Building Products Digest - October 2010

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By Alan Oakes

Which way are you leaning?

f Hene IS No DouBT that everyone I speak with is fed up with the current state of our I economy. Actually. that is an understatement. ln my 30-plus years living in the U.S.,I have never heard it so loud and clear-and vitriolic. It does not seem to matter which way you voted last time for you to be fearful about the future. Everyone just sounds unhappy, whether as individuals or as employees watching the grim struggles of their companies and our industry.

I have never before sensed such pessimism towards the future of our great country. some have suggested that we are in a prolonged, Japanese-style recession, maybe worse. whereas the 1930s saw soup lines, we now see unemployment benefits lines. Three years into the recession, home prices, GDP, available credit, personal incomes, and employment are all lower than they were at the start.

About five years ago, when things still seemed great on the surface, I found myself commenting in my daily calls that I feared for America's future. I didn't mean politically. I was basing it on my travels, seeing first hand what was happening around the world, and using common sense that there would be great issues ahead for our country-the likes of which made me shudder and made me wonder who could or would attempt to solve them.

The biggest issue I saw then-apart from the out-of-control housing boom-was what I perceived to be the start of a change in the world economic order. The juggernaut of China already appeared unstoppable. And for years, the U.S. had been losing its manufacturing base to them and others. Thus, we have gradually, increasingly become a low-wage service economy. In my international travels, I saw what I perceived to be the first signs ofthe loss of the "empire" and a decline in our standard of living. I started to shut up when in return I heard back, "Alan, we are the united States of America. we will always be the leaders." And I could understand that viewpoint, as that is all most people here have ever known.

Now, as many of you know, I am a Brit by birth and lived through that country losing its empire. History is littered with the ruins of amazing empires crumbled to nothingRoman, spanish, Mongolian, Russian, etc. I know among my readers there will be thousands of conflicting opinions, and I am not suggesting that this country will go the same way. But history shows that these empires lasted at most only a few hundred years. And remember, a change in economic order generally leads to changes in power structure. of course, we may not see ourselves as an empire, but I think you understand the comparison.

In our lifetimes we have only been used to an amazing story of growth, power and innovation. We remain the most powedul militarily. We stilt invent most of the new technologies (although we are too willing to sell them off). In many ways, the U.S. remains the envy of the world. But that image and reality are changing. our nation is at an economlc crossroads. We have become too willing to accept mediocrity in everything-whether it be the goods and services we buy, our education system, or our way of life. Mediocrity leads to stagnation and decline long term.

Today, there is deep frustration, a feeling of hopelessness, and a sense that none of otr politicians really get it or are doing anything about our current issues. If we look back at the last few years, we have seen our home values substantially reduced-one in six homes now are sold at a loss (although many would argue this is only setting them back to reality), our savings decimated so that many of us have no cushion for the future our let alone spending for today, a fear that our pensions will not be there when we need them, high unemployment, rising health care and medical costs, and the list goes on. While these are all personal issues, there is a similar laundry list of business issues, such as over-regulated bureaucracy and deliberate currency under-valuation, that make it difficult to compete. This country has succeeded like nowhere else through true entrepreneurism-which today is being stifled. And all the tax dollars being thrown at the problems may in fact be worsening them. No one could disagree that there is far too much government waste and spending.

But, there is still time! We have been tested before and prevailed. There's no reason we can't do so again. We are past the point of Band-Aids. In next month's elections, all 435 House seats and 36 of the 100 Senate seats are up for grabs. While these may be only mid-term elections, they may be the most important ever. Let's ensure we have a leadership who understands we are a "government of the people, by the people, for the people."

Alan Oakes, Publisher ajoakes@aol.com

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By Calvin Froedge

What your website may be missing

f, s covrnNrEs coNTINUE To LooK for ways to grow leanlA.er and meaner, the Internet is finally getting the attention it deserves.It's 2010, and there are now very few companies who still think that the Internet is not a vital part of their sales and customer relations strategy.

However, there are still many companies who have trouble producing value from their online marketing efforts. In my seven years in this industry, here is what I've heard the most:

"I can't get traffic. Nobody comes to my website."

The difficulty in resolving this problem lies in the nature of what you sell. If you are in a niche market with real demand, garnering traffic is not difficult. You can produce traffic immediately through running a sponsored search campaign. Google Adwords is the best place to start. Running a campaign and getting traffic based on the keywords you choose is easy-running a good campaign isn't. But if you're totally new to this, just getting a campaign up and running is a good place to start. Later you can understand (or pay someone who does) the specifics of tweaking your campaign for optimal performance at low cost.

If you are in a "trend-making" industry, you can follow trends and create content around these trends. An aggressive link building campaign, YouTube video creation, and periodic article submissions to publishers could produce a lot of "instant" traffic-but only if what you make is in national news headlines fairly frequently and there are real eyeballs to put yourself in front of.

Other traffic strategies that are effective-but much longer term if you want to use them effectively-are search engine optimization (you've been hearing about this one for years) and social media (probably not the first time you've heard about this either). Search engine optimization is about producing quality content over an extended period of time, building inbound links, raising your site's page rank, and a myriad of other simple tasks that require constant dedication and work. Using social media requires dedicated attention to services like Twitter and Facebook-finding new friends and customers, supporting existing ones, and commenting on the activities of others just to show you care. Truthfully, these are full-time endeavors that will not produce quality unless they are given full time dedication.

You might be surprised to hear this, but this is a good problem to have. Why? Because it can be resolved with a bit of analysis, building a strategy, and following through with execution.

The truth is, most websites don't convert their existing traffic because:

l. Users don't trust the website. Either you look professional or you look like you're selling stolen TVs in a back alley. Your website appearance has a lot to do with this. Also, including associations you belong to, your SSL certification, and other items can increase website trust.

2. Users become frustrated with the website (they can't do something they should be able to do easily, like order a product). Your website could either be broken, it does not work well in certain scenarios, or critical processes are simply difficult to complete.

It could surprise you how often both of these items go hand in hand (i.e., users don't trust the website because it doesn't work well). This could be for a number of reasons you probably didn't even know existed:

l. Your user is facing browser-specific problems (i.e., something is broken in FireFox but not Internet Explorer).

2. To function properly, your website requires certain technologies that not all users have access ro (such as JavaScript, or certain plug-ins).

One of the best ways to monitor for such instances is to install analytics software. There are several free (and some paid) options that provide incredible levels ofdetails.

Getting your website to perform isn't rocket science. But it does require some thought and analysis (and execution afterwards), which perhaps you've neglected thusfar. Don't worry; an effective website is closer than you think.

- Calvin Froedge is a partner at WebUsabilityCheck.com, a service owned by Creative Logic Media, which helps maximize the effectiveness of websites. He has been involved in the creation of hundreds ofwebsites and web plaforms. Reach him at (801) 754 4466 or calvin@ cr e at iv e lo p.icme dia.c om.

"Why is my website not converting? I get traffic, but I'm not seeing sales-or inquiries."

Housing outlook: Don't fly blind

D scexrr-v. AN TNDUSTRY ANALysr l\asked me to address a simple but very important question: Why does every forecast for housing starts have them hitting 1.5 million units again?

The logic for the rebound was just not self-evident to him, given what is happening right now. Just as it is difficult to see a housing start decline during the boom, it is even more difficult to see a rebound from an extremely deep hole. The depth of the hole is evident in the chart below, which shows the history of conventional housing starts back to 1910.

Before answering the question, it is important to understand the unique character of this particular housing cycle. First, note that there is not a predictable cycle to housing starts. Housing cycles in the 1970s were about every three to five years, and we thought that was the rule. That rule was broken in the 1980s.

Then we entered a particularly prosperous period. Housing starts were relatively stable and trended up from 1991-2005. which led us to think

housing cycles were a thing of the past. Second, unlike every other major housing cycle, the cunent one was nol caused by tight monetary policy or high interest rates. Historically, when the Federal Reserve reversed course and lowered rates, housing rebounded quickly and dramatically. This clearly happened in 1983-1985 after the grim downturn in 1978-1982

Obviously it is not happening this time. All the rules were broken this time. The economic recession in 2000200 I was not caused by tight money either, but rather the popping of the stock market bubble. Fed actions to stabilize the economy in 2002-2004 helped promote easy credit and the boom in new creative financing instruments. This fueled the housing bubble. Between 2003 and 2006, the industry accrued two "hidden" inventories.

Many of us became concerned about the two types of buyers who were merely holding an ownership position, but would eventually be forced to sell-similar to building excess inventory. First, because of

lJ.S. Housing Starts Since 1970

dramatic housing price increases, investors rushed into the market. Problem: they would liquidate their position when housing was no longer an atlractive investment.

Second, there was a rush of new "owners" who were not required to put up a down payment and/or who were not going to be able to sustain the payments over time and would eventually default on that mortgage. This would depress prices further and possibly depress housing starts for several years.

The illusion created in this period was the attractiveness of home ownership, which rose significantly and boosted single family share to a histo ric h igh The correct ion is n o w underway as ownership rates decline. They are likely to fall further over the next few years, both because of the foreclosure process and the realization that housing is not a great investment.

So what do I mean that we are "flying blind?" Since this cycle is unique, there is no historical period that can be used to build a reliable econometric model. In fact, we now have to develop a different kind of model using variables we have never had to consider before. The old approach to forecasting starts was to look first at the fundamental drivers for housing demand over the long term, and then use interest rate variables to forecast the cycle or deviation from that trend. It worked in previous cycles.

But that brings us right back to the starting question. Those fundamental drivers for housing demand are what led most forecasts back to 1.5 million or higher fairly quickly. There are three fundamental drivers for longterm housing demand:

Long-term demand = Net growth in households + Net removal rates + Vacunt unit demand

Net household growth is the major

event and accounts for 7O-807o of fundamental demand. Net household formations are estimated by taking the growth in population by age group and multiplying that number by a headship rate. A headship rate is the number of households in that age group historically divided by the size ofthe population in that age group.

Over long periods of time, headship rates are fairly stable. Plus, headship rates increase as the population ages as well. If headship rates were stable, household formations would currently be around 1.3-1.4 million per year. Removals average about 0.3-0.4 million per year. The need for vacant units (this includes second homes) is about 0.10.2 million units per year. This logic leads to an underlying demand for housing, in trend, of about 1.7-1.8 million per year. Since current starts are way below that level, some believe we are building pent-up demand for new units and starts will get back to 1.5 million units or more. If household growth was 1.4 million per year, then any excess inventory would be depleted quickly.

The problem is that there is currently no evidence of under-building. Vacancy rates are high despite low completion numbers. So the really important question is: When will starts get back to 1.5 million units? And, what will make that happen? Another important question: What type of units will be demanded-single vs. multifamily starts?

The first thing that needs to be addressed is what is happening to headship rates and how many households are currently being formed. The severe recession has eliminated nearly 8 million jobs, particularly for younger people. Headship rates are not stable, but we have never had to estimate annual levels before.

A variety of recent studies are trying to estimate the impact ofjob losses on headship rates and therefore on current household growth. Unfortunately, the available data are not very good. The annual household surveys by the U.S. Census are the best we have and that data is a small sample-based estimate and therefore can be fairly noisy. Also, small changes in a headship rate can have a very large impact on annual household growth rates. It is possible that current household formations are in the 200,000400,000 range vs. the long term trend of 1.4 million.

The next issue: How big is the current excess inventory of units? If you take the current vacancy rate of owner units and the vacancy rate for rentals compared to historical averages, there are 1.9 million units of excess inventory. Some financial groups have estimated that banks are holding another 650,000 vacant units after foreclosure. In total, there could be nearly 2.5 million excess units.

But there are reasons to believe that number could be too high. If one looks at the annual estimate of stock, implied removals, and estimated completions, there is a strong case to be made that this estimate is too high. After the last U.S. Census in 2000, there was a major revision in the stock and elimination of what appeared to be vacant stock at that time.

Unfortunately, the data available for both of these critical starting points is not perfect. So this is one of the times where a decision-maker might consider using scenarioswhat if the recovery is like this, then what would be the best deployment of my strategy? So consider the two following plausible scenarios:

Scenario #1: "Happy Days Are Here Again!"

If you believe economic growth will exceed 3Vo for the next three years, driving employment growth up by nearly

2Vo per year, then household formations will quickly return to 1.3-1.4 million per year. If you also believe that the real vacant stock is only 1.2 million units, then the excess will be worked off quickly during the 2010-201 I period. Finally, if you believe the Fed will remain relatively accommodative until mid-201l, even with healthy growth, then you believe the recovery trajectory shown below. In this case, starts shoot past 1.5 million units in 2013.

Happy Days Housing Forecast

Scenario #2: *rnePatient Heals Slowly."

If you believe that GDP growth will slip back to 2Va or lower, this means employment will not improve much for the next few years. If so, household formations will remain below trend through 2012. lf the vacant inventory is close to 2.5 million units, then the excess will be worked off very slowly. In this case, interest rates remain favorable because of slow economic growth. The primary mortgage lenders would remain government agencies, and lending standards would be another hurdle for the recovery. These assumptions would still support a recovery as shown below, but starts misht not hit I .5 million units until 2015 or later.

Slow Healing Housing Forecast

At RISI, we are working to develop two products for our clients. The first will use our experience and analysis skills to develop the best scenario for planning purposes given the extreme uncertainty of this period.

We are also developing a tracking system to inform clients as quickly as possible if the outlook shifts up toward Scenario I or down to Scenario 2.The outlook we propose will lie between the two scenarios.

- Dr. Lynn Michaelis, former chief economist for Weyerhaeuser, is a senior associate of RISI. Reach him via www.risi.com.

Top 2O1 1 millwork trend: Save vs. splurge

\f,/HeN rr coMES to home improvement, there's little V Y doubt homeowners will remain picky with their pocketbooks into 2011. Consumers with limited discretionary funds are weighing their priorities, picking and choosing among home improvement projects that will make the cut.

Not all home improvements are created equal when it comes to the best investment choices-particularly when it comes to a segment like windows and doors. With hundreds of styles, options and performance combinations, the decisions can be daunting. With that in mind, Jeld-Wen offers insider tips to help your consumer customers identify where to save and where to splurge.

Where to Save

Mqterials make q diffirence, When it comes to windows and doors, experts say materials do make a difference. In general, for windows, vinyl will typically cost less compared to wood. Although if you need to replace old wood windows, replacement wood window sash kits can be installed in existing wood frames and can be very costeffective.

Good tuste can come stqndard. Custom trim, style and hardware options will typically cost more. It's always worth asking first whether there might be a standard design option in an alternative material so a particular look can be achieved without sacrificing style.

For example, Jeld-Wen offers more than 100 panel designs as part of its interior door line, many that mimic classic and traditional solid wood styles but cost far less. Its standard line of hardware options also provides variety when it comes to finishes, colors and designs, without having to pay more.

Maintenance requirements can be the "X" factor. Save by looking for pre-primed, prefinished options that can help reduce costs over the long run and protect the initial investment. Choices such as vinyl windows or fiberglass doors mean minimal maintenance requirements year after year.

Efficiency is in the bank.For long-term savings, insist on windows and doors that come standard with energy efficient, Low-E glass. Many manufacturers offer highly efficient models that don't cost extra, and energy saving models that qualify for tax credits. According to the U.S. Department of Energy, homeowners can save an average

of $125 to $450 a year on energy costs by replacing wornout windows with more efficient models.

Where to Splurge

Don't scrimp on style. Homeowners don't have to pay big bucks to achieve a great look, but experts agree that if you don't love the style or if it doesn't fit with the character or architectural design of the house, it's not worth the investment, no matter what the price.

"Windows and doors make a huge difference in terms of the overall look of a home-considering there is at least one of each in every single room of the home," said John

FOR A JUST FEW DOLLARS extra, consumers can upgrade their door choice, such as by selecting Jeld-Wen's sound-deadening molded interior Quiet Door.

Downs, Jeld-Wen product marketing manager. "As a homeowner, these are product categories where you can't afford to have something that detracts from the overall style of the home or your taste in d6cor. Today there are so many choices that can reflect personal style and theme. Doors and windows give homeowners a major opportunity to get creative and make a d6cor impact throughout their home, often at a fraction of the cost of other home improvement projects that focus only on certain areas."

Go for major impact, Don't sacrifice on main focal points. Homeowners with limited budgets may want to put the majority of their dollars into areas that are going to make the biggest impact, such as the entry door, garage doors, and the rooms they spend the most time in. And don't forget about resale value: respondents in a Jeld -Wen nationwide survey of real estate agents estimated that a typical 2,500-sq. ft. home with updated entry and garage doors is worth, on average, an additional $16,000.

