Building Products Digest - July 2011

Nordic Engineered Wood was built on the ideal of providing the best sustainable wood solutions to the building industry

It means re-evaluating accepted practices

While we have always bee!,tesponsible for reforestation and the stewardship of over 2 million acres of vital forestland, Nordic nonetheless underwent ISO 14OOl Certificagon in 2000 to stay at the forefront of environmentally responsible forestry practices. Today, Nordic is certified under a number of internationally recognized standards including the Forest , :,;',,',':'.; Stewardship Council"

It means establishing new ways of responding to existing issues

Nordic's proprietary Exvtno = lnnd':,jliaeess is the direct result of our commitment to the best and highest utilization of our wood fiber. While it's not easy to process underutilized fiber, Nordic transforms treetips into the key component of its glued laminated product line. ENVtRo = LAMrs is featured in Nordic Lam"'Beams, Columns, Tall Wall Studs, the Nl-9ox I Joist Series, and Nordic's X-Lam cross-laminated timber panels-our latest innovation.

means investing 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.

means understanding that sustainability is more than just a goal

...it's a journey

BPD

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4 I Building Products Digest r July 2011 Building- Produds.corn

By Alan Oakes

Itts not your itts me!

lf t. fats rs so DtFFrcuLr to write, but I lack the guts to tell you personally, Llhence this letter.lfeel badly, but we must break up.l just cannot reciprocare how you want me and iur relationship to be. I need my time and space. You'll get over me and surely willfind someone else to be with, someone who can communicate better than I can.

But you have become obsessed with me.You want constant reassurance about how good we ere as a couple. Clearly, we are in a dffirent place about our relationship. Yes, I know you will feel bad for a while, but time will heal, you'll get over me, and surely will find someone else

Since we met,you justwon't leave me alone. I did not take the hint thatyou wanted to be with me forever. I ignored the alarm bells.I should have realized early on that when you kept showering me with presents and you tried to find ways for me to keep coming by, something was wrong. I even gave you an assurance in an email that everything was fine and I could not be any happier. But, this was just not enoughfor you, as now we are on the fifth go-around ofyou asking me the same old questions.

You keep calling, emailing and writing. You have become very needy and insecure, and you won't take no for an answer. I try to ignore you, but somehow you find a way to track me down wherever I am, and you keep coming back to the same old thing again and again. You were-are-great, but I have others I need to worry about.

My rtfe is beginning to get suspicious and ask questions: "Who keeps tweeting you?" "Who keeps trying to get hold of you day and night?" "Why do they keep calling?" "Why do they want to be 'friends?"' She is wotied that "like" can very quickly turn to love. But I am resisting you. All my waking hours are spent dealing with this infatuation with what am I doing, how much do I earn, did I enjoy how you handled me, and is there anything else you can do for me, and when are you going to see me again! I have a stack of emails on top of the calls you left on my phone.lt is all too much!

We clearly are on a dffirent wave length. Yes, we had an intensive relationship for a few hours. And it was truly good for me, (ts I clearly was missing something in my hfe at the time. But once is enough!

So let's end it here and now. Goodbye and thanks for giving me your all.l will never forget you!

Why is it whenever I buy something these days-whether the cost is $5 or $50,000-I have to face a barrage of emails and telephone calls surveying me about how great my experience was? And once is no longer enough. They just keep coming. Even when you ignore them, they don't take the hint! Does it really matter how I feel?

No one ever responds to anything I say anyway, especially when "my experience" was not great. Don't you just love being asked to take a survey before you even speak with anyone, after being on hold for an hour? In some cases, we're even told how we must mark the form at the highest level or else they will get dinged by whomever.

Here's my response: I may be important to you, but you are not to me. Get over yourself! I DO NOT CARE!

Alan Oakes. Publisher ajoakes@aol.com

BPII

Building Ploilucts lligest

www.building-products.com

A publication of Cutler Publishing 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

Director of Editorial & Production

David Koenig dkoenig@building-products.com

Editor Karen Debats kdebats@bu ilding-prod ucts. com

Contributing Editors

Carla Waldemar, James Olsen, Jay Tompt

Advertising Sales Manager Chuck Casey ccasey@building-products.com

Administration Director/Secretary Marie 0akes mfpoakes@aol.com

Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Chuck Casey

Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com

Alan Oakes www.building-products.com

Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com.

CLASSIFIED MARKETPLACE

David Koenig

Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe

SUBSCRIPTIONS Heather Kellv Phone (949) 852-1990 Fax 949-852:0231 hkelly@building-products.com

or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A,:One yeat (12 issues), $24 Two years, $39 Three years, $54 FOREIGN leer year, paid in advance in US funds): Surface-Canada or Mexico. $49 Other countries, $65 Air rates also available.

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BUILDING PR0DUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1 990, Fax 949-852-0231, www.buildingproducts.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@2011 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. BPD reserves the right to accepl or reject any editorial or advertising matter, and assumes no liability for materials fumished to it.

IT'S GLEAN, IT'S GREEN. lTtS EcoPrEm.

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EternaGlad

EternaClad siding material provides the beauty of old fashioned wood siding, and shutters in Modern Ship Lap, German Lap, Tongue and Groove or Log Siding. It is available with a natural finish or choose from two rich stain colors.

EcoDeck

EcoDeck is a creative deck and railing system which is user friendly and easy to install... Saving you time and money.

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RyteScape is a full line of landscape structures which include fencing, pergolas and arbors that are super easy to install!

StayTru

StayTru is a structurally sound framing materialthat has no chemicals to leach into your soil or garden... lt's excellent material for building Docks, Piers, Walkways, Boardwalks, Planters.... In the Ground or in the Water!

Twisters knock wind out of LBM businesses

ll rfa.ssrve ToRNADoES that devastatIYled homes and businesses across the Midwest and South also damaged thousands of acres of timberlands and several LBM businesses.

In Joplin, Mo., Home Depot will rebuild a store destroyed by a May 22 tornado, which also killed one of the store's managers and six others who were seeking shelter in the store.

"It is our intention in the event of a disaster to be the last business to close, and to be the first to open afterwards," said spokesperson Stephen Holmes.

Dean Wells, 59, managed the store's electrical department. Before the storm hit, employees and customers were led to safety at the back of the store, but he returned to the front to let desperate people from the store's parking lot enter.

"He put himself in a very dangerous place to allow other people to survive the storm," said branch manager Steve Cope.

One week after the storm, customers could buy urgently needed supplies in the store's old parking lot. A few weeks later, a 30,000-sq. ft. temporary store opened at the site.

"We're trying to let people know we're not just a retail store to take their money," said Cope. "It's been very tough, especially to be onsite and look at it every day."

Local LBM businesses that were lucky enough to escape damage donated time and equipment to the recovery efforts. Mid-Am Building Supply, a distributor based in nearby Moberly, Mo., delivered donated relief supplies in one of its trucks. Moberly Lumber donated a forklift for the day, to assist in loading trucks with pallets of water, food, diapers, hygiene products, and other much-needed supplies.

Although the tornado that devastat-

ed Joplin missed TAMKO Building Products' headquarters there, the company's shingle plant in Tuscaloosa, Al., didn't fare so well.

The April 27 twister damaged large portions of the plant, including a warehouse, raw material storage areas, and portions of the production buildings, loading docks, and manufacturing offices. Some of the plant's product displays and literature were found 45 miles away. However, no employees were seriously injured.

Less than a month later, the plant was once again producing laminated asphalt shingles, as well as commercial roll-roofing products, strip shingles, and saturated felt.

"It's a testament to the quality of our employees and the people of Tuscaloosa that this facility could be producing shingles only a month after it was hit by one of the most devastating tomadoes in this country's history," said president and c.e.o. David Humphreys.

The firm also pledged $l million to the local chapter of the American Red

Cross. "Having just rebuilt our Tuscaloosa plant, we know the impact of these storms on our own employees and others," said Humphreys.

At the Lowe's in Sanford. N.C.. employees were hailed as heroes for moving customers to safety before an April 16 twister completely destroyed the front of the store. Even though it was a busy Saturday, no one was hurt.

"Someone was looking out for us," said employee Mandy Vanderroest. "We are so blessed."

Lowe's crews lost no time cleaning up wreckage at the site and starting construction on a new store-after the concrete slab was removed and replaced. Until it opens this fall, Vanderroest and her colleagues will be working in other Lowe's in the area.

"Everyday I hear, 'When are you coming back? When are you going to rebuild?"' said store manager Mike Hollowell. "That feels real good when you hear those things, because you never know how much you mean to a community, or how much the community means to you, until it's gone.'

TAMKO'S shingle plant in Tuscaloosa, Al., was heavily damaged by a tornado that devastated the city in late April, but has since reopened.

Treated decking ready for challenge from 3'next generatio n" a lternatives

f\evaNn FoR TREATED wood decking, which due to its Lf affodability has picked up market share during the recession, may take a hit from the next generation of composite products, according to a new study by Principia Partners. Wood treaters, however, don't necessarily agree, since the new products are even more expensive.

Total demand for decking and railing in the North American residential market was up slightly in 2010 compared to 2009,and is expected to increase more than 57o in 2011, to $3.4 billion. Growth is driven largely by price increases for most all plastic-based decking and railing, as well as continued product mix shift from lower-priced uncapped wood-plastic composites (WPCs) to premium capped WPCs and cellular vinyl decking.

"The market has enthusiastically embraced the new ultra-low maintenance (ULM) decking products," said Principia's Steve Van Kouteren. "Ultra-low maintenance properties and the new improved aesthetics drove demand for capped WPC decking by nearly six-fold in 2010 vs. 2009. In addition, the darker cellular PVC deckine with

variegated colors, led by AZEK, Fiberon, TimberTech, and Trex, increased cellular PVC growth by nearly 40Vo in 2010. We expect these trends to continue through 2011 .*

Altogether, the ULM decking category, which includes capped WPCs and cellular vinyl, now accounts for nearly 45Vo of total synthetic decking demand, up from l5vo in 2008. Growth in demand for ULM decking, along with the expansion of channel partnerships and a customer base that favors larger, established players, have increased industry concentration.

For example, the top four players increased their market shares and now account for over 75Vo of the market, compared to 65Vo in 2008. The top l0 suppliers now account for over 957o of the market, compared to 9O7o in 2008.

"Wood decking and railing, including pressure treated, cedar, redwood, other softwoods, and imported hardwoods, still command the major share of the decking and railing market, on a volume basis, and have maintained their market share position against plastic-based decking and railing products since 2005," Van Kouteren said. "In fact, wood had stopped market share losses to plastic alternatives and actually increased share by a few points in 2009. We believe that the new ULM composite and cellular vinyl decking products, now being offered at various price points, will reignite market share growth for synthetic decking and railing over wood. However, the capped products need to perform as advertised."

"I would generally agree that ULM products will win in a lot of solid wood applications," said George Layton, director of sales & marketing for Canfor Southern Pine, Myrtle Beach, S.C. "Manufacturers are now making better products, and with the baby boom generation getting older and wanting less maintenance and Generation Y'ers not knowing how to maintain an outdoor deck, solid wood decking material will play a more limited role. Cost is still a large driver, and wood will continue to win when that is a consumer's largest concern."

Indeed, the study admits price has been the determining factor. According to Principia, "Wood prices, a key driver in demand for wood alternative products, dropped wildly through the worst of the downturn, creating the largest price spread between engineered composites versus treated

TREATED WOOD, including micronized copper formulations, has held its own in the decking market, primarily due to its price advantage.

lumber. Persistent high petroleum prices affected costs of raw material feedstock for wood alternative materials. The result has been a growing price gap between wood and wood alternatives affecting intermaterial competition."

In addition, price isn't the only advantage wood has over composites, according to James Riley, chief marketing officer at Great Southern Wood Preserving, Abbeville, Al. "The new preservatives that are now on the market, like the micronized treatment that we use in our YellaWood brand products, enable us to produce a product that's lighter in color, making it easier to paint and stain and giving the user considerable flexibility," Riley said. "It also provides environmental certifications consumers expect today.

