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Service-oriented distributor creates strong demand for EWP
55$Ou can't sit around waiting I for the phone to ring." That's the philosophy of one of the most successful engineered wood distributors in the Northwest-Boise Building Material Distribution in Woodinville. Wa.
Boise's engineered wood products manager Tom Harris says that aggressive promotion and merchandising have created a "dramatic increase" in glulam beam sales over the past five years.
"We have seen a sizeable increase in glulam demand because glulam is an efficient, cost-competitive material, attractive in appearance, and increasingly specified for commercial and residential construction." Harris says.
Boise's lS-acre distribution center in the Seattle area inventories glulam timbers, I-joists, laminated veneer lumber, and other engineered wood.
Instead of waitins for dealer cus- tomers to phone, Boise has a crew of sales representatives who call on architects, engineers and contractors throughout the region.
According to Harris, "The commercial market is coming back, and the trend toward larger custom homes means that the longer glulams are in demand for ridge beams, headers, and floor and roof beams." He notes that steel framing is not a factor in this region, especially for residential construction.
Demand for glulams is also increasing in the remodeling market because homeowners like the spacious look of exposed ridge beams in "cathedral ceilings," rather than conventional flat sheet rock ceilings, Harris says.
Boise Building Materials Distribution provides a number of special services to its dealer customers. including engineering assistance to calculate beam sizes and span tables, materials take-offs, cut-to-size material packages, and job-site training and assistance.
"We sponsor breakfasts, barbecues, golf tournaments and fishing trips for dealers because they are our friends as well as customers," Harris notes.
Hanis says that customers who use these services tend to show strong loyalty to Boise. "Some of our best customers are created when purchasing agents and contractor salesmen who know Boise at one dealership go to work for another dealer and continue to buy from us," he adds.
Boise also assists their dealer customers with education events where dealers bring their builder customers in for seminars and trade shows at their local yards. In addition, Boise holds annual shows at their Woodinville distribution yard that attract up to 200 dealers.
Most of the glulam timbers arrive
^ INCOMING 60-ft. glulams are cut to size for dealer customers. at Woodinville in 60-ft. lengths from Boise's laminating plant in Emmett, Id. The 60-footers are cut to a variety of sizes, lengths and depths at the DC, which is open24 hours per day.
Boise's huge inventory is popular with dealers who would prefer to order EWP from Boise for next-day delivery rather than maintaining large stocks at their own yards.
Boise glulams are available in Ijoist depths. Their controlled l2Vo moisture content makes them less vulnerable to twisting and warping than
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solid timbers at l97o moisture content. This is a big factor in reducing builder call-backs, according to Harris.
- For more information on glulam timbers, contact American Institute of Timber Construction, (303) 792-9559 or info@ aitc- 14lulam.org.
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