Consider performance features as well. For example, spending a few extra dollars on an insulated interior door to reduce sound between the laundry room and the rest of the house may be worth the peace and quiet.

"It's increasingly common to see homeowners splurge on a custom wood or fiberglass entry door, for example, and save by putting affordable, energy-efficient vinyl windows in the rest of the house," said Downs. "When it comes to balancing the budget, it's a matter of prioritizing in a way that'll deliver the most bang for the buck. For literally a few dollars, more homeowners can impact the d6cor, design and their own peace of mind throughout the entire home."

Little extras well worth i/. It makes sense to invest wisely in areas that'll provide a strong payback. Cladding, which is essentially a prefinished metal layer for the exterior of wood windows, provides great weather protection and never needs to be painted. As a result, nearly 90Vo of homeowners choose the clad wood option, recognizing the long-term value and payoff, even though it costs slightly more than primed wood.

Above all, do your homework. There are literally thousands of choices when it comes to windows and doors. Compare features, benefits, warranties and style flexibility, and choose products that will stand up over time.

"It's worth spending the effort in order to get the maximum return out of your investment," said d-i-y expert Danny Lipford. "In today's market especially, that's essential no matter what your budget or your priorities."

Quick TiPs

To decide whether to spend 0r splurge, experts say it's important to consider these five key factors:

Will this projecVproduct contribute to resale value?

Does it add to the appearance, performance and/or comfort of my home?

Can I still meet my goals if I spend less?

Initial dollar investment aside, will I be happy with my choice over the long run?

What are some options that could lower the expense of this project?

rhe Faster Fastenero

By David Venables, American Hardwood Export Council

Making the global case for American hardwoods

Elon ARCHITEcTs, DESIGNERS and contractors, the choice I-' of materials for their projects is a far more complex process than it might have been l0 years ago. Now these choices must be made against a background of legislation and guidance designed to reduce the environmental impact of the building industry and encourage informed choice when it comes to selecting products and materials.

As a result, industry groups are investing in the research that will provide the key data specifiers need-life cycle assessments, whole life costings, and service life, creating a new competitive platform and some interesting facts and figures.

The American hardwood industry starts from a pretty strong position. American hardwoods come from rural communities that have been managing forests for generations in a way that maintains their biodioversity, productivity and regenerative capacity. Harvesting is low intensity and small scale simply because most of the hardwood

forests are owned by families and individuals rather than by large timber corporations. After harvesting, these forest owners rely on the natural regeneration brought about by the fertile soils of the United States and not on chemical fertilizers or genetically modified species.

It is this kind of responsible forest management that results in new tree growth and the continued sequestration of carbon. The conversion of the wood into products such as flooring contributes to the long-term removal of carbon dioxide from the atmosphere, helping to reduce greenhouses gases and global warming.

Our industry is under the regular scrutiny of the U.S. federal government, which carries out regular and thorough forest surveys. These show that American hardwoods are not only renewable, but are actually an expanding resource. The volume of hardwood standing in American forests has, in fact, doubled in the last 50 years as harvesting levels remain well below the level of growth. And the U.S. Forest Service forecasts indicate further increases of 15 to 2OVo over the next 20 years.

There have been a number of studies done in the U.S. on the environmental impacts of hardwoods. In 2008, the National Wood Flooring Association Industry Research Foundation and the Consortium for Research on Renewable Materials conducted a life-cycle analysis study of wood flooring that evaluated solid strip hardwood flooring against other flooring alternatives such as vinyl, linoleum and carpet. The CORRIM study concluded that wood flooring had the least environmental impact of all the other materials studied.

American hardwoods provide a huge choice-there over 20 species for a wide range of applications, including, of course, flooring.

Inevitably,I get asked the question about the CO' emissions related to the transport of American hardwoods overseas. With the largest part of this transport chain done by sea, the CO2 emissions are minimal. But like many other industries, we are undertaking more detailed research to provide the facts and figures that confirm the case for American hardwoods as the natural choice in a world where sustainability has become the watchword for all our customers.

- David Venables is European director for the American Hardwood Export Council, www.americanhardwood.org.

U.S HARDWOODS are making a play for greater use in Europe, such as at the new headquarters of lreland's Marine lnstitute near Galway Bay, which features solid oak flooring, ash wall paneling, and doors of beech, white oak, and other species.

By fames Olsen

Ghristopher Golumbus, Americats first salesman

king turned him down. Undaunted, Columbus took his theories and proposals to Spain.

Negotiator. Too many sellers feel they have no negotiation power. They assume since the customer has the P.O. book, he has all the leverage. Leadership sellers understand ideas have power and leverage of their own.

As master sellers we must promote our idea, get our customers to say yes, and negotiate the terms of that yes. Columbus showed himself a master negotiator on many occasions, but never more than when dealing with the king and queen of Spain.

comes from hours spent on the basics. Columbus worked at, worked on, and studied navigation his entire life. He didn't just sail, he studied navigation from every possible angle.

The master of anything makes things seem impossible, but in truth the magic is based on a titanic storehouse of experience. The master pays more attention, for a longer period of time (usually a lifetime), than his counterparts. Columbus saved his life and the life of his men many times based on his preparation.

f rr's Drscuss the attributes that I-lmade Columbus a great salesman. Columbus defined himself. To become master sellers, we must define ourselves. "You're just a broker" or any other limiting definition made by others must be replaced with our own definition. "Excuse me, Mr. Customer, I'm not just a broker. I'm a money-making partner!"

The definition placed on Columbus was that of map maker and merchant marine. Columbus decided early that he wanted to be more than a mere sailor; he wanted to be discoverer of the New World! He made his own definition of himself and made it happen.

Persistence. Many salespeople don't prospect at all-these are the victims. Only 5O7o call back after the first no. Only 20Vo call back after the second no, and only lOVo call back after the third no.

At 25, Columbus swam six miles to shore clinging to a log to land in Portugal after his vessel was attacked by pirates. He got a job as a map maker and merchant marine sailing shipments to Iceland and similar voyages. He married into minor nobility and began his planning. It took him seven years to get an audience with the Portuguese king. The Portuguese

After another six years of yes-nomaybes from the Spanish potentates, Columbus decided to take his idea still elsewhere. This "walk away" was just the spark that Ferdinand and Isabella needed to "pull the trigger." If Columbus had continued to wait on a maybe, he would have failed in his quest. Only after he created outside interest using prospecting and the walk away did he earn the respect and the order from his prospective customers.

Preparation. Sailors of the day had compasses and charts of star positions, but they couldn't calculate longitude. Because of this, they were always a little (or a lot) vague on their position in uncharted waters, which led to disastrous voyages. Columbus' deadreckoning navigation skills were said to be magical, a valuable skill in a world unable to calculate longitude.

Columbus studied astronomy, map making, compass reading, and anything else that would make him a master navigator. He dedicated his life to his trade. Many salespeople want to be "big hitters" but they don't want to learn their craft. Long after Columbus was considered a professional sailor he continued to study.

Any skill that seems "magical"

Creativity. In his last voyage, Columbus found himself shipwrecked. The natives wished the Spaniards gone and refused food. Columbus convinced them that ftis God was displeased with them and proved it by "producing" a solar eclipse. Columbus had studied and timed his meeting with the natives with the appearance of the eclipse.

Tough Decisions. Columbus was judge and jury on his voyages. He ordered executions. He had to decide to turn right, left or back with many lives riding on his decisrons.

Sellers who refuse to make tough decisions struggle. Deciding to prospect and using the "walk away" are but two examples of tough decisions we must make as master sellers.

Great salesmanship can be found throughout history. Let's make our own historv todav!

Columbus knew that nothing happens, even the discovery of America, until the sale is made.

By Carla Waldemar

The secret of success? Think small

[rven HEARD or Silverton. Or.? -U.rMaybe not. Or Brooks, Molalla or Woodburn? Me neither.

But Withers Lumber has yards in all four pinpricks on the state mapand for a reason it believes in and is banking on. Says Trent Withers, who runs the company his grandfather launched in 1928, "We are never going to be a big, mega-operation. My grandfather didn't want that, my father didn't want that, and I don't want that. Everyone else plops down a l0-acre yard and fans people out for 50 miles. Instead, our idea is just the opposite: to have small yards in small communities, with local people, and become part of the towns."

Soft-spoken words, to be sure, but they come with a fighting edge behind them. That goes back nearly 80 years, to when the big boys-in this case,

Copeland's-rode into Woodburn and told Trent's grandpa, "We're going to make it tough on you. Sell out, or we'll put a yard across the street." He didn't, and they did.

Grandfather Withers eventually gave up the yard and relocated to nearby Mount Angel. But when decades later Copeland's split up the chain, Withers was able to repurchase the Woodburn store, making two yards just a couple of miles apart. In 1962,Trent' s father, Bob, added a third location in Brooks, also just up the road. "Three yards within 20 miles," Trent underscores the operating mantra.

Then, about five years ago, he says, "two things became clear. Copeland's dried up completely; they lost their yards in small communities. In fact, here in Oregon, the business

model became one of mega-yards with a hundred people serving some 500 miles. That only reinforced our company's idea that we could do well by not acting like the big yards. In fact, we actually have our fifth location mapped out, as soon as the economy improves," confides Trent, who took over from his dad in 1998.

"Oh, Dad still comes in just often enough to make trouble, to stir the pot," his offspring notes with abundant affection.

Maybe Bob always suspected his prodigal son would be back. "Growing up, I wanted nothing to do with the lumberyard," Trent bristles in retrospect. "I left to go to theater school in L.A. and become a movie star." But after the glitz started to tarnish and million-dollar contracts failed to come his wav. when Dad

WITHERS LUMBER puts the bulk of its marketing budget into customer events, such as this recent contractor barbecue at its headquarters yard in Silverton, Or.

ASPIRING ACTOR-turned lumbervard owner Trent Withers uses his theater baikoround in his sales presentations,

offered, "Why don't you come back?" Well-sure! And no regrets. "Now I'm using my theater background as a sales guy," he readily asserts, "and having a lot of fun."

Making big decisions, too. The biggest change came about when Home Depot moved in close by, prodding Trent to get out of the retail trade and concentrate solely on pros. "We changed the product mix and staff [orientation] in order to serve the smaller contractors, who built one or two houses a year. We're a small company, and small operations like to do business with each other. We all like the personal relationships and feel connected-not serving those larger customers of a 'typical' yard, but they're large to us."

"In fact,' he says, "our only rule here is to have no rules. To be flexible. We want to operate on an individual basis, according to their individual needs."

For instance? "For instance, free delivery. And one of the biggest reasons for our success is that, unlike the big companies, we don't deliver the whole house package in one day. (Others will drop the whole thing there to warp and twist and rot.) Instead, we make multiple small deliveries- 15, not one or two. It's part of being a smaller yard in a small town. We carry a little bit of everything they need to build a house, too. And we offer our customers product-knowledge sessions on issues such as the proper way to install windows and doors. There are so many lawsuits waiting to happen, so we spend time educating ourselves and our contractors."

Having employees who are long-timers gives Withers a leg up, too. "They're mature associates, some with 14 years with us, and we appreciate and value their expertise. It's not like going to a box, where folks are earning $10 an hour."

Not at all. Trent has put the earning potential squarely in his team's collective hands. He's established an incentive program that pays off based on productivity. It works like this: dollar sales divided by number of staff-which, he says, is "the most important number in a business. And the great thing about the plan is that they police themselves. 'You have to hit the numbers,' they'll say. And this way, it takes fewer people to do the business we do."

Know what, Trent? There's a catchy slogan out there that sums it up: "Do more with less."

Bingo. And that's especially vital because, contrary to a reporter's expectation, there's little economy to be achieved in operating four stores, Trent contends. "No. Actually, it costs more. A mega-yard could buy five truckloads. Instead, we order one and ship it to one location, then split it up and transport it to the others." However, customers do love the fact that if one yard doesn't have a crucial item in stock at the moment, it's likely that another one, close by, will step up and fill the gap.

Withers boasts five '..very aggressive" outside salespeople who troll for new accounts. "They'll approach an under-served contractor and show him how a yard that values his business might treat him differently." And occasionally, treat is exactly the right word-for, instead of spending all its dollars on advertising, reports Trent, "we'll find out what our customers like-such as fishing or baseball. Then we arrange events focused on their particular passion."

Even in this dicey economy. And, let's be honest, it's hit Oregon hard. To survive, Withers has been forced to reduce its staff from 60 to 20-a move, Trent acknowledges, as he bites the bullet to ease the pain, "that was key to keeping the company around until the next good times. In this state," he says, "there's still no light at the end of the tunnel, and the coming winter will be tough."

But, hey I It still beats Hollywood. "It's so much fun to assemble a group of people and head them in the same direction-to set them to set aside their differences and do what's best for our customers-which," he underscores. "is ultimatelv how we all benefit." Amen to that!

Carla Waldemar cwaldemar@ comcast.net

LET'S SPLIT: Withers' yards are close enough to each other that it's economically advantageous to have mills ship large loads to one location and then Withers itself can distribute the lumber amono its four sites.

Build-lt Cook's Way (J,H. Cook Lumber Co.), Mt. Pteasant, Pa., has closed after 101 years.

Williams Lumber & Home Center, Rhinebeck, N.Y., hopes to begin construction next month on store #10, in Washington Hollow, N.Y., for a summer 2011 opening.

The existing building, site of a longvacant car dealership, will be converted to a kitchen and bath showroom in front and a '13,000-sq. ft. home center in the rear. Three warehouses will be constructed to the side.

Central Builders Supply, Pelham, Al., has declared bankruptcy and closed after 14 years.

Its site was sold to Roy Martin Construction for $700,000, with its equipment and remaining inventory liquidated at a Seot. 9 auction.

Kramer Ace Hardw?r€, Garner, la., is moving into a larger, 14,000sq. ft. building by the end of the year.

Staples Hardware, Bingham, Me., has been opened by Mike and Debbie Staoles.

Michigan Ace Chain Adds #4

Three-unit Meyer Acc Hardware. Petoskcy, Mi., acquirecl Gaylord Ace Hardware, Gaylord, Mi.. which closed eight months ago aftcr owner Wally Drzewiccki filcd bankruptcy.

Thc Gaylord store reopcned in September r-rndcr thc Meyer Acc namc, with Dave Damp as managcr.

American Moving Alabama Operations to Larger Facility

Amcrican Lumber. Uvaldc. Tx.. will opcn an expanded southeastcrn rcgional remanufircturing and distribution centcr in Tarrant (Birmin-lham). Al.

The 98,000-sq. ft. fbrrner corru_liated paper plant was acquired from Georgia-Pacific.

ln addition to a manufacturin_s plant and three sales offices in Texas. American has had a facility in Tuscaloosa, Al.. for the piist fi i'e years. By this month. all Alabama operations will be relocated fronr Tuscaloosa to B irrriingham.

Arnerican Lurnbcr president Barly Hendler notccl, "This tacility will provide our cLlstorners ancl vcndors with a ccntralizccl location. which will allow fbl this continuccl gfowth. "

Alabama operations manager Joe Hcndler added, "We are capable of manufacturing large and small quantities of spccialty products ftrr our custonrers. and with cxpanded facilitics we lr'el wc will hc rrrore cornpetitivc in the nrarkctplace."

House-Hasson Expanding

House-Hassort Hardware rece ntlv complctccl a $l nrillion,50,(XX)-sc1. ft. cxpansion of its headquartcrs lacility in Knoxville , Tn.. and is launching a $2 nrillion expansion ol' its warehousc in Prichard. W.V.

Improvenrents will include a 100.000-sq. ft. addition to the warehouse and new truck docks. Officials said that the expansion will allow more northern-based customers to be served from the W.V. facility rather than the one in Knoxville.

According to president Don Hasson. the expansion will allow the company to make full use of ernployees -sained with the October 2009 acquisition of Moore-Handley Inc. Hc also saicl that the dealers HouscHasson serves hlve been ablc to incrcasc sanre-store sales by 3% de-spitc a bad econorny ancl cornpctitiort ll'orn big boxes.

Milling Equipment Maintenance Man Crushed

Authorities are investigating the accidental death of a subcontractor who was crushed by a falling piece of machinery at Rex Lumber Co., Graceville, Fl.

John Crawford,46, was performing equipment maintenance Sept. 3 when a part fell on and pinned him.

Investors Buy Vinyl Producer

Associated Materials LLC, Cuyahoga Falls, Oh., agreed to be acquired by investment group Hellman & Friedman for roughly $ I .3 billion.

