The Merchant Magazine - December 2010

MERCHANT

EXTREME LUMBERYARD MAKEOVERS THE NEXT BIG ENGINEERED WOOD PRODUCT

The

DECEMBER 2010

Magazine

THE VOICE OF THE WEST’S LBM DEALERS & DISTRIBUTORS – SINCE 1922

Opening Doors to New Opportunities in 2011 and Beyond.

-/5,$).'3 s ,5-"%2 s %.(!.#%-%.43

It’s easy to show some restraint.

TSBR AHEP

S/TSR TBD22

Simpson Strong-Tie continues to look for ways to simplify the installation of wood and cold-formed steel trusses.

Our new line of spacer restraint, diagonal bracing and hip-end purlin connectors are designed to eliminate steps that add time and expense to the job. The adjustable AHEP connector is a structural purlin that also serves as lateral restraint. It attaches at the leading edge of step-down hip trusses and eliminates the need for drop top chords and fillers. The TBD22 diagonal truss brace offers a time-saving alternative to traditional diagonal bracing.

The TSBR and S/TSR truss spacer restraints capture the on-center spacing of wood and cold-formed steel truss chords and webs, and laterally restrain truss members, allowing quicker, easier and safer installations.

For more information about the AHEP, TBD22, TSBR and S/TSR connectors and all of our truss solutions, call (800) 999-5099 or visit www.strongtie.com/truss. Š2010 Simpson

Strong-Tie Company Inc. TRUSS10

The

MERCHANT

Special Features 9 FEATURE STORY THE COMING ENGINEERED WOOD PRODUCT: CROSS-LAMINATED TIMBER

10 COMPANY FOCUS NORTHERN CALIFORNIA DEALER MAKES ITS LONG-AWAITED BIG MOVE

12 MARGIN BUILDERS BE WARY WHEN BUYING USED RACKS

13 MANAGEMENT TIPS PICK THE RIGHT LIFT TRUCK

14 COMPETITIVE INTELLIGENCE DEALER PURPOSELY DOESN’T SPECIALIZE

16 SPECIAL TEAR-OUT INSERT 2011 DELUXE INDUSTRY CALENDAR

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In Every Issue 6 TOTALLY RANDOM 16 OLSEN ON SALES 21 MOVERS & SHAKERS 22 ASSOCIATION UPDATE 22 IN MEMORIAM 24 FAMILY BUSINESS 26 NEW PRODUCTS 36 CLASSIFIED MARKETPLACE 37 DATE BOOK 38 IDEA FILE 38 ADVERTISERS INDEX

December 2010

Volume 89 Number 6

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30 PHOTO RECAP

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The Merchant Magazine December 2010

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December 2010 The Merchant Magazine

5

TOTALLY Random

F

By Alan Oakes

Here we go?

IRST, I WANT TO SINCERELY THANK you for all the comments, emails and phone calls I received regarding my October column (“Which Way Are You Leaning?”), which became the most commented-on article I have written in my almost 10 years. As I told everyone, I hesitated to write such a column and rewrote it a number of times. I appreciate your 100% favorable feedback.

Since then the election was held and the results are well known. We might agree that the result was less a support for one party and more an assessment of the other. But, we all know that it will require more than words from our “career” politicians to turn the corner.

It is time for leadership and brave decisions that are in the best interests of the country as a whole. We cannot afford gridlock for two years. We need action that works, and does not feed an agenda the American people do not want.

The economic uncertainty, anti-business climate, and feeling that our hard work and investments will go unrewarded must be reversed—and quick. Get us back to what we do best—creating products and opportunities, and taking risks with our capital.

As individuals, the reality is that our average earnings have continued to drop and will continue to do so unless we find ways to create real jobs and keep manufacturing jobs here at home, jobs that pay well, not barely above minimum wage. How many of you are earning less than you did five years ago? Where do we go as a nation if that trend continues?

We need to keep manufacturing here FULL STOP. Interestingly, after writing that column I was overseas and, like you on your TVs, watched the riots in Paris as unions fought to keep the retirement age at 60 instead of 62. I saw first-hand the blight of the economy in Spain. In the U.K., I witnessed the government announce severe cuts to benefits in the largest austerity program since World War II and an increase in the retirement age. Even as I write, there are riots in the U.K. over the increase in student fees (until they come here, they will never realize how lucky they are in what they pay). European governments are finally realizing that benefits need to be controlled, that there is massive abuse, and that the costs are unsustainable.

While in Europe, I read examples of some families “earning” unemployment benefits of up to $150K a year. It doesn’t leave much incentive to look for a job when you can get that. I think the big fear we in business have had is that we may be heading for the same thing here in the U.S. It has also been interesting to note that the only major country that did not implement a stimulus program in 2008/9—Germany—has today the strongest economy in Europe by far and arguably the strongest manufacturing base. Having been to Germany many times, I’ve found it to be one of the two most discerning consumer bases of Europe, which still yearns to buy quality and is prepared to pay for it.

That being said, I have just returned from NAWLA’s Traders Market. It’s always one of the best events of the year and was even more so this year. A good crowd, up on last year. Frankly, the mood was tremendous. It was like the light switch had been flipped. I heard only optimism for the first time, for a long time. We all know nothing immediately changed election night, but overall believe we are at the bottom and the only way now is up. It confirmed to me what I have been saying for months: that what we need is a dose of optimism throughout the country, at all levels, positive news out of Washington, and policies that give the business community encouragement to keep jobs here. I came away from Chicago pumped up and raring to go for 2011. Want to join me? Let’s make it a trend.

Lastly, as we come to the end of another difficult year, I want to thank the many companies that have allowed us to continue our 88 years of serving this industry. The many companies that have advertised with us have allowed us to be the only magazine serving the wholesale and retail communities to publish each and every month. My colleagues here at The Merchant thank you not only for your business, but also for the many friendships cultivated over many years. To you, our readers, we appreciate your loyalty to our publications and the many kind words and letters we receive during the year. We all know these past few years have not been kind to many, with many fine people and companies forced out of the industry. I can only say that we will continue to offer all we can to keep you abreast of all that is happening in our industry, to help you run your business more effectively and profitably.

To you and your families, Merry Christmas, Happy Holidays, and a successful and healthy New Year. See you in 2011. Here we go!

Alan Oakes, Publisher ajoakes@aol.com

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The Merchant Magazine December 2010

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A publication of Cutler Publishing

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

Director of Editorial & Production David Koenig dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com

Contributing Editors Dwight Curran, Carla Waldemar, James Olsen, Jay Tompt, Mike Dandridge Advertising Sales Manager Chuck Casey ccasey@building-products.com

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December 2010 The Merchant Magazine

7

FEATURE Story Latest Engineered Wood: Cross-Laminated Timber Panels

Cross-lam panels come to America

G

CLT PANELS in the interior of a nine-story apartment building in England, the world’s tallest residential wood structure.

(Waugh Thisleton Architects)

welcome the latest engineered wood product: crosslaminated timber panels. The lightweight panels are assembled from boards made with small-diameter or low-grade timber, which are stacked together at right angles and then glued over their entire surface.

The result is an exceptionally strong product that retains its static strength and shape, and allows the transfer of loads on all sides. It can be used to build anything from singlestory homes to multi-story office buildings—lessening or eliminating the need for concrete and steel, even in large structures.

Although CLT panels have been produced and used in Europe for more than a decade, they made their U.S. debut just last month—in a 78-ft. bell tower in Gastonia, N.C. The tower, which is constructed of 70 ft. of pre-fabricated CLT panels above a three-foot concrete foundation, is the brainchild of Sustainable Cross Laminated Technologies LLC, ET READY TO

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The Merchant Magazine December 2010

Asheville, N.C., and White Fish, Mt. The company was formed earlier this year to initially import CLT from Europe and eventually produce it here.

“We intend to serve as the nation’s leading provider of CLT,” said Steve Cochran, SCLT chief sustainability officer. “From an environmental standpoint, the availability of this product in North America is a huge step forward in sustainable development.”

Although the 4’x4’ panels were imported from Austria, SCLT hopes to begin producing CLT at its White Fish plant by the middle of 2011.

“Wall, floor, and roof elements will be pre-fabricated in our climate-controlled facility, then transported to building sites for rapid assembly,” said Pete Kobelt, director of sales and business development in the West.

“CLT panel construction will transform construction methods and materials in North America.”

WoodWorks, a program created by the Wood Products Council to encourage non-residential use of wood, proBuilding-Products.com

CLT PANELS were used to construct the world’s tallest wood residential structure, a nine-story apartment building in London, England.

(Photo by Waugh Thisleton Architects)

vided technical assistance for the project. “We believe this tower is the first of many CLT projects across the U.S.,” said national director Dwight Yochim. “It will demonstrate the environmental, performance, and cost benefits of this unique building product.”

Last year, WoodWorks introduced CLT to U.S. designers through seminars led by Andrew Waugh. He’s the architect who designed the world’s tallest residential structure—a ninestory apartment building in Britain that’s won several wood-use awards.

Named the Stadthaus, the building has 29 apartments, for both private and affordable housing. Each of the CLT panels was prefabricated, including cut-outs for doors and windows,

by KLH of Austria. When the panels arrived onsite, they were craned into position, allowing the nine-story building (eight stories of CLT over one story of concrete) to be constructed in just nine weeks.

In Gastonia, construction of the tower took just days. “The tower is

12’x12’ and utilizes 4’ panels of varying lengths, which are prefabricated at the manufacturing facility and assembled onsite,” said architect Michael DeVere, who also co-directs architecture design and research at SCLT. “Because of CLT’s light weight, the concrete foundation could be substantially smaller than would have been necessary to support a tower built of steel or concrete.”

APA-The Engineered Wood Association is sponsoring the introduction of CLT in the U.S., with a 29member committee that has been working toward CLT performance standards all year. Tom Williamson, who chairs the committee and heads a timber engineering firm in Vancouver, Wa., said that APA hopes to have a first draft by January 2011.

“The bell tower in North Carolina is just the beginning,” said DeVere.

“Given its environmental, structural, and economic benefits, we believe that CLT’s acceptance in the U.S. will be swift and enduring.”

