyne, owner of Ideal
Concrete Block Company, one of the
fcarored srops on the tour, spoke with
enthusiasm when he said. "I think this is
a great opportunity to educate our furore
workforce. If I can inreresr one kid, it's
worth it."
Paul Dean from CCI-Triad, one of the
favorite technology tops on the tour,
echoed Burgoyne's comments. "School
to work is the furore. It's great tlut the
NRLA is doing this. This is tl1e first
time that the association has ever done
this, and I think it's a great way to not
only educ.-ate our future workforce, but
our furore customers as well."
6,B4i!
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The tour guides were just
as enthusiastic and embraced
the concept of working with
the schools and showcasing
the indusoy. "l'LI admit, 1was
hesitant at first, but once I got
going and saw that the kids
were really interested in what
we had to show them, I reaiJy
enjoyed it. I would do it again without
hesitation," said Mike Shea, l3elletete'~
Inc., Jaffrey, rr-I. Other tour guides felt
the same and in all, more than 30 industry representatives stepped up to the
challenge of touring the schools through
the show Aoor. A unique volunteer
opportunity that presented the industry
as itS finest, each of the tour guides had a
chance to interact with the students and
rcll a litde bit about his/her personal
journey through the industry. "l starred
where you are," said Brian Rivenburgh
of Rowley Building Products,
Middletown, NY. "\!Vhen Tgot out of
school, I wasn't sure what I wanted to
do. I went to work for a contractor, then
had the chance to go to work for a retailer. I started in the yard and worked my
way up. Touay I'm an owner in my company, and I love what I do everyda}'·"
Rivenburgh's message hit home, as one
of the srudents in his group said "Thats
what I want ro do. l want to own my
own company." Rivenburgh's response?
ult's possible ... it happened for me. It can
happen for you. Tf you have the right
attitude and you work hard, this industry
can make great tl1ings happen for you, as
iL did Ill C."
Hammers and Nails...and aWhole lot
More
""What we wanted to do," said Brad
Campbell, Chair of the Higher
Education Consortium, "was show the
indusoy at irs best. educate our furore
leaders on the truly important role we
play in the country's economy, and show
them that there are options ... whether
their interest is hecoming a carpenter or
a CEO. The great thing is that we have a
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Bureau staff answer thousands of cedar product questions each year, give educational
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FAX: 604-820-0266
[email protected]
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Ask for cedar. Demand the Certi-label~
Buan Hoiem, NRLA regional director. expla1ns to students the w1de variety of educational prO!JramS ava 1ableto hem n the build1ng materia industry
good mixture of schools here-we have \OCational schools as
well as academic schools and both of lhc~c groups are important in developing our future workforce."
i\nd more than hammers aml nails is what the schools saw~
During a visit to the Boise Cascade booth, srudents heard
about d1c benefits oflrex Decking, hut al~o learned what a
whobale distributor does and what kinds of employmcm
opporruniries exist in that realm of the indusuy.
Though an unscheduled tour stop, John Lentine of Rex
Lumher, wa~ thrilled to sec the kids. "It used to Le that
wooclwnrking was somclhing the 'dumb' kius did. But it's not
rh:1r way now at all. The people that usc the machines in our
faci lities make $20-25 dollars an hour-that's not dummy
work. The key to ~ucceed.ing in this industry is wanting to
work."
Dave Syhia, architectural product~ di' ision manager for
.:-.JA..\lCO, couldn't wait to talk to the stud en~ \\ ho stoppeu
at his hooth during the tour. N1'\J\1CO is full of votecb graduates inclnding Dave himself, two od1cr supervisors, and his
lead estimatOr, so he knows the importance of getting these
kids interested. He told the students about NAMCO and
what it offer~ including educational assistance and tours of
the company faciliry. He told the kicl<;, ">•ou 're at the point in
your life where you need ro pick something to focus on."
Betting that these kids will focus on them, NAMCO ha a
co op program with Dimon Regional Technical High School
in Fall River, \1A. "It was real important for us tO estabhsh a
relation~hip with this school, said Deb Duff, human resource
director of ·AMcO. "These kids are our future. lf we can
show them now that we're interesteo in them and we want ro
60
work with them. we're one ~tep ahead when it comes time
for these kids to graduate."
It seem~ that making the connection to the future will be
an easy one for these kids, as they toured the show floor with
eyes wide open. "The sJ..:ylights were cool," said one young
man when asked about his favorite booth. '·1 want to have
my own carpentry business." ~aid another when questioned
ahout joining the industry. The ~chool chaperones were just
ac; excited :~c;\he c;tudenn;. F.d Tlutchinson, chaperone with
the group from Lynn Vocational admitted he had no idea
that formal higher education programs specific to the industry existed. "I'm new to lhe school and this is mr first field
trip, but it is great for the kids to have this exposure. 1 never
knew these colleges had
actual two and four year
degree program) foclbing
on the lumber and building material indu!ttry."
lligher education was
indeed another focus of
the recruitment effort,
~ince there are many educ:~riona l opportunities
available for those pursuing a career in this indu~­
try. Students had the
opportunity to talk to colleges from around lhe
n:gion on what program~
they offer for the industry.
Colleges participating with
displays included Holyoke
Community College,
Students arrive beanng
gitts - duck boxes they
bUilt to be donated to
the Massachusetts
Department of
EnVIrcrmen:al
Conservation.
Cniversity of
Massachuscus at
Amherst, Mt.
v\Tachusett
Community
College, SUNY
Syracuse,
Hudson Valley
Communiry
College and
New Hampshin.:
Technical
Institute.
Complimentary
di~play space is
made available
to any higher
education institution offering an industry or business curriculum. School representatives arc also provided \\ ith complimcntal) adnuttancc to the show, and teachers, administrators and l>tudcn~ are encouraged to attend, and ~
members are imited to take note! "Intern and co-op programs are important in helping husinesses find <>killed workere;. Talk ahout a way to solve the emplopnent problem participate in a co-op program for a semester, and you'll be
able to try out a potential employee with no risk before you
hire them!" said Terri Howard, Dean of Cooperative
Education and Career Services at Holyoke Community
College.
And what of the opportunity for the colleges to talk to
500+ potential students? "This is great," said Ken Hanson of
.\1t. Wachusett Community College. "We've spoken to a lot
of smciems over the past couple of days, given out a lot of
literature, and had the chance to really show what our curriculum is all about. If even a few of J1ese kids enter our
program in the fall, it's well worth it."
Aid ••at a•o•t "ose Dl~k Baxes?
To get the c;ruclents involved and thinking before they attended the '\TRL\ Show, thcr were encouraged to make wooden
duck bo'<cs. The l\lassachusetts Dep-artment of Environmental
Conservation takes donations of specially made boxes to help
mcrcase the Wood Duel population in Massachusetts. Seeing a
great opporturuty to tic the students, the industry and the environment together, students were invited to build duck boxes
and bring them to the show. They rook the challenge to heart
and arrived with 172 boxes! Chair of the I ligher
Education/Building Material~ lndu~try Consortium Brad
Campbell couldn't helieve the quality of the boxes. He told the
student~, "what an awe~orne job on the duck boxes. I'm buying
two of them to rent out as condominiums." Gary Zima, a representative of the Massachusetts Department of Fish &
~0-0PERATOR
Fehn1ary/March 2002
One olthe more elaborate duck boxes complete with ashingled roof and
decorated Iron!
\\ ildlifc, had only a few short words to say when told of the
number of boxes the) would recei\·e "Thank you so much! 1
can't tell }OU hO\\ much we appreciate the effortS of the NRLA
and these l!tudents.''
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61
Rita Ferris. NRLA director of legislative and regulatory affairs, explains how lhe NRLA helps building matenal dealers
during a student tour stop at the NRLA booth.
The duck boxes served more
than one purpose at T he NR.LA
Sho,,, as many attendees stopped
to take a look at the craftsmanship
of the sn1dents, and asked "what's
with the duck boxes?" Another
great opportunity w tic the industry and the environment together,
the story of 1..he duck boxes was
1.0ld LO all that inquired and we had
a chance to show that this industry
really is committed to the environment.
And that's not all!
At the end of their tours, all the
students gathered together in the
amphitheater tO hear final
thoughts from a panel of industry
members. All of the panel member~ encouraged students to use
the information they heard and
take advantage of the many opportunities that are out there.
Dr. Terri Howard, Holyoke Community College, told the
student!> that she gets calls from employers all the time looking for students from her programs. "J don't have enough
students to keep up with the employers' demands."
"I was not even remotely interested in this industry, said
panelist Matt Bruce, Edwin L. Morse Company, who told of
his journey back to the industry where he is currently a 27 year
old Vice President of his company, 1st Vice President of the
'\lortheastern Young Lumber F.xecntives, 2nrl Vice President of
the Mas~achtt~etts Retail Lumber Dealers Association, and a
hoard memher of the Higher Education Consortium. A fam ily
owned business, Matt recalled his father's phone call that
brought him back to the company and a bright fun1rc that he
calls ''ouc of the best things I've ever done."
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62
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February/March 2002
Qt0-0PER4TOR
"Thi~ d:~y io; :~bout rou,'' said p:~nclist BiU Evasick, B~t:E.
"'You arc the funrrc :~nd •vou ha\·e cven"'thina
"}
0 .\'OU need riaht
0
in front of you. \ \'c ha"e the tools a\ aibble ro help you
define }our path, and thi:. rnduMry i:. n:ady to embrace
everything that you\ e got to offer."
The srudcm component of The 'RLA ShO\v was a huge
success for all parties involved. Smdents and the lumher and
building material industt') were introduced and Ule beginning of a lasting partnership began. T he industry took the
lir·st of m:llly steps to ensure its future success by growing
the workforce - om: stutlenL at a time!
"\Vhat do we; do now?" was,, question presented to
f\: RLA President j im Ayotte, when speaking of the success
of this program and the steps that would be necessary to
carry it forward. Ayortte'~ re~ponse? '·We're readr to start
work on next year'~ -;how, and \~e hope to c;ee I 000 if not
more kid<; in 2003. Thic; \\:IS only the beginni1lg, and we're
not topprng here. \\·c arc bclund our members 150 percent
and we're t·ommitted to grO\\ ing the future workforce. it's
just that ~imple."
•Jt IS tbf hty ofJlllllh to lrifg ItS frrsh pvilm to bt#r till S«iiiJ
Jll'flt/fll· FMb gmn'lltitm ofyoag peop/t sbouJd bt to tbt 'll1tlrld liltt
II wst rrtmJt fom to II timJ """J• Tbty sbouJd lift tbt 7WriJfor7Dm/. TINit IS 'I&M tbt, 11rrftw." -Charlotte Perkins Gilman
\ \'c would like to thank all tllose tllat helped make the smdem program at The. RLMs LOS , Show a success.
pro~lln
that this year pre~ented Wayne Oles of Philmont,
to usc at SL ~y Cobleskill.
\\'care lool.:inj{ forward to our 200.? ;o.."{LE C\ents beginning with tht• Spring Leadersrup Conference April 4-5 in
Coopemm\ n, 1\:Y. The conference will feature three indu~­
try-reno\\ ned speakers. Grrg Rmnks of rhe Building Supply
Channd speaking on "Consolidation, Integration and
'technology in the Building Products Indusrry"; Ken
\Vilhanks speakinj{ on "The Big Box Ex-plosion is not Yet
On•r"; :mel Barry Elms spt!aking- on the '"Art of
Negotiations"'. There will also l>t! time for a ~-uidcd tour of
the Baschallllall of Fame.
\ brl your c-.1lcndar-; now for our annual Timbt!r Tour,
St!ptcmber 24-29, returning to \"ancom·er. This one: will sdl
out quick!} so don't miss out.
On a personal final note as my tcnn ends, there are manr
people I would like ru thank. 11lanl.: you to all of the :\11.E
Board of Directors tor parricipatinlC. Thank }OU to all the
'"RLr\ member retailers who h;wc: supported us throughout
the years. Thank you to all of our sponsors. Thank you to
~RL \staff members who have helped us and thank you to
my emplo)Cr, Hanl·ock Lumber, for allowing me the time
to sene. It has been a great pri\ilege and an honor for me.