The vinyl siding/window producer is currently majority owned by Investcorp and Harvest Partners.

OSHA Cites Alabama Mill

The Occupational Safety & Health Administration has cited Phenix Lumber, Phenix City, A1., for 53 safety and health violations following the death of one worker and the critical injury of a second.

The death occurred in March, when a worker's head was crushed between a motor being hoisted with a forklift and other equipment. A second worker suffered a broken neck after he fell

while completing daily maintenance on a debarker.

At the time of the accidents, OSHA officials were conducting a follow-up investigation to determine if previous violations had been corrected.

Shingle Thief Sentenced

The last of four people arrested for robberies at Lapointe Lumber, Augusta, Me., was sentenced to 15 months in prison.

Johnathan R. Scott, 35, pleaded guilty to l0 counts of theft by unauthorized taking, two counts of burglary, and two counts of criminal trespass. The thefts occurred during the summer of 2O09 at Lapointe's yards in Augusta, Gardiner, and Monmouth, Me. Scott was sentenced to five years in prison, but all but 15 months were suspended. He also was ordered to pay S55.000 in restitution and serve three years of probation.

Scott and three others were arrested one year ago, after a police officer noticed that a vehicle hauling a trailer full of new asphalt shingles had a flat tire. Another officer found a hole in a fence at Lapointe's yard in Gardiner, and the manager reported that a pallet full of shingles had disappeared.

r DEALER Brlefs

New Ace Hardware franchises are popping up throughout the couniry.

Managing partner Doug Brown unveiled a new store Oct. 5 in Greensboro, N.C.

Joe and Cindy Smith are opening their 6th location, in Vineland, N.J.

Wayne and Peg Winckler will open 8,000-sq. ft. store early next month in Tyndall, S.D.

And a new location is planned for Creve Coeur (St. Louis), Mo,

Bill's True Value, Lisbon, oh., is closing after 18 years, with the retirement of owners Bill and Helen Homan.

Welch's True Value Hardware, S. Royalton, Vt., has added 8,000 sq. ft. to its sales floor.

Menards' conshuction of a new 262,000-sq. ft. store in Bemidji, Mn., is on track for a late February opening.

Habitat for Humanity opened a new 15,000-sq. ft. ReSfoI€ discount LBM outlet Oct. 1 in Zephyrhills, Fl., and relocated its New Port Richey, Fl., unit to a larger, 12,500-sq. facility featuring an 800-sq. ft. Green Market.

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Rawles-Aden Building Products, petersburg, Va., has closed after 50 years.

Century Lumber & Land, Century, Fl., pushed back start-up four weeks to Oct. 16.

-_.Along_with. sister companies Railmark Holdings anO Milton Timber, the complex willtreat railroad crossiies, kiln dry lumber, build and sell kilns, repair railcars and track, and process paulownia as wood products and biomass.

Amerhart Ltd. opened a DC in a former North Pacific facility in Traverse City, Mi., to serve its lumberyard and industrial accounts.

The company also purchased the hardware division of Jaeckle Wholesale Inc., Madison, Wi.

Seemac Inc., Carmel, In., is looking for a buyer for its 2}-acre hardwood concentration yard in Boston, Ky.

Rice Lumbot, Shelburne, Vt,, lost a storage building and box truck in an Aug. 31 fire.

Roseburg Forest Products curtailed operations indefinitely Oct. 1 at its 40-year-old particleboard plant in Vienna, Ga. Possible restart will be evaluated on a month-tomonth basis.

Foley Hardwoods, Bargersville, In., suffered heavy damage to its building in a Sept. 15 fire.

Historic Downturn in Lumber Markets Shows in Final 2009 Totals

U.S. demand for lumber has been slashed in half over the last five years, according to a final production figures tallied by Western Wood Products Association. Domestic ourpur totaled 31.3 billion bd. ft. in 2009.

The lack of home building in the U.S. contributed to the historic decline. Just 554900 houses were built in 2009, a 39Vo decline from the previous year. It was the lowest annual total since 1945, when just 326O00 houses were built.

Consequently, just 7.3 billion bd. ft. was used for residential construction in 2009, compared to 27.6 billion ft. used in 2005.

Lumber production in the South declined 19.5Vo to 11.79 billion bd. ft., while output in the West fell to 10.38 billion ft. Imports, mostly from Canada, lost more market share in 2009, droppin g 30Vo to 8.9 billion bd. ft.

Wilsonart Dumps Flooring Line

Wilsonart International, Temple, Tx., is getting out of the high pressure laminate flooring business, due to the sluggish economy.

The manufacturer is discontinuing its Wilsonart Flooring product line, as of Oct. 29 , and shutting down the plant in Temple that manufactures flooring, as well as cast sinks, Dec. 3. Approximately 50 jobs will be eliminated.

Wilsonart Flooring is the only flooring of its type still made in the U.S.-and one of the most expensive.

The company is reportedly attempting to sell the laminate flooring business and factory.

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4 fhe crossroods of on induslry

6 Countdown to lBM's biggesr show 8 Troders lhorket widens proglom nix

I Schedule of events

0 Adding volue to every soles coll 12 ilAWIA Troders Mqrket exhibitor lisr 14 Troders Morket show floor

TBADERS PREVIEW is published annually at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a Calitornia corporation), publisher ot Building Products Drgest and rhe Merchant Magazine. copyright@2O10 by Cutler Publishing, Inc, Cover and entire conlents are fully protected and must not be reproduced in any manner without written permission. To advertise in next year's Traders Preview, call Alan Oakes or Chuck Casey at (949) 852-1990. This supplement is published in conjunclion with the NAWLA Traders Markel.

To Allend the llAWLA Trqders Murket

The NAWLA Traders Market has strictly enforced policies relative to exhibitor eligibility and general delegate qualifications. These policies are stipulated on the meeting registration form available at www.nawla.org.

Anyone with questions about the attendance policy or any other aspect of the event should contact NAWLA, (80O) 527-8258, (847) 870-7470,Fax847-870-0201, or info@nawla.org.

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The crossroods of on industry

Bv Buck Hutchison

tUVen THE LAST 15 YEARS, the NAWLA Traders Market has grown into the largest trade show of its kind, focusing on the supply and distribution of lumber and building products. This year, we have worked to broaden the scope of the show while still maintaining the focus on manufacturers and wholesalers.

Traders Market continues to evolve. Of special interest this year is the introduction of the New Product Showcase. The showcase will be a special area of the trade show floor that will enable companies to market new or rebranded products they produce or offer.

NAWLA has always represented that crucial link in the supply chain. That supply chain needs to include those specifying the material, so NAWLA has partnered with WoodWorks to provide two continuing education classes for architects. The two classes will focus on the use of wood and wood products in sustainable design and will be offered on Friday morning of the show. Afterwards, the exhibitor and attendees will have a chance to meet with the architects as they visit the tradeshow floor. An additional benefit to attendees is that they may attend the classes for free.

Another exciting feature is the launch of the revamped Magellan Network. As NAWLA increases its global activities, the Magellan event at Traders Market will become one of many chances to learn about imports and exports. This year's panel will focus on emerging markets. Both panelists are well known in the industry throughout the world. Mike Snow with the American Hardwood Export Council and Brent McClendon with the International Wood Products Association will provide an outlook on where the markets are going. Once again,International WOOD Markets Group's Russ Taylor will serve a moderator.

We've made some changes and improvements this year, but one thing hasn't changed: value. Traders Market continues to provide the industry with excellent return on investment. Networking, business, and sales will once again be the main focus, but with a few fresh twists.

See you in Chicagol

Buck Hutchison

Hutchison Lumber & Building Products NAWLAChairman

Countdown to the big show tlAWlA shows off o few new tricks

lfHe ROAR of the crowd at a I football game. The slight chill I in the mornins air. Hardwood trees bursting into Jhades of orange, red and yellow. The anticipation of NAWLA Traders Market. All signs that fall has arrived, and the time has come to make your final plans for the 20 10 Traders Market in Chicago.

For 15 years, Traders Market has provided the lumber industry with outstanding value and a business focus. This year promises to again deliver the goods-with a few fresh twists.

There are dozens of tradeshows that involve lumber products, but one thing makes NAWLA's unique: it focuses on the supply and distribution of lumber and related products. Period. Other shows consist primarily of service and machinery providers, but not Traders Market. If you are looking to sell a lumber product, looking for new suppliers, or wanting to expand to new networks, this is the place to be.

Among the new features are revised show times, a revamped international program, a Wood Basics Course alumni reunion, a meeting of

the Western Red Cedar Lumber Association, and sustainability training for architects.

Instead of the familiar two fourhour days on a Friday and a Saturday, this year the NAWLA Traders Market will open on Thursday afternoon, then conclude with a longer, five-hour schedule on Friday, Nov. 5.

The newly revamped Magellan Network event will include an outlook on emerging markets and products by a select group of recognized experts. Both exports and imports will be covered by some new faces and some longtime friends.

The Wood Basics Course has long been recognized for setting the standard for training the future leaders of the industry. In the 30 years since it

began, nearly 1,500 students have graduated. The friendships that start there stay with alumni the rest of their careers. This year, there will be a special reception for alumni of the Wood Basics Course.

In addition, WRCLA will stage an invitation-only program on the green benefits of western red cedar.

NAWLA also has partnered with WoodWorks to present two continuing education classes for architects and engineers during Traders Market. Both classes will focus on the use of wood for sustainable design and building, and attendees will have the opportunity to visit the show floor on Friday afternoon. Traders Market attendees can attend the classes for free.

Favorite events will also return-a sidetrip to CME Group's mercantile exchange floor, a two-day sales workshop (this time delivered by Dave Kahle), and a motivational kick-off presentation (this year by baseball's Jim "The Rookie" Monis).

Join the 200-plus exhibiting manufacturers and well over 1,000 attendees at a show to remember-and profit from.

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Trqders Mqrket folls out wider rqnge ol progroms

IfHIS YEAR'S Traders Market features the most diverse I selection yet ofbusiness and educational sessions:

Sales Training Course: "How to Survive & Thrive by Selling Smart in a Difficult Economy"

Wednesday Nov. 5, I - 5 p.m., and Thursday Nov.6, 8 a.m. - l2 p.m.

Dave Kahle, president of The DaCo Corp., presents a special two-day program for mid-level sales professionals, teaching how to target and prioritize your market, systematically create new customers, and compellingly present the case for the customer to buy everything from you.

The fee is $295 per person.

. Magellan Network Breakfast & Program on Global Trade

Thursday Nov.5, I0 a.m. - 12:30 p.m.

A signature event of the NAWLA Traders Market, the event includes expert speakers and networking on both import and export issues, softwood and hardwood prod-

ucts. This year, moderator Russ Taylor, International WOOD Markets Group, will be joined by panelists Brent McClendon, International Wood Products Association, and Michael Snow, American Hardwood Expott Council.

The fee is $99 for members, $125 for non-members.

General Session: ttStanding at the Crossroadstt

Thursday Nov.4, 12:30 - 2:30 p.m.

Jim Morris, inspiration for the movie The Rookie, did the impossible and landed a pro baseball contract at the age of 35. He's a prime example of an underdog who had the courage to stand at the crossroads and then take the road less travelled, while others moved along the beaten path. A schoolteacher by trade, Morris is a lovable storyteller whose miracle story captivates and inspires audiences to never give up on a dream.

Western Red Cedar Lumber Association Meeting: ttGo Green with Western Red Cedartt

Friday Nov.5,8 - l0 a.m.

Green expert John D. Wagner discusses how woodand specifically western red cedar-should position itself in the green-building environment. Topics include:

Taking advantage of the dramatic rise in green regulation

. Understanding the changing landscape of wood certification, including FSC, SFI and National Green Building Standard

Overcoming common misunderstandings about LEED certification and wood fiber

. Parlaying cedar's favorable life-cycle analysis results into greater sales

Countering the rise in alternative materials

To attend this invitation-only event, please contact WRCLA's Beth Hird at hird@wrcla.org.

. Educational Offerings for Architects

Friday Nov. 5, 8 - 9:30 a.m. and l0 - I I :30 a.m.

Two sessions will be offered for licensed architects to earn up to three continuing education credits. Instructor Archie Landreman, technical director for WoodWorks North-Central , will first speak on "Wood & Green

Building," focusing on sustainability and Life Cycle Assessment. Later in the day, Landreman will discuss "Practical Use of Engineered Wood Products," providing assistance in determining which EWP are best suited for various non-residential applications.

The fee is $100 per session.

p.m. Begbtration open

1{ p.m. 10 Group mo€tings

1€ p.m. Sales trainirg Gourse on .l Can" selling system, part one', leaturing Dave Kahle rr*Si5.S p.r. Alumni recsption for ;..,ry,@ gqqios Course graduatal ,ld,@!e-m. EadyBirdcoclftail :. ,l. rtg*ton I'

6:30am-7:fl! p.rn Registration open

7€ em 10 Grcxrp rneetings

7 *m.-12 p.m. Exhibitor set-up

8 arn-12 p.n. CME Group exoureion

8 e.m,-l2 p.n Sahes training couroa on "l Can" sdl[ng sy$em, part tflo"

$10 a.m. Corfllcil of committee chairs & vice chairs meeting

10:15 a.m.-12 pm. Conmitte meetings

123&'2:30 p.m. Grand opening lunch: Chairman's welcome, presidenf s address, awards presentation, keynote address by Jim Monis

2:45{ pn Traders Market open

F7:dt p.m. lce Breaker reception

trih,hndcr5

7:3{F11 :30 a.m. Registration open ,, .te9$0.qm' Educational sessiontor i ,:i adf66q,onnV@&Greon i ,,Building".

'

t*0,",ir".: Magelbq etub bqqg4st,,&

Associafion

WE*tcrd

John D. Wagner

lGl1:3{l a.m.

architects, on ?ractiml use of Engineered Wood*

10 a.m.€ p.m Traders Market open

l2-1:3ll p.m. Lunch on showfloor

34 p.rn. Exhibitor dismantle

" Requirc g,f/pante tl8isfratioilteF€/watiott

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WRCLA MEMBERS

Do'ivrrie Tirriber/Selkirk Specialty

Enyeart Cedar Products

Giibert Smlth Forest Products Ltd

Haida Forest Products Ltd.

ldaho Forest Group Interfor

Sawarne Lumber Company Ltd.

Shakertown

Skana Forest Products Ltd.

Twin Rivers Cedar

Western Forest Products, Inc.

AFFILIATI MANUFACTURERS

Mid Vallev Lumber Specialties PLH/Health Mate

North Enderby Timber Ltd.

0rePac Burlding Products

PowerWood Corp

0uadra Wood Products

BW Creative Wood Industries

Cedarshed Industries

0utdoor LivingToday

Synergy Pacific/Ouattro Timber

1.866.778.9096

Not oll suppliers ore crected equol, Buy your Western Red Cedor from these quolity producers,

Adding uolue to euery soles rqll

By Dave Kahle

time spent with you is worth the investment.

If, over time, you can create that idea in the minds of your customers, you'll find them generally willing to meet with you when you call. And in an economy where "too much to do and not enough time to do it" is the prevalent mind set, that reputation is a valuable asset.

I RE YOU WASTING your cus- ft n:t;ii:tT *ril: l* :::l'*

customers are eipected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the pressure.

In order for your customers to reliably make time to see you, they need to expect that they will gain some value for the time spent with you. That means that, if you are going to be successful in the world of B2B sales, you'll need to create a reputation that

As is always the case, it starts with thoughtfulness and preparation. As we prepare for a sales call, we so often think about what we want to accomplish and what we want to gain out of the sales call. Very few salespeople ever give any thought to what the customer gets out of it. That's the starting point.

Here's a little mental trick to help you. Before every sales call, when you are thinking about what you want to do, and what tools and materials you'll need, take a moment and ask, "What is the customer going to gain out of this time he spends with me?"

Here's a list of some possible answers:

1. Some good ideas to help him in his business or his iob.

2. Some ways to help him gain more business.

3. Some ways to distinguish himself from others.

4. Some ideas about how to reduce his costs.

5. Some good things to think about.

6. You helped him resolve some conflict.

7. You helped him simplify things.

8. You helped him solve some problem.

9. You helped him move closer to some objective.

10. You made him feel better about himself or his business.

11. He got to spend time with your charming, entertaining personality. The answer probably lies somewhere within the top ten items on that list. If you can't name anything that the customer will gain, then you can safely assume that the time the customer spends with you in that sales call will be a waste of his time. Your relationship may be able to withstand one or two of those, but in the long term, wasted time will destroy a business relationship.

