The Merchant Magazine - November 2011

MERCHANT

THE BIG DECKING ISSUE SELLING INSULATION PREMIUM TREATED WOOD

The

NOVEMBER 2011

Magazine

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

FROM THE GROUND UP… NatureWood has Got You Covered. ®

Pressure treated wood products with Osmose® NatureWood® preservative provide the building blocks for outdoor construction. The NatureWood preservative system meets American Wood Protection Association standards, and with preservative retentions available for Ground Contact and Above Ground Contact end uses,* homeowners and code officials can be confident, knowing Osmose preservative technologies provide fundamental elements for durable and sustainable building projects.

NatureWood treated wood products also have been certified by the National Association of Home Builders Research Center, as a NAHB Green Approved product. By using NatureWood treated wood products, architects, specifiers, homebuilders, and contractors are eligible to receive points toward project certification under the National Green Building Standard.

When choosing pressure treated wood products, start from the ground up.

Start with NatureWood Preserved Wood Products.

Visit www.GreenApprovedProducts.com for details.

www.osmosewood.com

*See Product literature for additional information. NatureWood pressure treated wood products are treated with Alkaline Copper Quaternary Compounds. NatureWood treated wood products are produced by independently owned and operated wood treating facilities. NatureWood®, and Osmose ® are registered trademarks of Osmose, Inc. © 10/2011

The

MERCHANT

Special Features 9 MARGIN BUILDERS WHAT COMPOSITE DECK BUYERS WANT

10 FEATURE STORY PROFIT OPPORTUNITIES IN PREMIUM PRESSURE TREATED WOOD

12 MARGIN BUILDERS TIPS TO SELL MORE EPS INSULATION

14 COMPANY FOCUS CALIFORNIA TREATER CALLS FOR BACKUP

16 PRODUCT SPOTLIGHT ALUMINUM DECKING SHOWS ITS METTLE

17 INDUSTRY TRENDS IS YOUR IMPORTED HARDWOOD INVENTORY LACEY COMPLIANT?

Magazine

In Every Issue 6 TOTALLY RANDOM 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 GREEN RETAILING 28 IN MEMORIAM 32 NEW PRODUCTS 38 MOVERS & SHAKERS 51 ASSOCIATION UPDATE 52 CLASSIFIED MARKETPLACE 53 DATE BOOK 54 IDEA FILE 54 ADVERTISERS INDEX

November 2011

Volume 90 Number 5

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It is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright®2011 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. It reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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30 SPOTLIGHT: BEST DECKS

DECK EXPO’S AWARD WINNING PROJECTS

Sugar and Ponderosa Pine, Douglas Fir, Redwood, Western Red and California Incense Cedar Hardwood Lumber & Plywood EW Nusku Fireblocker™

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The Merchant Magazine November 2011

The Mark of Responsible Forestry SCS-COC-001973 ®1996 Forest Stewardship Council A.C.

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TOTALLY Random

By Alan Oakes

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Find what you love!

LOOKED BACK OVER my last few columns and felt that perhaps I had been ranting a bit too much recently, so I am going to be kinder and gentler this month.

However, I cannot promise how long it will last!

Certainly the business cycle of the last few years has given each of us pause to wonder if there is something better we could be doing with our lives. Any number of people have been candid enough to tell me how business is not fun any more and how stressful it is. But I guess if you are reading this column, at least you have been one of the luckier ones who have survived this trough we are mired in.

Now, in truth, I hear that same sentiment from people both inside and outside our industry, so sometimes the grass is not always greener. But still, I have always believed changing circumstances merit taking stock of where you are at. Like your stock portfolio, your life needs to be constantly reviewed and re-balanced.

In times like these, take the opportunity to rethink your wants, needs and dreams, and either come back to the conclusion there is nothing better or different that you want to do and that you are content with your lot in life, or decide it is time to start dreaming about alternatives and possibilities. Then, instead of just dreaming, actually take action to change.

When I read about the great business successes of our time, there is hardly a rags-to-riches story where some adversity had not taken place that had led to a monumental change. In fact, true success comes in attaining good times after facing—and overcoming—bad times. All of us at some time or other face difficult challenges—at home or work. How we deal with those set-backs defines who we are and what we achieve.

A near-death experience, the loss of a loved one, being fired, being laid off, becoming fed up with the status quo, or just plain dreading work every day are all good motivations for tackling the situation head on. It is these times when you realize that you are at the crossroads of life and must decide what path to take.

Many of us choose to fake it. We smile and soldier on, while being eaten up inside. Sometimes fear or a series of hazards, real or imagined, can bog down the decision. It can take real guts to decide that it is time to take the plunge, taking risks for something you have always dreamed about and, in the process, often walking away from security.

Over my career, I have learned the hard way that nothing comes easy. But whenever I faked it, avoiding that risk, I paid a price for it. You have to love what you are doing in all facets of your life. If you do not, maybe it is time to change.

Work fills a large part of our life, and great work brings great enjoyment and great satisfaction. If you cannot make the statement that you love what you do, none of the previous statement can come true.

We all know that our time on earth is limited. Aside from our formative years and our sunset years, most of us are left with about 45 years to make real change. We should not trap ourselves into doing things we do not enjoy. Life is too short.

Drown out all the naysayers. Go with your gut. At the end of the day, you have to run with your heart and intuition. One of the greatest gifts we can give ourselves is striving to become what we in our souls know we long for and not settling for anything else.

Do not live someone else’s life. Find what makes you live life to the fullest. Delete everything that doesn’t. Have the courage to follow your convictions and your heart.

All right, back to normal next month!

Happy Thanksgiving.

Alan Oakes, Publisher ajoakes@aol.com

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The Merchant Magazine November 2011

The

MERCHANT

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

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MARGIN Builders

By Diana Hanson

What composite deck buyers want

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Building-Products.com

homes. The good news is that the ones who are able to keep their homes are staying put; and some of them are remodeling. The money they decide to spend is for quality products that have a long lifespan, such as top of the line windows, instead of the basic replacement package.

The consumers who will be buying decks in the next year are projected to be older, upper middle-class, and educated in their purchases. The trend is that a deck sale will be either low-end pressure treated decking, or high-end manufactured decking or exotic hardwood. Not much selling in the middle price area. Hidden fastener use is growing. People who spend money on higher-dollar wood-plastic composites don’t want to see fasteners.

Consumers who are buying decks are also buying extras. They want their deck to be different than the neighbor's deck. It will be important to offer a menu of color choices, and

mix and match products. For example, a consumer may choose one brand of decking, and then choose a different brand, with contrasting color and texture, for the railing.

Additionally, they will be looking at integrated lighting in steps and in railing.

So, the concise message here is to proceed conservatively, keeping a careful eye on what is selling, so that what you carry is what you can sell.

Well-thought-out purchasing and sales plans today will keep you around to celebrate when we kick this economy back into full gear. Good luck to all of you this year. Live long and prosper!

– Diana Hanson is owner of deck builder Woodpile Construction and Woodpile Products Inc., maker of DeckIt deck spacers. She is also a veteran of the legal profession and is actively involved in the ICC code development process. Reach her at diana.hanson@gmail.com.

Photo by Ipe Clip

HAD THE OPPORTUNITY last month to attend Principia Partners’ WPC 2011 Conference on Decking & Outdoor Living Products in Charlotte, N.C. Represented at this conference were wood-plastic composite decking manufacturers and wood decking manufacturers, along with their suppliers of wood flour, recycled material, colorants, etc., as well as decking distributors and dealers, and a few actual deck builders, too.

One of the biggest take-aways from this conference was the expressed need for manufacturers, distributors, and dealers to improve communication along the entire supply chain. This is especially important in these difficult economic times when the last thing a dealer needs is product that can’t be sold.

When it comes to some of the new technology products being introduced, such as capstock decking, it is more important than ever to have a good relationship with the distributor. All new products have a learning curve; there are likely to be some issues.

Make sure the distributors and manufacturers you are dealing with will stand behind their product, and fix any problems that occur.

Another truth I walked away with from this conference with is the simple fact that no one “needs” a deck, so right now, it is important to carry just what you will be able to sell. This is not the year for the usual “winter buy.” Instead it is the year to order just what you need, often referred to as just-in-time inventory.

The bad news is that there are an estimated 12 million homes foreclosing, and at least 10 million more homeowners are upsidedown on their

HIDDEN FASTENERS have become a must for buyers of high-end composite decks.

November 2011 The Merchant Magazine

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FEATURE Story

By Huck DeVenzio, Arch Wood Protection

Profit opportunities in premium treated wood

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N THE MIDST of the current retail doldrums, there are some bright spots for treated wood. Or, at least, some spots with modest flickering.

Reports from dealers indicate that treated wood has not been hit as hard by the economic situation as have more expensive alternatives. The percentage of decks using composites and tropical hardwoods appears to have decreased, or at least quit growing.

Greg Couch, sales manager at Metro Building Products, Woodstock, Ga., says, “I think wood is making a comeback.” The reason is not known for certain, but likely results from the

lower cost of treated wood. Greg offered an additional reason: There is a market for premium treated decking.

Homeowners appreciate the appearance of wood, but wish to minimize the natural characteristic of wood to warp and the need for periodic coating to maintain its appearance. Many upscale deck contractors moved from treated wood to composites and tropical hardwoods, but some are returning.

With the large gap in prices between treated decking and other options, there is plenty of room for treated material with enhanced features. It is possible to offer the look

and environmental benefits of wood, while minimizing the probability of warping—and doing so at a price that remains desirable. Enhanced features include fuller thicknesses, high grades, kiln drying after treatment, built-in water repellent, kerfs, crowned topsides, beveled sides, and prescribed saw cuts.

All of these features cost more money and may require close partnership with a cooperative treating company. They are not suited for every dealer. But, many dealers could profit from stocking premium preserved decking. It would not compete against

CAN PREMIUM treated wood compete with composite decking? Some dealers are finding it can and they are profiting from it.

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The Merchant Magazine November 2011

Building-Products.com

regular treated decking, but against composites. And it would not entail replacing existing stock, but just adding two or three SKUs. Wood used for understructure would not change.

Fuller thicknesses. Instead of 5/4 decking, dealers can offer 2” decking.

It’s stronger, which results in a more solid surface and allows for greater joist spacing.

High-grade decking. Typical treated decking is now Standard 5/4, sometimes Premium 5/4. Enhanced decking could be nominal 2x6 lumber that is Dense Select Structural or C&Btr. Higher grades are more expensive than lower grades, but customers will often pay more for products that are better looking.

Kiln drying after treatment.

Wood that is re-dried after treatment, either KDAT (kiln dried after treatment) or ADAT (air dried after treatment), is lighter in weight and easier

HIGH-END DECKING contractor Tailor Decks specifies all-sapwood 2” Wolmanized Outdoor lumber, KDAT and milled with crowned top, beveled sides, and kerfs on bottom.

built-in water repellent is beneficial.

The recommendation for surface coating is not eliminated, but the initial application is less critical and performance is improved.

Kerfs. Deck boards can be sawn with kerfs on their bottom sides to relieve stresses in the wood and thereby reduce warping.

Crown topsides. For a better appearance and to shed rain, some producers mill deck boards with a slightly crowned top surface. This also removes surface discoloration and blemishes.

LAMINATED DECK COLUMNS are less likely to twist or bow than solid timbers, and they allow for interior wiring of lamps.

(Photo courtesy Cox Industries)

to handle. Probably more important, it has been dried under controlled conditions that are less likely to result in bowed or twisted lumber than is wood that dries in place after installation.