And rt's been fun!
Dai.tid Glutk is thr Oprratium· Ma,agr1· and Assistant ri.·t
Pn:sidmt jor HtmctKk Lumbrr Cu. in Huol:srtt, .VH
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'
63
Building Winning Teams
Coach Grandinetti :~nd his assistants were fired up. "rt's not
·what you l e:~rn, it's who you learn it with," scmed Coach
Grandinetti. Usually, when Rick Grandinetti does a seminar,
Team members work together on an exercise curing this lively preseniatron
di,~d\!d imo teams and given the assignment of making
some ground rules and naming the team. After a few minutes, the reams listed some of their company mles: everyone's opinion is respeCLed ...everyone participates ... support one another.... have open communication. Team
names included A-Team, Go-Getters and Big Sticks.
Coach Grandinetti encouraged the teams to work
together. "People who have ideas are a dime a dozen.
People who implement ideas are priceless." The key ro
success when working with a team is to remember that
everyone has different perspectives and issues. To illu ~­
trate that point, team members received a short story
Several teams use their teamwork skills to have a race using only rope and 2 x 4's.
he dresses in a suit and tie. Bur this presentation was a little different. 'l'his was about teamwork and building a winning ream
-so Rick and his "ream" dressed the pan in matching shirts,
pams and baseball hats.
Tn keeping with the coaching analogy, he asked audience members why they thought the New England Patriots did better after
Drew Rledsoe got hurt. "Because, when Bledsoe was playing, he
was THE man .... the team knew he was good and they counted on
him. But when Tom Brady stepped in, the team knew he needed
their help and they rallied around him."
Rick's philosophy is that there is no such thing as a self-made
man or woman. It's the team around that person that lets
him/her be successful. Using that premise, participants were
64
Fchruary/March 2002
QC~·~PER~TOR
with SC\CrJI chJr.u:tcr:. and \\Crc told to, indi\iduaJiy and d1cn
by team, rank the characters in the story from most ro least despicable. ! here were many different answers based on personal
beliefs and morals.
Company culmre can make or hreak your company. "Tf you
want to change )'Our company culn1re, you can't be too close to
the problem. To change culture you can't be cOJmcctcd emotionally, politicall} or flnanciaU) ."
"What's the number one motivator for empiO}'ees ....recognition and praise. A~k your employees what de-motivates them
and then do the opposite."
Will the Real Cousin Hack Please Stand Up
\\h)'s help~ you help your remodeler cusromer..."
Ilc ga\C dealers \\aye; to help their remodeler customer..
and become !J<trtncr... Top of the list - train your people.
",\ lany may \ ic\\ trainlllg as an expense. It's not. It truly is a
\\-i~e buc;iness investment."
Sell options most manuF.tcturcrs offer a variety of
options for their \\indows- why? "It's imponant for a dealer
to know and sell options because it posjtions }'OU as a valuable resource."
Don't Forget Professional Remodelers- it's estimated that
Americans spend $180 billion on remodeling projects per
year. "Rcmodclcrs in your area may rcpresenr an unrapped
market and you need to pro'c to them that there is a real
di ffcrence hw' een price and cost."
Determine what they want - how? "Get invoh ed in networking at your local Remodclcrs'
Council, hold a facilitated focu~ group
and ask them. clo some leg work at
remodeling job site.<> and keep rour eyes
open for oppornmities."
Demographics RouletteWhat Will You Get
Shawn McCadden (standing) leads aroundtable discussion helping dealers discover the lruths aboutthe1r
remodelcr cuslomers
\\ hy aren't more young people coming
into the building materia] industry? That's
the million dollar question and to help
develop some answers, members of the
ortheastern Young Lumber Execs
offered their experiences as a view into the
yomtgcr generation of employees.
Moderator Dave Gluck, H ancock
Moderator Dave Gluck. Hancock Lumber Co •
Sha\\ n ~ fcCadden ill a ~ARI certi fied remodd- Hooi<Selt, NH speaks to attendees about U1e 1mporta'lce of bnnging young people into lhe .ndustry
er and co-founder of the Design Bujld institute in
Burlington, MA His question to the au<lience
members .... '·l)o you know your customers? Do
yon know why cu~tomers are going to buy from
yon?''
Shawn believes that the dealers' greatest
strength i the ouLc;idc ~ale rep. "It's about relatwn~hlp'>- relation hip forged on hard-earned
trust that diffcrcnll~tlc!> }UU from t1te btg box."
Ask Quc!>tJOn!>- "\\ben your cul>tomer says the
delivery hal> robe there on the 27th. Ask wh}'how important is it that the materials are there on
that day do \\ c have any leeway. The answer
may surprise you. Maybe it's not crucial bur
maybe it is. Askjng questions and finding our the
65
Territory Management:
It's All About Time
Lumber Co, Casco, ME: "I had been working in the financial
services industry but was looking for a solid company wilh a
good culture. I started as a manager trainee but started at tht:
bottom and worked in the yard, as a tracker and insjde sales."
With the labor force tight, business booming and sales
Matt Bruce, Edwin L. Morse Co., Wareham, 1\1A: "I've
m::~nagers feeling the crunch of proper terri lOry managebeen in the industry since Tcould walk but it is rough to hreak
ment, Brad Campbell provided a different look at territory
rhe harrier with younger people. The industry's image is the
management dmiug The NRLA's 108 111 Show.
biggest problem. Most young people think about the yard work
"How do you defint: your territory?" was Campbell's
and you need to let them know about the other opportunities."
opening question to the 45 people who participated in thls
Margaret Price, Ridgefield Supply, Ridgefield, CT: "I've
educational session. He then provided a new way of looking
been involved in the industry all my life. T'm the 3rd generation
at a territory when it became clear that territory manageand it can be tough working with family. Since many young
ment is about more than managing a sales force or properly
people do start in the
yard, you have to invest
in them. l3ring them to
the NRLA Show and
show them the entire
industry."
Adrian Baker, A.W.
Hastings, Enfield,
CT: "Young people are
interested in benefits
and not just the rypical
things. Offer things
other compailles don'L
Things like Acx time,
health club membership and a clothing
allowance. l;se technology to t:ase the job Brad Campbell, Martin Millwork. Springfield, MA speaks to a standingroom only crowd dunng his presentation on territory managemenl.
function. Hold annual
reviews and make them consistent."
alloc<lting time. "Find the time to provide valuable feedback
Ron Coons, CBMS, Williams Lumber and Home
to your employees. Ask them what they think. Seek their
Cen ters, Rhinebeck, NY: "I've bccn in the industry for 13
ideas. You'll be surprised at what you find."
years and held almost every position "~thin the company.
He then continued by emphasizing the importance of
Continuing education is a very valuable benefit. l\~A has
communitv involvement and how this can contribute to tl1t:
great educational opportunitics like the CB.MS program. Tt
success of your company. Going even further, he encouraged
provides employees \vith knowledge and confidence.
auruence members to use the SWOT (strengths, weaknesses,
Brian White, Russin Lumber Corp, Montgomery, NY:
opportunities, threats) process when evaluating their cus"It's important for dealers to work with the schools. Getting
tomers as well as their own company. His final thought
kids interested in this industry is key to solving the workforce
about territory management -"persistency and consisrency"
issue. We don't do a good joh of marketing our industry to our
are important to managing a territory and keeping your cu~­
future employees. The hig hoxes are in there recrwting lcids.
tomers permanent.
\Ve have such a good story to tell but we need to do a better
job of selling ourselves. Host a trip to yom business for your
local school, visit the classroom as a guest lecmrer or bring a
group of kids to the NRLA Show. There are many ways we can
work better with our schools and this weekend is a start of that
Mike Butts started his filled to capacity presentation by
process."
saying, "You don't have to give it away!" "Wouldn't you like
Skills Drills for Professionals-Selling
Value, Not Price
to lmow who the first person was who gave a contractor a
66
Febn1aryt.~arch 1001 Qm-OPERATOR
ALLiEDI4
AMERICAN
I N S U RA N C E
Corporate Headquarters
233 West Central St.
Natick, MA 01760
800-333-7234
www. alliedamerican. com
TH E LEAD I NG AGENT FOR THE ASSOC I ATIONENDORSED INSURANCE PROGRAM
{ UNDERWRITTEN BY ACADIA INSURANCE)
discount?" But Mike reminds dealers that good service supSome statistics worth thinking about- in the retail industry
ports higher prices which equals higher margins. "If you can
only 10 percent of pt!ople buy strictly on price. Sixty-five
deliver on your
service promise
consistently, you
can win on margins." In a survey
done by ational
Home Center
r ews, only 51
percent of homebu ilders were satisfied with their
suppliers' on time
delivery. You all
know the story. A
builder has his
framing crew on
site ready to work
and your u·uck is
two hours late.
"That means that
Mike Butts. Mich1gan lumber Dealers AssociatiOn, related his yt>.ars of experience In sales to help dealers sell their value. not price.
the framing crew
won't fini sh on
time and the plumbing sub won't wait so he'll move on to
percent buy on a combination of value and price and the
another joh and the backup just gets longer and longer. \Vho
other 25 percent buy strictly on value.
do }'Oil think the builder sees as causing all of the problems
The key to selling to your contractor customers- find out
and costing him money? You - the de:1ler."
what is valuable to them and then provide it. Offer a variety
It's all about service. "The tlrst person who has to buy the
of services llnd keep the lines of communication opcn--aJd
service you are selling is your salesforce. lf they don't believe
vlllue to the equation.
in it, they will never sell it to the contractor."
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OSHA and Installed Sales: Beware the
Dark Side
Gregg Speed is the Corporate Safety (;eneral Manager for
1-Lmcock Lumber Co., Casco, ME. But if you ask him what be
really docs, he replies, "1 am the Corporate Safety Cl1ecrlcadcr.
There are about 450 people who work at Hancock Lumber and
it is my job to see that everyone goes home safely at the end of
each day."
Discussing
OSIL~ at 7:30 in
the morning can
seem like a dauming task, even
Gregg thought
so. Tn fact, he
couldn't believe
that 1\RLA asked
him ro do this
presentationuntil he thought
Gregg Speed, Hancock
Lumber co, Casco, ME
showed breaklast
attendees his props lor
thepresentation Oarth Vader and Obi
Wan Kanobe dolls and
about it. "lt"s Friday morning, very early and they asked me ro
speak ahour OSHA .... oh T get ir, T'm the only yahoo who said
yes! T accept the challenge."
\i\11l<H's different about installed sales? There arc many things
accordi11g to Gregg, bUl the most importa11t aspect is the
OSHA regulations dm come into play once you enter the
realm or installed sales. "In your retail yard, }'OUf business falls
under the 1910 OSHA Standard for 'general industry.' Once
you begin any installed sales, you move to the 1926 OSITA
Standard for 'construction'.
Gregg shared some of what Hancock Lumber Co. does with
irs installed sales program. Hancock installs insulation, windows, vinyl siding, noor coverings, kitchens, bathrooms and
wall panels. For some projet:ts they use Hancock employees and
for others they have sub contractors. T hat, Gregg s:tys, is the
key. "Even though those aren't Hancoc.:k employees working in
that home, they are Hancock representatives and we have very
specific rules of behavior."
\Vhy ~hould you do installed sale,;;? Greg listed the fo llowing
reasons: you can add value to your sales, increase sales volume
and margins, help dose the deal and today's customer demand~
it As proof, he offered this statistic. "In the first year that
Hancock Lwuber installed insulation, we sold nine times more
than t11e previous year. And if we didn't offer kitchen installation, we would lose 50 percent of our volume."
Safety Issues
By adding installed sales, you also add additional safety issues.
"Safety costs ... but compare that cost to how much an accident
costs," explains Gregg. "'!raining is the key. Periodically inspect
your job sites and make sure your
employees (or subs) know first aid and
CPR. Develop a subcontractor training
course and speak in plain language so
everyone understands it."
Wait Until You're Dead
Before You Die
Audience members listen as Gregg encouraged them to make safety apriority when doing installed sales.
70
On a lighter note - attendees at Mike
McKinley's luncheon were treated to
humorous observations. .Mike has a long
history in the business world starting his
own g-arbage collection business in high
st:hool. "L didn't have too many dares in
high school, but l had money.... then I
had dates. Although, after hauling
garbage in July, I realized I wanted to be
in management.''
