Building Products CONNECTION -- Feb/Mar 2015
description
Transcript of Building Products CONNECTION -- Feb/Mar 2015
COMPLETE IOWA AND NEBRASKA
CONVENTION DETAILS INSIDE
Feb /Mar 2015
Learn. Lead.
BPC STAFF
Publisher Cody [email protected]
Executive EditorBeth Stoll [email protected]
Advertising SalesErica Nelson [email protected](763) 497-1778
NLA STAFF
PresidentCody [email protected]
Field Service RepresentativeJerry [email protected]
Event CoordinatorOlivia [email protected]
Financial & Membership AssistantAbbie [email protected]
Director of Conventions and ToursJodie Fleck, [email protected]
Communications CoordinatorMelanie [email protected]
Director of Professional Development Connie [email protected]
Field Service RepresentativeJoel [email protected]
EDITORIAL ADVISORY BOARD
Daryl LundbergRob TremlJohn BatesMike Simon
The Building Products Connectionis published bi-monthly by the Northwestern Lumber Association, 5905 Golden Valley Road, Suite 110, Minneapolis, Minnesota 55422, (763) 544-6822. It is the official publication of the Northwestern Lumber Association (NLA). Copyright ©2015 by the NLA. Materials may not be reproduced without written permission. Annual subscription fee is $30.
POSTMASTERSend address changes to:The Building Products Connection5905 Golden Valley Road, Suite 110Minneapolis, MN 55422
Feb/Mar 2015
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Building Products Connection Feb/Mar 2015 5
Feb/Mar 2015
EDITORIAL 7
ASSOCIATION NEWS & EVENTS 8
IOWA CONVENTION PROGRAM 11
THE FINE ART OF NEGOTIATION 18
BUSINESS MATTERS 23
NEBRASKA CONVENTION PROGRAM 25
WHAT’S NEW 32
CLASSIFIEDS/AD INDEX 34
IOW
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NorthwesterN Lumber
AssociAtioN
ILA CONVENTION2015 FEBRUARY 18-19
CEdAR RApIds COnvEntIOn CEntERCEdAR RApIds, IOWA
6 Building Products Connection Feb/Mar 2015
2015Professional
DevelopmentTraining Classes• Estimating•Yard & Delivery
Best Practices• Sales• Business
Management• Leadership
Networking Groups•Owners/Manager
Roundtables• Sales Roundtable• Future Lumber
Leaders
Class details & registration information can be found on the
NLA web site www.nlassn.org
Northwestern Lumber
Association
2015Date Program Location
February 10 Introduction to Building Material Sales
Madison, WI
February 11-12 Blueprint Reading & Material
Take-Off
Madison, WI
February 18-19 Iowa Lumber Dealers Convention Cedar Rapids, IA
February 23-24 Yard & Delivery Managers Workshop
Stillwater, MN
February 25-27 Classic Roundtable Rochester, MN
March 10-11 Nebraska Lumber Dealers Convention
Kearney, NE
March 17 Business Management Twin Cities Area
March 18-20 Legacy Roundtable Rochester, MN
March 31 Business Management Sioux Falls, SD
April 1-2 Yard & Delivery Managers Workshop
Sioux Falls, SD
April 22-23 Blueprint Reading & Material Take-Off
Fargo, ND
Building Products Connection Feb/Mar 2015 7
2014 NLA BOARD
CHAIRMAN — Trent PeabodyLumber Mart West Grand Forks, North Dakota
1st VICE CHAIRMAN — Bill WoodFennimore Lumber Co. Fennimore, Wisconsin
2nd VICE CHAIRMAN — Daryl Lundberg Northwoods Lumber Blackduck, Minnesota
TREASURER — Ron EnterwRight Lumber & Millwork, Inc.
Buffalo, Minnesota
PAST CHAIRMAN — Jeff ReinhardtInterstate Building Supply Cannon Falls, Minnesota
NLA PRESIDENT/SECRETARY Cody Nuernberg Minneapolis, Minnesota
ILA CHAIRMAN — Brian CarlsonRed Oak Do-It Center Red Oak, Iowa
NLDA CHAIRMAN — Mike SkillstadFarm & Ranch Building Supply
Norfolk, Nebraska
WRLA CHAIRMAN — Craig VandenHoutenVan’s Lumber & Custom Builders
Luxemburg, Wisconsin
DIRECTORS
Brad Kranz 2012-2015Salem Lumber Co. Salem, South Dakota
Stephen McCarron 2012-2015McCarron’s Building Center, Inc.
Forest Lake, Minnesota
Brad Spelts 2013-2015Spelts Lumber Co. Burwell, Nebraska
Mike Bertrand 2013-2016Lloyd Lumber Co. North Mankato, Minnesota
Jennifer Leachman 2013-2016Leachman Lumber Co. Des Moines, Iowa
Garry Mertz 2013-2016Mertz Lumber & Supply Ellendale, North Dakota
Bill Brotherton 2014-2017Wall Lake Lumber Co. Wall Lake, Iowa
Bryan Jensen 2014-2017Central Valley Ag Elgin, Nebraska
Eric Halvorsen 2014-2017Halvorsen Lumber Co. Arcadia, Wisconsin
Brandon Seppala 2014-2017Pohaki Lumber Co. Virginia, Minnesota
ASSOCIATE DIRECTORS
Dave Charpentier 2012-2015Midwest Lumber Minnesota, Inc.
Stillwater, Minnesota
Aaron Lambrecht 2013-2016Shelter Products, Inc. New Ulm, Minnesota
Cedar Rapids, Iowa
NLBMDA REPRESENTATIVE
John BatesBuilders Select Cedar Falls, Iowa
2014 NLI OFFICERS
PRESIDENT — Larry Provance Arrow Building Center Chadron, Nebraska
VICE PRESIDENT — Wayne Briggs
Crane Johnson Lumber Fargo, North Dakota
TREASURER — Bob EganLampert Yards St. Paul, Minnesota
By now, all of the décor from the Holidays has been tucked away. Time has been spent with family and close friends and a little “me time” for yourself has hopefully been worked into your schedule as well.
With a new year comes new opportunities, new ideas and a blank slate. An empty canvas where you and your team are allowed to paint a new picture of what the year will look like. The same is true for your team at Northwestern Lumber Association. We have completed two annual conventions and have
two more yet to complete in Iowa and Nebraska (details inside this issue). If you haven’t made it out for the first two conventions… come see us! In addition to the Conventions, Future Lumber Leaders groups are meeting once again and events for the Spring and Summer of 2015 are in their final stages of planning.
