The Merchant Magazine - March 2011

MERCHANT

48 TIPS TO BOOST GREEN SALES WESTERN CEDAR & REDWOOD DECK FASTENERS

The

MARCH 2011

Magazine

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

The

MERCHANT

Special Features 8 PRODUCT SPOTLIGHT CEDAR WEATHERS SYNTHETIC CHALLENGE

9 MANAGEMENT TIPS PRESTAINING ADDS EXTRA PROTECTION FOR CEDAR SIDING

10 INDUSTRY TRENDS LOCAL BONDS: REDWOOD TAKES SUSTAINABILITY INTO COMMUNITIES

14 FEATURE STORY 48 TIPS FOR TURNING A PROFIT ON GREEN, INCLUDING WAYS TO CUT COSTS, TRACK TRENDS, AND SELECT PRODUCTS

30 MARGIN BUILDERS DEBATE RAGES OVER DECK FASTENERS: CLIP, SCREW OR PLUG?

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In Every Issue 6 TOTALLY RANDOM 12 COMPETITIVE INTELLIGENCE 19 GREEN RETAILING 20 OLSEN ON SALES 26 KAHLE ON SALES 32 FAMILY BUSINESS 35 ASSOCIATION UPDATE 36 MOVERS & SHAKERS 38 NEW PRODUCTS 46 IN MEMORIAM 48 CLASSIFIED MARKETPLACE 49 DATE BOOK 50 IDEA FILE 50 ADVERTISERS INDEX

March 2011

Volume 89 Number 9

BREAKING INDUSTRY NEWS, INDUSTRY PHOTO DOWNLOADS, & THE MERCHANT: DIGITAL VERSION BUILDING-PRODUCTS.COM

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

California Timberline, Inc.

44 PHOTO RECAP: GUARDIAN MARKET

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

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The Merchant Magazine March 2011

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

W

Winter blues

ELL, SO MUCH FOR GLOBAL WARMING!

In the Northeast, I think it is now six snowfalls in the recent past and I am sure more to come. As I have heard from many of you— it’s not easy to run a business such as ours in these conditions. All over the country a number of you have reported a tough last few weeks, and it doesn’t look like it will end any time soon. From bad conditions in Atlanta to snow in Dallas—and the debacle of the last week all over the northern states—it seems as if Lady Luck has been evading all of us.

It has been an interesting week, to say the least. I started off in Las Vegas for an event, went quickly home to California to repack, then headed for the NRLA show in Foxwoods, Ct. We knew a storm was coming, but my colleague and I decided we should be able to beat it. At least that is what I thought, and United Airlines seemed to agree with me.

Hearing “Are you crazy?” for the fifteenth time from my wife as I left at 4 a.m., I headed for LAX. I had checked every advisory. Up to the last minute, we were told that our connections to and from Chicago were still a go and that our flight was safe. No problemo!

As we were landing, we received our gate assignment. There wasn’t a drop of snow in the air. All seemed good. I was smiling over how smart I was. But after de-boarding, I saw that all flights to Hartford were cancelled for the day. Great! And to make matters worse, Chicago would be closed for the next day. We decided there was no point in trying to get to Hartford, since we’d probably have to wait two or three days for a flight home. We quickly decided to head back to Los Angeles. With a long list of cancellations building up, we considered ourselves lucky to get a flight to New Orleans, on to Los Angeles. A few minutes later, we saw this flight now listed as cancelled, but rushed to the gate to find out that it was, in fact, boarding. The pilot and passengers were doing high fives over being the chosen ones to get out. Of course, snow started to sweep in. We boarded, de-iced, and sat on the runway. Naturally, the flight then got cancelled. We were now locked in. Of course, every time I called home with an update, my wife graciously reminded me how stupid I was to try to go in the first place.

With the airport closing down fast, we knew it was time to find a hotel. By the time we caught a hotel shuttle, we had no clue where we were going—as you could not see a thing in the blizzard. In the meantime, we had booked a flight for Thursday, but due to nonavailability, booked a flight to another airport—inconvenient but anything to get out of Chicago. That evening, intrepid travelers from all over huddled in the Hilton and started sharing their tales of the day. There were only about 30 of us in the entire hotel, all stuck with nowhere to go. Of course I got the “I told you” so speech at least another five times.