Fchruary!t\larch 1001
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Audience members enjoy
a good laugh during
Mike McKinley's presentation.
i\'l.ike's presentation was fi lled with
humor but it also had an important
message. He received a tenninal cancer
diagnosis at the age of 37 and was
given six months to live. "!learned Lhe
hard way that you have to get as much
out of the day as you can- that's all
Lhere is. It shouldn't rake a cancer diagnosb for you to learn." 1\tl.ike encouraged people not to live by the "soon
as" philosophy. "Soon as the kids go to
college, we'U ....Soon as it slows down,
1'11. ....
"I'm glad to see so many of you here
at the NRLA Show. T lus association
has a history of 108 years of giving
back to its members. You come to the
show to see friends, to get away for a
few davs, to talk to someone who is
worse ~ff than you. You need to ask
yourself, 'Are you any hetrer in 2002
than you were in 200 I? Arc yot•r people any beuer?' My Dad used to say,
evetyone needs a pal on Lhc
back .... sometimes it's just lower and
harder."
People are
important to your
bt1siness and your
people pay attention to your attitude - even more
than you think
they do. [ le asked the audience, "How
many of you have someone working for
you right now thar shouldn't be?" Mike
related the stoty of the rime he fired an
employee. "I knew for a while that I
had to fire my Vice President of Sales
but it took m~ awhile to get around lO
it. 1 finally did it. Next thing I knew,
mv manufacturing supervisor came into
m~ oHice. I [e's the quiet type, does his
joh but doesn't say much - he's the
type of employee yon \\~Sh you had I00
of. Anyway, he comes into my office,
shuts the door and walks up to my
desk. He puts his hands on my desk,
leans over and says, 'What the hell
took you so long!'"
At Pollard Windows,
we\•e been designmg
and bu1lding wmdows and doors
for over 50 years. Our Libeny
Collecuon is a full line of vinyl
clad wood windows thai
combine a dumhlc low
maintenance c>acrior with
1he character and natural
beauty of a solid oak,
pine or maple mtenor.
lmroduce your customers
to the u berty Collection
and begin your own pursuit
of the best things in life.
Mikeposes for a photo and then quickly took his
own picture of NRI A photographer Bob Kosowicz.
72
Fehnt3ry/,\brch 2002
g{;ij-OJJERATOR
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..
Ill
Some other observations from Mike McKinley.....
" I t'~ a changing world, we've all had to make some adjustments. Before 9/ II, people thought of terror as a rwo-year-old
on sugar.''
•·r,c had people tcllrnt that thty don't want to train their
cmplo} ccs bec-JU)t: the} 'II go !>omcwhere else. That makes sen c
to me, let'!> keep them !>tupid and here with us. Our customers
deserve the best."
"Change is streo;sful hecause it affects our habits. Try going to
bed first and get in on the wrong side. Get home fir!>t and park
your car in the orher side of the garage see how long it takes fo r
someone to back into it."
"Keep humor as your constant companion."
Facts Figures and Forecasts....What
Does the Future Hold
Dr. Kennit Baker didn't arrive tor his presentation with a
cry!>tal ball or tarot cards. Unfortunately, forecasting the future
of the remodeling market is a science all unto its own, but Dr.
Baker did provide attendees with some facts and trends that
could help retailers predict wh:n might happen in their markets.
The joint Center for Housing Studies has developed the
Remodeling Activity Indic:1tor (RAJ). As an indicator, the RAI is
an annual figure rclea!>ed quarterly that is derived from four
component!>: manufacturers' shipments of floor and wall tile
product!>; retail sales at building materials and supply stores:
sales of existing one-family homes; and the bank prime loan
rate. Prior to the RAI, measurement of these homeowner
expendin.1reo; was limired to the Commerce Deparonent'!> quarterly Expenditures for Residential Improvements and Repairs.
In January, the RAJ did drop and reflects the sJowing economy
and reduced consumer spending.
Dr. B:~ker offered other indicators on where money is being
spcm on remodeling. What motivates changes to a home?
According to Dr. Baker, turnover and changes in family si7.e.
'·The age of the home and how many times it turns over is
directly related to the amount of money spent on remodeling.
On one hand, 20-30 year old homes turn over more often and
don't need as much remodeling. When homes that are over 50
years old rum over they generally require much more remodel-
ing. But it al)o
depends on the rate
of rum over. If a
house only rums
over once in 25-30
rears, the remodeling com wtll be
higher bec-ause that
dmt penod h1l) the
dfecdvt! lift! !.pan of
man}' home !>)'!.teuu.
such as roofing, siding and hvac.
That rime period
when home sy~rem~
start to fail can also
trigger di~crctionary
~pendin g. "The four
most expensive
words in remodeling
are '\Vhile we're at
it,'~ explained Dr.
naker. "Tf they have
m put on siding to
maintain t.he integrity of the house,
Or. Kern1it Baker shares his views on the remodeling
other proJt!Cts IIIJ}'
market wlhNRLA Show altertdees
also occur. The
owners mar decide
~ince they are ~iding the house they might as well add a bay
window."
Or. R:~ker concluded with hi~ predictions of what is to come
in the remodeling market. "Remodeling in the NortheaSt and
Midw<:!>t will remain strong, but there will be huge increases in
the sunbclt metro ;lreas. Those :1rcas Lhat were part of the housing boom in the 1970!> will ;til need updating to maintain the
homes. ln Houston alone, 38 percent. or the homes built in the
metro area were built in th~: 1970s. Th:n's a lot of houses that.
will need major renovation."
Dr. Bnker offered the Joint Center's website as a resource. Go to
www.jchs.hatvard.edu for updates on the market's activity.
W.B. Lambot Lumber & Supply Company, Inc.
6 Railroad Street • PO Box 202 • Pomfret Center, CT 06259
800·522-7597 • Fax 860-928-1359
[email protected] • lambotlumber.com
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74
Fcl!ruary/March 2002
OOO·OPEit~TOR
~ : ~ 1j
FEED
(ertilied Building Materials Specialist
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Each year, the Industry
A\~ard~ Luncheon is an
opportunity to show off
the building material
industry's best and brightest the people "ho go
above and beyond and
who make t11is industry
what it is.
Certified Building
Materials Specialist
(CB ~ lS) graduates were
honored for their completion of IRLA's industry certification progn1m.
Ther join an elite group
of over 50 graduates in
the nation.
CBMS Graduates were honored at the luncheon Those present included (L to R) Trace Kohl Curl1s Lumber Co.. Tom Nichols, Curtis
Lumber Co , Bill Foley. Builder's Cho1ce. Jnn We1nreich Arnold Lumber Co . Brian louse Curt1s Lumber Co., Tim Branstetter. Bethel
Mills, Scott Simonds, Curtis Lumber Co, John Seale. Curt1s Lumber Co.
Lumber Person~ of the
Year were abo honored
at the luncheon. The 13
state and local associations that make up the
Northeastern Retail
Lumher Association
select one of their retail
members as Lumber
Person of the Year. This
great honor is r~crvcd
for someone who has
made significant contributions to the industry.
!JfJJ1:B &!;r1rflYrq ~ fli/Q!iJ1lJiJJ)
distributors o[ji11e wood producrs
Brookfield, ConnectiCUt
An excellent source of soft textured, high quality Finger Jomt and Solid Baltic Pine mouldings. millwork Baltic Birch Plywood and lumber products from
vanous other spec1es. call Baltic Lumber &Mould1ng Company or Brookfield CT
Available products
include:
Mouldmgs
Millwork products
Boards
Edge Glued Panels
Dimensional lumber
76
Plywood
Hardboard
Particle board
Doors
Windows
Araflable species are:
Baltic p1ne
Spruce
Larch
Birch
Fir
For further information. or to request a quotation,
please contact Rinat Khissiamov or Brian
Lasenyik at toll free number 1-866-740-7600. by
fax 1-203-740-1777 or by e-mail:
[email protected]
l'ebruar}!.\tarch 2002
~ij-OPE~~TOR
After being introduced by lmda Nussbaum. M1ke
Fntz. as~ed her to stay at the pod1um and presented
L,nda l'•ith a replacement1995lumber Person of
the Year plaque wh1ch had been lost in the fire at
Kleetlumber Co last year
Each Lumber Perc;on of the Year
(LPOTY) ic; elected by hi:Jher :,tate
and IO<.~al association board of directors
and honored at individual annual
meetings. They are honored as a
group during the ' RLA Show before
their peers from acrose; the 'ortheac;t.
(See LPOTY phoroc; on p. 79)
Attendees at the Tndustq Awards
Luncheon had the pleasure of hearing
from J. RL~ own Mike Fritz, Rugg
Lumber, Greenfield, MA. Mike b
serving as Chainnan of the National
Lumber and Building J'v1aterial Dealers
Association ().ILB,\lDA) and is c;pending the year traveling around the
counrry ,;siring all the federated associations that comprise ;..n.B.\IDA.
:\like took time to gi' c credit to
friends who helped him along tht: w.1y
and mentored him. "I han: had the
prh·ilege of knowing and working with
some of the greatest people in the
industry. ome are still with us and
some arc not, but they all contributed
ro my being here roday. People like
Earl Carpenter, 13ob Curtis, Frank
Blair, David I Iancock, joe Cusack,
Merrill Becker and so many more that
TcaJl'l list here today."
"This industry is phe nom~:na l
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77
Mike fritz 11nored by
MRliA
beC:lusc it has so many family
businesses. That fact contributes to this great association we have. ln fact, we have
the !Jest association in the
counrry. Of course, Tdon't tell
that to the other federated
associ:u ionc; when I am :,peaking at thct r conventions.''
Fritt \\ cnt on to encourage
people to volunteer. He ca lled
volunteerism part of the social
tradition of the country and
added that there are so many
opporrunities to make a contribution to your national
a soctatioo, your regionJI
association, your statt: and
local assoctation and of course,
rour com mu ni~··
Mile Fritz wa-; also honon:d L; the
\ bss.lchusetts Retail Lumber Ocall!rs
<\~o;oc:tation during the NRL:\ Show. At a
dinner in his honor, Mike WilS treated to a
little roasting, mostly ~hout hi~ ~olf game
or lack thereof, and a lot of pr•lise. Joe
Cusack. Boston Ceclar ancl \lilhlllrl. ,\mn,
.\l.\, Gary Donnelly. prc.,ident. '\LB\10 \
and '\RL.\ President jim \}Ollc Jll \poke
highly of \like and all he ltJs c:onuiuuted
to the indusll). The highlight of the
j . ~- '
~. :
. ,.;"
Joe Cusac master cf ceremon es gave M1'«! Fritz a 'lard
lirrle dur ng his opemng remarks
., . .
I
' .....
. ·' ! . .
...
' ~
.
I
fell .I
.
.tl
I
eH'ning " ~' the presenurion of~
\'l'ry ~Jx>ci~l gift to '\ Tikc-;t mounted ~hdl from the USS
Con~titution ..\ tile is a \ 'ictnam
vetcr.m and the paoiotic gift
mc-Jnt J great deal to him.
MRI OA Pres dW Jay TorriSI, Jackson
l u'11001 &Mllf.~ork. ta...mnce, MA prese~led M1ke wrh a p•oc amalion n rcr.og
ntl on of hiS v.crk mlhe industry
Established 1985
SpecialiZing in the sales, installation and
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- Serving New England and New York
- Centrally located in Hopedale, MA
- Call us at (508) 473-0041
- or visit us on the web at www.dcbates.com
78
Fchruary/.\1arch 2001
oc~-~PEUTOR
~0-0PERATOR
February/ \ larch 2002
79
Jhe NHlA waul• like to thank the
following spoasors for their support
af t•e NHLA Show.
floral Arraagements-Bioollil Exhi~ils
Bloomin' Exhibits
Barrington, Rl
Baston Tea Party-Ideal Concrete
Laoyar•s-Coastal Forest Prodlcts
~ ldiil"
Opening Sessioa-Georgia-Pa~ific
. . Georgia.Pacific
Park Beac•es-Nort~eastera Yoang
Lumter IIBCilileS
COASTAL
FOREST PRODUCTS
coat Roam-Russia Lu11ber Corp.