Our canvas may be half painted already but there is still room for more. That is where you (the member) can play an integral
role. Looking back on a number of conversations that I have had over the past year, I can say beyond a shadow of a doubt that more is what you deserve, and more is what you shall receive.
First, NLA has hired an additional field service representative who will be on the road servicing dealers and working even closer with our associate members. Our field team (Jerry, Joel and I) have made it our goal to visit with each member on an annual basis in hopes of strengthening our relationship with your organization.
Second, gone are the days of “this is what we do” and here are the days of “tell us what you need and we will do it!” If I could pick a motto for 2015 it would be “Make It Happen”. Your staff at NLA is dedicated to making it happen for each member. This is where you come in. Start by taking a moment to think about what you want/need from NLA. Finish by telling us about it. You are our eyes and ears; we work for you! You eat, sleep and breathe this business every single day and it is crucial that we know what your needs are. Call your field representative or myself to discuss those needs. We may already have a solution in place. If we don’t, we likely have a contact for a solution and will be happy to make it happen!
So here is to each of you! Happy New Year! The year is young… Let’s Make It Happen Together!
Cody Nuernberg, NLA President
editorial
THE YEAR IS YOUNG, LET’S MAKE IT A GOOD ONE
8 Building Products Connection Feb/Mar 2015
news & events
Washington will all be ready to interact
with lawmakers during Capitol Hill and
federal agency visits, and during the
Legislative Reception on Capitol Hill.
Registration is now open online at
www.dealer.org.
Member Dealers: NLA does set aside
funds to assist those who plan to attend
the meeting. Funds are limited and are
disbursed on a first come, first served
basis. If you are interested in attending
or already plan to attend, please contact
Cody Nuernberg at (800) 896-5130 for
further details.
NLA WELCOMES JOEL SPINDLERJoel Spindler is a new field service
representative at NLA. He has a degree
in Business Management
and two years experience
working as a sales
representative for a courier
and dock truck service in
the Twin Cities.
Joel was born in Burnsville,
Minnesota and currently resides in
Rosemount, Minnesota. He enjoys
spending time with family and friends,
especially his 5 year old son Harvey, as
well as woodworking, fishing, grilling,
football and basketball. He also has been
a volunteer track and basketball coach.
2015 NATIONAL LEGISLATIVE CONFERENCE SCHEDULEDMeet with business colleagues, national
leaders, and association leadership
March 23-25, 2015 at the Renaissance
Dupont Circle Hotel in Washington
D.C. for the NLBMDA Spring Meeting &
Legislative Conference.
Much has changed in D.C. since we last
met. The Republicans now have control
of Congress, but still need to work with
the White House and Democrats to move
legislation forward. Your time will be
well spent hearing from political leaders
and walking the halls of power to make
sure our issues and concerns are shared
with leaders that can make a difference.
No one knows our issues better than
you. By sharing your personal stories,
you become a persuasive and powerful
advocate for policies that will make the
economy and our industry stronger.
Need to brush up on the issues? You will
have ample opportunities to refine your
positions and learn about new issues to
address with Congress after preparations
during the issue briefings and the
Washington Briefing Breakfast. Veterans
of the ‘Hill Visit’ and those new to
NLBMDA NAMES JONATHAN PAINE AS NEW PRESIDENT The NLBMDA Board of Directors
appointed Jonathan Paine as the new
president and CEO of the organization
at the annual meeting on October 28
at the ProDealer Industry Summit in
San Diego, California. Paine has been
serving as the association’s executive
vice president since 2012 and replaces
outgoing president, Michael O’Brien,
who is assuming other responsibilities
with NLBMDA’s management firm.
As president and CEO, Paine will take
charge of a Washington, D.C. office and
IOWA LUMBER CONVENTION 18-19 Cedar Rapids Convention Center Cedar Rapids, Iowa
CLASSIC ROUNDTABLE 25-27 Rochester, Minnesota
FUTURE LUMBER LEADERS - NE 10 Kearney, Nebraska
NEBRASKA LUMBER DEALERS CONVENTION 10-11 Younes Convention Center Kearney, Nebraska
LEGACy ROUNDTABLE 18-20 Rochester, Minnesota
Calendar of events
march
february
Building Products Connection Feb/Mar 2015 9
implement board initiatives through
the legislative, regulatory, educational,
communications, and events staff that
will report to him. He will continue to
work closely with NLBMDA leaders,
member volunteers and the state and
regional building material associations
that comprise the NLBMDA federation.
Paine already has a proven record of
success with NLBMDA. In 2014 alone,
he oversaw the introduction of a brand
new website, 100 percent member
retention for associate members in the
Manufactures and Services Council,
the development of a new three-year
strategic plan, and the launch of an
online learning management system
for the industry’s favorite Forklift & You
operator training program.
Paine is an active member of American
Society of Association Executives (ASAE),
an Eagle Scout, and a Boston native
that roots for all New England teams.
He has a Bachelor of Science degree in
Government from Suffolk University in
Boston, Massachusetts.
NLBMDA ANNOUNCES NEW LEADERSHIP TEAM FOR 2014-2015 There is a new leadership team for
NLBMDA, with new Chairman J.D.
Saunders leading the association. The
board elected its new leadership team
at the ProDealer Industry Summit in
California late last year.
JD is vice president of Economy Lumber
in Campbell, California and is replacing
outgoing chair Chris Yenrick, president
of Smith Phillips Building Supply in
Winston-Salem, North Carolina.
Since 1936, the Economy Lumber
Company has been providing building
materials and services to the developers
of the Santa Clara Valley with about
95 percent of sales coming from
pro-contractors. The Saunders family
has co-owned the company since the late
1940’s. Saunders is in the third generation
of his family helping to run the business.
In addition to JD, the other members
of the 2014-2015 NLBMDA Executive
Committee are:
• Chair-Elect: Scott Yates, Denver
Lumber, Denver, CO
• First Vice Chair: Davis Boland, Boland
Maloney Lumber, Louisville, KY
• Second Vice Chair: Michael Cassidy,
TW Perry Enterprises, Gaithersburg, MD
• Treasurer: Scott Engquist, Engquist
Lumber, Harcourt, IA
• Manufacturers & Services Council
Chair: Gary Nackers, Do it Best Corp, Ft.