"Wood protection companies are not only offering new products with improved stability, but more environmentally friendly preservatives with lower or no heavy metal content," said Keith Hanis, v.p.-marketing for Cox Industries, Orangeburg, S.C. "These new preservatives are available in high-end wood products, for instance 2x6 virtually clear decking, which delivers the true beauty of real wood. After all, consumers realize plastic alternatives are trying to mimic the look of real wood. Combine this with a coordinated effort from wood trade organizations and U.S. forestry commissions to deliver the message that real wood is the only truly sustainable and renewable building material available, and I think wood decking can hold its position and perhaps grow market share among discerning consumers that value the feel and beauty of real wood products."

"Consumers definitely want a low maintenance decking product, but some treated wood producers, including Pacific Wood, are close to introducing lower maintenance treated wood products that contain powerful water repellants and longer-lasting pigmentation, as opposed to the more quickly degraded stains and dyes," said Elaina Jackson, chief operating officer for Pacific Wood Preserving Cos., Bakersfield, Ca. "This water repellant pigmented wood, when combined with textured deck boards, can result in a very low maintenance wood deck, with the powerful selling point that it is indeed real wood."

At McFarland Cascade, Tacoma, Wa., sales of pressure treated decking have held up better than pricier alternatives. "I do see the capped products doing well, but I'd question their ability to affect the sales of treated decking that would fall in the range of one third the price or less," said sales manager Phil Schumock. "More than likely, the capped

products will cannibalize the mid-range, uncapped WPC decking products, while mid-grade cedarhedwood and treated decking will compete for the entry level market."

Cox's Harris added, "Obviously, there will continue to be a battle for decking market share, but lumber remains cheap and it doesn't look like the price will change dramatically anytime soon, so even the lower-cost alternatives remain substantially more expensive than real wood. In fact, petroleum prices could have alarger impact on plastic products, depending on their formulation."

Principia expects overall decking and railing demand to grow by aboutSTo per year, on a value basis, through 2013. The high growth rate is partly due to price increases for plastic-based products, continued product mix shifts, and solid growth in new home construction and remodeling in 2O12 and 2013. However, there is considerable downside risk in the forecast as housing prices and the inventory of foreclosed homes dampen the demand for new homes, as does the stalling of the economic recovery.

"So far this year," said Steve Lillard, Madison Wood Preservers, Madison, Va., "we have seen an across-theboard decrease in demand for decking. Having experienced a great first quarter, April and May were off substantially. The small amount of remodeling and the low availability of credit or cash seem to be the largest hurdles to overcome. Whereas I do believe wood has a larger price advantage than in years past, it is being over-shadowed by the socalled'recovery."'

In the final analysis, the rise of ULM may hinge on a rejuvenated construction industry-which would also benefit wood. Treated might get a slightly smaller percentage of the pie, but the pie would be a whole lot bigger.

CAPPED C0MPOSITES and other ultra-low-maintenance alternatives are forecast to reignite growth among alternative decking products.

- Photo by Bergen Decks

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Forward, promote!

\Zou ALREADv xNow the three most I. important factors in selling a house: location, location, location. Well, what about selling a remodeling job? Promotion, promotion, promotion.

That's the successful principle that's spelled out "survival" (and, even better, "success") to two sister companies in Port Angeles, Wa., during these challenging times. Hartnagel Building Supply, founded in 1960, and Angeles Millwork & Lumber Co., doing business since 1906 and onetime rivals, were purchased by the same individual back in the '80s.

Three years ago, when it was time for him to pass the gavel, in order to remain a robust fixture in the local market, staffers rose to the cause and each company became employeeowned.

The two yards serve slightly different markets but ioin hands to attain

greater buying power, clubbing in on truck loads and pallets to complement each store's unique inventory. Angeles caters primarily to larger building contractors, with a stronger contractor sales department and more commercial and government accounts, while Hartnagel, which also serves the pros. maintains a stronger retail presence. Each store employs about 20 people, and between the two there's a little whiff of friendly competition, says Donna Pacheco, manager of advertising and promotions for both entities.

It's precisely those promotions that are balancing the books today. With custom-home building at a standstill, the company was searching for ways to connect with homeowners, says Donna, "to create a demand for projects. We came up with the idea of holding a replacement windows seminar open to the public."

Another Donna-Donna Hoyt, queen of the windows division-took it on herself to gather complete info on the weatherization rebate programs being offered, then geared it to grab the attention of (she guessed-and rightly) the clueless public.

She approached city and utility district officials to gain their participation and talked a local bank into offering rock-bottom loans for weatherization projects. (A flyer points out that a a project involving [0 windows and a sliding door, which yesterday cost $2,500, could now clock in at a mere $675 when all discounts and rebates, plus an in-store coupon, were applied. Not bad!)

Then she invited Hartnagel's qualified contractors to be present, another smart move. "Homeowners didn't have any idea whom to call," Marketing Donna reports, "so this way, they could come in and meet them face-to-face to make their choice. We put all the players together in one place." Payoff: Several of these remodeler customers reported picking up business as a result of the seminar-and guess whom they rewarded with their business?

As frosting on the promo scheme, the city has continued sponsoring ads on the local radio station pushing energy conservation, referring listeners to contractors and to. ahem. building suppliers- i.e., Hartnagel.

Well. one good promotion deserves another. "Let's see what we can do with roofing," Pacheco next decided, knowing Angeles Millwork is the largest roofing supplier on the Olympic Peninsula. "Our roofing contractors were hanging around, looking for work. So we invited them and put all our products on display in our instore sample showroom and played

ANGELES MILLWORKS delivery truck participated in Port Angeles, wa.'s Fourth of July parade.

matchmaker again." The roofing guys returned the favor, showing their appreciation.

And last month (I'll bet you can see this one coming) there was a spring decking event. Plans were to feature several composite decking vendors and five contractors who are strong deck builders, even listing their names on advertising materialanother benefit for them because, Pacheco has discovered, homeowners who cannot attend a specific event still ask for info and referrals so the gift keeps on giving. Vendors help out with ad costs and give-away items, too.

In March-just becauseHartnagel promoted an open house to spotlight one of their contractor customers who was setting out to achieve a personal best. Contractor Chris Duff, a local kayaking legend, was gearing up for an attempt to row singlehandedly across the treacherous, 500-mile stretch of open ocean between Scotland and Iceland. "People crowded him for three hours straight," says Donna. And while the company didn't track sales, chances are strong that the altruistic endeavor paid off in bankable goodwill.

Glory accidentally descended on the paint department, too. As a True Value member, the organization had always done a good retail trade in paint. But a competitor down the street, Parker Paint, gobbled up all the commercial accounts-until it decided not to. When it went out of business, the company asked Hartnagel to BuiHing-Prodn<tson

take on its brand, too. "This was a great opportunity to strengthen our commercial accounts and our relationships with paint contractors," says Donna.

But the big excitement came two years ago when a civic meeting was called to revitalize the town and grow local brands. A lady stood up and declared, "Our buildings need a facelift. Let's paint the town!"

"So, of course, we said, 'We're in! Let us help.' We approached our vendors about a better pricing program for the project and got such a good discount from them that we could offer the paint practically at cost. People donated the labor and half of Port Angeles was painted. It had a huge effect!"

But to promote the heck out of a recession, you've got to have something solid shoring up those deals. Underneath the bells and whistles, the nuts and bolts...and that requires a reputation for stand-out service. Folks know they can count on these Yards for everything from cutting keys to setting a ridge beam with a boom truck. "We know each contractor's needs and the way they want things, so we're not going to dump stuff on the curb," Donna insists. "We're really known for our metal and composite roofs, so we're going out of our way to connect with our contractor customers and vendors, to be able to

wheel and deal and get the best price. We also run a custom metal shop, " she adds.

That's the domain of Brian Furfort, who'll custom-cut and bend downspouts and flashing: "Our customers have him on speed dial."

Then there's Tod, "the door doctor," who's been around for 20 years. Windows? "Go to Donna Hoyt."

That's part of the payback of a company that's employee-owned. "Everyone's got a personal stake in it, so they work extra-hard for our customers and with each other, too. It keeps our contractors loyal. Our guys become their friends; they know the way they want their accounts handled. They'll come in here first thing in the morning, hang out, have a cup of coffee, feel at home."

And maybe pick up jobs-for both Hartnagel and Angeles Millwork have made the firm choice to stay away from installation-"a conscious and continuing decision not to compete," as Donna explains. Instead, free estimates, free take-offseven free garage plans. Okay, another gimmick. And another one that works. Customers pay for the plan but get their cash refunded with the purchase of a lumber package. "We promote it every spring to create awareness, to get people thinking. Then they ask about our other packages...."

Rentals represent another vigorous niche-"a cash cow for us for a long time. Now, we're revamping the department for a new jump-startnew equipment, new energy. We need to build new awareness with a neighborhood campaign," says the gal who runs campaign central.

Survival is all about creating demand among homeowners, either to spur them to enter the brotherhood of do-it-yourselfers or refer them to professionals if it's a bigger project. Consequently, "business is picking up," reports Donna.

"We're optimistic."

Carla Waldemar cwaldemar@comcast.net

BOATLOADS of customers were drawn to Hartnagel's recent open kayaking legend Chris Duff.

house to meet contractor/

Gombine rail with truck to combat high gas prices

about 5.4 lbs. of carbon dioxide per 100 ton-miles, compared with approx- imately 19.8 lbs. for trucks. Companies that integrate the two modes of transportation-for instance, by going from truck to train to truckleave a much smaller carbon footprint on the environment. "That's important for businesses in this era when everyone is thinking green," said Rich.

According to Rich, another advantage of rail transportation is reliability, capacity, and safety. Trains run on predetermined schedules. In contrast, the availability of trucks can vary considerably at different times of the year and in various parts of the country due to freight availability and regional fuel price volatility.

\)VttT ESCALATTNG gas prices, V Y stricter government highway safety regulations, and increased demands to protect the environment. manufacturers are aggressively seeking the most efficient means for transporting products to market. Intermodal freight transportation is becoming pivotal to the transportation industry as it offers streamlined costs and important efficiencies to benefit businesses and the general public.

Intermodal transportation is the process of integrating rail and truck services to move product to market efficiently. Intermodal utilizes the nation's rail network to transport cargo, such as lumber, that would have otherwise been moved via tractor trailer.

"We capitalize on the fact that one train pulled by two locomotives can haul the same amount of freight as 300 tractor trailers of products hauled by 300 drivers," said Robert Rich III, president of ROAR Logistics, a midsized intermodal marketing company

and third-party logistics provider based in Buffalo, N.Y. "The door-todoor transit time may be extended by two to three extra days, but the cost savings can be substantial over traditional truckload shipping. Intermodal transportation is gaining significant momentum because of the savings, coupled with the environmental and highway safety benefits. It is clearly a mode of transportation that manufacturers in the lumber industry should strongly consider."

Rich added, "By integraring truck and train, intermodal allows companies to capitalize upon the transit efficiencies of trucks and the cost efficiencies of rail. Given the escalating conflicts in the Middle East, the price of oil could remain high for quite some time. This makes it imperative for companies to look at all transportation modes for cost savings."

Another reason intermodal transportation is becoming increasingly popular is the reduced impact it has on the environment. Trains emit only

In addition, the Federal Motor Carrier Safety Administration's new Compliance, Safety, Accountability regulations (CSA20l0), issued in December 2010, will further accelerate the trend toward rail and intermodal freight. Designed to enhance highway safety, CSA is an initiarive to improve large truck and bus safety, and ultimately reduce crashes, injuries and fatalities that are related to commercial motor vehicles.

The new regulations stand to increase the operating costs of truck carriers by enforcing stricter safety ratings, as well as stringent restrictions on driver hours. These additional costs are ultimately passed on to consumers and, as a result, make intermodal transportation an even more attractive alternative to traditional highway transportation.

According to Rich, "Rail is becoming a 'new frontier' again. Shipping is very complex with myriad alternatives. Choosing the right mode for the type of shipment is crucial."

Sister firms Superior Building Genter and Fredericksburg Lumbel, Fredericksburg, la., suffered $1 million in darnages from a late-night fire June 2 that con' sumed lhree-quarters of their operations.

ProBuild is opening new stores in White oak and Altoona, Pa.,,a1! Morgantown, W.V.*areas traditionally dominated uy 84 Lumber.

Uncte Hilde's Lumber Outlet opened store #3, at a former Ace Hardware site in Seabrook, N.H.

Marvin's Building Materials shuftered its 36-yearold store in Anniston, Al., reducing the chain to 25 lcoations,

Kimal Lumber's yards in Nokimis and Englewood, Fl., have added hardware ahd been renarned Kimal Lumber & Hardware.