If you are going to bring value to every customer, every time, then you'll need to spend more time preparing to do so. That brings us to two simple rules to add value to every sales call:

1. Present something, every time.

2. Ask something, every time.

Present something, every time, means exactly that. You should, in every sales call with every customer and prospect, have something to talk about, to educate him on, which may be of value to him.

You can, for example, have an idea that you share. Maybe an idea that will help him... cut costs, ... increase revenues. ... save time, do something better or easier, ... make him more valuable, ... make his job easier.

You may have a story you can tell that provides an example of how someone gained a benefit or solved a problem. You could present a new service, new product, new product line, or new application for an existing product.

And, finally, you could present a proposal to buy something from you. The important thing here is that you prepare to present something t() every customer and every prospect on every sales call. And not just anything, but rather something that this particular customer may find of value to him.

Don't forget rule number two: Ask something, on every sales call, with every customer and every prospect. And I don't mean a question like, "What do you think of the weather today?" Ask a question that causes the prospect/customer to...

think about his job or his business in some different wav.

consider something that he has probably not thought of before, ...clarify some values, goals, objectives or strategies.

The ultimate power of a good question is that it causes the other person to think. The thinking process that results is the value that a customer may receive from the time spent with you. The purpose of the question is not for you to gain information; rather, it is to direct the customer to think about some things in different ways, so that the customer receives some value.

If you take the time to individually prepare something to present and something to ask for each sales call, you will, more times than not, be perceived as bringing some value to the customer. Over time. he'll be more and more willing to meet with you. And that reputation will be one of your greatest strengths in the marketplace.

Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of'a free ntonthlr- "Thinking Ahout Sales" ez.ine and sir books-includlng Question Your Way to Sales Success. He will be leading a two-day sales vvorkshop at this ))ear's NAWLA Traders Market. Reach him at ( 800) 33 I - 1 287 : w'ww'.davekahle.com.

When it comesto quality southern pine plywood, Coastal Plywood has been a leading provider throughout the eastem US since 1981 Wholesale distributors rely on Coastal Plywood for a wide variety of products milled to exacting standards and consistency. Depend on Coastal Plyrood for superior customer seMc€ and reliable delivery.

Appearance, consistency, and performance. You'll get allthree from Coastal Plywood. And we have decades of history to prove it.

Made fiom the bounty of the world's best managed forests hene in the southeastern USA, we bring you...

PLWTOOD, a bied and true prcduct that actually does nngrow on tlees".

Adivan Woods

Curitiba. Brazil

2010 llAtltlA froders lhqrket Exhibitor list

).1fi

Brazilian hardwood decking manufacturer.

Ainsworth Group of Cos. 700

Vancouver, B.C.

Commodity and specialty OSB products include Durastrand flooring, Thermastrand radiant barrier roof sheathing, Durastrand rimboard, and SteadiTred stair tread panels.

Anderson Pacilic Forest Products 307 Maple Ridge, B.C.

Specialty sawmill since 1993.

Anglo American Cedar Products 733 Mission, B.C.

Supplier of WRC shakes and shingles.

Ante-Holz GmbH

Hessen. Cermanv

wood laminating plants in El Dorado and Washington, Ga., and I-joist facility in Sault Ste. Marie, Canada.

Arauco Wood Products 206

Santiago, Chile

Trupan ultralight MDF panels and moulding, and AraucoPly plywood, siding and beaded panels.

5660 New Northside Dr.. Ste.1100. Atlanta, Ga. 30328; (618) 621-2OOO; Fax

6'/ 8 -621 -2O9 5 : www.wolmanizedwood. com. Booth contact: Kris Owen.

Asia Ruildino Meteriels l.td.

Hilton Head Island. S.C.

Chinese millwork supplier

Ringgold, Ga.

Operates a SYP sawmill and Wolmanized treating plant in Ringgold and a treating facility and reload vard in Vincennes. In.

Rer\iamin Obdyke

Horsham. Pa.

Residential building products, including the Home Slicker family of moisture-eliminating rainscreens, Cedar Breather underlayment for wood roofing, and a full line of ridge ventilation products, including Roll Vent, Rapid Ridge, and Xtractor Vent.

Box 1877, El Dorado, Ar. 71731; (870) 862-341 4; F ax 870-863-4296; www.anthonyforest.com. Booth contact: Chris Webb. Operates SP mills in Urbana, Ar., and Atlanta, Tx.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered

Manufacturer of chemicals that enhance the properties of wood and licensor of the best known brands of pressure treated wood, including Wolmanized wood and Dricon fire retardant treated wood. Also produces FrameGuard anti-mold coating and AntiBlu sapstain control products.

Arrow Reload Svstems.Inc. 734 Kamloops, B.C.

Anow Transportation division with reloads throushout Canada and the U.S.

C;p.:ee,k Lr.lrnB,erl co.

Surrey, BC o {ax 604-53I.7581 r craw{ordcreek@shaw.ca 604-53 I -7 588 . www.crawfordcreeklumber.com

Renneff I nmher Prnr|rrnrc

Princeton, Id.

Facilities in Princeton, Id., and Clarkston, Wa., produce 414 & 8/4 lumber and oversee 62,000 acres of timberland in Idaho and Washinston.

RLG Cargo Logistics

Bremen. Germanv

Specialized logistics solutions.

Carol Stream, Il.

6t1

Online credit data tracker for sawmills, wholesalers, retailers and exporters.

RNSF Railway

Ft. Worth, Tx.

Railway across 28 states and two provinces

Boise, Id.

Manufacturer and distributor of lumber, panels and engineered wood.

Boozer I.aminated Beam Co. 620 Anniston, Al.

Manufacturer of southern pine glulams, including 2.lE Boozerlam, 1.98 BoozerBeam, 1.9E BoozerHeader, l.9E BoozerColumn, 1.8E BoozerBeam. and 1.6E BoozerHeader.

Newburyport, Ma.

Machine stains and wood care oroducts for siding, decking and fencing.

Calculated Structural Designs 23O Calgary, Alb.

Princeton, N.J. Management consulting firm.

Eurooean softwood sawmills.

Quality Manufactured ForestProducts at Competitive Prices, including FSC-certified Western Red Cedar and Hemlock.

Eclipse* Energy Cuard is an innovative wall sheathing system that antegrates the proven energy efliciency of Eclipse* Radianl Banier Panels with the benefits o{ diffusing vapor and in a single producl

WindBrace'OSB Engineered for greater strength and less deflection, WindBrace' OSB wall sheathing delivers higher shear load values and meets uplift code reouirements for wind velocities.

SmartPour- is a 355 medium density overlay (MDO) Structufal I panel manufactured with a Southern 6roup l face, back & core ! veneers. A l-step lay-up method in a proprietary process incorporates a NoxCrete Form Coat and a waterproof bond that meets all APA PSI 07 standards.

Smartcore " Plyarood producs are manufactured to lhe highest quaiity with all Southern Pine construction for the greatest strength and stiffness.

RoyOMartin offers a complete line of prernium-quality plywood products.

Calvert Co, 330

Vancouver, Wa.

Manufacturer of glulams, arches and trusses for over 50 years.

Canadian Forest Products Ltd. 831

Vancouver. B.C.

North America's largest SPF lumber producer and one of Canada's largest structural panel producers. Products include dimension lumber, studs/PET, FiJ studs, MSR, specialty products, Iong lengths, OSB and plywood. Species: western SPF, eastern SPF. hem-fir, DF. larch.

303

Montreal, P.Q.

Railroad network serving markets across North America.

C&D Lumher Co.

432 New Ensland Riddle, Or.

Manufacturer of Douglas fir, Port Orford cedar, and incense cedar products.

Carrier Lumher Ltd. 724

Prince George, B.C.

Producer of over 200 million bd. ft. oer year, specializing in SPF.

Century Aluminum Railings 104 Edmonton, Alb.

Do-it-yourself line of maintenance-free aluminum railings and patio covers.

Cersosimo Lumher Co. 626 Brattleboro. Vt.

The largest producer of Northeastem U.S. hardwoods and eastern white oine lumber in

China Hengda Wood

Shandong, China

Chinese manufacturer of joint-laminated boards, fingerboard, wallboard, flooring, furniture and woodcraft.

CMPC

Santiago, Chile

823

Produces solid wood products, sawn wood, remanufactured products, plywood, lumber, wood chips, and pulp from timberlands in Chile and Argentina.

CJ\{. Tucker I.urnber Cos. Pageland, S.C.

Southem yellow pine sawmill and pressure treater.

Coastal Plywood Co.

426

Box 1128, Havana, Fl. 32333; (800) 359-6432; (850) 539-6432; Fax 850-53967 99 ; Email dforbes @ coastalplywood. com; www.coastalplywood.com.

Coastal Plywood is committed to providing the best value in southem pine plywood. It has recently completed the installation of new manufacturing equipment to improve the quality and appearance of its plywood products. Its sales staff is responsive to customer needs throughout the purchasing process, from inquiry through delivery.

Coastal offers an extensive product line that includes Performance Rated Sheathing, AC, BC, BB O&ES Plyform, Sturd-I-Floor underlayment, classic beaded interior siding, and SolarPly radiant barrier roof sheathine.

Collins Cos.. The

Portland, Or.

Family-owned forest products company since 1855, with FSC-certified forests in Oregon, Califomia and Pennsylvania. Products include hardwoods, softwoods, pine particleboard, engineered wood siding and trim.

Columbia Cedar

Kettle Falls, Wa.

Manufacturer of westem red cedar decking, siding, fencing, T&G paneling.

Fort St. James, B.C.

Timber harvesting, reforestation, forest management, sawmilling logs into lumber and wood chips. and lumber linishing.

N. Vancouver, B.C.

WRC, DF and Alaskan yellow cedar, plus range of special timbers cut to size.

Chicago, Il.

Interior door manufacturer

Ontario, Ca.

Redwood trim, siding and moulding, fingerjoint softwood and hardwood moulding, and finished products.

Diacon Technologies Ltd. 224 Richmond, B.C.

Preservatives. sealants. lumber waxes.

DiPrizio Pine Sales

Middleton, N.H.

Manufacturer of K.D. eastern white and red pine. prne

Omaha, Ne.

DMSi's flagship software product, Agility, is built with inherent lumber industry functionality, including tallies, tags, reman, integrated viewers, dispatch, drop ships, mill system integration, freight/fuel accounting, accurate costing, and air-tight inventory control.

T|rrnlrhrelr Prndrrcfs

Chico, Ca.

Superdeck exterior stains, sealers and prep products for wood and Mason's Select stains, sealers and cleaners for concrete and masonry. Dunkley Lumber Ltd, 403 Prince George, B.C. SPF oroducer.

Durgin & Crowell Lumber Co. 414

New London, N.H.

K.D. eastern white pine manufacturer.

Montreal, P.Q.

One of eastern Canada's largest softwood producers in eastern Canada, manufacturing solid wood and value-added products from Domtar's former sawmills and reman facility.

312

Harrisburg, Oh.

APA-certified panels and plywood from 2'x6' up to 5'x l2'.

Elmsford, N.Y.

U.S. sales arm of Swedish timber siant.

Kamiah,Id.

Westem softwood mill.

Fiheron 721 New London, N.C.

Producer of Fiberon composite decking, railing and fencing, combining the beauty of real wood with hish durabilitv.

Filler King Co.

Homedale,Id.

Manufacturer of laminated random length roof decking, laminated long length roof decking, and Douglas fir and Alaskan yellow cedar laminated wood beams.

Finnforest IISA -

Rnoincercd lilnod fliwicinn

Roseville, Mi.

Distributes Master Plank LVL throuehout North America.

Florida East Coasf Railu'av

St. Augustine. Fl.

Operating a 35 1-mile regional fieight railroad fiom Jacksonville to Miarrrr.

Rapid City, S.D.

Pine climension. borrds and tirnbers. with reman, prirnin-t ancl treatinil plants.

l"orcstl \ Iarkct

140.15 Ballantync C'orporate Pl.. Stc.

150. Charlotre. N.C.28277: (70.+) -5r10 l4:10: Fax 70.1-5.10-630I : u'wu,.furest2 market.conl.

Prool- that transaction-bascd luntber prie inr: rrnJ bcne hrttrlkilr5 \L'r\ i\c \\il\ needed in the industry. Forcst2Market's MilllMurkct u cekly lunthcl pri. irt-r: 'crr iee is quickly becoming the industry standarcl in the South. In vear one. Mill2Market has grown significantly. both in ternts of the number of lumber mills and wholesalers it serves. but also in the number of features it provides to these customers.

Mill2Market offers credible and transparent weekly price reports and benchmarks for lumber products. helping participants make better informed decisions. assess their performance against industry peers, and improve their net sales rationalization. More detailed than anv other available report, Mill2Market offcrs price and volume trend information on both a week over-week and during the u'eek basis.

An independent and neutral source ol' market informalion. Fore st2Market has a track record ol delir,cring value to customcrs. In fact. existing custontcrs believe so stronuJy in its approach to data collcc tion, qutlity control anti analysis. they asked Forest2Market k) develop a data-dri vcn lumber pricinl serr ice.

Forest2Market is the leader in the forest products industry for data based solutions and raw rnaterial purchase benchntarks. The data underlying its products are transaction not survev-based. which ensures reporting of true market prices. All data is expertised by industrl' professionals and collected and disseminated anonymously.

ForesTel/NAWLA Telelink 304 Portland. Or.

Voice, data, broadband. Internet services.

Fraser Specialtl- Products 425 Edmundston. N.B.

MDF, woocl products. panels and plywood.

Fraserview Cedar Products 801 Surrey. B.C.

Lumber and panel nraker specializin-u in prefabricated fcnce ancl lattice pancls

l'ritch Mill q1q

Snohomish. Wa.

DF-. hemlock and WRC sawnrill.

GAF Decking Systems LLC 204 Biddelord. Me.

Supplier of CrossTimbcrs and CorrectDeck composite decking. railings and accessories.

Gilbert Smith Forest Products 625 Barriere, B.C.

Manufacturer of WRC lumber. (lorman Bros. Lumber Ltd. ll7 Westbank, B .C.

Whitewood and appearance boards.

Bulldl ng-Products. com

Who says siding has to be all about straight lines and uniform colorl HAIDA SKIRL \Mavy edge cedar siding adds personality and individuality to your home.And that's something no cement or plastic siding can do..Western Red Ced.ar giv€s ),ou natural durability long lasting street appeal and surprisingly little maintenance. Which leaves more time for the fun things in life.

To learnmore or to place anorder,contact us at 604-437-3434 or info@haidaforest.com.

West Coast

Gossen Corp.

Milwaukee, Wi.

Cellular PVC products, including vinyl moldings and exterior millwork.

Great Southern Wood Preserving 710

Abbeville. Al.

Eleven full-service treating plants specializing in YellaWood brand southern yellow pine.

GRK Fasteners

Thunder Bay, Ont.

Designer and manufacturer of proprietary nails. screws and other construction fasteners.

Haida l'orest Products Ltd. 325 8818 Greenall Ave., Bumaby, B.C. V5J 3M7; (866) 553-9663; (6O4) 431-3434:Fax 604- 431 -1 222; info@haidaforest.com ; www.haidaforest.com.

Established in 1951, Haida Forest Products Ltd. is a specialist in western red cedar. with over 59 years experience manufacturing and distributing premium cedar sidings, paneling and lumber products for North American, European and Asian markets. Haida specializes in wavy edge bevel siding, straight edge bevel siding, tongue & groove paneling, channel siding, log cabin siding, clear S4S and SIS2E finish, as well as decking, posts and timbers in Architectural Knotty and Clear grades. All of its premium grade products are sold under our Haida brand, including Haida Skirl wavy edge siding.

ffrmnton f .rrmher Salps

Portland, Or.

DF, hem-fir, SPF, dimension, laminating

stock, light framing, structural joists, planks and specialties.

Hancock Lumber Co. 819 Casco. Me.

Largest producer of eastern white pine in the U.S. and one of the nation's larsest manufacturers of pattem stock.

Hardel Mutual Plywood Corp. 727 Chehalis. Wa.

Full line of sanded panels, 303 plywood sidings, and marine grade panels, along with structural 9' and l0' sheathing panels, CCX and CDX panels up to 5x10.

Hoover Treated Wood Products 212 Thomson, Ga.

Provider of Pyro-Guard interior fire retardant treated wood, Exterior Fire-X exterior fire retardant treated wood, and wood preserved with CCA, Dura-Guard, Cop-8, Cop-Guard, Copper-Azole, and Micro-Guard. Services include TSO and KDAT.