Wayne, IN
• Federated Association Executives
Chair: David Garrett, Eastern Building
Material Dealers Association, Lancaster,
PA
• Immediate Past Chair: Chris Yenrick,
Smith Phillips Building Supply, Winston-
Salem, N.C.
• President & CEO: Jonathan Paine,
NLBMDA, Washington, D.C.
NLA would like to congratulate Scott
Engquist on his appointment to the
NLBMDA Board of Directors. Prior to his
appointment, Engquist served NLA as
the NLBMDA Representative for many
years.
John Bates, Builder’s Select, Cedar Falls,
Iowa, replaces Engquist as our new
NLBMDA representative.
VOTERS APPROVE MINIMUM WAGE INCREASES IN SEVERAL STATESThe minimum wage increases approved
by voters on November 4 will bring
changes to a number of state and city
employment law posters.
(continued on page 10)
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10 Building Products Connection Feb/Mar 2015
(continued from page 9)
Under referendums approved by voters,
the minimum wage will increase in
Alaska, Arkansas, Nebraska, and South
Dakota on January 1, 2015. It may also
increase in Illinois, as voters approved
an advisory referendum to raise the
state minimum wage to $10 per hour on
January 1.
The referendums approved by voters
increased Nebraska’s minimum to $8
per hour on January 1, 2015, and to $9
per hour on January 1, 2016. In South
Dakota, the state’s minimum wage
increased to $8.50 per hour on January
1, 2015, and will be adjusted annually by
any increase in the cost of living.
The minimum wage rate increases will
require an updated minimum wage
poster that employers in Nebraska will
need to display. South Dakota does not
currently have a minimum wage posting.
When the rate is adjusted for inflation,
the new rate will be published on the
South Dakota Department of Labor’s
website.
If Illinois lawmakers approve the
minimum wage increase endorsed by
voters, employers there will need to
display an updated poster as well.
The Departments of Labor in the
impacted states will be releasing posters
showing the updated rates. Employers
should display the updated posting when
the new rate becomes effective.
NLA DEALERS ATTEND IOWA HAWKEYES DRUBBING OF NORTHWESTERN WILDCATSNearly 20 dealers, suppliers and their
family members attended the first annual
Iowa Football Outing on November
1, 2014 between the Iowa Hawkeyes
and Northwestern Wildcats at Kinnick
Stadium in Iowa City.
The Hawkeyes jumped out to an early
lead thanks to turnovers and a stellar
defensive performance. The final score
was 48-7 and could have been worse!
Thanks in part to a 38-7 halftime lead,
the Hawkeyes were able to rest a few key
players for much of the second half in
preparation for their next game against
cross-state rival Minnesota.
NLA will travel to Ames in 2015 for
a Cyclone Game. A date and event
information will be released as soon as
the details are determined.
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Building Products Connection Feb/Mar 2015 11
IOW
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NorthwesterN Lumber
AssociAtioN
ILA CONVENTION2015 FEBRUARY 18-19
CEdAR RApIds COnvEntIOn COMpLEXCEdAR RApIds, IOWA
12 Building Products Connection Feb/Mar 2015
scheduLe At A gLANcewednesday, February 18
9:30 am – 6:00 pm registration desk open
10:00 am – 2:00 pm exhibitor move-in
12:00 pm – 2:15 pm semiNAr: how to sell Value in a tough market
2:30 pm – 3:30 pm semiNAr: how to “wow” Your customers
2:00 pm – 6:00 pm exhibit Floor open
6:00 pm – 8:00 pm grand reception
thursday, February 197:30 am – 1:00 pm registration desk open
8:00 am – 9:30 am membership meeting & breakfast
9:30 am – 1:00 pm exhibit Floor open
10:00 am - 10:30 am career Panel discussion
1:00 pm – 4:00 pm exhibitor tear down
IOW
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Building Products Connection Feb/Mar 2015 13
cedAr rAPids coNVeNtioN
comPLex / doubLetree hoteL 350 First Avenue NE • Cedar Rapids, I0wa 52401
reserVAtioNs: (319) 731-4444group rate: $109 (plus applicable taxes)discounted rate through January 27, 2015code: Northwestern Lumber Association
PArkiNg Attached Parking ramps
$12.00 per night (in & out Privileges)$0.75 per hour (first hour free) for daily attendees
bAdge registrAtioN costs retAiLers NLA member Free NLA NoN-member $40 buiLders/coNtrActors with PAss Free with AccomPANYiNg member Free without PAss or member $40
guests member sPouses, Architects, buiLdiNg oFFiciALs, APProVed Press, iNstructors, studeNts or retired deALers Free other $40 **suPPLiers exhibitors (ALL) Free NoN-exhibitiNg member $125 **NON-EXHIBITING NON-MEMBERS MAY NOT ATTEND
semiNAr registrAtioN costshow to seLL VALue iN A tough mArket NLA member /NoN-member $75/$125
how to “wow” Your customers
NLA member /NoN-member $40/$60
meAL costsgrANd recePtioN oN wedNesdAY NLA member /NoN-member Free/$15 breAkFAst & keYNote oN thursdAY retAiLer members & FAmiLY Free retAiLer NoN-members & FAmiLY $20 exhibitiNg suPPLiers uP to two Free (per 10 x 10 booth) AdditioNAL exhibitiNg suPPLiers $20 NoN-exhibitiNg suPPLier members $20
14 Building Products Connection Feb/Mar 2015
how to seLL VALue iN A tough mArket*12:00 pm – 2:15 pm • mICk FRANk
tips from this fast paced workshop will help you build value-added skills that you can put to use right away and make your company stand out.
key Learning Points:• Introduction to selling value.• What differentiates you from your competitors.• Create a sales process around your company’s services and benefits which will result in higher margins to your company and more sales to you.*Lunch is not included
how to “wow” Your customers2:30 pm – 3:30 pm • Rob bEll
Every team member has the opportunity to enhance your company’s reputation. when face-to-face with the customer, each person represents the whole organization. the key is to make sure each interaction earns a ringing endorsement.
key Learning Points:• What your customers really want.• Five levels of listening.• Choosing positive words - our success comes in cans, not cannots.• The importance of body language – reading our customers’ actions and taking responsibility for our own.• Steps to turn service breakdowns into loyalty building opportunities.
sEM
InA
Rs
wedNesdAY, FebruArY 18
Building Products Connection Feb/Mar 2015 15
mick Frank — mick Frank is a graduate of carleton college and has a law degree from william mitchell college of Law. he was a business owner for 18 years and is now director of business development in the core city markets for cambria. the tools and techniques mick will share will be something you can apply to any part of your business.
rob bell — rob bell is the perfect combination for a speaker of educational know-how, professional experience and humor. drawing on more than 25 years of experience in leadership roles, customer service and training, rob makes it simple, clear and FuN to improve customer service and gain leadership skills. Rob’s insight on both external and internal customer service rings true to all who hear him. Participants leave Rob’s presentations “fired up” and supplied with the techniques they need to meet and exceed customer and organization expectations.