This reduces exchanges and complaints from customers.

Built-in water repellent. Properly treated wood will resist termite damage and fungal decay for decades, but the wood is not protected against the stress of swelling and shrinking caused by moisture. That is why periodic coating with water repellent is recommended for aesthetically sensitive areas such as deck platforms and railings.

For deep-seated defense against dimensional change and cracking, Building-Products.com

Beveled sides. A recent innovation is tapered, or beveled, sides. Adjacent deck boards are closer at their tops than bottoms. This shape makes it easier for rain and debris to fall between boards without being trapped.

Prescribed saw cuts. It is possible to obtain lumber that contains no heartwood or no flat grain or to seek wood with tight rings. Such specifications are not common—they require a good relationship with suppliers – but they provide benefits to homeowners and can distinguish one dealer from his competitors.

The platform is not the only deck component where enhancements are possible. Deck columns and custom railings are others. Twisted 4x4s can cause construction difficulties and detract from the appearance of a deck.

Twisting is largely precluded by use of laminated deck columns.

Combining smaller pieces of wood into a post helps to cancel out the warping that can occur with a single, solid timber. Furthermore, laminated columns are often manufactured with

hollow centers. When used for deck lighting, electrical wires can be run up their centers, avoiding external wiring.

A Georgia deck builder, John Paulin of Tailor Decks, is a huge fan of wood decks and, especially, decks made with premium treated lumber.

He thinks that composite decking is pretty, but isn’t as inviting as wood.

“I want to create outdoor spaces that people will enjoy using, not just admiring,” Paulin says. “Real wood gives you an emotional warmth that you don’t get with artificial wood products. If a client wants an artistic deck and insists on composites, I’ll build it for them. But I prefer the environment you get with wood.”

To satisfy his preferences, he developed his own specs, which include most of the features listed above. He has worked with two treating companies and a local dealer, along with their sawmill suppliers, to generate his own line of deck material: Tailored Wood. (John is willing to discuss his experience. He can be reached at john@tailordecks.com or www.tailordecks.com.)

Many consumers will not want to pay the premium price for premium treated wood. But, there is a significant portion who would choose highperformance wood over composite decking, particularly when the price is still below that of composites. For a dealer, this represents a profit opportunity. And it might necessitate only two or three new SKUs.

– Huck DeVenzio is manager of marketing communications at Arch Wood Protection, manufacturer of wood treating chemicals and licensor of the Wolmanized and Dricon brands of treated wood.

November 2011 The Merchant Magazine

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All photos courtesy of Insulfoam

MARGIN Builders

By John Cambruzzi, Insulfoam

4 tips to sell EPS insulation

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products in dealers’ yards and distributors’ warehouses, rigid foam insulations have some of the most similar sounding names: polyurethane, polyisocyanurate, polystyrene, etc. It’s not always easy to recall what sets them apart when a customer asks about product features or wants a recommendation.

For dealers and distributors carrying expanded polystyrene (EPS) insulation—or considering adding EPS to their offerings—a simple way to remember the material’s advantages is the acronym “SELL”: • Strength • Energy efficiency • Low moisture absorption • Labor & material cost savings These attributes make EPS suitable for many new construction and retrofit applications, including roofs, interior and exterior walls, foundations, under floor slabs, and in garage doors.

F ALL THE BUILDING

Strength

As a closed-cell, insulating foam, EPS is lightweight, yet durable. It has compressive strengths ranging from 10 to 60 psi (1,440 to 8,640 psf). As such, EPS can meet nearly any required loads encountered on roofing

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jobs and below slab, as well as for below grade perimeter insulation applications.

When thinking of EPS’s compressive strength, picture a locomotive weighing down on its rails. EPS geofoam is used as a load-bearing alternative to soils under railroad beds.

Energy Efficiency

Many rigid foam insulations have similar R-values, but the number refers to the initial insulating properties at the time of installation. While some materials lose up to 30% of their R-value over the years, EPS retains its thermal properties.

A quick check of product warranties will show how the manufacturer predicts their products will perform over time. Stable R-values can be an important selling point for contractors, and in turn, home and building owners, since they help ensure lower energy use and costs over the structure’s life.

Low Moisture Absorption

The degree to which insulation absorbs moisture affects its durability and thermal properties, as well as its ability to help reduce water infiltration into other building components.

The Merchant Magazine November 2011

EPS has a low moisture absorption rate, as shown in extensive product evaluations. For example, EPS buried in wetted soil for 1,000 days absorbed only 1.7% moisture by volume according to tests by the U.S. Army’s Cold Regions Research and Engineering Laboratory.

One way to paint a mental picture for customers on how well EPS resists moisture is to explain that it’s commonly used for flotation in docks.

Labor & Material Cost Savings

In addition to its physical properties, a key differentiator for EPS insulation is the many ways it helps contractors save money. It is lightweight and easy to handle, which helps speed installation.

The availability of specialty products can further reduce labor. One such option is fan-fold EPS panel bundles with dual-sided polymeric facers for roofs, walls and foundations. Such bundles only weigh 11 lbs. so they are easy for one person to carry, yet they quickly fold out to cover up to 200 sq. ft. This can reduce installation time by about 60%.

Another example is pre-cut tapered EPS for roof insulation. The blocks Building-Products.com

are available up to 40” thick (vs. the typical 4” for other tapered insulations), so building sloped roofs is much quicker and can save up to 30% on labor and material costs.

Multiple Product Options

Taking advantage of the above performance advantages, EPS is available in many versatile product make-ups.

These include the fan-fold bundles and pre-cut tapered components mentioned above, as well as other specialty products: Flute-fill panels: Some manufacturers offer custom-cut EPS that installs fast over existing metal roofs. The materials are profiled to fill the spaces between the metal roofing’s raised seams, without gaps. This allows for superior insulation and a flat surface for applied membranes.

Fiberglass-faced panels: Fire-resistant, factory-laminated fiberglass facers on EPS eliminate the need for a slip sheet on roofing jobs. Such panels are compatible with various single-ply roofing systems, including PVC, TPO, and EPDM membranes. Contractors can combine the panels with standard EPS to achieve high R-values, for about 25%

insulation finishing systems. EPS wall sheathing is available with factory-laminated polymeric metallic-reflective facers that help shed water and increase R-values.

Foundations: A common foundation insulation, EPS installs directly over the primary waterproofing system.

The foam helps protect the waterproofing during backfill and insulates the foundation against damage from freeze/thaw cycles. Panels can be ordered with pre-cut channels to direct water away from the building for a drier foundation.

Under slab: Because of its high-compressive strength and thermal properties, EPS works well below concrete slabs. It is an economical choice for wine cellar, cold storage facilities, warehouses, and other industrial buildings where ground insulation is important.

Garage door kits: For d-i-yers, as well as contractors, some EPS manufacturers offer residential garage door insulation kits. The packaged EPS bundles can be cut to fit, and attach easily to the inside door surface. Garage door insulation helps reduce heating and cooling costs, lowers interior noise, and improves workspace comfort.

As demand increases for more energy-efficient buildings, insulation can be an important profit center for distributors and dealers. With the vast range of insulation materials available—from spray foams to batts to panels— there are solutions for all contractor needs. For salespeople working with EPS, the four “SELL” points can be a quick way to summarize its benefits.

– John Cambruzzi is director of marketing and national accounts for Insulfoam, manufacturer of R-Tech and InsulFoam brand insulation. He can be reached at (800) 242-8879 or via www.insulfoam.com.

FOUNDATION is insulated by EPS, which is installed directly over the primary waterproofing system and helps protect it during backfill and against weather damage.

less than other high-thermal insulation systems.

Composite roofing panels: EPS and high-density polyisocyanurate cover board bonded together provide high thermal efficiency and durability. The composite panels are a good choice for roofs needing resistance to hail, high winds, and other severe weather.

Attached nail board: EPS is also available with preattached cover board, including OSB, plywood, wood fiber, perlite, gypsum, and others. Crews save time and materials compared to building up roofing on site, and can apply fully adhered or hot-mopped systems over the panels. Some come with pre-cut vent channels in the EPS to help keep the roof cool.

Wall sheathing: Beyond roofs, the stable R-values, moisture resistance, and durability of EPS also work well for wall sheathing. Contractors can use EPS products for cavity walls, interior walls, exterior sheathing, and exterior Building-Products.com

November 2011 The Merchant Magazine

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COMPANY Focus California Cascade Industries and Eco Chemical

California wood treater calls in reinforcements

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T’S NEVER BEEN EASY being a wood treater in regulationheavy California, and earlier this year the state threw an exceptionally wild curveball at California Cascade Industries over the level of volatile organic compounds (VOC) emitted by its prestaining operations.

Cal Cascade’s VOC problems started with a visit to its Fontana, Ca., plant by the South Coast Air Quality Management District (AQMD), the air pollution control agency for Orange County and major portions of Los Angeles, San Bernardino, and Riverside counties. AQMD claims to have “the strictest paint and coatings standards in the nation.”

Companies doing business in the AQMD are allotted 4 tons of VOC emissions per year, which amounts to 667 lbs. of emissions per month, or 22 lbs. per day. If a business needs to exceed that cap, it must purchase offsets at an approximate cost of $1,500 to $2,000 per lb. per day.

Whenever a business in the AQMD wants to add a process or modify an existing process that has the potential to increase emissions, that business must demonstrate that the new process will not cause the business to exceed its cap limit, or the business must purchase offsets.

Until January, Cal Cascade-Fontana was not required to include its staining operation in its VOC emissions allotment. “However,” said plant manager Robyn Ueberroth, “in the two years between visits by the AQMD, prestaining

ECO CHEMICAL co-founder Mark Cheirrett tests stained wood samples in a miniature retort at the firm’s in-house lab.

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The Merchant Magazine November 2011

has become 60% of our wood treating production.”

The AQMD official determined that Cal Cascade’s increased level of stain consumption now represented a potential compliance issue. Although the water-based wood stain was already an extremely low VOC product, it appeared to contain sufficient VOCs to push Cal Cascade over its emissions threshold.

Ueberroth immediately contacted Bruce Armbruster of JE Compliance Services, a full-service regulatory compliance consulting firm. For six years, Armbruster has been helping Cal Cascade with the planning, permitting and reporting required to ensure regulatory compliance.

Armbruster evaluated the situation and confirmed that its current low-VOC wood stain would indeed push Cal Cascade beyond its VOC cap limit. The plant needed to slash its VOC emissions by 80%.

At that point, Cal Cascade’s options appeared grim.

Simply eliminating its staining operation was out of the question. “If we had not been able to stain,” Ueberroth says, “it would hurt us drastically because the industry is demanding prestained product.”

Other options for reducing the stain’s VOC emissions consisted primarily of prohibitively expensive mechanical alternatives.

While Armbruster began to write an application for a permit that would enable Cal Cascade to continue its staining operations, Ueberroth called Mark Cheirrett, president and technical director of its wood stain provider, Eco Chemical. Cheirrett said his R&D team could significantly lower the VOCs on the stain Cal Cascade was currently using—while maintaining its color, ease of use, and UV protection. And, because Eco Chemical’s in-house chemists had already been researching a lower VOC stain, he thought they could have a solution in a matter of weeks.