Huber Engineered Wood 3.10 Charlotte, N.C.

AdvanTech OSB flooring, sheathing and rim board and the Zip Wall System water-resistive barrier.

Hy Mark Wood Mfg. Blaine, Wa.

Idaho F-orest (]roup 533

4447 E. Chilco Rd., Athol, Id. 83801; (877) 434-6455: (2O8) 762-6630; Fax 2087 62- 663 | ; www.idahoforestgroup.com

Idaho Forest Group (IFG) is the largest

producer of lumber from the Inland Northwest. Currently, IFG operates four sawmills in northem Idaho with production capacity of I billion bd. ft.-and growing. Species include white fir, hem-fir, Doug fir, larch, SPF, ponderosa pine, white pine, Engle-mann spruce, lodgepole pine, and western red cedar. Offers a wide range of products and grades in sizes ranging from lx4 thru lxl2 boards to 2x3 thru 2x12 8'20' dimension and2x3-2x6 8'-9' studs.IFG also offers custom services, such as private labeling, end branding, half packs, bar coding, specified tallies, custom sizes, and custom grades.

IFG's Idaho Forest Gold line of specialty products (including inland western red cedar) products are kiln dried inland fiber, ensuring unsurpassed stability, consistency and reliability. As an added feature, IFG Droducts are available FSC certified.

Idehn Timher Corn- .(1 g Fort Worth, Tx.

Sawmills and manufacturing plants.

Imperial Shake Co.

Maple Ridge, B.C.

43-5

Cedar shake and shingle sawmill specializing in premium roofing and sidewall products.

807

Portland, Or.

Intermodal and trucking services.

InterFor 415

Vancouver, B.C.

Sawmills and timberlands throughout Canada, Oregon and Washington.

The first full framing-width 24F-V4 glulam in architectural oppearance meons reduced labor on the jobsite and fewer SKUs in the yard.

Available Net Widths:

I Beams 3t lz", 51 lz", 6) l+", and 83 lq"

I Columns 3tlz" x 6",5t12" x 5tlz",5l/2" x 6"

Tladitional Glulam and l-Joist Depths

I Glulam Depths - 6" through 30" in lr/2" increments

I l-Joist Depths - 9tlz", ll1lt", 14", 16" and 18"

For sales information. call toll free: 888-393-n44.

WRC boards, siding and specialties.

"Our customers are saylng, tlt's about frmer I don't know why we didntt do this s{xment"

Ua[*faybn

International Beams

Fredericton, N.B.

Solid-sawn l-joists from black spruce.

InterWrap Mission, B.C.

Coated woven wood packaging.

Kleer Lumber Westfield, Ma. Cellular PVC trimboard.

Klenk Holz AG 2Os Oberrot, Baden-Wurttemberg, Germany Europe's biggest pine sawmill.

Irving f'orest Products

231 Dixfield, Me.

Eastem white pine sawmill.

ISIS Wood Product Solutions

2O9 Langley, B.C.

Inventory, sales and production software for mills, remans and wholesalers.

KP Software Systems W. Vancouver, B.C.

Software solutions for wood production, sales, distribution and shipping.

Krauter Solutions

fully integrated rack-supported structures. Uses an architectural approach when designing storage solutions. In-house CAD department and consulting engineers registered in all 50 states provide the level of partnership required to ensure the job gets done right. Whether for beginning a new site or adding to existing structures, Krauter can counsel and assist in preconstruction issues.

I azy S Lumher/Columhia Cedar 500 Beavercreek, Or.

WRC siding, paneling and decking.

.fensen Inc.. Norman G.

532 Blaine, Wa.

Consulting services to North American importers and exporters.

KalesnikoffI.umber Co.

42O Thrums, B.C. Specialty sawmill.

3601 N. Arlington Ave., Indianapolis, ln. 46218; (8O0) 992-2824: Fax 317 -5428961 ; www.krautersolutions.com. Booth contact: Rick Hogue.

Bulk storage buildings Stack racking Cantilever racking 1-r1't"Ot

Offers a full line of buildings, warehouse storage fixtures, racking systems, and

I.es Rois Indifor Sainte-Foy, P.Q.

Marketing firm representing three Quebec sawmills (Wilfrid Paquet & Fils, Alexandre Lemay & Fils, Clermond Hamel) offering seasoned and green wood in various dimensions and lengths of fir, white spruce, and red pine.

Delta, B.C.

WRC. hemlock. DF. SPF manufacturer.

I,ignum Forest Products

Vancouver, B.C.

MSR and other lumber products.

804

Bandsawn eastern white pine boards and pattern stock

LP Ruilding Products

Nashville, Tn.

East Baldwin, Me l-TG Inc.

World's largest producer of OSB, plus other building products.

400

8501 Astronaut Blvd., Ste. 5-188, Cape Canaveral, Fl..32920; (863) 229 -845 6 ; F ax 863 -229 -8 359 ; Email j im @ lbrti mber.com ; www.lbrtimber.com. Booth contact: Jim Van Pelt.

Lumbermen's Underwriting Alliance

Boca Raton, Fl.

Coverage for the forest products industry.

I WO Corp.

Portland. Or.

Woodway lattice panels, post caps, and pre-built EZ Rails

Monl(anzio Sqwmill Lfd

Suney, B.C.

s30

Progressive sawmill cutting DF, WRC, hemlock and balsam products

Magnolia tr'orest Products

Terrv. Ms.

Industrial grade plywood, hardwood inventory, remans.

Maihec Industries

Ste.-Foy, P.Q.

52q

SPF dimension, MSR and white cedar shingles, and treated lattice.

Maine Wood Treaters

Mechanic Falls. Me.

MicroPro treated SYP, FRTW, borates, and ACQ.

Maiweave. LLC

Springfield, Oh.

Woven polyethylene covers, tarps and liners.

Mallory Alexander International Logistics

Memphis, Tn.

Logistics firm with a global network.

Manning Tliversified Forest Products

Hotchkiss. Alb.

SPF sawmill, planer mill, and reman

Mary's River l.umber Co.

414 4515 NE Elliot Circle, Corvallis, Or.97330; (800) 523'2052; www.marysriver-lumber.com. Booth contacts: Don Dye, Raymond Luther, Rick Ingram.

Mary's River Lumber Company has grown to be the nation's leader in the manufacture of westem red cedar random length specialty lumber products. Since its inception in 1974, Mary's River has emphasized consistent high quality products and service to customers throughout the world. With sawmills, kilns and finishing plants in both Oregon and Washington, Mary's River is your reliable source of second growth, tight-knotted, WRC-from fencing to bevel siding, fascia boards to tongue-and-groove paneling. Mary's River Lumber Co.'s goal is to become your business partner by offering quality products, information, and reliable service.

Mason Forest Products

728 Ruston, La.

Dimension, fl ooring, veneer, plywood.

Master Mark Plastics

Albany, Mn.

636

Rhino Deck composite decking and a composite white rail system with a vinvl overlav.

Meze Nailc

100 Church St., Peru, I1.61354; (800) 435-5949:' Fax 8 | 5-223-7585. www.mazenails.com. Booth contacts: Kim Pohl. Lisa Martin.

Manufacturer of l00%o Made in the U.S.A. specialty nails, Stormguard double hot-dipped galvanized nails, and a complete line of stainless steel nails.

McFarland Cascade

809

1640 E. Marc Ave., Tacoma, Wa. 98421 ; (800) 426-8430: Fax 253-59'73337; www.mcfarlandcascade.com. Booth contacts: Phil Schumock, Bill Jones.

The Terratec Post Cap line offers homeowners top quality for a great price. McFarland Cascade is also introducins exciting. eco-friendly solar LED caps in classic new designs, showcased in black, copper and stainless steel. Filling out its line are wood and wood with metal top caps available in the most popular styles.

McShan I.umber Co.

McShan. Al.

Producer of quality SYP products since 1907, including high grade, stepping, patrerns and export.

Mid Valley I,umher Specialties

Aldergrove, B.C.

North Enderbv Timber Enderby, B.C.

Westem red cedar products since 1984.

Northeastern Lumber Manufacturers Association 900 Cumberland Center, Me.

Rules writing agency for eastern white pine lumber; grading authority for eastern spruce, balsam fir, SPF, and other commercial eastern softwoods, and marketing voice for Northeast's wood products industry.

North American Wholesale

I.urnber Association 201 Rolling Meadows, Il.

Association of 500+ LBM wholesalers, producers and affiliates in the U.S. and Canada.

Nova USA Wood Products 726 Toronto, Ont.

Hardwood importer specializing in products

from South America and Asia, such as decking, flooring, rough lumber, and industrials.

Oregon-Canadiantr'orestProducts 820

North Plains, Or.

Manufacturer of specialty wood products.

Pacific Coast Cedar Products 437

Maple Ridge, B.C.

Specializing in cedar shingles.

Pacific Western Wood Works

Delta, B.C.

Value-added WRC outdoor products.

Pacific Wood Larninates 608 Brookings, Or.

Veneer, plywood, specialties, and LVL.

Pacific Woodtech Corp. 703

Boise,ld.

Private label LVL and wood l-beams made from Douglas fir.

tfi&fiP$JBafiv

702

Remanufacturer of WRC fascia, decking, timbers, fencing, rails, posts and lattice.

Middle Tennessee Lumh". Cn.

Burns. Tn.

813

Hardwood lumber, plywood, flooring, millwork and components.

Mill & Timher Products

Surrey, B.C.

WRC harvester, sawmill and reman.

Neiman Enterprises

Hulett, Wy.

32q

Group of family-owned and operated mills manufacturing and remanufacturing ponderosa pine lumber and millwork.

Nordic Engineered Wood

730

Windsor Station, Ste. 504, I100 De La Gauchetierre St. W., Montreal, P.Q. H3B 2S2; (514) 633-9661; Fax 514-633-0833; Email info@nordicewp.com; www.nordicewp.com. Booth contacts: Albert Renaud. Andrew Dingman, Jean-Marc Dubois.

Nordic manufactures building products for home and commercial applications. The firm's production facility comprises stateof-the-art equipment designed to optimize fiber yield with strict quality control. Under a meticulous ISO 14001 program, the company manages over 2 million acres of timberlands and maintains capacities of 140 million linear fr. of I-joisr and 50 million bd. ft. of glulam production. Nordic is also certified by the Forest Stewardship Council.

High density black spruce forms the base for Nordic products. Known for its high strength-to-weight ratio and consistent fiber quality, Nordic's black spruce is ideal for engineered wood products. Nordic's beams, headers, columns and tall wall studs feature an exclusive Envirolam technology-a process that minimizes waste and optimizes fiber use.

With over 2 million acres of vital forestland. Norrdic is certified under internationally recognized standarids ISO 9001 , ISO 14001 and the Forest Stewarrdship Council.

Nordic's ongoing commitment to sustainable forestry means investing in advanced manufacturing processes to keepon thacutting edge of technology and product dwelopnent. NORDIC

Palliser Lumber Salcs Ltd.

Crossfiekl. Alb.

SPF studs. dinrcnsion, f'encing. pallet stock

Partners f)imensional Services LLC and specialties.

Eiu'ood.ll.

Logistics sr'r\ iccs li)r the Chicasohnti arcas

Patriot Timbcr Products Greensboro. N.C.

Importctl hardwood and panel ptotlucts

Peninsula Plywood Group Port Angcle s. Wa.

Former KPll' pl1'wood mill

I Clonrmerce Sq.. 20{)5 N'lar-ket St.. Ste. l2(X). I'hilaciclphia, Pa I9I03; (1100) 752-I895: Ftr Il-s 625-9097: sutl.plttritrs.cont.

Pennsylvania Lunrbcrttrens !lutual Insurance specializes in prop erty ancl casualty insurance firr the lurlber. *ttoclttlrkittg and building rnaterial industries. Established in 1895. it has orcr it ccntLlrv of incius tn knou'ledge and cxpcrtisc. Today. PLM proriclcs protcction tor sorne 6.000 bttsirtc'sscs in over ,17 states. Its ltritttarl' lines itlclutle Propertl'. Ceneral t-iabilitl'. Inland Mat inc. IJtlsiness Autonrobile. Comrnercial Ercc's: Liahilitl'. and Equipnrcnl llreakdown covelagcs PLM offers corttpetitirc fates. loss ctlntrol prtl!rams. and pronlpt claims response ancl hanclling. It is financiallr strong and crtties rtt A.M. Best raling ol A (ercellent). Desigrtetcd NA\VLA s Approvcd & Recommenclcd Propertl'/Casuitltl L.lnclcr$ritct lilr menlbers. I)l-Nj has provided l saicty gtrup dividentl plan srncc 2000.

Pin" Ttth 8-tt Lake Cit)'. NIi. Rccl pine tinrbcrs. squales. ditltttsion. hoalds and round ;losls.

Plum Creek

Columbil F'alls. Mt. Timberlands and Northucsl rttills. producing boards. solitl rnd F/J studs. SYP dirnension, plywooil and MI)F.

5 t*r jt 'fi A+

It starts asa seedling in 0ur nursery and rea(fles its full potentiill in 0ur f0rest5.

Earning (hain of (ustody certification through Sustainabile torestry Inrratrve (5Fl) tn 2009, the Southern Yell0w Pine wood ptoducts - dimension lumber, timbers, b0ards, and pattern sto(k ' produ(ed by Westervelt Lumber bring superi0r quality t0 the (ustomet and integrity to 0ur organizati0n s long-standing envrronmental commltmenl.

Visit westerveltlumber.(0m f0r additi0nal informatron,

\\'nsrnnvF.t.'l

r,L \llrr.r R (ElX)) 6l.l .r(.)63 IVoundiill.,Al.rl'.irrrr Vrsrt

Plycem USA

Alpharetta, Ga.

Fiber cement exterior trim.

Salmo, B.C.

409

Random Lengths

Eugene, Or.

Forest products price reporting and other information services since 1944.

Pocnrrree f-nmmrrninqlinnc

Clears, decking, dimension, fascia, fencing. Grand Rapids, Mi

Potlatch Corp.

Lewiston, Id.

Producer of dimension lumber, industrial plywood, particleboard, OSB, studs.

Power Wood Corp.

Suney, B.C.

Quality WRC products.

PPG Machine Applied Coatings

318

2la

1 PPG Pl., Pittsburgh, Pa.15272; (877) 622-42'l'l : www.ppg.com. Booth contacts: David Jeffers, Craig Combs, John Westmaas. Dave Siteman. Patrick Hanulak.

Originator and leader in machine coating technology provides value-added wood and composite performance solutions. This includes research and development, production support, and factory finish marketing programs with a nationally known product.

New Westminster, B.C.

Cedar fencing and board reman, WRC mill, and WRC/whitewood fencing producer.

Progressive Rail IncJ

Carload Connection

Lakeville, Mn.

Transportation, warehouse and logistics.

Progressive Solutions.Inc.

214

Specializes in video education, sales and training through Intemet communication.

Re-Transportation Co. 839 Lake Hopatcong, N.J. Transportation and logistics.

Rex Lumber 4to Graceville, Fl.

Southem yellow pine lumber manufacturer for over eight decades.

Rielly Industrial l.umber 72O W. Vancouver, B.C. WRC decking and specialties.

RISI 4 Alfred Circle, Bedford, Ma. 01730; (866't 271-8525; Fax 181-2'71-0337; Email wt@risi.com; www.risiinfo.com/crows.

Booth contacts: Ray Barbee, Dan Blenk, Ken Tennefoss, Gary Zauner, Trish Roche

RISI publishes Crow's Market & Price Service, the most comprehensive market and price service covering the North American lumber and panel market. Crow's provides objective wholesale pricing, detailed market reports, daily and weekly news updates, and market forecasts to give you a complete and accurate understanding ofeach week's markets.

Rohhins Lumber. Inc. 1t{ Searsmont, Me. Eastern white pine manufacturer.

814

13777 Commerce Pkwy., Ste. 200, Richmond, B.C. V6V 2X3; (ffi4) 214-8750; (877) 746-4'174; Fax 604-214-8751; www.progressive-solutions.com.

A recognized leader in the lumber building materials and wood products industry thanks to its commitment to product innovation, customer-focused management practices and employee development. Every day, their straightforward, easy-touse business software solutions like bisTrack and lumberTrack solve business problems for thousands of users across North America, Europe and Australia.

Using real-time inventory control as its foundation, lumberTrack can integrate all aspects of a company's business information, intemal communication, and customer service. Business critical information is so easily and quickly accessed that it changes the way companies do business, making it the system of choice for the hardwood, softwood, treaters, distributors, panel producers, engineered woods, machined products, and value-add remanufacturers industries.

