Building Products Digest - July 2009

Baunntc Pnonucrs Drcnsr Jurv 2009

Nordic Engineered was huilt iding ,the

6f i'iffiFfitBffffitnf i t's'not'&sy tdpt'Uffgryffifffitll%U ""' fiber, Nordic transforms treetips into the key component of its glued laminated product line. ervtno = LAM* is featured in Nordic Lam'" Beams, Columns, Tall Wall Studs, and our latest innovation, the Nl-90x l-Joist Series.

It means inuesting in the future

In addition to our ongoing commitment to sustainable forestry, Nordic continues to invest in advanced manufacturing processes to keep on the cutting edge of technology and product development.

It means understanding that sustainability is more than just a goal

,,.it's a journey

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Wolhroys, cro$oyer & plotfomr: Preserved wood plereilet noturc

The susloinobility of the treoled wood induslry

Prospects bright for mointoining the preserving business-ond its products-well into the future.

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BUILDING PR0DUCTS I)IGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 52660-1872, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies.

Copyright@2009 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest reserves the right to accept 0r reject any editorial or advertising matler, and assumes no liabilitv for materials furnished to it.

The front cover is a paid advertisement, this month sponsored by Biewer Lumber.

Seruing lumber St,building products retailers &, utholesole distributors

serues the West)

Managing through the crisis

Well, let's assume you have managed through the downturn so far. If you have, congratulations-many have not. Great job! So far, so good! I know fbr myself, with about 40 years of business experience,35 of which have been in cxecutive positions, I have never experienced or seen what we have gone through the past year or so-and hopefully, never will again. I know many in the industry would say the same.

The problem with this type of environment is that it can encourage crazy business decisions. Panic sets in and you start to do business in a way that cannot make you successful short or long term. Giving away the shop now is something you get locked into even when the market turns. So I have learned over a long period that stupid short-term decisions have consequences far beyond what you do today.

That being said, we here at BPD starl to sense a small industry heartbeat. The question is if we are at bottom and if there is a small up-tick (which in my opinion is all it will be for a while), then how do we manage going forward?

We heard all last year about change from our political friends and during the silly season, the term "flip-flopper" was constantly being thrown about. But I am of the opinion that our business models have changed or, if not, should change. If that means doing a business somersault, that is okay. Changing the way we do business, flip-flopping on what we have said in the past is not a moral crime. Indeed, having the bravery to stand up in front of the troops and say, "We have made a mistake and now need to correct it," is perfectly in order. If conditions change or a position becomes outdated, then you as a leader must have the courage, without emotion, to change course.

That being said, change for the sake of change or flip-flopping from day to day on new positions isn't okay. I once worked for someone who would throw the whole company into confusion by changing his position five times in a week, based on who he last spoke to. Not good! Telling one thing to employees and another to investors and the press is also wrong. But, when your perspective changes due to changing circumstances

and unanticipated conditions, it is appropriate to change course-fast!

I have always believed that in times of turmoil there are still many opportunitics. It is a mind-set. But the truly successful companies not only spot the opportunitics, they also know how to act fast to take advantage of them, act aggressivcly, and are unafraid to make change if need be. You may have had to cut costs to survive, but you cannot cut forever. Smart managers eke out new opportunities and invest now for the future at the same time. Recessions cre ate winners and losers just like a boom. Just as in riding waves, getting on and off the board at the right time is a skill that only the best can achieve.

Decisions that were rock solid two years ago may have no relevance today. Many of the companies that went through the boom by taking on large debt by heavy expansion are the ones in deep trouble today as credit has dried up. But the good news is that this past month consumer confidence has shown its first small upward spike in a long while. Together with the comeback of the stock market, evidence is mounting that the worst is behind us.

Those who will succeed going forward are those who have adapted or will adapt to the evolving market. As the number of companies in the industry grows smaller and less-nimble rivals grow weaker, now is the time to take steps to solicit new customers, improve service while others cut theirs, and buy revenue and market share from troubled companies. Strategies in the recent past al many companies included cutting non profitable programs or products, focusing on core profitable products where they hold a unique market position, and looking under every rock to find new opportunity.

Lastly, it has been no surprise to me to see many of the largest companies in trouble. They normally cannot just turn on a dime. The good news is that coming out of the bust many small and mediumsize companies will discover gianl opportunities not possible in yesterday's environment, as by nature they can react faster and more efficiently. I do not know if I am right, but it is time to start thinking of the new end game now!

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WalkulilU$, GFo$souens & platloFm$

Pneserueil wooil U's$eFuG$ nature

By Huck DeVenzio Arch Wood Protection

Itr/HEN people say that someone gets "walked all V V over." it is rarelv comolimentarv. But when a structure is walked all over, it can be veiy beneficial for the walker and for the area traversed.

Wood walkways convey people to nature, increasing appreciation for the natural environment and, in many cases, protecting that environment. They enable people to get to places they might not otherwise see, and they limit destruction from foot traffic.

Take, for instance, a crossover stretching from a parking lot, over sand dunes, to the seashore. Not only does the

FLORIDA beach-goers can take different routes across the dunes to get to surf. Treated wood walkways make their trip easier.

walkway make it easier for sunbathers to reach the beach, but it concentrates traffic flow and helps preserve vegetation that anchors the dunes that shield inland property from high seas.

Another example is a walkway through a wetland. By constructing a solid path above the normal water level, vis-

WERE it not for the wooden crossover, sunbathers would likely trample the dunes and the veoetation that anchors them.

APPARENTLY, not just humans make use of wood walkways, as evidenced by this scene in Manatee Springs State Park, Fl.

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itors can see wildlife and hear nature's slogging through a fragile environment.

A footbridge on a nature trail allows

sounds without nature-lovers to

takes less energy to produce than comparable building materials; it sequesters carbon, thus reducing greenhouse gases; and its light weight means that it can often be installed with lower-impact construction methods. And, it's a renewable resource.

But even advocates of the environmental features of treated wood often miss a subtle benefit from such structures: walkways, crossovers, and platforms enhance public appreciation for the natural world.

Once, on a trip to the Grand Canyon, I heard people complain about big crowds and the urbanization of the park. But one nature-lover had a very different perspective.

cross a gully without dislodging soil and plantlife and causing erosion.

And one more example, a less obvious situation, is a walkway through an often-visited forest. A walkway keeps people on a hard path and prevents harmful soil compaction around particular trees that may be especially old, large, unusual, delicate, or worthy of crowds for other reaSONS.

Usually these walkways are constructed of woodpreservative-treated wood for durability. Treated wood is

He said that he hoped more people visited Grand Canyon. You can't spend time at the Canyon and not be awed, he said, and the more people who are awed by nature, the more people who will work to protect it.

Treated wood structures help people-of all ages and

plentiful, easy to work, and has an appearance suited to natural settings. It also resists deterioration from termites and fungal decay for decades. Additional life-cycle attributes have been getting increasing attention: treated wood

HIKERS have a wide-angle view ol the Chattahoochee River from this treated wood perch in Atlanta.

TREATED wood bridges allow people to see natural areas with a minimum of etfort and a minimum of impact.

HUGGING the side of a rock wall, this treated wood walkway enables visitors to walk through an othenruise isolated chasm.

NEARLY three-quarters of a mile in length, Wolmanized wood walkway winds its way from a three-tiered observation tower in Boca Ciega Millennium Park. Seminole. Fl.

abilities -become admirers of nature.

Treated wood platforms in Georgia's Okefenokee Swamp enable canoeists to camp in the midst of alligators, cypress trees, water lilies, and great blue herons. Seeing the reflection of red alligator eyes at night can be a lifealtering experience.

Viewing platforms and observation towers allow people to be inspired by scenic views or to add migratory birds to their life lists.

Walkways at Wilderness on Wheels in Colorado, and at other projects like it, provide access for wheelchair-bound visitors. The organization's motto is "No one should be left out when it comes to experiencing a wilderness envlron-

COLORADO project has docks, picnic areas, and walkway that accommodate passing wheelchairs in a forested mountain area.

ment." An 8-ft.-wide boardwalk follows a Rocky Mountain trout stream, offering a close-up look at nature and an opportunity to enjoy nature-watching and fishing.

At zoos throughout North America, families can experience the joy of viewing exotic creatures. What often assists them? Wood walkways. Treated wood walkways in zoos, botanical gardens, arboretums, and city parks provide some of the same value as walkways in more remote locations. In addition to walkways, treated wood is often used in parks for animal enclosures, benches, fences, picnic tables, sign posts, and other items where a natural but long-lasting building material is desired.

The choice of treated wood provides environmental advantages over alternative materials, while the installation of wood structures can protect habitats and increase respect for nature.

Elnoslng Ufallway lumbsn

Various species of wood can be effectively pressuretreated. Usually the species available are those growing in the region-southern pine in the South and East, red pine or ponderosa pine across the North, Douglas fir or hem-fir out West. All of these species are plentiful and grown on managed timberlands. They have slightly different strength values.

Treating is done at plants where a preservative is driven into wood under pressure. Several different waterborne preservatives may used. Most rely on copper as a primary

pesticide and include a co-biocide to protect against copper-tolerant fungi. Treating companies sell their products to building material outlets. Nearly every lumber dealer stocks preserved wood.

In selecting pressure treated wood, a specifier should consider the type of wood desired (i.e., round poles, timbers, dimension lumber), the grade of lumber (higher grades have fewer knots and other imperfections but usually cost more), and the intended use (e.g., above ground use requires less preservative than wood that will be embedded in the ground or immersed in salt water). To minimize warping and provide other benefits, treated wood can be purchased that is re-dried after treatment or contains builtin water repellent.

URBAN boardwalks, such as this one in a resort city in Uruguay, provide a welcome path.

- Huck DeVenzio is manager of product information at Arch Wood Protection, manufacturer of wood treatments and licensor of the Wolmanized brand of pressure treated wood. He can be reached at (678) 627-22 I 5 or cdevenzio@archchemicals.com.

MARINA walkway's piles were pressure treated with CCA for saltwater immersion; decking needs less preservative for protection against wood-destroying organisms.

The sustainabilitv of the tre ated r wood industrv

By Dr. Kenneth M. Brooks J Aquatic Environmental Sciences

answer from within industry is likely that you want to sustain your business and that is a reasonable answer-but it is not the answer that the Sustainability Industry wants to hear. In today's world, to sustain your business, you need to consider the following:

. Sustainable over what period of time? Like all industries, the treated wood industry is evolving. Current preservatives will be replaced by new preservatives at some point in the future. The sustainability of those new preservatives will require evaluation of a different set of considerations.

w:l*fr ":: ;#:lili i l";:lJl:

ing what you have into the future.

Although sustainability is an important and worthy goal for insuring that future generations enjoy the same quality and quantity of resources that have been available to us, there is no history of actually achieving sustainable use of resources. We have a history of depleting resources and then looking for alternatives. Sustainability, however, has become a key word in the

lexicon of the politically correct. Many environmental groups emphasize their programs - ostensibly designed to achieve sustainable resources-as mechanisms for funding their activities and paying their salaries. Yet, until we reach steadylevel human population, we cannot even begin to cogently define the term sustainability.

As for the sustainability of the pressure treated wood industry, the first question to be asked is, "What is it that you are trying to sustain?" The

. Are the supplies of commodities used by the industry sustainable? In part, the sustainability of the supply of commodities used to preserve wood depends on competition for those commodities from other users. The development of a middle class infrastructure in China and India will require more copper, leading to increased competition for the metal (higher prices and reduced supply).

Another important commodity for the industry is wood. Will there be the high quality wood necessary to satisfy consumers' demands for residential decking? The quality of the wood sold into the marketplace is as important as the preservative.

. Is the use of pressure treated wood ecologically sustainable? This question could be reformed to ask, "Is the use of pressure treated wood sustainable from a resulatorv noint of

SEVERAL hundred creosote-treated wood pilings on Fort Ward wharf attracted a greater amount and diversity of aquatic life than could be found around other areas surrounding the island.

view?" The biocides used in pressure treated wood do leach or migrate from the wood into the environment, where they disperse, degrade and/or accumulate in sediments. At low concentrations, copper is an essential micronutrient supporting life. However, as the concentration of copper increases in sediment or water, the metal becomes toxic to many forms of life. In other words, copper-based preservatives need to be managed in sensitive environments.

I have spent a portion ofthe last 17 years studying the environmental response to pressure treated wood and developing models that help manage all of the currently available preservatives. Projects studied included creosote pilings at a wharf on Bainbridge Island, Wa.; CCA and ACZA structures in marine environments in Sequim Bay, Wa.; CCA, ACZA and ACQ viewing platforms in the Wildwood Wetlands on Oregon's Mount Hood, and ACQ- and CCA-treated floats in a pond near Port Townsend, Wa.