A.H. Harris & Sons has broken ground on a 28,500sq. ft. facility in Plainville, Ma., to replace its Medfield, Ma., operations by the end of the year.

Shore True Value Hardware, Somers Point, N.J,, has remodeled into the Destination True Value format.

Ace Hardwate is opening a 7,000-sq. ft. store Aug. 1 in Rocky Point, Va.

Allied Building Products added a new 7,000-sq. ft. Contractor Tool Center in East Rutherford, N.J., offering root ing, tools, hardware and solar products.

Richards Building Supply, Peoria, ll., is adding a 10;000-sq. ft. office in Kansas Oty, Mo.

Matt's Ace Hardware, culpeper, va., has closed after 14 years.

Williams Ace Hardwtre, Wichita, Ks., has been purchased by Tom and Nick Dondlinger, Dondlinger & Sons Gonstruction Co., and Nick's son, Raymond, who will manage the business.

Former owner Jim Williams Jr., Nick's brother-in-law, is retking, after working at the store since his father opened it in 1958.

True Value Hardware, Spring Valley, Mn., reopened days after a faulty light fixture sparked a June 4 fire in its basement.

Tho main retail area was spared significant damage, although in battling the blaze firefqhters were forced to break through the floor.

Cotton's Ace llardw€tlo opened store #6, an 11,000sq, ft. unit in St. Louis, Mo.

Menards proposed a 200,000-sq. fr. store in Evergreen Park,ll.

Habitat for Humanity relocated its ReStore in Maryville, Tn., to a larger, 2,000-sq. ft: building.

Encore for National Execs

Encore Flooring & Building Products, Springdale, Ar., has been launched by former National Home Center executives Brent Hanby and Joe Frame.

The 18000-sq. ft. store, promoted at www.encoregroupusa.com, provides pros with flooring, lighting, doors, windows, hardware and fireplaces, but hopes to add other products and locations.

Monica Frame is co-owner; Mike Wilson, general mgr.; Scott Preston, purchasing, and Cassie Booth, Kristy Long, ZackKent, Shanna Meyers, Rocio Larios-Ross, Chad Williams, and Jason Frame, sales.

Paint Distributor Merit Pulls Back, as House-Hasson Pushes Forward

The Merit Group, Spartanburg, S.C., has filed to reorganize under Chapter 1l bankruptcy protection, along with its subsidiaries: Five Star Group, Five Star Products, Merit Transportation, Merit Paint Sundries, Merit Supply Co., and Merit Pro Finishing Tools.

The paint sundries distributor has been buried in debt since acquiring Five Star last year.

Although neither party would confirm Merit was the seller, House-Hasson Hardware, Knoxville, Tn., acquired a lO-person sales team from a "financially ailing paint company."

House-Hasson already distributed paint to lumberyards, home centers, and hardware stores, but now will reach paint stores. The new salespeople also expand HouseHasson's geographic reach, with members located from Rochester. N.Y.. throueh the mid-Atlantic, and into Florida.

Swift Lumber's sawmill in Atmore, Al., suffered extensive damage from a May 22 blaze-the second fire to strike the facility in less than five months.

Georgia-Pacific curtailed production indefinitely at its OSB mill in Skippers, Va.

Ottawa Forest Products, lronwood, Mi., suffered extensive damage in a June 3 fire, which erupted during a maintenance closure.

Millennium Decking producer Wood Composite Technologi€s is shufting down its Alberta factory-and sellrlg three decking extrusion lines to Westech Building Products. Evansville. ln.

Thomasville Lumber Co., Thomasvitte, At., was cited by OSHA for 24 alleged safety and record keeping violations.

Interstate + Lakeland Lumber Gorp., Berhet, Ct., and Structural Technologies LLC, ooiweil, Va., are now producing and dishibuting ECOB Red Shield fire-, mold-, rot-, and termite-protected lumber products.

_ -Engineered Lumber Partners, Loxtey, Al., and Delted Homes, Asheville, N.C., are the newest licensed producers of FrameGuard mold-resistanl wood.

Wolf, York, Pa., now diskibutes Universal Forest Products' Deckorators CXT Railing.

Trex Go. is expanding its licensing deal with Poly. Wood Inc., Syracu'se, In.,io develop arid market additioial calegories of outdoor living furniture, including porch swings, rockers, benches, and retractable umbrellas.

Grand Forest Wood Floors, Bardstown, Ky., has taken over U.S. distribution of its own products.

Prior distributor Gilford Flooring, Jeffersonviile, In., had canied only about a dozen of Grand Forest's 65 products.

Versatex, Aliquippa, Pa., added a new high-speed extrusion line to produce upgraded mouldings, which are now packed in shrink-wrap bags for better protection.

Oldcastle Precast, Attanta, Ga.. bouoht setect assets of Duratek Precast Technologies, Bro-oksviile, Ft.

Carolina Industrial Trucks, Monroe and Statesvile, N.C., is now selling and servicing Nissan forklifts in the Charlotte area.

Relaunched websites: McShan Lumber, McShan, At., www.mcshanlumber.com Manufacturers Reserve Supply, lrvington, N.J., mrslumber.com Wholesale Wood Products, Dothan, Al., wholesalewoodonline.com ... Lumbermens Merchandising Gorp., wayne, N.J., www.lmc.net...

Anniversaries: GAF, Wayne, N.J., 125th R.P. Johnson & Son, Andover, N.H., 11Oth Handy Ace Hardw€te, Tucker, Ga., 75th _Brasseur's Building Supply, Newark, Oh., 40th ... Parksite, Batavia, tt.,?Otfr R.H. Tamlyn & Sons, Stafford, Tx.,40th.

Softwood Check-Off Program OK'ed

Domestic manufacturers and importers have approved a check-off program for softwood lumber.

The resolution was supported by 677o of voters, representing 807o of U.S. softwood lumber production.

"This vote demonstrates that softwood lumber manufacturers across North America are committed to working progressively together to build a better future for the industry," said Jack Jordan, chair of the 2l-member Blue Ribbon Commission for Check-off and executive v.p. of Jordan Lumber & Supply. Mount Gilead. N.C. "la is a gamechanging investment in the future growth of softwood lumber markets in North America."

A board of manufacturers will oversee the program, which will work to increase the use of softwood lumber in new markets and encourage the development of innovative technologies.

"This program represents a unified North American effort to significantly grow markets for softwood lumber and improve cross-border cooperation," said commission vice chair Duncan Davies, c.e.o. of Interfor, Vancouver, B.C. "To grow the pie, a program of this size and scope is exactly what we need to ensure a successful future for the softwood lumber industry."

Roseburg Buys Particleboard Mill

Roseburg Forest Products, Roseburg, Or., agreed to purchase Flakeboard's particleboard manufacturing and laminating facility in Simsboro, La.

"It's one of the newest facilities built in the United States, and it's the latest technology," said Grady Mulbery, vice president of composite manufacturing for Roseburg. "It's a completely different technology platform than we currently have."

Kearns Launches Panel Wholesaler

Shawn Kearns has launched Kearns & Co. Architectural Building Products, wholesaling industrial panel products and hardwood lumber from a 20,000-sq. ft. facility in Londonderry, N.H.

Ed Swider and Brett Seymour are handling outside sales, with Dawn Frampton, Kearns, and his father, Dick, covering inside sales. Sherry Innie is administrator.

The company will also offer FSC-certified products and work with LMC and ENAP.

The younger Kearns is patterning his business model after his father's company, Kearns Specialty Wholesale, which he joined in I 990.

75th Anniversary ls Ohio Yard's Last

Corlett Lumber Co., Warrensville Heights, Oh., has closed afterT5 years, due to big box competition.

The yard auctioned off its remaining inventory, equipment and trucks May 2l and has its 30,000-sq. ft. property up for sale.

Hughes Grows in Oklahoma

Seven-unit Hughes Lumber, Tulsa, Ok., has broken ground on a larger replacement lumberyard, showroom and warehouse in Fairland, Ok.

Hughes acquired its current Fairland location late in 2009 from Fairland Lumber Co. The more spacious new quarters, expected to be completed by the first of the year, will provide room for a greater assortment of products.

By fames Olsen

An unlair fight

fuacnn rHAr you are going into the ring (or an alley) Iwith one ium tied behind your back. Doesn't sound like much fun, does it? But that's exactly what struggling sellers do without knowing it, while master sellers work all the way to the bank.

The biggest muscle in our body is our brain, but the most powerful muscle is our heart. Many sellers go into the (selling) ring with their hearts tied behind their back. The biggest difference between the master seller and those who underperform is that the master seller is all in-heart and soul-while struggling sellers think of what they do as part of their lives, something they do when they are not living.

When I ask mediocre sellers (not socially, but as their sales mentor), "How's it going?" often they talk to me about their families, sports or what they did on the week-

we fail; they only count the wins-as do our bosses, our families, and our social circle.

Master sellers keep playing after their competitors sit down. Struggling sellers apply basketball rules to a sales game, quit too early, and can't figure out why they are losing. Are there great sellers who make it look easy? Yes. But if we take a look at their lifetime work hours, we find that somewhere along the line they have given the extra time and effort it takes to be sreat.

TfvoAgainst One

Wouldn't it be great to compete against someone who had no outside help, while we were able to talk to as many brilliant people we wanted to? That's what reading is. Reading is a conversation with a smart person. It is also a conversation we can stop when we want, start when we want, and review when we want.

Approximately l}Vo of the population reads more than two books a year. Reading is not only a conversation/ consultation with someone who is smart; it is also a form of weight lifting for the brain, making it stronger.

Salespeople who dominate take themselves and what they do for a living seriously. They study sales. Those who struggle treat selling as an addendum to their lives.

American History

end. When I ask master sellers how they are doing, they invariably talk about their business, goals and what they are doing to sell more, more, more.

Do master sellers care less about their families? No. They just know that there is a time and place for every kind of talk and that work is a place of accomplishment, not an extension of our social life. Would you talk about what you did on the weekend while you were in the middle of playing a football game? A chess match? A musical performance? Of course not, because these activities demand our total concentration. Sellins does also.

The Fifth Quarter

If we were to play basketball against the best player in the world and he stopped playing after the fourth quarter and allowed us to play one more quarter by ourselves, we would always win. Always.

Those who succeed in sales do just that. They play an extra quarter-and it's legal. There is no fourth quarter. Sales is the only game where they don't count the misses, only the makes. We can take as many shots as we want! The sales statisticians don't mark down how many times

We are taught that the reason America won the Revolutionary War and the reason we lost the Vietnam War is because of commitment, not equipment. In both cases, the winner had inferior equipment and still overcame a less committed enemy. In both cases, the victor had no other options and the loser did.

In the American Revolution, the English soldier wanted to go back to England and the American soldier had no place else to go (except prison). In the Vietnam War, the American soldier wanted to eo back to America and the Vietnamese soldier had no place else to go.

Sellers who succeed have the same attitude-they have to succeed, they will not allow tiremselves to think what might happen if they don't. It's just not an option. The salesperson who struggles is always thinking of going back to school or changing

It's an unfair fisht.

james

James Olsen Reality Sales Training (so3) 544-3s72

@realitysalestraining.com

Ecolife'-

Stabilized Weather'Resistant lllood.

Built'in Weathering Protection with Less Maintenance.

Factory-applied stabilizing system is penetrated deep into the wood.

Enhanced weather protection significantly reduces cracking, warping and splittinq.

Up to three times the water repellency as found in other leading brands.

Reduces the need to apply a brush-on water repellent for up to two years.

The Best Choice for Deck Construction.

' Less corrosive to fasteners, and approved for direct aluminum contact - even in wet applications.

' lmproves dimensional stability, reducing waste, culls and Callbacks.

' AIVPA@ Standardized preservative.

' Lifetime Limited Warrantv.

'And because it reoels molsture so effectivelv it doesn't crack and warn in wet environments like other types of treated lumber. We hiqhly recommend it for framing, substructures, and decks tcolife is our first choicel'

Bob Heidenreich 0wner The Deck Store

"Ecolife stability means fewer seruice callsJ'

EWP Outlook Housing slump holds back growth for engineered wood products

tTt"r ECoNoMrc RECESSToN-and

I housinc market depression-continue to do! manufacturers and distributors of engineered wood products. Forecasts for a recovery have been pushed out to 2012, forcing wood products to stay in a holding pattern against the depressed housing starts.