BisTrack Windows-based software was developed specifically for building industry suppliers, and helps building materials distributors and dealers manage complex sales, inventory control and other business transactions, with outstanding support for soff wood and hardwood products.

OrraftroTimher hv Svnerqv

Armstrong, B.C.

712

Laminated wood products include QuattroPost, QuattroCorner, QuattroCorbel, Quattrolam, and QuattroSpan.

BulHlngrhoducb.com

Mary's Rlver Western Red Cedar Sldlng is all-naturalwood with a rich texture that makes it ideal for arry architectural style. Not only is it naturally beatniM, but it has been shown in a recent lile cycle study by a leading for€st research laboalory to be the intelligent choice fior gr€on applications.

The study bund that Westem Red Cedar outperbrmed tiber€ment, virryl, woodplastic cornposites and bricks against the crit€ria of raw material acquisition; energy consumption; carbon footprinl; air, water and soil emissions; and waste, Even with maintenance and some replac€ment over the life cycle, Red Cedar was found to have the least environmental impact. Maqy's River Red Cedar is precision milled and qualily controlled br unmatched commitm€nt to customer satisfaclion.

Crll ue at 1€00523-2052 for superior service and lh6 inside story on Mary's RiwrWestern Red Cedar products.

Wostern B6d C,edafs |k:h le)dur€ and nalural boauty schos tre improssi'rs dyl€ of lhis sv€nts venue in the bolhills of Oregon's ruggpd Coast Range.

Rosboro

Box 20, 2509 Main St., Springfield, Or.9117'7', (888) 393 2304; (541) 7.{6-841 l; Fax -541-726-0972; www.rosboro.com.

Rosboro has been manufacturing wood products and mrnlging forestlands for 70 years. Today, the company operates a stud and dimension mill. plywood and veneer plant, and three glulam piants. Stud products include 8',9' and l0' lengths in KD and green fir. The dimension mill cuts lam stock. dimension. 4" timbers. and Rosboro Select Joist. Rosboro has developed the reputation as a quality sheathing producer, and in 2009 equipntent was added to expand its offerings to MDO, thick panels, T&C and sanded items.

Rosboro has grown into North America's largest glulam producer, with an cxtensive product offering that includes Big Beam, Rosboro Treated Glulam, and X-Beam, the industry's first full-fiaming-width glularn in architectural appearance. An advance in convenience for both builders and distributors. the 3-l/2" and 5-'112" wide X,Beam rneans builders no longer have to fill the 3/8" gaps between beam and sheetrock that result from traditional 3-l/8" and 5-l/8" widths. Lumber suppliers can reduce the number of SKUs in their yards. since full-width Architectural X-Beam can be used for concealed and cxposed applications. It comes in standard glulam and l-joist depths.

Roseburg Forest Products Co.

Roseburg, Or.

Lumber. plywood, specialty panels, and EWP

RoyoNlartin Box I ll0, Alexandria, La. 71309; (800) 299-5174; www.royomartin.com. Booth contacts: Bobby Byrd, Lori Bailey Byrd. Joel Amold, Bert Campbell.

Manufhcturer of FSC-certilied southern pine plywood and OSB, softwood lumber. and treated utility poles and piling. RoyOMartin is the brand name of Martin Companies, LLC, a group of family-owned, professionally managed forest products and forestland management companies based in Alexandria, La. Founded in 1923 as Roy O. Martin Lurnber Co., it currently operatse three manuf'acturing facilities in central Louisiana (plywood, OSB, poles and piling), one in Alabama (lumber and timbers), and a pole yard in Arkansas. RoyOMartin also owns 570,000 acres of timberland in Louisiana, making it one of the largest private landowners in the state. All of its forestlands have been certified as well-managed according to FSC principles and criteria.

Toronto, Ont.

Innovative

SaverSystems

Richmond.ln.

packaging and unitizing solutions

Water repellents firr wood, masonry and concrete.

Sawarne Lumher Co. Ltd.

Richmond. B.C.

WRC siding, panelrng, boards, dimension, decking, fencing.

601

Box 880, Revelstoke, B.C. VOE 2S0; (250) 837-7444; Fax 2-50831 -1 412:' Ernail rob@selkirkcedar.coml www.selkirkcedar.com. Booth contact: Rob Marusic.

Selkirk Cedar specializes in the manufacturing of a wide range of kiln dried and green western red cedar products in Clear and Knotty grades, including 7/8" boards, K.D. decking. pattems and finger.joint.

Seneca Sawrnill Co.

Eugene, Or.

Over 350 million ft. of dimension, lumber and studs a year

Shasta Green Inc.

Burney, Ca.

Studs, structural light framing, moulding and 4/4 commons

Redding, Ca.

Sawmills, millwork

Simpson Lumber Co.

Tacoma, Wa.

611

plants, reman, window/door plant, timberlands

DF. hemlock and SYP dimensron.

Simpson Strong-Tie

Pleasanton. Ca.

Structural connectors, shearwalls, anchors and fastening systems

Sinclar Enterprises Ltd.

Prince Georse. B.C.

Remanufacturer and sales agents for B.C. stud mills

Skana Forest Products Ltd.

Richmond, B.C.

Manufacturer of high-quality dimension lumber.

Snavely International Forest Products

Pittsburgh, Pa.

Manufacturer and importer of softwood lumber and specialties

Snider Tndustries

Marshall. Tx.

623

I " SYP lumber, S4S & pattems, SPIB grades of D&Btr.,#2 and #3

Softwood Forest Products Buyer

Spruceland Millworks

Suney, B.C.

SPF F/J studs, dimension, components and fencing

Avenel, N.J.

RO0

HeadCote stainless steel screws with color-coated heads and SmartBit pre-drilling and countersinking tool.

Stimson Lumber Co.

Portland. Or.

DF and hem-fir studs, lumber, studs, plywood, hardboard, Duratemp hardboard siding, and StimPro inland red cedar products.

Stoltze Land & Lumber Co.. F.H.

Columbia Falls. Mt.

DF & larch, SPF & SFP-S, cedar, Idaho white pine, ponderosa pine.

Sfnnc tr'C

Chicago, Il.

Softwood lumber and OSB futures soecialist

Suntrelt 2255 Justin Trail, Alpharetta, Ga. 30004; (800) 353-0892; (770) 569-22441. Email parrish@sunbeltracks.com; www.sunbeltracks.com.

LBM industry leader in rack storage systems, rack-supported buildings, and pre-engineered steel buildings, Sunbelt designs, engineers and installs cantilever, pallet, mezzanine, and millwork storage systems, as well as drive-thru buildings, sheds, store buildings, and warehouse buildings. Wide variety of specialty racks includes Power Bin automated lumber storage system and door/window stack racks.

Sun Ntountain Lumher -f2-1

l8l Greenhouse Rd., Deer Lodge, Mt. 59722l. (406) 846-1721' Fax 406-846-1672: www.sunmtnlumber.com.

Sun Mountain Lumber was formed in the spring of 2004 when Sherm and Bonnie Anderson acquired the stud mill and fingerjoint facilities fbrmerly owned by Louisiana-Pacific Corp. In addition to the stud mills, the Andersons have owned and operated Sun Mountain Logging since 1976.

Primary Iumber products include: No-prior select kiln-dried solid studs (2x4,2x6,8'& 9', stud and #2 grades, DF & ESLP, HT stamp)

Sunset Moulding Co.

423 Yuba City, Ca.

Produces moulding and millwork in wood and Suntrim MDF.

Swanson (lroup Sales -120

2695 Glendale Valley Rd., Glendale, Or.97442t (541) 832-l l2l; (800) 331083 I ; www.swansongroupinc.com.

Swanson Group Sales handles sales for Swanson Group, a privately owned forest products company based in Glendale, Or., which owns five sawmills-two dimension mills, a stud mill, and two plywood millsin Glendale and Springfield, Or.

Quality, no-prior select kiln-dried studs.

ESLP and DF in both stud and#2grades, 2x4 & 2x6r 8' & I' trims.

Ships via Truck & Rail - UP & BNSF

Teal-.Iones Group. The Suney, B.C.

WRC shingles, lumber, paneling and siding.

TBco ,)l

Sun Prairie. Wi.

Third-party certification of OSB, plywood, EWP, particleboard, MDF and wood adhesvies.

Terminal Forest Products Ltd. 531

Vancouver. B.C.

Northwest timberlands and lumber mills.

Managing Today's Forest for Tomorrow

www.sunmtnlumber.com

Deer Lodge, MT 59722

Contact: Linda Sabrowski

Fax 406.846.1672 (406\ 846.172r

Teton West I,umber

Cheyenne, Wy.

Five sawmill, reman, and reloads.

Timher Holdinos Inlernaf ional

Milwaukee, Wi.

Hardwood distributor.

TimberTech

Wilmington, Oh.

Composite decking, railing and fencing.

TMO Global Logistics 427

Charlottesville, Va.

Transportation support and consulting.

Tolko Marketing & Sales Ltd. 827

Vemon, B.C.

Studs, MSR, dimension, plywood and OSB.

TradeTec Computer Systems Ltd. 827

Parksville, B.C.

Forest products software solutions.

Columbus. Ms.

Open web trusses with trimmable I-joists.

Tri-State Lumher Co. 725

Fulton, Ms. SYP poles, timbers and treated stock.

Crewe. Va.

SYP flooring and SPIB pattern work

Union Pacific Railroad

Omaha, Ne.

Largest railroad in North America, operatine in the western two-thirds of the U.S.

U.S. Rail

Toledo. Oh.

Operates shortline railroad in Ohio

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust. For over I OO years, our experts have been providing quality claims and risk management services to the lumber, woodworking and buifding material industries. Remember, "you get what you pay tor." We understand wood. We know your business... because it's our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8OO.752.1895 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you're covered.

John K. Smith, CPCU President and Chief Executive Officer

'We've been protecting businesses like yours for over 1OO years and we're still growing strong.

Cellular PVC trimboards.

Waldun Group

Maple Ridge, B.C.

Cedar roofing, siding, lumber, deck and garden components

Watco Transload & Interrnodal Services

Pittsburg, Ks.

Rail-centered transload, warehousing and intermodal company'

Maple Ridge, B.C.

Producer of WRC shakes and shinqles.

Weaber- Inc.

Lebanon, Pa.

Oak and poplar S4S boards, moulding, stair parts, and flooring.

LVL,

Duncan, B.C.

Coastal B.C.'s largest woodland operator and lumber producer Westervelt Lumher

232 Box 4899. Tuscaloosa. Al. 354041 (205) 562-5896: Fax205-562' 5814; www.westerveltlumber.com; Booth contacts: Joe Patton, Mark Richardson.

Westervelt is a SYP sawmill located in Moundville, Al., producing l" boards, dimension lumber, 5/4x6 RED, and timbers. Annual production capacity is 215 million bd. ft. Also runs l " and 2" patterns.

Weston Forest Corp.

Mississausa. On.

Remanufacturer of forms and industrials

Delta, B.C.

WRC and Alaskan yellow cedar remanufactured products

WoodPro Software Inc.

Richmond, B.C.

Fully integrated inventory and financial management software system.

Producer of coated exterior wood products.

326 Box 40, Wynndel, B.C. VOB 2N0; (250) 866-5266; (877) 8985266; F ax 250-866- 53 52; www.wynndellumber.com.

Wynndel Lumber Sales

Wynndel Lumber Sales offers the most advanced finish line for ESLP (Engelmann spruceJodgepole pine) boards in North America. The flagship of the line is a LMC 2009 Super Thundermac planer/ moulder-the largest board moulder ever delivered to North America.

Its 7,200-rpm,20-knife heads impart l4 knife cuts per inch on lx4 through 1x12 ESLP eased-edge boards. The control and precision hold-downs will give the eased-edge product exacting tolerances. The line is complemented with three slowdown grading stations, an automatic trimmer, end stamping for grade, and end waxing to eliminate end splits and improve yardability. Trim loss and machine defects will be minimized, allowing Wynndel to target and maximize optimal tallies. Its Wadkin and Weinig moulders run about l2 million bd. ft. of pattern stock. As Wynndel expands in the premium board market, there is an expectation to do the same in pattern and it has positioned itself to take on additional demand. It cunently runs more than 30 different profiles of paneling and siding, with the capacity to make additional profiles. With in-house priming, Wynndel can also target any of its specialty products through the vacuum coater line to output highend trim and fascia products.

Zip-O-Log Mills

Eusene. Or.

DF posts, beams, timbers, joists, stringers, ties, and domestic clears

Simplify \icur Business

I

Georgia-Pacific is laying off 118 employees at its LVL plant in Roxboro, N.C.

Just a "select fevt''workers will stay on to run the facility's l-line.

Marley & Wertz, Evansville, In., suffered damage to its hardwood operations in a Sept. 11 fire.

Weyerhaeuser cut back from three shifts to one at its OSB mill in Arcadia. La.

Boral Gomposites, Roswell, Ga., broke ground on Sept. 9 on a new exterior building producls plant next to its brick manufacturing facility in East Spencer, N.C.

Tamko Building Products, Joplin, Mo., permanently closed its roofing felt plant in Butler, Al.

Parksite, Batavia, ll., is now distributing National Gypsum's cold Bond SoundBreak XP gypsum board at its eight DCs throughout the East.

Parksite was also named Dishibutor of the Decade by Tiger Claw Inc., Bristol. Ct.

Lam-Wood Systems, Denver, Co., and Omaha, Ne., is now exclusive distributor for RedBuilt's Red-l and Redlam lines in Nebraska, Kansas, western lowa, Wyoming, Colorado, and New Mexico, To ease the transition, RedBuilt technical sales rep Bret

Maynard is joining the Lam-Wood sales

team.

RedBuilt is seeking reps for other

regions, from the Midwest and

Northeast. down to Texas and the

Southeast.

I NILCO, N. Jackson, oh., is now distributing Trex products in Indiana,

Kentucky, Ohio and West Virginia.

Weekes Forest Products. st.

Paul, Mn., is now distributing for Trex in

Michigan, Indiana and Florida.

frex. Winchester. Va.. has entered

into a licensing agreement with Poly-

Wood lnc., Syracuse, ln., to develop

and market the Trex Outdoor Furniture

collection.

Flooded McGoy's Resurfaces

McCoy's Building Supply, Belton, Tx., was flooded by 10 inches of water dropped by Tropical Storm Hermine on Sept. 8.

"We had four to five feet of water in our yard, and all the mud and the filth from the drainage creeks came inside the store," said regional manager Ron Van Winkle. Employees cleaned and restocked the store by the following Monday.

Nearly 657o of the yard's building materials were lost to the rising water.

During cleanup, phone calls, deliveries, and pending orders were handled by McCoy's nearby location in Georgetown.

"We're all one big family here at McCoy's," said store manager Carlos Garcia. "We're more than prepared to help folks in the Belton area start rebuilding."

Founded in 1921, McCoy's employs nearly 2,000 people and operates 83 stores in Arkansas, Mississippi, New Mexico, Oklahoma, and Texas.

SAMUEL AUTOMATIC BAR CODING OF GREEN, KD OR TREATED PRODUCTS WITH STAPTES OR ADHESIVE

Samuel pioneered automatic application of bar codes to individual boards in 1990.

Further developments:

. Installations of countless systems across North America

o Hot melt, non-contact application for KD and some Breen products

Staple-on application for treated and very green products Systems to apply bar codes to each board in a completed package.

SAMUEL BAR CODING SYSTEM PROVIDTS SUBSTANTIAL SAVINGS

Manual label application is a very expensive process. Stapling a label to every board in a load of 200 to 300 boards is a big job. In addition, the label must be of substantial strength to be held in place with a staple. Samuel Automatic Bar Coding Systems eliminate labor costs and, in many cases, label costs.

I

Owens Corning, Toledo, oh.,

will divest its fiberglass reinforcements

ptant in Capivari, Brazil.

MCCOY'S yard in Belton, Tx., was flooded by Tropical Store Hermine, but reopened five days later.

Slmu.l Str.pping Syltcms Coding & Labeling Group

_ VISIT SAMUEL AT NAWLA

@akers

Thom Neal is retiring with the closure of his 32-year-old business, Depot Building Supply, Lexington, S.C.