16 Building Products Connection Feb/Mar 2015
TWo-DAY TRADE SHoW WEDNESDAY, FEbRuARY 18 • 2:00 pm - 6:00 pm THuRSDAY, FEbRuARY 19 • 9:30 Am - 1:00 pm Learn about new products and services from suppliers during this two-day trade show. this is your chance to place your orders, meet new suppliers and learn about emerging technologies and the latest innovations. stick around for your chance to win cAsh throughout both days of the trade show!
grANd recePtioN WEDNESDAY, FEbRuARY 18 • 6:00 pm – 8:00 pmJoin your colleagues, old friends and new acquaintances for some after-hours fun and relaxation! the grand reception will take place in grand ballroom b, with light hors d’oeuvres, beverages and the local kirkwood community college Jazz combos. there is No cost for members to attend the reception, but please indicate your intention of attending by reserving a ticket in advance. tickets wiLL be collected at the door.
chANce to wiN cAsh! during the trade show hours we will have several $125 cash giveaways —which is just one way we’re celebrating NlA’s 125th anniversary. Collect a signature card at the registration desk, stop by 10 different exhibitor booths for a signature and then turn your completed card in at the NLA booth for your chance to win one of our hourly cash drawings! how about a chance to win another $50? simply stop by any sponsor booth at the trade show, take your picture with a booth representative, then upload that picture to NlA’s Facebook or Twitter page with your name and company name. We’ll select a winner within one week of the show and mail you out a check!
Remember: You must be present to win the cash. Entries must be over 18 and a current owner or employee (or spouse) of a retail lumber yard.
EvEn
ts
Building Products Connection Feb/Mar 2015 17
membershiP meetiNg & breAkFAstbE A RINGmASTER! HoW To “WoW” lEADERSHIp • Rob bEllTHuRSDAY, FEbRuARY 19 • 8:00 Am – 9:30 Am
Plan on attending the membership meeting & breakfast to be brought up-to-date on important NLA business and board appointments while enjoying a delicious meal.
immediately following the meeting portion of the breakfast, our keynote, Rob bell, will speak about leadership. most people don’t stay with companies; they stay with supervisors. to realize remarkable service that results in long term business success, we must treat our team members as our very best customers. Learn how to be a ring master of even the most challenging circus!
key Learning Points:• The difference between management and leadership.• Four characteristics of excellent leaders.• The importance of developing & communicating your non-negotiables.• Techniques to energize your team to use their discretionary effort to go the extra mile.• How to involve everyone on your team to identify opportunities to add sparkle and polish to your customers’ experiences.
exhibitors as of November 20, 2014 (*sPoNsors)Absolute Distribution • Amcon block & precast • American building Components • Bayer Built WoodWorks • boise Cascade • building products Inc. - lumber & Engineered Wood • building products Inc. of Iowa • CasCade Mfg. Co. • Cedar Creek Wholesale • Center-line Trailers • CertainTeed Corporation • Creative panel Solutions • Do it best Corp. • Edco products, Inc. • Empire Company (The) • Fabral, Inc • federated insuranCe • GAF • GRk Fasteners • Guardian building products • Hawkeye building Distributors • Hayfield Window & Door Co. • Hutchison lumber & building products • k&r Wholesale Building Materials • klauer mfg. Company • lake States lumber, Inc. • larson manufacturing Company • Marvin WindoWs and doors • metal Sales mfg. Corp. • mid-Am building Supply • midland Garage Door mfg. Co. • midwest lumber minnesota • NlA 401k mEp • owens Corning • Pennsylvania & indiana luMBerMens Mutual insuranCe • owens Corning • Quality Edge • roof dePot • Rollex Corporation • TAmko building products, Inc. • Thermo-Tech Windows • universal Forest products • Wausau Supply Co., Inc.
18 Building Products Connection Feb/Mar 2015
of negotiationthe
Almost everyone has met a natural-born negotiator. You know the type: the person who can drive onto a car lot and
drive off with a bargain well under the sticker price, or go to a flea market or antique shop and get an 18th century
armoire for a quarter of its tag price — or walk into their boss’s office and walk out with a raise, even during a
recession.
These people just seem to have an inborn gift. Too bad about the rest of us! We’re doomed to forever pay sticker price
on cars and antiques and shy away from tough money talks at work… right?
Wrong, says Steven G. Blum. We all negotiate things all the time without even realizing it. Take steps to improve those
abilities and you can change your life.
“Let’s say your boss comes to you with a problem,” says Blum, author of Negotiating Your Investments: Use Proven
Negotiation Methods to Enrich Your Financial Life (2014, ISBN: 978-1-118-58307-4, www.negotiatingtruth.com).
“A colleague, who was a key member on a big project you’re working on, has unexpectedly left the company. Because
there isn’t time to add a new project member and bring them up to speed, the boss asks you to pick up the slack —
which means a lot of late nights for you until the project is complete.
“If you aren’t comfortable with negotiation, you’ll probably say yes without asking for anything in return,” he
continues. “But if you’re a strong negotiator, you’ll see an opportunity. You might tell your boss that you’ll be happy
to put in the extra hours to make the project a success. In return you’d like the company to pay for you to get certified
as a project manager, making you a more valuable — and marketable — employee in the long run.”
In doing so, notes Blum, who has been teaching in the Department of Legal Studies and Business Ethics at the
Wharton School of Business at the University of Pennsylvania for more than 20 years, you’ve negotiated a better
outcome for yourself than you would have received had you not spoken up. And you’ve made your boss happy
because he gains a successful project and gets a more highly skilled employee whose knowledge will be useful in the
future.