In 14 of 15 risk assessments, no significant adverse effects to the environments were documented. In fact. invertebrate communities were more diverse and abundar?t near these structures than at nearby reference locations.

In one case, Darcy Goyette from Environment Canada and I spent l0 years studying the Sooke Basin on the southern end of Vancouver Island in southwestern British Columbia. When we started the project in 1995, Darcy was concerned that creosote-treated structures would likely harm the environment. After the fifth year, he commented that the government should pay people to build with creosote because of the wonderful habitat it creates. We have repeatedly seen higher diversity and abundance of aquatic life on and around treated wood structures than we see at reference locations-not because of the biocides used to preserve the wood, but because the structures diversify the habitat.

So, lacking evidence of significant adverse biological effects associated with pressure treated wood projects located in open aquatic environments. why are some regulatory agencies opposed to the use of such products? As the world's population increases, the size of the "environmental footprint" of each individual or community has to diminish so that the total

footprint remains sustainable. Those in government are demanding that each industry's effect be reduced. For the treated wood industry, that means that there is pressure to reduce the loss of preservative active ingredients, and that is one of the challenges facing this industry if it is to remain regulatorily sustainable.

So. too. we should all be economically sustainable. Since the Second World War, America has built an expanding economy based on borrowed money, relying on other countries to provide the resources and cheap labor to manufacture the goods we crave. My sense is that it is time for America to take responsibility for our own future. Putting America back on track means that we must harvest our own timber and other resources in a responsible way. Manufacture our own goods. Demand excellence from students. And slay the political correctness dragon that prevents real problem solving.

Rather that burdening future generations with huge debts, I believe that this approach will revitalize the middle class by creating new jobs in natural resources and manufacturing.

How does the pressure treated wood industry meet these challenges?

It is a technology-based industry that must continue to evolve. The first generation of alternative preservatives following industries' abandonment of CCA didn't decrease the size of the environmental footprint of treated wood; it significantly increased the contribution of copper from each

structure to sensitive environments. However, newer preservatives dissolve the copper, reducing the impact back to that associated with CCA, making them more environmentally sustainable.

What is the ideal preservative?

From my perspective, it is a preservative that prevents decay and insect attack for at least 50 years. That means the preservative must stay in the wood. When this ideal preservative does leach from the wood, it is quickly transformed to non-toxic endpoints that have little or no potential to adversely affect plants or animals. Some smart wood scientist will eventually develop such a preservative,

In the meantime, pressure treaters currently have tools to help minimize the size of the environmental footprints associated with treated wood structures. They can avoid building structures that will harm the environment. They can employ best management practices in production, designed to minimize the loss of preservative to the environment.

Sustainability is a constantly moving target. Currently available technologies may not be sustainable over the next several hundred years. Yet properly managed forests are infinitely renewable, and pressure treated wood further increases the sustainable use of that precious resource.

- Dr. Kenneth M. Brooks is owner of Aquatic Environmental Sciences, Port Townsend, Wa. He can be reached at brooks@ ohtmous .net.

BEST MANAGEMENT Practices, developed in conjunction with the Western Wood Preservers Institute, turn utility poles on the right into sleeker, safer poles on the left.

Downtime is right time for updating your warehouse

"Conrpanies are using downtimc to slinr dou'n and become more efficient." saicl Rick Hogue. Krautel Solutions. Inclianapolis. In. "A well-desi-gncd warchousc allows more work to bc con'rplctccl with l'cwcr ernployees."

A ncw crnphasis on rcmodcling contractol's ancl cl-i-ycls is also cncouragins dcalcr-s to orsanizc thcir yarcls ancl invcst in ncw rack systcrrrs.

"Thc trcncl is to bcttcr scrvc thcsc tvpcs o1' cuslollcrs, cspccially sincc nra.jor honrcbLrilcling is rlown." sairl N4ark Ritz. prcsiclcnt ol' Auto-Stak. Wcstu,oocl N..l . "Thcsc two groups \\'ont t() scc ancl touch proclucts bcfirlc bui'ing. Thcy also buy in srnallcl lots than bi-g honrcbuildcrs. so proper storagc is vcry inrportant."

OI'terr. the l'ilrt tlccision i: to choose the right kind of riicking lbr organizing and storing heavy ancl bulky' items. "Depending on what vou're storing in your warehousc, 1"ou mav \L'ant to choose pallet racks over cantilevcr racks. or vice versa." said Ed Stairrnan. A Plus Warehouse. L1 nn. Ma. "Pallct racks off'cr selectivc pallet lackinc. which is the best solutiort lirr u lrrchousc: whele il is ncec'sarv to kccp a wiclc variety of articlcs in pallcts: cantilcvcl racks arc nrore suitublc lirr storin!. long loacls."

Pallct rlrck shclvirrg of'f'crs caplcitics o1' Lrp to 2,1.0(X) lbs. pcr uplight rnd 6.000 lbs. pcr pail ol'bcarns. Stt'r-rclural pallcl racks havc uplight cupacity to:15.000 lbs. ancl bcant capacity to l-5.(XX) lbs. Both kincls ol'lcr': direct access to all storccl pallcts irnd casy stock control . thc ability to handle one pallct r" ithoul movin-9 others . absolute load storage flexibility.

TWO KINDS of warehouse racks-A-f rame and pallet -keep LBM products orga nized and accessible.

both in terms of weight and volume

In comparison, cantilever racks are ideal for tir4bers, beams, profiles and pipes. This tlpe ofrack offers the ability to segregate each type of product by commodity and size, and problemfree, height-adjustment storage that keeps product off the ground.

For vertical display and storage of items up to 16 ft. long, A-frames are the right choice. They are a heavyduty, versatile layback system for vertical display and storage of items such as trim moulding, gutters, piping, etc. Adjustable arms form a divider system that can be manipulated for a variety of compartment sizes.

When it comes to financing warehouse improvements, depreciation deductions in the 2009 economic stimulus program can help. The program extends the $250000 depreciation for companies spending under $800,000. The 5OVo depreciation deduction for new equipment, the so-called "bonus" depreciation, was also extended.

"This has been one of the biggest items I have seen with my clients," said CPA Howard Dorman. He said at least a dozen have used the depreciation write-offs for warehouse equipment, forklifts, trucks and new computers. Although the improvements were needed, he said, the depreciation rules were a major motivator.

"This really is an economic stimulus," Dorman. "The money can be used to defray the cost of the equipment, or help the company keep one or two people employed while they increase their production capacity."

CANTILEVER racks provide ideal storage for heavy, bulky items such as timber, beams, profiles, and pipes.

etitive ligence Survival of the fittest

four outside salespeople on the road, with two more in inside-support staff. Each salesperson takes everything from start to finish on a programbringing in the plans, doing the free estimates, on to placing orders, the follow-up and credits. They deal with a contractor's customers for him. too: they answer questions as they come up. This builds relationships and the element of trust that comes along with that. And, once established, those relationships are pretty hard to beat!"

Along with strong independents, there's a Lowe's in Brunswick and a Depot even closer. But Downeast separates itself with both inventory and service. "Contractors can drive up and park 50 feet from the door. We help load their vehicles and show them where things are; this is not a big cavern. We hear a lot from our customers that 'Everybody knows me here, and I know everybody.' They see the same people tomorrow and the next dayno surprises.

If,/HEN folks cheered. "Many V Y happy returnsl" they weren't just talking in the wind. Downeast Energy & Building Supply, owned by the Morrell family since 1908, celebrated its 100th anniversary last year with plans to stand tall in its community for many years to come. And there's a fourth generation of Morrells in training up there in Brunswick, Me., ready to make good on that promise.

The company was founded in 1908 as Brunswick Coal, but soon firewood, lumber, oil and propane joined the mix. A separate Building Supply Division took roots in the '80s, after a disastrous fire "took the whole place down," recalls Peter Bernier, v.p. of the division. "We rebuilt the store and warehouse and made major changes."

Today the division counts 40 employees in addition to the office staff, IT crew, and marketing and training departments it shares with the larger Energy Division, with its l3 outposts in Maine and New Hampshire, allowing the Building Supply force to do what it does best-and that's sell sticks. "Our customers are "15-80Vo contractors, and that's the way we like it-or, liked it," Bernier amends with a rueful joke when faced with the current economic upheaval. "Most of them built two or three houses a year, but, while there's still some new-home activity, they've turned to remodeling."

And that's another niche in which Downeast is well-prepared to help them. The operation boasts a Kitchen Display Gallery, whose staff stands ready to walk a contractor's own clients through their choices, saving the pros both time and patience. The adjoining millwork displays provide margins as bountiful as the choices. "Well, at least they used to," Bernier laughs again. "Even those are more competitive today."

No surprise. In fact, local competition, always vibrant in Maine, has become "even more intense," he notes. But Downeast maintains a strong distinction. "Operationally, our biggest difference-and plus-is that we have

"We carry everything they need, from lumber and plywood to hardware, power tools, Benjamin Moore paints, and Andersen windows. We have two boom trucks for their convenience (costly to purchase, costly to maintain," Bernier adds). "We offer free delivery-which is even more challenging these days," he points out, "because we're reaching farther away, looking for business."

It helps that the Energy and Building Supply divisions are adept at at cross-marketing. "We play up each other's advantages. We also do a fair amount of print advertising-not that it reaches our pros. but it gets our name out to the community, and it pays off. It's happened a number of times that a pro comes in and says,

GREEN PROMOTION: Downeast invited an arborist in to talk about trees for last vea/s Arbor Dav.

'I've never done business with you, but my client insisted!' Then, after we show them what we can do for them. they're back as some of our better customers."

Downeast takes proactive steps to make them feel valued-everything from hosting weekly, vendor-sponsored barbecues in the summer to contractor cruises with over 150 customers sailing Casco Bay, complete with dinner and band. The company also invests in inviting and transporting them to industry shows and staging green building seminars. "We get a full house, which we can hold in the conference area of the Energy Division, which is otherwise used for staff training," says Bernier. And Downeast's own IT staff also offers customers training on business skills, such as computer software.

The staff is long on tenure. "I started here myself in 1978, right out of college," attests Bernier, and he's not alone in that boast. To foster retention, "We give awards and celebrate years of service. We also offer training in such skills as customer service, using a company in Portland we have on retainer. Right now, we're offering a course in personal development to 25 individuals in things like presentation skills, how to do a PowerPoint."

Indeed, Downeast not only believes in education, it walks the talk. Every year it awards multiple scholarships for children of employees to further post-high school studies. In addition, it offers additional scholarships to kids unaffiliated with the company with interest in careers in the building supply and energy industries to continue their post-high school education in community colleges.

To spark that interest at an even earlier age, the company hosts full-day visits to its yard for area high school classes, called JMG (Jobs for Maine Graduates), to introduce them to job opportunities. "The kitchen department will explain how a designer works, and the yard will show them what a driver does," Bernier says. "We give demonstrations on safety, have speakers about various job functions, and end up with pizza. We emphasize that there are good jobs out there that don't necessarily require college-plenty of opportunities. While we don't know if it's paid off in future employees directly yet, we feel it's a community service, and lets them know that not every student has to mainstream to college."

Speaking of community service, that's an area where Downeast also takes a lead, thanks to the Morrell family's generosity. "We help on library, hospital and church building or renovation, and also in donations of our time. I'm on the board of the United Way, for instance," he adds. "For years, the family wanted donations to remain anonymous, but when folks insisted-'You should tell people!'-they decided that wasn't such a bad idea, after all."

Today, the firm sponsors displays in local home shows and joins in Maine's Green Collaborative Effort, educating consumers in savings to be made in energy and advances in green building products. For its 100th anniversary, a weekend-long celebration attended by the governor, Senator Susan Collins, and radio and tv stations, Downeast held Yard Olympics contests, such as races, nail driving, sawing, and assembling wheelbarrows.

Sure, Downeast is feeling the pain of the times. But it has not laid off a single person. Instead, seeing the way the wind was blowing as early as two years ago, the company started examining savings possible through job attrition. "Plus," Bernier adds, "also

having an energy company allows us to spin off our Building Supply drivers to them during the winter."

Nonetheless, "we're feeling the crunch in every way, and our community has been hit especially hard. A local Naval Air Station is slated to close, which means losing a big piece of the community-700 housing units on base plus other homes up for sale as people move out. But there's a redevelopment committee, which is very active. Still, we'll be hurting long after the national economy recovers," he feels.

"Fortunately, Downeast is well established and doesn't carry a lot of debt. We're very careful of spending, so we can withstand this for a long time. We did see a little spike in the past three or four weeks, but those will come and go. Summer is flat, but that's okay. But next winter will be very difficult around here. I'll be surprised if all the players are left standing a year from this time...."

Expect Downeast, however, to be standing tall.

