Vol. 7, No. 11 – May 27, 2008

 

 

 

BOB AIKEN SCHEDULED FOR AREA SEMINARS

 

MLA will provide Bob Aiken’s popular plumbing and electrical sales seminars in August. Scheduled for August 21-22 in St. Louis and August 25-26 in Wichita, Bob Aiken will help your employees better understand these important topics to boost your sales.

 

HOW TO SELL PLUMBING SUPPLIES

 

This seminar is designed to present product knowledge through a combination of classroom and hands-on training, as well as teaching selling skills to retail salespeople.  Both beginners and experienced store personnel will benefit greatly from Bob Aiken’s 35+ years of retail and plumbing experience.  This seminar is fast-paced, entertaining, interactive and informative.  Attendees will leave with a better understanding of electrical products and their uses, and be able to sell the correct plumbing items to consumers.

 

Topics covered include:

 

Ø     How a plumbing system works

Ø     Types of shock arrestors and why they are needed.

Ø     Valves-different types and their specific uses

Ø     Selling and repairing faucets

Ø     Different types of pipes and where you can use them - CPVC, PVC, Copper, PEX,    

      PE, ABS and PB

Ø     Soldering

Ø     Installing a garbage disposal, dishwasher, air-gaps, ice-maker and under-sink drainage.

Ø     Water heaters

 

HOW TO SELL ELECTRICAL SUPPLIES

 

This seminar is designed to present product knowledge through a combination of classroom and hands-on training, as well as teaching selling skills to retail salespeople.  Both beginners and experienced store personnel will benefit greatly from Bob Aiken’s 35+ years of retail experience and electrical training.  This seminar is fast-paced, entertaining, interactive and informative.  Attendees will leave with a better understanding of electrical products and their uses, and be able to sell the correct electrical items to consumers.

 

Topics covered include:

 

Ø     How an electrical system works

Ø     The difference between 120 Volts and 240 Volts

Ø     Dryer and range wiring – 4 wire vs. 3 wire

Ø     Understanding electrical panels and grounding

Ø     Breaker types and uses – what can be used where

Ø     Fuses – types and uses

Ø     Cables, cords and uses.

Ø     Metal vs. plastic boxes, and how to select the right size and type.

Ø     Wiring a variety of residential circuits.

Ø     Understanding receptacles and switches, including GFCIs and AFCIs, Single-pole, double-pole, three-way switches.

 

Locations:

 

St. Louis area – Holiday Inn Select, 4341 Veteran’s Mem. Pkwy., St. Peters, Mo.

Wichita area – Holiday Inn Select, 549 S. Rock Rd., Wichita, Kan.

 

Registration fees:

 

Members: $350 for first person; $325 for each add’l from same company; $225 for Day 1 or Day 2 separately.

 

Nonmembers: $450 for first person; $425 for each add’l from same company; $325 for Day 1 or Day 2 separately.

 

Fees include lunch, breaks and handout materials.

 

Don’t Delay – Registration is limited to 28 at each location. Late sign-up fee: After August 1^st – add $50 per person surcharge.

 

Special room rates have been arranged at each location. Registration forms are now available and will be included in the Spring newsletter coming your way in the next few days. Call 800-747-6529 or visit our web site at www.themla.com.

 

"Red Flag" Regulations Approaching Quickly While the Fair and Accurate Credit Transactions Act of 2003 (FACTA) doesn't expressly include business-to-business transactions in its identity theft prevention provisions, companies whose customers include both other companies and consumers may be required to comply with FACTA's "Red Flag" regulations. The regulations, listed in Sections 114 and 315 of the Act, require companies to establish prevention and recognition programs and take note of certain "red flags" that may be indicative of identity theft. While FACTA was signed into law five years ago, compliance with the red flag provisions will become mandatory beginning November 1, 2008.   Consumers are the Act's main focus, but while they constitute the largest group of the Act's protected customers, the regulations are based on risk and depend more on the type of transaction or account than the customer's class. The regulations cover continuing deposit or credit relationships designed to permit multiple payments or transactions on the part of the customer like, for example, credit card accounts, mortgage loans, installment credit, margin accounts, cell phone service or other utilities, checking accounts and savings accounts. The regulations also vaguely apply to any other account where there is a reasonably foreseeable risk of identity theft for the customer. The guidelines apply to all financial institutions and creditors with accounts like the ones listed above, so not all trade creditors will be affected. For those that are, an implemented and maintained plan will be necessary.   While the majority of these regulations may not apply to most B2B companies, regulations such as these tend to start in the consumer arena before expanding to include businesses. Companies that conduct business with consumers, or traffic in personal data, should take note of FACTA's guidelines and suggestions for preventing the occurrence of identity theft. As we hear more about this issue, we’ll let you know.   Source: Jacob Barron, NACM staff writer, NACM e-News Weekly, May 13, 2008

 

MANAGING  AND UNDERSTANDING  THE “Y” WORLD

 

They are blunt, tech savvy, and dress and act differently from their older Generation X siblings, This generation, also known as the Millennial Generation, has grown up in times of prosperity with a global economy. With their amazing ability to multi-task, they can consume more media in a single day than their boomers parents absorb in a week. Generation Y grew up with high parental involvement, living very fast-paced, structured lives. Soccer Moms or Dads went to bat for them whether it was in school or after school, often interfering with teachers, counselors, and coaches. Now their parents often try to interfere in the workplace (known as helicopter parents).