It took two weeks for Eco Chemical’s research team to modify the formula for Cal Cascade’s stain. The stain was sent to Dr. Dane Jones at the Cal Poly San Luis Obispo Polymers & Coatings Program for analytical testing and validation of the VOC estimate. A short time later, Dr. Jones reported that the modified stain had indeed reduced VOCs to 3 lbs. per day, an 80% reduction.

In Armbruster’s words, “Eco came through with a product that allowed Cal Cascade to continue to meet its production demands without purchasing offsets. Because the new Eco stain has very low VOCs (60 lbs. per month), if Cal Cascade manages its usage carefully, the company may be exempt from a permit requirement in the future.”

Building-Products.com

PRODUCT Spotlight

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Aluminum decking shows its mettle

choice for commercial and multi-family applications, aluminum deck systems are gaining new acceptance from homeowners seeking low maintenance outdoor living spaces.

“Aluminum is the perfect material for decking,” says Don Garrison, general manager of FSI Home Products, Cullman, Al., which manufactures NextDeck and LockDry. “It’s able to withstand the most extreme outdoor elements, weighs less than half of wood decking, and is much stronger.”

NextDeck’s powder-coat finish, offered in two standard colors and a Dakota oak woodgrain, is UV-stable.

Designed for the life of the deck, the product reportedly is fireproof, pestresistant, and will not rust, rot, sage, splinter, warp, or crack—even in ONG A POPULAR

LIFELONG aluminum fasteners from Sigmadek are precision engineered to strengthen key structural points.

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freezing temperatures.

The company’s other decking product, LockDry, has water channels and gutters that create a watertight space under upper-storey decks—which can be used for storage, a play area, or other outdoor living space. It’s also available in Dakota woodgrain, plus four standard colors.

“Many newer homes have secondor third-level decks with space underneath that is basically lost, because typical decks provide no shelter from the elements for the area below,” says Garrison. “A watertight aluminum deck keeps the area under the deck dry—no matter what the weather.”

Wahoo Decks, Gainesville, Ga., also offers an aluminum deck system—AridDeck—that provides dry, usable space under the main deck.

Made from marine-grade aluminum and protected with a powder-coat finish in sandstone or ash grey, the product requires no upkeep other than periodic cleaning with soap and water.

Wahoo’s other products, DryJoist and DryJoist EZ, go even further, by eliminating the need for traditional wood joists. As with AridDek, integrated channels direct water away from both the deck and house, creating a waterproof area with a finished ceiling below the main deck—all in one application. The system can be topped with any kind of deck boards.

“Consumers are looking for a substructure that matches the low maintenance and longevity of better deck

The Merchant Magazine November 2011

Photo by FSI Home Products, Cullman, Al.

Aluminum Decking

boards,” says v.p. Jon Bailey. “This represents a real upsell opportunity for dealers.”

Sigmadek, a new company based in Calgary, Alb., will offer a complete aluminum decking system—including the understructure and joists, stairs, and railings—that can be topped with any type of deck boards.

According to president Gary Acinapura, the pre-fabricated system eliminates the need for field fabrication—increasing safety and saving time and money. Prefabrication also eliminates the possibility—and cost— of complicated deck designs.

“Our research indicates that 75% of decks are square or rectangular,” he says. “Deck depths can be 20 ft. from ledge to post and any width.”

Although Sigmadek’s decking won’t be available until next spring, its LifeLong aluminum fasteners will be offered before the end of this month through Parksite, Batavia, Il. The products are precision engineered to help make key structural points— such as deck support posts, ledger boards, and post-beam connectors—in traditional wood decks stronger, safer, and easier to install.

“True innovation is hard to come by,” says Scott Thomas, director of marketing at Parksite. “Having the chance to bring something revolutionary to market, which can change the way people conceive and design decks, is an excellent opportunity for our company and our customers.”

Building-Products.com

INDUSTRY Trends Staying Right with the Lacey Act

Is your hardwood inventory Lacey compliant?

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N LATE AUGUST, Gibson Guitars’ facilities in Tennessee were raided by federal investigators, who seized hardwoods they maintain were imported in violation of the Lacey Act. The 100-year-old statute, forerunner of the Endangered Species Act, was expanded in 2008 to cover wood products, making illegal sourcing punishable by fines and prison. Wood imported from, say, India must have been harvested and handled according to Indian laws.

Considering the popularity of ipé decking and other imported wood products, are lumber dealers taking the proper precautions to ensure what they’re trading in is Lacey compliant?

“Lacey requires a more educated buyer,” notes George Celtrick, Cikel USA, Miami, Fl. “In the past, finding an offer 20% below market price was great news; now one needs to ask how the material can be that cheap. I was astounded the other day to receive an offer on lumber, decking, flooring and logs from Brazil. It’s illegal to export logs from Brazil.”

Last year, Cikel received an email from a foreign company claiming to offer Lacey-compliant, FSC-certified material. Celtrick asked for their chain-of-custody certificate number, which was promptly provided. “But,” Celtrick says, “when I went to www.fsc.org, I saw that (the C-O-C number) was for a Danish printing company. When I mentioned this in an email, they disappeared.”

Hardwood wholesaler Dennis Johnston, Peterman Lumber, Fontana, Ca., has seen the Lacey Act affect his business. “We are now more obligated than ever to hold our import lumber suppliers more accountable on where and how they obtain the lumber they are shipping to us,” he says. “We need to deal with reputable importers that follow the rules and guidelines of the Lacey Act.” Johnston suggests that dealers “should be upfront and directly ask (suppliers) if they are in compliance before purchasing the product. If we have customers that request verification, we in turn would ask our supplier for the PPQ505 form, which states that they are in compliance. We already have so much paperwork in our world, we do not provide (the form) unless it is requested.”

Ipé decking wholesaler/manufacturer Sean Burch, Redwood Empire, Morgan Hill, Ca., agrees: “Ask your current supplier if they can supply you with the Lacey documentation that we as importers submit at the time of arrival.

Or, ask for a letter that states the current supplier complies and will be responsible for Lacey Act requirements all the way back to the harvest plans.”

Building-Products.com

HARDWOOD IMPORTERS advise dealing with trusted suppliers to ensure Lacey Act compliance.

Cikel USA’s Celtrick maintains proof should be written and extensive. “What the U.S. attorneys determine compliant is the tricky part,” he says. “Too many U.S. buyers feel a letter from their supplier is enough ‘due diligence’ that the material was taken legally. Buyers need to ask brokers and suppliers to prove it. You need to know exactly from whom the broker gets the material and what document(s) in that country prove that it is legally taken. It forces transparency into the supply chain by punishing the buyers who don’t have it.”

Celtrick admits, however, that the burden of proof may vary, depending on the volume of materials and one’s place in the distribution chain. “If you are not the importer of record or a big buyer, the level of needed due diligence drops,” he says. “Homeowners should not worry about Lacey violations with their new deck. But, if you are the first buyer touching the container from the port, shame on you if don’t have a file showing due care in your purchasing process.”

According to Romel Bezerra, InterSomma, Pembroke Pines, Fl., compliance is straightforward. “Everyone, from importers to lumber dealers, only need to exercise due diligence when purchasing imported wood products,” he says.

“It is not that difficult, especially when one knows their suppliers well.”

As Laura L. Beaver, New Horizons Hardwoods, Springfield, Mo., advises: “Buy from companies you know and trust.”

November 2011 The Merchant Magazine

17

COMPETITIVE Intelligence

By Carla Waldemar

Dealer raises the Barn

M

ICHAEL RECORD IS A CHIP off the old block, and that’s also what he sells (plus shavings and sawdust and pellets, along with pine and hemlock boards, posts, beams and more) at The Board Barn, a retail store he launched a year ago in Cumberland, Me. With this new venture—I’ll go ahead and spoil the story for you by saying it’s been an overnight success—Mike has come full circle, selling lumber from the sawmill his dad founded, and where Mike continues to work and Dad still mans the planing operation. Mike’s job is to market truckloads to sites as far away as Missouri, North Carolina, and Tennessee.

Yet Mike was tugged by that primal urge, the urge to build his own business, and build it from the ground up just as his dad, Merle, had done before him, in 1979. Young Merle had worked full-time at a woolen mill while con-

MAINE COURSE: Record Building Supply operators Michael (left) and Merle Record draw much of their stock from their 32-year-old sawmill.

structing his sawmill nights and weekends, blow by blow.

And when it burned, alas, in the early ’80s, he simply built himself a bigger, more modern version. Due to customer demand, Merle at last relented and began retailing from the operation.

Finally, in an attempt to regain sanity, he divided the operations and launched Record Building Supply in Oxford, Me., which purchases over one-third of the mill’s output and also offers a full line of everything from windows and doors to tools and hardware and the most recent addition, Benjamin Moore paints, to its customers, split 50/50 between pro builders and homeowners. Both Merle and Mike had their hands full.

But you know kids. Says Mike, “I felt I was old enough to go out on my own, even in a bad economy. I felt I was

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The Merchant Magazine November 2011

ready. So, a year ago, I found a good deal on property in a good area” in nearby Cumberland “where I could concentrate on pine boards.”

And soon, shavings. Then pellets, both waste products from the mill. “I began bagging the shavings to sell retail to farmers to bed their animals—a dry product. Then I also mixed some in with green sawdust, offering the advantage of a lot more product to sell. Farmers liked the green addition because its moisture was easier on the dry hooves of their horses. I’ve had a lot of success with it,” he reports.

Waste not, want not, lesson learned. So now he also sells pellets made of sawdust (“It saves us money because we already do it in bulk, so now I can add them at retail with very little work. People are using them more and more for heating wood stoves, fireplaces, even furnaces—and it’s using products made in Maine, not oil from overseas,” he’s proud to underscore.

The Board Barn also sells overstocks and closeouts from outside sources, such as a recent bonanza of composite decking, at deeply discounted prices: 6- and 8-ft. pine board, low-grade pine board for inexpensive sheeting.

Little by little, he’s adding ancillary products, which he can test-drive by buying from Record Building Supply in small quantities to see how they fly before committing to a megaorder. Case in point: OSB. “I didn’t carry it at first,” Mike says, “but contractors all seem to want to use it, so I brought in a half unit and it sold out. So I added more….”

Plus nails and fasteners, “an obvious addition. If people need boards, they need nails,” he knows, and why let that sale travel elsewhere?

Next thing up: grain. “Something I never dreamed of, but customers were asking for it for their horses, so it presents another opportunity; I’ll start stocking their favorite brand. Plus, it’ll provide steady business in the winter. I’ll add more plywood, too,” he muses. But hardware? Nah, he says (for now): “I’ll leave that to Record.”

Mike markets his offerings on his website (www.theboardbarn.biz), and via the new e-store, where customers are urged: “Buy direct and save! We have our own mill.”

“Plywood—only two units left. Hurry!” And, “Because of our affiliation with both Record Lumber and Record Building Supply, we can price items below the competition.”

Mike’s manager, Mike Biskup, is also a computer whiz, so he’s launched the store’s e-zine, which announces “really good deals,” plus tips to customers who choose to sign up. Already, 500 have made the move and, with competitors lurking “15 minutes away in four directions,” that’s no small potatoes—or, pellets.

Mike woos these customers with a triple whammy: variety of product, quality and price. “And those customers we’ve attracted, we’re retaining,” he has the right to boast.

Yet it’s been a learning process, and Mike is the first to say so. First lesson: “Take advantage of opportunities— that’s the key to success,” he advises, as he prepares to add Building-Products.com

grain, for example, to his SKUs. Next, Mike says, “Be flexible. From the start I recognized, from working at Record, that there’s always such difficulty in managing contractors’ accounts, so I said, ‘No credit. No accounts.’ But it didn’t take me long to realize that if I wanted to get their business, that would have to change. So I turned to Blue Tarp as an easy option.”