That’s negotiation. It’s not just about getting a better price for a product or service. It’s about dramatically improving
the quality of your life, creating better outcomes for everyone, and even building more harmonious relationships (for
example, when you negotiate with a spouse or child). Yet many people fear negotiation—mostly because they just
aren’t comfortable with the process and don’t feel they possess the necessary skills. (continued on page 20)
ART
Life is nothing but a series of negotiations. If you aren’t thinking about it that way, it’s quite likely you’re missing out on opportunities to make big impro vements.
Building Products Connection Feb/Mar 2015 19
of negotiation
Life is nothing but a series of negotiations. If you aren’t thinking about it that way, it’s quite likely you’re missing out on opportunities to make big impro vements.
by Steven G. Blum
Part One of a Two Part Series
20 Building Products Connection Feb/Mar 2015
(continued from page 18)
Negotiating Your Investments is an
in-depth guide to applying proven
principles of negotiation to your
personal finances. With expert insight
into the before, during, and after of a
successful negotiation, you’ll learn how
to prepare for and conduct important
financial discussions with an eye toward
getting the best possible outcome.
“Once you’re aware of the underlying
negotiation skills, you can start
negotiating lots of things in your life—a
cheaper price on daycare or lawn care
services, better assignments at work, and
so on,” says Blum. “Becoming a better
negotiator can help you get a larger share
of what you want, attain more of your
goals, and better develop the ways you
spend your days on this earth.”
Know what you don’t want, what you
do want, and what’s even better. One of
the most important things a negotiator
can do is figure out what she is trying to
gain or achieve. As simple as it sounds,
many people don’t truly know their
own motivations. Once you remedy
this problem, you can be purposeful in
keeping the process moving toward your
goals and avoiding measures that might
throw you off course.
So, what does a really good outcome look
like? It tends to leave you with most of
the things you want, both substantively
and with regard to the people you are
negotiating with.
When you don’t know what a good
outcome looks like for you, you can end
up agreeing to terms that aren’t good
for you or the other party. Just consider
this example about Brian and Marge,
co-owners of a business. They’ve been
working together for more than a decade,
and for the most part, they’ve always
worked well together.
Brian is very outgoing and is great
with clients. Marge is a bit more of an
introvert. She isn’t great at talking with
clients but she is a whiz at keeping the
books, running the back office, and
dealing with technology issues.
As you can see, their partnership was
wonderfully “win-win” in the past.
Recently, though, Brian and Marge had
an argument. Brian felt he was pulling
more of the weight than Marge. In the
end, they came to a compromise. They
would split all tasks evenly. So now Brian
would take on some of the bookkeeping
and IT tasks, and Marge would work
more with clients.
“This arrangement makes it clear to
me that neither of them had their
company’s ‘best outcome’ in mind,”
says Blum. “First, they’re both left worse
off. Now instead of doing work that
each is good at, they are spending half
their time doing things that make them
miserable. And the joint misery is not
helping company output at all. What
if, instead, Brian had asked for a higher
Building Products Connection Feb/Mar 2015 21
Worldwide Distribution & Retail Services
1-800-347-2860 ext. 6780 • www.orgill.comOrgill, Inc. P.O. Box 140, Memphis TN 38101-0140
For more information about how Orgill could be a good fit for you, call Phillip Walker
a better fit!“Orgill offers a broad spectrum of product, competitive pricing and reliable service that is just a better fit for us than our previous regional distributor. Things have worked out really well since our switch to Orgill. I’ve even recommended Orgill to a number of fellow dealers. I think our relationship will just continue to grow.”
Daryl Lundberg, Northwoods Lumber, Two Locations in Minnesota
Orgill CustOmer insights
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percentage of the business in return for
his work with the clients? Or, if Marge
was concerned that Brian’s handling of
all client work was unfair, they could
handpick the clients with whom she was
most likely to have success.
“It’s also important to keep in mind that
what you view as being a ‘good’ outcome
might not be that good if it leaves the
other negotiating party feeling worse
off,” he adds. “Chances are you’ll need to
negotiate with certain people on more
than one occasion and you don’t want
to burn those bridges by leaving them
feeling you’ll take advantage of them the
first chance you get.”
Harness the power of BATNA. In
negotiation, power comes from
alternatives. One of the first things a
skilled negotiator explores is what course
she will take if the deal being worked on
completely falls apart. If I can’t make this
arrangement with this person work out
at all, what will I do instead? Answering
this question leads you to your Best
Alternative To a Negotiated Agreement
(BATNA) and lays the foundation for
increasing negotiating strength. And
greater strength presents the potential
for increased control, influence, and
authority.
Next Issue: Part II of“The ART of Negotiation”
22 Building Products Connection Feb/Mar 2015
Member Buying Powerfor Employee Benefits
The Northwestern Lumber Assocation’s new 401K MulitpleEmployer Plan now offers members a better way to
provide employees with a savings plan! Put the POWER ofgroup buying into your program while eliminating
adminstrative costs and headaches.
BUILDERS MEP GROUP13507 Jefferson St. NEHam Lake, MN 55304
(763) 862-7800/(800) [email protected]
nla401kmep.com
40
1K
Registered Principal offeringsecurities through FSC Securities
Corporation, member FINRA/SIPC. Investment Advisory
Services offered through AIGAdvisory Group, a registered
investment advisor affiliated withFSC Securities Corporation
Building Products Connection Feb/Mar 2015 23
The “defined contribution retirement plan,” of which the
401k is an example, has become the primary tool used by
employees to save for their retirement. As of April 2014,
there were 638,390 defined contribution plans in the U.S.,
covering more than 88 million participants with almost $4
trillion in assets.
Almost 80 percent of full-time workers have access to
employer-sponsored plans, and approximately 80 percent
of those employees participate in a plan. Because of the
prevalence of these plans and the issues employers had
in mishandling employee funds in the late 1990s and
early 2000s, the U.S. government instituted new laws
regarding the fiduciary responsibility and transparency
requirements employers have in dealing with employee
retirement plan funds. The Pension Protection Act of 2006
layered in new regulations incrementally through 2012,
and the Dodd-Frank Act of 2010 went even further with
new rules on proper disclosure of pension plan fees and
expenses.
Through these two major statutes, a number of changes
have been evident in the marketplace that should cause
every employer a moment’s pause: plan audits have
increased by more than 25 percent in the past few years;
1,000 new enforcement agents have been hired in the past
year; three out of four audits result in a fine or penalty, or
both; and, the average fine has increased in recent years
by $150,000 to $600,000. Further, in years 2010-2013, an
average of 80-100 individuals were indicted each year for
offenses related to plans. As a result, in the 2013 audit
year, 3,566 audits were performed, and more than $2.7
billion in fines and penalties were levied.
