The Merchant Magazine - April 2010

PRESSURE TREATED WOOD ISSUE  WESTERN TREATER PROFILES  EWP

The

MERCHANT

APRIL 2010

Magazine

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

The

MERCHANT

Special Features 8 FEATURE STORY HOW MUCH WOOD’S IN THE WOODS?

10 INDUSTRY TRENDS MID-RISE GLULAM CONSTRUCTION

12 PRODUCT SPOTLIGHT PRESSURE TREATED ENGINEERED WOOD

14 COMPANY FOCUS: THUNDERBOLT TREATER THINKS OUTSIDE THE TUBE

15 WESTERN TREATER PROFILES 2010 16 INDUSTRY TRENDS REVIVAL FOR HEAVY DUTY TREATMENT

18 MANAGEMENT TIPS KNOW YOUR TREATED WOOD MARKS

22 COMPANY FOCUS: QB CORP. 52 PHOTO RECAP: WWPA

April 2010

Volume 88  Number 10

Magazine

Online

In Every Issue 6 TOTALLY RANDOM 20 COMPETITIVE INTELLIGENCE 32 OLSEN ON SALES 34 FAMILY BUSINESS 36 MOVERS & SHAKERS 42 GREEN RETAILING 45 NEW PRODUCTS 53 IN MEMORIAM 55 ASSOCIATION UPDATE 56 CLASSIFIED MARKETPLACE 57 DATE BOOK 58 IDEA FILE 58 ADVERTISERS INDEX

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The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 926601872 by Cutler Publishing, Inc. Periodicals Postage paid at Newport Beach, Ca., and additional post offices. 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®2010 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.

California Timberline, Inc. Sugar and Ponderosa Pine, Douglas Fir, Redwood, Western Red and California Incense Cedar Hardwood Lumber & Plywood Chino, CA 91710 •

4

 The Merchant Magazine  April 2010

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

(909) 591-4811 • FAX (909) 591-4818 Building-Products.com

TOTALLY Random

By Alan Oakes

The

MERCHANT

Magazine

www.building-products.com A publication of Cutler Publishing

Where do you go now?

A

t a time when there may be a glimmer of hope that we’ve reached the baseline of an improved market, now is the time to start planning for the aftermath. I have always said that if you survive through the tsunami we have gone through, at some point there will be decent business again for those left behind.

There is no doubt that all of us have been forced to look at our business performance these past two to three years with a more detailed and critical eye than ever before. While our magazine readership is made up of companies of all sizes, the majority are not large enough to have access to a team of business analysts or outside consultants. So perhaps we need to occasionally be reminded of time-tested business principles that challenge the way we should think about our businesses. Good mentors or advisors are often invaluable in driving you to evaluate areas of your business and to challenge yourself in areas that you may not feel strong enough to tackle. Having a second set of eyes can help you through difficult decisions that you do not feel comfortable discussing internally. But choose your advisors wisely. There are some pretty well-paid idiots out there who can easily take you down the wrong path.

While we are heavily focused on handling day-to-day operations and putting out fires, we do need to have a plan to guide and drive our businesses along with actions needed by whom and by when. A plan without accountability, goals and specific measurement points will never succeed. I remember one of my worst business decisions was about 15 years ago in the book publishing industry. I was coerced into developing a new software product. Up front, I didn’t agree with the decision. I was c.e.o., but the business owner was insistent. It was a new industry for us, and I was not sure we had the talent internally to produce and market the product. But, I set up the teams, goals and budgets, and we happily got under way. As we developed the product, I realized it was a product I myself wanted and needed.

As we started seeing beta copies, I began to believe in the product and started dreaming of all the new dollars it would bring in. I was convinced that we had a winner, despite the fact that there was a clearly established No. 1 in this space.

But this was not our normal business, and we didn’t understand all the pitfalls. The product looked great, but we all agreed if we were to win we needed to improve it. During that process, we generated great ideas on how to extend the reach of the product—issues that needed to be worked on before we launched. Delays started building, costs mounted, but we still believed we had a winner. In the meantime, new competing products came out, our retail price became no longer feasible, and we had not done enough externally to determine if we would get bought by the chains and what we would have to give to buy shelf space. The end result, after over $1 million of development costs, was that I finally and belatedly called a halt and wrote the project off. The moral was that we should never have started in the first place. We had fallen in love with the product and become too emotionally involved. We had not been objective enough nor understood how competitive the market was. More importantly, our egos led us to believe that being No. 1 in our own space was going to mean something in the new space. It meant diddlysquat!

As you can see, understanding financials and having time for critical planning along with real-cost analysis are critical for every business. Lack of attention to the fundamentals has destroyed many a company, large and small. Moreover, being product driven—as opposed to market driven—usually leads to abject failure.

Analyze your products and services. Hopefully you have a cash cow that is in demand and makes you money.

This is where to spend your investment and marketing dollars. Don’t waste money on propping up dead or dying products. Invest in and protect what makes you money.

Understand how it makes you money, and do everything possible to defend your turf.

Lastly, understand what your priorities really are. Times change, and your way of doing business may have to change as well. Be open to learning from others, and that cannot be done in a vacuum. No one is an expert in all aspects of business. Learning what others are doing and how should be a vital practice to help you succeed in the future.

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

Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Editor David Koenig dkoenig@building-products.com Associate Editor Karen Debats kdebats@building-products.com Contributing Editors Dwight Curran, Carla Waldemar, James Olsen, Jay Tompt Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise WEST, MIDWEST, SOUTHEAST Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com NORTHEAST Paul Mummolo 404 Princeton Ave., Brick, N.J. 08724 Phone (732) 899-8102 Fax 732-899-2758 mummolop@comcast.net ONLINE Alan Oakes www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com CLASSIFIED David Koenig Phone (949) 852-1990 Fax 949-852-0231 dkoenig@building-products.com

How to Subscribe SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $22 Two years, $36 Three years, $50 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $48 Other countries, $60 Air rates also available.

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping

Alan Oakes, Publisher ajoakes@aol.com

6

 The Merchant Magazine  April 2010

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FEATURE Story

By Robert Berg, RISI

Timber markets

How much wood is in the woods?

S North American Softwood Saw Timber Demand AWLOG HARVEST LEVELS in 2010 are running well below the peak levels of the last decade and timber inventories are growing. Given our forecast for wood products and log exports, harvest levels will remain below the previous highs through the remainder of this cycle and sawtimber inventories will continue to grow. This will have a direct impact on stumpage and delivered log prices over this period.

Primary end-use markets for North American sawtimber collapsed in recent years. Lumber production in the U.S. and Canada fell 44% from 74.9 billion bd. ft. in 2005 to 42.0 billion ft. in 2009. Plywood production fell 41% from 17.3 billion sq. ft. (3/8” basis) in 2004 to 10.2 billion ft. in 2009. As a result of such breathtaking declines, North American sawtimber harvest volumes fell 38% from an annual average of 66.7 billion bd. ft. (1/4”) in 2004-2005 to 41.3 billion ft. in 2009 (see chart at right).

Unlike industry, which can throttle back production to realign output with demand and manage its inventories, when timber demand drops, production (timber growth) in the woods does not and volumes not harvested do not go away. The unanticipated buildup of uncut timber in recent years now hangs over the market as “pentup” supply. And given our forecast for the lumber and plywood markets, this pent-up supply of uncut timber will grow through most of this cycle.

Harvest levels going into the downturn were at levels that drained inventories, which in turn put upward pressure on log prices and political pressure on managers of public timberlands. The drop in inventories stopped in 2006-2007 as removals dropped below growth levels. And we estimate that inventories have rebounded from those lows because of both the reduc-

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Billion Bd. Ft., International 1/4”

© 2010 RISI, Inc. All Rights Reserved

tion in harvest and the fact that trees grow if they are left standing.

Furthermore, given our forecast for demand, inventories will not stabilize (removals will not get back to growth levels) until 2013-2014. Only at this point will the “pent-up” supply of timber start to be worked off.

The implications for timber markets will vary by region. In B.C. Interior, undercutting salvage wood means that an increasing volume of the beetle-killed wood will degrade to levels rendering them useless. In eastern Canada, harvest levels will remain below policy set levels and, in contrast to the last decade, the provinces will be working to attract investment in the forest products sector.

Impacts in the U.S. will also be varied. In the U.S. West, where 70% of the timber harvest goes into lumber, the recovery over the next cycle will push up demand faster than in the

South, where 52% of the sawtimber harvest goes to lumber mills (plywood demand is expected to remain well below peaks set in the last decade). As a result, timber markets will tighten up somewhat faster in the West than in the South.

The immediate implication of this built up timber supply is that real timber prices are unlikely to reach levels seen in the last decade (which were lower than the previous decade) over the next cycle. This being said, it is unclear exactly what the impact on timber prices will be because of the dramatic shift in timber ownership that we have seen in the timber markets.

Timber ownership has shifted from integrated mills to private investors (TIMOs and REITs). And it is unclear how the timberland owners will dole out their timber (supply response).

Cash flow on timberland invest(Please turn to page 58) April 2010  The Merchant Magazine 

9

INDUSTRY Trends Mid-Rise Glulam Construction

Wood vs. unreinforced concrete

Could more Haitian lives have been saved?

T

in horror the previously unimaginable death and destruction from the Haiti earthquake in January. The latest statistics from Haiti indicate 230,000 dead, HE WORLD HAS WATCHED

225,000 collapsed homes, and 25,000 office buildings destroyed.

As they watch crushed bodies being pulled from under the huge slabs of concrete, many U.S. archi-

Wooden High-Rise Turns Heads The construction of the Fondaction office building in the heart of Quebec City, P.Q., is generating more than passing local interest.

The six-story commercial structure, featuring heavy timber frame construction designed and provided

by Nordic Structures, is the first of its kind built in Canada. Made of black spruce glue-laminated beams, columns and decking, the unique construction technology featured in this project is paving the way for similar alternative building projects across North America.

While wood-frame construction has been limited by code to four stories in the past, designing the building with heavy timbers assured local building officials that while structurally equal to steel and concrete construction that is the norm for commercial construction, heavy wood timber construction offers superior fire resistance, acoustic properties, and insulation values.

An additional bonus for this LEED Gold project is the encapsulation of over 1 million pounds of carbon, locked into the wood for the life of the structure.

Enviro=Lam, a unique smallblock layup process exclusive to Nordic Engineered Wood, is evi-

10

 The Merchant Magazine  April 2010

dent in all the glulam components comprising the structure. “The black spruce trees we harvest take 90 years to achieve maturity, yet still only average 4-1/2” in diameter over their 70’ length,” said Albert Renaud, vice president of Nordic Engineered Wood. “It is essential that we utilize all the tree, including the tips, if we are going to extract all the value that is locked in the fiber. Enviro=Lam allows us to

tects, contractors, and dealers are asking the same question: “How many lives could have been saved if more Haitian buildings had been built with lighter-weight wood framing?” get 18% more fiber yield than traditionally possible, making it one of the greenest building materials out there.”

Nordic harvests on 2,000,000 acres of land in northern Quebec, an area comparable to the state of Connecticut, with extreme attention to the environment. In addition to its ISO 14001 Environmental Reforestation certification, Nordic obtained FSC certification in February 2009, the first privately held EWP producer to do so.

Nordic harvests roughly 1% of this

BLACK SPRUCE glulam beams, columns and decking were used for Quebec City’s mid-rise.

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A survey of housing specifiers indicates positive views concerning approved construction with framing lumber, laminated veneer lumber, plywood, structural glued laminated timber (glulam), I-joists, and other wood structural materials.

Michael Caldwell, executive v.p. of the American Institute of Timber Construction, notes that properly connected and anchored wood frame construction has a lower mass which means that it can resist lateral forces better than unreinforced concrete construction.

In the 1995 earthquake in Kobe, Japan, 600 people were killed, but houses built to North American woodframed construction standards were only slightly affected.

A report from the Canadian Wood Council on wood framing performance during the 1994 Northridge, Ca., earthquake said, “Single-family dwellings suffered minimal structural

damage to elements critical to the safety of occupants.”

The Canadians also note that wood is the only major building material that is renewable. The area of North American Forests has increased by 20 million acres since 1970.

One of the most recent demonstrations of wood framing’s durability in earthquakes is a mid-rise, wood-frame test building built to withstand major quakes and other natural disasters.

Engineers from Colorado State University, Simpson Strong-Tie, and the Forest Products Laboratory cooperated on the world’s largest “shake table test,” which simulated the ground motion of a major earthquake on a seven-story, 40x60 condo tower with 23 living units. The 40-second test was the equivalent of a 7.5 magnitude earthquake.

The test is significant because of its implications for builders, architects and dealers. Normally, the building

industry rarely permits wood-frame buildings in excess of five stories in earthquake-prone areas. This test could increase the height permitted for wood framing.

CSU civil engineering professor John van de Lindt, who coordinated the test, said, “The building performed so well in the test and had so little damage that it validated the design philosophy of other universities for earthquake engineering simulation.”

The building was tested three times with simulated quakes ranging from 6.7 and to 7.5 on the Richter scale.

The organizations that partnered on the test commented, “Wood performed well under seismic loading. It is a ductile material and the wood is relatively light weight. The test showed that midrise timber structures could be designed and built for high seismic zones as an alternative to steel or concrete, in addition to wood’s cost and aesthetic advantages.”

boreal forest annually, ensuring a sustainable source of wood.

Nordic Engineered Wood manufactures the components in Chibougamau, P.Q., where it recently completed a $12-million mill expansion featuring state of the art milling and finishing equipment dedicated to its glulam structures projects.