For a small percent of the take, the company manages customers’ accounts and offers Board Barn choices of sliding payment fees, such as how often to receive paybacks; whether to offer a customer regular or extended credit; and whether to reward them with points toward prizes.

Same with conventional plastic. Mike relates how he lost a “really big” sale because American Express was the only card the contractor carried in his wallet, and Mike wasn’t set up to accept it. Today, lesson learned, he is— along with Visa, MC and you name it. “I’ve got to make it as easy as I can and offer many payment plans.”

NEWEST VENTURE, The Board Barn, Cumberland, Me., sells all manner of wood products.

He also found he had a lot to learn about constructing a building from the ground up, including drive-thru storage— “dealing with the planning process was an eye-opener,” he relates. “Record was in a smaller town; here, in [larger] Cumberland, there’s a lot more politics.”

The moral he re-emphasizes is this: “Learn from past experiences. Don’t just experience them, learn from them.”

And the most important lesson learned—this one came easy—was that an owner must be passionate about his business. “I’ve seen so many come and go for lack of passion,” Mike says. Not a likely factor here, given the Record family genes: “Since I was nine years old, I worked in my dad’s mill, even full-time during high school on a release program. Dad started with nothing and built his equity.”

Mike can step back a bit from his mill duties because there isn’t that much product left to market after Record and Board Barn sell their share. “It’s less costly this way,” he adds, “rather than ship stuff on trailer trucks—a help in this economy.”

Yet the economic state of the nation, while grim, isn’t crimping his style, not at all. “The Board Barn has been open less than a year and is already paying its way. There’s something to be said for that,” he maintains, in understated Down East fashion. And that something is “Wow!” Carla Waldemar cwaldemar@comcast.net

Building-Products.com

November 2011 The Merchant Magazine

19

OLSEN On Sales

By James Olsen

You’re fired

C

ONGRATULATIONS, YOU’VE JUST

been promoted to sales manager! Now the real challenge of leading your team begins. One of the hardest things you will have to do as a sales manager is fire people.

Many sales managers are promoted internally. They are co-workers before they are managers. This situation is one of the toughest professional challenges you will face in your career. How do you get your recent co-workers to treat you as their leader? Their manager? Their evaluator?

The biggest challenge comes from within. Will you accept the role of leader? Or do you want them to like you too much? Will you want them to treat you the same as they did before?

Leadership has its price. You are no longer “one of the guys/gals.” When the sales team goes out to let off some steam, you probably won’t be invited. You are no longer a co-worker. Your responsibility is now to the team. Change can be difficult and sometimes lonely. Your team needs and wants you to lead them. Your company demands it.

If you donʼt lead your team, someone will

When a leader of a country dies, we hear about a “power void” or a “leadership void.” Several wanna-be leaders will step forward, and there will be political and social unrest until a clear leader is established.

The same thing will happen with your sales team. You must lead your team or someone else will. If you are a weak or non-existent leader, someone else will assume the leadership role. Usually it is the biggest, most selfish bully.

The team will become fractious and goals will be individualistically driven instead of company or team driven.

This does not mean that you are a tyrant. This does not mean that you are an autocrat. It does mean that you must give your team a clear vision, set a high standard, and hold them to that standard.

If you donʼt fire them, they will fire you

Your job is to grow company sales and profits. You must do this by building a strong team. If you don’t, you will be fired!

If you allow poor performers to remain on the team you send the message “It’s okay to be a poor performer.” If you do fire your poor performers, you send the opposite message: “Perform or be gone!” Which message do you want to send to your team?

Mental approaches to help make firing easier

It’s them or your kid. I was dealing with an employee who I really liked. I liked her, but I couldn’t get her to work unsupervised. I was in the process of cutting her hours to only those when he could work with a co-worker.

I told her, “This is not an argument about what is good for me and what is good for you, but an argument about what is good for you and what is good for my kid!” She said, “That makes it real easy for you to look at it like that, doesn’t it?” I said, “Yes, it does.”

The next time you have a problem with an employee, remember, it’s them or your kid. Your kid is counting on you to do the right thing for your career, so do it and don’t feel bad about it.

Your communication has been clear. By the time you feel like firing someone, you have already had numerous “sit-downs,” etc., with them. You have been clear. They don’t want to understand. Some people will only understand when you fire them. Do yourself a favor, save yourself some time. Fire them.

Do you want to work for them? If you want to work for a troublesome employee, don’t fire them. Because if you can’t manage them, then they are managing you (and your other employees).

You can’t get in the way of a peak performer. If he were a great, motivated salesperson, you would not be having problems with him.

He would be too busy selling.

It’s not a zero sum game. Dealing with troublesome performers or unmanageable people is keeping you from growing your group. It is keeping you from giving time and attention to the salespeople who need it and are manageable. Let ’em go!

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

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The Merchant Magazine November 2011

Building-Products.com

GREEN Retailing

By Jay Tompt

Made greener in a factory near you

O

30 years, the manufacturing core of the United States has been dismantled piece by piece and shipped off to other countries. Looking for competitive advantage through leastcost labor, brand owners and manufacturers have gradually concentrated in China, which now accounts for a large proportion of product sold through this channel.

Even commodity products are very likely to be sourced from China or other faraway places, and not without complications.

Has anyone forgotten the drywall controversy?

Low prices are good, or so market logic would dictate, VER THE LAST

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The Merchant Magazine November 2011

but in a globalized economy there are unintended consequences.

Economists have argued that the American middle class, made up of folks who save to buy a house or remodel the one they own, has been significantly diminished by the loss of good-paying manufacturing jobs. This has had a devastating effect in hundreds of local economies that still struggle with high unemployment and underemployment. In addition, cheap goods and materials from abroad may have other, hidden costs.

Lower quality, for example, can slow productivity or require expensive remediation.

Building-Products.com

From a green point of view, there’s another unintended consequence. Most imported goods and materials will have much higher embodied energy—in other words, a larger carbon footprint. Shipping goods across the ocean spews tons of carbon into the atmosphere. More importantly, a foreign factory may get its energy from inefficient coalburning plants. So, before the import is even shipped, its carbon footprint may already be wildly off the charts compared with a domestically made alternative. There may be other environmental consequences, too, when factories are located in countries with few safeguards in place against pollution, deforestation, etc.

Reducing the embodied energy in buildings is the main motivator behind USGBC’s LEED credit for locally sourced goods and materials. This is good, but does it matter? Is anything even made in this country anymore? Yes and yes. Obviously, sourcing goods and materials close to the building site means lower embodied energy and lower amounts of carbon emitted to the atmosphere. It also helps to support local businesses and encourages builders to incorporate local materials. Lumber, stone, strawbale, cob—regional resource strengths will help recreate regional building vernacular, too, providing a welcome break from the homogeneity of mass home production.

Shortening the supply chain also delivers strategic business benefits, such as less risk of disruption from overseas events and, potentially, more collaborative relationships between manufacturer and dealer.

And yes, there are still plenty of products made in this country. A Montana builder made news promoting his 100% American built house (www.theallamericanhome. com), demonstrating that it can be done and with little

Building-Products.com

extra cost. It also showed that there’s strong interest from builders and prospective homeowners to source goods closer to home.

So, what’s a good, green dealer to do? Work with your distributors and manufacturers to identify where the products and materials are made, then identify opportunities to make some changes. Shorten the supply chain. Products made closer to home are better or “greener,” theoretically, than those made farther away. For example, qualified products and materials made within 500 miles of the jobsite earn LEED credits.

Weigh the costs and benefits wisely—a toxic product made next door is always worse than a green import from Europe. Work with local manufacturers to green up their product line, if necessary. In the store, develop signage that educates and informs your customers about the benefits of buying local or buying American.

Finally, resist the temptation to wave the flag, but do make the case based on quality, economics and environmental benefits. There’s a strong one to be made.

Jay Tompt Managing Partner Wm. Verde & Associates (415) 321-0848 info@williamverde.com

November 2011 The Merchant Magazine

23

Discounted Decking fully backed by GAF warranty 9s/.L $1.3 unit fo r

F

Special Call for g on Pricin e Volum

DEALER Briefs

ProBuild is closing 12 locations

by Nov. 15, including Granite Falls, Sedro Woolley, Coupeville, Bonney Lake, and Moses Lake, Wa., and South Fork, Co.

Malibu Hardware, Malibu, Ca., held a grand opening Oct. 15 (Dave Anawalt, owner).

Colorado Hardwood Lumber & Flooring, Canon City, Co.,

has been opened by Tom and Janette Mize, sharing space with Harken

Cabinetry

The Mizes relocated to Colorado, presumably to retire, after 35 years in the hardwood lumber business in Michigan.

Contact Renee McMichael (951) 727-1767, Ext. 127 or (909) 772-8329, cell 4685 Brookhollow Circle, Riverside, CA 92509

Grigg’s Hardware early next year will open its 4th Ace store, an 18,000-sq.-ft.’er in Kennewick, Wa.

Placerville True Value Hardware, Placerville, Ca., has pur-

chased the former True Value store in Penn Valley, Ca., closed since December 2010.

New owner Scott Gutierrez expects to reopen late this month, leaving his twin brother to manage the Placerville location.

Ace Hardware operator Terry Cain is opening a 13,000-sq. ft. store the first week of December in Beaverton, Or.

True Value Hardware, Green Valley, Az., held a grand re-opening to celebrate its 12-week remodel.

Ace Hardware will open a new store next spring on 1.1 acres in Denver, Co. (Mary Cottrell, owner).

Ace Hardware Express , Shasta Lake, Ca., will move into a temporary facility by Dec. 1, after suffering fire, water and smoke damage from a Sept. 28 blaze that destroyed an adjoining apartment.

The fire was caused by a 4-year-old boy playing with a lighter.

Anniversaries: Angeles Millwork & Lumber Co. , Port Angeles, Wa., 105th … Highlands Ace Hardware, Renton, Wa., 60th … Maricopa Ace Hardware , Maricopa, Az., 5th.

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The Merchant Magazine November 2011

Building-Products.com

SUPPLIER Briefs

Idaho Forest Group , Coeur d’Alene, Id., is buying Clearwater Paper Corp.’s Lewiston, Id., sawmill.

The $30-million deal includes sawmill, planer mill, kilns, inventories, timber contracts, and promise to continue supplying chips and sawdust to Clearwater’s Lewiston pulp mill.

Spokane, Wa.-based Clearwater is ramping down production at the operation in preparation for Idaho Forest’s taking possession in the 4th quarter.

Lifetime Lumber, San Diego, Ca., is shutting down its composite decking operation after nine years.

Vet Opens Own Home Center

Matt Chavez, former store manager for Sears Trostel Lumber & Millwork, Fort Collins, Co., and his wife, Becky, have opened Josephs’ Hardware & Home Center, Fort Collins.

The 11,000-sq. ft. Do it Best unit operates from the old Drake Hardware building, which closed early this year.

Fresno Sees Dealer Shake-Up

Hardware stores are coming, going and relocating in Fresno, Ca. Orchard has taken over the lease of a 49,540-sq. ft. building, to convert it

into its second location in the city by spring 2012. The facility is across from the former home of Mayson Ace Hardware, which closed in September and reopened Nov. 1 at a new site less than three miles away. The owners say they made their decision to move long before hearing of Orchard’s plans.