On Wednesday morning, I learned our flight for Thursday was cancelled, so I started all over again with the call center in India. I must say the reservationists were helpful, but in their sunny climate had absolutely no clue what was going on in Chicago. I finally accepted that we could not get a direct flight and agreed to travel via Jackson Hole. Snow to snow—pretty smart, eh? With freezing temperatures and snow drifting to 6 feet, we were confined to our the hotel with only about a dozen TV channels. My colleague and I quickly reminded why we live in sunny California (except when it rains and floods, as my house did a few days before Christmas). After another long day, with depression setting in and afraid to call home to hear it all over again, I headed for bed with visions of finally escaping the next day.

Waking up at 5 a.m., I quickly checked to make sure all was good, then headed off for breakfast for what was sure to be yet another long day. I then noticed that the hotel’s airport board showed our flight was delayed due to crew shortage— not a good sign. We headed for the airport anyway and, after a lot of persuasive pleading (and begging), got ourselves on standby for one direct flight and confirmed for a second later in the day. The story ends here, as we got the first flight out, since many smarter passengers (as the United ground agent told me) decided not to fly on Tuesday.

My wife was delighted to see me again, so that she could remind me that I never listen.

Yes, all true and guilty—why are wives so smart? And why do I give mine so many opportunities to gloat? You better listen better than me! Have a better month.

Alan Oakes, Publisher ajoakes@aol.com

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The Merchant Magazine March 2011

The

MERCHANT

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A publication of Cutler Publishing

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

Publisher Alan Oakes ajoakes@aol.com

Publisher Emeritus David Cutler

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

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

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

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

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PRODUCT Spotlight Western Red Cedar

By Jack Draper, Western Red Cedar Lumber Association

Natural cedar weathers the synthetic challenge

C

INHERENTLY DURABLE wood products, such as western red cedar, provide countless environmental advantages over manmade substitutes.

OLOR . T EXTURE . D URABILITY .

Toxicity. Sustainability. All are important considerations when evaluating materials, of which the choices are many.

Manufacturers of alternative products make all kinds of comparisons and claims. Some say their products imitate the color and texture of natural materials, downplaying that they are

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The Merchant Magazine March 2011

not the real thing. Others make unproven claims about being longlasting and environmentally friendly.

All of it is done in the spirit of trying to be like something else.

All the noise can be dizzying, but there is a simple solution to choosing trim, siding, and decking product alternatives that contain formaldehyde, mercury, dioxin and PVC—and

that’s not to use them at all. After all, so much effort goes into containing and regulating these toxins – most of which occur during product manufacture—and yet the most authentic, truly green building material has been time-tested for centuries: wood.

Products made from real wood, like western red cedar, are naturally durable, and in life cycle studies, actually stack up better than synthetics. That is because wood is all natural and 100% renewable rather than manufactured from manmade petroleum-based products. Its authentic nature minimizes the environmental footprint from creation to disposal, due in large part to the minimal exposure to energy-intensive factories and harmful chemical processes.

More and more, that environmental component matters. Desire to lower the carbon footprint and the rising environmental consciousness has placed a premium on sustainable building products. Recent history suggests a continued push for the best design that uses the most sustainable materials to strike a balance in what some are calling “eco chic” projects.

And, it all begins with the materials. Cedar and other wood products have the advantage of being beautiful, durable and sustainable.

“So, after all the effort that’s been made to deal with toxins, and all the effort that’s been made to make synthetics look like wood, why not just use the real thing?” asks John Wagner, a nationally recognized green and sustainability expert.

Alternative manmade composites are made from irreplaceable Building-Products.com

resources, consume high amounts of energy during production, release pollution in the process, and fill up landfills. That combination is not exactly a recipe for leaving the environment better off.

Conversely, producers of wood products work to create the lowest environmental impact when compared against other materials. Reforestation and renewal rates for cedar, as an example, exceed the rate at which trees are harvested.

Durability, always a criterion when evaluating products, is also very high with wood. As a natural material, wood lasts longer than alternative manmade building products, which have been unable to duplicate wood’s unique character and performance.