 

Always digitally connected, some demographers estimated they have sent and received over a quarter of a million e-mails and instant messages by the time they enter the workplace.  Since most Millennials always had instant access to information, and their parents filled their houses with lots of high tech gadgets and toys, they are used to instant gratification. They bring an attitude of not wanting to pay their dues. They see no reason they can’t get very large pay raises and promotions after short periods on the job. Gen Y has their own personal goals at work, and want to control their own destiny. They want their workplace to accommodate their interests and lifestyles. They love to work on projects that they are passionate about, getting bored quickly with the same assignment or menial tasks..

 

In spite of their quirks, today’s young workforce brings an entrepreneurial spirit to the workplace, wanting freedom and empowerment on the job. They question and challenge the status quo, want lots of meaningful responsibility, and demand workplace satisfaction. As a result, they are often perfect for today’s fast-paced, information overloaded world, with its digital and global economy.

 

Because they are different, their Gen X and Boomer managers, are often dazed, confused, and frustrated in managing them. The key is to remember that different doesn’t always means bad, and that understanding what shaped them and keeping an open mind are helpful to increasing your success in managing them. Think quid pro quo with Gen Y, by letting them know they can do more of the work they want and love if they help you and your firm achieve its goals. Helping them create choices and achieving what they are passionate about will enable them to be more productive and contribute more to your profitability.

 

Continuing education and professional development are critical to the growth and the career path they seek. Since they grew up in a world of entertainment, the training should be fun, experiential, with immediate applicability to the job. Giving them time off to attend seminars of their choice or implementing tuition reimbursement are other motivators that work.

 

Millennials get really jazzed about mentoring. They want someone up the ladder to show them how to achieve that same level in a shorter period of time. Savvy companies are using reverse mentoring, where young people are mentoring middle and senior executives in the way their generation thinks. Many Gen Y’ers are so advanced in their technological skills, that many firms are channeling that ability to mentor others who are deficient in those skills.

 

Gen Y craves frequent feedback, which may seem paradoxical. On the one hand they are self assured and upbeat about themselves, and yet, they always need to know how they are doing. They were over praised as kids, receiving constant positive feedback and stroking of their self esteem.  Having been given certificates and trophies just for participating in school events, they feel special, making negative feedback a tricky challenge for managers. When they are told they haven’t done a perfect job, they sometimes crumble. The key is to hook them into realizing the feedback is given to them to help them succeed.

 

Generation Y loves rewards and recognition. However, if you just give them something with out thinking about it, it doesn’t work. They want to be rewarded and recognized in a manner that is meaningful and “cool” to them. If you are not sure how to reward or recognize them, ask them what they would like. Some rewards that really work are cash bonuses, paid time off, trips, and flexible scheduling,

 

The key to managing Generation Y is the way you understand and perceive them.  If you dread the changes you must make to work with this generation, you will only experience anger and frustration. However, if you look upon the changes as exciting, cutting edge innovation, you will experience success. The reality is that if your organization just doesn’t “get it,” you will only become the training ground for those that do.

 

Source: Bob Losyk, MEd., M.B.A., C.S.P. is a Certified Speaking Professional, master trainer, author, and President & CEO of Innovative Training Solutions, a Greensboro, NC consulting firm.  For more information on Bob’s keynotes, seminars, best practices facilitation, panel discussion leader, and products, please visit his websites at www.boblosyk.com and www.getagriponstress.com or call 1-800-995-0344.

 

 

SAVE THE DATE

 

June 13 - Kansas Sunflower Shootout

August 21-22 – Plumbing and Electrical Seminars – St. Louis

August 25-26 – Plumbing and Electrical Seminars – Wichita

October 1-4 – NLBMDA Industry Summit – Chantilly, Va.