Now more than ever, employers need to make sure they
are doing things properly with regard to their defined
contribution retirement plan fiduciary responsibility.
Given the trends outlined above, many firms have chosen
to outsource the fiduciary responsibility associated with
corporate retirement plans. One way that this can be
done is to participate in a Multiple Employer Plan (MEP).
The MEP is a government-approved method by which
a group, a trade association, like NLA for example, can
put together a single plan that covers its association
members. By purchasing plan services together, lower
plan pricing is available, and fiduciary responsibilities
can be shifted to a professional services company hired
by the MEP.
Under this scenario, the MEP is a normal 401k retirement
plan that simply lumps assets and plan services together
into one very large plan with many participants.
Companies can adopt the association plan and still
have choices as to matching thresholds and employee
eligibility, as well as other plan provisions. An additional
advantage is that the plan sponsor is an independent,
outsourced group and not the individual employer. This
places fiduciary responsibility on the independent group
for plan performance and administration and shifts it
away from the employer. This allows the employer to run
their business and not have to manage a 401k retirement
plan on a daily basis.
The investment fund allocations can also be managed
by the independent group, to make sure the selection
and de-selection of fund allocations is performed by
professionals based on quantitative and qualitative
measurements on a consistent basis. This is a task
seldom done consistently and objectively by most plan
sponsors (employers) in stand-alone plans, nor is it
something they should be expected to do well because it
is not part of their core business.
Another key component within a MEP is employee
communication and education. In most cases, required
employee communication regarding plan funds is not
done systematically by employers. Whereas with a MEP,
the independent group managing the plan agrees to take
on these tasks and accept fiduciary responsibility for
them, alleviating the employer of many of the headaches
that typically cause fiduciary breaches for which the
Department of Labor and IRS issue citations.
(continued on page 20)
Understanding the Current Landscape of Employer-Sponsored Retirement Plans
by Buck Blanton
RUN YOUR BUSINESS,NOT YOUR RETIREMENT PLAN
Business Matters
24 Building Products Connection Feb/Mar 2015
considered, this option is a very good
one that allows an employer to focus
on the fundamentals of their business
while still providing a high-tech easy-to-
understand and affordable retirement
plan option to their employees.
Northwestern Lumber Association
members can greatly benefit by taking
advantage of our MEP program through:
Buying Power — All assets, although
separated for each individual member,
is used to reduce administrative and
investment fees. Members will also
save time and money by not having to
administer the plans in house.
• Discharge of fiduciary responsi-
bilities — Each member co-adopting
the MEP will have their status as plan
sponsor, trustee, named fiduciary and
plan administrator removed. This allows
members to see the plan as an attribute
as well as letting them focus on your
business.
• Elimination of form 5500 and plan
audit costs — Members co-adopting the
MEP no longer need to file a form 5500
or have to pay for an audit. This may
save thousands of dollars and time away
from running the business.
For more information, contact Dan
Gardner at [email protected] or
call (612) 743-4961.
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Call for a complete catalog and planning guide for post framebuildings, construction materials, specifications on engineeredwood, treated lumber and wood products, boards and patternstock, fencing projects and livestock production units.
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(continued from page 19)
Further, because the plan has combined
buying power, the services cost less than
a stand-alone employer provider would
have to pay.
There is still a fiduciary role in choosing
a MEP, but it doesn’t differ greatly from
the role the employer has in adopting
their own, independent plan. All things
M I D W E S T
“ T h e P e r m a n e n t S o l u t i o n ”
800-798-5562www.midwestpermacolumn.com
Concrete Foundations Peace of Mind for a Lifetime!!
Building Products Connection Feb/Mar 2015 25
nEB
RA
sKA
NorthwesterN Lumber
AssociAtioN
NLDA CONVENTION2015 MARCh 10-11
YOUnEs COnvEntIOn CEntER KEARnEY, nEBRAsKA
26 Building Products Connection Feb/Mar 2015
scheduLe At A gLANcetuesday, march 10
9:30 am – 7:00 pm registration desk open
10:00 am – 2:00 pm exhibitor move-in
12:30 pm – 2:30 pm semiNAr: turn Your store into a selling machine
2:00 pm – 7:00 pm exhibit Floor open
5:00 pm – 7:00 pm grand reception on exhibit Floor
wednesday, march 117:30 am – 1:00 pm registration desk open
8:00 am – 9:30 am membership meeting & breakfast
9:30 am – 1:00 pm exhibit Floor open
9:30 am – 10:00 am career Panel discussion
1:00 pm – 4:00 pm exhibitor tear down
nEB
RA
sKA
Building Products Connection Feb/Mar 2015 27
YouNes coNFereNce ceNter
& FAirFieLd iNN416 West Talmadge Road • kearney, Nebraska
reserVAtioNs: (308) 236-4200group rate: $99.95 (plus applicable taxes)discounted rate through February 16, 2015code: Northwestern Lumber Association
directioNs From the eAst or west
1. take interstate 80 to Ne-44 N/2nd Avenue (exit #272)2. head north on Ne-44 N/2nd Avenue for .2 miles
3. take a left on talmadge road4. Younes conference center will be on your left
bAdge registrAtioN costs retAiLers NLA member Free NLA NoN-member $40 buiLders/coNtrActors with PAss Free with AccomPANYiNg member Free without PAss or member $40
guests member sPouses, Architects, buiLdiNg oFFiciALs, APProVed Press, iNstructors, studeNts or retired deALers Free other $40 **suPPLiers exhibitors (ALL) Free NoN-exhibitiNg member $125
semiNAr registrAtioN coststurN Your store iNto A seLLiNg mAchiNe NLA member /NoN-member $75/$125
meAL costsgrANd recePtioN oN tuesdAY NLA member /NoN-member Free/$15 breAkFAst & keYNote oN wedNesdAY retAiLer members & FAmiLY Free retAiLer NoN-members & FAmiLY $20 exhibitiNg suPPLiers uP to two Free (per 8 x 10 booth) AdditioNAL exhibitiNg suPPLiers $20 NoN-exhibitiNg suPPLier members $20
**NON-EXHIBITING NON-MEMBERS MAY NOT ATTEND
28 Building Products Connection Feb/Mar 2015
turN Your store iNto A seLLiNg mAchiNe12:30 pm – 2:30 pm • bIll SHARp
Do you know that 94 percent of customers who say, “I’m just looking” intend to buy? turn your store into a selling Machine is a bAck to bAsics, get the sALe program. if you want to sell contractor and diY customers, this program is a must.
key Learning Points:• Why customers say they’re “just looking” when they aren’t. Simple but powerful questions you can ask to get them to open up.• Six proven steps to successfully handle unhappy customers.• How to stop customers from coming to your store to gather information and then buying from a low ball competitor.
bill sharp is a former salesman, manager and sales trainer for three Fortune 500 companies. he has been on the adjunct faculty of the university of missouri, Park university and william Jewell college. bill and his partners call themselves the Percon group (Performance coNcepts For management excellence). they regularly conduct selling skills and sales management programs across the us and canada, and sometimes in western europe and the Far east.