"While most of us have known for a long time that housing is a major portion of the business cycle, some economists and politicians are just now figuring it out," said Craig Adair, market research director for APA. "They're still wondering why first quarter growth was so anemic and why the economy is in a 'soft patch."'

Adair explained that new house construction and remodeling have traditionally made up about 5Vo of the U.S. GDP and last year it only repre-

sented 2.5%b.

"A major point of economic weakness is housing, which continues to be mired in a recession triggered by excessive debt. It's becoming more evident that the remedy for housing is time," Adair said. He noted that because engineered wood products are so closely related to new home construction, it may be another year or so before the industry sees a meaningful rebound.

If there's any good news, it is that the bottom for glulam timber, I-joist and LVL production most likely occurred in 2009. Engineered wood production volumes increased in 2010 as housing starts increased from 554,000 in 2009 to 587,000 in 2010. APA's forecast is for housing starts to decline ro 545,000 in 201I and rhen

rebound to 680,000 in 2012.

The outlook for glulam timber is better in 2012 than in 20ll because glulam is also closely tied to nonresidential construction and this market has been declining for a couple of years and is forecast to increase next year. North American production is forecast at 186 million bd. ft. in 201l, a decline of 5Vo. A rebound of 20Va to 223 mlllion bd. ft. is forecast for 2012.

I-joist market share is predicted to remain the same as 20 10, capturing 4OVo to 45Vo of raised floors. This is down from the sOEa mark achieved in 2008. As housing improves, I-joist market share should grow back to 507o. With a weak housing market in 201I, production of 430 million linear ft. is forecast, a decline of 9Vo, or 4l million linear ft. The forecast for 2012 is a 3OVo increase to 557 million ft.

In the structural composite lumber family, LVL production is expected to follow the demand for beams and headers and I-joist flanges. Production is forecast to decline lOVa in 2011, to 37.0 million cu. ft. For 2012, an lSVo increase is expected, to 43.7 million cu. ft.

Meanwhile, plywood and OSB are expected to hold their own in 20 I I because they are used in so many diversified markets. While housing starts may falter this year, the projected volumes for repair and remodeling, nonresidential building construction, and industrial uses are better. Overall, structural panel production is expected to total about 26 billion sq. ft. this year, the same as 2010. The structural panel outlook is for a 9Vo increase in 2O12, as all end-use markets expand.

REBOUND for most engineered wood products hinges to a great extent on the housing industry.

Riddles to Rebuilding Opportunities and challenges for North American EWPs in post-quake Japan

f f,/u

rHE MASSTvE earthquake and V Y tsunami that struck northern Japan on March 11 provide long-term market opportunities for North American manufacturers of structural wood panels and other engineered wood products?

The answer is not as clear cut as might be expected, cautions Charlie Barnes, international market director of APA. "Reconstruction will be a huge undertaking for many years, and that will generate substantial demand for wood products," Barnes notes. "But there are also obstacles to market entry, and manufacturers must know the ropes."

The magnitude 9.0 earthquakeamong the top l0 most severe earthquakes ever recorded by seismographs-and the resulting tsunami wreaked unimaginable devastation to a large northern region of the island country. The death toll estimate exceeds 15,000, with more than 8500 people still missing as of June 1. Estimates of recovery and reconstruction costs are expected to exceed $309 billion, making this the world's most expensive natural disaster and dwarfing the 1995 Kobe earthquake.

The likelihood of an increase in demand for imported wood products is suggested by several key factors. Among them:

More than 400,000 people lost their homes and perhaps as many as 150,000 buildings were destroyed, according to Wood Resources International, the U.S.-based forest industry consulting firm.

Japan, even before the disaster, was one of the largest importers of wood products in the world. The country imported wood materials (both raw material and finished wood products) valued at more than $10 billion in 2010. That was 2O7o more than in 2009.

The earthquake and tsunami destroyed or severely damaged several Japanese plywood plants that together accounted for approximately 35Vo to 4OVo of the country's annual softwood plywood production, and about l0 to l5qo of the country's total softwood and hardwood plywood supply (both domestically produced and imported).

The temporary but significant loss of a substantial portion of domestic

plywood production capacity, coupled with the huge volume of structural wood panels that will be required for rebuilding, will definitely have an impact on structural wood panel demand, Barnes points out. But that demand will be moderated, he said, by several factors. For example:

The sheer magnitude of the cleanup effort and the challenges ahead in restoring power. transportation. port facility, and other infrastructure will stretch demand over a long period of time. According to the head of a Japanese government panel drawing up plans, rebuilding of communities and businesses in quake and Tsunamidevastated areas is likely to take shape in three to five years, but it will easily take l0 years for reconstruction to be completed even in areas that are quick to recover. Japan's national debt could reach I 8O7o of its gross domestic product; however, most of this debt is owned by other Japanese institutions.

Short-term demand has been and likely will continue for some time to be dominated by prefabricated emergency relief housing, not primary wood products.

Imported panels are overwhelmingly required to be 3x6 feet in keeping with the longstanding Japanese construction module and practices. Panels also must be certified to the Japanese Agricultural Standard (JAS). Few North American mills currently produce to the 3x6 module and only four APA member OSB mills and one APA member plywood mill were JAS

PANELS imported by Japan must be certified to the Japanese Agricultural Standard-and currentlv few North American mills are.

certified at the time of the earthquake, as were seven APA member glulam plants.

It can be expected that Japan will seek to rebuild its damaged plywood manufacturing capacity as quickly as possible.

North American panel producers have historically faced formidable competition from Asian suppliers, particularly Malaysia and Indonesia, which together accounted for approximately 777o of Japanese plywood imports in 2010. China accounted for another 79Vo. Japanese imports of North American plywood, by contrast, represented less than two-tenths of l% of total plywood imports last year.

While not expected, then, to be a bonanza for the North American panel industry in general, Japanese post-earth-

quake supply and demand dynamics could represent opportunities for manufacturers already doing business there, or those willing and able to cultivate the market.

As a Registered Overseas Certification Body accredited by the Japanese Ministry of Agriculture, Forest and Fisheries, APA is authorized to certify member products as meeting the JAS standard, including formaldehyde emissions limits considered among the strictest anywhere in the world. Since the earthquake, some 20 APA member plywood and OSB manufacturers have inquired to APA about JAS certification requirements and procedures, and many have initiated the certification process.

Japanese usage and imports of OSB are increasing, but are still small compared with plywood volumes, especially for floor and roof sheathing applications. The country has no OSB manufacturing capability of its own and last year imported 240.6 million sq. ft. (3/8") of the producr. Of that volume, nearly 807o was supplied by Canadian companies, and the product could well play a growing part in the reconstruction effort as well as the overall new housing demand throughout Japan.

That prospect was recently enhanced by Japanese government recognition of higher OSB shear wall values, which will be of obvious importance in acceptance of the product in post-earthquake reconstruction efforts. The ministerial approvals issued to APA in February of this year were the result of more than one year of testing in both Japan and North America. The new values reflect a 6O7o increase in shear wall multiplier factors for post-and-beam construction and a 2O7o increase for platform frame construction. The approvals were made possible with the support of funding from the federal Natural Resources Canada

REST0RING disaster-torn Japanese communities will require millions of feet of wood products.

and Forestry Innovation Investment, British Columbia's market development agency for forest products.

Glulam timber also has worked its way into the Japanese market, with the country last year importing 553,354 cubic meters of the product (approximately 360 million bd. ft.). That was down nearly a third from the record mark of 805,562 cubic meters in 2006, in response to the global economic downturn. However, glulam imports in 2010 rose 2l7o from the previous year and almost 37Vo from 2008. As with plywood, North America supplies only a tiny percentage (less than l%o) of Japanese glulam imports, so the potential for market share growth is considerable. Austria and Finland historically are the two largest suppliers, accounting last year for some 62Vo of all glulam imports.

Mid- and long-term demand estimates for structural wood panels can be at least partially established by looking at the number of wooden housing units built in tsunamiimpacted prefectures in 2010. That normal-year number44,250-yields a housing demand potential for the region of some 243 million sq. ft., based on average house size and historical panel utilization rates.

It is also noteworthy that wooden house construction in Japan has gained market share since 2005-rising from about 447o to nearly 5'77o last year. Over the same period, however, total housing starts have declined by 357o. Post and beam construction (based on 3x6, 3x9, and 3xl0 ft. modules) dominates the wood construction market;2x4 construction (based on 3x6 to 3x8-ft. panel modules) represented only about one-quarter ofthe wooden housing starts in 2010.

In addition to JAS certification accreditation, APA has a

longstanding technical, regulatory and market development presence in Japan that can be of considerable value to member companies looking to gain Japanese market entry or broaden their foothold in the country.

APA maintains a Canadian OSB Japan Office in Tokyo and also is a partner with the Softwood Export Council and Southern Pine Council in support of an American Softwood Japan Office, also in Tokyo. That presence gives APA an ability to serve as a conduit for requests from the Japanese construction community to supply structural wood products, a function that has increased since the earthquake, Barnes noted.

For confi dence u nderfoot - and overheadbu i lders lrust Ai nsworth E n g i n ee re d. For flooring systems that lay flat and true. For stairs that won't cup, sag or squeak. For cost-competitive, sustaina bly sourced products, reliably supplied, choose quality. Choose Ainsworth.

APA-TRADEMARKED 0SB is used in the wall sheathing of this emergency housing under construction in Kessenuma, Japan.

Auantifying Green

Life cycle assessment provides new evidence of woodts green credentials

A LIFE cyclE assessment (LCA) la.project completed recently by the Ontario-based Athena Sustainable Materials Institute provides powerful new evidence for the environmental merits of wood versus concrete.

The analysis compares the environmental footprints of two versions of the same house-one with a raised wood floor, wood walls, and a wood roof, the other with a concrete slab floor system. concrete masonry unit first-story walls, wood-frame second story walls, and a wood roof. Both houses were designed with woodframe interior walls.

The all-wood version was the winning design in the Carbon Challenge 2010 Florida Design Competition, a program sponsored by APA-The Engineered Wood Association in conjunction with the Raised Floor Living

program, a cooperative promotion campaign between APA and the Southern Forest Products Association.

Life cycle assessment is now widely recognized as the most scientifically credible and accurate measure of the environmental impacts of various building materials. By quantifying those impacts from "cradle to grave" - extraction, manufacturing , transportation. installation. use, maintenance, and disposal or recyclingLCA provides a common basis for objectively assessing and comparing the environmental credentials of dissimilar building designs and materials.

The Athena analysis encompassed two key end-of-life assessment criteria: emission of greenhouse effect gases that are thought by some to contribute to global warming and fossil fuel consumption. The two house

Fossil Fuel Consumption

designs were modeled in Athena's Impact Estimator software and compared under two end-of-life scenarios. Under the first scenario, the house is demolished and materials are disoosed in a landtill that captures landfill gases and then burns that gas to produce electricity to be put back on the power grid. The second scenario involved demolishing the house and disposing of all non-wood materials in a landfill while burning the wood products directly in order to produce electricity for the srid.

Two secondary data sources-the U.S. Life Cycle Inventory Database (U.S. LCI) and Ecoinvent-were used to model the disposal of materials and their energy recovery at the landfill. (U.S. LCI is a public/private partnership developed by the Department of Energy and the National Renewable Energy Laboratory. Ecoinvent is a life cycle inventory database of the Swiss Ecoinvent Centre, formerly Swiss Center for Life Cycle Inventories.) The material take-off is applicable to a 2,122-sq. ft., two-story house with an assumed minimum life expectancy of 60 years, located in Orlando, Fl.

The charts on pages 28 and 30 show the use of fossil fuels and global warming potential of the wood house design as percentages of the fossil fuel use and global warming potential of the concrete design, under three scenarios: (1) with no advanced end-oflife treatment, (2) with gas-capturing landfill disposal, and (3) with wood combustion. As can be seen, the raised wood floor design yields substantially smaller fossil fuel use and global warming potential rates-and thus a smaller carbon footprint-compared

with the concrete design.

The results of the analysis are not surprising in light of all that is commonly known about the environmental merits of wood as a building material. For example:

Wood in forests, particularly in young vigorous forests, absorbs carbon dioxide, making growing forests an efficient carbon sink.