In addition, Norm Bishop has closed Willow Ace Hardware, Fresno, and reopened Clovis Ace Hardware, Clovis, Ca., Oct. 1. Bishop shuttered the Clovis store in 2009 over a lease dispute, consolidating operations in the Fresno location.

SierraPine will shutter its MDF plant in Rocklin, Ca., by year’s end.

Taiga Building Products , Burnaby, B.C., has formed a partnership with Lignum, Vancouver, B.C., to co-brand and market western red cedar from Kitwanga Lumber Co., Kitwanga, B.C. Hoquiam Plywood, Hoquiam, Wa., has idled its mill indefinitely.

Swanson Group, Glendale, Or., has completed the sale of its Noti, Or., sawmill to Seneca Sawmill Co., Eugene, Or. On Sept. 23, a week before the deal closed, Swanson idled the mill and expected operations to resume Oct. 17.

Reliable Wholesale Lumber, Huntington Beach, Ca., is now distributing LiteSteel beams throughout California.

Onex Corp. has completed its $871-million acquisition of approximately 40% of Jeld-Wen, Klamath Falls, Or.

Tolko Industries’ plywood plant in Kamloops, B.C., cut back from four shifts to three, effective Oct. 30.

Enduris ’ Endeck cellular PVC decking and Endeck PVC hybridcapped decking have been awarded Cal Fire certification by the California Department of Forestry.

Feeney Inc., Oakland, Ca., has installed a solar system capable of generating more than 95% of its current energy demands.

Building-Products.com

November 2011 The Merchant Magazine

25

Capital Buys JM Thomasʼ N.M. DC

Eleven-unit Capital Lumber Co., Phoenix, Az., has agreed to purchase the assets of JM Thomas Forest Products’ distribution center in Albuquerque, N.M. Capital has its own facility in Albuquerque and will consolidate both sites into a single operation.

Ogden, Ut.-based JM Thomas will continue to operate its DCs in Ogden, Boise, Id., and Denver, Co. The deal was expected to be finalized by Oct. 31.

Hampton Keeps Trimming Hours

Hampton Affiliates, Portland, Or., will reduce operating hours from 80 to 50 and lay off 80 workers at is sawmill in Darrington, Wa., due to poor domestic sales and more logs being exported to China.

Similar reductions and layoffs have already taken place at the company’s sawmill in Randle, Wa. The company said it has no plans to close any of its sawmills, but will reduce schedules at most facilities while waiting for the U.S. housing market to recover.

Loweʼs Closing 20 Locations

Lowe’s Cos. is closing 20 underperforming stores in 15 states and eliminating 1,950 jobs—including locations in Westminster and Los Banos, Ca.; S. Tacoma, Wa., and Denver, Co. Half of the locations closed Oct. 16, while the others will be shuttered this month.

The chain, which will be left with more than 1,700 locations, will also cut back on it expansion plans—opening 10 to 15 new stores in North America annually starting in 2012, rather than the 30 it had predicted.

Other closures are in Louisiana, Massachusetts,

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The Merchant Magazine November 2011

Building-Products.com

Michigan, Minnesota, New Jersey, New York, Rhode Island, Virignia, Wisconsin, two each in Illinois and Maine, and three in New Hampshire.

Millbrae Lumber Goes Under

Battered by the poor economy, Millbrae Lumber Co., Millbrae, Ca., closed last month after 72 years.

Most of Millbrae’s 10 employees had been with the yard for over 25 years. Its oldest worker was 75, its youngest 28—joining 10 years ago, straight out of high school.

A new owner acquired the 1.5-acre property, but has not divulged his plans.

Stimson v.p. Debra Muchow said, “We’ll never know from the employee’s perspective if he was not trained properly or whether it was just a matter of a mistake at that time. But either way, we are brokenhearted by the fatality that occurred and we are taking responsibility for that with

OSHA.�

Although Allen’s death was the first fatality at the Gaston mill in at least 25 years, she said, millwrights at each of Stimson’s operations in Oregon, Idaho and Washington have received additional training related to hydraulic machines.

Stimson Fined for Blast

Stimson Lumber, Portland, Or., was fined $5,000 by OSHA for an explosion at its mill in Gaston, Or., that killed one worker and seriously injured two others.

Steve Allen, 60, a longtime millwright, died after a 6 ft.-tall hydraulic accumulator machine he was working on exploded May 11. Two other workers were injured. The three were trying to disassemble the machine, which acts like a large shock absorber for heavy mill equipment.

Help your builders start smart, finish strong.

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Building-Products.com

November 2011 The Merchant Magazine

27

Green Building Products Crack Top 10

BuildingGreen has presented its 10th annual Top 10 Green Building Products Awards for 2012, drawn from more entries than ever before. “There are more ‘green’ building products than ever, but not all of them address a real need—or worse, some of them may create new problems down the road,� says BuildingGreen’s Alex Wilson. “In selecting this year’s Top 10 products, we looked for companies that solved pressing needs in energy efficiency, reduced toxicity in building materials, enhanced retrofit applications, and offered unique solu-

tions in other areas.�

The Top 10 are drawn primarily from new additions to GreenSpec, BuildingGreen’s database of best-inclass green building products, containing more than 2,200 listings and product lines. Winners for 2012 are: • InterfaceFLOR carpet tiles with non-PFC carpet fibers • Lifeline PVC-free resilient flooring from Upofloor OY • Knight Wall CI-Girt Rainscreen System from Knight Wall Systems • EonCoat waterborne ceramic coating from EonCoat

COLOR

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ecochemical PAINT + STAINS

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28

The Merchant Magazine November 2011

• Aqua2use Graywater System from Water Wise Group • Cypress Envirosystems analogto-digital wireless thermostat • Ritter XL solar thermal system from Regasol • Mitsubishi Electric’s ductless heat pumps and variable refrigerant flow systems with tenant submetering • AllSun Trackers from AllEarth • Philips Lighting EnduraLEDs

IN Memoriam

Everett “Bud� Johnson, 85, owner of C&D Lumber, Riddle, Or., died Oct. 2 in Riddle.

His father bought what was known as Judd Creek Lumber in 1950 and changed the name to C&D—because their first mill was in Coos County and the second was in Douglas County.

In 1996, he was honored as Man of the Year by Timber Processing.

Jim Ben Edens Jr., 75, former president of Palmer G. Lewis, Auburn, Wa., and Huttig Building Products, St. Louis, Mo., died Sept. 5 in Prescott, Az. He attended Harvard and Southern Methodist universities, then spent most of his working life in the LBM industry. He headed PGL when it was acquired by Huttig in 1989.

Bruce Winden Rowe, 72, retired owner of Van Daal Distributors, Seattle, Wa., died Sept. 20 in Friday Harbor, Wa. Mr. Rowe graduated from the U.S. Naval Academy in 1950, then served as a Naval gunnery officer during the Korean War. Afterwards, he attended Harvard University, earning a master’s degree in 1958.

He then purchased Van Daal and built it into one of the largest LBM distributor serving the Pacific Northwest and Alaska. He also opened several Ace Hardware stores, door/ metal products manufacturer Bruce’s Building Materials, and consulting firm Rowe & Associates.

William Winn Ford, 80, longtime Northwest lumber salesman, died Oct. 13 in Portland, Or. His first job in the lumber industry was working in his father’s mill in John Day, Or. After graduating from Stanford University and serving in the Navy, he got a job as a lumber salesman for Boise Cascade. He later Building-Products.com

became sales manager at DAW Forest Products, before eventually retiring from Crown Pacific.

D. Keith Gordon, 88, retired lumber salesman at Western Lumber, Medford, Or., died Sept. 13 in Medford.

During World War II, he served with the Navy. After the war, he returned to UC-Berkeley, graduating in 1948 with a degree in forestry.

He started his 36-year career as a forester at Fruit Growers Supply Co., Susanville, Ca., and retired in 1993.

Association, Portland, Or., and earning his master’s certificate. Before retiring, he served as sales manager for Pine Products, Prineville, Or. Charles Emmert, 97, retired owner of Emmert Forest Products, Auberry, Ca., died Oct. 11 in Fresno, Ca.

Mr. Emmert graduated from UCBerkeley in 1937, with a degree in forestry. He served with the Air Force during World War II, helping to build landing strips in the South Pacific.

He spent most of his working years in the central Sierras, surveying for early logging roads and running his own mill.

Mel Smeder, 63, salesman at TMI Forest Products, Centralia, Wa., died Oct. 11 in Chehalis, Wa. He started his 40-year lumber career at age 12 at Jerstedt Lumber, Bellingham, Wa., moving to wholesale sales in Portland, Or., in 1988.

D. Dean Dodson, 83, retired Oregon lumberman, died Sept. 29 in Caldwell, Id. After serving in the South Pacific with the U.S. Navy during World War II, he started his lumber career, eventually becoming a lumber inspector for the Western Wood Products

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Building-Products.com

November 2011 The Merchant Magazine

29

Best Decks

The North American Deck & Railing Association presented awards for the year’s best decks during the recent Deck Expo in Chicago, Il. “This year’s Deck Competition was as tough to judge as last year’s— probably tougher!” said judge Glenn Mathewson, NADRA technical advi-

sor. “From simple elegance to massively elaborate, judging these decks made me wish I was still building them. It was obvious that these builders are making dreams come true for their clients.”

Among the winners:

BEST WOOD DECK OVER 500 SQ. FT. and BEST OVERALL DECK honors went to John Paulin, Tailor Decks, Statham, Ga., for this pressure treated masterpiece. He used premium southern yellow pine for the decking, porch flooring, and railings and western red cedar for the open porch walls, staining everything with TWP 1501 cedar tone. Unique features included an outset for the grill, granite-topped bar, benches with 17˚-tilted backrest, and ample lighting, right down to below the benches.

BEST WOOD DECK UNDER 500 SQ. FT. went to this southern pine beauty from Frank Pologruto, Decks & More, Smyrna, Ga., featuring a stunning bow curve and Dekorators custom rail system with black aluminum balusters.

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The Merchant Magazine November 2011

Building-Products.com

BEST UNIQUE FEATURE recognized this outdoor living area with curved metal overhead by John Turrentine, Southwest Fence & Deck, Carrollton, Tx., supported by customcut western red cedar beams and corbels.

BEST ALTERNATIVE DECK OVER 500 SQ. FT. was for this Rocky Mountain showplace by Barry Streett, Rolling Ridge Deck Co., Evergreen, Co. The 1,500-sq. ft. project incorporated Brazilian slate decking, Grate Dex outdoor flooring, custom-designed wrought iron rail, native moss rock columns, exposed tongue-&-groove ceiling and glulam beams, antique barn beam mantel, and 90+ copper low-voltage lights.

BEST ALTERNATIVE DECK UNDER 500 SQ. FT. was won by this composite creation from Rolling Ridge Deck’s Streett. He used Fiberon Horizon Ipé decking and kiln-dried SYP pressure treated framing, with tongue-&-groove white pine for the ceiling.

Building-Products.com

November 2011 The Merchant Magazine

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NEW Products

Thermally Modified Decking

Phillips-Ice is now manufacturing thermally modified wood decking from sustainably grown North American hardwoods.

ThermalWood reportedly is 100% natural, with low VOCs and improved dimensional stability.

It offers easy installation with Snap-To-It invisible fasteners.

PHILLIPS-ICE.COM (650) 387-4415

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The Merchant Magazine November 2011

KD Bamboo Decking

New bamboo decking from Tiger Deck is kilndried and vertically laminated for lasting durability.