Northeastern Young Lumber Execs
literature Bats-Bun•er Marts of
A11er1ca &Star Markeliag In~.
Cyberlsland-Capitol Markellagcoacepts
BM~
CAPITftL
A TOTAL AUDIO VISUAL SERVICE
~~~ tZ::t~:
,..,....,._,.,......w+l-.:..
MARKETI NG
~~
Sea port Hotel
INc.
""".>lllrmk.ts:.com
Registration Pens-Lafarge Gypsu11
Luacbeoa-Vilale Caturano 1
COII.30J P.C.
L LAFARGE
He~y~le
A BREATH OF FRESH AIR
Exhibitor services MaRualsJhe Total S~ow
CMI communications
1
II 11/J. £ 1'/XC CO!\'CJ:PTS /,\'(',
Executive Receptioa-sea•ort
Hotel/World Jrade Ceater Bostan
Partable Telep~oaes-CMI
Cammanicatians
Mezzaaine Stairs-Sillpsan Door
ClmUDY
Bios-Nor•ic Eagineere• Woo•s
~DRDIC .JOIST A
-1.1
Simpson
M·A·S ·T·E·R·M·A·R·K•
-
Show Guide wra•-Cabat
fW.IDCRAFTED DOORS Fa AMERICA'S FINE HOMES
80
Februaty/March 2002
~~·~PERAT~R
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-
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• More efficient layouts reduce overall
material handling costs.
• Orders are easy to pick because stock
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• Designs allow easy installation of
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auto-stak loads a full bundle of lumber in a minute.
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Pateli N\16.: U.S.: 4,541.763 CAN: 1,193,2SO 02001 auto-slak
Wood Certification 11ur
To keep members up to date on this ever changing and
important topic, NRLA scheduled Wood Certification
Tours throughout the NRLA Show. Led by Rita Ferris,
NRL\ director of legislative and regulatory affairs, participants were taken to several stops on a tour that covered the
aspects of wood cenification ''from the forest Aoor to the
retail store".
Tour participants learned about the different systems that
companies are using to cenitf their forests, including the
For~t Stewardship Council. Sustainable Foresny lnitiati;e,
and Canadian Standards \ssociation. The tour included
stops with hardwood producers, softwood producers and
1
NYU Annual Meeting
Each year at The NRLA Show, the Kortl1eastern Young
LumbcJ: Execs (NYLE) holds its .t\nnual Meeting at the
Collis Equipment Booth. After a welcome by outgoing
President
Dave Gluck,
Hancock
T.umber Co.,
Hooksett,
1\TH, the
members
attended to
the business
portion of the
meeting
including the
election of
their new
board of
directors (for
a complete
list see p. 86).
New
Presidem
Adrian Baker,
A.W
rernanufacturers. Although each tour participant was
involved in a different aspect of certification, three points
were universal. 1) Currently, there is an extremely limited
amount of certified wood products available. 2) There is
very little public demand tor certified wood products. 3)
Certified wood product~ cost more and customers do not
wish to pay for the higher price. Currently, companies are
absorbing the coste; of certification.
More and more wood is being certified but the systems
are still nor perfect. Wood certific-ation programs have work
to do in other areas such as salvage logging. Currently,
there ic; no process for certif}ing wood that has been salvaged after being blown down in a storm or submerged
under water. The systems currentl}' don't have the flexibility to deal with these unusual situations.
Enviromnental stewardship continues to emerge as a key
marketing strategy. Companies that sell certified wood are
g-aining a competitive edge over companies that don't.
Special thanks to those exhibitors who participated in the
tours.
BW Creative Wood, British Colwnbia, Canada
1\laibcc Industries Inc.. Quebec, Canada
Coastal Forest Products Inc., Bedford, Nil
I Iancock Lumber Co., Casco, ME
CSA International Forest Products Group, Ontario,
Canada
Rex Lumber Co., Acton, MA
Sierra Pacific lndusnies, Redding, CA
82
Hastings Co.,
Enfield, Cl~
spoke about
his goals for
NYLE."My
NYLE CHIPs Award recipient Bob Horne, BB &STreated
goal for the
Lumber speaks to the audience about the wonderful oppor- year is to
!unities NYLE has to oHer.
Lncrease our
membership
to 150 and I encourage you all to think ofi\TIE membership as an invcsnncnt in your company and your employees.
We will be forming a 'Hall of Fame' for people who are over
the NYLE age maximum but are still involved and hope to
announce that first group at our 2003 annual meeting."
The 2002 CHIPS Award was presented to Bob TTorne,
BB&S Treated Lumber of NE. Tn his remarks, Rob s~id, "I
am tl1rilled to be here. NYT..E is an unbelievable organization and these people are very passionate about what they
do." Bob was one of the founding members of lYLE and
has been involved in some capacity dtroughout its existence.
u:--n'LF: is about people," Bob commented. "It is an organization in motion and it is a thrill and an honor for me to be
here because I consider you all my friends. When you get
back to }'our office, look at your employees and send them
to mE- we welcome them all. Thank you."
l\TYLE wrapped trp its meeting with the annotmcement of
its 2002 Scholarship winner - Wayne Oles. Wayne works for
Ed Herrington, Hillsdale, NY and attends SUNY
Cobleskill, Cobleskill, NY. And finally, what is often the
highlight of the 1\ryL£ meeting the announcement of the
50-50-raffle winner. This year, Fred VVhipple of Heritage
Homes Ridgefield, CT to~k home over $750.
Fchruary/March 2002
000-0PER~TOR
We're "II" contlnled frill pa1eB
involved wilJ1 chools, scouting. litllc league and attend community meeting:. such as Rotal) and the Chamber of
Commerce.
3. Smaller is better. People are shying away from the
impe~onal brge ret1iler and the malls. They're returning to
.\fain treet es \.... people they can idcnti~• and haYC a COnneCtiOn with and who arc local.
I sat there in Ill} car and thought to my~elf-The) just
dtscriued tht: independent rttlillumbtr dealer. That's how
we\•e ahva}'Sdone business, that':; who we are and now we're
"in".
The independent lumber dealer is responsible for building
America yesterday, toda}' and tomorrow. That's why we have a
histOT}' as the NRLA for the past 108 years and why we will
have I08+ more. Home :md famjly will never go out of
style ...somclimcl> they jusl gttlost in the rush of life. Tht.:
American focus has changed and attention i:. on horne and fa mily, not climbing the corporate ladder. l'm glad that we, independent lumber dealers, are here ready to be part of this new
fomc;, ready to supply the materials that "Builrl the American
Dream''.
George Judd from Georgia-Pacific gave us the perspecti"e of
the upplicr. lie i~ pcrhap the most interesting speaker that I
ha"c e\er heard. Ill!> lll!>lght and enthusiasm make the !>ubjcct
l'OlllC a!J \-C.
llick Grandinetti was the last speaker and I rruJ} wondered
how he was going to motivate and energize us that morning.
The uibute to cptcmber II th wac; heautiful, somber, uplifting,
inspirationJI and he:1rtfelt. The speakers were optimistic and
enlightening. Ri<:k wa!> do" n right amazing. He brought ,,;th
him a unique pel"ipecrin: and a !>ense of patriotism that permeated the room. I \\'ISh Lcould n:member all that he said and I
\1 ish \~e had been able to capture rus perspeLtive on the '·State
of Reality''. I'm going to finish this months column with !>Omc
of his thought!> and observations.
Tht Diffirrnce bmt·rm Septcmbrr I0 and Septc111brr 11 by Rid:
C'rrtwdinetti
September I0: We were talking about heroes as being athletes.
September II : vVe re-learned wbo our heroes arc.
September I 0: People were upset that they bad to wait six
minute!> in <l fast foon nrive through lane.
September 11: People didn't C<H'e abom wruting up to sLx
hours to givt.: uloud for the d) ing.
Septemher I0: We had fiunilies
Septemher II: \\'e had orphans
September I 0: \ \'e had treedom
September II: \\·e reali1.ed freedom is not free
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OCO·O~ERATOR Fcbru:Jry/.\'l:~rch 2002
83
CfNIRAl NEW YORK REIAillUMifR OIAURS ASSOCIATION ICNYRlOA)
President
KENNETH JACKSON
Treasurer
MARKDEWm
8111 dt" liN
II ~!>rwll.unl..-r Cumplll•
Pumd.11r,, '-"~
~"i•Jll'l•nfCX\ 1~ .
Cc~·!.·l.W
1st Vice President
JONAS KELLY
J•i J.. ln.kr<oJem Lwnbt-r Coql.
Su1< .A<, ''i
Ex·Oniclo
BILL FOLEY
Tht B.uliltr\ Ch""" I unher Co.
'\c• l!mf.~rJ, :\1
~ul~om,
2nd VIce President
CHUCK HANDLEY
'I J Rurke l.umher Corp.
GERALD MILLER
Bmr-.\Uk: Luml..T Ilk.
DIRECTORS
DAVID BROWN
\'\
PAUL CURNALIA
~ynru>t,
Os11 <go. 1\'\'
c.~,.~.'"
JAMES MORGAN (LIFETIME
DIRECTOR)
1·ren~ II< "'
\\'cub & Sur.• he.
Chford,"
VINCENT GIARRUSSO
(LIFETIME DIRECTOR)
Gurru'"' lluoi<long ~llllflli('<, Inc
Secretary
OPEN
JAMES A. WILLERTON
Bdl.:rup L:Jmlxr Inc.
r.r~h»rton \'\'
'1\
JIM PELOWSKI
\l~n1n \1 n<1m.• $.
Corthnd. )II)
MIKE PARSONS
Reeb .\lill11orl.
I)'""' •>I '(\
Syrwsc, X\
IUf lUMBfR OfAUKS ASSOCIATION Of CONHI~TICUIIliAC)
President
GREGORY BRANECKY
Treasurer
CHARLES HEYMAN
u.,,h ~ B••kl eo.
\\hhonct"' 'urrl) Cn. Ilk
\\' •hin~t"' O..l>Ut. CT
..,amfe>r·~ <:I'
Secretary
LISA NADEAU
Strol<r Gcotrtl Butldin~ Supplv
r.o.,lnc.
PETER KAZMERCYK
DIRECTORS
ADRIAN BAKER
A.\\ 11.-tu .....
Eclidd. CT
MICHAEL LAURENO, JR.
StC\Cnlon l.mnher & \lilluork, Inc.
LEE KIMBAll
JAMES LYKE
Cle:ol)' \hliwnrk ( n. lnr
R<X"L~ Hill. CT
~ultitl•l. CT
I "' I hrtr.onl. LT
lrJrM suu~m~,·(.n.
Qu.J.o Hill cr
R dpfidd. (;I
:\YU Hepwrnt .t \ t
Ex·Oitlclo
ROB PARETTE
~6ddS.~p;JI\Cn.
JAMES SHANBROM
II'!'>! I u•en Lwnbtr Co Ilk
\l'iffl \mrrrin I"<Ur.>n.<
Cmun,CT
\\'C$1 I b•'l:ll, Cl
DAVID KENNISTON
C1211J Lwnbcr
JOHN MILLO
P.~ltllo& Son
\\'e.q ~uffield, Cl
Bndgtpon. ('I
CHARLES HALE, JR
r.., TIW> Lwnl..r Co. lnr.
\lldl"''l, CT
IASIIRN NEW YORK liMBER DIAURS ASSOCIATION IIHYlOAI
President
BRUCE HALL
81'UC< Ihll C.wpcmoon
CoopeNolln. /1.1
VIce President
JOHN KIRK
Treasurer
RIZA TOUBA
Co m.. I ~mhtr Ulu-Jllll~· loc.
DOUGLAS SCOTT BLAIR
s.Ustor.Sfll. :-..1
Secret1ry
ARTHUR PLACE
Wur i'IJC"e c. C'.o., P.C:
~lh•n).