Artist rendering provided

by WoodWorks

BELL TOWER was constructed of 70 ft. of CLT panels over a 3 ft. concrete foundation in just days.

Building-Products.com

December 2010 The Merchant Magazine

9

COMPANY Focus The Mill Yard

Northern California dealer makes long-planned move

T

MILL YARD has come a long way since it opened 17 years ago in Arcata, Ca., doing business in a little 8-ft.-by-8-ft. building fondly known as “the shack.”

In 1993, the company moved into a new 10,000-sq. ft. building and “the shack” was remodeled for the yard boss’ office. Even with the additional space, however, storage and order fulfillment was a challenge as the business continued to grow.

When Tanka Chase and Laurie Vance bought the business in 2002, they signed an eight-year lease for the five-acre property it sits on. But growth was on their minds, so the partners also bought a parcel of land just a few miles away.

“We want to relocate in the future, but we don’t really have a target date or even plans drawn for the building,” Chase said at the time. “One reason is that we want to have our own place; the other is the traffic on (nearby) Highway 101.”

Now, eight years later, the partner’s dream has become reality. By the end of the year, the business will move

SKYLIGHTS bring in lots of natural light in new 20,000-sq. ft. warehouse.

into a new building with triple the space, on property they own themselves.

“The old property was totally inefficient, and we had little drive-by busi-

NEW LOCATION has nearly three times the space of the old location, plus covered storage for most inventory and drive-by access for new customers.

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The Merchant Magazine December 2010

Photos by The Mill Yard

HE

ness,” said Vance. “Now we’ll have the space to offer more than basic plumbing and electrical, so our contractors can enjoy one-stop shopping.”

Chase is looking forward to more efficient handling and storage of inventory. “We’ll be able to just forklift materials onto the new racks,” he said. “What used to take at least two man-hours, will now take just a minute or two.”

The new location consists of three separate, yet integrated, buildings: a 20,000-sq. ft. warehouse, a 7,000-sq. ft. retail store, and a 2,000 sq. ft., wood-frame office and contractor space in the middle. Green elements include an ash-gray cool roof to reflect solar heat, natural lighting from fixed windows and clear polycarbonate skylights, enhanced insulation, and gable and eave roof extensions to provide shade and reduce heat build-up.

Krauter Solutions designed and Building-Products.com

NEW CANTILEVER RACKING provides plenty of storage for inventory.

constructed the first two structures: steel frame and siding for the warehouse, and steel frame with both steel and wood siding for the retail store. Warehouse storage is provided by 380 lineal ft. of single-face cantilever racking and 125 lineal ft. of double-face cantilever racking. On one outside wall, additional racking is protected by the roof extensions.

“We first had to design the warehouse to accept the placement of racking systems and maximize floor space,” said Krauter president Chris Krauter. “Our scope included the provision of the warehouse and retail building, accessories for the wooden office structure, racking systems, engineering certification of all steel structures, and the final field installation.”

In an area where average rainfall is 35 inches, covered storage was a major consideration. “Last year, we got 50 inches of rain,” said Vance. “In the new location, we’ll be able to protect most merchandise from the weather.”

Another positive is that the new location is situated near residential areas, so attracting more drive-by customers won’t be a problem.

“Our focus is still on contractors, but now we can offer more to homeowners, too,” she said. “We’ll be able to experiment and bring in new products that will appeal to both types of customers.”

STEEL SIDING ompletes the 20,000-sq. ft. warehouse.

Building-Products.com

December 2010 The Merchant Magazine

11

MARGIN Builders Used lumber rack

Be wary when buying used lumber racking

T

a recent spate of lumberyard closures, an increasing number of auctions have been selling off used racking systems. Certainly, the initial price tag can be significantly lower than buying new lumber racks. And, the buyer receives the racking immediately, without waiting for it to be engineered and built.

But are there hidden costs or dangers?

First, know that cost savings are highly variable, as well. According to Doug Taylor, K&S Services Group, Duncan, B.C., “The cost savings, depending on where you live and what the laws are, can be huge or very small. You can save as much as 70% of the cost of the racking or as little as 5%. If you are in an area that must have all racking engineered before being installed, this can run up your price to where your saving is very little. And, if you go ahead and stand it without the engineering, they may make you take it down, have it engineered, and then re-install it.”

Clint Darnell, Sunbelt, Alpharetta, Ga., warns that it can be difficult to ensure second-hand racking is code compliant. “Most municipalities are now requiring permitting and engineered plans with racking systems. If you have purchased a system that does not have the documentation behind it, you will have to generate these documents with a third-party engineer. This will be added time and expense and negate a percentage of the savings you initially real-

Photo by A&A Surplus

HANKS TO

KNOW exactly what you’re getting when buying used LBM racking.

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The Merchant Magazine December 2010

ized with your purchase.”

An even greater danger, says Darnell, “is purchasing a system that has been designed for a certain application, and reusing it in another way that it was not designed for. For example, sheet goods rack and roofing rack are different capacities, and if you try to put heavier pallets in a system designed for a lesser application you will run into some safety issues.”

When buying from a liquidator, the seller is usually not a racking expert. “The seller doesn’t always know what he is selling, and the buyer doesn’t know what he is getting,” says Jerry Ritz, Auto-Stak Systems, Westwood, N.J. “Not all manufacturers stamp the capacity into their products.

You can have two 5" beams with different capacities. But they are both 5". Most of the problems stem from the fact that the buyer usually settles for something that might do the job because they think they got a deal.”

Ritz can cite several near-disasters involving misapplied used racking. At one yard, he recalls, “it was a used drivein rack. The rack collapsed. Fortunately no one was injured, because it happened during the night. The system was designed for a different size pallet. The customer’s pallets were smaller and only caught the edges of the pallet rails. They should have been told to use a slave pallet the size that the system was originally designed for.”

K&S’s Taylor advises buying used racking only from someone who knows the products and knows if it must be engineered. “You may end up with a product that is not compatible with your current system, or the frames and beams may not be compatible with each other, and this will become a major safety issue,” he says. “Make sure you look for any damage to the racking or the welds. Many dealers say it is okay, but it is very unsafe, an engineer will not pass it, and, again, you are out all that money. If you are dealing with a reputable racking supplier and they carry used, you should not have any problems with this. Most used racking from them is inspected and refurbished.”

Sunbelt’s Darnell suggests all used racking be inspected by an engineer for cracked welds, excessive rust, and other signs of wear and tear that can decrease durability and capacity before putting it into service.

When you add in these other expenses, hassles, uncertainties, and possible absence of a factory warranty, Darnell says, “the savings for used rack are often not that great—maybe 10 to 20%. That typically isn’t enough to justify the risk.”

Building-Products.com

MANAGEMENT Tips

By Mike Petinge, Abel Womack Inc.

Pick the right lift truck

T

a single type of lift truck to work in every process required by LBM warehouses and distribution centers will result in lost productivity and frequent maintenance, which can lead to downtime. Selecting the right truck for the job optimizes productivity, efficiency and, ultimately, costs. To ensure the right trucks are being used in specific applications, it is important to consider the capabilities of various lift trucks and ensure those capabilities are tailored to efficiently meet material handling needs.

Sit-down counterbalanced lift trucks offer versatility and large load handling capacities that make them efficient and productive in dock environments. They are flexible for use with both standard pallet sizes and long loads, such as lumber. To further facilitate the handling of many products with varying sizes, these trucks can utilize various attachments—such as slip-sheet attachments to handle non-palletized loads, roll and carton clamps, and boom attachments that allow the truck to act as a mobile jib crane for access from the top of non-palletized loads.

Sit-down counterbalanced lift trucks are ideal for moving products and pallets from dock to storage areas, and can be used to pick loads from racks up to 340 inches.

Stand-up reach trucks, with capacities in excess of 4,500 lbs. and a reach as high as 444 inches, handle large loads at greater heights. Their ability to handle products stored in higher racks means warehouses can increase storage space by storing products higher off the ground instead of adding racks or using floor space for storage—vital for maximizing the use of an existing warehouse footprint.

Reach trucks are ideal for palletized loads, such as windows, insulation, shingles, flooring and some hardware.

Four-directional reach trucks can travel in four directions, eliminating the need to perform right-angle turns.

This makes the trucks extremely maneuverable, even when handling long or wide loads such as pipe, lumber, furniture or carpet. In addition, because the trucks can travel sideways within aisles, facilities can reduce aisle width and better utilize the available warehouse space.

Four-directional trucks handle standard pallets and include an auxiliary carriage option to add forks for greater stability when handling long loads like mouldings and trim.

Sideloaders are uniquely designed to move long or bulky materials, such as bar stock, tubing, laminates and plywood sheets, in very narrow aisles, helping to maximize space optimization. They also offer a robust lifting capacity of up to 10,000 lbs. and can handle loads up to 26 ft. long.

Sideloaders are ideal for stocking and picking long or bulky materials within aisles and moving them to another location within the facility where they would typically be transported by another lift truck, especially if the long loads need to be transported through narrower doorways.

Orderpickers enable the operator to be lifted with the Building-Products.com

Photo by Raymond

RYING TO FORCE

lift truck to pick single or packaged loads. Since operators can pick loads at higher levels, facilities can store products for orderpicking from floor level up to 390 inches.

Orderpickers are ideal for putting away and picking cases and cartons to fulfill orders. They can be used for picking smaller items, such as hardware or smaller component parts that may be needed for order fulfillment for retail.

Facilities also can choose to mount pick carts on the forks of an orderpicker, which facilitates picking methods by allowing the operator to easily sort and pick multiple orders because the carts are compartmentalized. These carts can be configured to secure longer loads as well, such as windows and glass. Orderpickers can be configured with a larger operator platform, giving operators more room to work, and longer forks to accommodate longer loads.

Tow Tractors, designed for horizontal transportation of carts that hold various size loads, feature towing capacities up to 10,000 lbs. They typically are used for batch orderpicking and horizontal transport of products that can be placed into carts and then moved within the warehouse or distribution center, making them a cost-effective solution for moving materials from one area to another.

– Michael Petinge is vice president of sales for Abel Womack, Lawrence, Ma., an authorized sales and service center for lifttruck manufacturer Raymond Corp. Reach him at (978) 989-9400.