The FSC-certified deck boards are profiled for Tiger Deck’s hidden fastening system, and pre-finished with a clear sealer and a fungicide. Lengths of 12’, 16’, and 20’ will span 16” OC joist spacing.

TIGERDECK.COM (503) 625-1747

Building-Products.com

Multi-Use Fasteners

Screw Products has released three new star-drive fasteners for multiple applications, including decking and fencing.

The C-Deck 9x1/-3/4” for fences, railings, and fascia comes in a choice of brown, gray, tan and red color coating that is corrosion-resistant.

A 1/4” exterior lag screw, in lengths of 1” to 6”, is designed for fences, decking, ledger boards roofing, and much more.

It is milled with heat-treated carbon steel coated with a bronze ACQ-compatible coating.

The #7 modified truss stardrive screw can be used to fasten siding and fascia, attach fixtures, and install fencing.

SCREW-PRODUCTS.COM (877) 844-8880

Master Deck Fasteners

FastenMaster’s Cortex fastener system can now be used with TimberTech XLM decking.

The hidden fasteners can be used in specific decking applications, such as perimeter boards and stairs, for easy replacement of a decking board.

Each pack contains 224 ACQapproved screws, two setting tools, and 300 Cortex plugs.

FASTENMASTER.COM (800) 518-3569

Building-Products.com

November 2011 The Merchant Magazine

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Redwood Decks & Railings

New railings and decking profiles from The California Redwood Co. focus on beauty, ease of use, durability, and water resistance.

Both Estate (2x4 and 2x6) and Vista (2x6) redwood railings are gently crowned to shed water.

The Cascade deck board is also crowned on top to shed water, with beveled edges and drip lines on the bottom for greater durability.

All three are constructed from hand-selected and specialty-milled redwood.

CALIFORNIAREDWOODCO.COM (866) 797-7474

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The Merchant Magazine November 2011

Dumpster in a Bag

Waste Management’s Bagster is a dumpster in a bag for d-i-yers and small contractors.

The durable woven bag can hold 3 cu. yds. of debris—up to 3,300 lbs.—making it ideal for home renovations and cleanup.

Collection fees range from $79 to $159, depending on the market, about 50 to 70% less than a dumpster rental.

THEBAGSTER.COM (888) 345-2247

Building-Products.com

T&G Wood Decking

Kootenay Innovative Wood’s tongue-and-groove decking is available in both 2x6 and 3x6 profiles.

Both select and commercial grades are offered, in a Douglas fir/larch or SPF blend. Offered are lengths of 6’ to 16’, with 5.25” face and optional pre-drilling.

KIWOOD.COM (250) 359-8050

Swiss Wood Protection

Powerhouse Building Solutions’ Bomol coatings are an environmentally friendly way to protect wood.

Manufactured in Switzerland, the line includes semi-transparent and solid colors for exterior wood and decking, a semi-transparent lacquer for interior wood, and a cleaning solution that cleans most wood without scrubbing. All are water-based, contain organic oils, and have low odor and virtually no VOCs. POWERHOUSINGBUILDINGSOLUTIONS.COM (877) 337-2802

Shield That Gutter

MasterShield gutter guards use MicroVortex cloth to keep roof gutters free of clutter and oils leached from asphalt shingles.

The guards are able to filter more water, more quickly, due to the special micromesh filtration cloth.

MASTERSHIELD.COM (877) 532-3627

Building-Products.com

November 2011 The Merchant Magazine

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Transcendental Porches

Basement Insulations

TREX.COM (800) 289-8739

BUILDING.DOW.COM (866) 583-2583

With Transcend Porch, Trex has brought capped composites to the front of the home.

The product is available in three board lengths— 10’, 12’, and 16’—and three colors—pristine gray, spicy red, and warm umber.

Installation is simple with Trex’s hidden fasteners.

Options include coordinating posts and railings.

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The Merchant Magazine November 2011

Dow Building Solutions offers three rigid-foam insulation products for below-grade wall and foundations applications, such as basements.

Thermax sheathing, Styrofoam Perimate, and Styrofoam Wallmate insulation reduce heat loss through concrete walls, resist hydrostatic pressure, keep crawl spaces dry, and protect against frost.

Building-Products.com

Marbleized Tile

New glazed-porcelain tiles from Mediterranea capture the look of marble.

Essence catches the depth and shading of natural marble in 18”x18”, 13”x13”, and 12”x24” tiles in bronze, caramel, forest or pearl. Also available are 3”x13” bullnose pieces and mesh-backed sheets of 2”x2” mosaic tiles.

MEDITERRANEA-USA.COM (305) 718-5091

Building-Products.com

Insulation Blowing

CertainTeed’s Volu-Matic SE insulation-blowing machine measures just 69”x72” and weighs just 1,300 lbs.

The reduced footprint allows installation in smaller trucks, lowering initial investment and operating costs for contractors.

CERTAINTEEDMACHINEWORKS.COM (800) 237-7841

November 2011 The Merchant Magazine

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MOVERS & Shakers

Duncan Hossack has been promoted to branch mgr. at Boise Cascade, Phoenix, Az., succeeding Hal Webster, who has retired after 39 years with the company. Miguel Hernandez has joined Boise Building Materials Distribution Division, Riverside, Ca., as lumber department product mgr.

Greg Reed, ex-Taiga Building Products, has joined Fiberon as product specialist for Northern California. He is based in Elk Grove, Ca. Kirk Butler, ex-Lumber Products, is a new account mgr. at Capital, Denver, Co. Michael Muzzy, ex-James Hardie, is a new account mgr. with Universal Forest Products, Riverside, Ca. Christopher Bogstad is a new customer service rep at Weyerhaeuser, Santa Clarita, Ca.

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The Merchant Magazine November 2011

Megan Garrity, ex-Vandermeer Forest Products, has joined Fiberon as product specialist for the Seattle, Wa., area.

Dennis DeBolt, ABC Supply, Santa Rosa, Ca., and Allen Karspeck, Santa Fe, N.M., were promoted from branch mgrs. to managing partners.

Tim Elbers has joined ISIS Wood Products Solutions, Surrey, B.C., as sales mgr., based in Reese, Mi. Jim McKellar retired after 50 years in the building industry, the last eight as executive v.p. of Seattle, Wa.based ad agency Purdie Rogers.

C.W. St. John has been promoted to general mgr. at Kommerling USA. Tish Hughes is in charge of replenishing janitorial supplies at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

NAWLA TRADERS MARKET Photos by The Merchant Magazine

NAWLA TRADERS MARKET landed at Mirage Resort & Casino, Las Vegas, Nv., on Oct. 19-21. [1] B.L. Johnson, Mark Tucker, Racy Florence, Travis Hixon. [2] Kevin Hynes, Vincent Micale, Matthew Duprey, Bernie Nugent. [3] William Swaney, John Assman, Matt Yates, Mike Nutile. [4] Len Kasperski, Kim Pohl, Mark Kasper. [5] Julie Sheffield, Anthony Granger. [6] Ryan Furtado, Carlos Furtado, Dick Gukeisen, Chris Meyer, Scott Knutson. [7] Dan Griffiths, Gary Gill, Bal Building-Products.com

Gill, T.J. Malhi. [8] Scott Kassahn, Jack Alley, Todd Fox, Joe Petree. [9] Kevin & Glenda Paldino, Russ Hobbs. [10] Craig Larsen, Frank Stewart.

[11] Jessica Navascues, Tom Taylor. [12] Mike Sims, Seamus O’Reilly, Richard Mills, Brian Maloney, Ken Root. [13] Rick Kapres, John Pace.

[14] Humphrey Wildeboer, Larry Petree. [15] Troy Turner, Grant Phillips, Roger Burch, Jason Faulkner, Sean Burch. [16] Matt Pedrone, Jim Tittle.

(More photos on next four pages) November 2011 The Merchant Magazine

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NAWLA TRADERS MARKET Photos by The Merchant

MORE NAWLA (continued): [1] Hank Mullins, Vicki O’Neill, Steven Funchess.

[2] Jeff & Kathleen Norman, Kristine Jones, Dawn Holm. [3] William Cullen, Jack Delaney, Ali Jojo. [4] Kathy Klassen, Danyue Klassen, Alan Oakes, Sarah Welsh, Lianne Graham. [5] Ray Barbee, Ken Tennefoss, Dan Blenk.

[6] Parrish Stapleton, Chuck Casey. [7] Adrian McDonald, Rex Scott, David Wildes. [8] Bob Maurer, Matt Campbell, Kevin Daugherty. [9] Colin Parsons, Dirk Kunze. [10] Jean-Francois Drouin, Milisa Pepin. [11] Rob Pelc, Lee

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The Merchant Magazine November 2011

Hope. [12] Mike Mordell, Stacey Woldt, Gary Vitale. [13] Barry Schneider, James Hand. [14] Tod Kintz, Jim Maloney, Ron Hanson. [15] Mark Junkins, Charlie Quarles, Harvey Hetfeld. [16] Bob Seldon, Doug Chiasson. [17] Dillon Forbes, Jim Olson. [18] Brett Li, Shane Carphin. [19] Larry Schmedding, Chuck Dotson, Gerry Hall. [20] Tony Maben, Chris Retherford. [21] Mark & Sarah Huff. [22] Kristi & Danny Osborne. [23] Ron Holen, Sheldon Howell.

[24] Josh Goodman, Andrew Goodman.

(More photos on next 3 pages) Building-Products.com

NAWLA TRADERS MARKET Photos by The Merchant

TRADERS MARKET (continued from previous 2 pages): [1] Jeff Derby, Ben Meachen, Brad Flitton. [2] Dusty Hammack, Ryan Morrison. [3] Jeff Logue, Bill Ross, Sam Sanregret. [4] Bill Jones, Phil Schumock, Gary Maulin. [5] Lori & Bobby Byrd. [6] Jason Friend, Teresa Berry, John Cooper. [7] Cory Poggemoeller, Brad Shaigec, Craig Fleischhacker, Roxanne Poggemoeller. [8] Sal Camarda, Grant Pearsall. [9] Bob Loew, Jordan Hollis. [10] Donna Allen, Chris Webb. [11] Tony Jenkins, Steve Hollingworth, Building-Products.com

Mike Colgan. [12] Mary Jo Nyblad, Debra Wilton-Pinski, Beth Banks. [13] Sean Nason, Chad Miller, Todd Lindsey, Trevor Ewert, Doug Colson. [14] Mike Booth, Mike Pidlisecky. [15] Greg Groenhout, Mark Heyboer. [16] David Smith, Jimmy Epperson, Jim Walsh. [17] Mike Stevens, Bill McGrath, Brian Benson. [18] Allyn Ford, Eric Ford. [19] Lisa Ayala.