- A former award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cw aldemar@ c omc as t.net.

R:rln:ns

Housatonic Lumber, Derby, Ct., closed May 29 af\er 102 years

Medina Lumber & Hardware has been opened by Tom and Warren Snyder at the former site of Somerset Lumber, Medina, N.Y,; they hope to add a lawn & garden center next summer

Coastal Lumber & Supply, Niceville, Fl., has closed after 25 years...

Iverson's Lumber, Highland, Mi., is operating its Milford, Mi., branch as a clearance center as it tries to sell the property

Goodale Hardware. Grandview Heights (Columbus), Oh., is being opened this summer by Jeff T,ettler and his son, Jeffrey T,ettler

Matthews & Fields Lumber Co., Henrietta, N,Y., agreed to lease tlree acres of the former Babcock Lamber Co. yard in Lancaster, N.Y., to warehouse wood products as its prepares to open a sales office in nearby Buffalo, N.Y. ...

Island Hardware & Lumber is the new name for Arnold Transit's hardware and fuel operations on Mackinac Island, Mi., after their acquisition by Kirk Lipnitz; he will keep the store open year-round

Marvin's moved to a new, larger location in Demopolis,Al.

84 Lumber reopened its mothballed W. Houston, Tx., yard and engineered wood products centers in Houston and Dallas, Tx.

Rylee's Ace Hardware broke ground on a $4-million replacement store with lawn & garden center in Grand Rapids, Mi.

Builders FirstSource has closed its branch in Cincinnati, Oh.

Frontier Lumber, Erie, Pa., added a 2,000-sq. ft. Frontier Home Products & Design Center ...

Bradco Supply opened a new branch in Wauconda, I1.

BMC West parent Building Materials Holding Corp. filed Chapter 11 bankruptcy ...

Bradco Supply Corp., Avenel, N.J., acquired Dynamic Roofing & Siding Supply, Warminster, Pa.; Ray Ace was named branch mgr., and Dynamic's Barbara Krumins will stay on to ensure a smooth transition period ...

Lowe b unveiled a new store June 19 in SE San Antonio, Tx., and expects a 3rd quarter 2010 opening in Salem, N.H. ...

MarJam Supply Co. signed a l0-year lease for a 65,518-sq. ft. warehouse on 4.5 acres in N. Miami Beach, Fl.

Habitat for Humanity opened a replacement ReStore May 18 in Kannapolis, Md.; a new 3,000-sq. ft. ReStore June 13 in Danbury, Ct. (Joanne Bosshardt, coordinator), and, a24p00-sq. ft. outlet June 1l at an old 84 Lumber vard in Newnan, Ga. (Sharon Hazel,mgr.)

Wnor:sm:rs/trrutrcrur:rs

Hager Group (f.W. Hager Luntber), Grand Rapids, Mi., is closing after 81 years

Lee Roy Jordan Lumber,Dallas, Tx., moved into a new facility, nearly a year after a speeding car crashed into the old building and it burned to the ground (see JuIy 2008,p.41)...

North Paciftc, Springfield, Ma., had four forklifts worth $120.000 stolen in late May

Lo ui s i ana - P ac ifi c temporarily laid off 43 workers at its LSL plant in New Limerick, Me. ...

International Paper Co. shuttered its Franklin, Va., lumber mill May 3l

Clopay Building Products is closing its gargage door plants in Russia, Oh., and Baldwin, Wi., consolidating production in Troy, oh....

U.S. Lumber Group, Atlanta, Ga., has installed new lBM business intelligence sofware to gain in-depth reporting capabilities in real time vs. the daily reports of its previous system

JeId-Wen next month will close its door manufacturing plant in Oshkosh,Wi....

Arch Wood Protection and Arch Treatment Technologies moved to new offices in Atlanta, Ga. ...

Temple-Inland is closing its sawmill in Buna, Tx., for an undetermined period of time ...

Bonsal American has renovated and expanded its Sakrete manufactwing facility in Cincinnati, Oh. ...

Sherwin Williams Co. will close its Olive Branch, Ms., paint plant by year's end

Masonite International Corp. has restnrctured and emerged from Chapter 11 bankruptcy, 85 days after its filing

Boston Cedar & Millwork, Holbrook, Ma., is now distributing the Azsx Deck Terra Collection in Long Island, eastern N.Y., and six New England states

Atlanta Hardwoods Corp. is now distributing Contact Industries' veneer-wrapped mouldings in Ga., Al., Tn,, Ms., and northern Fl. from its five Hardwoods Inc. DCs and from White County Mouldings,Cleveland, Ga. ...

Parksite, Batavia, Il., is now distributing Circulation Solutions roofing ventilation products from its 10 DCs

Advantage Trim & Lumber Co., Grover, N.C., has received FSC chain-of-custody certification for its ipe and Tigerwood decking and hardwood flooring

Anniversaries: Lyons Do it Best Lumber & Hardware, Brighton Park and Frankfort, Ky., 100th Schade Builder's Supply, Helena, Oh., 50th ... Duncan Builders Supply, Duncan, Ok., 45th .,.

Housing starts in May jumped L7.2Vo to a yewly rate of 532,000, thanks to a 61 .7% spike in multifamily regionally, starts rose ZVo in the Northeast, 11.17o in the Midwest ll.IVo. and 16.87o in the South ... permits were up 4Vo to a 5l8,000 rate.

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Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

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Oklahoma Lumbermen's Association - July 10-11, convention, Tanglewood Resort, Pottsboro, Tx.; (800) 444-177 1

Construction Suppliers' Assn. - July 10-12, summer management conference, Hiawassee, Ga.; (800) 351-2255.

North American Retail Hardware Association - July 13-15, Marriott Rivercenter, San Antonio, Tx.; (317) 290-0338.

Central New York Retail Lumber Dealers Association - July 14, golf outing, Pompey, N.Y.; (800) 292-6752.

Northern New York Lumber Dealers Association - July 15, board meeting, Norwood, N.Y.; (800) 292-6'752.

Wisconsin Retail Lumber Association - July 16-17, summer board meeting, Neenah, Wi.; July 22, golf outing, Onalaska, wi.; (262) 250-1835.

Eastern New York Lumber Dealers Assn. - July 20, summer outing, Wiley Bros., Schaghticoke, N.Y.; (800) 292-6752.

New Jersey Building Materials Dealers Association - July 20, annual golf outing, Battleground Country Club, Manalapan, N.J.;(800) 269-9603.

Northeast Window & Door Assn. - July 20-21, summer meeting, Maniott Seaview Resort, Galloway, N.J.; (609)799-4900.

New Hampshire Retail Lumber Association - July 23, board meeting, Hooksett, N.H.; (800) 292-6752.

Southeastern Lumber Manufacturers Association - July 2325, annual conference, Ritz Carlton, Amelia Island, Fl.; (770) 63r-6701.

Moulding & Millwork Producers Association - July 28-Aug. 1, summer meeting, Naples, Fl.; (800) 550-7889.

Southeast Building Conference - July 30-Aug. 1, Orange County Convention Center, Orlando, F1.; (800) 261-9447

Southern Building Material Association - July 30-Aug. 2, summer conference, Wyndham Oceanfront Resort, Virginia Beach,

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Appalachian Hardwood Manufacturers Association - Aug. 14, summer conference, The Homestead, Hot Springs, Va.; (336) 88s-831s.

Massachusetts Retail Lumber Dealers Association - Aug. 3, golf outing, Watertown, Ma.; (800) 292-6752.

Temperate Forest Foundation - Aug. 4-7, teachers tour, catskills, N.Y.; (503) 445-9472.

Lumber Dealers Association of Connecticut - Aug. 5, board meering, Rocky Hill, Ct.; (800) 292-6752.

Indiana Lumber & Builders Supply Assn. - Aug. 6, golf tourney, Oak Tree Golf Course, Plainfield, In.; (317) 875-3'737

Michigan Lumber & Building Materials Association - Aug. 6, golf outing, Hawk Hollow Golf Course, East Lansing, Mi.; (517) 394-5225.

Vermont Retail Lumber Dealers Association - Aug.6, board meeting, Fairlee, Vt.; (800) 292-6752.

Northern New York Lumber Dealers Association - Aug. 12, fishing derby, Clayton, N.Y.; (800) 292-6752.

Mid South Building Material Dealers Assn. - Aug. 14-15, midyear meeting, Hampton Inn, Natchez, Ms.; (877) 828-3315.

Vermont Retail Lumber Dealers Association - Aug. 19, annual meeting and golf outing, Killington, Vt.; (800) 292-6752.

Wisconsin Retail Lumber Association - Aug. 19, golf outing, Fennimore, Wi; (262) 250-1835.

Florida Building Material Association - Aug. 20-22,meeting & expo, Gaylord Palms, Kissimmee, Fl.; (352) 383-0366. Orgill Inc. - Aug,20-22, market, Boston, Ma.; (901) 754-8850.

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MaFket Outlook

Looking for the Iight at the end of the tunnel

r|'IHIS year is expected to mark the I- low point of the long and protracted recession that began with the housing downtum and was officially recognized as a recession in December 2OO7 , according to APA's annual spring forecast.

That expectation comes with some cautions and caveats, however, notes APA market research director Craig Adair. "Our forecast assumes that at least some of the many programs thrown at the economy and the housing market by the federal government will stick and get the economy moving again," he said.

The key factors required for a turnaround are affordable homes, a recovered credit system, renewed consumer confidence, and at least moderate job

growth, the forecast notes. The first three of those four criteria have shown some promising signs recently. Home prices in most parts of the U.S. have come down to pre-boom levels. Once buyers believe the bottom has been reached, the huge inventory of unsold housing should begin to recede. The Treasury Department's recent banking "stress test," although showing billions of dollars in anticipated losses through the end of the year, at least provided a measure of the problem, a critical first step in repairing the system. And consumer confidence has been on the rise for the last three months, signaling new hope for an increase in consumer spending.

The unemployment rate, at approximately 9Vo. remains the most trou-

Get monthly housing, production reports

Subscriptions to APA's monthly housing market and quarterly engineered wood production reporls are now available.

The housing markel report is in the form ol a PowerPoint presentation and includes housing starts and permit data, new and existing home sales, home inventories and months of supply, mortgage rate trends, and a housing starts forecast. Also included are data on nonresidential construction spending, industrial production and remodeling, consumer prices and spending, and U.S. and Canadian gross domestic product. Based on data compiled through a comprehensive review of industry and government reports, the report is emailed to subscribers, The annual subscription is $600.

The quarterly industry production reports, published about two weeks after the end of each quarter and encompassing both the U.S. and Canada, cover softwood plywood, OSB, glulam timber, wood l-joists, and LVL. The reports provide data on U.S. panel production by region as well as panel import and export data and mill closures and openings for all engineered wood prod-

uct categories. Annual subscriptions to the quarterly production reporl are $250. The report is delivered by email as a PDF file.

APA also issues an annual Structural Panels & Engineered Wood Yearbook that provides a wealth of historical demand and production data, including U.S. and Canadian softwood plywood and OSB production and capacity, U.S. regional production, panel imports by country of origin, panel exports by destinalion, U.S. and Canadian production of glulam, wood ljoists and LVL, product consumption by end-use markets, panel and EWP producing mills in North America, producers ranked by size, panel production by state, mill starts and closures, and much more.

The reference tool includes data up through 2008, with estimates for 2009. In some cases, the historical data go back as far as 1990.

Prepared by APA's Craig Adair, the yearbook (APA Economics Report E175) is $250 as a PDF only. To view the table of contents or to order online, go to the Publications section of www.apawood.org.

bling of the challenges still ahead.

Taking all those factors into account, APA's spring forecast is for U.S. GDP to return to growth by the fourth quarter and for the seasonally adjusted annual rate of U.S. housing starts to begin a long slow rise during the second halfofthis year.

U.S. housing starts, including manufactured units, are expected to total just 540,000 this year, down 45Vo from 2008 and a staggeringT5To from the 2.2 million at the peak of the housing boom in 2005. Starts next year, however, are forecast to rebound to 755,000 and to continue climbing in the ensuring years, up to 1.8 million in 2013. That expectation is based in part on the formation of an estimated 1 million households annually, representing a pool of pent-up purchase demand.

Since new residential construction under normal conditions is the single largest market for structural wood panels and other structural engineered wood products, the rise in housing starts is expected to lead the way to recovery for the panel and engineered wood industries. U.S. and Canadian softwood plywood and OSB production is forecast to rise next year to approximately 27.7 billion sq. ft. (3/8" basis), up l4%o from 24.2 billion ft. this year. Almost 80Vo of the increased production is expected to result from growing demand in the new residential construction market.