EdU
CAt
IOn
tuesdAY, mArch 10
Building Products Connection Feb/Mar 2015 29
membershiP meetiNg & breAkFAstkeYNote sPeAker: tom osborNe wedNesdAY, mArch 11 • 8:00 Am – 9:30 Am
The words were inscribed on memorial Stadium’s northwest corner some 14 years before he was born; “courage; generosity; Fairness; honor; in these are the true awards of manly sports.” How fitting that the field inside that historic stadium is now called tom osborne Field, in honor of a man who throughout his professional career relied on guiding principles based on more than winning.
osborne excelled in every aspect of his professional career, first as an assistant football coach, then for 25 seasons as one of the most successful football coaches in college football history. Following his retirement, osborne
served his home state for six years in the u.s. house of representatives before returning to lead Nebraska athletics in the athletic director role for five years from 2007 to 2012. osborne is one of 13 individuals selected as members of the first College Football playoff committee. the group will be charged with selecting the four teams that will participate in the new College Football playoff. These days, osborne devotes even more time to possibly his greatest passion — the teammates mentoring Program.
reserve your seat for what is sure to be an inspiring program by ordering your membership breakfast ticket when registering.
30 Building Products Connection Feb/Mar 2015
TWo-DAY TRADE SHoW TuESDAY, mARCH 10 • 2:00 pm - 7:00 pm WEDNESDAY, mARCH 11 • 9:30 Am - 1:00 pm Learn about new products and services from suppliers during this two-day trade show. this is your chance to place your orders, meet new suppliers and satisfy your educational appetite by learning about emerging technologies and the latest innovations. stick around for your chance to win cAsh PriZes announced throughout both days of the trade show!
grANd recePtioN TuESDAY, mARCH 10 • 5:00 pm – 7:00 pmJoin your colleagues, old friends, and new acquaintances for some light hors d’oeuvres and beverages during the last two hours of the trade show on tuesday from 5:00 pm - 7:00 pm!
The Grand Reception will take place this year oN the exhibit floor so that you may continue to do business while visiting. there is No cost to attend the reception this year and no tickets are required, but please indicate your intention of attending the reception when registering so there’s plenty of food and libations.
EvEn
ts
Building Products Connection Feb/Mar 2015 31
exhibitors as of November 24, 2014 (*sPoNsors)
chANce to wiN cAsh! tuesdAY, mArch 10 & wedNesdAY, mArch 11 during the trade show hours on both tuesday and wednesday there will be several $125 cash giveaways — which is just one way we’re celebrating NlA’s 125th anniversary. Collect a signature card at the registration desk, stop by 10 different exhibitor booths for a signature and then turn your completed card in at the NLA booth for your chance to win one of our hourly cash drawings!
how about a chance to win another $50.00? simply stop by any sponsor booth at the trade show, take your picture with a booth representative and upload that picture to NlA’s Facebook or Twitter page with your name and company name. We’ll select a winner within one week of the show and mail you out a check!
Remember: You must be present to win the cash. Entries must be over 18 years of age and a current owner or employee (or spouse) of a retail lumber yard.
Absolute DistributionAmerican Building Components
BAyer Built WooDWorks Boise Cascade
Building Products, inc. - lumber & engineered WoodBuilding Products, inc. - south Dakota
Carlson systemsCedar Creek Wholesale
Center-line trailersCentral lumber sales, inc
Certainteed Coporation.Chicago lumber
DeAlers ChoiCe Do it Best Corp.
FeDerAteD insurAnCeGAF
Guardian Building Products Distributionhawkeye Distribution
husker Vinyl, inc.hutchison lumber & Building Productsk&r Wholesale Building Materialsklauer Mfg.lake states lumber, inc.larson Manufacturing Company, inc.Metal sales Mfg. Corp.Midland Garage Door Mfg. Co.Midwest lumber MinnesotanlA 401k MeP Planorgill, inc.Penn. & inD. luMBerMens MutuAl insurAnCeQuality edgerollex Corporationsprenger Midwestthermo-tech Windowsumix Products Co.Wausau supply Company, inc.
32 Building Products Connection Feb/Mar 2015
What’s new
Supplier NewsBLACK+DECKER® WINS BEST OF WHAT’S NEW 2014 GRAND AWARD Exactly six months after being launched,
BLACK+DECKER’s 20V MAX* Lithium
Cordless Drill with AutoSense™
Technology has won the Grand Award for
the Home category in Popular Science’s
2014 Best of What’s New Awards.
Each year, the editors of Popular Science
review thousands of products in search
of the top 100 tech innovations of
the year; breakthrough products and
technologies that represent a significant
leap in their categories. The 20V MAX*
Lithium Cordless Drill with AutoSense™
Technology is a drill designed to
intuitively understand when to stop
screws that are flush with the work
surface.
In MemoriamTERRY ELLIOTT (1944-2014) Terry Edward Elliott, 69, of Freder-
icksburg, Iowa, died at home last
December.
He was born December 29, 1944, in
New Hampton, son of Glen Robert and
Mildred Louise Small Elliott. He married
Faye Ellen Flansche at Peace United
Church of Christ, Fredericksburg in 1962.
Terry was a 1962 Fredericksburg High
School graduate. He worked at the
DX Station in Fredericksburg, Scott’s
Truck Stop in Charles City, Great Plains
Lumber in New Hampton, and for 43
years was employed at E&M Lumber,
Sumner, Iowa. He was a member of the
Northwestern Lumber Association, and
was named Iowa Lumber Dealer of the
Year in 2014.