(More photos on next 2 pages) November 2011 The Merchant Magazine

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NAWLA TRADERS MARKET Photos by The Merchant

NAWLA IN VEGAS (continued from previous pages): [1] John Pasqualetto, James Danielson, John Tumino, Terry Kuehl, Jason Faulkner. [2] Blair Magnuson, Chris Wischmann, Greg Bates. [3] Craig Combs, Patrick Hanulak, Doug Riordan. [4] Mark Rutledge, Robert LePage. [5] Sergio Silva, Larry Crossley, Dan Paige. [6] Dave Halsey, Dean Sturz. [7] Chris Harrett, Win Smith. [8] Rob Marusic, Jack Heavenor. [9] Albert Reneaud, Brad Morrow, Jean-Marc Dubois. [10] Konrad Tittler, Rob Breda, Steven

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The Merchant Magazine November 2011

Nielsen, Mark Tittler. [11] Jim Hassenstab, Brandon Rinck. [12] Graham Picard, Shane Harsch. [13] Jay Christiansen, Troy Bailey. [14] Robert Sandve, Gary Arthur. [15] Brian Dysserinck, Gary Reid, Doug Willis. [16] Steve Firko, Lou Chance. [17] Fernanda Vale Garcia, Craig Larsen, Natalie Macias, Tomoko Icarashi. [18] Kip Anderson, Steve Anderson, Andrea Couture, Lewis Santmyer.

(More photos on next page) Building-Products.com

NAWLA TRADERS MARKET Photos by The Merchant

NAWLA TRADERS MARKET (continued from previous 4 pages): [1] Michael Parrella, Janet & Nestor Pimentel, Rick Palmiter, George Parden. [2] Paul Grabarek, Julie & Ian McLean. [3] Angelique Mitchell, Suzanne Hearn. [4] Esther Han, Alan Oakes, Courtney Watkins. [5] Mark & Peggy Cheirrett. [6] Raymond Luther, Don Dye. [7] Dave Patch, Scott Wiles. [8] Tim Lewis, Pat Zan. [9] Greg Johnson, Ken Caylor, Josh Renshaw. [10] Sam Mowat, Russ Maximuik. [11] Marc Moore. [12] Building-Products.com

Wade Mosby, Eric Schooler, Alyson Kingsley, Josh Dean, Kevin Paldino, Chris Bailey. [13] Erick Krauter. [14] Jeff Cook, Todd Shipp, Todd Kion.

[15] Pam Mitchell. [16] Rick McQuin, Steve Hudson. [17] Bob Dewald, Darren Barker. [18] Dean Martin, Mike Sloggett, Ron Breedlove, Kent Bond. [19] Mickey Brown, Gary Pittman, John Assman, Mike McCollum, Mark McLean, Steve Killgore. [20] Mike Descoteaux, Keith Lolley.

November 2011 The Merchant Magazine

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CALIFORNIA DEALERS Photos by The Merchant Magazine

LUMBER ASSOCIATION of California & Nevada held its annual convention Oct. 20-21 at Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca. [1] Brian Bunt, Thomas Stromlau, Peter Ganahl. [2] Stephen Mitchell, Mike Bland, Chris Thoman, Bill Carr. [3] Michael Casey, J.D. Saunders, Jim Turrentine. [4] John Neel, Mark Ganahl. [5] Michael Potthoff, Marty O’Hara. [6] Tony Espiritu, Phil Neiman. [7] Tim Dickison, Erin & Jeff Pardini. [8] Jim Taft, Todd Hopman [9] Victor

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The Merchant Magazine November 2011

Hausmaninger, Sheryl & Richard McArthur. [10] David Hollingworth, Michael Howe. [11] Charlene Valine, Jean Henning. [12] Miguel Gutierrez, Danny Sosa, Bob Palacoiz, David Jones. [13] Brendan & Jamie Moloney. [14] Steve Arnold, Todd Anderson. [15] Pam & Matt Peterson, Cally Fromme, Monika Bartko. [16] Andrew Roise. [17] Chris & Laurie Vance, Augie Venezia.

(More photos on next page) Building-Products.com

LACN ANNUAL (continued from previous page): [1] Shannon Mott, John Hedges, Tom Angel. [2] Bill Finetti, Sid Thompson. [3] Teri & Pete Meichtry, Bob & Connie Shepherd.

[4] Greg Stine. [5] Chris Jensen, Troy Allen, Warren Schuckies. [6] Chris Freeman, Michael Muzzy. [7] Ken Dunham, Gordon Culbertson. [8] Len Williams.

Building-Products.com

November 2011 The Merchant Magazine

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DECK EXPO Photos by The Merchant Magazine

DECK EXPO convened Oct. 12-15 at Lakeside Center at McCormick Place, Chicago, Il. [1] Phil Wengerd, Joe Klink, Cindy Miller, Lee Shaw.

[2] Chris Upton, Arne Zenneck. [3] Randi & Kevin Guthard. [4] Caitlynn McCabe, Leda Johnson. [5] Darrell Hungerford, Sheryl Grimm, Peter Busichio. [6] Holly Digles, Alan Oakes, Anna Karas. [7] W.C. Litzinger, Jim Boyd, Phil Lail, Alan Stoneking, Brian Orchard. [8] Greg Reed, Kyle Lazon, Kaylynn Poplawski, Scott Cathcart. [9] Ron Ricchio, Phil Hrack,

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The Merchant Magazine November 2011

Jodi Triest, Jack Joyce. [10] Kevin Williamson, Brent Gwatney. [11] Phil Schumock, Dean Schoeller. [12] Taylor Running, Kris Anderson. [13] Doug Fenwick, Tom Horvat. [14] Mike McGuire, Bob Goval, Kristin Zommer, John Polidan, Rick Wearne. [15] Larry Stoeven, R.J. Whitecotton, Roelif Loveland, Tom Koch, Kim Pohl. [16] Jon Bailey, Wayne Hilton. [17] Richard & Maria Kelly. [18] Steve From.

(More photos on next page) Building-Products.com

DECK EXPO Photos by The Merchant Magazine

MORE DECKS (continued): [1] Aaron Hock, Bruce Schneider, Clay Hock. [2] Jett Bittner, Bill Long. [3] Chris Hammack, Rebecca Bartley, Neil Robinson.

[4] Erik Kiilunen, Ken Keranen. [5] Bryan Wert, Rick Oblak. [6] Richard Lane, Chris Kollwitz. [7] Lisa Martin, Kyle Loveland, Jamie Kreiser. [8] Jay

Lattanzio, Ryan Unick, Paul Gertner, Steven Gertner. [9] Scott Schmidt, Carol Kelly, Chris Hayn. [10] Jeff Morlock, Jon Hanson. [11] Chuck Casey, Carter Welch. [12] Jerry Koontz, Brett McCutcheon. [13] Joe Dilio, Jack Delaney. [14] Bob Mion, Larry Stonum. [15] Huck DeVenzio, Kirk Hammond.

Superior Service, Products & Support 100% of the Time

Distributed By

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

(541) 535-3465 • www.normandist.com

Building-Products.com

November 2011 The Merchant Magazine

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SPI OPEN HOUSE Photos by Sierra Pacific Industries

SIERRA PACIFIC INDUSTRIES recently held its 32nd annual open house in Redding, Ca. [1] Eric Ford, Red Emmerson. [2] Micah Rees, Jay Francis. [3] Tim Black, Mark Young. [4] Bill Carroll, Brad Rix. [5] Harold Dodero, Carl Dobler, Rod Scott. [6] Gene Pless, Matt Postema. [7] Aaron Sulzer, Bill Jones. [8] Jorge Vega, Chris Littlefield, David Hancock, Tim Sellew, Doug Hanchett. [9] Paul Cheatham, Jim Talley. [10] Jason

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The Merchant Magazine November 2011

Altnow, Chris Caldwell, Bob Hughes. [11] Frank Solinsky, Kelly Walker, Kevin Caughron. [12] Terry Stephenson, Kevin Dumont. [13] Peggy & Dan Young. [14] Mike Mackin, Miguel Gutierrez, Bob Palacioz, Maz Jones. [15] James Sharpe, Zach Crouch. [16] Denis Stack, Doug Hanson, Josh Hanson. [17] Chase Morrison, John Morrison, Jayme Peters. [18] Andy Faircloth, Jan Bailey. (More photos on next 2 pages) Building-Products.com

SPI OPEN HOUSE Photos by Sierra Pacific Industries

MORE SPI (continued from previous page): [1] Tim McIndoo, David Lambert. [2] Adam Steinbuck, Eric Shelby. [3] Glenn Dutton, James Danielson. [4] Joe Roth, Todd Schoffstoll. [5] Jack Chase, Greg Hexberg, Mark Emmerson. [6] Raphael Sandoval, Rod Gasser. [7] Wally Wolf.

[8] Mike Carey, Troy Bailey. [9] Christina Roggenkamp, Caitlin Stull,

Heather Hampton, Lorelei Gunn, Tiffany Fulkerson. [10] Dan Wolter.

[11] Pam Currie, Whitney Mills, Tina Orduno. [12] Mark Pawlicki, Mark Luster, Sheri Nelson, Mark Lathrop.

[13] Bob Long, Dan McIntire, Russ Tharp. [14] Bill Zabozny, Matt Carlton.

[15] Dave Wright. [16] Moe Whitchurch.

(More photos on next page)

Cal Coast Wholesale Lumber, Inc. Pressure Treated Forest Products Alkaline Copper Quat (ACQ) Custom Treating Selected Inventory Available

P.O. Box 673 • 3150 Taylor Drive • Ukiah, Ca. 95482 Phone 707-468-0141 • Fax 707-468-0660 Gene Pietila

Sales for Coast Wood Preserving

Building-Products.com

November 2011 The Merchant Magazine

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SPI OPEN HOUSE Photos by Sierra Pacific Industries

SPI OPEN HOUSE (continued from previous two pages): [1] Terry Johnson, George Emmerson. [2] Charlie Risinger, Mike Cameron, Denny McEntire. [3] Chris Tristchler, Theresa Ragudo, Jerry Mosier. [4] John Phillips, Hans Ward, Rock Belden. [5] Jon Hagen, Vince Vierra, Ken Smith. [6] Charlie Moss, Tess Lindsey. [7] Chad Niedermeyer, Robert West, Mark Luster, Dean Rodgers. [8] Ed Brown. [9] Neil Rasmusson.

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The Merchant Magazine November 2011

[10] Mike Thelen, Greg Simpson. [11] Ryan Morrison, Dusty Hammack, Jason Faulkner. [12] Jim Frank, Chip Brittain, Dan Mandeville, Randy Wiles. [13] Marty Fox, John Grove, Greg Hexberg, Scott Mackechnie.

[14] Todd Alberts, Rick McDougal. [15] Will Higman, Terry Kuehl. [16] John Davis, Danny Sosa, Mike Carey. [17] Rob Endres, Mike Bracken.

[18] John Tumino, Steve Crane, Ed Cunningham.

Building-Products.com

ASSOCIATION Update

Lumber Association of California & Nevada’s 2nd Growth holiday dinner meeting is Dec. 1 at Embassy Suites, Brea, Ca. Outgoing president Chris Freeman, Ganahl Lumber, will

be honored and incoming president Terry Rasmussen, Jones Wholesale Lumber, will be welcomed. This year’s Casino Night will benefit the Wounded Warrior Project.

Portland Wholesale Lumber Association host its annual Christmas luncheon Dec. 2 at Portland Airport Embassy Suites Hotel, Portland, Or.

Los Angeles Hardwood Lumberman’s Club’s fancy-dress holiday party is Dec. 17 at Mr. Stox, Anaheim.

LA HARDWOOD Bohannon, Charley James, Bill Fitzgerald, Dan Bohannon, Charlie Fiala.

[3] Jim Gaither, Tim Barnes, Gregg Wieller, Alan Arbiso. [4] Randy Porter, Chris Wickersham, Ken Lobue, Dan Lobue.