Materials’ character and durability were of high importance when it came time to select siding and decking for the Tree Adventure, a 450-ft. walkway among the tree canopy high above the Morris Arboretum at the University of Pennsylvania. Red cedar’s natural hues, tight grain patterns, and soft texture brought aesthetic value, while its durability and long, straight lengths made it the ideal fit for a project that lives among forested terrain.

What’s more, wood weathers well and does not fade, is naturally resistant to moisture, decay and insect damage, and can be easily restored to its original condition. Stains and coatings are also made to protect and enhance durability.

Western red cedar also contributed warmth, longevity and character as one of the more prominent sustainable materials of the Margarido House in Oakland, Ca. The home is the first in the country to receive LEED-H certification and a GreenPoint rating from the state of California.

For the professional or the do-ityourselfer, ease of installation is also a benefit. Wood is far easier to cut and install for decks, siding, outdoor pergolas, and gazebos than heavy, dense composites. Wood is clean and naturally eco-friendly to work with and does not create hazardous, toxic dusts when cut.

Then there is the added benefit.

Wood looks good.

Natural materials, including real wood, contribute warmth, style and beauty that add value to a home. That is a point conceded even by composite producers, who understand the appeal of real wood and are manufacturing products to look like wood.

Building-Products.com

Prefinished for Extra Protection

For optimum performance, Western Red Cedar Lumber Association recommends that western red cedar is preprimed or prefinished prior to job site delivery.

Factory priming is performed in an industrial setting where a machine applies a coating to all six sides of each board. The coated boards are then dried prior to shipment to the job sites.

Factory finishing takes it a step further—with the additional application of one or two topcoats of acrylic latex paint, solid stains, or natural stains.

The process ensures:

Siskiyou Forest Products Anderson, Ca. www.siskiyouforestproducts.com

• a controlled environment to permit proper curing of the finish

Woodtone Building Products Vancouver, B.C.; Seattle, Wa. www.woodtone.com

• application of a uniform coating at the recommended coverage to all six surfaces of every piece • protection for the wood from exposure to sunlight and surface contamination by mildew and dirt • elimination of lap marks, streaks and shrink lines after installation

Sound Cedar Co. Mount Vernon, Wa. soundcedar.com

Specialty Wood Products Aurora, Co. www.swp.net Unity Forest Products Yuba City, Ca. www.unityforest.com

Watkin Sawmills Mission, B.C. www.watkinsawmills.com

Yoder Cedar Works St. Ignatious, Mt. www.kilmercreek.com

• ability to install products at any time of the year • typically, inclusion of a coating warranty.

Authorized machine coating applicators in the West include: Bear Creek Lumber Winthrop, Wa. www.bearcreeklumber.com California Pre-Stain Long Beach, Ca. www.calprestain.com

Lakeside Lumber Portland, Or. www.lakesidelumber.com

Lausmann Lumber Co. Loomis, Ca. www.lausmannlumber.com

Northern Priming & Prestain Kersey, Co. www.tetonwest.com

Northwest Coating Systems Woodburn, Or. www.northwestcoating.com

MAXIMUM PROTECTION is provided to western red cedar, such as the Reserve line from Siskiyou Forest Products, coated with two layers of primer plus a finish.

March 2011 The Merchant Magazine

9

INDUSTRY Trends

By California Redwood Association

California redwood takes sustainability into communities R

EDWOOD HAS LONG BEEN FAVORED

for its unique color and natural durability. While redwood can hold its “like new” warm tones with a simple maintenance schedule, the fact that redwood can be virtually ignored and still age gracefully make it an ideal choice for outdoor projects that may be exposed to the elements over time.

Now, the locally-grown movement and emphasis on sustainability are giving consumers more reason to consider redwood. The redwood that reaches retail stores and consumer backyards comes from forests managed to the highest sustainability standards in the world. All commercially available redwood is California grown. Roughly 90% of redwood on the market is certified under the two largest independent sustainable forestry organizations in the world, the Forest Stewardship Council and the Sustainable Forestry Initiative.

“Sustainability is about more than conserving forest resources,” says Bob Mion, community relations director for the California Redwood Association. “Sustainability includes economic and social considerations, which is one reason you see redwood appearing in so many community outreach and support efforts. Redwood producers are active in their communities. Sustaining forests includes sustaining communities. Redwood is a natural for meeting certain needs in the community, like in community gardens and on school campuses.”