More Products in Development In addition to redefining glulam technology with its Enviro=Lam process, Nordic is currently developing X-Lam, a cross-laminated timber panel, which offers additional benefits for commercial construction. While similar to the decking used in the Fondaction building, X=Lam will allow for greater clearspan floor applications in commercial structures, as well as load bearing walls where lateral resistance to shear is critical.

Lighter and easier to work with than steel or concrete, CLTs enhance wood’s superior resistance to seismic conditions, making them an ideal building material for construction in earthquake prone areas. CLTs are used extensively in Europe, where commercial wood construction exceeding nine stories is now becoming commonplace. Builders find the lighter weight and workability of CLTs reduce build times and construction costs.

Julie Frappier, director of technical services for Nordic Engineered Wood,

Building-Products.com

SIX-STORY COMMERCIAL structure featuring heavy timber frame construction is the first of its kind in Canada.

is a member of the APA Standards Committee on CLT, which held its first meeting March 11. Frappier is working with the APA to create the

design standard for CLTs, and is targeting this spring for the initial X=Lam product report.

April 2010  The Merchant Magazine 

11

PRODUCT Spotlight Pressure Treated Engineered Wood

Engineered wood gets the treatment I

T’S NO SECRET

that pressure treating can protect engineered wood products—glulam beams and columns, parallel strand lumber, and laminated veneer lumber—against decay and termite infestation.

In the past, however, builders seeking this protection would sometimes buy preservatives and treat materials onsite. Today, the trend is toward products that are warrantied by both the manufacturer and the company that treated the finished product.

“There was definitely a reluctance from our customers doing their own treatment,” said Geoff Crandlemire, who works closely with builders via the technical support line run by Rosboro, Springfield, Or. “They were concerned, obviously, that if they treated the beam themselves, the manufacturer wouldn’t stand behind the product if it failed.”

Jim Walsh, Rosboro’s v.p. of sales and marketing,

STRANDGUARD TimberStrand LSL from iLevel by Weyerhaeuser uses a patented process to treat structural members for interior use throughout their entire cross section.

12

 The Merchant Magazine  April 2010

PARALLAM PLUS PSL from iLevel by Weyerhaeuser protects against insects, rot, and recurring ground water contact for exterior applications.

agreed: “This was a chance for us to get involved and take control of the process so customers wouldn’t treat something that wasn’t meant to be treated.”

According to Walsh, consumer preference for functional outdoor spaces has fueled the demand for professionally treated engineered wood products. Rosboro offers glulam beams and columns that are pressure treated by Permapost, Hillsboro, Or., with Hi-Clear II or Green-Gard PT. “Treated beams can be used in outdoor above-ground or in-ground applications where a beam or column is needed for support—as in decks, porches, pavilions, etc.,” he commented. “Solid timbers tend to warp and twist, split and cup when used outdoors, especially when they’re treated improperly.”

High performance in difficult outdoor conditions is also important at Anthony Forest Products, El Dorado, Ar., which participates in the Raised Floor Living Campaign sponsored by the Southern Pine Council.

“These applications include beach houses needing strong beams for high wind, raised wood decks, raised floor perimeter beams, and light commercial office space,” said Kerlin Drake, Anthony’s v.p. of marketing.

Cop-Guard by Brewer International, Vero Beach, Fl., is the treatment of choice at Anthony. “We chose Cop-Guard because it is an oil-borne preservative and because the Building-Products.com

inherit characteristics of checking or swelling are avoided,” said Drake.

Tim Debelius, engineered wood product manager at iLevel by Weyerhaeuser, Federal Way, Wa., said that builders select pressure treated engineered wood products for their strength and consistency and how they solve a variety of building challenges.

“Where insects and rot are a concern in interior applications, products like StrandGuard TimberStrand LSL help provide peace of mind,” he said.

“For exterior applications, Parallam Plus PSL is suitable where the framing members are exposed, in deck supports, carports, cantilevered roof beams, and the like.”

He added that another key advantage is that builders don’t have to retreat either of these products if they cut or drill them onsite, since the treatment penetrates to the core.

All engineered wood products are environmentally friendly, because they can be manufactured with wood from smaller diameter trees. Adding pressure treatments only extends their useful life.

“LEED and other green rating systems value both durability and efficient use of resources,” said Walsh.

“This beam is not going to rot out in 10 years and need to be replaced.

That’s sustainability.”

GLULAM FLOOR GIRDERS from Anthony Forest Products will support a new community center in Surfside Beach, Tx.

ROSBORO’S treated glulam resists rot and decay in exposed applications.

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April 2010  The Merchant Magazine 

13

COMPANY Focus Thunderbolt Wood Treating, Riverbank, Ca.

Treater thinks outside the tube with new marine coating

NEW MARINE GRADE spray coating is applied to protect timbers and prevent leaching.

T

W OOD T REATING Co., Riverbank, Ca., has found a new niche to add to its mix of treating services.

The new service—unique for a lumber treater—is the application of protective coatings to lumber, timber and steel piles, and poles. The marine grade MFI-SL08 spray polyurea system is designed to encapsulate timber products to prevent preservatives from leaching into the environment and to protect the timber from abrasion and mechanical damage.

It can also be used to coat steel Hbeam and round piles to provide protection to the steel from caustic elements in the soil. MFI-SL08 works with creosote, ACZA, ACQ, CCA and other treatments.

MFI-SL08 is a solvent-free, twocomponent polyurea elastomeric coating system. The technology has been around since the mid 1980s. Twocomponent systems are typically known for a very rapid dry time (typically less than 30 seconds) achieved without the use of a catalyst and applied using a high-pressure spray.

HUNDERBOLT

14

 The Merchant Magazine  April 2010

The finished product is 100% solid, making it compliant with strict VOC regulations, and is said to produce exceptional physical properties, including high flexibility, hardness, tear strength, tensile strength, and resistance to chemicals, water, weathering, and abrasion.

The marine grade MFI-SL08 contains PTMEG (polytetramethylene ether glycol), a premium polyether glycol, and is used as a soft-segment building block for high performance coatings. It has been engineered for harsh marine environments.

It is self-leveling to provide a smooth surface and its longer gel time promotes better adhesion to timber products. U.S. Navy specifications require PTMEG in its high-performance fender systems.

Thunderbolt applies the protective coating at its treating plant in

Riverbank, saving customers additional freight cost needed to move treated material to another location for coating.

MFI-SL08 has a history of worldwide use in a variety of marine environments from Greenland to Jakarta, from cold to warm humid environments. Current projects in California include Los Angeles Harbor, Sterns Wharf in Santa Barbara, and the Municipal Wharf and Boat Harbor in Santa Cruz. The California Coastal Commission has approved its use in these sensitive marine environments.

The American Wood Protection Association has recognized the need to include protective coatings and other wood protection processes to help ensure the use of wood products in today’s environmentally sensitive areas. Standard P-20 was established in 2008 to cover all barrier systems.

NEWLY TREATED and sprayed 65-ft. timber piles are shipped to Sterns Wharf, Santa Barbara, Ca. Building-Products.com

FRT

Other*

(SBX • ES+)

Borates

√

CCA

√

Water Repellent

Allweather Wood (Fort Collins, Loveland, Co.; White City, Or.; Washougal, Wa.)

(MCA • MCQ • µCA-C)

2010

(ACQ • CA)

(Plant Locations)

Copper Suspended

Pressure Treaters

Copper Solution

Western Treaters

Wood Preservatives

√

√

√

PTI

Ayres & Baker Post & Pole (Mountain View, Wy.) J.H. Baxter (Eugene, Or.)

√ √

√

√

ACZA Creo Penta 50/50

Bell Lumber & Pole (Oldtown, Id.; Conway, Wa.; New Brighton, Mn.; Shingleton, Mi.; Barron, Wi.; Vernon, B.C.)

√

√

Creo Penta

Bouma Post Yards (Lincoln, Mt.)

√

Brooks Manufacturing Co. (Bellingham, Wa.) California Cascade Industries (Fontana, Woodland, Ca.)

Penta

√

√

Chemco (Ferndale, Wa.)

√

Coast Wood Preserving (Ukiah, Ca.)

√

√

Conrad Forest Products/Conrad Wood Preserving (Arbuckle, Ca.; North Bend, Rainier, Or.)

√

√

√

√

Exterior Wood (Washougal, Wa.)

√

√

√

√

Fontana Wood Preserving (Fontana, Ca.)

√

√

√

√

√

Honolulu Wood Treating/HWT LLC (Kapolei, Hi.) Hoover Treated Wood Products (Winston, Or.; Pine Bluff, Ar.; Detroit, Mi.; Milford, Va.)

√

√

√

Cu8

√ √

√

Marks-Miller Post & Pole (Clancy, Mt.)

√

√

McFarland Cascade (Eugene, Or.; Tacoma, Wa.; Electric Mills, Ms.; Galloway, B.C.)

√

Mendocino Wood Specialties (Ukiah, Ca.)

√

Mesenbrink Timbercraft (Hayden, Id.)

√

Trib

CuNap

HPM Wood Protection (Hilo, Hi.) Jasper Wood Products (Jasper, Or.)

√

ACZA

√

√

Penta

√

* Abbreviations include PTI (Carbon-based L3), Creo (Creosote), Penta (Pentachlorophenol), Cu8 (Copper 8 Quinolinolate), CuNap (Copper Naphthenate), Trib (Tribucide II), and 50/50 (Half Creosote/Half Petroleum).

Building-Products.com

April 2010  The Merchant Magazine 

15

INDUSTRY Trends

By Huck DeVenzio, Arch Wood Protection

Heavy duty treatment braced for revival

ACZA’S heavy-duty applications range from bridges (above) to railroad ties and roller coaster tracks (lower right).

A

GRAND OLD WOOD PRESERVATIVE, capable of protecting species that other chemicals cannot, may be poised for a revival. It made news recently with an expanded listing in the treated wood standards, and is being considered more frequently for heavy-duty applications.

Ammoniacal copper zinc arsenate (ACZA or often known by its brand name, Chemonite) was formulated in the 1980s by J. H. Baxter & Co., San Mateo, Ca., which continues to treat with it. The Baxter formulation replaced a related preservative developed 60 years earlier at U.C. Berkeley. Both were created specifically to penetrate refractory (i.e., hard-to-treat) species such as Douglas fir.

This remains its primary use today, but not its only feature.

ACZA has long been listed for a variety of applications by the American Wood Protection Association, which establishes standards for the wood preservation industry. In January, a new application was added: Douglas fir railroad ties.

“Douglas fir is a very valuable and desirable wood,” says Darrell Smith of Conrad Forest Products, a North Bend, Or.-based producer of ACZA-treated material. “It is strong, dimensionally stable, and has good nail-holding power. Although it is hard to treat with other preservatives, it is preserved well with ACZA.” The ACZA treating process, which combines incising, conditioning, and heat, can impart termite and decay resistance to refractory woods.

Taking advantage of the properties of Doug fir, ACZA-

16

 The Merchant Magazine  April 2010

treated wood is commonly used for utility poles, marine piling, structural timbers, guardrail posts, retaining walls, fence posts, and other heavy duty uses. Its newest use is unlikely to revolutionize railroad purchases, but ACZA crossties offer an economical alternative to traditional creosote ties. They are particularly suited for shortlines and industrial spurs.

Sometimes ACZA wood products are sold directly to specifiers, engineering firms, or farmers. In other cases, they are sold through lumber yards to contractors, often on a “Treating Service Only” basis. Bob Palacioz, Thunderbolt Wood Treating, Riverbank, Ca., explains, “We treat wood from dealers and wholesalers on TSO orders. They send us their wood, we treat it, and they return it to their yards or deliver it directly to the jobsite.”

While Doug fir is the usual wood treated using ACZA, the preservative can also provide effective protection for other species. Says Aaron Hufnagle, Page & Hill, Big Falls, Mn.: “We’re unique among ACZA treaters. We specialize in red pine posts, poles, and piling, as well as sawn timbers.

The benefits of Chemonite ACZA preservative have kept us treating with it for more than 20 years.”

In addition to protecting against fungal decay and termites, including the Formosan termite, tests have offered evidence that ACZA also imparts resistance to fire. ACZAtreated wood meets model building codes.

Other

FRT

CCA

Water Repellent

(SBX • ES+)

Borates

(MCA • MCQ • µCA-C)

2010

(ACQ • CA)

(Plant Locations)

Copper Suspended

Pressure Treaters

Copper Solution

Western Treaters

Wood Preservatives

√

North Idaho Wood Preserving (Rathdrum, Id.) Oeser Co. (Bellingham, Wa.)

Penta

Pacific States Treating (Weed, Ca.)

√

Pacific Wood Preserving Cos. (Eloy, Ar.; Bakersfield, Ca.; Nevada Wood Preserving, Silver Springs, Nv.; Sheridan, Or; New Willard, Tx.)

√

ACZA

√

√

√

Creo CuNap

√

Permapost Products (Hillsboro, Or.)

Penta Cu8 CuNap

PSR Co. (Kirkland, Wa.)

√

√

Creo Penta ACZA

Royal Pacific Industries (McMinnville, Or.)

√

√ √

Ruby Valley Pressure Treating (Alder, Mt.) Simmons Wood Products (Maricopa, Az.)

√

√

Stella-Jones Corp. (Arlington, Wa.; Fulton, Stanton, Ky.; Dubois, Pa.; Goshen, Va.; Spencer, W.V.; Bangor, Wi., plus 15 treating plants in Canada)

Penta CuNap

Superior Wood Treating/Manke Lumber Co. (Sumner, Wa.)