. Once harvested and converted to wood products, wood fiber has a carbon sequestering or storage effect. Sustainably managed forests, as opposed to unmanaged decaying forests, thus provide a net reduction in greenhouse effect carbon dioxide emissions.

. Compared with other materials, wood requires less energy to extract, process, transport, construct and main-

taln over ume.

. Wood is a far better insulator than concrete and steel, and can thus reduce energy consumption of buildings during their operational life.

. Wood is both recyclable and divertible from the waste stream to be burned in energy recovering boilers. The energy so produced substitutes for fossil fuel energy, as the Athena analysis shows.

Many of the benefits cited above were confirmed by another Athena Institutc lifc cycle assessment study completed last year. That analysis compared the fossil fuel requirements and greenhouse gas emissions levels of two comparable floor systems-one a concrete slab-on-grade floor, the other a raised wood floor. The assessment covered both cradle-to-sate man-

ufacturing effects (from extraction of raw materials to product manufacture to completion of the structure) and cradle-to-grave effects (up to and including structure demolition).

The results of the analysis, which are summarized in APA's "Reducing the Carbon Footprint of Floor Sys/erns," showed that the global warming impacts on a cradle-to-gate basis of the wood floor were less than half that of the concrete slab. Total energy consumption on a cradle-to-gate basis was comparable for the two floor systems. However, the fossil energy requirement for the concrete slab was nearly double that of the wood floor. This is due in large measure to the utilization of biomass energy in the manufacturing of wood products.

The differences in fossil fuel ener-

gy consumption and global warming impacts between the two floor systems were shown to be even more dramatic on a full cradle-to-grave basis due to the lower carbon imprint of wood under end-of-life scenarios, as the latest Athena end-of-life analysis demonstrates.

The conclusions of both Athena Institute life cycle assessments have

been corroborated by many other LCA studies, including most notably analysis by the Consortium for Research on Renewable Industrial Materials (www.corrim.org).

The latest Athena Institute LCA analysis, which was conducted under contract for APA, is part of a major ongoing initiative by the association to elevate desisn and construction com-

munity appreciation of wood's environmental credentials and to safeguard and advance acceptance ofwood products in the growing number of local and national green building standards.

APA, for example, recently completed a series of Carbon Challenge design and construction seminars in Florida as part of its Carbon Challenge program. It has also developed a Green Verification Report service that provides member manufacturers a mechanism for reporting eligibility for points under the National Green Building Standard, International Code Council (ICC) 700-2008, and LEED 2009 for New Construction.

The association also participates in the Research & Technology Committee of the Green Building Strategy Group, an industry initiative formed to coordinate the forest and wood product industry initiatives related to green building. On behalf of the Research Committee, APA last year secured funding from the USDA Forest Products Laboratory to establish a Life Cycle Assessment Working Group, which is comprised of representatives from industry, academia, research organizations, and government.

sHffi$ Your Market Demands... Swanson Responds.

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Garbon Challenge

Free APA seminars pitch cutting-edge theory with practical

f, senres oF FREE residential design la.and construction seminars presented by APA and its partners drew crowds of building professionals across the Southeast this spring. The seminars demonstrated practical applications for saving energy and resources in home construction, and showcased the design strategies employed by the winners of last year's Carbon Challenge Design Competition, a contest that sought a single-

applications

family house design with the smallest environmental footprint.

Attendees to the free half-day presentations earned continuing education units (CEUs), while hearing multiple industry experts address a variety of topics, including advanced framing with wood, optimizing lumber usage and costs, improving energy efficiency, and strategies for cost-effectively designing and building homes with a lower carbon footprint.

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"We're pitching cutting-edge theory for tomorrow, along with practical applications that can be used in home design and construction today," said APA senior engineered wood specialist Bob Clark, a seminar presenter. "Several knowledgeable speakers participated in this series, and I think the presentations resonated with the building and design professionals in our audience."

C.W. Macomber, an APA engineered wood specialist and seminar presenter, agrees that the response was very positive. "We solicited written feedback from the attendees following the presentations," Macomber said. "On the evaluation forms, we received comments like 'the presenters are all very personable and approachable,' and '(the seminar) was well planned, exciting, and moved quickly.' One attendee wrote that '(it's) more intelligent than regular CEU courses."'

Two of the seminar speakers, Damon Roby of True Design Studios and Mike Berry of Apex Technology, were among the Carbon Challenge

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winners-Roby was the competition's Grand Prize Design Winner, while Berry, an engineer, served as Roby's energy consultant. In their presentation, Roby and Berry discussed real-world strategies for maximizing operational energy efficiency and carbon performance.

"Damon and Mike demonstrated how to use these concepts in practical applications," said Clark. "The response to them was very positive. The audience liked hearing how they can immediately put these theories to use."

Roby's design was among the six winners recognized at a Carbon Challenge Design Competition awards ceremony on January 13,20ll at the 2011 NAHB International Builders Show in Orlando, Fl. The winning designs were so impressive, says Clark, that APA wanted to showcase them in the seminars. "The winners really put a lot of thought into the carbon footprint and operational energy of these homes, as well as proper design and constructability," said Clark. "If any of these six designs were built, it would have a positive impact on the carbon footprint of home construction today."

"We were so impressed with the level of innovation shown in the winning designs," said Mike Ritter, assistant director of the U.S. Forest Service, Forest Products Lab, a co-sponsor of the program. "These designers really demonstrated how to use wood-frame construction to design homes that optimize our forest resources and minimize our impact on the climate."

The first seminar was held on April 12 in Gainesville, Fl., followed by dates in Jacksonville, West Palm Beach, Fort Lauderdale, Tallahassee, Pensacola, Orlando, Tampa, and New Orleans, La., concluding June 9 in Houston, Tx. Cunently there are no plans to offer additional Carbon

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Challenge seminars, but that could change, said Clark. "The response has been very positive. There could be enough interest to do something more."

The Carbon Challenge Design Competition and Seminar Series was conducted in conjunction with the Raised Floor Living program, a cooperative promotion effort between APA and the Southern Forest Products Association. Program sponsors and contributors include the Advanced Housing Research Center: Forest Products Lab, Forest Products Association of Canada, Cellulose Insulation Manufacturers Association. St. Joe Co.. NEFBA Wood Council, and the Florida Wood Council.

- Additional seminar information and competition winning designs can be viewed at www.apawood.org/ carbonchallenge.

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Safety First

APA fetes safest EI|UP mills

f P. NnsHvllm, Tn., and Canfor-LP I-,rOSB Ltd. Partnership. Fort St. John, B.C., won Safest Company Awards in their respective categories. while Georgia-Pacific Wood Products, Camden. Tx.. earned the coveted Innovation in Safety Award in the 2010 Safety and Health Awards Program sponsored annually by APA for the structural wood panel and engineered wood products industry.

LP, a leading North American manufacturer of structural wood panels and engineered wood products, earned top honors among companies with four or more mills with a 2010 average weighted incident rate (WIR) of 1.20. Canfor-LP, which produces oriented strand board, won its award in the category for companies with three or fewer mills. The company posted a perfect 0.00 WIR for 2010.

Georgia-Pacific' s Camden plywood mill took the innovation prize for developing and implementing a proactive initiative called the STARS Card Program. STARS (Stop, Think And React Safely) is a behavior-based pro-

gram that promotes interaction among employees in an effort to correct hazardous practices and encourage safe behavior. Employees conduct a 10-15 minute observation of their co-worker(s) performing a task, note both safe and unsafe actions and/or conditions on the STARS card, and give immediate feedback to their co-worker(s). The card's data is analyzed to determine trends and to develop action plans to eliminate risk behaviors.

Among the criteria for the Innovation Award is demonstration that the innovation reduced occupational injuries or illnesses. During the four years the STARS Program has been in place, the facility-wide incident rate at the G-P mill has decreased from 2.12 to .33, and healthy communication among employees concerning both safe and unsafe practices has become the norm.

Innovation Award entries can be submitted by a mill, a group of mills, or an entire company. Thirty-six Innovation entries were submitted in 2010, a 507o increase over the previ-

ous year.

The awards program, begun in 1982, honors the managements and employees of companies and mills with the lowest severity-weighted incidence rates based on guidelines established by the U.S. Occupational Safety & Health Administration. It employs a weighted incident rate that is calculated using both the number and severity ofrecordable incidents. Since 2008 was the first year that WIR was used, awards and reports for 2009 and 2010 continue to also show total incident rate (TIR), the measure used in previous years.

Eighty-eight APA member structural wood panel and engineered wood product facilities in the U.S., Canada and abroad participated in the 2010 program. A total of 25 mills representing 10 APA member companies-Abitibi-LP Engineered Wood; Anthony Forest Products Co.; Anthony EACOM; Calvert Co.; Canfor-LP; G-P; LP; Norbord; Rosboro, and Stark Truss Co.-earned awards in various competition categories of the 2010 program. Some of the mills were multiple award winners.

All major product categories produced by APA's membership were represented among the winning mills, including oriented strand board, plywood, glulam timber, wood Ijoists, and structural composite lumber.

In addition to the Safest Company and Innovation awards, other competition categories include Safety Improvement, Annual Safety and Health Honor Roll, Three-Year Safety Average, and Incident Free Honor Society. Twenty-one mills achieved a zero incident rate for the year and thus were named to the Incident Free Honor Society. The annual honor roll, three-year average, and safety improvement categories are divided into two divisions based on hours worked annually-more than or fewer than 400900 hours.

While the program awards are limited to APA members, data is collected from both member and non-member mills in order to provide a broad-based industry performance benchmark. A total of ll2 mills reported data for 2010. The 2010 industry total incident and weighted incident rates were 2.44 and 10.94, respectively, up slightly from 2.18 and 10.64, respectively, in 2009.

The winning facilities and companies will be recognized and their safety accomplishments celebrated during the Chairman's Dinner at APA's annual meeting in October in New Orleans, La. Award plaques also will be presented to the winning mills by APA president Dennis Hardman or other APA management staff.

The 2010 safety awards program was the third year under a revitalized safety program effort spearheaded by an APA Safety and Health Advisory Committee comprised of several APA member company safety professionals. Under the committee's guidance, three main goals were established: make the APA program the premier safety awards program in the industry, encourage the sharing ofbest practices as a means to improve the industry's safety culture and programs, and most importantly, improve the industry's overall safety performance.

The APA Safety & Health Advisory Committee recently sponsored a free webinar on Wood Dust Best Practices. Over 50 safety and health professionals participated in this informative event. More webinars will be developed and a full-day safety workshop will be held in October in conjunction with APA's annual meeting.

More information on the APA Safety and Health Awards Program can be found at www.apawood.org.

2O1O APA Award Winners

Krauter Merges with Auto-Stak

Krauter Solutions, Indianapolis, In., and Auto-Stak, Westwood, N.J., have merged, forming Krauter Auto-Stak.

The new company, a division of Krauter, will be based in Indianapolis, with field offices in Westwood and Burlington, Ontario, Canada. Chris Krauter will serve as c.e.o., and Mark Ritz will remain in Westwood as coowner, executive v.p., and director of the lumber storage division.

The automated, high-density Auto-Stak System will be incorporated into the full line of Krauter racks, rack-supported structures, steel frame retail/warehouse buildings, yard planning, design, engineering, and general construction capabilities.

"We're very excited to have the two originators of the most accepted lumber storage techniques coming together under one roof," Chris Krauter said. "They are complementary products, so our companies have worked together in the past."

"Most of the time, when dealers need help in metal storage products, they choose an Auto-Stak or a cantilevered rack system," Ritz added. "Now we have one company that has expertise in both."

USDA Promotes Wood as Green

At a recent event to launch the Intemational Year of the Forest, U.S. Agriculture Secretary Tom Vilsack announced a three-pronged strategy to promote the use of wood as a green building material.

"Wood has a vital role to play in meeting the growing demand for green building materials. Forest Service studies

show that wood compares favorably to competing materials," Vilsack said. The plan includes:

(1) The U.S. Forest Service will preferentially select wood in new building construction, while maintaining its commitment to certified green building standards.

(2) The Secretary asked the Forest Service to examine ways to increase its already strong commitment to green building by reporting to him on ways to enhance the research and development being done around green building materials.