December 2010 The Merchant Magazine

13

COMPETITIVE Intelligence

By Carla Waldemar

Turning the corners

I

1946, TWO GIS RETURNING from the battlefields of Europe—brothers Abbott and Harold Wiley, farm boys from upstate New York—found jobs hard to come by back on the home-front, so they signed on at the local feed and coal company and felt themselves lucky. Luck, paired with hard work and ambition, paid off, and pretty soon the brothers bought the owner out.

When the passing railroad called it quits, they did, too, and moved the operation to a 13-acre site in Schaghticoke, New York, where today Wiley Bros. still flourishes.

Well, that’s a bit of an understatement. Last year the outfit was named PRO Hardware Retailer of the Year by its co-op, the Toledo, Oh.-based Bostwick-Braun Co., and then went on to become a finalist for the outfit’s 2010 Paul L. Cosgrove Memorial Award, presented to retailers in recognition of superior commitment to the principles and ideals of effective hardware merchandising.

Today, the family-owned business is run by Abbott Wiley’s nephew, Timothy Wiley, vice president/treasurer, who oversees customers and products, and president David Moore, who, as he humbly puts it, “runs the programs.”

Moore is another of those accidental participants in our industry. Wandering over for a summer job in 1975, he was hired with the mandate, he recalls, to “straighten out the books.” (He’s still trying to get them straight, he jokes 35 years later.) “When you’ve finished school, come back and see us,” they invited. He did, and the rest is—well, you know the saying.

With Moore in the driver’s seat, the company has turned N

CUSTOMER SERVICE earned Wiley Bros. 2010 Retailer of the Year honors from its co-op, PRO Hardware. (Left to right) V.p. Tim Wiley, president David Moore (with award), Jeni Barton, Don Barton, Randy Eddy.

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The Merchant Magazine December 2010

WILEY intentionally doesn’t specialize—but rather provides what customers want.

a few corners. Ask him what’s changed, and he’s ready. “A couple of things,” he begins, starting with the product mix: “less wood, more PVC and vinyl and everything that goes with it.”

Customers have changed, too, he observes. “They’re much more knowledgeable, both in the retail sector and the pros. They’re now telling us, rather than asking for, guidance, as before. They’ve done their research and they know what they need for a project. Also,” he adds, “the turnaround time has to be quicker, which makes a big difference. We’ve added more people and gone with vendors who are more timely in their delivery, vs. cheaper; we’ve moved to vendors we can rely on to keep to their delivery times. And we’ve updated our technology—definitely!— particularly when it comes to quotes and take-offs. Plus, driven by customer feedback, we recently bought a boom truck. We heard that others were doing deliveries that way and didn’t want to lose the business.”

There’s still no tacked-on fuel-supplement at Wiley, however. “The ‘free’ delivery cost is built into the original pricing so that a customer isn’t faced with surprises, making it easier for him to predict expenses without incurring any penny-pinching effect on our part,” Moore explains.

Services have expanded, too, and include everything from repairing broken window screens and cutting keys to wash pump repair and installation and a rental service— which, Moore agrees, is not a cash cow, but rather a customer convenience, allowing folks to try before they buy.

Wiley’s customer mix is a healthy 60/40, and that’s exactly the way Moore likes it. “We try not to specialize— just handle what our customers want and help them on their projects.” And that fuels the operation’s staying power, Building-Products.com

enabling them to withstand the onslaught of the boxes, 12 miles away. Not only just 12 miles, but stationed right smack on the highway commute from Albany, where many of the town folks work—“so, if they need something in a hurry, they’ll stop at the boxes on their way home. But if it’s something they’re thinking over—a bigger purchase— they’ll come in here first,” he maintains.

Moore has faced up to this fierce competition by sharpening the entire business operation, starting with the margins. “We’ve adjusted prices so that they’re in the ballpark, if not the lowest (we don’t claim to be the lowest). The purchasing power we gain as a PRO Hardware member helps keep us competitive without having to invest a lot of upfront money,” he explains. “Plus, we provide better service. At the boxes, you never get the same employee twice, so you have to explain your project two, three times, which is a little frustrating.

“We’ve also worked to clean up our [in-store] presentation.” In the process, Wiley also examined its SKUs and made some transitions to keep up with the times, adding, for instance, more air nailers, electric guns, air guns.

“Hand-nailing has gone down tremendously,” Moore notes.

Foreseeing and acting on customers’ needs is what singled out Wiley for the PRO award, he opines: “I think it’s based on two things: one, maintaining and growing sales in

do believe that’s the starting point,” Moore asserts. “You get them to trust you; then they’ll open up and give you more orders. ‘Get this for me!’ they’ll say. ‘I’m tired of dealing with X, and I don’t care if it costs more.’”

So—what it takes is good stuff, and good staff. Wiley’s got the latter, too. There’s little turnover among its 20 employees, most of whom have been on the payroll over 15 years. “If we find a good person, we hire ’em, even if we don’t have a job. We can’t let ’em get away. And if I need to hire someone, I never run an ad; I just put it to the employees to find someone. They tend to know how someone will fit in.”

And clearly, the crew likes it here. Wiley, says Moore, pays fair wages and extends good benefits, including flex schedules that allow parents to catch their kids’ football games, or whatever: “We cover for each other.”

And, yes, there is a future, according to Moore’s vision.

Sure, the economy stinks—no one’s building—but Global Foundries, a computer chip company, is starting up down the road, which means people moving in, which means people needing houses. In the meantime, “a couple things happened. When things slow up, you’ve got a few more minutes to examine your operation: Do you have the right product mix? The right price point? We found that some things hold true despite the recession: People want quality.” And Wiley is prepared to deliver.

Carla Waldemar cwaldemar@comcast.net

PROMPTED BY requests from customers, the dealer recently acquired a boom truck.

hardware, and two, a partnership in every program that goes on.”

Okay, Dave, easy to say but not so easy to do: How did you grow those sales? “Two things happened,” he says.

“Last year, more people that had shopped at the boxes came back to us as the shine wore off. Plus, we made a concentrated effort to suggestive-sell the hardware systems with other orders. If they came in for lumber, we’d ask, ‘Do you need X with that?’ Customers appreciate that, too, to keep them from running back in the middle of a project.

“Yes, a contractor can certainly find things cheaper [elsewhere], but labor is such a big part of the job cost that he can’t afford to have his people idle because of some rejected product. The quality of our merchandise is a big factor in how we do business.”

And that’s at the crux of Wiley’s continued success.

“What we do—and this is very important with our builders—is get them what they need when they need it. By working with somebody more than once, we can come to know what to expect and be ready.”

Which boils down to the R word: relationships. “I really Building-Products.com

December 2010 The Merchant Magazine

15

OLSEN On Sales

By James Olsen

The turn around

S

ALES IS A CURIOUS GAME where it doesn’t matter how many we miss, only how many we make. A fantastic way to create more “yeses” is to get more “nos.” Many underperforming salespeople are so afraid of the no they will never get to enough yeses.

The second problem is that these sellers don’t know how to construct dialogue to end up in more yes/no conversations versus maybe or service (only) conversations.

How can we construct dialogue?

The Turn Around

There are many places in the sales process where we can use the Turn Around to create yes/no (sales) conversations.

Customer: When can you ship?

Quotron: Two weeks.

Customer: Thanks, I’ll let you know…

This quotron is dispensing information. We can give our customers information, but we must make information exchange a two-way street. In most cases our information is a large part of our value proposition. I am shocked how many salespeople give information away for free. I’m not saying that customers and potential customers aren’t entitled to our information; but if our information helps them, then they should help us back.

Psychologically speaking, our customers will value our information (and us!) if we treat our information as valuable. How do we treat it as valuable? We make the process of getting our information a sales situation using the Turn Around.

Customer: When can that ship?

Us: When would you like it to ship?

Customer: Two weeks.

Us: If I can ship in two weeks, do we have an order?

Or…

Us (assuming the order): We can do that. What’s your order number?

Struggling sellers feel this approach is too bold. It isn’t.

Why is the customer asking the question? Because they want to shop or buy. If they want to shop without buying from us, they are wasting our time. If we are a (real) potential supplier, why not ask for the order?

This technique can (and should) also be used when we don’t know the answer: Customer: Can you ship one for quick, ship another in two, and two more in four weeks? And can we alternate the tallies?

Us: If we can get that done, do we have an order?

The quotron will scurry off and spend half a day working on logistics, etc., and come back: Quotron: Whew! We can do it.

Customer: Thanks. I’ll let you know.

16

The Merchant Magazine December 2010

Dispensing information without using the Turn Around leaves us in a non-yes/no conversation, gives us nothing to sell to, and creates an unquestionable potential for time wasting.

That’s a Great Question

Customer: John, can your company do a VMI program?

Quotron #1: Yes, sometimes.

Quotron #2: No Master seller: That’s a great question, Susan. Why do you ask?

Customer: We just picked up a huge contract and will need a partner to help us service our customer’s needs.”

The first two sellers have answered the question without finding out the need behind the question. They are selling (servicing) blind. The master seller finds out the need behind the question and now can strategize how to get the business whether his company does VMI programs or not.

When we use the Turn Around in our sales approach, our customers will stop using us as information dispensers and start treating us as supply partners. If we act as if it is okay to pull valuable information from us without buying, customers will continue to waste our time.

But I have to service my accounts, don’t I? Yes. We absolutely have to service our customers, but we must sell them while we service them. When customers come to our bar and order a martini, they cannot have it with vermouth only (service); we are also going to add some spirits to that cocktail (sales). If they want a vermouth-only cocktail we must direct them elsewhere. We cannot service our way to the top of a sales business.

There is little friction in a quotron’s life.

Managers, beware! Quotrons hide behind service work because they don’t want to do sales work. Salespeople take nos. They negotiate. They wrangle and deal with the non-partner-type customer who does not respect salespeople’s time. They also use the Turn Around and sell more.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

Hardwood & Softwood Lumber

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Performance

Personal Service

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Valley Loses Do It Center

California Do it Center has closed its store in Valencia, Ca., which 18 years ago was the first location the chain converted from the Lumber City to Do it Center format.