√

√

√

Thunderbolt Wood Treating (Riverbank, Ca.)

√

√

√

TrueGuard, LLC/Coos Head Forest Products (North Bend, Or.)

√

√

√

Universal Forest Products (Windsor, Co.; Auburndale, Fl.; Union City, Ga.; Granger, In.; Belchertown, Ma.; Harrisonville, Lansing, Mi.; Harrisonville, Mo.; Blanchester, Lodi, Oh.; Elizabeth City, Salisbury, N.C.; Gordon, Stockertown, Pa.; New Waverly, Saginaw, Schertz, Silsbee, Tx.; Ranson, W.V.; Janesville, Wi.)

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Utah Wood Preserving (Woods Cross, Ut.)

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Western Wood Preserving Co. (Sumner, Wa.)

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Western Wood Products (Raton, N.M.)

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Western Wood Treating (Weed, Ca.)

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ACZA

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April 2010  The Merchant Magazine 

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MANAGEMENT Tips Pressure Treated Wood Gradestamps

Know your treated wood marks T

buyer and consumer, the industry has developed a system requiring ink-stamped grademarking of each piece of treated lumber under adequate quality control measures. This assures delivery of the O PROTECT BOTH

grade specified for its intended use.

Lumber grading and marking is monitored and inspected by agencies accredited by the American Lumber Standard Committee.

A valid agency grademark on lum-

Follow the Label

To avoid misuse on the job site, framing crews should follow instructions on required labels affixed to treated wood products, usually a plastic end tag or ink stamp.

Following are terms and abbreviations typically found on these labels.

Above Ground Use applications: Continuously Protected from Liquid Water General Use Framing Lumber Vertical Use Fence Boards Decking Use Only Ground Contact Use applications: Ground Contact (Fresh Water) Foundation Use applications: Permanent Wood Foundation (PWF, FDN) Marine Grade applications: Marine Seawall (This Side Seaward)

Charts courtesy Southern Pine Council

ber indicates the product meets structural and appearance requirements established for that grade.

In addition, all treated lumber should be identified with an inspection agency quality mark (either plastic end tag or ink stamp) conforming to building code standards. For the quality mark to be valid after treatment, the lumber must adhere to the grade requirements and the moisture content of the grade represented by the mark.

It is recommended that the buyer specify pressure treated wood bearing inkstamped quality marks and/or plas-

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Building-Products.com

tic end tags denoting the material was produced under supervision of an accredited inspection agency. Use of such marks provides assurance that preservative retention and penetration complies with manufacturing specifications, that the preservative used is EPA-approved, and the lumber is treated in compliance with federal law. Use of treated wood that does not bear an approved agency quality mark will not meet requirements of the International Code Council.

“Pressure treated wood end tags must display an approved inspection agency quality mark to be code compliant, such as Southern Pine Inspection Bureau or Timber Products Inspection,” explained Richard Kleiner, director of treated markets for the Southern Forest Products Association. “Typically, tags will also bear the mark of the AWPA, if the preservative is approved by the American Wood Protection Association, or the ICC Evaluation Service. Builders should know that preservatives listed in the AWPA Book of Standards are approved by reference in the building code, but ICC Evaluation Reports are only advisory. The local code official has the final say as to product acceptance.”

Although the end tags’ information has not changed much over the years, Kleiner said, “since CCA was delisted for residential use there are now nearly 20 formulations on the market to fill the void, all with different preser-

vative retention levels. Framers should heed the exposure condition printed on the tag (such as ‘Ground Contact’) to avoid misapplication of the lumber.”

Osmose Earns Patent for MicroPro Technology Wood preservative supplier Osmose, Griffin, Ga., was issued a U.S. patent for its micronized copper technology.

The new patent involves a method for treating wood with different aqueous compositions of particles of copper compounds, such as copper carbonate, basic copper carbonate, or copper hydroxide. The original patent application was filed in 2003.

Related micronized patent applications have been examined and granted internationally. The MicroPro treated wood process is Environmentally Preferable Product certified and has earned Green Approved Product certification from the National Association of Home Builders Research Center.

Osmose will continue to build on its micronized technology and has filed additional patent applications both in the U.S. and abroad.

Updated Guide to Treated Wood

The Southern Pine Council has updated its Pressure Treated Southern Pine specification guide to include a comprehensive listing of the commercial trade names of each preservative.

“This marks another year of breakthroughs for wood-preservation science,” says Richard Kleiner, director of treated markets for the Southern Forest Products Association. “Formulations are now being marketed that are addressing green-building concerns, and more earth-friendly products will be introduced as technology advances.”

The new guide includes five new codeapproved preservatives: three new micronized copper formulations; a new carbon-based, non-copper preservative, and a new fixated borate formulation. Glulam timbers also have been added to the list of salt-water, end-use products, and a new page is devoted to termite-resistant framing.

A PDF copy can be downloaded free at www.southernpine.com. Hard copies can be requested by calling (504) 443-4463 or emailing info@southernpine.com.

Building-Products.com

April 2010  The Merchant Magazine 

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COMPETITIVE Intelligence

By Carla Waldemar

It’s all about customer service G

JAMES CONSTRUCTION is a pretty big player in the Twin Cities Building Bowl, with revenues, even in feeble ’09, of $4.2 million, divided between residential and commercial building projects.

Coming across this info nugget in the local paper caused me to pick up the phone to pick the brain (or, more to our purpose, the accounts payable ledger) of the company’s c.e.o. to discover what lumberyard this mega-builder did business with, and—teaching moment—why?

If this were a multiple-choice quiz, possible answers would include Twin Cities’ heavy hitters like legendary Lampert’s and Scherer Bros., each with many locations and ad budgets to match.

Wrong. “Fullerton, in Watertown,” Mn., the man tells me. Watertown! Not even in the metro. It’s a tiny burg (pop. 45,000) half-an-hour west, in the middle of nowhere (well, cornfields, but they don’t require a lot of lumber).

So, what’s the deal? “My P.M.s [project managers] tell me that’s where they like to do business,” says the boss.

In fact, P.M. Joe McPherson was so happy to spread the word that he, too, called back. “Fullerton’s price is always right,” Joe began. But, more important, “The product’s good and the delivery’s really good, too. If ever there’s a problem, they take care of it; they’re really good with folORDON

FULLERTON LUMBER’S showrooms are taking on more options to accommodate price-conscious contractors’ rising interest in mid-range products.

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 The Merchant Magazine  April 2010

low-through.”

Wow. Okay, next step is to ring up Paul Silver, Fullerton’s general manager out there in the cornfield, to find out how he gets them to drink the Kool-Aid. Best answer he can come up with is one you’ve heard before: service. Make that very personal, neighborly service: “nothing different,” he insists—“just more of it.”

Price? Of course that’s a factor these days, and more on that later. Selection? Actually, Silver is bucking the trend and cutting back there as part of his increased focus on the pro. “We’re getting away from the traditional hardwarestore aspect—no more paint, plumbing, electrical—to become more in line with the pros’ mindset,” he explains.

So it all boils down to his staff of 15, which include six outside sales reps he credits as “longtime industry veterans,” who sound more like the Red Cross than simply guys behind a steering wheel. Yes, they’ll do free take-offs. Yes, they visit jobsites. And yes, they’ll deliver a single stick when you say you need it yesterday (“They all have pickups with lumber racks on top,” allows their boss.) And they follow through with boom trucks that deliver to the rooftop.

They make good without a murmur if possibly a board is warped (though lumber and shingles are stored in covered facilities on the 10-acre yard). They’ll escort customers, and their customers, through Fullerton’s showroom of windows, doors and millwork, filling special orders, too. And they invite the pros to vendor-sponsored lunches all summer, along with golf outings and dinner get-togethers.

Did we mention free delivery—to, say, Duluth (think 350 miles)? Or Iowa—or even Green Bay, Wi.? (That time, they hired a freight company to transport the basic package, then followed up with several smaller deliveries.) “We follow our builders,” Silver explains. “Wherever they go, we go, too.” And, as of this month, that’s to the Twin Cities’ prestigious Hazeltine National Golf Club, where Fullerton just snagged the order for new clubhouse materials.

But, as the saying goes, “If a tree falls and nobody hears it…,” which translates to “Great service is great, but only if you get the word out.”

Silver’s got a one-word solution: “Networking. Word of mouth from one pro to another. Talking to subs, who get us in touch with their general contractor. That’s how we got the Gordon James account,” he says. “One of our contractors was talking to another contractor, who did their framing. So a meeting was arranged; we had lunch, and started bidding on their projects. They’d heard that we do what we say we’ll do, so we were at the table, and there was this Building-Products.com

LEADERS at Fullerton Lumber, Watertown, Mn., spend ample time in the field, delivering top-notch personal service.

chemistry,” Silver sums it up.

“They’ve treated us really well ever since—more and more bids,” he adds.

That chemistry starts at the top. “I relate to our customers directly; they become personal friends,” says Silver, who’s worked in many a lumberyard over the years, most recently, before being recruited to Watertown nearly three years ago, with UBC. There, “it started out well, but evolved to strictly by the numbers. Here,” he says, “It’s family—the direction I wanted to continue to go: very satisfying.”

The corporate organization, which has operated for over 100 years in the Midwest, offers the big-volume advantage of securing favorable prices for bulk purchasing, “but differently than with the big boxes, attests Silver, “where it’s ‘We’ll pay you what we think….’ With Fullerton, each manager runs his own store, each with a different market. And the company philosophy, even in these stressful times, is not to hunker down, but move ahead, look forward.”

It also helps that the 10 Fullerton stores in Minnesota can congregate to place orders at a savings—say, a full truckload, which they then drive to and divvy up. And, even in these lean times, “We’ve kept up our personnel level so that service doesn’t suffer,” although some are working fewer hours.

And yes, pricing has become the elephant in the showroom—pros seeking numbers to back up the service.

“These days, we’re getting four, five, six contractors bidding on the same job, and they’re under pressure from the homeowner,” Silver is aware.

One of his solutions involved reexamining the lines he carries— instead, of “better-best,” more emphasis on the “better.” “I’m focusing more mid-range products, especially lumber. But,” he adds, “I have a very hard time finding it. Wholesalers are cutting back, making it really tough to find the in-between grades so we can offer quality at a very competitive price. I’ve added a wider assortment of millwork and another line of shingles, too. And I’m watching inventory a lot more closely.”

Abetted by that kind of fine-tuning, the jobs keep rolling in—homes, today, in the 2,000 to 2,600 sq. ft. range—“a little more modest; rooftops simplified to take the cost down. And, thanks to the stimulus packager, people are remodeling kitchens and basements and adding energy-efficient windows and doors as tax deductions.”

Plus, the happy project managers at Gordon James don’t show any signs of stepping on the brakes.

So, make that full s t e a m ahead!

Carla Waldemar cwaldemar@comcast.net Building-Products.com

April 2010  The Merchant Magazine 

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COMPANY Focus QB Corp., Salmon, Id.

Glulam maker works double duty after expansion D

might seem odd in today’s business environment, but the move does provide QB Corp., Salmon, Id., with a competitive advantage during tough times, as well as positions the glulam manufacturer for explosive growth once the economy turns around.

Business was booming back in 2005 when QB decided to expand. “Our ability to meet customer demand was chalOUBLING CAPACITY

QB’S expansion increases its speed and flexibility in supplying products such as these stain-grade curved beams installed inside a golf clubhouse in Sun Valley, Id.

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lenged, and we had to undertake the expansion to maintain our high level of customer service,” admitted Dennis Lentz, director of marketing. “We expanded so we could take on new customers and take better care of existing customers.

We were running against the walls in production. You wait a long time before you change format, and we had run that way for a long time.”

At such times, he said, “you have two choices: you can enlarge your existing facility or you can build a new one.

We did a little bit of both. We doubled our operations, but in a separate, adjacent building. If something happened, like a fire, we’d still have a full operation.”

The expansion did not require huge purchases of new equipment, since QB had gradually been accumulating machinery over the years from mill closures and other opportunities.

Both facilities feature identical capabilities. They can produce over 1.5 million bd. ft. per week, such as stock beams, custom beams, arches, curves, tapers, bevels, glulam trusses, and other custom fabrication including metal fasteners and attaching hardware. In fact, QB recently became the first timber fabricator to be certified by the American Institute of Timber Construction.

QB uses softwood species such as Douglas fir, western red cedar, Alaskan yellow cedar, and southern yellow pine.

Although the economy had begun slowing by the time the expansion was completed at the end of 2007, having twin facilities at its disposal provides QB with a great luxury. “We run both,” Lentz said. “You can’t let the machinery sit for long periods, so we switch back and forth. It minimizes lead times for customers, and minimizes interruptions. We can now take on large projects without disrupting everything else. Before, if we took on a 25-truckload order for a special building, it would take a big bite out of our production.”

QB now has the flexibility to roll out new products, such as full-width garage door headers, and improved ones, such as large custom beams up to 120 ft. long and 100 inches deep.

“We can also break into new business segments, such as utilities, whereas before we were primarily residential and commercial,” Lentz added. “We produce utility poles and utility transmission fabrication.”

The move provides QB with a wide range of capabilities that offer solutions for a wider range of customers, whether for the residential, commercial, or utilities market.