Gnffin Ln!\lnttn•s & ~urrl}
Cn
•
Huo.l-or I'alb. I\'\
Ex·0/1/clo
Blur L.unher (""'I'"'!· lr
\ttl(1
\'\
DIRECTORS
FRANK BLAIR
81a1r Lumher(.nmpan), lnr
Cuh<lCS, '\'\
ROBERT HALL
Ed Hmm<t<JC1,ln.
flil:...hk. :-,.-y
SCOTT POWELL
Cl\1i Lumbcr,lnr.
<ir•en•,lle, '1\'
!>ch•ghrirokt, 1\\
'1\lE TrUittt
GlMernille, '"
ASSOCIATE DIRECTORS
STAN OREJAS
STEVE ROTH
LARRY E. STEPHENSON
<i•tl>hc: •~"' L 11rher
Cua.plll). Inr.
G112'"'"" &
Piclt! BuiiJirt \bt,nab
Onc.o~~:a,:-.\
ldin, PruJu..1)
llutrif lluild ng Pl'lll'lKt>
SdLra.:\1'
Crooj)
RrNnu<,"
ARNIE PICKETT
JOHN MCCALL
TRt:SE.RV C'.orpor.mon
TIMOTHY WILEY
\\lkv Brother•. Inc.
l ..uham, \\
JAMES VENEZIO
P.r. Baldm~ Scwt~es
'lclocr:tru.l) '\
BILL HALL
j.\l Htuul.<
\J't!r\."':1
t<·<10.1~
\pri ~ \1
\\
lONG ISlAND lUMBIR ASSOCIATION llllA)
President
RICHARD YOUNG
Suub.:r (}r;!mtllCO.,
Omn~~"· \'\
1st Vice President/Secretary
DIANA PERENZA
F' wcr.ct g,,;!JQ,~ \b.t..W.
llar.u.~:\1
2nd Vice President
MICHAEL ALTER
L'S Lwnlxr I< Suppl) Curp.
1.)1>hmnk. \\
84
Treasurer
JANE SKAR
I. ~~ l.u'11her to.
HUllloD~Wfl. " "
Ex·Oiflclo
RICHARD PACI
l.nccnar l.~mher Co
\\aldt,, "
DIRECTORS
MARC AXINN
ANDY OUROSKY
SnmNm \111\\orl
Om PArl. \\
CARY LATHAM
LJth.l:n 8rn< l...,ht• (:0 Inc
\lllf'.b
w
JASON LAVITT
~Jptr Lnt<T'J"' ~
\lthilk, \'\
LINDA NUSSBAUM
!Jrct Lwnlxr Compar.1 In,
DANA SCHNIPPER
Htmpsu-.IJ Suw~ Corp.
ll<mf'l(e.Jd. \\
llunringmn, ' '
~IMCb..ir)
JOE SIDER
BOB RIVERA
'ioier I ""'her
St.j.w...:\1'
j.P\I·~ra-
E. S.-uulrt. '-1
TEO SADOWSKI
Rl•crll<..J BUJ .li!18 Supt>l~
Rlnmo.JJ, 1\I
WILUAM VAN TUYL, Ill
'lass.u SJffo:l I .unbtt &
Cu.
Rool:o,lomJ, '"
Su.'(l:)
II on do~ r ona Fnt. he.
O<er l'•rl, 1\1
fchruJryll\larch 2002
~0-0PEIUTOR
RIIAillUMBfR DfAUHS ASSOCIAIIDN Df MAINf IRlOAM)
President
DICK CALDWELL
l"'ilt\ t .o-nhtt
Secretary
RICHARD TARR
La Poit tt Lu ubrr Coo•pan)
Slllionl. ME
\ufl\ISU. .\1£
VIce President
PETER ANDREWS
l>m.ntl'lllw~
Brw..•icl \If
DIRECTORS
Ex·Oiflclo
GREGG COLLINS
"'!Sui'!')
Trusurtlr
DAN LABRIE
R~6" Dttn~~ L~nlxr Co.
l'onbrd. \1 ~•
STEPHEN MONSULICK, JR.
1\mt> HJI Lu;ubn- Co.
!\crus H1U. \IE
ALLEN MOULTON
\loul:o:~ Lunbcr Co, Inc.
Ills! 'ln. fir d \U
HEAL OUELLffiE
EVERffi L. SPEAR, Ill
htmt t 'prar, Inc.
RoJ.hnJ,IIE
ROBERT THING
ll.•m:o•.!lld LIIWkr Co.• Lv:.
Bdrr.~olc. \IE
JOHN YAZWINSKI
~II CI!ILmCowp.oj
~a.l·.:.l\f.
1'ht P·ncl nd Lumbel Co
II nwd l .vmh<r C >., he.
~\fE
\:armwt1. \IF
DICK GIGUERE
\\'lr<·BJllcr. Ilk
MICHAEL PHINNEY
ASSOCIATE DIRECTORS
MIKE HUITT
sroc:L.,.n-·Xum Coa:pwr
Ponhnd, \IF
RDXY ANN HElM
JIJttig lk.•l<flrg l'mdocn,lnc.
.\u!r~.IIE
BILL KELlEY
Coa:.-ul fornt Prud1ab
Bcd•onl. ,,,
Phi'il'.t) Lunkr Ct~r.pan)
Goriwn..IIE
I\ llt~olk..I IF
MASSACHUSnTS RIIAillUMBfR DfAURS ASSOCIAIION IMilDA)
President
JAY TORRISI
Treasurer
MARJORIE KAITZ.SELIGMAN
)lcl"nn l.umhtr & \hl111nrk Cn.
u.~renct.
\lA
1st Vice Pruldent
LONA LAMSON
R.S. UIJh()O & Soo,
Nmon;l l umbcr l.om~n)
DIRECTORS
CLEALAND BLAIR. JR.
ilmh~N.
llod<nn,M"
2nd Vice Pres/den/
MATIHEW BRUCE
E.L ~I""< C.., h:.
\lA
Legisllllive Committtre Chair
JOSEPH BURGOYNE, Ill
lck~l Concw. 81«1: Co., Inc.
\\Moot.""
1\'mlum, \l\
Jrd Vice President
RALPH DIGIANDOMENICO
F Du:hll>. Son. Ill<.
Wdk.!Q,.It\
EX·OFF/CtO
MARIE NAUGHTON
Curt:>· \e"l!!O Cltp.
;\lid-O!~
TOM FINDLAY
(i "'<Inlll \,
Secretary
KAREN PAGE
I t.G P~gc & Son~ Inc.
DAN JOHNSON
Treasurer
TIM ERCHICK
\\'1T11ii:L, "~'
Ex·Officio
KIM WILLIAMS
\\'i!Jiam; LJrnb.. Ill('
R:Unth.ck. l\'
DIRECTORS
SETH ARLUCK
'lev.
r2Sitbn~.
\ hdJk:mnt. ' '
Hanr""' l.urtl"''' tu.. loc
:"Cl&~'l<'ll.~l
LARRY BECKERLE
B<u.aic 1.~~~:~11<-r SJr!ll\ c., lu.
\dut>oo \'H
\mhtf<t, 1\ll
LEO BEGIN
\ hJ.tlrt<JO Bk:~. Suppl~
\hJdlcton.l\'11
l>trr), 1'\11
HENRY G. PAGE JR.
H.G Pi~ & Son. Inc.
Poupltlo:epsst, :\1'
BRIAN RIVENBURGH
ROO< lcr Buildlrg Produas Corp.
LPOTY Committee
Chair
JOAN C. RANDLm
I'J C.Jli'ICT Lumber Co., Inc.
DIRECTORS
JOHN FEUER
~ 1(1' t unbcr, he.
Treasurer
STEPHEN GRZYWACZ
~hlfonl Lumber Cu
Milford, i\'H
Secre/ary
MATT KELLY
Srunheke & S.m,, Int.
Bu>l':l• to 'Ill
Ex·Oflicio
THOMAS HAMPTON
EaSI Co:ast Lu:ubrr
Cboter. ;'1,1)'
.lhd·Stltt: Lumll<r C.orp.
\"mit ( ~rur:t110 & Corr.pmr
Bo.tun. ~L"
HIW HANPSIIRI RHAillUMBfR ASSOCIATION (NIIlAI
)~frty. ~·H
GEORGE " SID" KETCHUM
Pl>j C.ll!lpnncnt'
"'nn, .IIA
MIKE FERRARO
be.
VIce President
BRAD BENSON
llen"lll 's l.umt...r ,tc
H:anl..'ln:
\.B.(~ lumber Co.
1t.gh t:,u, \1\
PuuKhk«l"'"'· NY
JOE CUSACK
Bostoo CC\br & ,\1iJI•uri
Cart•>O \1\
President
MICHAEL SHEA
Bel. <l<lh )n,
\ \'illi:aul> lumber
llopc~~cll ja. 1'\'\
Brocl'\0'2)'·Smith <.:omp.:m!
.\odO\cr, ~1A
ALLAN S. lACK
HmtJwn, .\l\
leldnun \\nod f'mclnm
\\ht ParL.l\'Y
ASSOCIATE DIRECTORS
JACK CONNORS
~<pl.') \\Wei Proollll'
lh.nniS, \lA
TOM MCNULTY
HJ1l1lum Lw:Jbtt Cu.
TIMOTHY FAGAN
Ru<>m Luml<r lu111
.\lootjCOiliCn, \l)
liMit l.nmhtr
£.,t BruoLC.dd, It\
JIM BAKER
Ca~ f.ncl Lumber (om('ln~
.\hu:~.\l~
Supcnor Bail.h~ Suppl}
'IC\er<~nk. \1
VIce President
STACEY VARIANIDES
Nyle Trustee
SCOTT NORRIE
South Dcrum. M.\
JIM ERNA
Gcnenl B:nl.kr', Sup~
:-IMlood. \1 ~
HARVEY L. HURVITZ
ART DEAN
ewv.
lk'l'trl)', ,\lA
llomt Ctutc• 1
MID·IUISON lUMBIR OIAURS ASSOCIATION IMHlDAI
Ehot>III111,T')IJt• llltJ~ \btl.
Elmsfunl. ~"\
~)ti , M,\
GERARD MOYNIHAN
I!O)slihan Lumber
DOUG BOHANNON
llrllum \1\
President
THOMAS GLAUBER
(;,\, \loorc Lumber Co., Inc.
\\';chusen Lumber Cnmp:lny
Rutl~nd, \\A
Mas~>fidJ. ;\L\
Secretary
EVAN JONES
(.()IIU Hwldmg Supp~ Inc.
CALVIN MOORE
'\II
NYLE Trustee
DAVID GLUCK
ll~n.OO. Lumbrr <Anp1ny
llocllxtt, 1\H
ED HAYES
Rit<• Sufll'l)• Comp.m)
l'on<moorh, i\ II
Sponsorship
Committee Chair
STEPHEN JOHNSON
R.P Johtl>PD & Soo. Lv:
\nJo> <r, \'H
DAVE MACFARLAND
\ln\T.lhan Lucbcr
Pfabt,,.., \II
KEVIN SCANLAN
s,r~·lkn;mn I JSI1htr
.lk '..,.
ROBERT USHMAN
l'.h:mn BroW.r. be.
Associate Olrscton
PAUL COUlTON
Hum~Budtlsng ProJuctS
~~- m, \1,\
MIKE HUITT
Brud-..~1- 'mith <AI.
Pord•n<J:Mt,.
Membenhfp
Committee Chair
DAVE WING
<~·P306c COfp.
H~mpstead, \'II
Associate Director
Emeritus
WILLIAM ZURWELL
'im•mlk L.S_-\.
!ctdc.l'cr, It\
a..m
Cornu.W
'~"""! l>lkl "
NORTHERN NEW YORK lUMBER OEAURS ASSOCIATION INNYlOA)
President
BOB BICKNELL
Secrelary
DENNIS HAGGERTY
llKI<ndl Ruit.lm~ S"rpll
Puuchm.NY
llutllg Bwlclir.~ Produro
joon>town,l\'Y
VIce President
ROBERT ASHLEY
lnple ABudciln~ c~ntrr
r.onwn, i\1'
Treasurer
JIM VENIER
\t.t.<'otiU t!uil~mg Suppl}
\~~ena
NY
Ex-Officio
JAMES VENIER
lbs.-1= Buillln)l Suppl) ln.. .
lbss."'l~ NY
Member at Large
JOHN J. ASHLEY, JR.