Industry production of glulam timber, wood I-joists, and LVL also is expected to climb next year, up 2lVo, 66Vo and 3 5Vo, respectiv ely

The forecast is for the remodeling and industrial markets also to show improvement next year, with structural panel demand in those sectors tp 7Vo and 6Vo, respectively. Panel demand in the nonresidential construction, on the other hand. is forecast to be down

again slightly next year, following a l2%o decline this year.

Industry production is expected to total less than 6O7o of capacity this year, among the lowest ratios in the industry's history. That ratio is expected to climb to 657o next year and to reach 907o in 20 13, when industry production is forecast to reach 41 billion sq. ft., a level last reached in 2005. The average ratio over the 15 years prior to 2008 was almost 917o. The substantially changed market supply and demand mechanics have made structural wood panels and other engineered wood products good bargains over the past several months.

Excluding shipments from Canada, U.S. imports of structural plywood are forecast to total just 430 million sq. ft. this year, down 24Vo from last year

and more than'75Vo from 2005. OSB imports are expected to be up slightly this year, to approximately 60 million ft., but down more than 9O7o from the 2005 peak of 744 million. The overall decline of panel imports extends a trend that began in 2006 with the col-

lapse of the housing market and resulting excess domestic production capacity. Panel imports are expected to begin rising again next year and to continue climbing in ensuing years in response to increased demand generated by the improving housing market.

& Canadian StructuralWood Panel & Engineered Wood Production Forecast (2008 - 2010)

From mouement to mandate The grovuth of green building legislation

By Mark Rossolo

or small, has looked at ways to increase green building practices through public policy.

For its part, the federal government has recently debated a number of bills regarding energy efficiency in schools and other buildings, while agenciessuch as the Department of Interior, Environmental Protection Agency, General Services Administration, and Department of Health & Human Services-have either adopted or proposed formal green building policies for all o[ their buildings.

Itr/HILE green building may once V V have been a fringe movement embraced by a select few architects and building owners, it is fast becoming common practice-and is now being driven, not only by design and building professionals looking to make their projects more sustainable, but by a staggering increase in government legislation.

Whether it's a city councilperson, state representative or U.S. senator, politicians are under pressure to facilitate the adoption of green building practices. In political speak, proposing a green building policy is viewed as "win-win" for legislators, who see it as a way to address climate change, reduce our dependence on foreign oil, and ensure that our children have a

better place to live-all while saving the government money through energy and water efficiency. It also allows elected officials to position themselves in the eyes of the public as environmentally conscious and willing to act on important issues for the benefit of their community and country.

For these and other reasons, there has been an explosion of legislative activity, particularly at the state and municipal levels over the past three years. In 2001,for example,32 states debated more than 170 bills related to some aspect of green building, an already incredible number that grew to 33 states and over 200 bills in 2008.

The municipal numbers are just as impressive. as nearly every major population center across the countrv. large

To date, the vast majority of legislation has focused on the new construction of publicly funded buildings. This isn't a surprise when you consider that most public entities are under severe pressure to reduce their budgets; the potential operational savings associated with high performance buildings are simply too attractive to ignore. The most common type of legislation currently mandates publicly funded buildings over a given size threshold-typically between 5,000 and 10,000 sq. ft.-to meet or exceed guidelines set forth by a green building rating tool. The Green Building Initiative's Green Globes standard and the U.S. Green Building Council's LEED tool are the most common rating systems named, though there are many other programs in existence.

At the same time. an increasing amount of green building legislation is also being targeted toward the private sector, where governments are choosing either to incentivize or mandate energy efficiency and other aspects of building performance. Incentives, which have been the more popular choice so far, vary widely-from lowcost measures such as expedited per-

GREEN BUILDING legislation, once aimed primarily at public buildings, is now making inroads in the private sector. Builders working to earn recognition under the green building standards can earn points by using engineered wood products and efficient wood-frame construclion systems.

mit processes and fee rebates for those who meet certain requirements, to more costly measures such as property tax refunds. However, some governments, such as the city of Washington D.C., have also chosen to mandate green building within their jurisdictions, and recent history has shown an increasing willingness among legislators to require certain practices.

legislation E the Wood Industry

For the wood industry and other manufacturing sectors, the most significant potential impacts of green building legislation are not related to energy efficiency or other similar mandates, but the requirement to use certain rating systems and the specifics of what those systems entail.

It is the position of the GBI, for example, that legislation should never mandate one rating system exclusively. In addition to the fact that multiple credible systems exist in this country-and, given that, the inappropriateness of a government body creating a monopoly-it is unreasonable to expect that one system can meet the needs of every design and building professional, type of building, and budget. As in other segments of the

economy, competition among rating systems also drives the improvement of each and lowers costs. somethins

we've already witnessed as Green Globes has gained increasing market acceptance alongside LEED.

From a wood industry perspective, the issue is how different rating systems treat competitive building materials. For example, both Green Globes and LEED award points for wood that is certified as having come from sustainably managed forests, but Green Globes recognizes a number of credible systemssuch as the Forest Stewardship Council, Sustainable Forestry Initiative, American Tree Farm System, and Canadian Standards Association- while LEED recognizes only FSC. Independent research has shown all of these systems to be effective. But, aside from that, an FSC-only approach creates an issue of supply, since the vast majority of forests in the U.S. are certified to other systems.

Green Globes is also the only rating tool to strongly emphasize and encourage life cycle assessment, or LCA, which is a method of scientifically analyzing building materials and assemblies over the course of their entire lives and assigning an unbiased score that reflects their true environmental impacts. As part of the recently completed process to establish Green Globes as the first American National

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"WOOD: Sustainable Building Solutions," an eight-page brochure that can be downloaded free from the APA website, describes the environmental benefits of engineered wood products, compares wood to other structural products, explains scientific research demonstrating the sustainability of wood, and orovides links to other valuable sources of information on green building.

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Standard for commercial green building, GBI commissioned a tool that provides instant LCA results for hundreds of common building assemblies. That tool has been incorporated into the Green Globes standard and is also free, under the name Athena EcoCalculator for Assemblies (www.athenasmi.ca).

By allowing designers to impartially evaluate and compare design scenarios based on their environmental impacts, LCA helps to ensure that a building meets its sustainability objectiveswithout infl uence from pre-existing biases that have long been an accepted part of green building. A relevant example would be rewarding the use of a product with recycled content without considering the embodied energy actually required to extract, manufacture, transport, install and maintain that product over time.

Making Sure You're Heard

The legislative and regulatory environment surrounding green building is evolving quickly-and the current economic challenges will only serve to increase the desire for operational and other savings associated with building sustainability. Elected officials nationwide are in the process of deciding what is considered green, whether to put in place incentives or mandates, which rating systems will be used to determine success, and other issues affecting everyone involved in the building industry for years to come.

Organizations such as the American Forest & Paper Association are active in the legislative arena on the wood industry's behalf, but the only way to ensure that all levels of government understand the importance of issues such as competition and LCA is for the industry to participate en masse in the debate. Joining a green building organization,

participating on a committee working to expand green building within your state or municipality, or submitting comments on proposed policies and legislation all help to ensure your voice is heard.

- Mark Rossolo is the director in charge of state outreach for the Gr e e n Buildin g Initiat iv e ( www.the gbi.or g ).

The orticle appeared originalLy in the spring 2009 issue o/t/re Engineered Wood Jotmal arul can be viewed toqether with atlditional information on green building rqtinB systetns at wttw.mtbook.com/nxtbookslnaylor/EWAB0l09/#10. Readers also may subscribe to the electronic edition ofthe biannual Engineered Wood Joumal Dy sending name, company name and email address to kim.sivertsen@apuw,oodorg.

Industry's green strategy

A broad-based task group ol North American wood products industry stakeholders has begun work on a new plan to advance the credentials of wood products as a green building material.

Still in its early stages, the effort has two objectives-first, to inventory existing industry data, research, communication programs, and tools in an effort to better coordinate their effective use, and second, to develop and then implement a strategic plan that addresses the education of key user, specifier and other stakeholder groups on the environmental merits of wood products, with an ultimate goal of helping lo increase sales of North American wood products. The group made final recommendations for the scope of work and agreed to retain a consultant to complete the inventory of data and develop the strategic plan at a recent meeting in Chicago.

Group members are Ken Skog, U.S. Forest Service/Forest Products Laboratory; Jennifer O'Connor, FP-lnnovationsiForintek; J.P. Martel, Forest Products Assn. of Canada; Bob Glowinski, American Forest & Paper Assn.; Dave Bischel, Calilornia Forestry Assn. and Forest Industry Assns. Council; David Anderson, Natural Resources Results; Cees de Jager, Binational Softwood Lumber Council; Jeff Howe, Dovetail Partners, and Dennis Hardman, APA and Wood Producls Council. Hardman also chairs the task group.

Setting the standard Work progressing on new, updated rules

Panel Laheling lnswers

Questions and answers pertaining to the panel thickness labeling issue in California are contained in an Technical Topics publication prepared by APA last year. The four-page publication provides background on the matter, answers to several frequently asked questions, and a facsimile of an APA trademark showing the supplemental mill thickness label that many mills are now using to comply with California Weights & Measures requirements. Quesflons & Answers Regarding Panel Thickness Labeling, Form No. TT0548. is free from www.aoawood.oro.

A PA and industry stakeholders are .Cl,well along on efforts to develop and update key structural wood panel product and performance standards.

The standing committees for Volttntctrt, Product Standard PS I: Structttral Plywood and Voluntary Product Standard PS 2: Performance Standard Jbr Wood-Bosed StructuralUse Panels were recently reconvened and have met to address possible changes pertaining to product thickness Iabeling, fastener and concentrated load provisions, and other testing, label ing and certil'ication issues.

PS 1 is a prescriptive standard that sets requirements for producing, marketing and specifying softwood plywood used in a wide array of construction and industrial applications. It was last revised in 2007. PS 2. last revised in 2004, is a performance-based standard resulting from efTorts to harmonize U.S. and Canadian standards under the U.S.-Canada Free Trade Agreement. The standing committees of both standards are comprised of members representing panel manufacturers. suppliers. regulatory agencies. government, academia and inspection agencies. APA serves as a non-voting sponsor and technical advisor.

Thickness labeling changes, if adopted, would be designed to achieve consistency between provisions in PS 1 and PS 2 and those found in hand-

$iding Gets listed

Two varieties of APA 303 plywood siding are now listed in the California Wildland Urban Interface Products handbook as products complying with new California Department of Forestry & Fire Protection regulations for fire-resistive construction assemblies in state urban-wildland intedace areas.

The products include: (1) 303 siding with shiplap edges, nominal 19/32" thick and grooves spaced 4" on center, manufactured wilh veneers of all southern pine or Douglas fir face, back and center with hemlock or Douglas fir cross plies, measuring 4x8 ft., and (2) 303 reverse board and batten, nominal 19/32" thick and shiplap edges, grooves spaced 12" on center, manufactured with face, back and center of Douglas fir veneers and cross ply veneers of hemlock or Douglas fir, measuring 4x8 ft. The new regulations went into effect January 1, 2009. The listings are based on the results of a series of fire tests that APA sponsored at the Western Fire Center, Inc., an accredited fire test laboratory in Kelso, Wa.

books published by the National Institute of Standards & Technology. The differences have resulted in the red tagging of plywood at retailers in California by that state's Division of Measurement Standards. APA and industry allies developed an interim solution last year with the California Department of Food & Agriculture that provides for a supplemental marking system-the normal PS I and PS 2 marks with reference to a thickness "category," and a separate mill stamp designating panel thickness in accordance with NIST tolerances. That partial fix does not assure adherence by local regulators, however, and the matter was therefore referred to the standing committees. The committees have considered several options, and proposed revisions are now being drafted for further review and public commenl later this year.

Completion of revisions to both standards is expected in 2010.

A new Standard Jbr PerformanceRated Engineered Wood Siding (ANSI/ APA PRP-210), meanwhile, was completed late last year under APA's recognition as an American National Standards Institute-accredited standards developer and is now available

from APA.

The new siding standard, based on APA's proprietary PRP- I 08 Performance Standards & Policies for Structural-Use Panels, covers the manufacturing, qualification and quality assurance requirements for engineered wood siding products. APA served as the secretariat of the consensus committee that oversaw its development.

APA is also utilizing its ANSI accreditation to spearhead development of a national consensus standard

for structural insulated panels in cooperation with the Structural Insulated Panel Association and recently began developing a new national consensus standard for rim board. Additional standards under consideration by APA include concrete form and fiber-reinforced glulam.

APA's recognition as an accredited ANSI standards developer helps elevate standards as national consensus standards, which can significantly expedite building code acceptance.

A C0NSENSUS standard for engineered wood panel siding was recently completed under APA's recognition as an American National Standards Institute (ANSI) accredited standards developer.