(3) The Forest Service will actively seek opportunities to demonstrate the innovative use of wood as a green building material for all new structures of 10000 sq. ft. or more using recognized green building standards such as LEED, Green Globes, or the National Green Building Standard.

In carrying out this initiative, Forest Service chief Tom Tidwell issued a directive to all units calling for increased use of locally milled timber in all new agency facilities. Vilsack also directed the heads of all other USDA agencies to incorporate the Forest Service policy of using domestic sustainable wood products as the preferred green building material for all USDA facilities and buildings.

Wood products groups throughout North America applauded the announcement. Cees de Jager, executive director of the Binational Softwood Lumber Council, described the strategy as a "triple win. This will create new jobs in rural communities, reduce energy use in buildings, and lower overall construction costs in buildings."

Temple-lnland Rebuffs lP Bid

The directors of Temple-Inland, Diboll, Tx., voted unanimously to reject an unsolicited takeover bid by Intemational Paper Co., Memphis, Tn., to acquire the company for $30.60 per Temple-Inland share in cash.

The board said IP's offer "grossly undervalues TempleInland and is not in the best interest of Temple-Inland's stockholders."

U.S. Timberland Ownership Morphs

The changing face of timberland ownership in the U.S. has made supply agreements and timber leases prominent parts of land transactions, according to the recent Warnell Center timberland investment conference.

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Just l0 years ago, forest products companies owned approximately 20Vo of private timberland in the U.S., primarily in the South. By the end of 2010, most of this land had changed hands, some tracts multiple times. Most of the remainder had moved to different ownership structures.

The top 10 forest products companies reportedly owned 38.7 million acres in 2000. Today, the top l0 firms hold only 21.5 million acres. Four of the top five are Real Estate Investment Trusts (REITs), tax-advantaged entities with timberland/real estate as their principal business.

Timberland Investment Management Organizations (TIMOs) purchased many of these acres. In 2000, Hancock Timber Resources Group was the only one with more than three million acres. Ten years later, the three top TIMOs each held more than 3 million acres and the top 10 TIMOs held more than 20 million acres.

Over the past decade, transition activity peaked at about 7 million acres in 2006 and by 2010 had fallen back to 2000 levels. Land prices also fluctuated. Prices averaged about $800 per acre nationwide from 2000 through 2004, peaked at almost $1,800 per acre in2001 , and returned to 2006 levels last year.

Filling the Void for End-Cut Solution

With Merichem Co.'s recent announcement of its exit from the copper naphthenate business (see May, page 22), there is an opening for a brush-on preservative that effectively protects cut ends and drill holes in pressure treated wood.

Most manufacturers of preserved wood require application of end-cut solution to validate their residential warranties when western species are involved, and they recommend it for all species. Producers of heavy duty materials, such as poles and piling, also apply surface coatings to protect inner wood that is exposed after sawing or boring.

One prime candidate for replacing copper nap is an established preservative with the poetic though tonguetwisting name of copper-8-quinolinolate. It has long been listed in standards of the American Wood Protection Association as a pressure treatment, and is recognized for its value as a topical coating. Copper-8-quinolinolate enables wood to resist termites and wood-ingesting insects, while inhibiting mold and fungal decay.

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Six pre-mixed colors are available. If other shades are desired, the product can be colored with machine tints.

Outlast Q8 Log Oil is registered for sale in 49 of the 50 states; it is expected to have necessary approvals in the lone remaining state, California, in the near future. It is currently being sold by dealers in the Pacific Northwest and is used by manufacturers elsewhere.

It has been accepted as a warranty-complying end-cut solution by the licensors of Wolmanized Outdoor wood, and is available from treating companies that produce Wolmanized wood and from Arch Wood Protection, Inc., Atlanta, Ga.

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David Bond has been named v.p.-purchasing & vendor relations for Cedar Creek, Broken Arrow, Ok. D. Wayne Trousdale is now v.p.operations.

Cesar W. Caro Jr., ex-84 Lumber, has joined the outside sales force at Riverhead Building Supply, Shirley, N.Y. Bill Hofius is now New England sales mgr.

Cliff Jones, building products mgr. at Osmose, Griffin, Ga., retired May 3l after 14 years with the company and more than 40 years in the industry.

Eddie Wilkins, Wholesale Wood Products, Dothan, Al ., has been promoted to tenitory sales mgr. of the Gulf Coast region. overseeing from Gulfport, Ms., to Gainesville, Fl.

Jason LaFountain, ex-James Hardie, has been named sales mgr. for Bellevue Builders Supply, Schenectady, N.Y.

Josh Nau, ex-LMC, is new to Boise Cascade, as mid-Atlantic area mgr.

Dave Pard has joined the sales team at Snavely Forest Products, Baltimore, Md., as Typar housewrap expert. Justin Pence now provides technical expertise for the engineered wood department in Greensboro, N.C.

Ryan Vaughn, ex-G.W. Murphy, has rejoined Seaboard International Forest Products, Nashua, N.H., as a commodities broker.

Michael B. Glenn has resigned after five years as c.e.o. of Universal Forest Products, Grand Rapids, Mi., due to health concerns. He will stay on until a successor is found.

Daniel Swanson, ex-Lampert Yards, is now general mgr. of ProBuild, Lakeville, Mn.

Jennifer Sloan. ex-Builders FirstSource, is now in inside sales at Brand Vaughan Lumber Co., Tucker, Ga.

Mark Ely has been named digital marketing mgr. for Carter Lumber, Kent, Oh.

Peter lzzo, ex-Kaycan, has rejoined Louisiana-Pacific Corp., Nashville, Tn., as New England channel mgr. Bob Lunt, ex-Hy-Tek Material Handling, has been appointed Central Region sales mgr. for TimberTech, Wilmington, Oh. Mark Chamberland, ex-Home Depot, is new to sales at James Hardie Building Products, Houston, Tx.

Tim Worcester, ex-84 Lumber, has been named general mgr. of Foxworth-Galbraith Lumber, Belton, Tx.

Justin Pence is new to Snavely Forest Products, Greensboro, N.C., providing technical expertise for the engineered wood department.

Tim Johnson has been named president and c.e.o. of the Independent Builders Supply Association, Smithfield, N.C.

Romel Bezerra, ex-Elof Hansson, has launched wholesaler InterSomma LLC, Pembroke Pines, Fl., specializing in lumber, decking, plywood, flooring and other imports from South America, Africa and Asia.

Steven D. Ziessler has been named president of Guardian Building Products, Greenville, S.C. He succeeds Duane Faulkner, who is retiring after more than 30 years as division president.

Matt Landrum, ex-Snavely Forest Products, is a new inside sales rep at Capital, Houston, Tx.

Tim LeVigne is a new OSB team trader at Silvaris Corp., Charlotte, N.C.

Allan Swofford, ex-Nevamar, has been named plant controller for Georgia-Pacific's OSB mill in Allendale, S.C.

Patrick Penza has joined the outside sales team at Beacon Roofing Supply, Peabody, Ma., covering southeast Massachusetts.

George Overly, ex-McElroy Metal, has joned the sales team at Alexander Lumber, Champaign, Il.

Wayne Davis is now warehouse mgr. for Ace Hardware, Prince George, Va.

Mike Smith has been promoted to v.p.-procurement for The Merit Group, Spartanburg, S.C., replacing Pat Rourke.

Travis Gross, Koppers, Pittsburgh, Pa., has been appointed sales mgr. for the Northeast.

BRIGHT STAR: Geoff Hale, owner of The Home Lumber Co., Whitewater, Wi., accepted an award for Wisconsin Small Familv Business of the Year. Home Lumber has been run bv three generations of Hales, and today also owns sister companies Aurora Deck Lighting, HomeTops, and Nantucket Post Cap Co.

Bill Cooke, ex-BB&S Lumber & Distribution, has joined Nichiha USA, as territory sales mgr. for New England, New York, and eastern Canada.

Kenneth White, a partner at consulting firm Tatum LLC, has been named c.e.o. of Handy Hardware, Houston, Tx. Tina Kirbie remains president.

Steven Weinberg has been named New Jersey-based national sales mgr. for California Faucets, Huntington Beach, Ca. He is current president of the Decorative Plumbing & Hardware Association.

Steve Holdsworth has joined Moen Inc., North Olmstead, Oh., as v.p. of wholesales sales.

Jennifer ttSallyt'Crabb is a new customer service rep at Orgill, Inc., Memphis, Tn. Rick Walz is a new regional business development specialist, based in Fort Wayne, In.

Marty Schroeder, ex-Shamrock Building Supply, is now territory sales rep for Andersen and Eagle Windows & Doors in southeast Missouri and parts of Illinois.

Tom Chieffe has resigned as c.e.o. of Associated Materials, Cuyahoga Falls, Oh., to pursue other interests. Director Dana Snyder will serve as interim c.e.o. until a successor can be found.

Tim Hawkins has been appointed director of home center sales-North America at Hitachi Power Tools, Atlanta, Ga. David Hamer is a new account executive. serving Minnesota and Wisconsrn.

Michael Deal, ex-Century Truss, is now production superintendentinsulation systems at Johns Manville. Cleburne. Tx.

Mike Skowronek, ex-Owens Corning, has been named general mgr. of DragonBoard USA, a division of Super Stud Building Products, Edison, N.J.

Thieves Strike Yard-Twice

Authorities are investigating twin thefts at Kibler Lumber, Maysville, Ky., in late May.

During the first, suspects broke in and stole thousands of dollars in merchandise, a computer that held security videos, and a truck owned by an employee.

A week later, suspects stole lumber and other items stored outside. Authorities are not sure if the thefts are related.

Jeanine Murray is now associate brand mgr. for Danze, Woodridge, Il.

Joe Marmon, ex-Aacer Hardwood and Shamrock Hardwood Flooring, has been appointed president for Surelock Industries, Oswego, N.Y.

Harry Barton, 82, has retired from Moynihan Lumber, Beverly, Ma., after 51 years at the yard.

Jeff Ploch, district mgr.-Wisconsin; Jim Gann, district mgr.-Alabama/ Tennessee, and Don Hamby, branch mgr., Lake Worth, Fl., were honored by ABC Supply Co., Beloit, Wi., with the inaugural Ken Hendricks Awards.

William P. Farrell has retired as vice chairman after 30 years with the American Hardware Manufacturers Association, Schaumburg, Il. He remains a liftetime honorary member of the board.

Nicholas R. Lang, mgr. of the research and development lab at the National Concrete Masonry Association, Herndon, Va., received the 20l l President's Leadership Award from ASTM International.

Bourne A. Loser was fired from the sales dept. at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Gleaning up with green paint

TTtgn NEw NoRI rtel looks to be a mix of fewer home sales, but more remodelling and redecorating. Meanwhile, all indications are that green products and materials continue to enjoy strong demand. And if customers are more discerning when evaluating socalled "green" purchases, they're also looking for more local solutions, or at least made in the U.S.A. To me, these conditions paint a clear picture about how to change with the times and boost sales in the second half of the year. Yep, I'm talking about paint.

Let's assume every LBM dealer sells paint and other brush-on coatings. By now, every dealer should have at least one low-VOC offering. Nearly every major manufacturer offers at least one line, so there's really no excuse. But making the minimum effort with one line of marginally "green" paint is leaving money on the table. The industry has matured and there are lots of good options available. Now that economic conditions are encouraging more sprucing up, it's also time to spruce up your paint department.

In addition to directly contributing to the top line, a strong paint department can bring in new customers and boost sales in other product categories, too. Therefore, evaluating and refreshing a strategically important category like this deserves an appropriate level of understanding and commitment. And every case is unique. So, there's much more to say about this topic than I can squeeze into the remaining space of this column.

But with that caveat, there are two things to look at when improving this category: mix and merchandising. The product mix should have a strong anchor brand that will bring in customers and deliver credibility. While national manufacturers may have a quality low or no-VOC line and a suite of economic incentives to close the deal. it

might be more beneficial to bring in a strong "green-only" brand, either instead or in addition. Brands such as Yolo, AFM Safecoat, and Mythic have steadily built up big reputations with both health-conscious and sustainability-minded homeowners and professionals.