“The company kept the local store open far longer than it should have because it was the flagship store,” said Laura Shanders, senior v.p. “It was our sentimental favorite.”

Owner Jess Ruf, who purchased Lumber City in 1986, continues operating nine other home centers, 10 PatioWorld outlets, and wholesale division Nieman-Reed Lumber, Panorama City, Ca. The company will be back up to 20 retail locations shortly, when a new location opens this winter in Southern California’s Inland Empire.

Washington Mill For Sale

Port Angeles Hardwood, Port Angeles, Wa., is up for sale. The $30 million mill was considered one of the most efficient in the state when it opened four years ago, able to produce 35 million bd. ft. of furnituregrade lumber a year, with two shifts working five days a week.

“It’s going to happen pretty fast,”

said president Lindsay Crawford, who explained that a depressed timber market and overall poor economy factored “very little” into the decision to sell. Co-owned by Washington Alder, Mt. Vernon, Wa., and Cascade Hardwood, Chehalis, Wa., the mill is currently operating two shifts, three or four days a week.

“Certainly a poor economy is not helping,” said Crawford. “But it’s more about issues between the owners, issues you run into in a partnership from time to time.”

He added that if a new buyer does not step forward, one of the current owners will likely buy out the other.

Arizona Dealer Revives Yard

The HOME Center, Heber, Az., has added a branch in Payson, Az., at the former Foxworth Galbraith Lumber yard.

The three-acre facility will sell lumber, hardware and—new for the company—home decorating items.

“We felt like there was a need in Payson for a lumberyard, so we jumped in on it,” said president and c.e.o. Laron Porter. “Sometimes, you don’t know what the future’s going to hold. You’ve just got to take risks and

go after it.”

Porter, along with brother Beau and long-time manager Ed Baum, recently bought the business from his father, who co-founded it as Precision Lumber in 1989.

Sun Mountain Cuts Back

Sun Mountain Lumber, Deer Lodge, Mt., laid off 30 second-shift workers in mid-November.

Owner Sherm Anderson blamed the layoff on unstable market prices and lack of available logs. He hopes to restart the shift in March, depending on “how fast we fill the log yard.”

The first shift crew is working a staggered nine-hour shift that has enabled the company to retain four to six employees from second shift. The maintenance crew is doing annual maintenance during the off hours.

“The lack of national forest sales is not helping,” Anderson said. “They could be selling the dead stuff, and every mill would be doing fine. It looks better for next year if the timber supply is there.”

He also remains optimistic about increased demand overseas, particularly in China, India and other developing countries.

Holiday Greetings from Parr on our 35th Christmas Jesus Aldrete Raul Aldrete Antonio Avina Paul Blevins Norm Boucher Edward Butz Jose Chicas Rosario Chicas Scott Crutchfield Karen Currie Nick Ferguson

Vince Galloway Ricardo Garcia Fidenceo Gomez Elvira Hernandez Henry Herrera Chris Hexberg Jerry Long Luis Moreno Brad Mortensen Rafael Pantoja George Parden

Timoteo Paredes Michael Parrella Peter Parrella Kurt Peterson Eduardo Pierre Janet Pimentel Nestor Pimentel Yolanda Rodriguez Alex Romero Bill Sharp

Angela Sorensen Lois Tavenner Melinda Taylor Peter Ulloa Enrique Vargas Oscar Villegas Robert Williams Pamela Winters Matt Wright Terry Yarbrough

Thank you to our Customers and Suppliers 18

The Merchant Magazine December 2010

Building-Products.com

DEALER Briefs

Dennis Sessions is selling Teton Ace Hardware, Driggs, Id., after 36

years to neighboring supermarket Broulim’s. The company already owns an Ace Hardware in Soda Springs, Id.

Garrett Ace Hardware , Windsor, Ca., has remodeled, redesigning the store layout, expanding its product selection, and adding new bilingual signage.

True Value Hardware has

added a branch in Payson, Az.

Ace Hardware, Bisbee, Az., was opened Nov. 24 by Les and Kathy Orchekowsky.

The couple also operate Aces in Sierra Vista and Benson, Az., the latter just completing an 8,000-sq. ft. expansion to 20,000 sq. ft.

Chain Chops Original Ziggyʼs

Ziegler Lumber Co., Spokane, Wa., has shuttered its original, 45year-old Ziggy’s store on Market Street in Spokane, reducing the chain to seven locations.

The retailer sold the Spokane site to the state eight years ago, to clear a path for a highway.

McKillican Buys Wholesaler Lane Stanton Vance

McKillican American has purchased the assets of hardwood wholesaler Lane Stanton Vance from BlueLinx, Atlanta, Ga.

“Lane Stanton Vance is a company that we have admired for many years,” said Gary McKillican, president and c.e.o. of McKillan International, Edmonton, Alb. “We both have history embedded in the hardwood lumber and moulding business.”

Before the acquisition, McKillican International had 21 distribution centers in the U.S. and Canada. Lane Stanton Vance has three branches in El Cajon, Diamond Bar, and San Marcos, Ca. LSV operated six locations when it was purchased by BlueLinx in 2005.

Friedman’s Home Improvement , Santa Rosa, Ca., has been informed by a developer that it is no longer welcome to build a previously agreed upon 100,000-sq. ft. store with drive-thru lumberyard in Petaluma, Ca.

Lowe’s closed its under-performing stores in San Bernardino and Apple Valley, Ca., Nov. 7.

Lowe’s has proposed building a 159,000-sq. ft. store in Salinas, Ca.; is still seeking approval to build in a new center in Petaluma, Ca., and closed escrow on 12 acres for a future 120,000-sq. ft. store with 30,000-sq. ft. garden center in Poway, Ca.

Home Depot will save nearly $700,000 in development fees for its proposed 102,513-sq. ft. store and 28,086-sq. ft. garden center in Grants Pass, Or., and is negotiating to open a 135,000-sq. ft. store at the former Nabisco plant in Buena Park, Ca.

Ganahl Lumber Co., Anaheim, Ca., was presented with the county’s longevity award by the Orange County Business Journal and California State University-Fullerton’s Family Business Council.

Habitat for Humanity opened a ReStore discount LBM outlet Dec. 4

in Newberg, Or. (Doug Barlett, store mgr.), and is evaluating the feasibility of adding a branch in San Jose, Ca. Building-Products.com

December 2010 The Merchant Magazine

19

SUPPLIER Briefs

Nu Forest Products, Healdsburg, Ca., acquired the machinery from defunct Forest Grove Lumber , McMinnville, Or., to produce circle-sawn and AccuRuff rough-sawn textures.

High Cascade Veneer, Home Valley, Wa., shut down indefinitely Nov. 15 due to high log costs and low veneer prices.

Swanson Group’s plywood

mills in Springfield and Glendale, Or., will cut back production by one-fourth indefinitely, beginning Dec. 15, due to market conditions.

Owens Corning is eliminating production lines at its fiberglass insulation plants in Salt Lake City, Ut.; Eloy, Az., and Kansas City, Ks. Norandex is down to 105 distribution centers with the closure of 36 branches.

All Weather Insulated Panels, Vacaville, Ca., agreed to sell a 56% controlling interest in the business to Vicwest Income Fund, Oakville, Ont., for $5 million.

Boise Cascade, Boise, Id., now distributes exotic hardwood products from Nova USA Wood Products, Tilton, N.H.

Osmose’s Hi-bor and Advance Guard borate preservatives were NAHB Green Approved and Greenguard Children & Schools certified.

Anniversaries: San Joaquin Lumber , Stockton, Ca., 100th …

Meek’s Building Centers, 90th.

Idahoʼs Lloyd Pulls the Plug

Lloyd Lumber, Nampa, Id., is permanently closing by the end of the year, abandoning plans to sell its retail property and consolidate operations at its distribution center (see Nov., p. 27).

“The timing didn’t work out,” said Bob Jacobsen, owner of the 91-yearold business. By closing now, he can be certain all vendors will be paid.

Millwork Distributor Expanding into Single DC

American Building Supply, Sacramento, Ca., is consolidating three Southwest locations into a 715,433-sq. ft. mega-distribution center in Rialto, Ca. The Rialto facility, for which ABS begins a 10-year lease March 1, will replace two warehouses in Rancho Cucamonga, Ca., and one in Phoenix, Az., which total a combined 650,000

sq. ft.

ABS distributes doors, frames, hardware, windows and millwork.

Blades Injure Millworkers

Two workers at All Coast Forest Products’ mill in Cloversdale, Ca., were injured Nov. 3 while testing a timber sizer they had just repaired.

“The blades came off, and they went flying every which way,” said firefighter Anthony Michalek. He said that the two unidentified men suffered minor to moderate injuries when they raised their arms to protect themselves from the circular blades, each about a foot in diameter.

Paramedics bandaged the men’s wounds and transported them by ambulance to a local hospital. “It’s an unfortunate situation, and the employees are okay,” said general manager Greg Gomon.

Composite Deck Tops Yearʼs Green Product List Nyloboard’s NyloDeck composite decking made from recycled carpeting has been named one of BuildingGreen’s top 10 green building products of 2010.

The ninth annual listing is drawn primarily from new additions to BuildingGreen’s GreenSpec product directory. Approximately 180 products were added to the GreenSpec database during the past year.

Perhaps the most unique winner is Arnold Glas’ Ornilux bird-safe glass.

The glazing material has a UV-reflective pattern that is highly visible to birds, yet largely transparent to humans, to help prevent bird collisions.

Five products on the list save energy: Pittsburgh Corning’s Foamglas cellular glass insulation, featuring

excellent compressive strength and no flame retardants; Bensonwood OBPlus modular wall system insulated with cellulose; Wilo variable-frequencydrive “smart” pumps with ECM motors; Halton Heat Recovery Unit for commercial kitchens, and Xicato LED Spot Module, offering halogencaliber light quality, yet using a quarter the electricity and lasting more than 20 times as long.

Rounding out the list are Knoll’s FSC-certified office furniture, Electec’s halogen-free, fast-connect EZ-Wiring and EZ-Cabling systems, and Niagara Conservation’s Stealth toilet, which uses unique passive-vacuum-assist technology to achieve high performance with just 0.8 gallons per flush.