Building-Products.com

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DEALER Briefs Pacific Coast Supply LLC , North Highlands, Ca., has acquired most of the assets of Weyrick Lumber, Templeton, Ca. Colin Weyrick, former owner and president, will stay on and be responsible for operations in Templeton and Chino, Ca., which will operate under the name Weyrick Pacific.

Th&h Hardwoods & Hardware, San Diego, Ca., moved April 1 to a new facility in Kearny Mesa, Ca.

True Value Hardware franchisee Rob Imsande has opened a new location in Orange, Ca., after closing smaller stores in Orange and Anaheim, Ca. Lowe’s opened new stores March 12 in W. Colorado Springs, Co., and March 5 in S. San Jose, Ca., and Denver, Co. The chain is ready to begin construction of a new store in Sonora, Ca., and received approval to build a new unit on 15 acres in Santa Rosa, Ca., and a 171,000-sq. ft. replacement store in Spokane, Wa. Orchard Supply Hardware’s

new store in Santa Rosa, Ca., won two design awards from the Association for Retail Environments—for excellence and originality in design and the Best In-Store Communication Award for its clear signage and easy-to-navigate aisles.

North Pacific Accelerates Sell-Off Bankrupt mega-wholesaler North Pacific Group has found buyers for the majority of its operations.

Forest City Trading Group, Portland, Or., has agreed to purchase certain assets of North Pacific’s southern division in Waynesboro, Ms., and will operate it as its eleventh subsidiary, Southern Mississippi Trading.

National Industrial Lumber Co., North Jackson, Oh., has purchased North Pacific’s location in Landisville, Pa. National Industrial already has DCs in Erie and Elizabeth, Pa. F.P. Supply LLC, a subsidiary of Millman Lumber Co., St. Louis, Mo., agreed to purchase North Pacific’s LBM operations in Indianapolis, In., and Columbus, Oh., including inventory, accounts receivable, equipment, and real estate.

Tempe, Az.-based Rugby Industrial Products Distribution has acquired the inventories and hired employees from the locations in Providence, R.I., and Springfield, Ma. “Springfield is operating as Rugby IPD today, and former North Pacific Providence operations have been assimilated into Rugby’s Avon, Ma., distribution center,” said Rugby president David Hughes.

Amerhart, with five DCs around Green Bay, Wi., is negotiating to buy buildings and hire employees at North Pacific’s branches in Grand Rapids and Traverse City, Mi. North Pacific is liquidating its Mira Loma, Ca., distribution center and sold its inventory to MJB Wood Group, Irving, Tx.

Private equity firm Atlas Holdings LLC, Greenwich, Ct., formed a new subsidiary, Bridgewell Resources, to acquire assets from North Pacific’s hardwood & industrial products, utility & construction, and food & agriculture divisions.

Bridgewell and its hardwood & industrials division will be run from North Pacific’s former office building in Tigard, Or. Utility & construction will be supported by satellite offices in Virginia, Utah and Arkansas, and food & agricultural will operate from its DC in Clackamas, Or. Dan Cromie, an Atlas partner, will serve as president of Bridgewell, joined by numerous former North Pacific executives, including Curtis Noteboom as c.f.o.; Brian Smith, v.p.lumber & boards; Jack Henderson, v.p. domestic wood products; Gregg Wilkinson, v.p.-international sales; Leonard Greer, sales manager-industrial products, and Joe Passadore, v.p.utility & construction. In all, Bridgewell now employs more than 100 former North Pacific associates.

Last year, Atlas was among three suitors that came close to buying substantially all of North Pacific, but each of the deals eventually collapsed.

North Pacific also may be close to parting with its Missouri division, which includes an office in West Plains, Mo., and three manufacturing plants in Missouri and Arkansas. Bids were being accepted until March 16 for the inventory, accounts receivable, equipment, and real estate.

Miller Lumber, Bend, Or., was named Materials Supplier of the Year by the Central Oregon Builders Association.

In the parking lot of ProBuild , Bainbridge Island, Wa., a shirtless man who had been waving a large sword and stabbing objects with knives surrendered to an off-duty police officer March 23.

The agitated 35-year-old man, who was covered with scrapes and cuts, laid down his weapons and explained that he had been “hunting werewolves.”

Police took him to a medical center for evaluation.

Earlier in the day, he approached customers at a nearby Ace Hardware to display his sword and demonstrate his knife throwing skills.

Building-Products.com

April 2010  The Merchant Magazine 

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SUPPLIER Briefs Agwood Mill & Lumber , Ukiah, Ca., was approved for $2 million in federal stimulus funds that will be used to refinance existing loans at lower rates so the company can keep operating.

Simpson Lumber Co.’s mill in Shelton, Wa., escaped significant damage when firefighters quickly extinguished a 3 a.m. blaze March 28.

Investigators are searching for a cause, but note the roof was being worked on.

Conifex , Fort St. James, B.C., acquired a Mackenzie, B.C., sawmill and planer from AbitibiBowater.

Eagle Materials , Dallas, Tx., has temporarily suspended production at its 20-year-old American Gypsum wallboard plant in Bernalillo, N.M. Its Albuquerque, N.M., facility remains operational.

International Forest Products Ltd ., Vancouver, B.C., has completed the acquisition of a timber tenure in B.C.’s Kamloops region from Weyerhaeuser Co., providing supply for its 1-year-old Adams Lake sawmill.

Pacific Western Wood Products, Los Angeles, Ca., has been Forest Stewardship Council chain-of-custody certified by Scientific Certification Systems.

Weyerhaeuser Co ., Federal Way, Wa., was named to Corporate Responsibility Magazine’s annual list of 100 Best Corporate Citizens.

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84 Shuts 10, Abandons Idaho 84 Lumber has shuttered its final location in Idaho, as well as nine other underperforming stores across the country.

The chain now operates 289 yards in 34 states, following the closures in Post Falls, Id.; Wrightstown, Wi.; Lancaster, Pa.; Rocky Mount, Va.; Cliffwood, N.J.; Haines City, Fl.; Concord, N.C.; Spartanburg, S.C.; Minooka, Il., and Moss Point, Ms. Jeff Nobers, v.p. of marketing & public relations, said most of the closures were in markets where 84 operates multiple locations. “Some of the lessons we’ve learned in the last three years is we are capable of servicing the market with fewer stores,” Nobers said. “We are consistently reviewing markets where we have multiple locations, and if we see where one store is not doing well and there are two others that are doing well, they could be consolidated.”

Obdyke Pursues Acquisitions At a time when the construction industry seems to have little positive to report, one building products manufacturer is looking to aggressively grow its business with a strategy to acquire new product ideas, patents, product lines, and companies.

Benjamin Obdyke is actively searching for new opportunities that will position it for maximum growth as the construction sector recovers from its current downturn.

“For us to achieve the company’s growth objectives, we will need to look outside the organization for new product ideas that we can synergize with our internal product development processes,” said Geoff Ehrman, director of business development.

Specifically, the Horsham, Pa.based firm is placing renewed empha-

sis on acquiring intellectual property, manufacturing capabilities, information technology, and new ideas that will allow it to leverage its core competencies in residential and light commercial roof and wall products.

“By moving into an acquisition mode, we see it as a way to improve our current products, introduce new products, or expand our market reach so we can continue to provide our customers the specific products they need,” Ehrman said.

He pointed out several reasons why a company or inventor might want to partner with a company like Benjamin Obdyke. “First, we have a well-established and respected brand of products for the building's exterior envelope.

Second, we have established channels to access the market that are built upon our reputation for quality. And third, we have the technical expertise to help the contractor/builder build better. We have spent a great amount of time working with code officials and building scientists to make sure our products align with current building science practices,” Ehrman said.

Potlatch Sells Idaho Plant Potlatch Corp., Spokane, Wa., has sold its particleboard plant in Post Falls, Id., to former sawmill operator Plummer Forest Products.

New owner Todd Brinkmeyer had previously owned a sawmill in Plummer, Id., that specialized in small-diameter logs. He sold the facility in 2006.

Operations in Post Falls resumed March 22 after a four-week layoff.

Potlatch’s Mark Benson said that the small-scale plant no longer fit the company’s core mission, which is tied to 840,000 acres of forestland in Idaho and operation of a lumber mill and plywood plant in St. Maries, Id.

Building-Products.com

SUPPLIER Briefs Trex Co., Winchester, Va., inked a licensing deal for Dri-Deck Enterprises , Englewood, Co., to develop and market Trex RainEscape, an above-joist deck drainage system to be available this month.

Advanced Environmental Recycling Technologies plans to

roll out new MoistureShield trim and fascia products this year and move to national distribution of MoistureShield products through a nationwide network of independent distributors.

CertainTeed, Valley Forge, Pa., now distributes four new wood-plastic composite decking and railing products from Fiberon’s EverNew line.

AFPA’s Sustainable Forestry Initiative program recently notched its 2,000th chain-of-custody certified location.

Versatex, Pittsburgh, Pa., has a new green building section at its website, www.versatex.com/green.

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ProBuild Opens #4 in Utah ProBuild Holdings, Denver, Co., has opened a new location in Orem, Ut., its fourth in the state.

The facility serves lumber and millwork customers and boasts Forest Stewardship Council chain-of-custody certification.

At the same time, ProBuild bought a facility in Virginia and recently opened a yard in Sacramento, Ca. “We continue to see opportunities where we can expand into new markets to better serve our customers,” said Michael Mahre, senior v.p. of corporate development. “These new locations are great instances where we can bring the market-leading value of ProBuild’s products and services to serve strong and growing markets.”

Oregon Dealer Cuts Bend Yard Pacific Lumber & Truss, Lake Oswego, Or., closed its yard and truss plant in Bend, Or., at the end of March. The company will try to lease out the 10-acre site.

“There’s just not enough business,” said co-owner Jim Morse. “It’s just a shame.”

He said that the plant opened in 2003 and brought in close to $25 mil-

lion a year from 2005-2007, but revenues dropped to about $2 million last year.

“We just kind of looked through the numbers and said it’s not going to get any better,” he said. “We need to do twice what we’re doing right now to just cover utilities, training costs, and bare essentials.”

The consolidation leaves the chain with a yard, remodeler’s center, door/millwork shop, and truss plant in Lake Oswego and a yard in Hillsboro, Or.

Libby Mill Destroyed by Fire Stimson Lumber’s shuttered plywood mill in Libby, Mt., was destroyed by fire Feb. 25.

“At this point, all we know is that everything in that building went up,” said sheriff Daryl Anderson. “That whole building, and everything connected to that building, burned right to the ground.”

Anderson called the blaze a “blessing in some ways.” He said that the abandoned plant had become an “unsafe” party spot and officials had been unsure what to do with it. “That old plant has been a real pain in the neck, to be honest,” he said.

Building-Products.com

This is a paid advertisement.

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Building-Products.com

This is a paid advertisement.

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April 2010 ď Ž The Merchant Magazine ď Ž

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OLSEN On Sales

By James Olsen

Platonic selling doesn’t work H

AVE YOU EVER TRIEDthe

platonic friend strategy? Have you ever wanted to be romantically involved with someone and tried to be their friend first, only to find out they liked your “bad boy” friend or “bad girl” friend better?

I have. Mona Mendez. I remember the day she leaned in close to me to whisper something sweet (I thought/hoped).

“James, can you introduce me to your friend Steve, he’s so cute!” Once I recovered my feelings and my ego, I stammered, “Yes.” Of course, Steve had no use for the woman of my dreams, but that’s the way it goes.

Unfortunately, many salespeople fall into the same trap.

Many salespeople’s number one goal in speaking to customers is to not upset them. This is a terrible #1 goal.

Being likeable can be part of our overall strategy—it should be, as being likeable makes everything in life and sales easier—but it cannot be our #1 goal! Our #1 goal has to be to sell the customer.

I recently got a call from a platonic “sales” manager who had read my book, Leadership Sales. He said, “James, I read your book. I don’t see anything in there about customer need.”

“I’m not as interested in customer need as I am in customer qualification,” I responded. (“Leaders Find True Need,” Chapter Five, discusses customer need and how to find it in detail.)

The saying, “The customer is always right” is total B.S. The customer is right if they are right with us. Everywhere I go people talk about “partnership selling.” What kind of partnership/relationship will we have with customers (anyone for that matter) if one of the partners is always right? I tell the sellers I work with to stop thinking about sellers and buyers and to start thinking about sellers and sellers. Our customers are selling us while we are selling them. Some customers sell us on the idea that we should work for them for free; struggling sellers buy it, successful sellers don’t.

People are inherently distrustful of anyone who is not up front with their purpose. “This is just a survey” or “Just come down for a free lunch and a free prize—no pressure.”

When we try to hide our true intentions, we send the wrong message. “I want to be your friend” is not the same message as “I want to be your boyfriend or lover.”

What am I driving at? To be master sellers (and get more business), we need to send the message to our customers (in everything we say and do) that we want their business. We are absolutely not interested in being their platonic salesperson. The sooner we send this message the better.

Will we have more friction and rejection if we send the message “I want to be your boyfriend (read salesperson)” versus “I want to be your friend (read quotron—a salesperson who quotes and quotes, but never gets the business)”?

Yes. Thank goodness! Friction is fun. Friction is necessary.

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Friction finds out the truth much sooner.

All we have as salespeople is our time. We should not waste it, but many struggling sellers do. Their belief is that by being congenial and agreeing with the customer on everything and not demanding reciprocation for services, they will endear themselves to the customer and thereby become their supplier. They do endear themselves to customers, but not as suppliers but as quotrons. And let’s be clear: customers need and want quotrons in their lives—we just can’t be one of them.