With an anchor established, fill in with niche products. With growing demand for non-toxic, all-natural products, adding a natural or clay paint line could make sense. Earth Paint or Ecos Paint might be good options. And for protecting the natural look of wood, whether walls, floors or exteriors, there are natural options, too. Vermont Natural Coatings, made with poly whey, and Rubio Monocoat, made with flax, are two worthy options, as is Penofin Verde, made from rosewood oil. There are more options out there, including ones from small local manufacturers that might be just the thing for the "locavores" in the community.

As with any good mix of new products, effectively merchandising them is essential. If you're bringing in a new product line, work with the manufacturer to help with promotional pricing, advertising, and an in-store event. Just as important, make sure all your staff is fully briefed with relevant product knowledge.

Communications strategy is also important. Make sure advertising and promotional messages are aligned with current remodelling and redecorating trends: accentuate healthy living, comfortable home environments, and natural aesthetics. Point out that "green" paints deliver added benefits, such as having low or no odors, which should be important for the pro customer, too. In the store, create hang tags, signage and end-cap displays that get people thinking.

And finally, don't miss obvious cross-selling opportunities. For example, put natural paints together with non-toxic putty, reusable drop cloths, and recycled paint trays.

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Lumberjacks Kick Off Latest New Jersey Yard

Kuiken Brothers celebrated the opening of its ninth location, in Succasunna, N.J., with performances by the Timberworks Lumberjack Show, a 10-man troupe that demonstrates logging skills such as poleclimbing, axe-throwing, log-rolling, and sawing.

"We are celebrating New Jersey's nearly forgotten logging heritage by

bringing in one of the top lumberjack shows in the world," said president Douglas Kuiken.

Between each 45-minute show, visitors were invited to explore the new, l2-acre facility, which includes a window-and-door showroom, an on-site window assembly shop, and a Benjamin Moore paint center.

Founded in 1912, the company has

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"We have a staff of more than 230 employees and some have been here as long as 40 years," said Kuiken. "You just don't find that kind of experience in big-box stores."

Do it Best Introduces Gontractor I ncentive Program

Do it Best Corp. is partnering with TtNasn, Norwood, Ma., to customdesign and manage contractor performance incentive strategies for its members.

The new Contractor Pro Rewards Program allows contractors or salespeople to earn points based upon achieving member-defined goals. Points can then be redeemed for thousands of rewards, including electronics, sporting goods, sporting event tickets, jewelry, vacations, and travel.

"Contractor Pro Rewards will enable our members to offer contractor incentive programs that meet each of their unique needs," said Quent Ondricek, Do it Best v.p.-lumber & building materials.

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Re-Engineered OSB

Tolko's T-Grade oriented strand board has been reengineered for better performance.

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Gustom-Golored Fences

Illusions Vinyl Fence is now available in 35 standard colors with lifelike woodgrain, as well as custom colors.

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Look of Exotic Hardwoods

GAF's Duralife Siesta Hardwood Collection brings the look of exotic hardwoods to easy-to-maintain composite decking,

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Top-of-the-Line Deck Screws

New C-Deck screws from Screw Products are designed to fasten even the toughest composite, PVC and wood deck boards.

The 10x2-314" fasteners were redesigned to eliminate all mushrooming or secondary lumps. Milled with a trilobular design and a Star Drive, they install faster and with less torque.

Finishes include an ACQ-compatible e-coat or 305 stainless steel with color-matched head. in a choice of custom or 15 in-stock colors.

They are packaged in75-,350-, or 1,750count jars.

I SCREW-PRODUCTS.COM

(877) 844-8880

Form-Fitting Drop Gloths

JambDrop drop cloths are designed to fit around doorjambs with minimal material, for better protection of surfaces.

The product has two pieces, each measuring 28"x60", for easy adjustment with door openings up to 40" wide. A 50/50 cotton/polyester blend, reinforced with a PVC backing, provides slip-free protection on any floor.

IJAMBDROP.CoM

/707\ 554-1162

Gross-Line Laser

Bosch's GLL2-4O cross-line laser is designed for easy use on interiorjobsites up to 30 ft.

The 8-oz. tool measures less than 4" in height and width, yet can handle a wide variety of leveling and alignment jobs-including placement of electrical outlets and installing cabinetry and chair rails.

I BOSCHTOOLS.COM

(811\ 267-2499

Sliding Pocket Doors

The 4780 sliding pocket door by Ply Gem Windows is designed to maximize the use of outdoor space.

Choices include 2'6",3' , and 4' widths in 6'8" and 8' heights, which can be configured into one, two, or three panel groupings. Custom sizing is also available.

The doors come in three colors-white, bronze, and adobe gray-and can be further customized with eight grille pattems and energy-efficient glass.

I PLYGEMWINDOWS.COM

(888) 975-9436

Lighter Gypsum Panels

Sheetrock Firecode 30 gypsum panels from USG Corp. are 307o lighter, making them easier to lift, carry, and install.

The ultra-light l12" panels meet IBC standards for use in non-rated and 3O-minute, fire-rated partitions.

T USG.COM

(800) 950-3839

Goncentrated Primer

Sansin Foundation is a concentrated, penetrating waterborne primer for both interior and exterior wood.

The factory-applied primer stabilizes wood tissue and lignin to keep wood surfaces from weathering for up to six months during construction.

I SANSIN.COM

(877) 726-7461

Fire Resistant Goat

Fomo's Handi-Foam Ignition Barrier provides fire protection for low-pressure spray polyurethane foam.

Non-toxic and low-VOC, the product creates a carbon layer that prohibits ignition of a fire or delays its progress so a structure can be vacated.

I FOMO.COM

(800) 321-ss8s

All-in-One Protection

StoEnergy Guard from Sto Corp. bonds directly to a variety of sheathing types, to reduce energy consumption and protect against air, water, and fire.

The product integrates a fluidapplied, waterproof air and water barrier, sheathing joint and rough-opening protection, and continuous insulation to prevent thermal bridging.

I STOCORP.COM

(800) 221-2391

Cavity Protection

The Cav-Air-Ator from Keene Building Products is a full-wall drainage and ventilation mat for brick or stone masonry walls.

Light and flexible, the mat is made up of an extruded polymer matrix of entangled monofilaments that form block-shaped channels.

It prevents mortar from entering the cavity, clinging to wall ties, and blocking weep holes.

T KEENEBUILDING.COM

(877) 5r4-s336

Handy Staple Gun

A new T50 manual staple gun from Arrow Fastener can also fire l" brads.

The heavy-duty gun is easier to use and offers up to 6O7o more power than previous models.

A built-in wire guide eases installation of low-voltage wiring, while a quick-load magazine increases efficiency.

I ARROWFASTENER.COM

(800\ 776-2228

Straddle Stacker

Jungheinrich EJC heavy-duty straddle stacker's three-phase AC technology drive system increases energy efficiency and lowers life-cycle costs.

New features include advanced braking technology, proportional lift-and-lower control, optional power steering, and multifunction control tiller head.

T JUNGHEINRICH-LIFT.COM

(811\ 543-6757

Deck Light Gontrol

The Night Sky system from Aurora Deck Lighting allows remote control of deck and dock LED lighting.

The battery-operated remote also works as a dimmer. to save energy or create a mood.

I AURORADECKLIGHTING. COM

(800) 603-3520

Smarter Paint Tray

PaintSmart Trayz can hang vertically on extension ladders or horizontally on stepladders.

The reusable tray can hold up to 2 qts. of paint and has hooks for brushes, slots for paint rollers, and a twist-cap drain for removal o[ excess paint.

IPAINTSMARTTRAYZ.COM

(56r\ 7r4-4658

Carve out a niche in gutter protection

/-\Ncr vrEwED as just a simple \-f commodity, sales of gutter filtration systems have increased dramatically over the past few years given the product's added value in improving stormwater management, enhancing structures' durability, and controlling pest problems in homes and commercial buildings.

Unfortunately, many dealers and both their consumer and pro customers may not be fully acquainted with all the systems' advantages. They can virtually eliminate: sags and related damage caused by the build-up of clogged water and

other debris;

. overflows that cause landscaping erosion, foundation cracking, and other structural failures to homes and all forms of buildings;

. the accumulation of biological pollutants, such as mold and mildew, in crawlspaces, drywall, subfloors, carpets and basements, and all types of pests and insects from entering, nesting and feeding within gutter channels.

Even if cleaned regularly, unprotected gutters can become clogged with twigs, leaves, pine needles, seeds, acorns and animal remains.

Reliable and tested gutter protection products have been proven to direct the free-flow of water and particulates through gutter valleys, while eliminating the numerous problems created by these obstructions.

In addition, these systems can also help eliminate threats to indoor air quality. This is because clogged gutters can cause seepage, which can lead to the growth of mold in drywall, subfloors, carpets and rooftops. As a result, quality gutter filtration systems can improve the interior environmental quality of structures by consistently funneling water away from rooftops and reducing the opportunity for moisture to penetrate building envelopes.

Furthermore, research within the pest management field has also confirmed the potential benefits of gutter filtration systems, which if used properly can change conducive conditions away from pests, critters and insects, and toward building and facility managers. Devices can keep gutter pathways clear of potential food sources, while helping to prevent all forms of pests from entering the gutter cavity, including breeding insects, such as mosquitoes and carpenter ants.

A little knowledge can then be a dealer's best ally for selling certified gutter filtration systems. They can not only be easily installed by builder customers at appreciable profit margins, but also last for years without the need for additional maintenance or ongoing call backs.

- Tim Croll is manager of business development for FXI Building Products Corp., manufacturer of gutter filtration systems including Leaf Defier, Leaf Defier XL, and Safe Flow Wave. Reach him at (866) 795-4770 or tcroll@fxi.com.

GUTTER PROTECTION systems such as FXI's Leaf Defier prevent debris from clogging channels to keep water draining freely.

ASSOCIATION

Construction Suppliers Association will host its first-ever annual meeting Sept. l5-16 at its headquarters in Tyrone, Ga.

Highlights will include a discussion of multi-generational leadership in family businesses, a talk by economist Dr. Roger Tutterow, and introduction of the association's credit bureau.

Social events will include a cocktail reception and dinner, a golf tournament at nearby Plantena Ridge Golf Club, and a Braves vs. Mets baseball game.

Northwestern Lumber Association will host golf outings July 20 in Onalaska, Wi.; Aug. 24 in Fennimore, Wi.; Sept. l9 in Wrightstown, Wi., and Sept. 27 in Panora, Il.

The annual fishing trip is slated for July 29 on Lake Merritt, Valentine, Ne. Sept. 29 is the date for the annual shooting event, at Oak Creek Sporting Club. Brainerd. Ne.

Mid-America Lumbermens Association installed Ken Blackmon, Ken's Discount Building Materials, El Dorado, Ar., as president.

New Jersey Building Materials Dealers Association holds its annual golf outing Aug. 15 at Battleground Country Club, Manalapan, N.J.

Aug. 26 is its annual fishing trip, departing from Atlantic Highlands.

Illinois Lumber & Material Dealers Association named Dan Martin, Peoples Complete Building Center, Watseka, as 2010 Lumberman of the Year.

Aug. 17 is a golf outing at Spring Creek Golf Course, Spring Valley.

Northeastern Retail Lumber Association affiliates are staying busy straight through the summer.

Massachusetts Retail Lumber Dealers Association will host its 48th annual golf outing Aug. I at Cyprian Keyes Golf Club, Boylston.

Aug.4 is the date for the Northeastern Young Lumber Execs to watch the Red Sox vs. the Indians at Fenway Park, Boston, Ma.

Vermont Lumber Dealers Association will hold its annual golf outing Aug. 24 at Green Mountain National, Killington.

Sept. 9-11 at the Portland Harbor BuiHlng.hoducts.com

Hotel, Me., is the annual meeting of the Retail Lumber Dealers of Maine and the New Hampshire Retail Lumber Association.

Southern Forest Products Association will hold its annual meeting Aug. 9-10 at Westin Peachtree Plaza, Atlanta, Ga.

Kermit Baker, senior research fellow at Harvard's Joint Center for Housing Studies, will discuss the future of remodeling. Jeff Struecker, a retired Army Chaplain who was featured in Black Hawk Down, will offer personal stories of survival. Social events will include an opening reception, buffet lunch, and a chairman's dinner.

The group's annual Forest Products Machinery & Equipment Expo will follow the annual meeting, from Aug. ll-12 at the Georgia World Congress Center, Atlanta.