Michele LaMori has joined Barrette Outdoor Living, Cleveland, Oh., as director of sales, to help launch the Xpanse line through two-step distribution. Michael Burke, ex-Wolf Distributing, is now Northeast regional sales mgr. New territory mgrs. are Sean Donovan, ex-Wolf, covering Long Island, metro N.Y., N.J., Ct., and R.L; Donald Neff, ex-B uilders FirstSource. overseeing outside sales in the Southeast, and Memphis, Tn.-based Quinton Stine, ex-PrimeSource, handling territory sales and national account business.

Tom Wood has rejoined Buck Lumber & Building Supply, Charleston, S.C., as v.p. of contractor sales.

Lee Strickland has returned to the firm as inside sales coordinator.

Garry Prevedini is new to Boston Cedar, Holbrook, Ma., as architect/ builder specialist.

Shawn O'Kelley has joined the sales team at Simpson Lumber, Wilmington, N.C.

Bill Nocerino, ex-Follen Wood Preserving, has been named mgr. of Forest2Market's lumber division, Charlotte, N.C.

Jeff Gross, Florida business mgr. for Ace Hardware Corp., has bought back the franchise he co-owned before joining the co-op in 1996, Ormond Ace Hardware, Ormond Beach, Fl.. from Nick and Harriet Pasquine, who have retired.

Darrell Keeling, ex-Roseburg, has been named composite panels manufacturing mgr. for Flakeboard Co., Ruston, La.

Dave McGaver is new to sales at Mid-America Cedar, Osseo, Mn.

Jennifer Blackwelder, ex-Coastal Window & Door Center, is now a window and door specialist at Builders FirstSource, Charleston, S.C. Jim Rusnock has rejoined the company as a millwork specialist.

Jeff Outten and Vicky Johnson, both ex-Weyerhaeuser, and Bitt Richardson, ex-Rayonier Wood Products, are now the sales, marketing and transportation team at the McComb. Ms.. office of Joe N. Miles & Son, Bogalusa, La.

Ralph Church is a new account mgr. at Smith Phillips Building Supply, Statesville, N.C.

Scott Lindsay is new to cedar sales at Skana, Richmond, B.C.

Tom Wagner has been promoted to senior v.p.-business development at OMG Inc., Agawam, Ma. Josh Kelly is now v.p. & general mgr. of OMG Roofing Products, and John Ashe, v.p. & general mgr. of the FastenMaster division.

Henry Spelter is now lead analyst for the wood biomass forecast service publications for Forest Economic Advisors. Westford. Ma.

Vic Edwards, branch mgr., ABC Supply, Birmingham, Al., was promoted to a managing partner, along with Nick Bruner, Jonesboro, Ar.; Randy Turner, Columbus, Ga.; Ken Massey, Gainesville, Ga.; Rick Freiberg, Indianapolis, In.; Tom Schumacher, Taylor, Mi.; Mike Lodice, Omaha, Ne.; David Arnold, Columbus, Oh.; Josh McCarty, Dallas, Tx.; Tim Gentry, Charleston, S.C.; Mike Jost, Springfield, Va., and Mike Roadt. Hartland. Wi.

Eet valuable service from enperts who understand gou.

A leader in the building products industry for more than 32 years, DMSi backs its Agility software with unparalleled service for peak performance, ease-of-use, and ROl. To learn more, call DMS| at 8OO.347.6720 or visit us online at dmsi.com.

800.3q7.67?0

Paul Boynton has been promoted to president and chief operating officer of Rayonier, Jacksonville, Fl.

Julie Heussner has joined the design team at Ring's End Kitchen & Bath Center, Wilton, Ct.

Luis Fernandez-Moreno, ex-Dow Coating Materials, has joined Arch Chemicals, Norwalk, Ct., as executive v.p., responsible for global operations of its wood Protection and HTH water products divisions.

Timothy Johnson has been appointed business mgr. of Bluegrass Products, Florence, In., part of Royal Group's siding division.

Corey Talbot has been promoted to v.p. of marketing at Hyde Tools, Southbridge, Ma.

Hardy Johnson has been named chief government & public affairs officer for Titan America, Norfolk, Va. Pat Borders succeeds him as president of Tarmac America division. Randy Dunlap is now president, ST & Essex Cement Co., and Tim Kuebler, senior v.p.-cement & aggregates, Tarmac America.

Pat Hatem has joined Gaco Western, Milwaukee, Wi., as v.p. of operations for its coatings/spray foam insulation facility in Waukesha, Wi. Adam Scheafbauer, exCoatings Holdings, is now mgr. of the parts department.

Eric Lowenstein has been named v.p. of marketing for Convenience Products, St. Louis, Mo.

Jeff Brandes, director of real estate holdings for Tibbetts Lumber, St. Petersburg, Fl., is running for the state House of Representatives.

Knight N. Day is implementing a 2417 customer-care program at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Inteplast Expands PVC Decking Production

Inteplast Group, Livingston, N.J. has licensed the exclusive rights to manufacture and market the CEVN brand decking using Inteplast's proprietary cellular PVC manufacturing process.

The line is distributed in the Northeast by Wolf, York, Pa.

Inteplast has also launched the industry's first dual-color, dual-sided cellular PVC deck board.

Two Coat Exterior Prime

0ur two-coat process starts with an atkyd seater to block tannin migration, followed by a high-performance acrytic primer. The resutt: RESERVE quatity, inside and out.

Superior Wood

Made of quatity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturatty designed for exterior use-both species are ideaI for enduring extreme weather.

Surfacing + Sizes + Lengths

RESERVE oroducts come in a wrde range of sizes, [engths and finishes. Whether the project calts f or S152E or S4S, we of fer [engths ranging from 16'to 20' Pattern stock is atso avaitable, 1"x4 -tx\2 s/ax4 - s/ax12 2x4 - 2xI2

The Finest Stock, TheBestCoating

Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

S I s ruyou. FoREST. PRODUCTS

www.s iskiyouf orestprod ucts.com

DBrpon rNto GnBBN

I read with interest "Green Your Operations" in the August issue. The author outlines several worthwhile green business practices for the office. However, there is an additional step builders and remodelers can take: recycling of building materials.

Many municipalities or transfer stations accept construction and demolition waste for recycling. Asphalt shingles. metal. wood and in some cases plastics can be recycled. The key is separation-if you can keep the material clean and separated, for example in the case of shingles by separating out flashings and wood, it makes recycling much more practical.

Intact cabinets, doors, appliances and the like can often be donated for resale or reuse. A listing of locations accepting materials for resale can be found at bmra.org. Wholesalers can assist by creating awareness of these options, and helping to collect quantities sufficient for recycling.

Asphalt shingles in particular are widely recycled for use in asphalt

pavement and in some cases can actually improve the properties of roads. Shingle recycling locations can be found at www.shinglerecycling.org.

Martin Grohman Director of

Sustainabil ity

GAF Materials Corp. (201\ 423-8260

Van J. Marcus. 79. lumber broker for Stringfellow Lumber, Birmingham, Al., died Sept. 2 in Mountain Brook, AI., after a brief illiness.

After receiving a degree in business at the University of Alabama, he served in the Army's l0lst Airborne Division from 1 953- 1957.

He was a wholesale lumber broker with Patterson Plywood, then for over 40 years with Stringfellow.

John T. Galvin III, 88, retired v.p. of sales at Horstmeier Lumber. Baltimore, Md., died July l7 in Baltimore.

ln 1943, he graduated from what is now Loyola University of Maryland and entered the U.S. Naval Reserve Midshipmen's School in New York

City. He then served with the Navy, as a first lieutenant and cargo officer in the South Pacific and as an executive officer in Japan.

After his discharge in 1946, he studied law for a year at the University of Baltimore while working at Horstmeier Lumber. He also served in the Korean War.

William P. Farnsworth Jr., 83, former owner of Farnsworth Lumber. Shirley, Ma., died July 30 in Shirley.

After attending Wentworth Institute in Boston, Ma., he served with the Navy in the South Pacific during W.W. III. ln 1916, he and his son, Ken. purchased the then- 140-year-old family business from his father.

William R.66Bill" Hoag,87, chairman of eight-unit National Industrial Lumber, North Jackson, Oh., and president and c.e.o. of West Elizabeth Lumber, Elizabeth, Pa., died of cancer Sept. 7 in Mt. Lebanon, Pa.

During W.W. II, he fought in Normandy with the Army's Thunderbolt Division, earning a Purple Heart. After the war, he finished his degree at the University of Pittsburgh and became head of NILCO, the firm purchased by his grandfather in 1936.

Size does matter.

A. Joe Bartlett, T3,longtime manager of Broadway Lumber, Pittsburg, Ks., died Sept. 16 in Pittsburg.

He managed the business for 45 years and served on the Mid-America Lumbermens Association before retiring in 2008.

Roy E. Dieffenbach, 75, retired manager of Norandex Building Supply, Wilkes-Barre, Pa., died Sept. l5 in Dunmore, Pa. He retired in 1999.

Robert Francis Kent. 67. former owner of Green City Lumber, Green City, Mo., died Sept.9 in Green City.

He owned Green City Lumber for 24 years and co-owned Northeast Roofing, Green City, for four years.

Roy Duke Nyberg, 84, retired founder of Nyberg's Ace Hardware, Sioux Falls, S.D., died Sept. 6, in Sioux Falls.

At age 16, he began working at Ace Hardware, International Falls, Mn. He served in the Army Air Corp in Italy during W.W. II. After the war, he attended business college, then joined Ace Hardware, Hibbing, Mn. He opened his own store in Sioux Falls in 1957, eventually expanding to four locations.

He also served on the boards of the National Retail Hardware Association, Minnesota-Dakota Retail Hardware Association, and South Dakota Retail Hardware Association, which earlier this year recognized him as Retailer of the Year.

Llewellyn Harold Waldo, 83, retired owner of Waldo Lumber,

Carney, Mi., died Sept. 5 in Powers, Mi. He operated the firm into his 70s.

Roger L. Porter, 83, retired owner of Porter Lumber, Morenci, Mi., died Sept.5 in Adrian, Mi.

He served with the Navy during W.W. il and graduated from Michigan State University in 1950. He retired from his lumber business in 1988.

Build.ing with Eaetern White Pine is eharacter building. It is a refection of who you are, how you choose to live and your commitment to authenticity. To leam more about building with eastern white pine visit www.easternwhitepine.org. Will your next proJect have character?

Orrrtlonr?Arkftltr, fffi.n lm..rg NELMA

Fire Strikes Alabama Sawmill

Dudley Lumber, Salem, Al., expects it will take six to 12 months to rebuild its sawmill destroyed by a Sept. 14 fire.

Investigators determined that the blaze was accidental and started in a high-voltage electrical control panel.

Vinyl Institute Now Certifying Polypropylene Siding

After more than a decade of certifying vinyl siding, the Vinyl Siding Institute is now certifying qualified polypropylene siding.

The VSI Product Certification Program has been expanded to con-

firm polypropylene siding will:

o Weather the elements over time without cracking, chipping, flaking, pitting or peeling.

. Meet impact resistance requirements.

Withstand wind pressures equivalent to I l0 mph or more.

Demonstrate flame spread performance equivalent to or better than wood materials commonly used in building construction.

The program uses an independent agency, ATI, to conduct a series of rigorous tests, unannounced inspections of siding plants, and quality control plan reviews.

AbitibiBowater, Montreat, p.e., received creditor approval of its plan to emerge from Chapter 11 bankruptcy reorganization by the end of the year.

Fortress Wood Products. Martinsville, Va., was named Forest Products Supplier of the Year bv l_ndependent Builders Supply Assciciation, Smithfield, N.C. ' ' -

Chemcrest Arch itectu ral Products, Winnipeg, Mb,, has ceased production after 36 years.

Ply Gem, Cary, N.C., has had the polypropylene shakes and shingles in its siding brands certified under the Vinyl Siding Institute product certification program.

CertainTeed Corp., Valey Forge, Pa., received an ICC evaluation report confirming its T-Roc thermal laminate foundation insulation system is building-code compliant.

Roxul, Atlanta, Ga., earned the Energy Star label for its ComfortBatt R15 and R23 stone wool insulation.

Sto Corp., Atlanta, Ga,, is starting up a coatings plant in Santiago, Chile.

APA-The Enqineered Wood AssociatioI p-resented safetv awards to 16 mills, includinq Anthoni Forest Products Co..- Georqid. Pacific Wood Products, [.P, Norbord,Rosboro, Shelton Lam & Deck. and Stark Truss.

Steel Beam Software

LSB Selector Software simplifies designing with LiteSteel beams. The free software allows users to input beam spans and loads, then receive recommendations for specific LSB products.

A text report shows all inputs, beam dimensions, and properties, as well as design checks that can be attached to building permits.

I LITESTEELBEAM.COM

(800) 877) 28s-2601

One ToughGrip

Irwin Groovelock vise-grip pliers now come in smooth jaw and straight jaw designs.

A patented press-and-slide button allows faster adjustment on the job, while right-angle teeth grip in all directions for maximum bite.

I IRWIN.COM

(800\ 464-7946

Studly Plastic Furring

Superior Polymer Product now offers EcoStud recycledplastic products for furring out block or poured concrete walls.

The flanged furring channel can be used with all insulation types to form a continuous moisture barrier. The Z Fur channel, an alternative to steel Z, can be used with extruded polystyrene foam or cellulose wall panels.

I SUPERIORPOLYMER.COM

(877) s86-ss43

Look of Old Barns

Reclaimed American Oak is the newest addition to HomerWood's premium hardwood flooring.

Reclaimed from barns, the distinctive flooring has authentic nail holes. cracks. mineral streaks, and saw kerfs.

Boards are 3.5" or 8.5" wide. Also offered are custom wider widths and distressed finishes.

I HOMERWOOD.COM

(814) 827-3855

Loaders Make Tracks

Kubota's nc\\, compact track loaders are designed for maximum littin-g and dumping capability.

The 7-5-hp SVLT-5 has a 6.204-lb. bucket-breakout force and a .1.881-lb. lifting capacity. The 90-hp SVL90 has a bucket-breakout fbrce of 7.961 lbs. and a lifting capacitv of 5.869 lbs.

Bclth arc po'nl'erecl bv a tirur-cylinder. direct in.jeetion. turbo-chargcd diesel cngine and o1-1'cr a variety of hucket ancl fork oplions.

I KUBOTA.COM

(rJnn) 458-2682

Nail That Roof

A fuel-pou,ered cordless roofing nailor from DuoFast Construction is compact and lithtweight.

It can clrive tu,o nails per second ancl holds 120 nails pcr coil. Othcr f'eatures arc an acljustablc clepth ol' drivc. a sinclc-cloor magazine ttrr easy loading ol- coil nails. skicl guarcls. and a belt lrook. T

631-1010

Engineered Brazilians

Cikcl Anrclica Iras a ncw collcctitlrl of cngineercd Brazilian harclu ood l-loori ng.

Cabo corles in l'ilc FSC-ccrtil'icd cxotic species that irre protectecl with eight laycrs ol'oxitlc finish and can be f'loated or gluccl down clilcctly. on or beltlw' grade. Face width is 7". with lcngths ranr:ing fronl l' to 6.6'.

T CIKEL.COM

ftt00) 97 1 -7896

Really Hip Gonnector

Simpson StronsTic's AHEP connector is dcsigned for u'oocl and colcl-firrntccl stccl truss applications. Designed firl stcp-clown hip trusses. thc ctltlncctor can be used as a latcral rcstraint to sat'ely spltce and sLlpport tl.re llat sectior.t of'thc top chord.

I STRONGTIE.COM

(800) 999-5099

For confi dence underfoot - a nd overheadbu i lders trust Ai nsworth E n g i n ee red. For flooring systems that lay flat and true. For stairs that won't cup, sag or squeak. For cost-competitive, sustainably sourced products, reliably supplied, choose quality. Choose Ainsworth.

B.C, W00D'S Global Buyers Mission drew more than 650 buyers, dealers, and manufacturers to Whistler, 8.C., Sept. 9-1 1. [1] Lennib Watkins, Steve Horvath, Gerry & Joan Feaver. [2] Natalle & Jak-e VanSchothorst, l_ngrid Bpys. [3] Sam QaJh, [a] Craig Combs, Mike Pidtisecky, Mike Booth, David Jeffers. [5] Steve Power, Jake Power, Dustin-Elliott, Michael Ren. [6] Slgryart Clark, Loni & Curtis Walker. [7] Archie Rafter, Chris Beveridge. [8] Ron Sagara, Rob Bengough. [9]-Kirk Nagy, John

Brissette._[!0] Ben Meachen Jeff Derby, Ted Dergousoff. [11] Dave Chueng. [12]-Scott-Lindsay, Alan Lazauskas, Kenj Beveridgel Chris Beveridge._[13] Griffin_Augustin, Corey Scott. [14] Chris pist'illi, Doug Carl. [15] Perry Lee Sang Lee, grlan Go, Sedn Cnoi. [16] cary citi

Jason Zimmerman, Don Slack. [17] Denn Wight, lan Wight. [ta] Wayne Gamborski, Hans Plechinger. [10] iony Bonuia. [20] pet-er Giani.