The best sellers I know are charming, likable and proud of what they do. They send a very clear message from their first contact with potential customers, “I want to sell you.”

When a salesperson is let go, we will often follow up with their ex (non) customers. “Why didn’t you buy from John?” You would be shocked how often we hear, “John was a great guy. We really liked him.

He just never asked for the order.”

To be master sellers we cannot confuse likability with being a carpet. While we are being charming, we must also send the message that we desire our customer’s business.

Desire is very difficult to say no to. Ask for the business early and often.

James Olsen Reality Sales Training (503) 544-3572 james@ reality-salestraining.com Building-Products.com

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April 2010 ď Ž The Merchant Magazine ď Ž

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FAMILY Business

By Bernard Kliska

Using a mediator for family business disputes T

HE WORD “CONFLICT” HAS

gotten a lot of bad press.

Rather than seeing conflict as a natural and predictable aspect of human interaction—a process that, if managed properly, can often lead to growth and new solutions—people tend to see it as a failure on the part of the disputants. This is unfortunate, because conflict, when channeled positively, can be a creative, energizing, and even a healing force.

In family businesses, where the twin currents of family and business run through so many decisions, conflict is inevitable. While conflict presents challenges for any organization, internal conflict in family businesses has a special complexity.

It is often the product of experiences preceding, and factors outside of, the business issues that spark the immediate dispute. The conflict may have started years earlier on the playground, around the dinner table, in birth order, or even in a previous generation. The history may be silent, invisible, half-forgotten, but it is often a powerful presence in the conference room. I have seen businesses become stymied by conflict that has little or no connection to the business problem at hand.

The process of mediation can play an invaluable role in resolving family business conflicts. It can direct energy away from old grievances and toward finding business solutions for business problems and preserving working relationships. For a family business, protecting working relationships is not a luxury; it is a necessity.

A mediator is a neutral outsider who works with all the involved parties to craft a resolution. Unlike an arbitrator, a mediator does not mandate a settlement; rather, he or she helps the parties communicate and develop a mutually acceptable solution. Compared to other options for resolving disputes, mediation is quick,

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 The Merchant Magazine  April 2010

inexpensive, and private.

It is also an informal process, not limited by rules of evidence, procedure, or remedy. Because of this, mediation allows for maximum flexibility in crafting a resolution acceptable to all parties. Because of the informality and the guided, mutual communication, a mediated, as opposed to arbitrated, settlement has a better chance of soothing not just the business problem but also the troubled relationships that exacerbated it.

Mediation for family businesses is occasionally practiced by legal professionals, but more often it is performed by non-attorneys such as family business consultants who have some conflict resolution experience.

The mediator’s skills lie in helping parties come to the same table, communicate, and work out their own solutions in a non-adversarial environment.

“Non-adversarial” does not mean that there is an absence of conflict or that antagonisms cannot be expressed during the mediation. Instead, nonadversarial refers to the process used to air and resolve the dispute. The skilled mediator does not put constraints on the discussion, but rather helps keep the focus on the parties crafting a solution. Thus, the mediation allows discussion on the source and substance of the conflict and helps people recognize their counterproductive patterns, with the aim of being able to move past them toward a businesslike, problem-solving mode.

Long-standing resentments have a place at the table, insofar as people can come to see how those resentments are standing in the way of the ultimate task at hand. Mediation, then, cannot only result in specific terms of agreement, but can also offer an enormous advantage to a family business: the parties learn that they can communicate further and/or differently in the

future. Under the mediator’s guidance, once they accomplish this, future productive interaction will no longer seen inconceivable.

Mediation in action In a successful family business, a medical equipment company founded by two brothers, only one member of the second generation (the older brother’s daughter) chose to enter the firm. Her brother pursued an academic career, and their cousin, the only son of the younger founding brother, went to work at a consulting firm.

After several years, the daughter became c.f.o. Her father had retired (retaining his interest in the business), and she reported to her uncle, the c.e.o.

Problems developed when the cousin was laid off by the consulting firm and wanted to join the family business—as a vice president with a seat on the management committee and compensation equal to his last salary (which would be 20% higher than the daughter’s compensation).

The daughter expressed concern about his lack of experience in their indusBuilding-Products.com

try, and discreet indignation about his compensation requirements. Worried about being marginalized if her uncle and cousin were both active in the company, she went to her father and he entered the discussions.

Things escalated. The disagreement over how to accommodate the cousin became an unspoken but seriously disruptive conflict. The unwillingness to communicate about this issue became a refusal to communicate about other management issues.

The three vice presidents, who were not family members, felt hamstrung.

Key processes and initiatives became compromised.

The founding brothers, who had always successfully worked together, were each secretly consulting attorneys. Family dinners became a thing of the past. Finally, after several months, the vice president of human resources urged the brothers and their two children to try mediation for the sake of the family enterprise.

The mediator explained that, under her guidance, they would do the difficult work of devising a solution.

Sometimes she had all of them at the table, and sometimes she spoke with one or two of them privately. (In situ-

ations where suspicions run high, mediators will often make sure to balance their separate communications, giving each party equal individual conference time.)

She helped the parties recognize and cope with the frustrations and emotions that fueled the conflict— much of which began during long ago family interactions—and to focus on the future of the business.

At the end of five hours, the recriminations and allusions to legal action had ceased. The four parties agreed that the cousin would come into the business at the same compensation as the daughter but would have a one-year probation/learning period during which time he would report to a vice president, while the daughter would continue to report to her c.e.o. uncle. The cousin could attend management committee meetings by invitation, but would not have a vote. At the end of one year, the management committee would review the cousin’s performance and decide as a group about promotion.

In addition, the c.e.o. committed to keeping both his son and his niece in his communications loop, simultaneously, and to respect normal manage-

ment communication channels.

Finally, they agreed that the c.e.o., his son, and his niece would meet once a week for at least the following four weeks to confirm that their hard-won arrangement was working—and the retired brother agreed not to intervene. Their resolution worked because they had devised it themselves and because it established a sound basis for going forward. It was good for the business, and it was good for the family.

A longstanding or valuable relationship might be at stake in a dispute with an outside party. It is always at stake when conflict erupts within a family business. A skilled mediator is often the best option to help family business members resolve the problem at hand and to avoid repeating old, counterproductive patterns in the future.

– Bernard Kliska is an associate of the Family Business Consulting Group, Marietta, Ga.; (800) 551-0633. He can be reached at kliska@efamilybusiness.com.

Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

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April 2010  The Merchant Magazine 

35

MOVERS & Shakers Rick Danielson, v.p.-sales, Allweather Wood, Washougal, Wa., has retired after 18 years with Allweather and 38 years in the industry.

Kevin Henley has been promoted to sales mgr. for Redwood Empire Wholesale, Morgan Hill, Ca. Greg Sanchez, ex-Allweather Wood, is new to sales in San Jose, Ca. Jeff Tant is now running the southern pine lumber department at Buckeye Pacific, Portland, Or. Dan Alar now leads the OSB & panel department.

John Picot has retired after 30 years in lumber sales, the last 13 with Sierra Pacific Industries, Anderson, Ca. Bruce Huewe has joined Boise Cascade Building Materials Distribution, Riverside, Ca., as Simpson Strong-Tie product mgr.

John F. Ferguson is now a Sisters, Or.-based broker with Remax Town & Country Realty, following 34 years in the lumber industry, most recently with Rough & Ready

Lumber Co., Cave Junction, Or. Miguel Hernandez, ex-North Pacific, is now key accounts sales mgr. at Building Materials Distributors Inc., Riverside, Ca. Al Gedroez, ex-Collins Pine, is new to sales at Simpson Lumber, Tacoma, Wa. Scott Rimmer, ex-Forest Grove Lumber, is new to sales at Disdero Lumber, Clackamas, Or. Jules Plavin, Western International Forest Products, Portland, Or., has retired after 30 years in the industry. Charlie Palmer, ex-Sherwood Lumber, has joined the trading staff.

Lori Burke was promoted to the new position of product specialist of the Spectrum Division at Timber Products Co., Springfield, Or. Tom Ray has been promoted to v.p.Northwest resources & manufacturing for Plum Creek, Columbia Falls, Mt. He succeeds Hank Ricklefs, who has retired after 23 years with the company.

Michael D. Mahre, ex-SelectBuild, has joined ProBuild Holdings, Denver, Co., as senior v.p. of corporate development.

Robert Mellor, ex-Building Materials Holding Corp., has been elected to the board of directors of Stock Building Supply, Raleigh, N.C. Allan Trinkwald, Simpson Lumber Co., Tacoma, Wa., was elected chairman of the Western Wood Products Association, succeeding Eric Schooler, Collins Cos., Portland, Or. New 1st vice chairman is Bob Lewis, Columbia Vista Corp., Vancouver, Wa.; 2nd vice chairman Steve Zika, Hampton Affiliates, Portland; president/c.e.o.

Michael O’Halloran, and new board members Sherm Anderson, Sun Mountain Lumber, Deer Lodge, Mt.; Dan Claridge, Thompson River Lumber Co. of Montana, Thompson Falls, Mt.; Fritz Mason, Georgia-Pacific, Atlanta, Ga., and Tom Shaffer, Neiman Enterprises, Hulett, Wy.

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Sales for Coast Wood Preserving 36

 The Merchant Magazine  April 2010

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Jake Tarry, ex-Real Stone Source, has joined Laticrete as technical sales representative for Oregon, also supporting Central and Northern California and Northern Nevada.

Bob Taylor, president and c.e.o., Do it Best Corp., was elected chairman of the board of the National Association of WholesalerDistributors.

Marvin Brown, Oregon state forester, has been elected chair of the independent board of directors for the Sustainable Forestry Initiative. Robert “Bob” Luoto, American Loggers Council, is now vice-chair. Christopher A. “Chris” Wood, president and c.e.o., Trout Unlimited, joins the board’s environmental chamber, and William V. “Bill” Street Jr., International Association of Machinists & Aerospace Workers, represents labor as a member of the social chamber.

Tony McRae, ex-Canadian Forest Products, is the new sales mgr. at Imperial Shake, Maple Ridge, B.C. John Stegeman, ex-Ferguson, has joined HD Supply, as executive president, overseeing divisions HD Supply Canada, HD Supply

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Electrical, HD Supply Plumbing/ HVAC, HD Supply Waterworks, and HD Supply White Cap. Kevin Ketchum has joined North American Wholesale Lumber Association, as director of marketing & communications.

Steve Tourek, senior v.p. and general counsel for Marvin Windows, was named president of the board of directors at the Tropical Forest Foundation.

Tad Short is handling accounts payable for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

California Dealer Piedmont Smacked by Fire, Creditors March was a tough month for Piedmont Lumber & Mill Co., Piedmont, Ca., which was hit with loan-default actions on several of its properties, a federal lawsuit over employee benefits, and a fire that destroyed its store in Walnut Creek, Ca. On March 1, Umpqua Bank filed suit for breach of contract and warranty against Piedmont Lumber, owner William C. Myer Jr., and his wife, Victoria Myer. According to court

records, the owners have defaulted on nearly $15 million in loans.

The 14-count lawsuit seeks judicial foreclosure of the company’s properties in Pittsburg, Tracy, Mendocino County, and Lake County, Ca. On the same day, Northwest Administrators Inc. filed a federal lawsuit against Piedmont Lumber, alleging that the chain has not made required contributions to the pension fund of unionized employees, which it agreed to do based on collective bargaining.

On March 13, a four-alarm fire destroyed Piedmont’s store in Walnut Creek, Ca., causing an estimated $5 million in damage.

An eyewitness reported that firefighters were confronted by exploding cans of paint that flew out of the building. Authorities are still investigating the cause of the blaze, which has been called “suspicious” by local newspapers. Although it was a Saturday, the store was closed—as it had been for several weekends.

Seven months earlier, a fire at the company’s store in Pittsburgh, Ca., destroyed several exterior lumber racks. Investigators have labeled this fire as arson, but believe it has no connection to the latest fire.

April 2010  The Merchant Magazine 

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GARDENING ADVICE is dispensed to a customer by Forrest Warren, assistant garden center manager at Miner’s location in Morro Bay, Ca.

Chain Grows Business by Customizing Inventories Miner’s Ace Hardware, which has six locations on California’s Central Coast, keeps garden center sales strong by allowing its nursery managers to tailor inventory to the local

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 The Merchant Magazine  April 2010

market.

At the garden center in Atascadero, nursery manager Debbi Arnold stocks plants that can withstand winter freezes, summer heat, and ravenous

deer. Plants for fire-resistant landscapes are also offered.

Due to the economy, she’s also stocking more perennials than in the past, as budget-conscious gardeners

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move away from labor- and waterintensive annuals. Edible landscapes are another money-saving trend, so she is offering more vegetables and dwarf fruit trees this year.

“It’s easier to do now—you don’t even need a large space,” Arnold said.

“You can live in an apartment and have tomatoes growing upside down on the patio.”

Garden art, fountains, and pottery at each center are also geared to local customers. “You won’t find lot of beachy stuff here, but you will in Morro Bay,” she said. “Here, you’ll find cowboy stuff that you won’t find in other stores.”

The family-owned chain currently has locations in Arroyo Grande, Atascadero, Grover Beach, Los Osos, Morro Bay, and Nipomo. A seventh location will open later this spring in San Luis Obispo, on a three-acre site previously occupied by Pacific Coast Home & Garden.

“We’ve had an overwhelming amount of support from the community,’’ said president Paul Filice.