Northeastern Lumber Manufacturers Association has scheduled a Sept. 22 tournament at Webhannet Golf Club, Kennebunkport, Me.

A directors' meeting and market outlook will take place the next day, at Nonatum Resort, Kennebunkport.

International Wood Products Association has hired Ashley Amidon as its new manager of government affairs, replacing Brigid Shea.

OSHA Piles On Alabama Mill

Phenix Lumber Co., Phenix City, Al., is contesting nearly $2 million in penalties proposed by OSHA for health and safety violations.

OSHA began its latest inspection Dec. 15, 2010, in response to a complaint that workers in the planer mill were exposed to amputation hazards while maintaining, cleaning and clearing jams on machinery. A second complaint two months later claimed a worker had suffered a partial finger amputation while clearing a piece of machinery that had not been locked out. When OSHA investigated, it learned of another employee who had suffered a severe hand injury while working on unguarded machinery.

In September 2010, Phenix was cited for 53 safety violations and proposed fines of $439,440 following a worker fatality. Over the past four years, the company has been cited 77 times by OSHA and accumulated thousands ofdollars in proposed fines.

OSHA also proposed that the firm be included in the agency's Severe Violators Enforcement Program for willful and repeat offenders.

Alabama Lumberyard Gets Drive-Thru

Oxford Lumber-Ace Hardware opened its new 30,000-sq. ft. indoor, drive-through lumberyard in Oxford, Al., after nearly a year of construction.

"It's really a slick thing, and we've got it organized where a truck can pull in and get everything the customer needs," said president Bill Newman, whose parents opened the original Oxford store in 1958.

He said that besides offerine shelter

for merchandise and customers, the new space helps the store compete against big boxes.

"The cleanness and dryness of the materials is one thing, but the service piece is really what we strive for," he added. "That's what we feel like we do better than anybody else."

The company also operates home centers in Jacksonville, Talladega and Roanoke, Al.

OXFORD LUMBER opened a new indoor, drive{hrough yard in Oxford, Al.

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line, Border, $9. Private box, $15. Column inch rate: $55 if art furnished "camera-ready" (advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-023'l or dkoenig@ building-products.com. For more info, call {949) 8521990. Make checks payable to Cutler Publishing.

Deadline: 18th of orevious month

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 874I 953, Fax 888-576-8723, email LumberSource@hotmail.com.

DURABLIUTY

Mortise & tenon construction for increased durabiliw. New fuutJ.bc shutters ,o ln a vanew ot louvers and panels for expanded design options. Heavy. Duty and Standard product lines also offered.

rD(PANDED \ryOOD SPECIES

We recommend Westem Red Cedar, but offer additional woods, including Mahogany, Cypress and Spanish Cedar. CUSTOM

OPTIONS

TCombination configurations, detailed radius design, and cur.to fit sizing ro decorative trim and cutouts, Southem Shutter can build to meet your specifications.

will prefinish your shutterc in your choice of color or stain.

Exterior & Interior Shutters . Ventilators. Hardware

DATE Book

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

Mid-Hudson Lumber Dealers Assn. - July 11, golf, Otterkill Golf & Country Club, Campbell Hall, N.Y.; (518) 286-1010; nrla.org.

Rhode lsland Lumber & Building Material Dealers AssociationJuly 13, golf & clambake, Green Valley Country Club, Portsmouth, R.l.; (518) 286-1 01 0; www.nrla.org.

Northwestern Lumber Association - July 15, Wisconsin board meeting, Green Lake, Wi.; July 20, regional golf outing, Onalaska, Wi. ; (888) 544-6822: www.nlassn, org.

Central New York Retail Lumber Dealers Assn. - July 17, races, Oswego Speedway, Oswego, N.Y.; (518)286-1010; nrla.org.

New York & Suburban Lumber Association - July 20, Mets baseball, Citi Field, Flushing, N.Y.; (518)286-1010; www.nrla.org.

AWFS Fair - July 2G-23, woodworking fair, Las Vegas Convention Center, Las Vegas, Nv.; avufsfair.org.

Southeastern Lumber Manufacturers Association - July 20-23, annual conference, Ritz-Carlton, Amelia lsland, Fl,; (770) 6316701; www.slma.org.

Southeast Building Conference - July 2'l-23, Orange County Convention Center, Orlando, Fl.; (800) 261-9447, sebcshow.com.

Appalachian Hardwood Manufacturers Association - July 2|2Q, summer meeting, The Nemacolin, Farmington, Pa.; (336) 885831 5; www.appalachianwood.org.

Northeast Window & Door Association - July 25-26, summer meeting & golf outing; (609) 799-4900; www.nwda.net.

Southern Building Material Association - July 28-31, summer conference, Wyndham Oceanfront Resort, Virginia Beach, Va.; (704) 376-1 503; www.southernbuilder.org.

Northwestern Lumber Association - July 29, fishing outing, Lake Merritt, Valentine, Ne. ; (888) 344-6822: www.nlassn.org.

Massachusetts Retail Lumber Dealers Association - Aug. 1, golf, Boylston, Ma.; (518) 286-1010; www.nrla.org.

Indiana Lumber & Builders' Supply Association - Aug. 4, Sycamore Scramble golf tournament, Oak Tree Golf Course, Plainfield, In.; (877) 465-8627; www.ilbsa.org.

Michigan Lumber & Building Materials Assn. - Aug. 4, golf, Hawk Hollow Golf Course, Bath, Mi.; (517)394-5225; www.mlbma,org.

Northeastern Young Lumber Execs - Aug. 4, Red Sox baseball outing, Fenway Park, Boston, Ma.; (518)286-1010; nrla.org.

Southern Forest Products Association - Aug. 9-10, annual meeting, Westin Peachtree Plaza, Atlanta, Ga.; Aug. 11-12, annual equipment expo, Georgia World Congress Center, Atlanta; (504) 4434464; www.sfpa.org.

New Jersey Building Materials Dealers Association - Aug. 15, annual golf outing, Battleground Country Club, Manalapan, N.J.; (800) 269-9603; njbmda.org.

Allied Building Stores - Aug. 17-19, show, Arlington Convention Center, Arlington, Tx.; (318) 699-9225; www.absweb.biz.

Orgill Inc. - Aug. 18-20, dealer market, Boston, Ma.; (800) 3472860; www.orgill.com.

Southern Lumber Exporters Association - Aug. 18, annual meef ing, Mobile, Al.; www.slea.org.

Central New York Retail Lumber Dealers Association - Aug. 19, clambake, Pompey Country Club, Pompey, N.Y.; (518) 2861010; www.nrla.org.

Northwestern Lumber Association - Aug. 24, regional golf outing, Fennimore, Wi.; (888) 544-6822; www.nlassn,org.

Vermont Retail Lumber Dealers Assn. - Aug. 24, annual meeting/ golf, Green Mountain, Killington, Vt.; (518)286-1010; nrla.org.

Profecf t&od Frorn ffifiR,,

Wiam

Tom Leete, 64, former v.p. of ProBuild's Central Florida division, died June 7.

Before joining ProBuild, he served as a buyer at Scotty's and Home Depot, a senior v.p. and general merchandise manager at HomeCrafters Warehouse, and v.p.-merchandising at Pelican Cos.

Nicholas H. Kuiken, 92, retired partner of Kuiken Brothers Lumber, Fair Lawn, N.J., died May l3 in Fair Lawn. He joined the family business after serving in the U.S. Army during World War II.

John Walter "J.\ry." Hays, 73, longtime owner of P.E. Jepson Lumber, Macon, Mo, died April 12 in Macon.

After serving with the U.S. Navy, he went to work for his father, who managed Jepson Lumber in Gifford, Mo. From 1963 to 1983, he managed the location in Atlanta, Mo., before buying the company.

Charles E. Cowan. 97. former owner of Cowan Lumber, Old Town, Me., died June 5 in Bangor, Me.

He spent 30 years at Jordan Lumber, Kingfield, Me.20 as manager of its LBM division-before spending 17 years running his own company with his wife, Van.

L.D. Davis, 84, owner of L.D. Davis Lumber, East Prairie, Mo., died May 4 in Cape Girardeau, Mo.

During World War II, he served with the U.S. Navy.

Edwin S. Cushman. 63. co-founder of Cushman Lumber, Bethel, Vt., died May 19 in Killington, Vt.

He launched the business with his father and brother in 1974, and he worked there until his death.

Virgil S. "Buzz" Lujin Jr., 89, who owned and operated Carpenter-Guenther Lumber, Versailles, Mo., with his wife and sons, died March 25 in Jefferson City, Mo.

After serving as a Navy pilot during W-W II, he joined the firm in l946,remaining active until last November.

Harry Parker Pitts, 89, retired co-owner of Potomac Lumber, New Creek, W.V., died May 6 in Fort Ashby, W.V. He served with the Army during World War II, and was wounded during the Battle of the Bulge.

Richard Joseph "Dick" Hoge, 73, former owner of Ocee True Value Hardware, Ocee, Ga., died May 12.

William John Carroll,55, director of human resources at Triple "A" Lumber, Potsdam, N.Y., died June 4 in Potsdam. He began his 35 years at Triple "A" as manager and worked his way up to v.p.

ADVERTISERS Index

For more information on advertisers, call lhem directly or visit their websites fin brackets].

Advantage Trim & Lumber [www.advantagelumber.com]....45

Ainsworth [www.ainsworthengineered,com]....................26.27

Anthony Forest Products [www.anthonyforest.com]......,.....25

APA.The Engineered Wood Assn. [www.apawood.org] .......30

Biewer Lumber [www.biewerselect,com]...................Cover l, 3

Boise [www.bc.com] ...,........ ............................34

Capital [www.capital-lumber.com],,...,,..,..................................4

Chicago Suburban Lumber Sales [chicagosurburban.com].38

Coastal Plywood [www.coastalplywood.coml.......................32

Crumpler Plastic Pipe [www.cpp-pipe.com] ..........................36

EcoVantage Wood [www.ecovantagewood.com]................,...8

Elder Wood Preserving [www.eldenroodpreserving.com]...39

Fasco America [www.fascoamerica.com]..............................41

Hoover Treated Wood Products [www.frtw.com]........Cover lV

J.H. Baxter [wwwjhbaxter.com]..............................................44

Nordic Engineered Wood Products [nordicewp.com] .Cover ll

LaSt mOnth, instead of the typical Father's Day sale on power tools, one Montana lumberyard chain h"lped kids create something a little more personalized for their dads.

Kenyon Noble Lumber & Hardware's stores in Bozeman, Livingston and Belgrade, Mt., sponsored a "Junior CarpenteC' Father's Day project, inviting parents to bring their children to the hardware store to make their dads a tool box.

Kenyon Noble provided snacks, drinks, and all the tools and supplies needed, free of charge.

Dozens of kids showed up to hammer out a gift for dad-many getting a little help from mom or grandpa along the way.

Nu Forest Products [www.nuforestproducts.com]..................5

Quality Borate Go. [www.qualityborate,com]...................,,....49

Redwood Empire [www.redwoodemp.com1,..........................19

Rosboro [www.rosboro.com] .............. ............33

RoyOMarti n [www.royomartin.com]

Scotch Plywood Co. [www.scotchplywood.coml..................29

Simpson Strong-Tie [www.strongtie.coml...................Gover lll

Swanson Brothers Lumber [www.swansonbros.coml.......,,.1 I

Swanson Group Sales [www.swansongroupinc.coml..........31

TAMKO Building Products [www.evergrain.com] ...................7

Tank Fab [wlw.tankfab.com].............. ........,...37

Tri-State Lumber Co. [www.homanindustries.com] ........,,....17

Viance [www.treatedwood.com!.......,..................................,,,.21

Tool Box Holiday

When evaluating the cost of upgrading t0 stainless-steel fasteners, "economical" is probably not the first word that comes to mind. However when compared to the overall job, the smdradditi0nal cost of stainless steel is inexpensive insurance against corrosion and unattractive StaiRing that can occur with other fasteners. Stainless-steel fasteners are reliable and long lasting, and reduce coslly callbacks, which means happier customers and repeat business. And by choosing Simpson Strong-Tiei, fasteners you receive our commitmentto quality, performance and service. For outdoor construction, make sure your fastener is stainless steel. lt's worth it. Learn more by visiting www.stronglie.com/fasten or by calling (800) 999-5099.