Strategic Target

Raised wood floors constitute major market opportunity

hESPITE the current state of the I-fhousine market and overall economy, pockels of opportunity still exist for expanding wood product demand. One such strategic target is the raised wood floor market in the Gulf Coast region, where the risks of storm flooding and expansive soils make raised wood floors a natural choice over traditional concrete slab-on-grade construction.

The Southern Pine Council. APA. their member manufacturers, and other industry partners have been working together for months under a program called Raised Floor Living to deliver construction strategies, product support, and educational outreach to

home builders and buyers in a broadbased effort to increase awareness, acceptance and use of raised wood floors, as well as other wood construction systems, from Texas to Florida to North Carolina.

Although SPC has promoted raised wood floors along the Gulf Coast and elsewhere for years, the system gained a major spike in interest and wood industry attention following the massive flooding and extensive property damage caused by hurricanes Katrina and Rita in late 2005. Compared with other options-such as concrete slab atop dirt fill, slab on backfilled perimeter wall, or ring levee-the raised floor system often is the most

practical and cost-effective way to protect buildings and meet local building ordinances in flood-prone areas. The system provides other benefits as well, including excellent insulating properties. ease of improving or repairing utility lines, durability, uplifting comfort, and classic style, among others.

APA activities in the region are aimed at educating builders, framers, designers and building code officials about the merits of wood construction, while SPC is working both to create consumer awareness of raised wood floor features and benefits and to complement APA's design and construction education efforts. (Visit www. raisedfloorliving.com for more information.)

The prospects for increasing wood industry share of the residential floor market is strongly supported by the results of a consumer preference survey released last year by the National Association of Home Builders. For the U.S. as a whole, 42Vo of consumers prefer wood framed first floors, compared with 25Vo for concrete slab, according to the survey results. The remaining one-third had no preference, were unsure, or didn't know. And while the preference for concrete slabs was only 25Vo, concrete represents 537o of total first floor area, suggesting a wood floor promotion campaign such as that now being conducted by APA and SPC in Gulf Coast states could yield positive results.

The preference for wood varies widely by region, with the highest popularity in the North Central region and lowest in the West South Central region, where concrete has a longstanding tradition. Those findings provide support for the view that the

RAISED WOOD floors provide a variety of builder and homeowner benefits, including better protection from flood damage.

raised wood floor effort could also make inroads in other regions.

The Raised Flooring Living program employs a wide variety of promotional tactics, including professional seminars and training events, demonstration projects, trade and consumer publicity, advertising, local television coverage, publications and website information. Cost and performance studies also are under way to develop data to help overcome misperceptions about the economies and long-term performance advantages of wood construction.

APA's activities also place special emphasis on wind-resistant structural panel sheathed wood walls. Structural wood panel share of the residential wall sheathing market stands at approximately 707o, which means there is substantial volume at risk, but also potentially to gain.

APA, which has conducted high wind and seismic load tests at its Tacoma. Wa.. research center for years, has in recent months also installed new state-of-the-art combined shear and uplift test equipment, launched a three-dimensional whole house test program, developed a wall bracing website (www.wallbracing.

org), co-authored a wood wall bracing guide with the International Code Council, advocated for structural wood panel sheathing systems at ICC hearings, participated on a Federal Emergency Management Agency hurricane damage assessment team, and published wall sheathing literature.

APA also recently expanded its team of engineered wood specialists

Central Gulf; C.W.

assigned to the program in accordance with the unique opportunities that now exist in the region. Joining Bob Clark, who oversees the regional effort, are Bruce Cordova, Houston, Tx.; Paul DiGiorgio,

Macomber, northern Florida, and Stan Smith, Atlanta, Ga., and Charlotte, N.C. SPC also has a team dedicated to the effort based out of Kenner. La.

Program largets Nonresidential Market 0pportunities

Another strategic market with substantial long-term opportunities for increasing wood product demand is the nonresidential construction market, which the Wood Products Council is targeting under a program called WoodWorks,

Launched in 2N7 , the initiative is one of the most comprehensive and sustained industrywide market development efforts ever undertaken by the North American wood products industry. lt targets 4.1 billion sq. ft. of additional potential structural wood panel demand, as well as similarly substantial gains for lumber and engineered wood.

The program is now operational in lhree target-rich regional markets-California, the Southeast (Georgia, the Carolinas), and North Central (Minnesota, Wisconsin, lllinois). Those three markets, each of

which has a regional director and technical staff in place, represent approximately 30o/o of the potential market gain for wood in nonresidential construction in the U.S.

The program is aggressively addressing the need to educate target audiences on the various technical issues related to nonresidential wood design and construction through seminars, workshops, Wood Solutions Fairs, trade shows, direcl mail, trade media publicity and advertising, direct user and specifier support, website accessible information, and publications. Critically important wood design software also is in development.

For more information on the program, visit www.woodworks.org and see "WoodWorks at Work," an Engineered Wood Joumal article at www.apawood.org.

glulam in custom sizes, with widths to For Glulam

14 1/4", depths to 60" and beyond, and lengths up to 100'. Cindi

capabilities and service options also include: l-877-553-1616'

David Smith

1-888-393-2304

SeFUice Call Help Desk proves valuable dealer tool

lnformation Seruices for [3M 0ealers

The old adage that -knowledge is power'is especialty pertinent in difficult times like these, when every bil of news, data and infor. mation can become criticalto competitive advantage. As the leading voice ol th6 Norh American structural wood panel and ergineered wood ptoducts industry, APA can become a valuable information clearinghouse for building material retailers who sellthose pmducts.

Here's how:

WoodUniverslty.org

WoodUniversity.org is an mline engineered wood produet training resourcc. Several courses are offered and more will be added in lhe futurs, Ol particUtar value to retailers is Course 101, Unit 2$elling Hngineered Wood, which is particularly welt suited to new sales ernployees. WoodUniversig courses are lree

BuildaBettcrtloms.ors

The BuildaBetterHome site provides construclion details and tips to prevent moisture intrusion and resulting problems in residential construction. The sib is deslgned for design and construction pto{essionats and includos links to APA puHications on the subprt than can be used as valueadded tools by dealers. A related site, FreeFromMold.org, is designed specificaily tor homeowners and offer$ tips on how to maintain a moistur+free home snvironment.

DatsiTralnlag $emlnerr .,1

EWP specialisb from APA's Fhld $oMces stafi are available to conduct training rreetings and seminars hilored to the sales training needs of building miterbl retailers. Usually conducted in coop'. eration with local or regional dealer associations, these events can be invaluable for both new employees and seasored veterans.

Perf ormancgPanels.com

PerformancePanel,com is an APA site devoted exclusively to products and applications for the industrial market, from upholstered fumiture and kitchen cabinets to crates, pallets, boab and signage. Dealers selling to industdal customers can profitably use thie site to enhance lheh valueadded services. The site includes links to man. ulacturers EJat produce panels lor industdal applications.

Product Literature & Appllcation Tlps

AFA maintains a comprehen*ive library of product and applicalion literature, including a series of problem-prevention Builder Tips that can be inmrporated by dealers into their customef service pro. gram. Most APA publicalions can bE downloaded tree from the APA website.

Environmental & Grcen Building Info

The Green Topics section of AFAs website includes a variety of infomation in support of the environmental merits of wood products, including facts and figures on sustainable forest management, the life cycle advantages of wood, the low formaktehyde emissions of EWP, and links to other valuable information resources.

N /I'ERRITT Kline jokes about his first few days as the IVIguy in charge of APA's brand new Product Support Help Desk. "There was a desk, a phone, and stacks of engineered wood product information, but that was about it," he recalls now, nearly l3 years removed from that day back in October 1996, when the help desk opened for business.

One of the first help desks in the wood products industry, the function today is an indispensable part of the association's technical and market support program. "I can remember when we didn't have it," says long-time APA senior engineer Ed Keith. "And I don't know how we got along without it. It's a huge time-saver for the engineers and scientists who used to have to field routine inquiries. And it's a great service to users, specifiers, building material retailers, distributors and others because they receive immediate answers and assistance."

The help desk was created on models taken from the burgeoning computer software industry, which found itself flooded with myriad and sometimes complicated questions from product users.

APA's help desk operated from its inception with software that helped manage information storage and transfer. But in those early days, the help desk ran without the benefit of what by today's standards are vital tools-the Internet, email and electronic documents. Incoming calls went through a switchboard, and "we relied on photocopies and faxing of paper documents for information transfer," recalls Kline. "We were still wearing ties to work then, too," he adds with a smile.

The latest technology, including an automatic call distribution system and Internet capabilities, was soon added.

An even bigger challenge, Kline recalls, was simply "learning the range of information resources available and developing a logical system for cataloguing those resources so they could be put to best use. I thought setting up the help desk software would be the major obstacle in getting the operation off the ground. But knowing where to look for information was the hardest part."

The desk, which operates as part of APA's Technical Services Division, receives approximately 12000 inquiries annually. About two-thirds are phone calls, with most of the remaining arriving via email. A few letters, faxes and occasionally even visitors come in. The phone number (253-620-74O0) and email address (help@apawood.org) are featured in all APA publications, news releases, and advertising. In addition, some 40 APA member mills include the number with their panel or engineered wood trademarks.

The value of the service continues to grow over time because all calls are logged into a database, adding to a

APA',5 Product Suppon he p uesK rs a valuaD e serv ce T0r relal ers

rlLlick-fae illl inlir :orrrec. "Thc 'linou lcdgc tlcc nn\\ L()rr tarns nrot'c than 1.70() tttlitlLte t trttie :. :o itl lll()st cllscs \\c can l'in(l iln lils\\cl to lr clttcstit)r'l \cr-\ clLlickl\ bccar.tsc it llts been li:kctl bcfot-er." Klitte notcs.

Thc tlutabasc ulso ltcrmits tfucliittg cllls br r rtritrLrs tt:tt' gr'oup\.-l'hc'lursest ntLtubct ol irrclttirics l6(it is lt'ottt enginccls. fur cr.lrnrplc', BLrrlrlcls. clculct: urrcl architccts cuch lcprcscnt l0 i l t i : follori ctl br hrrtttcott tte rs lttrtl tlistr-ibLrtols (7-8(i ) uncl APA nrctttbets. tl-i-rct-r illt(l \tllre()lt-

trlct()fs (lbout -5'.i cltch). [-csscr call r olttttcs cttrttc l't-ot.tt corlc ol f rcials. nlrnrrl'nctur-cfs. tfcuters. l"ruiltlirtc or- tttirkctin:l eonsltltlutt:. lL:socillti,)rt\. ptr)ltcrt-\ (r\\ lti:l'\. dr'\cl()l)cfs. lue lLrlcnrilt. nre'tlilr. rlc:igncr'\. !()\L-rnrttcrtt rllliciiils. cle

t)irta also is kcpt l'rr plLrtluct linc and br nltt-kct. Strlrctr,lfal parrcls lccount lirl itbttut 70( i Ltl'pt'oriLre t :ltccihc i ntlu lics. lrrrl nrorc qucst i()ns relatc t() r'csiclcnt iul c()ltstrllction than to u|rl rrther nlr|kct.In ndtlitirtn to plY$oorl OSB. llLrllrnr. uootl I-loists. I \ t urtl linr l'rolrrtl-lttorlucts tttillt Lll'lcture(l br A[',\ t'ttcnrbct-s thc hcllt tlcsk ltlso lrcliis calls rcllting to sorrthcrn ;rirtc lttnrber unrlct at.i itrlccrltcltt \\ itlt thc Srtr-rt]rcln lrorest f)roclttcts Associulitttt.

ln acltlitron to .\P..\'s ou n ltrotluct litclatule . tcchniclrl fcl)orts untl ucbsitc. thc hclp dc:k lclic-s ot.t ti tttttttbct'ol' otlrer tools lrrrl sorrr-ccs lirl ansirct': to qLtc:tirrn.. rnclLrriirtq bLLilclins eotlc clocunrcnls. thc Irtttcsl I)t'oclttet\ [-ltb()rLtt()l-\'\ \\'oorl llttrtLlbool.. lrrtrl thc ..\nrct'icun lrot'cst & I)lpcr Assoe irrttirtt's .\tt/iortttl [)t'si::rt .\1tcti.f ittttirttr.lrtr ll'rtrttl (.-ott.strttt tion. rrhie h e ()ntlin\ cnginecfcrl rroocl tlc:igrt inlirr.nlLtiort pror irlctl br APA.

.\ snrull nunrbcr-ol'incltrirics ubout -1ti still I-crltr irc thc hclyr ol'en .\l)..\ cnginccr.Lrt scicntisl. IIt sotttc eltscs. culls urc t'cterlcd to stal'f in otltcr tlir isiorts. sttch lts ttltt'kct fL-scafclt rtr contnrLtIt icatiorls.