VAN ARSDALE-HARRIS LUMBER CO. 595 Tunnel Ave., San Francisco, CA 94134 • 415-467-8711 • Fax 415-467-8144

www.vanarsdaleharris.com

Since 1888

Specialists in upper grades of clear, dry softwoods

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20

The Merchant Magazine December 2010

Building-Products.com

MOVERS & Shakers Ed Riedel, ex-Cooley Forest Products, and Cary Kossarus, exJeld-Wen, have joined the sales dept. at Huttig Building Products, Phoenix, Az. Craig Evans, ex-Learned Lumber, has rejoined the sales team at Jones Wholesale Lumber, Lynwood, Ca. Bill Perkins, wholesale sales mgr., Swanson Group, Glendale, Or., is retiring after 47 years in the industry.

James Toya has been named chairman of Bridgewell Resources, Tigard, Or. Kevin Murray, ex-Hoover Treated Wood, has joined the sales force at Mary’s River Lumber, Corvallis, Or. Miguel Hernandez, ex-Building Materials Distributors, has opened a Los Angeles, Ca., office for Priaulx Forest Products, Beaverton, Or. Steve Anderson, ex-Clopay Building Products, has joined Raynor, as regional sales mgr. for Arizona, New Mexico, and Texas.

Jeffrey G. Rea has been named c.e.o. of Stock Building Supply, Raleigh, N.C., replacing Joe Appelmann, who has resigned after 22 years with the company. David Van Lenten is now assistant corporate controller, and Mechelle Craig, senior treasury mgr.

Mark Palmer, ex-NAWLA, has been named executive director of the Finishing Contractors Association and Northern Illinois Paint & Drywall Institute.

Mike George, strategic marketing mgr.-southern pine, Weyerhaeuser Co., Hot Springs, Ar., is retiring after 25 years with the company.

Eric Peterson has been named chief financial officer for Gaco Western, Seattle, Wa. David Drew, LP Building Products, and Dan Russell, Innovative Insulation, were elected to the board of the Reflective Insulation Manufacturers Association International.

Dennis Downer, chairman and c.e.o., Intermountain Orient, Boise, Id., received the 2010 John J.

Mulrooney Memorial Award during the recent NAWLA Traders Market in Chicago, Il. (see event photos, pages 30-34).

John Shelk, managing director, Ochoco Lumber Co., Prineville, Or.; Matt Donegan, co-president of Forest Capital Partners, Portland, Or., and Russ Hoeflich, v.p., The Nature Conservancy, have been appointed by Oregon Governor-elect John Kitzhaber to head a biomass energy task force.

Effenus Henderson, chief diversity officer, Weyerhaeuser Co., Federal Way, Wa., received the Charles Collins Award for Distinctive Service from the National Urban League.

Chris Freeman, Ganahl Lumber Co., Anaheim, Ca., and his wife, Stacey, welcomed son Wyatt Mark, on Oct. 27.

Wayne Alott is the new shipping manager at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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www.yakama-forest.com December 2010 The Merchant Magazine

21

ASSOCIATION Update Mountain States Lumber & Building Material Dealers Association installed Dena Cordova, Foxworth-Galbraith Lumber, Colorado Springs, Co., as its new president and treasurer during its recent fall conference in Vail, Co. She succeeds outgoing president Bryan Hutchison, Hutchison Lumber, Pine, Co. Other new officers: president elect Dennis Gardner, ProBuild, Midvale, Ut.; secretary Paula Ervin, Randall Lumber & Hardware, Taos, N.M.; national director Scott Yates, Denver Lumber, Denver, Co., and alternate national director Walter Foxworth, Foxworth-Galbraith, Dallas, Tx. They are joined on the board by Richard Goodman, Harbert Lumber, Grand Junction, Co.; Dan Lowe, Alpine Lumber, Parker, Co.; Steve Ker, Max Ker & Son Lumber, Idaho Falls, Id.; John Martin, A.D. Martin Lumber, Riverton, Wy., and associate directors Richard Goering, Roseburg Forest Products, Denver; Dan Merciez, Boise Cascade, Denver, and Mike Kimrey, American Building Specialties, Denver.

MSLBMDA recognized Cindy Hart, Boise Cascade, Denver, as its 2010 Industry All-Star.

Western Building Material Association is overlapping its 107th annual convention Feb. 9-11 with its 40th annual Young Westerners Conference Feb. 11-13 in Tulalip, Wa.

Lumber Association of California & Nevada’s new offices in Folsom, Ca., features a conference room that any LACN member can book for no charge to hold a meeting for up to 16 attendees.

Los Angeles Hardwood Lumberman’s Club will celebrate the holidays Dec. 11 at Orange Hill Restaurant, Orange, Ca. Western Pallet Association has scheduled its annual meeting for Jan. 15-18 at Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.

IN Memoriam

Robert Lawrence Jerstedt, 81, president of Jerstedt Lumber Co., Bellingham, Wa., died Oct. 28.

After serving in the U.S. Army during the Korean War, he started his own lumber business in 1960.

Don Johnson, 83, founder of D.R. Johnson Lumber Co., Riddle, Or., died Nov. 25 of complications from several strokes.

Mr. Johnson got his start in the lumber industry at age 12, when he started working in his father’s mill near Eugene, Or. During World War II, he served with the Merchant Marines.

In 1949, he started his own mill in

Guest speakers will discuss such topics as threats and opportunities, state and federal legislation, and wood products certification.

Social events will include two golf tournaments and a buffet dinner and show by Smokey Robinson at Aqua Caliente Casino.

Western Wood Preservers Institute will hold its winter meeting Feb. 21-22 at Embassy Suites Downtown, Portland, Or.

American Fence Association and Vinyl Fence, Deck, and Railing Manufacturers Association will cohost FenceTech and DeckTech Feb. 810 at Mandalay Bay Convention Center, Las Vegas, Nv.

Riddle, to avoid competing with his father. Today, the business includes six affiliated lumber companies—D.R. Johnson, Umpqua Lumber, Riddle Laminators, Prairie Wood Products, Grant Western Lumber, and Wallowa Forest Products.

Although he suffered his first stroke in 2006, he continued working until recently.

Fay D. Madison, 101, longtime California lumberman, died July 13 in Winchester, Or. During World War II, he logged at Wolf Creek, Or. In 1950, he and partners Gene Pickett, Lawrence Turner, and Bill and Frank Pendola built a sawmill in Orick, Ca., and a remanufacturing plant in Blue Lake, Ca. They later bought a mill and remanufacturing plant in Hoopa, Ca., and Weaverville, Ca. With partner Gene Burnett, he bought a plant in Los Angeles, Ca., and he was also a partner in Reliable Hardware, Arcata, Ca. Daniel Scott Zellick, 61, former sales rep for Sierra Pacific Industries, Redding, Ca., died Nov. 16 in Redding.

Charles Harold Whittern, 66, former manager of Unalaska Building Supply, Unalaska, Ak., died of colon cancer Nov. 12 in Hudson, Mi. Daniel C. Shores, 71, retired owner of Farmers & Ranchers Lumber & Plumbing, Malta, Mt., died Nov. 8 of complications from Lou Gehrig’s disease. The Army veteran formed the business in 1976.

22

The Merchant Magazine December 2010

Building-Products.com

Meekʼs Exits Grass Valley

Meek’s Lumber held a closeout sale and closed its location in Grass Valley, Ca., November 23.

“The decision was a very tough one, because we enjoyed being in the Grass Valley community,” said Carrie Meek, co-owner and chief operating officer. “But it’s an over-served city.

There are too many lumberyards for that small of an area.”

Established in 1919, the chain has 13 stores in California and Nevada, and others in Missouri and Arkansas.

New Location for Montanaʼs Home Resource

Last month, Home Resource celebrated the grand opening of its new building in Missoula, Mt., which is triple the size of its previous location and was constructed almost entirely from reclaimed materials.

“We are able to reach many new audiences, we are able to do a lot more education, and we are able to demonstrate what incredible valuable products can be created from recycled materials,” said director Matt Hisel.

The new building includes a “reVAMP shop” where customers can take woodshop classes.

Strong-Tie Sponsors Lab

A new materials demonstration lab sponsored by Simpson Strong-Tie was dedicated at California Polytechnic University in San Luis Obispo.

“Simpson Strong-Tie is honored to contribute to this outstanding project,” said SST chairman and founder Barclay Simpson. “The lab is a key addition to the Construction Innovations Center.”

In 2004, Simpson donated $500,000 to help fund the new 7,000-

OPEN HOUSE showcased demonstration lab sponsored by Simpson Strong-Tie.

sq. ft. lab, which will enable hands-on learning for students in the university’s College of Architecture & Environmental Design.

“The lab is intended to show students how architectural design, engineering, and construction work closely together,” said Al Hauck, construction management department head.

Fencing Coming Back Big, in Plastic, Composites, Wood

Demand for fencing in the U.S. is forecast to grow 2.9% annually through 2014 to 850 million linear ft., as an anticipated rebound in housing starts reverses recent declines and pushes demand for fencing marginally above its level of 10 years ago, according to a new study by The Freedonia Group.

Despite the resurgence in demand in terms of linear feet, the value of

fencing demand is expected to rise only slightly faster than it did in the 2004-2009 period, reaching $8.3 billion in 2014.

Residential buildings are the largest fencing market, so the recovery in residential construction will boost fencing demand over the forecast period. Indeed, the residential market will account for about threefifths of the approximately $1.1 billion increase in fencing demand through 2014. The new housing segment is expected to post the most rapid advances.

Growth will also be supported by the large residential replacement segment, as improvement and repair spending rebounds from a low 2009 base.

Among fencing materials, lowermaintenance plastic and composite fencing is forecast to see the most rapid growth in demand. Wood fencing—the most popular material choice—will rise 2.6%. Though aided by the rebound in housing starts, wood will lose some share of the residential market to plastic and composite fencing.

In 2009, metal fencing accounted for the largest share of the fencing market in both dollar value and linear feet. Chain link fencing is often used to mark boundaries and secure properties, while ornamental metal fencing is used to beautify houses and businesses.