~hley's t l0111e C:tnttr
Ogd~...burg.l\'Y
DIRECTORS
JOHN COOPER
hun C.t• ~41 1\ Door Cn.
\'k-:o•,
'-1
TIM DREW
Drt~ Buildm~ Suf>VI). h.
Ann~ap, \'\
BOB VAN TASSEL
(furies rr.ulod: & Sor·.lnc.
.\Jrundria lb; i\1
HARRY YOUNG
J.C. .lltrnnun Inc.
NON-:ard, !1.·y
MALCOLM MINER
l>w}<r~ Huu:< C<nttt
Norm ll;n~r, I\"r
gtO-OPERATOR
Fcbruaryt.\ larch 1002
85
NIW YORK &SUBURBAN lUMBER ASSOCIATION INC. (NY&SlA)
President
AMY GROSSMAN
Fuuer Lumll<r Corp.
Rocl'Vllk Ccntrc,I\'Y
1st Vice President
BILL THOMPSON
Wiener, Cro"lcy &. St.john
'""'"'"· 1\)
2nd Vice President
MIGUEL PEREZ
M & A Lumber Co. Inc.
llu<hing, NY
Treasurer
OOUG GORNICK
lnto:nuuonJI BIJ~. ProductS
Brool:lpt, NY
Secretary
BRENDAN O'CONNOR
Alliro AmtriC':In
Wholesale VP
GEORGE JONES
Garden S~te lumber
ln>urlnre Ag<nq.
o.!Jand, 1\9
DIRECTORS
CHRIS DAVIE
l'lpHlOII S(l<'CUI~e~
,\bhop2C, 1\'Y
Ex-Officio
RICH GANS
\letropolirun LumberS.
Hudw:uc
~ev.
IRWIN KANDEL
Lib.nv P.md Ctntcr, Int.
Brwid}n,l\'Y
DONALD GOEBEL
J & S Supply Curp.
Long lsbnd (JI)', 1\I '
LARRY CROSSLEY
S!Arborn lndU>tril'S
Avcnei,NJ
MERRIT FINE
1\1. f"mtlunobt.,- Cu.
Brool:l)n, 1\1'
TAMMY MADDOLONI
l.S. Lumber & Supply C'.orp.
KEN FELDMAN
&tmuel iotldnun
LtuuberCu.
Brooklyn, :'\"\
BrooU~n, \'Y
York, \I
L~nbrool, NY
WISIIRN NEW YORK lUMBER OIAHRS ASSOCIATION (WNYlDA)
President
SALLY BLISS
Eht<;tc, lnr.
c••ule,l\'Y
1st Vice President
ROBERT PETERMAN
l'ct<rnwt lumber
Senta Fall>, ;-..•y
Treasurer
BILL MORSE
\\'ilhm 8..\forsc Lumber Co.
Roche;o;rer, NY
Ex·OIIicio
DOUGLAS FIELDS
Mmh'"' & Fields Lwnbtr of Hrnneltl
llcnricm. NY
DIRECTORS
FRED BELTZ
r.ro w. Reitz & Assooau:;
Rochc:oter. 1Y
ROBERT S. BRIGGS
Clt•utaU<fua Brirl Co.. Inc.
Remus l'oont. N\
Roc:heo;ter, \ '\'
EOWARO J . MCDERMID, Ill
Frontier Lumber Cu.
Bui'F.ilo,'m
JIM OZZELLD
Iron Cny S:ash & Door
\icrnr, NY
GLENN A. STAHL
Rochow- Ltuuber Co
Roche>1t:r, 1\'Y
KAREN PAOLOTTO
Ridge Lumber
TOM PATTERSON
\\«"trrh~tu<er Companr
L.tim1er,NY
CHUCK SMITH
~mirh l.nmher
LAI~e•iUe. NY
ltochestcr.I\Y
VERMONT RHAillUMBIR DIAlERS ASSOCIATION (URlOA)
RHODIISlAND lUMBER &BUilDING MAIIRIAlS
OIAURS ASSOCIAIION (RilBMDA)
President
CARL COUTU
Arnold Lwnber Compmy
1\'e;r 1\tn~rnn. Rl
Vice President
PAUL GAGNE
Cu•ontry Lumber Inc.
VJI'cntry, Rl
Treasurer
EUGENE "GENE" GAULIN
Ilouglas I umbtr
Smidtfidd, Rl
Secretary
JOHN DERUOSI
\mold Lumber
1\alefield, Rl
RONALD SCHOPF
82ixock !.umber (.o.
Orch.rd Park, :\"\'
DICK BUCK
C'~nestt Reserve Supply, Inc
PRESIDENT
ALAN DEUSO
C:nunm llnmt (inter, lnr
~lom>~aUf C.,ncr, IT
VICE PRESIDENT
LANG DURFEE
Semel Malls, lnc.
lle1hel, 1rr
SECRETARY
JOHN RICE, II
Camcron.l>hley 8udJmg
I' rod.
\\'hi1e Ri1'tr Juooinn, \ ' 1'
TREASURER
DALE DINGLER
llunig Building Produru
Executive Secretary
JU DY MURRAY
Doul[las Lumber
Smitli6dd, RI
Ex-Officio
ROBERT DUCKWORTH
1\mold Lumber
~\C:s!l\ing-;ton. RI
Leg. Commillee Chairman
BOB CARLSON
Co•'Cil!f}' Lumber
Col'tOtry, Rl
2001 Golf Chairman
PAUL GAGNE
Co1 tnll} Lumll<r Inc
Col'tD!fJ'• Rl
Bn.toL \T
EX-OFFICIO
JOHN O'BRIEN
(;regnry Supply
Burlm~ton
l't
DIRECTORS
JAMES H. LACILLADE
ucilhd• Lwnbcr Cotnp.ny,
lnr..
\Villiaamtu~ n. VT
STEVE LARRABEE
i.Ain1b-.•6 Buildin~ Suppl)
~\C:st D2m1llc, \"I
JEFF LARSON
Ctlmore Home Ccm~r
lklmnsten, IT
JAMES CARROLL
Rict l.umher Compam
Shelburn<, \T
PAUL KOENIG
Koemg Ce.br Compmy
South llurlingron, \ 'T
ASSOCIATE
DIRECTORS
BILL EVASICK
Boston Croar And ~ I!Uworl
A•"On,.\1A
STEVE GUERTIN
G()()(iltiii\W, Inc.
HOO><:t~ :o<H
NYLE Trustee
MARC WELLS
Grtf,'lll}' Supp~·
Rurltngton. 1rr
NDHTHIASIIRN YOUNG lUMBER EHICS INYU)
President
ADRIAN BAKER
.\. \V. Hasu?gs Cutnp:Ul)', Inc.
l·.nfield, C1
Secretary
RON COONS
ll'tlh2n1< Lumber
Vice President
Pub/Icily/Sponsors/lip/
Scholars/lip
MATTHEW BRUCE
F.. I.. ,\lmSt C'.om(l<oln)', Inc.
Wutham,MA
VIce Pres/dent/Membership
JOHN W. HALL. Ill
j.\1. llttntke ,'\ssociatc;, Inc
S.r.ttog-• Sprinh~· ·N·Y
VIce Pres/denVConferences
SCOTT VASQUEZ!
B"<tnn (:.:.in & \l ill~·nr~
\ \00,
86
\1<\
Eastern New York
SCOTT POWELL
Gi'-111 l.unther, Inc.
Crccm·tllc, l\'Y
Vermont
MARC WELLS
G~of)' Supply Co.. Inc
Burlint,'lOil. \1
At-Large Trustee
ROBERT J.HORNE, JR .
BB. & S. Tre:~tcd l.nmher of1\E
Treasurer
PATTI ROBERTS
\iale, Carur:mo & Compmy. PC
B<lilrlln, \lA
Massachusetts
SCOTT NORRIE
Howe Lumher r.ompanr
Director
MARGARET PRICE
Rldge6dd Suppl~ Co.
Ridgefield, Cr
At·Large Trustee
BRIAN WHITE
Rus<m Lumber Comp.my
~lootgon>el), l\I'
Ex-Officio
DAVID GLUCK
Hmrock Lumher Compmy
New Hampshire
DAVID GLUCK
Director
SHANNON MOYNIHAN
,IIO)mhan Lwnlx:r
lkvtrly. t\ 1•\
At-Large Trustee
THOMAS LIVINGSTON
Brocl'WliY·Smim Co.
Ando"er; Mt\
Rhinehe<k. )\'\'
llookscn, :\'II
NYLE
2002 Trustees
Connecticut
ADRIAN J. BAKER
f.aM
Ornu~firld. 1\lo\
Northern New York
JOHN ASHLEY, JR.
A~hley'< l lnn~e ( Lnttr
Ogdensburg. )1.1'
Rllods Island
JOHN OERUOSI
\mold Lumber r.omp~n) Inc.
West Kmgstoo. RJ
Cl!onvU<XI.MA
Director
JASON DELGADO
Dartmouth Bldg. SuppiJ
Nonh Dartmouth, \t\
February/March 2002
Q~O-OPEJlATOR
Welcome Aboard!
Available Sizes:
11
11
11
2 X 4 - 92-5/8 - 96 -104-58
2 x 4 - 1o~ & 161
2 X 6 - 92-5/8 11 - 96 11 -104-58 11
2 x 6 - 1o~ & 161
Holbrook Lumber
1-800-833-3383
.. ..
Directors
Treasurer
l arry S
teft~~~Lumber c~~~ ~
518~94-4733
D 0 uglas Bohannon
DeMis MA
Mid Cape Home Centers 568-398 6011
Robert BrhH! S
. Bemus Point. NY
Chaulauqualmck Co.. 1nc 716·386 3825
David
Campbel~ing's End tnc.. Darien. CT
203 655 2525
[email protected]
William Folev
be co • Auburn. NY
The Bullder'1> C~oice Lorn r 3i5 252-5814
Edward M. Gartne r c:.""'l . Rutland, Vt
Rutland LdV"dlley Building -""W8b2-775-0834
Alan Deuso - VeTnter Inc . Morrisville. VT
7
Cooolry Home e . . 802-888-317
Immediate Past Chairman
- MID-HUD
b
Tom Glau er I le Building Material Corp.
Elmsford-Inters a
Elmsford. NY
914-592-7200
elmsford1«aol.com
Adrian
Ba kerA w~!h~gs co. · Enlleld. CT
. .
860·508 780 4
abaker~awhastlngs.com
Amy Grossmlan ~rN~~v~e centre. NY
Fuller um '
516 764 44 45
Ken
Jon
[email protected]
Hallgr~~rtls LuiTlOer Bal~~~i~~~~~
Kevin Hanc o cbek Company Inc.. Casco, MC
Hancock Lum r
• 207-627-4201
khancock®hancocklumber.com
Member-AI -Large
Carl Dill
c t rs. Brewster, NY
Dill's Best Building en e 914·279-5003
[email protected]
Member-At -Large
Robert
F. Ankcerdar & Millwork·
Avon, t>1A
781767-3800
ank917€aol.com
Boston e
980
Jacksonk~ £~rco. reme11'illlc ~Y
Holbroo "'
315 69:> 9
hallgrenoccurtisluml:wr.rom
Cary latham L ""rCo Inc. M'ocola.NY
Latham Bros. um""' · 516-747-8090
carylatham«gateway.net
David MoorBerothers Inc.. . Schdght•coke2.N
66
v
Wiley
·
511H53·4
Marie
Naueu~~oN~ton corp7s~:4d~-6o~
macnau~aol.com
Joan Randlett
c 1ne . Amherst. f'iH
P.J. currier Lumber 0 ·• ·603·673-1913
j(-pjclbr®etnptre.net
Richard
F. Shlel~wr Hull Co ·Lee. MA
.