\lost clills. Klinc notcs. lrrc "straightliru ittcl rinrl ittr ttlr e gootl tlucstion:." Hc aclcls tllit tlr,Lnl rtlso l)()iltt to tltc ttttgoing ncccl for rtlrrkctplacc ctlLtertttttn oll l)11)l)cf pntdtret s1-lcc ilicution and lrpplicatiort. lhc lle k ()l' ultclL-r\tillltlirtg o1 hl:ic rcconrntcttdlttiotts lulorLl nriLrt\ l)fodllct tt:ct-s ltntl spceilicls i: oltcrr surprisiru. Klinc obsclrcs. "Tlrirrgs tirat nright sc-e rrr r cn clcnrcntlrlr sltcl.t lLs pltttel cclg.c splrcing. blocking lcrlrrilcr.t-tc-nts. or the nrcrining tt1 it rl.rrrtt tlrtittg. oltcn arc nol Lrrtdcrstootl out tl.tclc in tlrc f ielcl ."

Since our recent plant loss due to fire, we have received great support and encouraSement from our customers, suppliers, and friends. We would like to express our heart felt gratitude

Cascade Structurai Laminators is open for business and we are moving inventory from our Chehalis facility to meet your glulam needs. We are working hard and committed to continue being your one-source glulam manufacturer. Call us ar 541 -726-9836.

APA'S Suooort o valuable servce lor retai

Bankrupt Stock Exiting 12 States

Stock Building Supply is leaving at least 12 states, including Connecticut, Illinois, Indiana, Massachusetts, Michigan, Minnesota, New Hampshire, and Wisconsin, and closing all but one store in Florida, as the bankrupt chain spends its summer closing more than 100 locations from coast to coast.

On the chopping block are lumberyards, offices, component plants, installed sales hubs, and/or design centers in:

the Northeast (East Haven, Newrown, Cr.; Lakeville, Milford, Northborough, Norwood, Sutton, Ma.; Exeter. N.H.: Oneonta, Richmondville, Roxbury, Sidney and Walton, N.Y.), South (Haines City, Hobe Sound, Homestead, Orlando, Plant City, Sebastian, Tampa, Winter Haven, Fl.; Carrboro, Fayetteville, Fletcher, Gastonia, Kernersville, Raleigh, Wilmington, Wilson, Winterville, Wrightsville Beach, N.C.; Charleston, Columbia, Conway, Greer, Spartanburg and Summerville, S.C.; Dallas, Haslet, Mansfield and Melissa, Tx.; Charlottesville, Chesapeake and

Powhatan, Va.),

. Midwest (Carol Stream, Chicago, Elgin, Rockford, Schaumburg, Il.; Franklin, Indianapolis, Sellersburg, In.; Macomb, Walled Lake, Mi.; Eagan and Rochester, Mn.; Appleton, Delavan, Green Bay, La Crosse, Marinette. Plover. Sussex and Windsor, Wi.),

and West (Bishop, Grand Terrace, Ca.; Alamosa, Denver, Co.; Idaho Falls, Preston, Rexburg, Id.; Kalispell, Mt.; Las Vegas, Nv.; Albuquerque, N.M.; Brigham City, Logan, Roy, St. George, Ut.; Evanston, Wy.).

Closures began in early May and will continue until at least the end of August. Shuttered properties owned by the chain-as well as several not planned to be closed-have been placed up for sale.

Parent company Wolseley PLC's sale of a controlling interest in Stock to private equity firm Gores Group, Los Angeles, Ca., was contingent upon Stock filing for Chapter 1l bankruptcy protection so it could break hundreds of lease agreements. Even in its pared-down state, Stock told the bankruptcy court it did not expect to

return to profitability until 20 1 3

After the first batch of closures, Stock-which once boasted 360 branches-was down to fewer than 200 locations-a total destined to further plummet as the summer proceeds.

Bell Lumber Buys Alamco

Bell Lumber & Pole, New Brighton, Mn., has acquired glulam producer Alamco Wood Products, Albert Lea, Mn.

Alamco president John Forman, who was brought in as an investor in Bell, will stay on to manage the facility. Its name has changed to Alamco Wood Products LLC, a wholly owned subsidiary of Bell. New owner Tom Bel1 hopes to double the facility's capacity within l8 months.

Bell produces utility poles, log home components, construction mats, fence posts, and bam poles at facilities in New Brighton, Barron, Wi.; Shingleton, Mi.; Conway, Wa.; Oldtown, Id., and Vernon, B.C.

Bell also has been treating Alamco products for 15 years, so the two companies' leaders knew each other well. Alamco had been owned by 10 investors, a number of whom were ready to retire.

Boise Expands EWP In Northeast

Boise Building Materials Distribution has acquired the truss manufacturing and engineered wood distribution assets of Wood Structures Inc.. Biddeford. Me.

Boise has also hired former management and technical sales team members, who-following WSI's bankruptcy filing and closure in March-had joined forces as Total Structural Solutions and began investigating the purchase of the facilities.

The team will now operate as Boise Structural Solutions, headed by former WSI president Frank Paul. They will work with the Boise Distribution sales team to provide dealers in New England and surrounding areas with engineered wood and trusses from the former WSI facilities in Biddeford and Saco, Me., as well as Boise's distribution yards in Portsmouth, N.H., and Westfield, Ma.

The deal provides Boise with its only truss plant, although the primary objective was securing an even higher profile in engineered wood in the Northeast, according to Boise Distribution president Stan Bell.

Hixson Buys Culpeper Treating Plant

Culpeper Wood Preservers, Culpeper, Va., has sold its Streator, Il., wood treating plant to Hixson Lumber Sales, Pine Bluff, Ar.

Culpeper received $800,000, the same price it paid Rocky Top Wood Preservers for the facility two years ago.

Hixson, which now operates nine facilities, intends to increase storage capacity in Streator.

Culpeper continues to operate five treating plants.

New Hampshire Yard Reborn

Wentworth Lumber, Exeter, N.H., which closed last August after 50 years, has reopened as Exeter Lumber.

The business is now owned and operated by Sean and Josh Murphy, and their father, James. The latter's former partner, Rick Gregoire, will serve as general manager.

The facility has been completely renovated, inside and out, including adding new floors, windows, lighting and a drive-thru garage.

RoyOMartin Ready To lmprove Mill

Martin Cos. LLC, Alexandria, La., owner of the RoyOMartin brand, will expand its Rocky Creek Lumber sawmill in Mexia (Monroeville), Al.

"We are positioning ourselves to respond to increased product demand when the lumber market recovers," said president Roy O. Martin III. He added that Rocky Creek "will likely add a fourth shift, giving us the opportunity to run around the clock."

The expansion will include processing equipment needed to convert bark and sawdust into fuel necessary for two new dry kilns. Existing kilns fueled by natural gas will be retrofitted to also burn bark and sawdust.

No date has been set for construction to begin, but engineering work and equipment specifications are being finalized. The state and the city are expected to grant tax incentives for the expansion.

Creditors Okay Smitty's Plan

Creditors have approved a reorganization plan allowing Smitty's Building Supply, Alexandria, Va., to emerge from Chapter l1 bankruptcy.

The plan creates a distribution trust that provides potential payouts for secured and unsecured creditors. Bank of America agreed to provide Smitty's with a revolving line of credit totaling $5 million and a term loan of $9.5 million.

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For the Best Quality and Service Call WEB SITE: www.cpp-prpe.com

Kyle Williams, ex-Bison Building Materials, has joined Snavely Forest Products as general mgr. of its Houston. Tx.. division.

John Bavester, ex-Wickes/Bradco, has joined Progressive Affiliated Lumbermen (PAL), Grand Rapids, Mi., as forest products mgr., replacing Joe O'NeiIl, who has retired.

Brent Olson has joined the sales force at Mathew Hall Lumber Co., St. Cloud. Mn.

Don Toulouse, ex-Bois Aise de Montreal, has joined the sales staff at Gillies & Prittie,Waterville. Me. Paul Hirsbrunner is new to sales at Empire Wholesale Lumber Co., Clarksville, In.

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Greg Staufer has been named corporate sales mgr. for Roper Lumber Co., Petersburg, Va. Scott Coomer has joined the corporate purchasing department as a millwork & specialty buyer. Mark Dunn is a new contractor/commercial sales rep.

Sergio Larrain is now exclusive sales & marketing rep for the Chilean market for International Forest Products Corp., Foxboro, Ma.

Keith Aholt, v.p. and partner in Nuts & Bolts, is managing the chain's newest location, in E. Arlington, Tx.

William Barger has joined American Lumber, Uvalde, Tx., as a senior sales executive, focusing on the Southeast.

John Costello, ex-Home Depot, has been elected a director of Ace Hardware Corp., Oak Brook, Il. Lori Terpstra, owner, Rylee's Ace Hardware, Grand Rapids, Mi., and James Hatcher III, president, Pleasants Hardware. Richmond. Va.. were re-elected to the board.

John Tak has been appointed director of marketing for Armstrong Cabinet Products, Dallas, Tx.

Ryan W. DeArment has been named v.p. of sales & marketing for Channellock, Meadville, Pa.

Nathan Hayward, inside sales, Curtis Lumber, Williston, N.Y., and Allen Newland, Larry Harbin, and Ronnie Phillips, Haywood Builders Supply, Waynesville and Sylva, N.C., earned Certified Green Professional status from the National Association of Home Builders.

John Menard, founder, Menards, Eau Claire, Wi., was inducted into the inaugural class of the Eau Claire Business Hall of Fame.

Rosie Future is now mgr. of advertising at Mungus-Fungus Forest Products, Climax, Nv., report coowners Hugh Mungus and Freddy Fungus.

Gomposites Maker Arrested

Bryan Noel, owner and president of now-defunct Titan Composites, Hendersonville. N.C.. has been anested and accused of swindling $7 million through an investment scheme for retirees.

According to federal prosecutors say, Noel, 39, sent fictitious quarterly statements to investors. even as their funds were diverted to Titan or squandered in the stock market. The company filed to liquidate under Chapter 7 bankruptcy in August 2007.

Michigan Mill Gets Upgrade

Baraga l-umber. Baritsa, Mi.. will shut dor" n for fottr ri'ceks to install ovcr $.1(X).(X)0 in no rnill equiprncnt.

The crlnrpany said clentand for its haldu'ood lumber has droppecl -50?i since Septcmber 2(X)8. "We're taking advantage of this ol.rportunity to tnakc mill implovements. so that u'c'rc positioned lirr the rccovcr)', saicl Tom Pirrset. \ .p.-lunthet' opcrations.

"Our product is vcrr:' nrttch gcat'ecl toward thc hor-rsing industrl'. attd vu'hen the housing inclustry recove rs. \\'e usttirlll sce a liig ol' sctren to ninc Inontl'ts bclond that (fil' us)." Piagct said.

Thc additions should incrcase procluction by 25(1 and allou' thc hiring ol' tr',,o adcliti<lnal cmployccs.

Concrete Firm Adds Hardware

Ideal Cortcrcte Block C--o. has trattslirrnted its Walthanr. Ml., quartcrs into a full-scalc True Valr-rc by lcleal hardr'r atc slore.

Thc I'acilit,v. u hclc Lco But'govnc began making concrctc blocks by hand in 1923. will add a I'ull range of harclu'arc supplies. u,hilc continuing to scll the conrpan\"s concrete proclttcts. which are nou nrattufacturc(l at its plant in Westforcl. Ma.

New Decking Yard Opens

When the ir trio local lr-tntbcr suppliers closcd. llrc or.vners ol'a cleckbuildine busincss in Racinc. Wi.. clcciclcd to lanrtch theil own tt.200-sc1. fi. cleckin-u y ard.

Brothers Greg and Ron Porasik opcncd Scrcws & Dcckin-r to scll honrcowncrs ancl builcling prof'ession als er ery'thins neecled lirr clccking pro.iects, inclLrding treated vnood. cortipositcs ancl hulclwiire. So l'ar. the 1'ard's biggest cLrstomer is thc brothers' owlt cLlstonr tlcck-builtling businc,ss, Scrervheacls Decking.

lowa Yard Owner Indicted

Tlrc- forrr-rer owncr of banklupt

Chapnran l-umbcr. Hopkinton. Ia.. has bcen inclicted on I'irc counts of bankruplcv l'r'aud ancl onc count of filin-c a falsc tar return.

,\ccorcling to thc indictrrrent. Keith Chapnran divcrtcrl nroney' ou'ccl in thc firr.n's bankrLrptcy ancl uetrt on t spcnding sprec. Prosecutors allege hc spcnt at least $11-5-1.000 bctwccn 2002 ancl 2004 on a countr) club rncmber ship..jewelry. l'urniture ancl prostitutcs. Hc was also cl.rarged with not report ing the nroncy f rom thc conlpany. His trial is schcdulecl lirr Aug. 3.