Raised planting beds made of redwood for community gardens are one example. “Redwood provides natural resistance to rot and decay,” says Mion. “It is an excellent choice for

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The Merchant Magazine March 2011

CAL POLY student architects chose redwood when designing a 60-ft. bench for the campus.

MATERIALS for the university bench were donated by Big Creek Lumber Co., Paso Robles, Ca. Building-Products.com

working in gardens. The chemicals in treated wood can make their way into soils and plants, whereas redwood gets its resilience from tannins that occur naturally in the wood.

Redwood is as garden-friendly as it gets.”

Architects embrace redwood for its strength as well as its aesthetic qualities. A bench project on the campus of Cal Poly-San Luis Obispo highlight both characteristics and created a teaching opportunity, as well.

“My fourth-year architectural design students and I designed a 60-foot bench structure built with donated redwood and attached to a concrete retaining wall,” says Cal Poly professor Jonathan Reich. “Redwood was the perfect choice for us because of its strength, beauty, durability and weathering characteristics. This is the only wooden part of our otherwise concrete and steel building, and it has made this courtyard more comfortable. We have added much needed warmth, seating, and study space.”

Redwood also fit with the school’s desire to utilize locally sourced materials from an environmentally responsible partner. “We didn’t want to use lower-quality pine or hemlock because we want the project to last,” says Reich.

“This effort had to look good and reflect our understanding of appropriate materials.”

Identifying specific needs can help identify the right material for any project. When Plowshares, a community supported organization providing services to individuals and families in need in Ukiah, Ca., built a facility and kitchen to feed the hungry, it chose redwood for a fence to surround the structure.

Plowshares selected redwood to ensure long-lasting performance and maintain a positive appearance. Redwood fences provide a high degree of privacy and stand up to even the most harsh weather conditions. The grassroots

Building-Products.com

SERVICE ORGANIZATION Plowshares looked to redwood when building a fence to surround its community outreach facility.

organization, which relies heavily on donated time and effort, also appreciated that redwood is easy to work with.

“We rely on donations, and the fence was a wonderful finishing touch,” says Plowshares executive director Ana Mahoney. “Not only did the fence allow us to complete the good neighbor process, it helps protect the community garden.

“It is important that we help people understand redwood is a renewable, sustainable resource,” says CRA president Charlie Jourdain. “Projects that help sustain communities provide more than gardens, benches or fences. They provide an educational opportunity, too.”

March 2011 The Merchant Magazine

11

COMPETITIVE Intelligence

By Carla Waldemar

Relationships build the business

I

HILLTOP LUMBER’S Parkers Prairie store is one of four throughout northern Minnesota.

was launched in 2005 in outstate Minnesota and, from the get-go, left scores of same-old, same-old contractors in the dust.

Revenues for 2010 were $15 million, garnered on mega-projects such as Lakewood Terrace, a $5 million multi-family condominium project, and Grand Arbor, another huge complex focused on senior living—both in Alexandria, Innovative Builders’ home base.

How’d you like to be the supplier of choice for such an outfit? To find out which lucky stiff got the business, I called Innovative Builders’ c.e.o. Hilltop Lumber, he fired back. And luck didn’t enter the picture, either. “They’ve got the best customer service. Their estimating is accurate, and they deliver on their promise,” the boss relates, adding, “and still they came in lower than a couple of other bidders.”

Next, I got ahold of Hilltop to see what’s the deal—and the one-word answer is “relationships.” We’ll get to that in a minute, along with a peek at some other pretty spectacular services it offers. First, the backstory: Hilltop was launched in 1988, when Paul Klinek and his brother, who operated a contracting crew, realized that the pie would get slivered pretty thinly when their sons entered the family business. So, start a second crew, or try something different? A nearby lumberyard was sitting empty in Glenwood, Mn. When Paul’s research indicated that there NNOVATIVE BUILDERS

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The Merchant Magazine March 2011

wasn’t another up-and-coming yard for miles, he took it over.

In just 20 years, the outfit has added three more locations—Alexandria, 20 miles north (“where half of our deliveries were going, anyway”) and now its headquarters; Parkers Prairie, north another 20 miles along Highway 29, and Brandon, 15 miles westward.