413·243·14 0 0
State alocal Presidents
B u ce Hall • ENY
r Bruce Hall Corporation·
toY.'Il NY
Co~~f-147-9961
Bob
Braneckliy&Ba~! co.. stamford. cr
The Hate
203-348-7785
Blc~nke 1l11Bu-l~l~gySupply. rotsda~ . NY
BIC ne
90
315·265·..,
0
Richard Caldwe~e; c~~LC. sanford. ME
Lavalley Lum
· 207-324·3350
88
Richard
YOU!!_2 0·rg~lnlzallon . Brooklyn, NY
Strou.:'r"
718 875-97 00
lxecutive Committee
Chairwoman
•
linda Nuss baum
. Hunt lnRton. NY
Kleet Lumber Company. Inc. 516-427 7060
lnkleetilaol.com
~r~lumber Centers.I~3-~~~G6~
Second Vice Chair
sam
Collir~ couins compa~oa~7~
SWC34~ctel net
Third Vice Chair
Brian Rivenbur!!
eyhBuilding Products Corpv.
Rowle
Middletown. N"~
914·343·6515
brlanrivenburghi<hOlmall.com
President
I - rtlt~t ll
lditarial Slaff
(ROO) 292-6152, (~~8) 286-10l0
Fu: (518) 286-17>
•8 - ' Greenbush Rd.
''Y 12144-9-m
www.nrla.org
~c~~~lacr,
f'uMI<IJrr
CAE
james R. Ayott e,
[email protected]
. •
r-Aitor/Oirtttor oJCfTI/IntUIIIftiiiM!
. [email protected]
Sus:m DoWD.lll
First Vice Chair
Mark
Sa ll y Bliss - WN t utsac. lnc. castne.NY
716-493-2628
ehtsacueznet.net
G reg
Jay Torrisi • MA& MIUwort< Lawrence. MA
Jackson Lumber
9 78 686-4 141
CAE
J ames R. Ayotte, NRLA Rensselaer.NY
800-292-6752
jayottefu'nrla.org
Ad:wtiring ,\laWJg,.,.
-~1"11 [email protected]
GnpbirArtisf_
Bob Koscm1cz
Regiolal Oire~lors
Kc,in Bruckrnyn:
[email protected]
.\lE. ~L\. :--.1-1. RI
9; -3118-555 1
te"e Ciccone
n rlagu)[email protected]
nonltem :'! • l.'Cntr~l :)", c:a:.tcm i\'Y.
western 1\TY, \ T
716-224-JH:?
Brian Hoicm
I [email protected]
l.()ng
!HS 266 5ll35
;:;,~,\1id-Hudc;cln,
February/March 2002
lsl~nd,
cr.
'
~0-ijPERATijR
l:lleFallsl.lll::JerCl -.:.
long lslard 'MlC esalels
Man1facturers
A •nl'liiAcJICJ '1ll
Am :a1Sic~l.1 •loc
A~!ll'N•~~JlC
A-rtll'• :Jd Pr·~t"~-1:11 ~
B3&Slr::oled~ol
lkwE'IQiaflj
6 \\ C'ealr,! Wood
bVi!y c· Ne.¥ EnglarJ Inc.
lk(lo,o.;rlle lnl!n'Sronal nc
CallOI
Tht Cel,·ex Corp
Cef·amlttd Corp
Cdfman &a11s llC
Tllt Ccmblnatlcn Doo• Co
Cclretl BJil~ ~ PIOOuCIS
CW Ollo
l'll Dc·A C'lell' ::al Co
G;.f Malenals C01p
~·gra-Pacif c Corp
Hanasct~(;()
Hlber Eng net!e:l 'No(ljs
IV<IM '•'«!
<0 Marihd~lir'J ll'c
ld5ll Clme.! blat (;()
IISJ!z Oc'T'e Skytig~
JeH,t11r:
~1cHUIX
ATI" ...rt.111..sC~ rL
Amerrcan Salu• Ft i Co
Aiel' :!d\Jral TiTbe' &
MIIY« ·t. Inc
Allar I: PtfM)Cd Corp
Moo 1'•'lolesa eSJP~: , Co.
Babccc• llml:tr Cc
Beslway lrerlJI ses
Bel1er Calli:lel Orst1t1Jtors
Boise Cascade
Blade Ml N:llk Co 1t
lloto l J11 boll & TrrTUI Co Inc.
Boslon Cedar & Mtllwct
Bowers &Scns Hardwood lumber
Br :Jgewaler WhOlesalers Inc
Br Uor LlJI11ber Co Inc
Brocl:wai·Smlth Co.
Brode\.· WlrOO;i Drs;nbJlro~ Inc
Camel on Ash'e-1 B~ilc ~
i'IJCic:s
t:.lpolal F01es1 Prouts
Cllurc"'lll C)a! r;~S Cc-p
C:>rY M .r'JI< Co 111C
Cla:llal Foe !'if Probt, k1t
ClnSC Gild lti'IUr Cell
C)()!:~OI oe flese-,re Sl(roly -.:.
Oemc.~Co
·111'-:ml:rwiK.
0 Pano ~rre Sdis
t,mlr(
l.«<On '~ 'lib.
0 v~ ProiCIS uo
()) t e.s· CeQ
1.'
s
~P:oc:ds
1.' :Jeeh'lSrbl:l:
1. 1e'Noo1Tr~s R:
l.'l :a USA Inc
M4'Y r v;,ncM & Oool>
M~/e-TrP.IOOrt-~tt 1/a!
(Df,rs on of WH Malt Cc I
I>JI!~, k' t.¥t~ In:
~&1\:mltlr~•:xxl
l.ii1UI Co Inc
Ore. &r :lir~ ~oly lr~:
EHr\P jiJC
'1· Er~ l'la1e."reJSI! Cc
TtrcEmorr!~t
l~Merc• sinO
Cc'jl
Mai'e 1Tr!ISSes k
Lii.-ence R ~·cCoy &Co. In:.
Mc();Es'•1 L~r-A Or. ;ror
ol Hoo:! lwhes
Mar hattar lamimleS Lie
Mallin tmbet Sa es Corp
Martin Mlll'llf <Inc
Malvin W"«'ADsu llulors. A
Orv ol Super Enterp!rses USA
Malhe.¥S Brctrlels C0111pany
Medlamcs Bl.ldm~
'tlaterials c~.lnc.
Mrd·Sia!e L~rnber Corp.
'•I lenr IJI' I~ llworlc Corp
1'1 A. Mr · ~ HardWood Co Ire
1Aole<1 ~lesale Bur jing
Ma~erials
1. iiF Oislllllbs Inc
,...,, LJ11llell.ler::hilr disiiJ
,,., Er liard l.tflwt't
Desir lxll'lls
N?l Et~d &ra:es
N!lf:o'l Allaritt M •~ :;Qrp
Nom CC.IIt ~ S.« , Co Inc
lb:he3:;11lvmsm: Joi.IJv,<;lt
NJr.heasll!rb:r Se !$ lr.c.
Nor.heasl \', ~ eNail &
fast<'lei
~Ret Prr;id~ Inc
Org II nc.
PIIJ'•<:!·I'tebster Inc.
Pl)wocd SOecra:' es lr.c
PrnSol.~
Fa Wlf L:.crber Co.
~1131Gyps..n:Co
Fe ilman Yiood P•odiJ:IS Co 111:
Prirr.alllll Fo-est PJ.n.c:slrc
K'YI
. f"JiaM
F·~c 11 PlfM)Cd Cc•p
o..enseom 'l!l
Fa~op Foresl Prodocts
FJshlng SupOiy COlli
flW'Hood PrOduels Ire
P&R Truss Ca Inc
The Pc~c~lrce Companres
ffl!SeiCI!IW
Ralfeny AJlfliM &Steel
Ccloc
Reeb \lr INI)r ~ Colp.
ReseM SJpp ~of Central
N.Y lot
Rex LJmbllr Co
Pollard Windows Inc.
~'3J1d Slone \'tire Co Inc
Prerrror Maolles 'lC
Ou k'de - Bcst011
Fudcr Lumber
Garden Slate l~mber
Products C01p
GerP al Mr ~:lfk C01p
Gcrc.ce Pcsem Sl.pply Inc
R:tblllS l.llllOOI C~ 'lC
R:JgU> Va tey Sash & lloor
P_,llock h.<.s
Gl''lf DistribJtlrg Co
Gr es 6 PnnrP VoiO~! lu"'lllEr
1\E G:xr:~e~Ht'lter Co
R~m~ St'UdJies Inc
Goodf£
Si#llSOO Doer~~
RA Gra~C~ 'lC
Grw Nc 1t't11 Docl:s
Gua·c a1 Bui jo~ P·cru::ts GrOIQ
Nooheasl l'talei$lrc
POJ C001pore11S Inc
R:Jo Frw of Ame11ca Inc
Snc Froc.Jds
r~~~lnt.
Russrn l.umber Corp
Sagrnaw Lumber Sates :nc.
Sata~ lt.nbes 7rao~rs
Stt"MJJO Lrrbel Cor!:
Sc-.-e:Jee In:.
Slarbc, inCustr tS Inc
Sl IRrver liJrbl Co LLC
Ha :xt l:.cr:n C'
Han:tJct UJt::ler c~ x
~-~-·
...~.. ~ (;()
~on his~its Inc.
~ r.~ ten:•lAssxas 1nc
SI!Jneo•.:!ll MlJ 1oOii ~
1<113 F01es: P!cdu:ls
TIT:Jel he 1Q nc.
Hobc\en Wocd F~'"'
HolblxkluriJel Co
l'lllf'•iXXl lu:iB ClrJ.
\',a1EII Tra< Co. nc.
T'l!fllla Tn. Cxp
trt-~· Tech l ~
Ut:.d • llrnmalal P·t:d'.m
•lkiisloo of Unad IIi
SilO Co Inc I
U~ ted 512·~ Gypsu:n Co
VIi• <·Arr•·rca nc
\Vhdsc•Mil
1'/tod Suuctures l'lC
1'/oodg'air Wrll'ltlllk
c:x,.
nullig Oislr Ill/ or
TraoterS~esl~ll'l:
Li. Dealers ~oly Inc
lrC1 Crt1 ~h & Door Co
Island P~Cap
J t. SSl~r:JIY C&r
Ke ••!'·1'1 lard lurnterCell
T11.'Setv (;()tpcra1J01
Univetsal For~ P·oc..m X.
Khepps Group l'lC
K1'1gS'ffllod KrldlellS, IJJ:
Kleet Supply Corp.
Waller H. Weaber Sons Inc.
WB.llmbol Lumoer &SuilPIV
co 1nc
Lall:Jil'IIO Forest PtodtJcts Inc
lco1ard lu'llbor Co
0Cij-ijPERATOR
nc.
Saxllno'llle USA Coasta
Jo!J1 H ~r Ire
Se<tioaJd lntemaln Fc'CSI
Prodl.c:s
Seaix<,)t Mills Inc
Silr:)S()(; S·~~ Tle X
So:ld FOC' ngs llC
AW Has! 1$&Co Inc
Fcbruai)/,\Jlarch :?002
v.~a&Co
Ve~~r~ Wl':>lesale lllr
TAlr'«d 6C~
BM8J 1.'-1!1 rtg
BNC Sales &l!artd ng Inc.
Bcr:: ey S41es & 1!~1cel 'lg 'lC
Brese~ Burld J'l!iS Cao
CBC l Jllbel Co<lfi1Y
COJ11)onerl Sales &l!c~rng
Inc
CA.Cunn 'lgta:n Co
Da~ Reilly Salo:s Com:lilll'f
OJBocs Assoc a~es
Ear IForesl Products Inc.
Ear y Brro Sa ~ & \larks!rng
G&S Asso~rales
Hallrra-11 S41es & Mar~t ~
Hotarn Hu~'eY l'lC
JMMarket 10
JM MarM '1!1 G·()(;~ 1~:
l<e ey Mar~C)IlQ
UfePitle ol N~• Er~lard
,,d.ng
P·od..m !nc
Wlllco 01StributC'S Inc.
We)~taeuse~ Co.
Whcl esale DislnbutJOn t~c.
Wiener Crow ey & Sl. Jolln l~c.