“We’ve been getting phone calls, emails and letters. It’s been an incredible welcome.”

He said that the new location will

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have a large garden area, while the main store will offer lumber—something that wasn’t sold by Pacific Coast. “San Luis Obispo has always been an area that we looked to get into, and we finally have the opportunity to do it,” said Filice.

Small Washington State Sawmill Hangs On Like other small western mills, Clary Lumber Products, Winlock, Wa., is hanging on and hoping for better times.

“The only reason we’re still standing is we’re too stubborn to quit,” said Lance Pennington, who has co-owned the planer mill for five years with partner Pat Clary. “It’s been three years since we’ve drawn any money out of this company.”

Although it hasn’t been easy, the mill has kept six employees working full-time, processing Douglas fir logs into 4-inch lumber. Other products include firewood, landscape bark, and sawdust and shavings for animal bedding, which is sold to fairgrounds, horse owners, and dairies.

“Our original goal was to employ 12 to 15 guys, supporting that many families,” said Pennington. “If we can

ever do that, we’ll be able to get a three-day weekend once in a while.”

About half of the timber processed by the mill comes from the slopes of Mount St. Helens, where Weyerhaeuser harvests areas it replanted 26 years ago.

“Everything is replanted and nurtured,” Pennington said. “I’m proud to be part of this operation.”

By this time next year, Pennington hopes the market has picked up enough that he can install new equipment at the mill. “We’ve got our heart and soul and everything invested in this,” he said. “We’re excited about keeping working.”

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April 2010  The Merchant Magazine 

39

Slow, Steady Recovery Seen for Western Mills Lumber mills are starting to emerge from the worst downturn in the history of the industry and recovery will be slow yet steady, according to a new Western Wood Products Association.

WWPA predicts modest gains in housing, lumber consumption, and U.S. production this year after setting modern lows during 2009. While markets are expected to improve in the

Oregon Sawmills Fill Chilean Void February earthquakes that destroyed Chilean sawmills and plywood plants are bringing some badly needed business to wood product manufacturers in Oregon.

“No one really knows how long Chile will be out of the market—it could be six months, it could be the end of the year,” said Hank Snow, vice president of human resources at Roseburg Forest Products, Dillard. “Our intention is to keep them.”

He said that Roseburg has added more than 100 workers at its plants in Coquille, Dillard, and Riddle. About 35 of these were already employed part-time or on weekends, but were moved to fulltime status.

Swanson Group, Glendale, has

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 The Merchant Magazine  April 2010

not added any workers at its five Oregon manufacturing facilities, but has seen a welcome increase in both demand and prices for plywood—even as some of the Chilean mills restart. “But it’s going to be a slow process,” said president Steve Swanson. “And there’s going to be significant demand for the wood products that those mills produce within their own country as they rebuild.”

Oregon companies are hoping that housing demand will pick up before Chilean plants resume production. “Housing will be better this year than last, and it will be better next year than this year,” said Swanson. “We’re on the way to recovery, it’s just going to be a long, slow road.”

coming years, lumber demand and housing construction will remain far lower that what the industry saw in the mid-2000s.

Demand for lumber in the U.S. is expected to increase 6.1% in 2010 to 32.9 billion bd. ft., ending consecutive 20%-plus declines recorded the previous two years. WWPA anticipates lumber demand to rise to 36.1 billion bd. ft. in 2011, up 9.7%.

More housing construction will help boost lumber demand. Housing starts plummeted to 554,000 units in 2009, the lowest annual total since 1945. For 2010, total housing starts are forecast to increase 11.9% to 618,000 and then climb again in 2011 to 719,000 units.

WWPA economic services director David Jackson said there are too many obstacles for a more robust recovery in housing. “Our country hasn’t really resolved the key problems that led to this downturn,” said Jackson.

Western mills may finally see some relief in the markets, with production in the region expected to rise 7.1% to 11 billion bd. ft. this year. Output from western sawmills should rise again in 2011 to 11.8 billion bd. ft.

The latest downturn further reduced

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the number of lumber mills operating in the West. The region has fewer than 170 sawmills producing lumber today, compared to 287 mills operating a decade earlier. During the peak year in 1987, when production totaled 23.9 billion bd. ft., there were 702 mills in the West.

Lumber production in the South is forecast to increase at a slower rate in 2010, but still remain above western volumes. Southern mills should produce 11.7 billion bd. ft. of lumber this year, about the same volume as 2009.

Next year, production volumes in the South should rise to 12.5 billion bd. ft.

The volume of lumber imported to the U.S. dropped precipitously in 2008 and 2009, falling by nearly half.

Lumber imports, mostly from Canada, are forecast to increase 10.7% to 9.8 billion bd. ft.

Assuming the U.S. dollar will weaken, giving foreign lumber producers some exchange rate advantages, import totals could grow to 12.6 billion bd. ft. by 2011. Despite such an increase, the volume of foreign lumber entering the U.S. will be far below the record 24.7 billion bd. ft. imported in 2005.

Blaze Rips Plywood Plant

although the blaze erupted during operating hours—all workers were safely evacuated.

“It’s a significant fire loss; however’ there’s also much more of the structure and business that was saved,” DeWitt said. “The majority of the structure was saved, and they should resume partial operations fairly quickly.”

In 2008, Emerald sustained about $5,000 in damage from a hopper fire at the mill.

A Feb. 27 fire caused $1 million in damage at Emerald Forest Products, Eugene, Or. “It was a big fire,” said district fire chief Randy DeWitt. “It’s a plywood plant; there’s stacks and stacks of lumber and plywood veneer ready to be processed. It’s just a huge fire load.”

When firefighters responded, they found flames shooting through the roof of one of the mill’s five structures. DeWitt said that quick action saved the other structures, and that—

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April 2010  The Merchant Magazine 

41

GREEN Retailing

By Jay Tompt

For healthy walls, think plaster APPLIED by spray or hand trowel, Eco De Vita KRT plaster from Shikoku absorbs formaldehyde, odors and VOCs and moderates indoor humidity.

W

HETHER IT’S NEW

construction, remodeling or home improvement, the ultimate goal is to create a healthy, comfortable space for the occupants. There’s some real science behind understanding how various building components interact to maximize indoor air quality, while minimizing mold growth and energy demand.

It turns out that wall “breathability” may be one of the

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 The Merchant Magazine  April 2010

most important components determining long-term indoor air quality and occupant comfort. This isn’t going to be a science lesson. But this kind of thinking is becoming more mainstream, creating new opportunities for dealers to begin supplying solutions.

Interesting thing about walls: they all get covered, coated, or stained and almost every dealer in the supply chain sells one or the other or all three. Paint is the most common coating and every dealer who sells paint carries at least one line of “green” paint, or is considering adding a line right now. The number of “green” paint brands has exploded over the last year or two, with nearly all the major national and regional manufacturers marketing some pretty good to great products. The greenest paints, of course, are the ostensibly non-toxic, zero-VOC formulations, coupled with zero-VOC colorants. The demand is there and growing, and the products are easy find, so getting into a good green paint brand is a no-brainer at this point.

Building-Products.com

But there are limitations with paint and that, in part, is driving more interest in lower impact, healthier, and, surprisingly, more traditional alternatives. Manufacturing paints requires a fair amount of energy and lots of chemicals, even for the green brands.

Paints have limited durability, requiring touch ups and re-application every few years.

Paints also seal, keeping moisture out, but also keeping moisture in.

They’re not breathable, potentially creating the conditions for mold to grow within the walls, which is one of the main causes of “sick building syndrome.” These factors have contributed to a significant rise in the use of traditional plasters, or more up-todate versions of traditional plasters, that have relatively low-embodied energy, are non/low emitting, breathable, durable, and have other interesting properties.

One of the best-known examples is American Clay (www.americanclay. com), an interior clay plaster line made in New Mexico. Because it’s breathable, it helps to moderate humidity in a room and allows for air exchanges that reduce or eliminate condensation within walls. The products also exhibit moderating effects on temperature that may lead to lower energy bills. In other words, compared to paint, American Clay helps rooms stay cooler in the heat and warmer in the cold.

Another modern-traditional innovation just coming into the U.S. market from Japan is EcoDeVita, from Shikoku International (www.shikokuinternational.com). Two products in the line contain diatomaceous earth and have the very unique property of adsorbing formaldehyde and chemically breaking it down, rendering it harmless. Not only does it provide all the other benefits of a traditional wall plaster, but it also cleans the air, too.

Orit Yanai (www.orityanai.com), a LEED Accredited Professional and one of the industry’s top experts on plasters, thinks that demand for sustainably produced, multi-functional plaster products like these will continue to grow.

“One of the biggest topics in the green building community right now is about breathable walls, and the good news is that the solution has been around for thousands of years: plaster,” she tells me. “But having said that, it’s not always easy to source materials for a project.”

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A few minutes on Google indicates the current dealer mix includes those that specialize in plaster and related products, green-building boutiques, and a handful of more traditional LBM dealers. If there’s growing demand that’s under served, traditional LBM dealers could leverage natural advantages in scale and contractor relationships to make green plasters a healthy new line of business.

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

April 2010  The Merchant Magazine 

43

California Retailer Closing

manager Janice Davis. “Customers are slow to pay their bills.”

According to general manager Steve Schumacher, customers were local contractors and homeowners who preferred to shop from a smaller, locally owned store rather than a big-

box retailer. “It will probably be dearly missed,” he said.

The store was known for displaying flags of different nations, representing the diversity of the store’s employees and customers, and featuring a giant Nativity scene during the holidays.

Photos by Walter Ralston

LA HARDWOOD CLUB

Terra Linda, Ca., dealer Pacific Lumber & Hardware is selling the last of its inventory and will close after 25 years, due to the poor economy.

“Business is slow and there’s not a lot of building going on,” said office

LOS ANGELES HARDWOOD Lumberman’s Club presented Robert Mitchell with its Founders Award during a special March 12 meeting in Pasadena, Ca. This month, Mitchell is relocating his company, Mitchell Forest Products, from Simi Valley, Ca., to Michigan. [1] Jerry Lapin,

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 The Merchant Magazine  April 2010

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Structural Wood Screws Structural wood screws for fastening multi-ply truss and engineered wood assemblies are new from Simpson Strong-Tie. SDW screws install from one side, firmly cinching plies together and eliminating the need to flip heavy girders. A large, flush head doesn’t protrude and causes less interference when handling trusses and installing connectors.

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April 2010  The Merchant Magazine 

45

Synthetic Underlay TAMKO’S synthetic underlayment promises more durability than traditional felt backing, in a lighter, wider roll.

Made of a polymeric surface film, the product comes on a 10-square roll—instead of the traditional 2- to 4-square rolls. A nailing pattern printed on each sheet eases installation.

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White Deck Lights TimberTech DeckLites are now offered in Coastal White, to complement RadianceRail, Ornamental Rail, and FenceScape systems.

Lighting options include post cap lights, baluster-mounted accent lights, post-mounted accent lights, and stair riser lights for added visibility.

The low-voltage system uses minimal electricity.

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High Vent District Benjamin Obdyke’s Cougar Ridge Vent improves attic ventilation to prolong the life, beauty, and performance of roofing.

Made with nylon matrix technology, the product reportedly installs easily and can be installed by hand or with a pneumatic nail gun.

 BENJAMINOBDYKE.COM (800) 346-7655

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 The Merchant Magazine  April 2010

Building-Products.com

Blanket The Roof The Opus roof blanket from Propex reportedly has several advantages over felt-paper and plastic sheeting underlayments.

The product reportedly is lightweight and easier to work with, cleaner with less wasted material, and easier to install than traditional underlayments.

 PROPEXUS.COM (423) 305-3584

Double-Certified Hardwood Deck Plantation grown Fijian mahogany decking and planks from Atlantic Timber are certified by both CITES and FSC. Beautiful and naturally durable, the wood has tightly woven grain that resists splintering, moisture damage, and insect infiltration.

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April 2010  The Merchant Magazine 

47

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

Timbers Green & K.D. Export

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

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

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

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

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

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com

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 The Merchant Magazine  April 2010

Look of Hardwood Decking AZEK Deck’s new Arbor Collection in PVC has the look of tropical hardwoods, but reportedly is lighter and easier to work.

Deck boards come in three colors—Acacia, Morado, and Redland Rose—with the subtle pattern and grain of wood.

 AZEK.COM (877) 275-2935

Attic Ventilator Broan’s solar-powered attic ventilator promises savings on home heating and cooling costs.

Available in three colors to match most roofs, the ventilator reportedly can be installed in minutes in most existing roof openings. The tempered-glass solar panel lies flat for a sleeker profile.

 BROAN.COM (888) 558-1711

Building-Products.com

Downspout Turns A white vinyl transition elbow from Berger Building Products permits use of a rectangular 2”x3” outlet into a B-elbow and sidewall-mounted downspout.

The product is packed 30 to a carton and can be used with vinyl or metal downspouts.

 BERGERBUILDINGPRODUCTS.COM (800) 523-8852

PROUDLY SERVING THE FOREST PRODUCTS INDUSTRY SINCE 1896

WOOD PRESERVING

WOOD PRESERVING

WOOD PRESERVING

CONVENIENTLY LOCATED IN THE HEART OF THE PACIFIC NORTHWEST “TREATING COASTAL DOUGLAS FIR IS OUR SPECIALTY”

TSO MARKETS & APPLICATIONS SERVED

Quick Install on Wall Spray & Set adhesive from Homax Products speeds up installation of wall tiles.