Through 2014, U.S. demand for metal fencing in linear feet is expected to increase 2.0% annually. Belowaverage growth in the nonresidential market, where metal fencing dominates, will restrict gains. As a result, metal fencing pricing is predicted to rise just over 1% per year through 2014.

C&E LUMBER COMPANY

1 1/2” to 12” Diameter in Stock.

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December 2010 The Merchant Magazine 23

FAMILY Business

By Gerald Donnellan

Grow the next generation of family business leaders W

that family businesses are great places to work when the family gets along and the business is doing well. When the business is not doing well or when the family is not getting along, they are not much fun.

Passing on the business to the next generation is the aim of most entrepreneurs who work to build their business. But this does not happen all by itself. It takes planning, communication, and a will to do it. The downfall of many family businesses can be traced to the lack of good succession planning.

There are three key issues that cover a big chunk of the real estate about why family businesses fail to make it into the next generation: Control issues of the founder.

Entrepreneurs like to be in control.

They work extremely hard to build a business, and they like to have a hand in everything that is going on. Once the business is successful and growing, it becomes increasingly difficult for them to let go. If they do not find a way to loosen the reins, the next generation gets anxious, impatient and discouraged.

E ALL KNOW

Son John says, “I’m 45 years old.

When am I going to really run this business?” Even when dad hands over the reins to Johnny, how many times does dad appear in the office, only to throw a monkey wrench into the operation. (A lot!)

Dysfunction of the family. The family itself contributes to the problems in passing on the business. The lack of a plan on the business side inflames already heated emotions among the siblings. Serious dysfunction, mental illness, addiction, entitlement, and self-centeredness may combine to make a transition next to impossible.

No development of the next generation of business leaders. Usually, if there is no clear strategic vision for the business (a strategic plan), no one really knows where the business is going. Therefore, they do not know what to focus on. Without that plan, next generation leaders do not get developed. All the good will, hard work, and devotion to the family and the business does not compensate for the lack of a strategy.

A successful transition has four key elements: creating a strategic

plan, choosing a successor, devising a contingency plan for succession, and developing the next generation of leadership.

Entrepreneurial drive and focus get the business to a certain level. As the business grows and matures, it is the vision of the founder that moves it in the direction to keep growing. But, at some point, that is not enough. A well-conceived strategic plan is crucial for the business to grow beyond the dreams of the founder.

The choice of a successor (or successors) is a big stumbling block for many enterprising families. It should be undertaken as early as possible.

Waiting until dad is well into his seventies is too late. All stakeholders should have input into the process. It should be a transparent, open process, so that all concerned know, all along the way, that this is an important decision for the business and the family.

Every good plan has contingencies built in. For example, if the owners want John to become c.e.o. in five years, everyone involved must be aware that John may decide he does not want to be in the family business anymore, or it is clear he is not the

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progress in their development.

Ideally, these PEP domains are integrated with each other so the young leader will have experience outside the company before joining the family business, pursue more formal education or coursework (perhaps in marketing or finance), and, finally, possess a range of helpful relationships, from mentors in and outside the company to advisors such as executive coaches and family members.

Family businesses face enormous challenges as they move from one

generation to the next. A clear strategy for the business, coupled with a plan to identify and develop the potential leaders, can provide a path for the family to move toward its goals.

– Gerard Donnellan, PhD, is a family business consultant and organizational psychologist specializing in next-generation transitions. He is the author of Grow the Leaders for Your Family Business (Without Giving Them Big Heads and Making Them Think They Are Kings of the World). He can be reached at (781) 863-5354 or gerryd@big-leap.com.

right choice. All of these issues must be addressed in the planning for the choice of a successor.

The next generation of leaders will either bring the business to another level, or watch it slowly slide off a cliff. The key to leadership development is understanding the needs of the business and what skills the potential leader needs to develop. In helping guide the development of the next generation of leaders, I use the PEP model: people, experience, and programs.

Mentors, advisors, family members and business colleagues all can serve to help guide the potential leader.

These can be extraordinarily influential relationships. For example, in one family business, the young leader developed a close relationship with Uncle Tony who worked in the business. Tony did not have a major leadership role in the business, but he had spent the last 35 years learning it. He was thrilled to pass on his wisdom to his young protégé.

Experience outside the family’s business is crucial if the young leader is to develop a panoramic view of the industry. Working in a related industry can be of enormous benefit to the person entering the family retail lumber business.

Formal educational programs in a university family business center can be helpful for the entire family, as a way to learn more about strategy, business development, or the dynamics of family businesses. For the young leader, contact with same generation peers gives the person a group that he or she can call on as they Building-Products.com

December 2010 The Merchant Magazine

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NEW Products

Easy Vinyl Fencing

Xpanse vinyl fencing from Barrette Outdoor Living is designed for easy installation and low maintenance.

Available in multiple colors and more than 100 different design options, the product has ultraviolet inhibitors and never needs painting. The Elite series includes reinforced aluminum in the bottom rail and bottom panels for a seamless appearance.

BARRETTEOUTDOORLIVING.COM (800) 336-2383

Quick Weathering Cedar

SBC’s cedar shingles are now available with Enviro Bleach stain, which provides a naturally weathered look after a few months of exposure.

The unique formulation reportedly replicates the look and performance of comparable oil-based stains, but meets the highest VOC rules.

Each shingle is kiln-dried and individually coated with stain, for maximum coverage and protection.

SBCCEDAR.COM (415) 594-6201

Wood-Sizing Software

iLevel’s free sizing software now sizes both vertical and horizontal framing members.

Forte 2010 software can be used to size freestanding posts, studs, and columns embedded in wall systems, as well as beams, joists, and headers.

Other enhancements include the ability to size dimension lumber and engineered wood products, plus the capacity to account for seismic and wind loads.

ILEVEL.COM/FORTE (888) 453-8358

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The Merchant Magazine December 2010

Building-Products.com

Easier Deck Demo

DuckPrybar reduces the debris of deck demolition, for safer and quicker removal.

Constructed of industrial grade steel, its prying arms reach under boards for safe removal of nails. The tool also has many general prybar applications.

DUCKPRYBAR.COM

Zippy Panel Tape

Specially designed, linerless tape from Huber Engineered Woods simplifies installation of ZIP System structural roof and wall panels.

The tape eliminates the need for housewrap and felt—just install the all-in-one panel system, tape the seams, and the job is done.

ZIPSYSTEM.COM (800) 933-9220

(601) 408-0285

TRIM

FASCIA

SIDING

NATURE’S DESIGN TECHNOLOGY’S A SSURANCE www.lifespanoutdoor.com

Based in Annapolis, MD, Fletcher Wood Solutions® is the largest manufacturer of

Cavity Protection

Advanced Building Products has added two masonry-cavity wall products.

Mortairvent CW is a nonwoven, mortar-deflection fabric bonded to polypropylene mesh, to keep mortar dropping and debris out of the wall cavity.

Mortairvent RFI is factoryadhered to rigid foam insulation panels in 16” widths, for added thermal insulation.

Both products are available in several thicknesses to meet the thermal requirements of each project.

MORTAIRVENT.COM (800) 252-2306

Building-Products.com

defect-free, appearance grade radiata pine products in New Zealand. Distributing our clear boards, mouldings, LIFESPAN® treated wood, and lumber to the North American market through our proven and completely integrated supply chain, Fletcher Wood Solutions® maintains direct access to one of the largest FSC certified® pine plantation forests in the world.

1.866.FSC .WO O D December 2010 The Merchant Magazine

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Matching Drywall Fix

A drywall repair tool from Template LLC simplifies the messy, costly, time-consuming process of repairing drywall knockdown treatments.

Once repairs are finished, three different flexible plastic templates allow users to replicate the three most common patterns used in commercial and residential construction.

DRYWALLREPAIRTOOL.COM (800) 331-6637

Shock-Free Pounding

Bosch’s new power hammer is designed to get the job done with minimal vibration.

The Brute Breaker weighs just 65 lbs., but reportedly delivers up to 68 ft. lbs. of impact energy— with up to 50% less vibration.

Shock-absorbing handles provide maximum comfort during use.

The tool comes with a nonslip rubber cover, a deluxe cart, and four chisels.

BOSCHTOOLS.COM (877) 267-2499

Exclusive Northern California distributor of New

Scientifically Enhanced Performance Lumber • UL Zero Flame Spread Index Class A Fire Rating • Produced from sustainable forests • Highly water resistant • Highly insect resistant • Rot resistant • Will not deteriorate • Carries 20-year warranty • FSC Chain-of-Custody certified • 5/4"x6" decking will span 24" • Colors: Sequoia (redwood) and CapeCod (gray)

Also Northern California distributor of WindsorOnePlus FJ sidings & trim • 30-year warranty • Proprietary priming process • SCS air quality standards, indoors & out And carrying complete lines of Redwood • Double Primed, Clear Redwood FJ trim & siding. All sidings VG. • High-end Green & Dry solid lumber.

COMPASS LUMBER PRODUCTS Cotati, CA • 1-800-773-9125 • www.compasslumber.com

Specialists in lumber products for Elegant Outdoor Living

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REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806

Fax 714-630-3190

(714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(909) 781-0564

Wholesale Industrial Lumber • Pine

Capped Composite Decking

TimberTech now offers fully capped composite decking boards.

Earthwood Evolutions features HydroLock moisture resistance, three scratch- and fade-resistant colors, and a flat grain that does not trap dirt.

Lengths of 12’, 16’, and 20’ are available, with matching fascia and stair risers.

TIMBERTECH.COM (800) 307-7780

• Plywood

• Mouldings

• Hardwood Lumber

y p p a H ! s y a Holid Specialists in Hardwood Milling • Oliver Straitoplaner

• Straight Line & Multiple Rips • Stickers

• Newman Straight Knife Planer

Coastal Housewrap

NapaWrap coastal housewrap from Propex keeps out water, but allows moisture vapor to escape from the wall cavity.

The wrap reportedly has twice as much UV protection, and can be left exposed for long periods of time without damage from sunlight or moisture.

Five convenient roll sizes are available.