DO IT BEST NAMES SIMPSON STRONG-TIE VENDOR OF THE YEARDo it Best Corp. has awarded Simpson
Strong-Tie its 2014 Vendor of the
Year Award in the Building Materials
products category. Do it Best awards
Vendor of the Year in 22 product
categories, along with three overall
awards across all categories.
“When we make our decision for
Vendor of the Year, we base it on
several variables — sales growth, fill
rate of purchase orders, customer
service, product quality, communi-
cation of all changes in a timely
manner, ease in working with the
vendor, support of our markets, and
the effective use of a vendor sales
group in reaching out to our members.
Simpson Strong-Tie is exceptional
in all of these,” noted Do it Best’s
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Tested by independent laboratories, ourwindows feature ENERGY STAR®, NFRCand AAMA certification, so you knowthey’ll perform today and tomorrow.
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MOISTURESHIELD INVESTS IN ANGIE’S LIST PROGRAMMoistureShield composite decking
has invested in a national program
with Angie’s List to expand the benefits
of its MoistureShield Valued Partner
(MVP) program for its contractor
partners.
MoistureShield and Angie’s List have
designed a team dedicated specifically
to the success of their contractors.
This new partnership with Angie’s
List will provide MoistureShield MVPs
with extensive lead opportunities,
advertising discounts, individual
reputation management and unique
positioning within the decking
category.
At no cost to them, MoistureShield
MVP contractors will now receive:
• Access to a dedicated Angie’s List
coordinator to assist with the set up
and enhancement of their company’s
AngiesList.com profile
• Education on using tailored review
generation tools and programs to
enhance their e-commerce presence
• 15 percent discount on expanded
advertising on AngiesList.com
“Last year, Angie’s List members spent
more than $73 million on decking
projects, and this partnership is
our way of helping our contractors
connect with the growing e-commerce
market where consumers are actively
seeking reliable products and quality
contractors,” said Brent Gwatney,
senior vice president of sales and
marketing for MoistureShield.
MoistureShield MVPs are an elite
group of contractors who have been
certified to build MoistureShield decks
and docks. In addition to partici-
pation in special rebate offers, MVPs
can receive listing in the contractor
locator on the MoistureShield
website, sponsored memberships
with the North American Deck and
Railing Association (NADRA), sales
and marketing support, and technical
support and training.
MoistureShield also offers a Preferred
Dealer program with a range of sales
and marketing support, including
qualified leads and a Go Green Dealer
rebate.
US LBM HOLDINGS ACqUIRES LUMBER SPECIALTIESUS LBM Holdings, LLC announced
the acquisition of Lumber Specialties
of Dyersville, Iowa, from majority
shareholders Carl Schoenhard, Bob
Lex and Terry Bahl. Dennis Westhoff
will become president of Lumber
Specialties managing the business
with Bob Lex, Terry Bahl and their
existing team.
Lumber Specialties was founded
in 1983 in Dyersville, Iowa with 10
employees. After 30 years in business,
Lumber Specialties has grown to
almost 220 associates and is the
largest independent truss and wall
panel manufacturer in the Midwest.
With two facilities in Dyersville
and Story City, Iowa, the company
produces roof and floor trusses, wall
panels as well as provides engineered
wood products, steel beams and
laminated columns to lumber dealers
throughout the Midwest.
If you have news or information you
would like included in the What’s
New section, email [email protected].
Please submit materials for the Apr/
May issue no later than February 15.
FSC-Certified Suppliers
AMeRhARt LtD.(800) 236-2211amerhart.com
BIeweR LuMBeR(800) 482-5717 biewerlumber.com
CeDAR CReeKwest Des Moines, IA (800) 671-1660cedarcreek.com
the eMpIRe CoMpANY INC.(800) 253-9000 empireco.com
FoRest pRoDuCts suppLY Co.(800) 892-7109Fp-supply.com
LAKe stAtes LuMBeR(800) 432-3727lake-states-lumber.com
pRogRessIve AFFILIAteD LuMBeRMeN, INC.(800) 748-0089pal-coop.com
RAYNeR & RINN-sCott, INC.(800) 221-6953rrswood.com
vIKINg FoRest pRoDuCts INC.(800) 733-3801vikingforest.com
weeKes FoRest pRoDuCts(800) 328-2890weekesforest.com
Building Products Connection Feb/Mar 2015 33
34 Building Products Connection Feb/Mar 2015
Classifieds
Amcon Block & Precast Inc. 3
Bayer Built Woodworks, Inc. 9, 10
Bigfoot Systems, Inc. 2
Center-Line Trailers 20
EDCO Products 4 Federated Insurance OBC
Forest Products Supply 2
Hayfield Window & Door Company 32
Hutchison Lumber & Building Products 24
Leland Industries Inc. 21
Midwest Perma-Column, Inc. 24
Minnkota Windows 2
Orgill, Inc. 21
Precision Equipment MFG 2
Starwood Rafters 10
Thermo-Tech Windows 34
AdvertISer INdexHeLP WANtedExPErIENcED LumBEr mANAGEr:
Experienced manager to manage a profitable
yard in the Midwest region. Please send
resumes to NLA - BB/114, 5905 Golden Valley
Road, Suite 110, Minneapolis, MN 55422.
ExPErIENcED LumBEr mANAGEr/
ESTImATor: Fulltime position to manage a
profitable yard in Gibbon, MN. Looking for
someone with experience bidding, quoting and
placing orders as well as managing inventory
& yearly inventory. Please send resumes to
Gibbon Lumber Attn: Juli P O Box 86 Gibbon,
MN 55335.
coLorADo HErE WE comE. That’s
right, we have a client needing a manager
wanting to buy the company through an
incentive program. Send e-mail to Rick Dillon
as to why you qualify. rickdillon@dillon-ma.
com http://www.dillon-ma.com
BUSINESS FORMS, INVOICES,
PURCHASE ORDERS, A/P CHECKS
Custom forms, no set up charges, best pricing
available! Let us do a price comparison for you!
Contact Abbie at the NLA at (763) 544-6822,
(888) 544- 6822 or email adiekmann@nlassn.
org.
To locate or become a dealer visit ttwindows.com877-565-0159 • 320-529-4012
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invoices•checks•yardsigns•calendars•mugs•pens•pencils•keyfobs•shirts•jackets•hats•register•ticketsmagnet•signs&MORE!•
order business forms
order jackets for
the crew
order yard signs
Call NLA!
Melanie Hultman Tel:(763)595-4050or(888)[email protected] www.nlassn.org
Go to nlassn.org for details!
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