October 12-17 – 2008 Mill Tours - Carolinas

Nov. 6-7 – MLA Fall Fling

 

Call the MLA Office – 800-747-6529 – for additional information or email: mail@themla.com

 

 

LUMBER NEWS – QUICK GLIMPSES

Green Giant: The Palazzo is Largest LEED Building… The Palazzo Las Vegas has announced that the U.S. Green Building Council (USGBC) made its green status official with the presentation of a Silver LEED Certificate. According to USGBC, The Palazzo is not only the largest LEED-certified building in the world, but is more than four times bigger than the second largest, the David L. Lawrence Convention Center, Pittsburgh, Pa. The Palazzo conserves enough water to provide each Nevada citizen with 266 eight-ounce glasses of water for a year and saves enough energy to light a 100-watt bulb for 12,100 years. Water conservation efforts have resulted in a 75 percent reduction in irrigation needs. Other features include air conditioning controls that automatically adjust for room occupancy; water-efficient fixtures; and a waste recycling  program that diverts more than 70 percent of waste from the landfill.

 

Source: Association Conventions & Facilities Magazine, April/May 2008

 

Potlatch Settles OSB Lawsuit… Potlatch has agreed to a $2.7 million settlement in a class action lawsuit against oriented strand board (OSB) producers. The Spokane, Wash., company announced the settlement, in which it admits no wrongdoing, as part of its first-quarter earnings.

 

In a statement, Potlatch said it settled the case “solely in order to avoid the further expense and burden of the ongoing litigation.”

 

The 2006 antitrust case alleges that OSB manufacturers began conspiring together in 2002 to artificially reduce the supply and inflate the prices of OSB. Three of the defendants have reached settlements so far: Huber Engineered Woods, Ainsworth and Georgia-Pacific. All have denied the accusations as part of their settlements.

 

Other companies named in the lawsuit include Weyerhaeuser, Louisiana-Pacific, Norbord Industries, Tolko Industries and Grant Forest Products.

 

Plaintiffs in the class action suit, filed in U.S. District Court for the Eastern Division of Pennsylvania, represents lumberyards and millwork shops in New York, Ohio, Pennsylvania and Georgia.

 

Source: Home Channel News, ProDealer Digest, May 14, 2008

 

Survey Says: You’re Doing a Lot in Response to Skyrocketing Fuel Prices… The results of ProSales’ latest online survey have been compiled, and they show dealers and distributors are responding in a number of ways to the 50% increase in diesel fuel prices over the past year. Nearly 92% of dealers said they are working harder to consolidate deliveries, and more than half said they had raised prices since Sept. 1, 2007. Roughly one out of every eight dealer respondents has trimmed its delivery service area.

 

Wholesalers as a group are more likely than dealers to raise prices and reduce the number of deliveries. Respondents who gave us contact information received a full report this morning, including poll takers’ written comments.

Source: ProSales Business Update, May 14, 2008

 

McCray Lumber Acquires Topeka Yard… McCray Lumber Co. is expanding from its Kansas City area base by purchasing Whelan's Lumber, a century-old dealership with a contractor yard and door plant in Topeka, Kan., and another contractor yard in Lawrence, Kan. The deal, signed in March, brings Overland Park, Kan.-based McCray to 13 facilities. It has a truss factory in Topeka.

Source: ProSales Business Update, May 14, 2008

 

British Study Finds U.S. A Major Buyer of Illegal Timber… According to a new study backed by the U.K.-based nonprofit Environmental Investigation Agency (EIA), the U.S. buys a great deal of illegal timber, often in the form of outdoor furniture. Congress is currently reviewing legislation that would prohibit the importation of illegal timber.

"Despite wide awareness of the problem of illegal logging and a series of political commitments to tackle the issue, demand for cut-price wood products is still fuelling the illegal destruction of some of the world’s most significant remaining tropical forests," said Julian Newman, head of the EIA's forest campaign program.

Source: LBM Daily, May 15, 2008

 

The Home Depot Announces First Quarter Results… The Home Depot(R) today reported fiscal 2008 first quarter consolidated net earnings of $356 million, or $0.21 per diluted share, compared with $1.0 billion, or $0.53 per diluted share, in the same period in fiscal 2007. These results reflect a nonrecurring charge of $543 million due to the recently announced closing of 15 stores and removal of 50 stores from the future growth pipeline. Excluding this nonrecurring charge, the Company reported consolidated net earnings of $697 million, or $0.41 per diluted share.

 

Sales for the first quarter totaled $17.9 billion, a 3.4 percent decrease from the first quarter of fiscal 2007, reflecting negative comparable store sales of 6.5 percent, offset in part by sales from new stores. Due to the 14th week in the fourth quarter of 2007, first quarter benefited from a seasonal timing change that added approximately $536 million to sales.

 

Source: Home Depot, May 20, 2008

 

Housing Legislation Expected to Pass Senate… The housing rescue bill that was passed with broad bipartisan support by the Senate Banking Committee today drew comment from both the National Association of Home Builders and FreedomWorks, a group chaired by Republican Dick Armey.

 

The deal brokered in committee is expected to clear the path for approval by the full Senate. The package would enable an expanded Federal Housing Administration to guarantee up to $300 billion in failing mortgages after the original lender cuts at least 15 percent of the loan amount, and aims to help at least 500,000 home borrowers.