NAPA-WRAP.COM (888) 437-3423

Building-Products.com

REGAL CUSTOM MILLWORK

301 E. Santa Ana St., Anaheim, Ca. 92805

(714) 632-2488 • Fax 714-776-1673

www.reellumber.com

Reel Lumber Service and Regal Custom Millwork are affiliated companies

December 2010 The Merchant Magazine

29

TRADERS MARKET Photos by The Merchant

NORTH AMERICAN Wholesale Lumber Association held its annual Traders Market Nov. 3-5 in Chicago, Il. [1] Tom Taylor, Rex Scott. [2] Gary Pittman, Bob Shepherd. [3] Todd Fox, Ken Ford. [4] Bill Nocerino, Suzanne Hearn. [5] Doug O’Rourke, Rick Ekstein. [6] Bill Moyer, Greg Mitchell, Jack Chase, Ed Langley. [7] John Cooper, Jason Friend. [8] Mark Richardson, Scott Gretke. [9] Win Smith. [10] Tom & Dianne Franklin, Danny Osbourne. [11] Thom Wright, David Jeffers, Tom Hunter, Patrick Hanulak. [12] Stacey Voldt, Gary Vitale. [13] Steve Firko,

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The Merchant Magazine December 2010

Mark Drone, Patrick & Dorothy Sinclair, Dan Millman, Steve Boyd. [14] Steve Hollingsworth, Buck Hutchison. [15] Mark Tittler, Rob Breda. [16] Chris Schofer, Sandy & Dirk Kunze, Thomas Lister. [17] Dan Semsak, Jim Enright. [18] Matt Campbell, Tod Kintz, Kevin Daugherty. [19] Steve Hudson, George Youssef, Doug Chiasson, Mike Jennings, Matt Pedrone. [20] Joshua Kaye, Richard Raci. [21] Terry Johnson, Allen Gaylord, Brian Johnson.

(More photos on next four pages) Building-Products.com

TRADERS MARKET Photos by The Merchant

NAWLA TRADERS MARKET (continued from previous page): [1] Tim Hummel, Doug Willis, Paul Emmer. [2] David Jaffee, Adam Russin. [3] Ray Miller, Racy Florence. [4] Nick Nelson, Ken Caylor. [5] Dave Daughtery, Wayne Jordan, Mike Stevens, Bill McGrath. [6] Jeff Norman, Steve Killgore. [7] Terry Johnson, Allen Gaylord, Brian Johnson. [8]

Zack Brannock, Michael Almberger, Thomas Mende, Gary Fallin. [9] Brad Shaigec, Craig Fleischhacker. [10] Jim Van Pelt, Brett Ellis. [11] Jim Gillis, Gary Arthur. [12] Steve Hollingsworth, Mark Daly. [13] Robert Simon, John Green. [14] Chris Webb, Donna Allen. [15] Matt Weaber, Greg Haupt.

(More photos on next three pages)

Season’s Greetings and Thank You Happy Holidays from all of us at Norman Distribution

Distributed By

P.O. Box 1802, Medford, OR 97501 • Fax 541-535-3288

(541) 535-3465 • www.normandist.com

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December 2010 The Merchant Magazine

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TRADERS MARKET Photos by The Merchant

NAWLA HITS CHICAGO (continued from previous two pages): [1] Elliott Picken, Christian Labbe, Sarah Williams, Rick Palmiter, Barry Russin.

[2] Sam Sanregret, Michael Kirkelie, Mark Denner. [3] John Smart, Bradley Morrow, Jim Tittle, Matt Pedrone. [4] Rick Wearne, Bart Swan.

[5] Jim Walsh, David Smith. [6] Ray Barbee, Trish Roche, Ken Tennefoss, Brittany Sherwin, Dan Blenk. [7] Jonathan Wales, Lloyd Pullen, David Bernstein. [8] Steven Hudson, Rob Endres. [9] Penny Hammack, Linda Schneider, Alan Oakes, Julie McLean. [10] Chris

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The Merchant Magazine December 2010

Lazere, Joe Hanas, Gary Bernstein. [11] Cathy Spencer, Carl Henoch, Anellina Marrelli. [12] Mark Junkins, Hunter McShan, Charlie Quarles.

[13] Richard Quitadamo, Dennis Connelly, Alden Robbins. [14] Julie Sheffield, Chuck Smith. [15] Rick Richardson, Carol Kelly. [16] Brad Hodgins. [17] Chris Bailey, Alyson Kingsley. [18] Dan Paige, Anthony Baron. [19] Amy Vitele. [20] Kris Owen, Tom May. (More photos on next two pages) Building-Products.com

TRADERS MARKET Photos by The Merchant

Smith. [9] Christian Skarring, Carl Widder. [10] Kim Pohl, Lisa Martin. [11] Jean-Marc Dubois, Tony Saad. [12] Terry Adair, Thom Wright.

[13] Gary Maulin, Phil Schumock. [14] Erol

Deren, Duane Kuzak. [15] Bonnie Anderson, Seamus O’Reilly, Linda Sabrowski. [16] Tony & Darlene Wiers, Pat Thorp.

(More photos on next page)

Happy Holidays and Thank You.

With All Our Best Wishes for 2011.

NAWLA (continued): [1] David Hanson, Jill Snider Parr. [2] Matt Duprey, Jack Bowen, Wayne Huck. [3] Tracy Trogden, Stephanie Mulvogue, Rayelle Vigneux, Kelly Srsen. [4] John & Denise Morrison, Mark Westlake. [5] Rick Stout, Chuck Casey. [6] Justin Gregory, Ali Jojo. [7] James Rane, Craig Grisham. [8] Jim Olson, Steven Knauss, Dillon Forbes, Ian Building-Products.com

building

ROCKLIN DISTRIBUTION CENTER

Tel. (800) 348-1400 • (916) 624-9293

products

SANGER DISTRIBUTION CENTER Tel. (559) 876-3624

www.taigabuilding.com

December 2010 The Merchant Magazine

33

TRADERS MARKET Photos by The Merchant

NAWLA Traders Market (continued from previous four pages): [1] Steve Fowler, Lowell Crossley, Bill Anderson. [2] Rick Ingram, Mark Rohrbaugh, Don Dye. [3] Melinda Poole, Bobby Byrd, Connie Baker. [4] Mickey Brown, Korbin Riley, Bob Berch. [5] Josh Renshaw, Janis Kirschner, Bryan Payne. [6] Mike Phillips, Mark Porter, Reid Schooler.

[7] Jett Code, Mel Smeder, Tod Kion, James O’Grady. [8] Chuck Martineau, Steve Thorpe. [9] Charlie Brittain, Jim Futter. [10] Leslie

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The Merchant Magazine December 2010

Southwick, Brad Matley. [11] Gary Lee, Morris Douglas, Michael Holzhey. [12] Milt Farvour, Douglas Reed, Laurie Creech, Don Spiers.

[13] Larry Petree, Chris Retherford. [14] Monte Jensen, Jim Hassenstab, Brandon Rinck. [15] James Gibson, Jason Scroggins. [16] Todd Fox, Ken Ford. [17] Bryan Pane, Blair Magnuson, Steve Barber, Eric Wischmann, Bart Bender, Dave Wildeman. [18] Bob Eslinger. [19] John Scofield. [20] Mirco Walther. [21] Sam Krauter.

Building-Products.com

LOS ANGELES Hardwood Lumberman’s Club hit the courts Nov. 7 in Anaheim, Ca., for its annual tennis tournament. (Left to right) Randy Porter, Matthew Porter, Kyle Fitzgerald, Mike Walters, Ellie Melendez, Bill Fitzgerald, Dan Bohannon, Kit Rohm, Alana Fiala, Stephen Ondich, Charley Fiala, Garrison Cox, Julie Southwell, Daud Ahmed, Leon Richman.

Stimson Behind Portlandʼs Massive Christmas Tree

The 75-ft. fir decorating Pioneer Square in downtown Portland, Or., was donated by Stimson Lumber, marking the eighth year the Portlandbased manufacturer has provided the city with its holiday centerpiece.

The tree was grown in Gaston, Or., and was escorted to Portland by Santa Claus, police officers, and Stimson officials. It was decorated with more than 15,000 LED lights, which use 91% less energy and last 50% longer than standard holiday lights.

Building-Products.com

December 2010 The Merchant Magazine

35

CLASSIFIED Marketplace

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets the type), $65 if we set 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.

HELP WANTED

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

FOR SALE

MERCHANT Magazine

Got your own copy?

The

Call Heather at (949) 852-1990

Feature your Business Card in The Merchant Magazine Say Happy New Year & help end breast cancer Use this low-cost opportunity to deliver New Year’s greetings to your customers, friends and suppliers—and help Susan G. Komen for the Cure, which for nearly 30 years has been leading the global movement to end breast cancer.

Your business card—reprinted in color and reduced slightly to 2-3/8” x 1-3/8”—will appear in a special section in the January issue of The Merchant Magazine as well as its sister magazine east of the Rockies, Building Products Digest. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us—for a total donation of $50 to Komen for the Cure.

FACILITIES FOR LEASE

OFFICE & WAREHOUSE FOR LEASE: Northern California Sacramento region.

Approximately 2,000-sq. ft. office attached to 30,000-sq. ft. warehouse. Warehouse clear span height 20 ft. Office & restrooms ADA accessible. Warehouse includes three-man doors with large 20-ft. roll-up door. 220V power available.

Fire sprinkler system throughout. Truck shop facilities provided, including minor repair work, oil changes, steam cleaning, etc., at favorable rates. Ample truck parking space in back of facility. Office & 30,000-sq. ft. front warehouse available at .29¢ per sq. ft. If interested, please call Tom Williams, (530) 7422168, between 8 a.m. and 5 p.m.

Let us quote

FOR SALE

CUSTOM LUMBER COVERS

ROLLS • SEALED BAGS Available for Delivery Rolls 10 x 300ʼ Bags 4 x 4 x 8ʼ & 4 x 4 x 12ʼ L. I. INDUSTRIES 800-526-6465

FAX 718-793-4316 apronaz@aol.com www.lumbercoversprotect.com

Doing your part is easy: Just send us your business card(s) before Dec. 20, along with a check for $100 per card—or $200 per card to appear in both The Merchant and BPD—to Cutler Publishing, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Questions? Call Alan at (949) 852-1990 36

The Merchant Magazine December 2010

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DATE Book

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

Los Angeles Hardwood Lumberman’s Club – Dec. 11, annual Christmas party, Orange Hill Restaurant, Orange, Ca.; (626) 4458556.