Selling isn't telling

By James Olsen

qELLING isn't telling. Most sellers lJspend too much time talking. We know what we know. What we don't know is what the customer knows.

When we assume we know what our customer wants, we begin to sell to a target instead of a bull's eye. If we don't listen to our customers thoroughly, we have an incomplete target. There is a time to sell. That time is after we understand our customer's needs completely and thoroughly. If we listen to our customers, they will tell us how to sell them.

The problem is that many of us don't listen enough. Because we don't listen, we don't hear what our customers need. Selling quality to a customer looking for price will not pro-

duce an order any more than selling apples to a customer looking for airplane parts. Selling into assumed need doesn't produce business and iritates customers for luture business.

When a customer asks a question, we must find out the need behind the question. One way is to answer the customer's question with a question.

Customer: "What is the market on 2x4'1"

Us: "We have been selling 2x4 well today, why do you ask?"

If we are uncomfortable answering a question with a question, we can give an answer and then ask a question.

Customer: "What's your price on 7/16 OsB?"

Us: "We are selling OSB at $250, what have you been hearing?"

Knowledge is power. Even if our customers aren't buying from us, they can still give us valuable information we can use to sell other customers. When we ask for information after giving information we learn more and we send the message that we are partners with our customers, not iust information dispensers.

The follow-up question

We can think many times faster than anyone can talk. Most sellers use this gap to think about what they are going to say next. The master seller focuses intently on exactly what their customer is communicating (verbally and non-verbally). While we listen for the total meaning, we formulate a follow-up question pertaining to what our customers tells us. This will:

Keep the customer talking, creating more rapport.

Give us more information-a better bulls-eye to sell to.

Telling Questions

Many sellers "tell" questions. "You are probably using green Doug fir in 2xl0 blah, blah, blah." It is better to ask, "What are you using in 2xlo?" This mistake is made by neophytes as well as experts. The new seller and the

expcrt both want to show thc customer how much they know. It is not important how much we know. It is important that wc understand prccisely what our customcl" desit'es.

It is also important that our custorner/ee1.r that we havc listened and untlerstootl thenr. Custorners will not care about what n,u know until we have listened to what /hel know. Cuslonters will gire us lnore utlcntion afier we have given them attcntionthey will want to listen tt'r us.

This is impossible when we'r'e talking. Customcrs like to talk. Ask them. They will tell us-and enjoy telling us-il we listen with rlrpt atlL'ntion.

Interruptions

I used to tcll sellcrs. "When a customer speaks. shut upl" Now I tcll them, "Whcn a customer makes it noise. shut upl" Sorne people will munrble or make noises bcfore they begin to spcak. We must be hyper sensitive to thcse nclises-they arc the pfce rrrsor to full cornmunieution.

Some scllers will continue to talk when intcrruptcd by a custontcr. Don't. 11' the customer is so excited about whatever they want to say that thcy feel the nccd to interrupt, let thcm- it's a buy si,unl

Many sellers f'eel thcy are at a disadvantage because thcy aren't the nrost verbally adept. Listenin-tl is their tool fbr sales success. No onc f'cels listened to. Spouscs don't listen to each other. childrcn don't listen to parents, parents don't listen to childrcn, bosses to en'rployees. Oncc a custorner f-ccls listencd to, the walls thirt impede cornmunication will tall. If we practice the art of listening. pcople will stiind in line to buy from us.

Wc know what we know. Listcnin-q will tcll us what our customers know. Listen.

- .lttrrra.s Olsett, Rculitt' Sules Truinittg, sp<'t'iuli:.es irt sule.s truirtittg fitr tlte ltrrttber intlustrv. Reaclt him 0t .junres@ r e u I tt - s u I a.s t r tt i r t i rt,t,.c

Software Tracks Green Wood

To help distributors and manufacturers mcct and maintain chain-of:custody certification. Computer Associates Inc. has upgraded its Ponderosa Building Matcrials Soffwarc to meet FSC requirer.ncnts for product traceability, procluct stora-ge and handling. invoicing, and record keeping.

Thc system can now track material fiom the certified source through the entire manufhcturing process. calculat-

ing matclial inputs, outputs and any losses. and generatin-g an up-to-date audit ol-the certified itcms produced.

FSC requires that material purchased from a certified supplier be accompanicd by documcntation that includes the supplier's chain-of-custody certification code and FSC claim of thc matcrial. be warehoused separately fiom non-certified stock, and be easily recognizable to staff and separable by its FSC status.

The software automatically adds both codes for each certified product from suppliers' invoices to rescllcrs' invoiccs and shipping documents.

Ponderosa also handles the rccordkecping mandates of FSC, including quantities purchased, quantities sold, invoices. packing slips, FSC training records, and a list of all FSC jobs.

NATU RE'S DESIGN TECHNOLOGY'S ASSURANCE

Bosed in Annopolis, MD, Fletcher Wood Solutionso is the lorgest monufocturer o{ defect-free, oppecronce grode rodioto pine products in New Zeclond. Distributing our cleor boords, mouldings, LIFESPAN'-' treoted wood, ond lumber to the Norih Americon morket through our proven cnd completely integroted supply choin, Fletcher Wood Solutions'r mointoins direct occess to one o{ the lcrgest FSC certified!' pine plontotion forests in the world.

SOFTWARE has been enhanced to more easilv track FSC-certified 0roducts.

producls

Energy-Saving Lifts

The 90000 series SwinsReach lift trucks from Raymond C-orp. offer energy-saving features for narrowaisle applications.

Cellular PVG Decking

Novation decking from Royal Outdoor Products is made of cellular PVC.

An ACR system combines AC motor drive and AC lift motor for quicker acceleration, smoother direction change, and better traction and lift.

To preserve power, lowering the forks regenerates the battery and provides a more consistent liftine and lowering speed.

- Please call (800) 235-7200 or v isit www.raymondcorp.com

Reformulated PVC Moulding

Kleer Lumber has reformulated its cellular PVC moulding to match the color and sheen of its trimboards, sheets and other products.

Available in 16 different styles and

The solid-board planks can be worked with traditional tools and don't require special fasteners. Available in the colors of Kanyon and Graystone, the decking has a vinyl cap to protect against fading and discoloration. Railing options are also available.

- Please call (800) 488-5245 or v i s it www .nov ationde c k.c om

Keeps Bugs At Bay

A pocket-sized, insect-repellent lantern from ThermaCell provides 987o protection against biting insects

Mounting Made Easy

A mounting block from Mid Atlantic Supply simplifies installation of James Hardie fiber cement sidine.

thicknesses, the mouldings can be used both inside and out. Custom sizes can be ordered. - Vi s it www .kl e er lumb er.c om

within a l5'xl5'area.

It reportedly offers 50 times more protection than coils or citronella candles, and lasts 307o longer than battery-operated devices. Matches or lighters are never needed; just press the easy-on button.

- Vi s it www .mo s quitor epe llent.c om

SturdiMount has a flat surface for installation around lights, dryer vents, receptacle boxes, hose bibs, etc. The product includes a nailing flange, integrated flashing, and is color matched to Hardie's ColorPlus siding.

- Please call (704) 821-2214 or v i s it www .midatlantic supp ly .c om

Stain-Free Ceilings

A new water-base ceiling paint from Zinsser is designed to cover stains with just one coat.

The low VOC. acrvlic resin formulation resists re-weiting, so stains won't bleed through.

It goes on pink to show coverage, and dries in less than an hour to a bright-white flat sheen that is mold and mildew resistant.

- Please visit www.zinsser.com

Whenyoudeliversheathingandwallboardswtf na anCpatternmarksprintedbyMatthews'fk'lelsystems,the returns yield more than vaLue-added solutions for yout cusiomer These nnotrative systems introduce new and cleaner ,riaystomarkbuildngproducts, ncreaseprodLrctioneffrcerciesanddecreasetheovetal costof nksandsupplies.

A/oid tFe nress of atomtzer sprayers and paint systems that are pr.one t0 ciogging, consumable vraste, and crerspray. With our Drop on Demand rk 1et, .vou'1 exper en{ e a f ex ble system that has thc ability to inteqrate direct y nio vour PLC or other board driven product on setup Fof pr ft fg !,! I| conlidence whi e provtding environmenta ly friend er solutions, turn t0 Matthews Marking Products for lolr nost chal eng ng app (.t ons.

Logo & Unit . Association & Grading . End Striping Nail & Pattern VOC-Free Inks

matthewsmarking.com

-ConensEor & Ganrprusor Parte

-Pumps

-DoorG*kotr fur6' to 1O dhnpbr dmrs. We carry these g*kets br both bolH and quick opning doors -Tram Gar Parts sucfi ae wtreels, bearings, axbs, and lumber staps

WrapYour SIPS

Premier Building Systems now offers a building wrap and weather barrier for structural insulated oanels.

Whether you are looking to increase your wood treating plant's production, build a new treating plant, or just need a part for a exisitng one, call us. We're here to help!

Tank Fab Inc.

Call 1-800-67 5-9007 or 910-675-8999

or visit our website: www.TankFab.com

e-maift Jlippincott@TankFab. com

The product provides strong, breathable, water-resistant protection for exterior wall assemblies.

A cross-woven design resists tears around fasteners during installation, while a factory-applied treatment reduces degradation from UV exposure.

- Please call (800) 275-7086 or visit www.pbssips.com

Garage Portal Framing

A garage portal system from ilevel by Weyerhaeuser offers a framing solution for one of the largest openings in a house.

Components include the iLevel shear brace, TimberStrand LSL beam, and a proprietary portal connection to achieve a l0-20%o increase in allowable lateral resistance over two stand-alone braces.

- Please visit www.ilevel.com

Hot Melt Carpet Adhesive

Carpet installation is sirnplificd with a hot-mclt adhcsive fl-om Pam Fastening Tcchnolo-uy.

Appliecl with thc HB 200 gun. the adl.rcsive honds titck strios to concrete or other sub-f'loor rnatet'ials.

American Hardwoods Flooring

Engincerecl hardwood flooring is new frorn Srnith & Fong Co.

Thc Sideways collection featurcs a rotary-ctrt hard wc'rocl-veneer facc on click-lock planks.

Both can also bc used fbr wood. leathcr, ceratnics, altd a variety ol' other nraterials

- Cull (701) -191-3 Il l rr visit tt'trtt'.purnJh.st.t'ont

Thc flooring is manuf'actured with no formaldchyde flom indigcnous Anrerican hardwood species, ancl is FSC certi ficd.

- Plea.se cull (8(t6)8J-5-9859 or vi.sit .nww.ltlt'ltrn.trttrr

SOUTHERN FOREST Products Association met June g-10 at Westin Canal Place, New Orleans, La., for ils annual midyear meeting and expo. (1) Jeff Miller, Tom Fitzgerald. (2) Ron Coker, Mit<e ReOwln-e. 1e; Huck DeVenzio, Digges Morgan. (4) Mike & Lisa Wanen. (5) Tanya &

Vince Almond, Debbie Brady. (6) John Hammack, Russell Richardson. (7) Kedin Drake, Lynda Anthony, Jay Zhang. (8) Mike Guttedge, Mark Junkins. (9) Lionel Landry, Richard Wallace. (10) Mark & Joyce Singleton. (11) Janet & Robin Swift, (12)Ann Klumb, Len Barker.

CUSTOMIZED SOLUTIONS

MOHE SFPA (conttnued). (1) Patrick Harrgan. Terry Miller. (2) Dave Fowlie, Emily Burke. (3) Marc Ehrhardt, Sarah Materne. (4) Mike Pastore, Hank Scott, Ryan Hilsinger. (5) Tom Kositzky. Cathy Kaake (6) Ha Storey. Tim Brown (7) Martha & Carleton Whittle (8) Ben & Victoria Stimpson. (9) Tom & Ethel Rice Sr., Buddy Klumb. (10) Joe Kusar. Penny & Clif Jones. (11)Tyler McShan. Linda & Fritz Mason. (12) Bichard & Deborah Kleiner, Keith Harris. (13) Will Lampe, James Malphrus. (14) Taylor Morgan, Adrian Blocker Tami & Kerry Kessler. (15) Jimmy Smith. Georgrann GuLlett. (16) Victor Beadles.

GLULAM CONFAB: American Institute of Timber Construction held its 57th annual meeting April 19-21 in San Diego, Ca. (1) Sandy & Doug Ratterman. (2) Jerry & Pal Leslie. (3) Doug Hucke, Joe Sieli. (4) Susan & Tommy Hewitt. (5) Ellen Thrasher, Shirl Sieti. (6) Incoming AITC president Ed Jones, Laminated Timbers, London, Ky.; past president Gary Burley.