 

Source: LBM Daily, May 21, 2008

 

Indianapolis Maintains Title of Nation's Most Affordable Housing Market… Indianapolis, Ind. maintained its standing as the most affordable major U.S. housing market for the 11th consecutive time in the first quarter of 2008, according to the National Association of Home Builders/Wells Fargo Housing Opportunity Index (HOI), released today.

 

Nationwide, homes became more affordable for the third consecutive quarter, with the HOI rising to the highest level since the second quarter of 2004.

 

In the nation’s most affordable major housing market of Indianapolis, 90.1 percent of homes sold in the first quarter were affordable to families earning the area’s median household income of $65,100. Also near the top of the list for affordable major metros this time around were Youngstown-Warren-Boardman, Ohio-Pa.; Grand Rapids-Wyoming, Mich.; Detroit-Livonia-Dearborn, Mich.; and Harrisburg-Carlisle, Pa., in that order.

 

Source: National Association of Home Builders, May 20, 2008

 

Timber Payments Included in War-Spending Bill, Passed by the U.S. Senate… On Thursday, the U.S. Senate passed by a veto-proof majority a war-spending bill threatened by President Bush. President Bush announced he would veto the bill if it included appropriations over the amount requested by his administration. However, the Senate was undeterred by the president's warning, and included a number of expenditures unrelated to the administration's proposed funding. Included in the appropriations are $400 million in funds to be used as payments to rural counties in Oregon, Idaho and other states.

 

Source: LBM Daily, May 23, 2008

 

CA: Home Sales Increase But Prices Fall… According to the California Association of Realtors, home sales jumped 2.5% in April in the state of California, but the median home price fell 32%, or $192,000.

“Significant price declines are spurring home sales to bargain hunters and first-time buyers at the middle- and low-end of the market, especially in areas with a concentration of distressed properties,” said C.A.R. Vice President and Chief Economist Leslie Appleton-Young. “A year ago, homes for sale under $500,000 accounted for 40 percent of sales, the middle segment ($500,000 to $1 million) made up 45 percent, and the over $1 million segment captured 15 percent of the market. As of April 2008, that has shifted to 64 percent, 26 percent, and 10 percent, respectively, as the crunch severely constrained funding to the market over $500,000, with a correspondingly dramatic decline in sales.”

 

Source: LBM Daily, May 26, 2008

 

Federated Insurance Announces Jeff Fetters Promotion

 

Bourbon, Indiana native, Jeff Fetters, has been named President of the Federated Insurance Companies, one of the nation’s largest and most financially secure mutual property and casualty insurance companies.  Federated’s Chairman-CEO Al Annexstad announced Fetters’ appointment as part of a series of leadership changes designed to solidify the future success of the Federated organization.

 

“Jeff comes well prepared to take on this critical role at Federated,” Annexstad noted.  “I have every confidence that he will seize this opportunity and continue to do what is best for all involved.”

 

Fetters, a Ball State University graduate, began his 28-year career with Federated as a Marketing Representative in Valparaiso, Indiana. He was quickly promoted to District Marketing Manager and on to Regional Marketing Manager in Nashville, Tennessee and later Indianapolis, Indiana. In 1993, Fetters took control of Federated’s Agency Operations, becoming Vice President and Marketing Manager - Agency Operations and later Vice President and Director of Field Operations. In 2001, he was appointed Executive Vice President­-Insurance Operations. Fetters’ responsibilities expanded again in 2004 when he became Executive Vice President - Chief Operating Officer.

 

In his new role as President - COO, Fetters will oversee marketing, property and casualty underwriting, association risk management services, and field services functions. Fetters’ numerous geographic moves and leadership positions within the Company have prepared him to successfully assume these responsibilities.  But if asked, he also gives much credit to his hometown.

 

“Growing up in Bourbon has provided a lifelong foundation for me,” Fetters noted.  “My parents instilled in me small town values of education, discipline and compassion for others.  These are values that the good people of Bourbon share with the employees of Federated.”

 

Fetters takes great pride in Federated’s culture and people.  “I joined Federated because of my first-hand knowledge of the company’s excellent customer service and the integrity and honesty of its people. I am with Federated today for the same reasons,” Fetters said.

 

Fetters and his wife, Marty, reside in Owatonna, Minnesota, where Federated maintains its national headquarters.  For over a century Federated has served the insurance and risk management needs of family businesses in selected industries.  The Company has 2,700 employees nationwide and reports assets in excess of $5 billion.

 

 This article provided courtesy of Federated Mutual Insurance Company, your association’s recommended insurer.

MLA is proud to endorse….

 

 THOUGHT FOR THE DAY

“Never lend your car to anyone to whom you have given birth.”

--Erma Bombeck