Yankocy Wholesale &riding
Malesals
~'lei'JlO~
Collis f~ :ne1 ~
C«t. ~~< 16 ~.oo 1r:sc12n
c;:e,'lOSt: net
!Ja', :1M ilcbblee Co
Easler1 Stales II'ISUtcli1Ct AGeocr
Ett~'PI'ISe Ccl1ll!-~ Systems
Fleell.a'tenall2nt
Fra,~cU ·QI:c'le PC
Grot:J. GlaSSmirl &
Hoi11'W1,PA
H.l1i01. Frepr & Coon Inc
Hilb Rogal &Harr lton Co
Howe &Comoany
Hysler Ne~ England h~
J P Mlfgan Chase & Co
Jackscll. Le-• s. Schrl tz er
&KI~lll
Nor:tleast I!~~~
Nor:~m Mat· ·IBJ ~
~red II&~
,.
II J1n> A.»XXdlt..lnc
MLIIIEII Sates In:.
lQ AssoGiates
Prct.~t
Sates Pro'essic~Jis
Semc, Sales & Associal~
~nlu:ter
~-'!IS~,
\MLMA)
~· Inc
&'!! 1.\!.'\.M) Inc.
T:.> .tr:e
Pwn ltJTWrre'lS Mia~
hsuranceCc
serwlces
Pt wldel1ce &1'10us!cr
Acadralns~'ill' ct
AIIIE<IA'IllliiCall llSIITiii'ICI!
Arrencas Body COO'j)311Y
Arreicar Business Consu tiJ19
Arrencar ~ '8SS Tax &Busrnass
Servrces
Aui~SI~k Sy~lt'llS
0 C B<•es EQuii)1Y)(It Co Inc
Fred WBEltz & Assocrns
Bli ldersflrs!com HolrhiiCJ~. h ~
CA Expoll
CCI Tuad
CP Techno ogles
Ca'lildran ConSJiaiP G~~o.l
Cd;lrtr Mllket ng Concep:S
Ca'QI)tec
11£ YarO!Mn G'OOl.liC
Vers, ss Conmertiill SystEim
V1;a e, GalJiai'O 6 Co PC
l','eelel ConsullB'J
VI ~ !ISI;'iWICE Inc.
y,
sor &Wli;
"ardCOI'~
EqiJ fax Cte-;~ Se'YICES
rederaled lnsv.IOCt
Ke!lllalt &cellar PC
let 1·,~, re Co Ill( ,
d'~ of t'a 1o
lMII• Ma'\101111,. Co
Mm'Qkl l'i~ 6 ca
Mort~ ~.au & BJrocl
Moe -e No~ ArB ca Ire
Natw Slore Axil.~
NPwlngnl U,:r~ ·n.c.·
MAASGrc~
C:rp
foe• Er ~ lurte· Speciz :ies
k'lllSeY-~or P:ocxts 'lC
ClassiC
Manufact1rers'
Representatires
!.r.uPn&C~ PC
Pr~.·'t~1 R~'teS lx
Retire~
H tlaoll Bedce•
Er11le Bernaro
Georoe Blade
Stallley Brrll'JS
John J Blill
John E. Calew
Jade Clough
John Cross
~Dec'•.ellmlln
.J<wres o Fll'IC at
Maurice Grego -e
James tel' .,
f•ed ndt'mau21
Pele! r:a-.Jragcuras
HdlO.:'llel
lm'll"isn:Jy
Arti:Jl) Pr 1ar.:lYil
Jo'IJ - Sc.'JI'lad'll'l
Poobe~ St;ele1
l'elll!R
S!a
R;n, l TayU
Rcbl!l!Jsm1
:'lli'~'N<I!nslelfl
ilervy E. Zol:oli
3S c! Oearr.tler 31, 2001
Rar1la0Co
Quebec lll11llel Ma'l~Jtl(:nrs
~<!lien
()UI'bec 1.1 niSI/1 lrtermoca
T'ade
0UIM& Mil'IS
Rernodf rng N•A~
Roblll~on & Cole
Royal Business Forms
Sa11Bucks
Sfii~X If 'l!llid'IOOo,, lnc
S4X~.te COIOOU!ef
swems 1nc.
Stt:lt~rat.ICCra'le
Tellcrd Fil~-f •'8 Erterprrses
·raoe Cree l Cell
Support those Associate
Members who Support Us
NRLA Associate Members include:
• manufacturers,
• wholesalers.
• manufacturers' representatives and
• service organizations.
89
To set an appointment to see this fantastic revenue generating opportunity
for yourself- contact Chris Niesen at 1-800-238-5659 ext. 2306.
Capitol Marketing is a full service incentive travel provider that
is able to provide NRLA members with a program that can • Increase sales 20-30%
• Attract new customers
• Foster buyer loyalty
• Motivate employees
L-_,As a full service incentive travd provtder, Capitol
Marketing Concepts offers an ~may of premium packages
that are hnth affurJablc anJ appc<J iing such as:
3 or 4 day family gerawap;
L- _,- fly,away holtday vacarions
L- _,- Spurts t!xpt:ricncc packages
L-
wl"'
LuxuT) crubcs
hal il...
• You could eliminate costly account receivables
• You were automatically paid directly
by a project's funding source
• A no-fee payment exchange solution
pushed custorners to you
SA IIVBUCKS IM
Tile But Tllln1 ll•c• Cull Oa 'rile Barrel.
Visit us at www.sawbucks.net
s,._. 8udu 1> a
90
Scrv1~e
M11rk of Sawbucks. Inc.
February/\larch 2002
(1'0-0PER~TOR
118 ~
Classified RattS: the charge for classified adveniscmcntl> of 10 UnCi> orb-s is $50. There is a $10 charge for
each line O\er 10 lines. P:t) mcnt 'houlcl be rnntled to: Advenising ,\hnagcr, £\'RLA, 585 North
Greenbush Rd., Rensselaer, N.Y. 11144-9·m
We manufacture Octagon
Windows, Transoms, and
One- piece Polymer Roofs
Collis Equipment Company Inc.
295 New Century Parkway - New Century, KS 66031
MATERIAL DELIVERY SPECIALIST
• FASSI Cranes • Kinshofer & Heiden Forks •
2002 Sterling/Kenworth/MackJPeterbiiWolvo
Tag Axles • Used Cranes-Mounted or Unmounted
Custom Built Flatbeds &Dump Beds
ExtensiveParts Inventory
Please call for catalog or ordering
information.
First Line Sales.PO Box
200,Vemoo VT 05354,802 257 2011
800 542 0203, rax 802 257 0846
GliRMAGH JAB(O
Business
Valuations
STORY TO 8 STORY
WALLBOARD UNLOADERS
GS~" can
of your material
needs!
Industry Experts - Reasonable
Howe & Ely (800) 537-1618
Sustaining Member NLBMDA
• Sales
• Pans
• Service
Material Takeons
• Fost
• Accurate
• Affordable
Wheeler Consulting has been
providing material takeoffs to
lumber retailers since 1993.
• Easy to Use
Wheeler Consulting
5 4 Brighton Avenue
Portland. ME 04102
207-774-4443
G~~-~PEIL\T~R
February/March 2002
1think we've got the material takeoff business right-give us a try and
1think you'll agree.
· Blake Wheeler
9J
ex
Allied American Insurance ..............67
ArchWood Protection ...................... 13
Auro-~rnk Systems ............................RI
Hattie Lumber & .\Ioulding.............. i6
Bat~ £quipmem Co ......................... i8
BlucT:1rp ............................................ 3
Building ~la teri als Education .......... 56
Boro Lumber & Timber Co........... 20
Boston Cedar & Millwork .......... OBC
Bridgewater Wholesalers ............ ll, 37
Brockway-Smit:h Co ....................... IFC
Brodeur Window Distributor~. Tnc. 73
BSC.T .................................................. 75
Capirol.\larkering ............................90
CCI lriad ............................................9
Cedar Shake & Shingle Bureau ........ 59
CcnainTeed ...................................... 68
Cleary \llillwork Co ......................... 17
Cox \Vood Preserving .................... ..43
Do1mes & Reader
Hardwood Co. lnc......................... 25
Fraser Cedar......................................23
F & S Manufacturing Jnc. ................ 14
Great Korthcrn Docb .................... 15
Holbrook Lumber Co........... 5, 51, Si
Hull Forest Product~ ........................62
Hun.ig Building Products ................ 2i
Ideal Concrete Block ......................... .]
J.M. Ileinike..................................... .38
Leonard Lumber Co........................ .52
J\1aze 1 ails ........................................ 55
Millennium Millwork Corp...............1
"A:VlCO ............................................ ?
Mid-State Lumber Corp .................69
Morgan\ \'hole.<;ale Rldg. i\latcrials 39
KationaJ Store Fi-m1re~ ....................77
Nordic Engineered Wood ............. .41
NRLA Convention ..........................49
Pollard \Vindows ..............................72
Quikrctc Co. .. ................................. .3 I
Reeb ;\ lilh1 ork ..................................53
Rus<;in J.umher Corp.......................21
Sawbucks ..........................................90
Simp~on Strong-Tie ....................... .35
Star \ larkcting ..................................61
Super Seal \ lanufacturing ............ JBC
'13iga Fore<;t Products ...................... 15
~11-iad/M e rrick Machine Co. ............63
Tru~·Jo ist ......................................... .32
Vis10nPlanning Inc........................... 58
\~t;liC Caturano & Co..................... 10
\\"B Lamhot r.umber ........................ H
\ \'eyerhaeuser Co............................ .3 3
"'ind~or \\'indows & Doors ............ i I
"'oodgrain ;\fill work ........................ 29
\Voodgr11in (Atrium Doors) .............. 57
Reader Service fax Response form
Fax to: (518) 286-1 755 or mail ro
The Lumber Co-operator • 585 'Jonh Greenbush Road • Rensselaer. . .Y. 12J -H
The Lmnbn· Co-opemtor • Febru:~ ry/i\1arch 2002
~arne:
Company=---- - - - - - - - - - - - - - - - - - - - - - - -- - - - - --'.:=-=--=-=--=--
Addrcss:
City: - -- - -- - - -- -- - -- - -- State: _ _ _ _ ZIP:
FAX: _____________________________
Phone:
For more information on products or companies, please circle t:he company name below.
,\lltcd \mcrie~n lnsur.ance
Arch\\Ood Protecoon
\uto >tlk Systems
lhh.ic Lumber & ,\louldmg
8dtl:.' EIJUipment Co.
Rlue'liu·p
Buildmg .VIaterials
J'ducation
Boro Lumber & Ttmbcr Co.
Rmron Cedar & ,\liU•wrk
Bnd~warer \\ bolcsalcr..
BrocL~a}-Smith
Co.
Brodeur \\'indou·
0Jmibutors
RSCl
Capitol ,\larL:eling
92
C<..l 'lriaJ
Cc1l2r Sh~l:c & hingle
RurtJu
Certam Iced
Cleary Millwurk C:o.
C:m \Vooo Pre~n·ing
001~nc~ & Reader
llanh•ood Co. Lnc.
Fl'll)(!r Cedar
F & S \lannrncnmng Inc.
\.re;~J '\orthem Docks
llolbrool.. Lumb.!r Co.
!lull Forest ProdLK.'tS
Hutug Buil<lmg Prodnet~
ldal C:oncrcre BlocL:
J. \1 llcm•kc
LoonJrd I umber Co.
/\aib
A1illcnnmm .\lill~orl: C:orp.
N.\.\IC:O
i\lJd-St:lte Lumber Corp.
Morgan \Vhubalc Bldg.
Materials
l\ariunal Store Fi~rure>
'\ordic Fngtn«red Wood
1\ l:U..\ Con~cntion
Pollard \\' min"'
Quil:rerc Co.
Rteb \!JIIworL
Rus<m Lumber Lorp.
Sa\\bucb
Simpwn Strung-Ttt'
.\l.a~.e
Star Markcung
Super Sa l \ lannmrnmng
Taiga Forest Produc~
Triadl\ lerrick ,\IJdunc Co.
'11-us-JoiM
Vision Planning Inc.
\irate CarurJno & Co.
\\ 'B Lam bot Lumber
\\ 'eyerltac~r Co.
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WOOdgrain \hll\\Ork
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SubscripriollS""S35 per )C3r
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Sub.criptions
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1" per
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Fcbruary/t\1arch 2002
QCij-ijP~RATOR
1{1 Louisiana-Pacific•
Call Us for Details
at 800-222-62~5
Boston Cedar
& Millwork
www. b 0 sto n cedar.com