Ext. 129 - Marc

Ext. 125 - Brandon

Ext. 126 - Lorena Ext. 128 - Matt

Ext. 133 - Raul Ext. 142 - Dick

Ext. 127 - Renee

Ext. 147 - Christine Ext. 138 - Brad

Building-Products.com

November 2011 The Merchant Magazine

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Photos by Walter Ralston

LOS ANGELES HARDWOOD Lumberman’s Club held its annual golf tournament Oct. 5 at the Costa Mesa Golf & Country Club, Costa Mesa, Ca. [1] Jason Brenen, Marty Fox, Craig Jordan. [2] Mark Michie, Dale

CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if advertiser sets the type, $65 if we set type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Deadline: 18th of previous month.

Make checks payable to Cutler Publishing, 4500 Campus Dr., #480, Newport Beach, Ca. 92660.

HELP WANTED

HELP WANTED

LUMBER AND PANEL TRADER— PORTLAND, OREGON AREA We are seeking a highly skilled lumber and panel trader with experience trading specifically in the distribution channel. Applicants must be strong closers with significant experience in B2B sales, cold-calling, and focused within the distribution channel. Proven lumber and panel trading experience is required, and additional experience in niche commodities is a plus. We are seeking individuals that will bring and/or develop diverse customer and business segments in addition to those already established.

This is a full-time position that is salary + commission with full benefits. To be considered for this position, please email your resume and cover letter to jobposting360@gmail.com. All responses are kept highly confidential.

NORTHERN & SOUTHERN CALIFORNIA SALESPEOPLE WANTED Redwood Empire is looking for experienced salespeople in wholesale and industrial with backgrounds in commodities, redwood, cedar, plywood, steel, pressure treated, hardwood decking, flooring, and imported lumber (softwoods and hardwoods). Positions available in Northern and Southern California.

Please send resume to Sean Burch, sburch@redwoodemp.com. www.redwoodemp.com

A customer “MUST HAVE” tool for easy installation!

Snugly fits over joists to free your hands to place and fasten deck boards.

Two sizes provide consistent deck board spacing – 1/8” gap for most wood 3/16” gap for most composites

888.988.1390

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www.woodpileproducts.com

The Merchant Magazine November 2011

FACILITIES FOR LEASE

SOUTHERN CALIFORNIA RAIL-SERVED Building Materials Distribution & Lumber Milling Facility for Lease: Seven (7) acre rail served building materials distribution and milling facility available in Temple City, Ca. (Los Angeles). This facility is ideal for wholesale building materials distribution or large contractor retail services. Complete with office building, fully operational custom milling equipment, and five (5) carload capacity rail spur served by the Union Pacific. This fully paved facility is turn-key and ready to go.

Please contact Jerry Higman at (714) 848-8222 or jhigman@rwli.net.

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) 742-2168, between 8 a.m. and 5 p.m.

Feature your Business Card in The Merchant Say Happy New Year and help find cures to save children’s lives

Use this low-cost opportunity to send New Yearʼs wishes to customers, friends and suppliers—and help St. Jude Childrenʼs Research Hospital, which relentlessly pursues cures for kids with cancer and other catastrophic diseases.

Your business card—reprinted in color and reduced slightly—will appear in a special section in our January issue. 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 St. Jude.

Discoveries made at St. Jude have changed how the world treats stricken children. Itʼs a place where doctors send their sickest patients and toughest cases.

A place where cutting-edge research and discoveries happen every day. All patients accepted for treatment are treated without regard to the familyʼs ability to pay.

Doing Your Part Is Easy: Just send your business card(s) by Dec. 22, along with a check for $100 per card (or $200 per card to appear in both The Merchant and eastern counterpart BPD) to Cutler Publishing, 4500 Campus Dr. #480, Newport Beach, Ca. 92660.

Questions?

Call Alan at

(949) 852-1990

DATE Book

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

Specialty Tools & Fasteners Distributors Association – Nov. 1315, annual convention & show, Henry B. Gonzalez Convention Center, San Antonio, Tx.; (800) 352-2981; www.stafda.org.

Black Bart Hoo-Hoo Club – Nov. 16, annual meeting, La Hacienda Restaurant, Cloverdale, Ca.; (800) 337-3343, ext. 102; www. blackbarthoohoo181.org.

Southern California Hoo-Hoo Club – Nov. 16, dinner meeting, Orange County Mining Co., Orange, Ca.; (760) 324-0842.

Washington Forest Protection Association – Nov. 16, annual meeting, Olympia, Wa.; www.wfpa.org.

Building Industry Show – Nov. 17-18, Long Beach Convention Center, Long Beach, Ca.; (909) 396-9993; www.buildingindustryshow.com.

Woodex – Nov. 29-Dec. 2, industrial woodworking fair, Crocus Expo Exhibition Centre, Moscow, Russia; www.woodexpo.ru.

Lumber Association of California & Nevada – Dec. 2, 2nd Growth holiday dinner meeting, Embassy Suites, Brea, Ca.; (800) 2664344; www.lumberassociation.org.

Portland Wholesale Lumber Association – Dec. 3, holiday lunch meeting, Embassy Suites Airport, Portland, Or.; www.portlandwholesalelumberassociation.org.

American Lumber Standard Committee – Jan. 5, board of review meeting, Washington, D.C.; www.alsc.org.

Colorado Springs Home Building & Remodeling Show – Jan. 68, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 374-6463; www.homeshowcenter.com.

Portland Build, Remodel & Landscape Show – Jan. 6-8, Oregon Convention Center, Portland, Or.; (800) 374-6463; www.homeshowcenter.com.

Remodeling & Decorating Show – Jan. 6-8, South Town Expo Center, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Los Angeles Hardwood Lumberman’s Club – Jan. 12, monthly meeting, Heroes Bar & Grill, Fullerton, Ca.; (626) 445-8556; www.lahlc.net.

Western Pallet Association – Jan. 14-17, annual meeting, Rancho Mirage, Ca.; (360) 335-0208; www.westernpallet.org.

Black Bart Hoo-Hoo Club – Jan. 18, industry night, Broiler Steak House, Redwood Valley, Ca.; (800) 337-3343, ext. 102; www. blackbarthoohoo181.org.

Surfaces – Jan. 24-26, annual floor covering show, Mandalay Bay Convention Center, Las Vegas, Nv.; (866) 860-1975; www.surfaces.com.

Budma 2012 – Jan. 24-27, international construction fair, Poznan Fairgrounds, Poznan, Poland; (317) 293-0406; www. budma.pl/en.

American Fence Association – Jan. 25-27, FenceTech/DeckTech, Miami Beach Convention Center, Miami Beach, Fl.; (800) 8224342; www.americanfenceassociation.com.

THUNDERBOLT WOOD TREATING

Mountain States Lumber & Building Material Dealers Assn. – Dec. 7, Colorado WOOD Council year-end party, Mile High Stadium at Invesco Field, Denver, Co.; (303) 793-0859; www. mslbmda.org.

Los Angeles Hardwood Lumberman’s Club – Dec. 17, Christmas party, Mr. Stox, Anaheim, Ca.; (626) 445-8556; www.lahlc.net.

Do it Best Corp. – Jan. 25-28, winter conference, Walt Disney World Swan Hotel, Lake Buena Vista, Fl.; (260) 748-5300; www.doitbestcorp.com.

Guardian Building Products – Jan. 29-31, show, Casesars Palace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

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

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www.thunderboltwoodtreating.com Central California Location 3400 Patterson Rd., Riverbank, Ca. 95367 Sacramento, CA Bob Palacioz, Sales/Marketing Mgr. (916) 402-3248 • Fax (916) 339-2477 bob@thunderboltwoodtreating.com

Marine & I ndustrial Sales Miguel Gutierrez (209) 747-7773 • Fax (209) 451-0425 miguel@thunderboltwoodtreating.com

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

November 2011 The Merchant Magazine

53

ADVERTISERS Index

IDEA File

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

Advantage Trim & Lumber [www.advantagelumber.com] .......................37 Allweather Wood [www.allweatherwood.com].................................Cover II Bear Forest Products [www.bearfp.com].............................................24, 51 Cal Coast Wholesale Lumber......................................................................49 California Cascade Industries [www.californiacascade.com] .................37 California Timberline [www.caltimberline.com] ..........................................4 Capital [www.capital-lumber.com]..................................................23, 38, 45 Collins Co. [www.truwoodsiding.com] ....................................................16A Deck-It Spacers [www.woodpileproducts.com] ........................................52 Eco Chemical [www.ecochemical.com] .....................................................28 Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........54 GRK Fasteners [www.grkfasteners.com]...................................................36 Heico Distribution [www.heico.com]............................................................3 Hoover Treated Wood Products [www.frtw.com]......................................29 Huff Lumber. .................................................................................................25 Humboldt Redwood [www.getredwood.com/merchant] .................Cover II Idaho Forest Group [www.idahoforestgroup.com] .....................................8 Ipe Clip Co., The [www.ipeclip.com]...........................................................19 J.H. Baxter [www.jhbaxter.com] .................................................................38 Keller Lumber ...............................................................................................29 LP Building Products [www.lpcorp.com]...................................................34 Norman Distribution [www.normandist.com]............................................47 Osmose [www.osmose.com] ..............................................................Cover I Pacific Wood Preserving Cos. [www.pacificwood.com] ..........................22 ProBuilt Aluminum Railings [www.probuiltrailings.com] ........................13 Quality Borate Co. [www.qualityborate.com] ............................................32 Redwood Empire [www.redwoodemp.com] ................................................5 Roseburg Forest Products [www.rfpco.com]............................................15 Royal Pacific Industries...............................................................................35 Screw Products [www.screw-products.com] ............................................26 Simpson Strong-Tie [www.strongtie.com] ......................................Cover IV Siskiyou Forest Products [www.siskiyouforestproducts.com] ...............33 Sunbelt [www.sunbeltracks.com]...............................................................45 Superior Wood Treating [www.superiorwoodtreating.com] ....................24 Swanson Group Sales [www.swansongroupinc.com] ...................Cover III TAMKO Building Products [www.evergrain.com].......................................7 Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........53 Universal Forest Products [www.ufpi.com]...............................................27 Viance [www.treatedwood.com] .................................................................21 Wahoo Decks [www.wahoodecks.com] .....................................................26 Western Red Cedar Lumber Association [www.wrcla.org].................30-31

Bumper Crop of Fresh Advice

FARMERS MARKET at Billings Hardware was a huge success, as housewares department manager Colleen Model can attest.

Never underestimate the lure of fresh fruit and vegetables. A dealer in Billings, Mt., didn’t, and he’s still reaping the benefits.

As fall approached last year, canning supplies at Billings Hardware weren’t moving. Owner T.J. Comstock, whose family spent decades in the grocery business, thought of the perfect solution: a farmer’s market set up in the store’s garden center. Of course, the slow-moving canning supplies were installed nearby— and sales took off.

“A lot of people are realizing the benefit of canning.

They grow a garden and wonder what to do with it at the end of the year,” says Comstock. “We sold out a semiload of produce in about a day and attracted customers from farther away.”

This year, he decided to up the ante, ordering 120,000 lbs. of peaches, pears, cantaloupe, corn, and other produce that arrived in three semi-trailers. Everything sold out in two days, even though the store shares a parking lot with an Albertsons and competes with a local, weekly farmers market.

Housewares and appliances joined the canning supplies this year. Also added were product demos and taste-tests of related recipes.

“People who like to can fruits and vegetables also like to cook,” says Comstock. “Sales of these items doubled, and we had record sales overall during the market.”

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54

The Merchant Magazine November 2011

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