Do it Best, their co-op, helped a bit with layout and projections, but the biggest boon to multiple locations came in—bulk ordering, sure—an even bigger factor: minimizing inventory, says Paul’s son, Brian Klinek, today Hilltop’s general manager, who heads an organization of 33 employees (treated like family) and 18 trucks (treated like employees).

Ask Brian why he chose to remain in the family business and it’s like asking some prince if he’d rather become king or sell insurance: You’re to the manner born. As a kid, Brian’s dad awoke him every Saturday morning with the non-negotiable message, “Get up. We’re going to work.” By the time he hit eleven, he was behind a wheel, and when, at 18, he headed to college in Fargo, he majored in business and construction management.

He returned to the Glenwood store in 2000, and in 2003 moved to the Alexandria operation, where he now heads the company. No monumental changes, just a few tweaks of operational systems under his watch.

Hilltop’s business is 85% pro—a mix of custom homes, remodels and additions, and commercial work—all of which remain fairly robust during our national economic slump, for there’s still plenty of call in this area of recreational lakes for summer cabins, retirement homes, and the commercial buildings to support them. But, of course, there’s also competition: a nearby Menards and seven independent yards within 20 miles.

What keeps Hilltop ahead of the pack? “What builders like about us is, we carry more inventory; we carry almost any product. And we have two draftsmen on staff, who can deliver on a timely basis,” Brian states. Plus, material delivery is not only same-day, but usually same-hour.

“Maybe it starts to rain and they have to switch to inside work. Our salespeople will deliver a box of nails or whatever they need.”

Why? Because they’re pals.

“Relationships,” Brian underscores, “are the biggest Building-Products.com

key. These builders are more than just customers, they’re friends. These guys get together outside of work for golf and hunting. They’ll meet for lunch on the weekend. Right now, in the middle of winter, they’re planning a fishing trip.”

So, how do you come up with salespeople like that? By example, Brian indicates. “They watch our long-timers of 20, 30 years—good, personable people—and they fall into the same good habits, get to know their customers’ likes and dislikes.”

Because Hilltop doesn’t install, it’s happy to recommend these contractors to homeowners, matching skills to needs. “I know it’s a cliché,” Brian demurs, “but, it’s the people you have that keeps us competitive. You can walk into any of our locations, at any time, and the staff will always be positive and upbeat.”

Another leg up: Hilltop’s Idea House—the largest in the Midwest. “We were lucky to have high ceilings, so we built house displays: four different buildings, actually, to showcase different sidings: vinyl, wood, steel and fiberglass, with different styles and different colors. We work with Marvin to include their windows and doors, and everything’s working: You can open windows. Folks like that, to be able to touch and feel. And our people are able to go through the various choices, all the pros and cons.

We stick with good vendors, who keep us informed on new products and updates.”

Wait, there’s more. Hilltop’s Home Design Center, staffed by two professionals, offers a full flooring department: laminate, wood, tile, vinyl, carpet—and two lines of cabinets. Green products? Not so much. They haven’t taken off here in this byway of the Upper Midwest, but

Building-Products.com

Hilltop has gone through the paces to become green-certified, so when the times comes—and it will—it’ll be positioned to take the lead.

Hilltop also operates a robust rental service. “It had always been in the back of my mind,” explains Brian, “so when a nearby rental store went out of business, we picked up the inventory and the client base and retained two employees. We serve everyone from the d-i-yer who wants lawn and garden equipment to a heavy skid loader for the pro.”

Hilltop allocates its advertising dollars to two outlets: booths in home shows and radio ads that call attention to new products and introduce its drafting department, “so people will think of us first, give us an opportunity.”

It also hosts an annual customer appreciation dinner with live entertainment, to which customers’ spouses and employees are invited, too. Each winter, it also provides contractor classes in everything from new shelving products to lien laws.

“We want to give our contractors those tools. We figure, if they’re protected, we’re protected.”

Simple job security, because Brian plans to be here for a long, long time. “I get to deal with a lot of different people, and contractors are a great group of guys: never a dull moment.

Always something fun.”