Long-Span Trusses Remain Active Market

When dealers and contractors are supplying glulam trusses for a light commercial or industrial job, they often need to call on laminating firms for long-span components that are not available at conventional truss outlets.

Like other construction materials, glulam framing has declined in sales volume, yet it continues to be a favored material for non-residential jobs such as schools, churches, stores and office parks.

In particular, glulam timber is still widely used for long-span roof trusses, according to Unadilla Laminated Products, Unadilla, N.Y. While Unadilla does not produce conventional residential trusses, they are a manufacturing resource for contractors and dealers for various long-span trusses, including timber bridges. This means that Unadilla can produce custom truss components that are beyond the capacity of most conventional truss plants.

In building trusses for a timber bridge at Pepperell, Ma., Unadilla created a full-scale mock-up of the components, including a complete template, marking construction holes, and cuts to be made after the material is glued. The templates completed for the timber bridge are 21 ft. deep and 92 ft. long, providing the main structural elements for the bridge span.

Since many of the larger trusses are left exposed because of their attractive aesthetics, Unadilla is equipped to finish and stain the glulam truss chords.

If customers want a more rustic look, Unadilla can rough saw the glulam before it is stained and steel fittings are added. They also offer graceful arched trusses in long lengths.

Boise Cascade is another long-time laminator and fellow American Institute of Timber Construction member. They sell glulam trusses to contractors and dealers because of their rustic appearance, strength and competitive price. Like Unadilla, Boise provides design and engineering services, and jobsite deliveries for glulam floor and roof trusses.

u0rres

Robert F. Bernhardt,74, former owner of Kight Lumber, Evansville, In., died May 27 in Evansville.

He bought Kight in 1957, selling it to his sons and retiring in 1988.

James Cherwinka, 75, former owner of Tree Stores Lumber and TreeCom truss plant, Cannon Falls, Mn., died June 6 in Cannon Falls.

He worked at Hayes-Lucas Lumber, Owatonna and Blooming Prairie, Mn.; Crane Lumber, Austin, Mn., and Hellickson Lumber, Wanamingo, Mn., before opening his own businesses. He sold TreeCom in 1980, but continued to work in sales for Structural Component Supply Co., Littfin Lumber, Automated Building Components, and Wausau Supply until retiring in 2001

Jack W. Almand Sr., 82, former owner and president of Booker & Co., Tampa, Fl., died June 5 in Tampa.

He bought the wholesale firm in the 1950s, selling it and retiring in 1999.

James M. Noffke, 79, former coowner of Noffke Lumber. Oshkosh. Wi., died June 4 in Oshkosh.

He and his older brother, Henry Noffke Jr., bought the business from their father and ran it together until 1970. After selling his share to his brother, Mr. Noffke ran a small hardwood lumber business.

Roy Kirchner, 90, Iowa lumberman, died June 8 in Estherville, Ia.

Mr. Kirchner served with the U.S. Army during WW II and was awarded three battle awards. In 1946. he went to work for Joyce Lumber, serving as manager from 1961 through 1912.He then purchased and operated a yard in Fostoria, Ia., until retiring in 1984.

Paul W. Aardal Sr., 80, longtime Michigan lumber salesman, died June 13 in Pontiac, Mi.

He spent his career in sales at various LBM companies, including Haggerty Lumber, Howell, and Fingerle Lumber, Ann Arbor. He also coowned A2 Sunrooms, Ann Arbor.

Allen Andrew Welch, 52, owner of Tri-County Building Supply, Vandalia, Mo., died of cancer May 2. With his brother, Frank, he starled True Builders, Laddonia, Mo., which evolved into Welch Brothers Lumber. He became sole owner of Tri-County in 2001.

Kenneth Ludemann. 77 . former owner of Sherwood Lumber & Fuel, Fargo, N.D., died June l0 in Fargo.

He worked for Sherwood for 34 years, eventually assuming ownership. Later, he sold the business to Builder's Supply Co., and stayed on until retiring in 1993.

Wayne N. Chernick,56, owner for 26 years of Ford River Lumber, Escanaba, Mi., died May 20 after a brief illness.

Dwight Wells, 58, lumber trader for Welco Lumber Corp., Carthage, Mo., died April30.

He besan his career in 191 I with

Mid-Am Building Supply, Moberly, Mo., moving to Continental Timber, Carthage, in 1990 and Welco in 2OO7

Harry Dramstad,90, former owner of Sutton Lumber Yard, Sutton, N.D., died April 27 in Cooperstown, N.D.

In 1966 he and his wife. Lorraine. bought the former Crane-Johnson yard. He sold it five years later to become a pastor.

Michael Thomas Orr. 49. owner and president of Orr Woodworks, Jupiter, Fl., died May 25 in Jupiter.

Emmett Price "Mac" McMillan, 85, retired forester for Scotch Lumber, Fulton, Al., died l4ay 22 in Fulton.

At Columbus Lumber, we take your satisfaction seriously. Our VJ.P. SYPrM is truly Very Impressive Pine, setting the sandard for quality in the industry. Likewise, our Advance Guard@ and MicroProrn products deliver the kind of premium q"ality yorr customers expect For fasg friendly, on-time delivery of all our high quality wood products, contact Columbus Lumber today.

i. Voted 2005 and 2007 MBMDA : Manufanuring Supplier of the Year

ploce

Rates: $1.20 per word (25 word min.). Phone number counts as I word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art fumished "camera-ready" (advertiser sets the type), $65 ifwe set the type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com.

LUMBERYARD MANAGERS

We are a 108-year-old, 31-store lumber chain looking for experienced store managers. Our company covers Oklahoma, Arkansas, Kansas and Missouri. We offer competitive pay, an E.S.O.P. plan, and unmatched benefits. For more information, contact Jonathan Kennedy, with The T.H. Rogers Lumber Company, (405) 330-2181.

LUMBERTRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60Va split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@ cox.net.

For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th ofprevious month.

To reply to ads with private box numbers, send correspondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

Special Advertising Opportunities

Target marketing at discounted rates

NELMA SPECIAL ISSUE

The September issue of BPD will feature a full-color special section promoting eastem white pine and other items produced by Northeastern Lumber Manufacturers Assn. members. Space reservation deadline: Aug. l. For rates or more info, contact Alan Oakes, (949) 852-1990, ajoakes@aol.com.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-576-8723. email LumberSource @ worldnet.att.net.

WANTED: LUMBERYARDS FOR SALE.

We have a growing list of clients asking for yards to purchase. We are business brokers as well as financial advisors to the lumber & building material industry. We will prepare a marketing package that will create enthusiasm internally and externally. Contact Philip Arsenault of American Business Consulting at (508) 864-7500. See our website at www.amerbusconsultins.com.

NAWLA TRADERS' PREVIEW

The October issue of BPD will include a special supplement for lumber wholesaling's top event, the NAWLA Traders Market.

The issue will also be handed out at the show and mailed with the October issue of our western publication, I/ze Merc hant Ma g azine, guaranteeing a national audience of 22900+.

Deadline: Sept. 1. For rates or more info, contact Chuck Casey (ccasey @building-products.com) orAlan Oakes (ajoakes@ aol.com), (949) 852-1990.

Klumb Lumber Co. (Ga.)..............................(678) 729-8400

Klumb Lumber Co. (Gufport, Ms.) ...............(228) 867-1 191

Klumb Lumber Co. (Jackson, Ms.)...............(601) 932'6080

Klumb Lumber Co, (Tn.)...............................(423) 639'5501

Lumbermen's Underuriting Al|iance.............(561 ) 994-1 900

Lumber Timber Group (LTG) Inc..................(866) 81 1-7318

Mcshan LumberOo '...1205\375-6277

Osmose................,. ..,..W01228-UU

Plastic Components ,.'(8@1327-70n

Rex Lumber, l1C.........................................(850) 263'2056

Scotch P|yw0od.................(800) 9364424 (33/l 636-4424

S.l. Storey 1umber.............(888) 934-1605 (706) 234-1605

Southeastem Lumber Manutacturers Assn..(800) 789-7562

Sunbe|t..............................(800)

llonmlm

American Lumber... ......(800) 431-7608

Bestdec*,11C........ ......(315) 696"5339

Cabol Factory Finish ....(800) 877-8246

Cambia Wood by Green|eaf .........................(866) 960'9663

Churchill Coatings.. ......(508) 839-9700

C0w1s..................,,. ......(413) 549-1403

Diorio Forest Products (N.Y.).......................(607) 7454954

DiPrizio Pine Sales.. .....(888) 330-8467

Gossen C0rp.......... ,.....(800) 558-8984

Hancock Lumber.... .....(207\627-7600

Hood Distribution (Ct.) .................................(800) 468-8220

Hood Distribution (Ma.)................................(800) 752-0129

Hood Distdbution (Vt.)..................................(800) 955'2677

lntemalional Building Products N.A. ............(866) 684-7800

Inlex Millwork So|utions................................(609) 567-5900

lpe Clip Co., The .... ......(866\ 427'2547

lrving Forest Products ..(506) 632-5149

Lanxess C0rp. ...................(800) 526-932 (412) 809-1000

Matthews Intornational,................................(41 2) 665-2500

Northeastem Lumber Manufacturers Assn. .(207) 829-6901

North Pacific........... ......(603) 224-9570

P. DiPrizio Lumber, 11C...............................(603) 332-4654

Pennsylvania Lmbrmns. Mulual Insurance..(800) 752-1895

PPG Machine Applied Coatings...................(413\ ffi2-257 4

Robbins Lumber, 1nc..............,.....................(207). 3r'.2-5221

Sandy NeckTraders ....(508) 482-4195

Seaboard International Forest Products......(800) 669-6800

Universaf Pofy Products................-........ ......(888"t 772-5524 Versatex................. ......(724) 857'1111

Wanen Trask C0.... ......(800) 752-0121

MroW:sr

Biewer Lumber........ .....(800) 482'5717

Cedar Creek (Kansas City, Mo.) ..................(800) 621 -261 1

Cedar Creek (Springfield, Mo,),...................(800) 375-7891

Cedar Siding, lnc.........................,................(800) 345-9471

Chicago Suburban Lumber Sa|es................(800) 341 -6485

Digger Speciallies... .....(574) 546-5999

DMS|.......,..,............

Do it Best Corp........

lllto-Aruttrtc

249-81 71

Sure Drive USA...... ......(866) 767-1850

Tank Fab Inc, ..,..,.,.,.....,............................,..(910) 675-8999

Tenon US/VFletcher Wood Solutions .......,..(866) 372-9663

US Lumber (Ealtimore) ................................(888) 889-5430

US Lumber (Greenville),,...........,.................(800], 222-2617

US Lumber (Raleigh). .....(888) 773-0102

Viance ......(704t. 522-0825

Williams Lumber Co. of North Carolina.. ......(252\ M2-2136

330-6620

364-8237

Hoover Treated Wood Products.........,,........(800) 531-5558

KK Mlg. C0...,,,....... ......(913) 908-9445

Krauter Storage Systems....................,,.......(800) 992-2824

Kubinec Strapping S01utions..........,,............(866) 397-8727

Maze Nai|s,,.......................(800) 435-5949 (815) 223-8290

PeakAuctioneering.

Sour (rmn

Breco Wood Producrs........(800) 742-3093 (903) 868-1 541 Capital Lumber Co. (Dallas, Tx.)...........,......(214), e47-2351

Capital Lumb€r Co. (Lubbock, Tx.) ..............(806) 747-3191

Cedaroreek (La.) ........(800) 256-4165

Cedar Creek Wholesale (Oklahoma City)....(800) 375-6025

Cedar Creek Wholesale, Inc. [tulsa, Ok.) ...(800) 299-9870

Cedar Creek (Canolllon, Tx.).......................(866) 323-51 1 7

Cedar Creek (San Antonio, Tx.)...................(800)

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from advertisers, directly- or visit their websites in brackets.

Wood [wwwJrtw.com] .............................21

Ipe Clip Co., The [wwwjpeclip.com] ..................................49

Krauter Solutions [www.krauter-storage.com] .................20

Lee Roy Jordan Lumber [wwwjordanredwood.com] ......f4

LifeTime Composites [www.ltlumbercom]..........................5 Matthews Marking Products Iwww.matthewsmarking.com] ........................................41

NewTech Shingles [www.newtechshingles.com] ................46

Nordic Engineered Wood Products [wwwnordicewp.com]...... ...............Cover II Osmose [www.osmose.com]............ .......Cover I OverstockDeckandRail.com [www.overstockdeckandrail.com] ...........50

Peak Auctioneering Iwww.peakauction.com]....................36

PhibroWood [www.phibrowood.com].....................Cover IV

Plastic Components Inc. [www.plasticomponents.com] ......6

Redwood Empire [www.redwoodemp.com] ......................37

Reid & Wright [www.reidwright.com]