The non-toxic, VOC-free adhesive reportedly dries in just minutes and allows layout and chalk lines to show through for easier placement of tiles. Each can covers up to 40 sq. ft., and grout can be added one hour after setting tiles.

 HOMAXPRODUCTS.COM (800) 729-9029

Building-Products.com

GENERAL & HEAVY CONSTRUCTION • HIGHWAYS & BRIDGES MARINE/AQUATIC • AGRICULTURE/AQUACULTURE MILLWORK • EXPORT • SAWN LUMBER & TIMBERS ROUND TIMBER PILING (MARINE, FRESH WATER, & FOUNDATION) GLUE-LAMINATED BEAMS, COLUMNS & ARCHES THE INDUSTRIAL TSO SPECIALIST

ACQ CHEMONITE® ACZA PENTACHLOROPHENOL TYPE A 50-50 CREOSOTE PETROLEUM CLEAN CREOSOTE (P1/13) SALES & ACCOUNTS MGR. JERRY FARLEY 1-503-618-9155 JFarley@JHBaxter.com

CUSTOM TREATING KILN DRYING (KD & KDAT) HEAT STERILIZATION • WWPI BMPS 5 RETORTS: FROM 50’ TO 156’ RAIL SERVICE (UP & BN)

EUGENE, OREGON 1-866-960-9703 www.JHBaxter.com

CUSTOMER SERVICE MGR. MARTY MARTIN 1-541-689-3801 x2 MMartin@JHBaxter.com

JHBaxter & Co. is WBE Certified Affiliations: AWPA • IOHH • LACN • PCCHM&PM • PWLA • WCLIB • WWPI April 2010  The Merchant Magazine 

49

Deck Tool with Bonus The Ipe Clip Co.’s Hardwood Wrench decking tool is now offered in a new package, for added shelf appeal.

The new packaging also contains a canvas carrying case. The tool itself is constructed from hard-anodized aluminum and can bend multiple boards simultaneously. It is also easily reversible, with no extra tools.

 IPECLIP.COM (866) 427-2547

Cellular PVC Railing The new Dartmouth rail system from INTEX Millwork is code-approved for spans up to 12 ft.

Constructed of extruded cellular PVC, the pre-finished rails, newels and accessories offer a 10-year paint warranty.

 INTEXMILLWORK.COM (609) 567-5900

Insulation Boards Steico’s Universal sarking underlayment and sheathing boards offer protection against wind, dust, moisture and sound.

Both water-resistant boards are produced with a T&G profile, so they are ideal for insulating pitched roofs, walls and floors.

 STEICO.COM

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 The Merchant Magazine  April 2010

Engineered Slate Roofing Vision Moderne Slate, manufactured from engineered polymers, reportedly is much lighter in weight and easier to install than slate shingles.

It is guaranteed to not crack or fade or 50 years.

 MODERNESLATE.COM (877) 550-9971

Building-Products.com

Small Blaze Slows Restart of Former KPly Mill Firefighters quickly extinguished a small fire in Peninsula Plywood’s justrestarted plywood mill in Port Angeles, Wa., allowing the facility to be back in production the next day.

The former KPly facility had resumed production March 1. The following evening, a malfunction in a large industrial ventilation motor above one of the dryers sparked a small fire, which spread to portions of the roof, before being contained by the sprinkler system.

Three weeks later, PenPly held a ribbon cutting ceremony, attended by local dignitaries and 200 guests, to mark the opening of the facility.

Peninsula Plywood was the original name of the mill when it first opened in 1941.

mowers—were reportedly still at the store, and he had collected a reimbursement check of $25,329 from his

insurer.

Released on a $10,000 bond, Fontana is awaiting a late August trial.

IN Memoriam Robert Cash, 65, former sales rep for Western International Forest Products, Beaverton, Or., died Feb. 17 in Boynton Beach, Fl. Mr. Cash worked at Western and other Portland-area LBM firms before moving to Florida. He started with Seven D Wholesale, Deerfield Beach, Fl., in 1993, and worked there until his retirement last June.

John Bradley “Brad” Pott, 47, member of the family that owns R/W Specialties, Denver, Co., died Feb. 6 in Denver.

Brad ran R/W’s mill for 12 years and its warehouse for 10.

Blair Simmons, 54, sales rep for Allweather Wood, Washougal, Wa., died Dec. 30 in San Bernardino, Ca. Mr. Simmons started his lumber career at age 15, at Dill Lumber, Redlands, Ca. He later worked at Inland Lumber, Chandler Lumber, Pacific States Industries, HomeClub/ HomeBase, Redwood Empire, and Anfinson Lumber.

In 2008, he started his own company, Pine Creek Trading.

Colorado Owner Charged The owner of a True Value Hardware in Salida, Co., has been charged with two counts of forgery, theft, and theft by receiving.

James J. Fontana III was accused of “unlawfully receiving or disposing of things of value,” in the form of merchandise that had been stolen from Murdoch’s Ranch & Home Supply.

He was also accused of falsely reporting a robbery at his own store, for which he collected insurance monies.

He pleaded not guilty to the charges.

According to the indictment, Harold Long, manager of Murdoch’s, reported that items worth a total of $4,930 were taken from the outside storage area at Murdoch’s between Sept. 1, 2008 and February 2009.

Local police also received information that Fontana reported a burglary at his store that never happened, the “missing” items—five push and riding

Building-Products.com

April 2010  The Merchant Magazine 

51

WWPA Photos by The Merchant Magazine

WESTERN WOOD Products Association held its annual meeting March 8-9 in Portland, Or. [1] John Schick, Rich Geary. [2] Val Malliris, Jamie Trenter. [3] Brad Hatley, Ken Tennefoss. [4] Craig Larsen, Frank Stewart. [5] Steve Swanson, George Emmerson. [6] John Deisher, Butch Bernhardt. [7] Steve Randles, Tim Smith. [8] Tony Colter, David Jackson. [9] Tom Shaffer, Wes Bush, Mike Stevens. [10] Eric Schooler, Bob Lewis. [11] Dan Leboe, Arron Stephens. [12] John Shelk, Wade

52

ď Ž The Merchant Magazine ď Ž April 2010

Mosby. [13] Tom Searles, Fritz Mason. [14] Mike Gruenke, Anne Erickson, Ted Roberts. [15] Linda Sabrowski, Steve Passe. [16] Scott Elston, Bob Mai. [17] Pete Malliris, David Durst, Matt Dierdorff, Jeff Dill, Laurie Creech. [18] Steven Hofer, Jim Talley, Gary Pittman. [19] Tom Temple, Doug Reed. [20] Hal Fay, Bob Shepherd. [21] Shawn Church, Russ Vaagen. [22] Scott & Monica Stormoen. [23] Russ Hobbs.

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

WWPA Photos by The Merchant Magazine

MORE WWPA (continued from previous page): [1] Shauna & Art Andrews, Janet Daucsavage. [2] Dennis Murphy, Claude Gregory. [3] Jim Mathews, Cory Sparks, Russ Tovey. [4] Mel Lundberg. [5] Kevin & Adrienne Binam, Jim Scharnhorst. [6] Janet & Mike Phillips. [7] Jim Vandegrift, Evelyn Kamitomo.

[8] Allan Trinkwald, Mike O’Halloran. [9] Christoper Crucitt, Mike Potempa, Steve Firko.

[10] Thomas Lovlien, Mike Dobson. [11] Glenn Lowe. [12] Jonny Wilford, Steve De Zwarte.

[13] Jeff & Susie Webber, Tom Temple.

Send us your news!

Have your recent expansion, promotions or other company changes published in the next issue of The Merchant.

Just fax your news to 949-852-0231 or email kdebats@building-products.com. (a free service)

Building-Products.com

April 2010  The Merchant Magazine 

53

WOOD TREATERS Photos by Huck DeVenzio

QUALITY WOOD Preservers Society’s meeting Feb. 18-21 in San Juan, Puerto Rico, included a Pirates of the Caribbean party and was sponsored by their preservative supplier, Arch Wood Protection. [1] Brenda Heindl, Huck DeVenzio, Brenda Kittrell. [2] Rodney Hardison, Dick & Elaina Jackson. [3] Donna & Corry McFarland. [4] Vic & Nancy Sowl. [5] Laura Wright, Grady Brafford, Morgan Wright. [6] Steve & Maureen Wisnewski. [7] Carey & Kari Garst. [8] Marty & Cheri Olheiser, Elizabeth Everitt. [9] Steve & Patty

54

 The Merchant Magazine  April 2010

Shields. [10] Becky & Kevin Escue. [11] Paul & Missy Barnes. [12] Margaret & Jacques McKay. [13] Omar & Traci Lavelle. [14] Steve Snyder, Kim & Lloyd Docter. [15] Mark & Monica Lewallen, Mikee Johnson. [16] Jeff, Julie, Sarah & Sandy Miller. [17] Bob, Chelsea, Kathie & Katy Gruber.

[18] David & Jessica Harris. [19] Joe Lstiburek, Pam Mitchell, Mark Shows, Dave Perry. [20] Georgia, Joe, Will & Jack Krause. [21] Dick & Bonnie Keeley. [22] Michael Campbell, Sadi Yarti. [23] Carolyn Magers, Luis Fernandez, Scott Hoffman. [24] Anne & Ramsay Smith.

Building-Products.com

ASSOCIATION Update Lumber Association of California & Nevada elected Bobby Senften, v.p. and outside sales mgr. at Freidman’s Home Improvement, Rohnert Park, Ca., as its new treasurer. He replaces Steve Fleiner, who has left Reno Lumber to take a construction management job in Texas.

2nd Growth has scheduled its annual summer conference for July 15-16 at Hotel Solamar, San Diego, Ca.

Wright’s Talesin West, an olive mill, African wildlife park, botanical garden, and zoo.

tion, will discuss whether manufacturing has a future in the U.S. The first day begins with golf at Camelback Golf Club, followed by networking reception. Optional sidetrips include visits to Frank Lloyd

Western Wood Products Association elected Allan Trinkwald, Simpson Lumber, Tacoma, Wa., chairman during its recent annual meeting. (See meeting photos below and on pages 52-53.)

Mountain States Lumber & Building Material Dealers Association is offering webinars on bloodborne pathogens July 15 and on personal protection equipment Aug. 10 and 26.

WESTERN WOOD Products Association director of quality services Kevin Binam (upper left photo, l-r) presented Master Lumberman Awards to Tim Smith and David Pietz of Stimson Lumber, Forest Grove, Or., during the association’s recent annual meeting. (Upper right) WWPA first vice-chairman Bob Lewis handed out Chairman’s Safety Awards to Bill Stone, Georgia-Pacific West, Philomath, Or., for best five-year record for mills with 220,000-340,000 employee hours, and (lower right) to Bob Banchero, Stimson Lumber, Clatskanie, Or., for best five-year record for mills with less than 220,000 employee hours annually (Priest River, Id.) and mills with more than 340,000 employee hours annually (Forest Grove, Id.).

Hardwood Plywood & Veneer Association will gather May 23-25 at DoubleTree Paradise Valley Resort, Scottsdale, Az., for its annual spring convention.

Phil Levy, resident scholar at the American Enterprise Institute for Public Policy Research will discuss China and international trade. Sam Sherraden, New American Founda-

Wholesale Industrial Lumber

REEL

LUMBER SERVICE

1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca. 92806 Fax 714-630-3190 (714) 632-1988 • (800) 675-REEL 3518 Chicago Ave., Riverside, Ca. 92507

(951) 781-0564

www.reellumber.com Building-Products.com

At Reel Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include: • Hardwood Lumber & Pine • Hardwood Plywood & Veneers • Melamine Plywood • Hardwood Moulding (alder, cherry, mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech) • Milling (moulding profiles, S2S, SLR1E, SLR2E, & resawn lumber) • Woodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

• Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

Our products are widely used in interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. We stock a complete line of complementary products to complete virtually any woodworking or millwork project.

April 2010  The Merchant Magazine 

55

CLASSIFIED Marketplace

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

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline:

HELP WANTED

OUTSIDE SALES REPRESENTATIVE – TAIGA BUILDING PRODUCTS Full-time opportunity to sell our products in Northern California from our branch in Rocklin, Ca. Looking for a team player who’s also an individual go-getter. Requires college degree or equivalent experience, overnight travel within territory, computer literacy, and excellent organizational and communication skills.

Candidate will be able to meet and exceed sales targets, generate new business in given territory, execute promotional programs and product demonstrations, and develop close working relationships with customers and suppliers.

Email resume to hr@taigabuilding.com.

SOUTHERN CALIFORNIA, SAN FERNANDO VALLEY COMMISSION SALESPERSON: The right motivated salesperson will flourish with our very generous commission plan and methods. Not all distributors are the same: there is a difference! Let’s talk. Our goal is to expand market share in the greater Los Angeles area. A salary-plus-bonus plan will get you off the ground, and we offer a generous benefits package. Primarily telephone sales to Southern California customers. The right person will be a reliable self-starter with a positive attitude and a strong work ethic. Lumber or plywood sales experience with excellent English communication skills.

INSIDE SALES/ORDER DESK: We are looking for a very reliable, hard working team player for Counter Sales and order fulfillment, and to deliver superior customer service to Cash-and-Carry customers. The position is hourly with bonuses, plus a generous benefits package with excellent potential for growth and development. Are you a friendly people-person and upbeat with a positive attitude? Experience in lumber and plywood, building materials, or hardware is a huge advantage. Excellent English is required, bi-lingual Spanish preferred.