WESTERN

Association held its annual meeting in conjunction with BC Wood's Global Buyers Mission.

[1] Chris Lynch, Janet Wheeler, Steve Power. [2] Danny & Kim Bachman. [3] Jack Heavenor, Dick Jones, Rob Marusic, Harold Mischke. [4] John Harris, Ben Meachen, Doug Nelson, Steve Mynick. [5] Harry Erskine. Shane Hartsch. Mark Wooflnden, David Hughes. [6] Alan Lazauskas, Chris Beveridge, Scott Lindsay. [7] Danen Duchi, Jeff Robinson. [8] Morris Douglas, Jack Alley. [9] Robert Sandve, Paul Mackie. [10] Joe Petree, Craig Fleischalker.

RED Cedar Lumber

[11]

Cal Dyck, Patt & Michael Woods. [12] Jack Draper, Mark Rutledge. [13] Dammy Evertse, Al Fo(une. [14]Jim Gillis, Brian Hawrysh. [15]John Brissette, Steve Boyd, Brian Boyd. [16] Shane Robinson, Carlos Furtado.

DECK EXPO & Remodeling Show took over Baltimore Convention Center, Baltimore, Md., Septi 15-17. tll Steve Klotz, Gary Maulin. [2] Jim Miller, Dave Martel. [3] John Junod, Marilyn Greene, Joe Junod. [4] Erica Biser, John Leisenheimer. [5] Kim Drew, Tom Diem, Chris Webb. [6] Richard Kleiner, Russell Richardson. [7] Matt Cullen, Rich Kapres, Brian May. [8] Glenn Eberle, George Eberle. [9] Dick Benson, Jon Bailey. [10] Chuck Casey, Brian Orchard, Phil Lail, Eric Sigmon. [11]

Ralph Leyh, Kristin Zommer, Rick Wearne. [12] Brian LaFave, Scott Schmidt. [13] Penny Hanis, David Palmer, Caylon Huckabay. [14] Arden Fuller, Peter Krihak, Frank Butterfield. [15] Jay Flom, Michael Grant, Daniel Gaxiola. [16] Arne Zenneck, Michael Sloop. [17] Scot Jeffus, Brent Gwatney. [18] Carey Garst, Erin Canosa. [19] Kevin Friday, Deby Jones, David Finkenbinder. [20] Peter Staal, Joe Holt. (More photos on next two pages)

DECKS, DECKS, DECKS (continued from W.C, Litzinger, Jim Boyd. [6] Tom Faber, previous page):l1l Frank Peterson, Kim Pohl. Jackson Chen. [7] Ed Burke. [8] Kevin [2] Laurie Coleman. [3] Stephanie DePalma, Gothard, Cindy & Patrick Doyle. [9] Ted Davis, Daniel Franklin, Mark Lipsius, Shawn Holland, Vickie Brawlev. Ed Reed. [4] Blake Austin, Buddy Gault [5] @olephotosonnextpage)

MORE DECK EXPO (continued from previous two pages)attendees; [1] Leda Johnson, Richard Lane. [2] Ron Long, Scott Rutley. [3] Steve Lewis, Jom Grinestuff. [4] Jacquie Maranville, Henry Croteau. [5] Carol Kelly, Phillip Hutt. [6] Bronwyn Matthis, Alan Oakes, Jade Fridell. [7] Steve Shyda, Alex Hines, Mark Kalady. [8] Chris Duncan, Chris McGroarty, Tim Thornton. [9] Tom Horvat. [10] Teny Brady, James Thompson, Chuck Hotze. [11] Joe Heltsley. [12] Darby Darbyshire,

Bob Edwards. [13] Otto Kinzel, Scott Cathcart, Kaylynn Poplawski. [14] Kyle Loveland, Jamie Kreiser. [15] Mark Bverke, Phillip Cooke, David Ellenbaum, Bruce Schneider, Rick Pocock, Art Thomm. [16] Kevin Brennan, Bill Georgelis. [17] Geoffrey McKeon, Chris Johnson. [18] Ken Panitt, Edward Cusck, Huck DeVenzio. [19] Christian Lepage, Keith Bishop.

Crystal Wicker,

ASSOCIATION

Eastern Building Material Dealers Association is inviting all LBM dealers as well as their contractor and architect customers to its IDEAS trade show Oct. 20 at the Valley Forge Convention Center, King of Prussia, Pa. The day prior, the group will hold its fall conference at the nearby Scanticon Hotel.

EBMDA's next board meeting is Dec. 2 at association headquarters in Lancaster, Pa.

Lumbermen's Association of Texas will present a special lunch program on "Improve Your Business: 60 Ideas in 60 Minutes" in conjunction with its board and committee meetings Nov. l0 at the Wyndham Garden Hotel, Austin.

Northeastern Retail Lumber Association affiliates have several events lined up.

Lumber Dealers Association of Connecticut will hold its annual meeting and banquet Nov. 3 at Aqua Turf Club, Plantsville, and its past president's dinner Dec. 8, in Simsbury.

The annual meeting of the Western New York Lumber Dealers Association takes place Nov. 11 at Monroe Golf Club, Pittsford.

Northern New York Lumber Dealers Association's 12th annual bowling tournament is Nov. 13 at Market Lanes, Potsdam, while its annual meeting gets underway Nov. l7 at Gran View Restaurant, Ogdensburg, N.Y.

Eastern New York Lumber Dealers Association hosts its annual holiday show Dec. 7, in Saratoga Springs.

Western New York Lumber Dealers Association offers a customer service workshop Dec. 14 in Rochester.

Indiana Lumber & Builders' Supply Association kicks off its annual meeting and holiday party Dec. 9 at the Conrad, Indianapolis.

Wisconsin Retail Lumber Association hosts a "Future Lumber Leaders" meeting Nov. 1l in Stevens Point.

The following week, WRLA stages its annual estimating camp Nov. 15-17 in Madison.

Ohio Construction Suppliers Association hosts an installed sales roundtable Oct. l4-15 in Knoxville, Tn., and co-hosts a dealer roundtable Nov. 3-5 in Pittsbursh. Pa.

Mid-America Lumbermens Association has booked Joe Calhoun to address "Leading through Adversity" at its annual Fall Fling for Nov. 4-5 at Hampton Inn & Suites Country Club Plaza, Kansas City, Mo.

Dan Fesler will speak on "How to be Uncommon in a Common World."

Oklahoma Lumbermen's Association celebrates the holidays Dec. 4 at the Hard Rock Resort, Tulsa.

Michigan Lumber & Building Materials Association's website now features a job resume board to assist displaced industry professionals.

MLBMA convenes its executive committee Nov. 9 and its board of directors Nov. l0 in Lansins.

Direct lmportersof Hardwood Decking, Lumber, & Flooring

TRADE DELEGATION from Taiwan recently visited McShan Lumber, McShan, Al., as part of a tour coordinated by the Southern Forest Products Association and Southern Pine Inspection Bureau.

CIASSIFIED Marke

Rates: $1.20 per word (25 word min.). Phone number counts as I word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $SS if art furnished "camera+eady" (advertiser sets the

type), $65 if we sel the type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: '18th of previous month.

SPRUCE BUYER NEEDED: Large wholesale lumber company and retail chain looking to hire experienced Spruce Lumber Buyer with knowledge of/relationships with spruce and fir mills. Business is located in Arkansas. Competitive pay and benefits. Send email to kasmith@arkansaswholesalelumber.com or call (so|) 281-1902.

WE ARE LOOKING for aggressive sales representatives to grow with our company. We are a well-established (since 1922) and reputable family-owned wholesaler looking to expand into new markets. Work from your hometown and earn the best commissions in the business. Call Jim at (800) 64'1-6242 for more information. The McGinnis Lumber Company, Inc., Meridian. Ms.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.6OVo split for trader. Call John at Lakeside Lumber at (623\ 566-7100 or email lakesidelumber@cox.net.

vehicle for your company to target-market a particular regi\n or market segment-or choose multiple publications to reach the entire industry, nationwide.

q y't flpllcrthuttlagailr88{earcld magazine reaches tBM dealers & wholesalers We6t of Uw Rocky Mountains. Circuhtion is prirnuily paid, ensudng high readership.

IGeep track of the lffest

BPD updcles you on industry irsuer in your legion. Now discover whol's hoppening on the olher side of the Rockies.

subscdbero fm MmcnmT MAGAZINE

Jusl 522 lor | 2 monthly irsuer. Coll Heolher ol (949) 852-1990

WE BUY AND SELL PANEL STRIPS

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

3, Builang. Ptoduc|F,,com. Features dighized edilions of our magazines, event photos, and news updated daily to keep industry professionals constantly reluming.

5, Trl/letuPrsv*lu. Specid supdonont in October ttor$ail arrt BPD lor NAW|,4 Trders Marksl. Circulalion d owr21,tf0 lumbertuyerc. DiEcountett a&ertising rat6.

For rates and more into, contact Alan Oakes or Chuck Casey at (%9) 852-l9q) ajoakes @ aol.com, ccasey @ building-products.com

DATE Book

Ustlngs are often submitted months in advance. Always verify dates and locations wifh sponsor before making plans to aftend.

Do lt Best Corp. - Oct.9.11, fall market, lndiana Convention Center, Indianapolis, In. ; (260) 748-5300; www.doitbestcorp.com.

Association of Millwork Distributors - Oct. 9-14. annual convention, Gaylord Opryland Resort & Convention Center, Nashville, In.: (727) 372-3665; www.amdweb.com.

Builders Hardware Manufacturers Assn. - Oct. 11.13, fall meeting, Palm Desert, Ca.: (212) 297 -2109: www.buildershardware.com.

National Hardwood Lumber Assn. - Oct. 13.16, annual convention, Vancouver, B.C.; (800) 933-0318; www.nhla.com.

Ohio Construction Suppliers Assn. - Oct. 14.15, installed sales roundtable, Knoxvil le, Tn. ; (6 1 4) 267 -7 817 ; www.myocsa.org.

Fellowship of Christian Lumbermen - Oct. 15, meeting, Vancouver, B.C. ; www.christianlumbermen.wordpress.com.

APA.The Engineered Wood Association - Oct. 17.19, annual meeting, Westin La Paloma, Tucson, Az.; (253) 565-6600; www.apawooo.org.

Eastern Building Material Dealers Association - Oct. 19, fall conference, Scanticon Hotel, King of Prussia, Pa.; Oct. 20, IDEAS show, Valley Forge Convention Center, King of Prussia; (800) 296-327 8, www.ebmda.org.

Northwestern Lumber Association - Oct. 20-22, dealer roundtable, Freeborn Lumber, Albert Lea, Mn.; (763) 544-6822; www.nrassn.org.

Virginia Tech - Oct. 22, process improvement workshop, Blacksburg, Va.; Oct.27-28, forest products marketing workshop, Princeton, W.V.; (540) 231 -7 679; www,woodscience.vt.edu.

Northeastern Retail Lumber Assn. - Oci,22.23, annual meeting, Gideon Putnam, Saratoga, N,Y. ; (800) 292-67 52: www. nrla.org.

Eastern New York Lumber Dealers Association - Oct. 23, annual meeting, Gideon Putnam Resort, Saratoga, N.Y.; (518) 2861010; www.nrla.org.

Peak Auctioneering - Oct. 23, LBM auctions, Syracuse, N.Y.; Oct. 30, Hanington, De. ; (800) 245-9690; www.peakauction.com.

Southern Forest Products Association -Oct.24-26, annual meef ing, Mansion on Forsyth Park, Savannah, Ga.; (504) 4434464: www.srpa.0rg.

Midwest Roofing Gontractors Association - Oct. 27, convention & show, Indianapolis, In.; (800)497-6722; www.mrca.org.

Virginia Tech Centerfor Forest Products Business -Oct.27-28, marketing skills workshop, Wood Education Research Center, Princeton, Va.; (540) 231-7 107 : www.woodscience.vt.edu.

Green Industry & Equipment Expo - Oct.28-30, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767.

Ace Hardware - Oct. 28-31, fall market, Orange County Convention Center, Orlando, Fl.; (630) 990-7662; www.acehardware.com.

Lumber Dealers Assn. of Connecticut - Nov. 3, annual meeting, Aqua Turf Club, Plantsville, Ct.; (518) 286-1010; www.nrla.org. '

Ohio Construction Suppliers Association - Nov. 3.5, dealer roundtable, Pittsburgh, Pa. ; (6 1 4) 267 -7 817 : www. myocsa.org.

Mid-America Lumbermens Association - Nov, 4.5, annual Fall Fling, Kansas City, Mo.; (816) 561-5323; www.themla.com.

North American Wholesale Lumber Assn. - Nov. 4-6, Traders Market, Hyatt Regency, Chicago, ll.; (800) 527-8258i nawla.org.

Specialty Tools & Fasteners Distributors Assn. - Nov, 8.10, annual show, Atlanta, Ga.; (800) 352-2981; www.stafda.org.

Spruce Gomputer Systems - Nov. 8.12, annual online user conference; (800) 777 -8235; www.sprucecomputer.com.

Michigan Lumber & Building Materials Assn. - Nov. 9-10, board meetings, Lansing, Mi.; (517) 394-5225: www.mlbma.org.

Lumbermen's Assn. of Texas - Nov. 10, board/committee meetings, Wyndham, Austin, Tx.; (512) 472-1194; www.lat.org.

Western New York Lumber Dealers Association - Nov. 11, annual meeting, Pittsford, N.Y. ; (51 8) 286-1 01 0; www.nrla.org.

Wisconsin Retail Lumber Association - Nov. 11. Future Lumber Leaders conference, Stevens Point, Wi.; Nov. 1$17, annual estimating camp, Madison, Wi.; (262) 250-1 835; www.wrlamsi.com.

Virginia Tech - Nov. 12, supply chain management workshop, Danville, Va. ; www.woodscience.vt.edu.

Peak Auctioneering - Nov. 13, LBM auction, York Expo Center, York, Pa.; (800) 245-9690; www.peakauction.com.

Northern New York Lumber Dealers Assn. - Nov. 13. bowlino tourney, Potsdam, N.Y.; Nov. 17, annual meeting, Gian Viefr Restaurant, Ogdensburg, N.Y.; (518) 286-1010; www.nrla.org.

National Lumber & Building Material Dealers Association - Nov. 15-17, annual meeting, Broadmoor, Colorado Springs, Co.; (800) 634-8645; www.dealer.org.

North American Building Material Distribution AssociationNov. 16-18, annual convention & show, Broadmoor, Colorado Springs, Co.; (888) 7 47 -7 862: www.nbmda.org.

IDEA FiIe

Bring in the Moms

sales: free family-focused seminars. For the past two years, Ring's End Lumber's yard in Wilton, Ct., has hosted a monthly "Morning forMoms."

This year's series kicked off last month, just after kids started the new school year. Michelle Sperry, director of a local private school, discussed how to teach children good manners and etiquette. Color consultant Rita T-who works at the paint center-shared table setting ideas and decorating tips for family-friendly dining rooms. Attendees also received a coupon for a free gallon of Benjamin Moore's new zero-VOC paint.

"I enjoy showing how to create a beautiful dining room for families to use every day," said Rita.

This month, an environmentalist will talk about safely exploring the outdoors with children and reducing exposure to toxins. Rita T will follow up with how to use paint to bring nature's colors and patterns indoors.

Next month, the former owner of a children's bookstore will share how to read to and with children. Rita will talk about creating an inviting reading area for kids.

In December, a kids' products reviewer for Consumer Reports will discuss holiday safety, tips for safe decorating, and which toys are safe to purchase. Then Rita will share holiday decorating ideas for families.

Phone: 91 0-525-4046

FAX 910-525-5801

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

Sunbelt [www.sunbeltracks.com]....

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Sfi oke Things Up

witl'r thc chorrr of Reoi eecicr shincles

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Protect your investment ond sove on your instollotion cosis by foctory finishing your shingle ponels. Fociory finishing reduces consiruction time ond the cost of on site lobor And il ensures thot oll sides ore properly cooted for long-losting performonce, Conioct Cedor Siding Inc. ot (800) 3419471 or (815) 5624508 fo order your foctory linished Shokeriown Reol Cedor shinole oonels.