Softwood Export Council– Dec. 14, annual meeting, Portland, Or.; (503) 620-5946; www.softwood.org.

Washington Hardwoods Commission – Dec. 15, meeting, Olympia, Wa.; (360) 835-1700; www.wahardwoodscomm.com.

WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic

Timbers Green & K.D. Export

Western Forestry & Conservation Association – Dec. 15, seminar on forest products export markets of China, Japan & Korea, DoubleTree Hotel at Lloyd Center, Portland, Or.; www.westernforestry.org.

Portland Hoo-Hoo Club – Dec. 17, holiday party, World Forestry Center, Portland, Or.; (503) 675-0040.

Arizona Home & Garden Show – Jan. 7-9, Phoenix Convention Center, Phoenix, Az.; (877) 663-6186; showtechnology.com.

Colorado Springs Home Building & Remodeling Show – Jan. 79, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 374-6463; www.homeshowcenter.com.

Portland Build, Remodel & Landscape Show – Jan. 7-9, Portland Memorial Coliseum, Portland, Or.; (800) 374-6463; www.homeshowcenter.com.

Remodeling & Decorating Show – Jan. 7-9, South Town Expo Center, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Budma 2010 – Jan. 11-14, international construction fair, Poznan, Poland; (317) 293-0406.

International Builders Show – Jan. 12-15, sponsored by National Association of Home Builders, Orange County Convention Center, Orlando, Fl.; (800) 368-5242; www.buildersshow.com.

Seattle Remodeling Expo – Jan. 14-16, Washington State Convention Center, Seattle, Wa.; (800) 374-6463; www.homeshowcenter.com.

Remodeling & Decorating Show – Jan. 15-16, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950; www.thehomeshow.com.

Western Pallet Association – Jan. 15-18, annual meeting, Rancho Las Palmas Resort, Rancho Mirage, Ca.; (360) 355-0208; www.westernpallet.org.

Black Bart Hoo-Hoo Club – Jan. 19, industry night, Broiler Steakhouse, Redwood Valley, Ca.; (707) 621-0485.

Truck Loggers Association – Jan. 19-20, convention & show, Victoria Conference Center & Fairmont Empress Hotel, Victoria, B.C.; (604) 684-4291; www.tla.ca.

Humboldt Hoo-Hoo Club – Jan. 20, crab freed, Elks Lodge, Eureka, Ca.; (707) 601-9128.

Do It Best Corp. – Jan. 22-24, winter conference, Red Rock Resort, Summerland, Nv.; (260) 748-5300; www.doitbestcorp.

Surfaces – Jan. 25-27, floorcovering expo, Mandalay Bay Convention Center, Las Vegas, Nv.; (866) 860-1975; www.surfaces.com.

Guardian Building Products – Jan. 28-Feb. 3, market, Caesar’s Palace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

True Value Co. – Jan. 31-Feb. 2, spring market, Orange County Convention Center, Orlando, Fl.; (773) 695-5000; www.truevaluecompany.com.

American Fence Assn. – Feb. 8-10, FenceTech & DeckTech, Mandalay Bay Convention Center, Las Vegas, Nv.; (800) 8224342; www.americanfenceassociation.com.

Western Building Material Association – Feb. 9-11, annual convention; Feb. 10-13, Young Westerners Conference, Tulalip Resort, Tulalip, Wa.; (800) 956-7469; www.wbma.org.

Building-Products.com

Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products.

Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price.

Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea.

We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Manke Lumber Company Call 1-800-426-8488 1717 Marine View Dr., Tacoma, WA 98422

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com December 2010 The Merchant Magazine

37

ADVERTISERS Index For more information on advertisers, call them directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com] ................26

AERT/MoistureShield [www.aertinc.com].............................Calendar 14

Anfinson Lumber [www.anfinson.com] ..............................................21 Arch Wood Protection [www.wolmanizedwood.com]......Calendar 4, 26

Cal Coast Wholesale Lumber...............................................................24

California Timberline ..............................................................................4

C&D Lumber Co. [www.cdlumber.com] ................................Calendar 20 C&E Lumber Co. [www.lodgepolepine.com] ......................................23

Capital [www.capital-lumber.com]...................................Calendar 10, 28 Capitol Plywood [www.capitolplywood.com].....................................17

Compass Lumber Products Inc. [www.compasslumber.com] .........28

Fletcher Wood Solutions [www.tenonusa.com].................................27 Fontana Wholesale Lumber [www.fontanawholesalelumber.com]..15

Great Southern Wood Preserving [www.yellawood.com] ...Calendar 12 Huff Lumber Co.....................................................................................25

Indiana Lumbermens Mutual Insurance [www.ilmgroup.com].........19 Jones Wholesale Lumber [www.joneswholesale.com] .....................11

Kelleher Corp. [www.kelleher.com].............................................Cover I

Keller Lumber Co. .................................................................................22

Krauter Solutions [www.krauter-storage.com].....................Calendar 24

LP Building Products [www.lpcorp.com]..............Calendar 18, Cover III

Manke Lumber Co. [www.mankelumber.com] ...................................37

Matthews Marking Products [www.matthewsmarking.com].Calendar 6 Maze Nails [www.mazenails.com]............................................Calendar 8 Norman Distribution Inc. [www.normandist.com] .............................31 North American Wholesale Lumber Assn. [nawla.org]........Calendar 22

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

Pacific MDF Products Inc. [www.pactrim.com]....................................7 Parr Lumber...........................................................................................18

Pennsylvania Lumbermens Mutual Insurance Co. [plmins.com].......7

Roseburg Forest Products [www.rfpco.com] ..........................Cover IV

Simpson Strong-Tie [www.strongtie.com] ...........................................3

Swanson Group Sales Co. [www.swansongroupinc.com] ......Cover II Taiga Building Products ......................................................................33 Thunderbolt Wood Treating [thunderboltwoodtreating.com]...........38

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net]...........20

Western Red Cedar Lumber Association [www.wrcla.org] .............8-9 Yakama Forest Products [www.yakama-forest.com] ........................21

IDEA File

Realizing that ladies often control the purse strings in the family and that there’s no time to shop like the holidays, this fall a record number of Ace Hardware franchises are hosting their own “Ladies Night Out” events.

While some stores are new to the event, others have been putting it on for 10 years, like Ace Hardware Cinco Ranch, Katy, Tx., which last year had over 1,500 women attend. The recent Ladies Night Out at Lone Star Ace Hardware, Spring, Tx., even got covered by the local Fox TV news affiliate.

The high-energy parties promise fun, food, drinks from wine to hot cider, shopping, door prizes, discounts, product demonstrations, and booths staffed by vendors and other local small businesses. Typical exhibitors include reps for Mary Kay, Pampered Chef, candy and flower shops, custom framers, candle makers, interior designers, and jewelry stores.

Some offer free gift-wrapping or invitations that include coupons for an extra $5 off.

Although the events are strictly women-only affairs, men (and others who need extra time to shop) can take advantage of the discounts earlier that day, during the store’s normal operating hours.

Although most locations time their event to lead into the holidays, Milan Ace Hardware, Milan, N.M., stages theirs in May. This year, Milan gave away 200 reusable shopping bags filled with flowers, gardening gloves, and other gifts.

Ladies Night

THUNDERBOLT WOOD TREATING

Peterman Lumber [www.petermanlumber.com] ................................35

Redwood Empire [www.redwoodemp.com] .........................Calendar 16

Reel Lumber Service [www.reellumber.com] .....................................29 RISI [www.risiinfo.com/crows].............................................................35

Rosboro [www.rosboro.com] ....................................................Cover III

…Quality Wood Treating Services Since 1977 “We Treat Wood Right”…

www.thunderboltwoodtreating.com

Treating Services Only (TSO)

Central California Location 3400 Patterson Rd., Riverbank, Ca. 95367 Sacramento, CA

ACQ • CCA • BORATES D-BLAZE® • ACZA (CHEMONITE®))

Bob Palacioz, sales/marketing mgr. • bob@thunderboltwoodtreating.com (916) 402-3248 • Fax (916) 339-2477

Heat Treating • Drying Services (KD, KDAT) Marine Piling • Staining Service • Rail Siding (BNSF) Coating Serv ice: MFI-SLO8 Marine Grade Spray Polyurea Coating

Marine & Industrial S ales Miguel Gutierrez • miguel@thunderboltwoodtreating.com (209) 747-7773 • Fax (209) 451-0425

38

The Merchant Magazine December 2010

Building-Products.com

8k_bZ M_j^ Ekh Ijh[d]j^" 9ekdj Ed Ekh <_h[ H[i_ijWdY[ BF <bWc[8beYa <_h[#HWj[Z EI8 I^[Wj^_d] Created by applying a patented, non-combustible Pyrotite® coating to LP® OSB panels, LP® FlameBlock™ Fire-Rated Sheathing is an ICC certified (ESR-1365), PS2-rated structural sheathing with a Class A Flame Spread Rating. It provides extended burn-through resistance, delivering a 20-minute thermal barrier (ASTM E119). LP FlameBlock Sheathing is Exposure-1 rated, durable on the job site and easy to work with. Backed by a 20-Year Transferable Limited Warranty, LP FlameBlock Sheathing is cost effective and available in a variety of PS2-rated thicknesses and lengths, including Struc-1. It’s the panel to count on when every minute matters.

Available Now At Taiga Building Products. For More Information Call: Rocklin (800) 348-1400, Sanger (559) 876-3624

OSB

|

SmartSide®

|

SolidStart®

|

TopNotch®

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TechShield®

LPCorp.com/FlameBlock

|

© 2010 Louisiana-Pacific Corporation. All rights reserved. Pyrotite is a registered trademark of Barrier Technology Corp.

The UL Mark is a registered trademark of Underwriters Laboratories, Inc. All other trademarks are owned by Louisiana-Pacific Corporation.

Building-Products.com

December 2010 The Merchant Magazine

39