Send your resume Attn: Box 715, to dkoenig@building-products.com or c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

UNIVERSAL TRUSS INC. is currently looking for a truss salesperson for the Southern California market. Local market customer base is preferred. Please contact Erik Batson, sales manager, at (951) 232-9037.

56

 The Merchant Magazine  April 2010

18th of previous month.

To reply to ads with private box numbers, send correspondence to box number shown, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, or dkoenig@building-products.com. Names of advertisers using a box number cannot be released.

HELP WANTED EMPLOYMENT OPPORTUNITIES IN THE U.S. AND CANADA: Our client is seeking to hire Senior Commodity and Specialty Forest Products Traders NOW. Selected candidates must have a track record in generating in excess of $200,000 in annual gross margins.

Commissions range to 45% of the gross.

Client’s working capital line exceeds $200M. Excellent benefit and retirement package. For a confidential discussion, contact Carl Jansen at Search North America, (541) 593-2777, email carlj@searchna.com, www.searchna.com.

FULL TIME/PART TIME person to represent Rocky Mountain BluWood in Western Colorado, Utah, Nevada, and Idaho. Sales will involve primarily FSC lumber and building materials. Contact Pat Bischel, cell (715) 2104105.

SEEKING EXPERIENCED “TRUCK/RAIL Transportation Broker.” We are a growing lumber sales and transportation company in Eagle, Id. Experience with truck or rail freight is a must. Commission based. Fax resume to Roger at 208-323-9191 or email rbrown@eaglefp.net.

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

SEASONED HARDWOOD lumber, moulding & panel product salesperson wanted.

Territory – All Southern California. Access to $5.5-million diversified inventory & custom millwork facility. All inquiries held in strictest confidence. Email your resume to dennisj@ petermanlumber.com INDUSTRIAL LUMBER and wood packaging sales representatives wanted. Conner Industries (www.connerindustries.com) is eager to recruit highly motivated sales professionals to expand its industrial sales force. Conner takes pride in its leadership role in the industrial wood products and services market. Please email your resume to gabram@ connerindustries.com.

HELP WANTED

REDWOOD EMPIRE is a manufacturedbased distributor looking for experienced salespeople in wholesale and industrial, with backgrounds in commodities, redwood, cedar, plywood, steel, pressure treated, exotic hardwood decking, exotic flooring, and imported lumber and fencing. Positions are available in Southern California. Please send resume to Sean Burch, Redwood Empire, P.O. Box 1438, San Jose, Ca. 95109-1438, email sburch@redwoodemp.com. www.redwoodemp.com LUMBER MARKET REPRESENTATIVE: Charlotte, N.C. Forest2Market, Inc., the emerging leader in lumber market price reports and analytics is seeking a lumber market sales representative. Candidates should possess knowledge of the commercial lumber supply chain and college-level mastery of descriptive statistics and supply/demand economics. Email your resume to inquiry@forest2market.com.

CONTRACTOR LUMBER SALES Position: Reliable Wholesale Lumber is looking for highly motivated and established outside lumber salespeople for our Stockton, Riverside and Huntington Beach facilities. We would prefer applicants to be currently active in lumber sales specifically with framing contractors and or developers. All inquiries will be kept strictly confidential. Please email resume to: EmploymentInquiry@rwli.net.

FOR SALE

3,000 at 16¢ each 1,000 at 89¢ each

INDEPENDENT, FAMILY-OWNED company seeking an outside salesperson who is a real closer to work California’s Central Valley.

Someone with an existing customer base is prefered. Contact Mike White, (831) 431-0295, Big Creek Lumber.

Building-Products.com

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

International Log Builders Association – April 8-11, annual conference, Prescott Resort & Conference Center, Prescott, Az.; (250) 547-8776; www.logassociation.org.

National Paint & Coatings Association – April 13-15, annual meeting & technical conference, Charlotte, N.C.; (202) 462-6272.

Lumber Association of California & Nevada – April 15, golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; (800) 2664344; www.lumberassociation.org.

National Kitchen & Bath Association – April 16-18, annual conference & show, McCormick Place, Chicago, Il.; (800) 843-6522; www.nkba.org.

Los Angeles Hardwood Lumberman’s Club – April 17, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556.

Remodeling & Decorating Show – April 17-18, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950; www.thehomeshow.com.

American Hardware Manufacturers Association – April 18-21, hardlines technology forum, Renaissance Hotel, Schaumburg, Il.; (847) 605-1025; www.ahma.org.

Transload Distribution Association – April 19-20, annual conference, DoubleTree, San Antonio, Tx.; (503) 656-4282; www.transload.org.

Structural Insulated Panel Association – April 19-22, annual conference, Chicago, Il.; (253) 858-7472; www.sips.org.

Forest Products Society – April 20-22, Smallwood conference, Hot Springs, Ar.; (608) 231-1361; www.forestprod.org.

Woodworking Machinery Industry Association – April 21-24, conference, Hyatt Regency, Monterey, Ca.; (410) 931-8100; www.wmia.org.

Paint & Decorating Retailers Association – May 4-6, annual show, Las Vegas Convention Center, Las Vegas, Nv.; (800) 7370107; www.pdra.org.

American Architectural Manufacturers Association – May 5-6, western region spring meeting, Waterfront Plaza Hotel, Oakland, Ca.; (847) 303-5664; www.aamanet.org.

Lumber Association of California & Nevada – May 6, 2nd Growth meeting, Brea, Ca.; (800) 266-4344; www.lumberassociation.org.

National Retail Federation – May 10-12, leadership conference, National Press Club, Washington, D.C.; (202) 783-7971; www. nrf.com.

Construction Specifications Institute – May 11-14, annual convention, Pennsylvania Convention Center, Philadelphia, Pa.; (301) 670-0604; www.csinet.org.

Los Angeles Hardwood Lumberman’s Club – May 13, ladies night, Phoenix Club, Anaheim, Ca.; (626) 445-8556.

Do It Best Corp. – May 15-17, spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbest.com.

Lumber Association of California & Nevada – May 16-18, 2nd Growth forest/mill tour, Redding/Sacramento, Ca.; (800) 2664344; www.lumberassociation.org.

National Association of Home Builders – May 16-18, national green building conference, Marriott City Center, Raleigh, N.C.; (800) 368-5242; www.nahb.com.

Kitchen Cabinet Manufacturers Association – May 16-19, annual convention, Isle of Palms, S.C.; (703) 264-1690; www.kcma.org.

American Wood Protection Association – May 23-25, annual meeting, Hyatt Regency, Savannah, Ga.; (800) 356-1974; www. awpa.com.

Hardwood Plywood & Veneer Association – May 23-25, conference, DoubleTree Paradise Valley Resort, Scottsdale, Az.; (703) 435-2900; www.hpva.org.

Portland Hoo-Hoo Club – April 23, spring initiation & social, Hayden’s Grill, Tualatin, Or.; (503) 675-0040.

Southern California Hoo-Hoo Club – April 23, Don Gregson Memorial Golf Tournament, San Dimas Golf Course, San Dimas, Ca.; (760) 324-0842; www.hoohoo117.org.

West Coast Lumber Inspection Bureau – April 23, annual meeting, Riverplace Hotel, Portland, Or.; (503) 639-0651; www.wclib.org.

Remodeling & Decorating Show – April 23-25, South Town Expo Center, Sandy, Ut.; (818) 571-9012.

Material Handling Industry of America – April 26-29, annual expo, I-X Center, Cleveland, Oh.; (704) 676-1190; www.mhia.org.

International Wood Products Association – April 28-30, annual convention, Eden Roc Hotel, Miami Beach, Fl.; (703) 820-6696; www.iwpawood.org.

Remodeling & Decorating Show – April 30-May 2, Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Black Bart Hoo-Hoo Club – May 1, annual poker tournament & BBQ, Sonoma County Airport, Santa Rosa, Ca.; (707) 621-4852.

Material Handling Equipment Distributors Association – May 15, annual convention, Marriott Marco Island Resort & Spa, Marco Island, Fl.; (847) 680-3500.

Composite Panel Association – May 2-4, spring meeting, Hyatt Regency, Bonita Springs, Fl.; (301) 670-0604; www.pbmdf.com.

National Hardware Show – May 4-6, Las Vegas Convention Center, Las Vegas, Nv.; (847) 605-1025; www.nationalhardwareshow.com.

Tacoma-Olympia Hoo-Hoo – May 4, Old Timer’s Night, Tacoma Elk Club, Tacoma, Wa.; (253) 531-1834.

Building-Products.com

April 2010  The Merchant Magazine 

57

IDEA File Hard-to-Finds—Online

The stereotype is often true:

The big box store comes to town and monopolizes sales of the most popular building materials throughout the area, leaving generations-old mom-and-pop shops to survive on peddling slower-moving, oddball items to an ever-shrinking clientele.

Certainly the Satterfield family, owners of 88-yearold Rollier’s Hardware, Pittsburgh, Pa., noticed sales holding strong for hard-to-find items the mass retailers wouldn’t carry, such as Christmas lights with brown and white wires to be used for weddings and outdoor decoration, cedar oil for restoring cedar-lined closets, and cast iron drain covers.

So instead of fighting the trend by abandoning the unique hardware stock, the Satterfields decided to expose their quirky wares to a worldwide audience via the Internet.

In 2007, Brett and Derek Satterfield launched HardToFindItems.com, as both a complement to Rollier’s storefront and as a way to expand their sales prospects beyond the Pittsburgh city limits.

Key tools in reaching buyers have been Google’s Adwords program and an Amazon.com seller account.

“Most people generally view technology in a negative light when comparing small businesses to corporations,” said Brett. “While technology has allowed large corporations to run much more efficiently, it has allowed small businesses to compete nationally and internationally with only a nominal investment.”

The Satterfields’ $6,000 investment became $1.3 million in revenue in 2009 and is now on pace to generate sales of $3 million a year.

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

Advantage Trim & Lumber [www.advantagelumber.com] .......................49 Allweather Wood Treaters [www.allweatherwood.com]...........................44 Anfinson Lumber Sales [www.anfinson.com] ...........................................57 Arch Wood Protection [www.wolmanizedwood.com] ...........Cover I, 30-31 Auto-Stak Systems [www.autostak.com]...................................................28 Cal Coast Wholesale Lumber......................................................................36 California Redwood Co., The [www.californiaredwoodco.com] ...............7 California Timberline......................................................................................4 C&E Lumber Co. [www.lodgepolepine.com] .............................................51 Capital [www.capital-lumber.com]..............................................................41 Compass Lumber Products Inc. [www.compasslumber.com] ................41 Conrad Forest Products [www.conradfp.com]..........................................15 Exterior Wood [www.exteriorwood.com] ...................................................17 Fiberon LLC [www.fiberondecking.com] ........................................Cover III Fletcher Wood Solutions [www.tenonusa.com]........................................43 Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........26 Hoover Treated Wood Products [www.frtw.com] ...........................Cover IV Huff Lumber Co. ...........................................................................................46 J.H. Baxter [www.jhbaxter.com] .................................................................49 Keller Lumber Co. ........................................................................................25 LP Building Products [www.lpcorp.com].....................................................3 Manke Lumber Co. [www.mankelumber.com]...........................................48 Matthews Marking Products [www.matthewsmarking.com]....................39 McFarland Cascade [www.mcfarlandcascade.com] .................................13 Nevada Wood Preserving [www.pacificwood.com] ..................................21 Norman Distribution Inc. [www.normandist.com].....................................45 Osmose [www.osmose.com] .............................................................Cover II Pacific Wood Preserving Cos. [www.pacificwood.com] ..........................40 Pennsylvania Lumbermens Mutual Insurance Co. [www.plmins.com]...33

How Much Wood Is in the Woods?

(Continued from page 9)

ments all but dried up from the midpoint of the last decade to the cyclical low in 2009. Those investment groups with high debt leverage have been and will continue to be under pressure to harvest no matter what the prices are. But those investment groups with little or no debt can pull the timber off the market and wait for better prices.

However, this policy provides investors with no cash flow. Once prices do recover, there will be pressure on these owners to earn some money to pay investors. Against a backdrop of moderate demand in coming years, this dynamic will help to keep timber prices below previous peak levels.

For a detailed analysis of the impacts of the recent developments on lumber, panel and timber markets, please see the following just-released RISI publications: North American Lumber Forecast – 15-Year, North American Wood Panels Forecast – 15-Year, and North American Timber Forecast – 15-Year.

– Robert Berg is principal lumber economist for RISI. Reach him at bberg@risi.com.

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 The Merchant Magazine  April 2010

QB Corp. [www.qbcorp.com] ........................................................................8 Quality Borate Co. [www.qualityborate.com] ............................................38 Redwood Empire [www.redwoodemp.com] ..............................................27 Reel Lumber Service [www.reellumber.com] ............................................55 Regal Custom Millwork................................................................................55 Reliable Wholesale Lumber Inc. [www.rwli.com] ......................................37 Rosboro [www.rosboro.com]......................................................................42 Roseburg Forest Products [www.rfpco.com]............................................29 Royal Pacific Industries...............................................................................47 Simpson Strong-Tie [www.strongtie.com].................................................33 Snider Industries [www.sniderindustries.com].........................................50 Superior Wood Treating [www.superiorwoodtreating.com] ....................53 Swanson Group Sales Co. [www.swansongroupinc.com].......................24 Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........35 Utah Wood Preserving Co. ....................................................................19, 51 Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ..................36 Viance [www.treatedwood.com] ...................................................................5 Western Wood Preserving Co. [www.westernwoodpreserving.com] .....23

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