Carla Waldemar cwaldemar@comcast.net

March 2011 The Merchant Magazine

13

FEATURE Story

By Michael Strong

Four easy ways to boost sales of green products

48

A

S A GREEN BUILDER , I have learned over the years that some of the best dealers and manufacturers are ill represented by salespeople who simply do not understand my needs. On the flip side, there are those sales professionals, who while not completely fluent with what my needs are, have long since learned why we have two ears and one mouth—and they have put those ratios into action when calling on me.

Below is a list of suggested best practices for any sales professional looking to sell me their products and services.

GREEN

TIPS

1. Know your stuff. Get training about your products and offer training to your customers about the use and installation of them. One of the largest barriers to the purchase of green products is the real or perceived barriers to installing something new. It’s hard enough to get existing products properly installed by our trade partners, so there is a very real fear about improperly installing something new.

Take V.O.C.-free paint, for example. Will it flow and set up the same as regular paint? How quickly does it cure and how difficult will touch-ups be? I need a sales professional who has actually applied these paints and can answer these questions from personal experience. Additionally, I need a rep who can meet my painters in the field and work them through the application of these paints. Otherwise, my painter has to calculate how much it will cost them to learn how to do this on their own.

2. Understand building science. Temperatures move from warm to cold. Moisture moves from wet to dry.

A tight house performs better and more reliably than a loosely built home. Indoor air quality does matter, and there is a difference between filtration and purification.

These are some basic building science principles that green builders take for granted, but these are not facts most builders understand. And there are even fewer product representatives that know these and other building science principles as well.

Get enrolled in Green Builder College (greenbuildercollege.com) to have a better understanding of the daunting volume of information your green building customers have a responsibility for learning these days. There has never been more liability associated with building homes than there is today. Understanding how your products can mitigate or increase those liabilities is critical to your success.

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The Merchant Magazine March 2011

3. Understand the climate zone in which you are selling. I build in Houston—a hot, humid climate.

Now, even my mom can tell me that, but building here means I must meet the challenges of building in this climate—by managing cooling loads and UV degradation of materials, and moving moisture away from the house.

I need products that can survive and thrive under these conditions, and products that help me manage those challenges. But as often as not, salespeople just want to give me a brochure and tell me what a great product they are selling—without explaining the benefits of their product in the context of my climate zone.

4. Understand relevant certification systems. All things equal (and sometimes they are), I will go with the product that can help me earn points. Not pie in the sky points, but the points I am after or the points I can obtain without additional effort or unreasonable expense. If I lost you here and you do not know what points I am talking about, you are well behind the curve and you need to drop me an email.

From luxury green to affordable green, it’s all about the checklist and the points. It’s time you and your sales staff got up to speed on the checklists so you will be ready to cash in the green when housing rebounds.

– Michael Strong was named NAHB’s Green Remodeling Advocate of the Year in 2008. His projects include the first LEEDrated home in Houston, Tx., and Texas’ first NGBS-certified remodel. He consults with supply-chain distributors and manufacturers on how to “green” their sales force for the housing rebound, co-hosts a weekly radio show on green building issues, and co-instructs a green building/remodeling class at Rice University. He can be reached at michael.d.strong@att.net.

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Michael’s favorite products

1. Lutron Eco-Dimmers have built-in “governors” that cap the maximum amount of illumination at about 85%—just above the threshold that the human eye can detect—thus reducing the amount of electricity used by the light fixture. I like them because they work, they require no additional labor training to install, and no additional homeowner education to operate.

2. Panasonic WhisperGreen is a variable-speed ventilation fan that operates continuously at a lower speed. This keeps the house under positive air pressure. The fan kicks up to a higher CFM only when it detects increases in humidity. I love these fans because they are Energy Star quiet, homeowners love quiet fans, and because they address one of our main building science challenges: evacuating warm moist air out of our homes—an action that too often is dependent on homeowner operation.

3. Grace Ice & Water Shield peel-and-stick underlayment is installed on top of the roof deck in place of traditional asphalt felt. I like it because it is more durable during installation and will last longer when exposed, before the finished roof is installed.

More importantly, it will extend the life of the roof and make the roof lower maintenance even when installed on only select areas of the roof.

4. Sherwin-Williams Harmony Paint is free of volatile organic compounds (VOCs). I like it because our clients are demanding VOC-free paints, and this paint is readily available all over town. Repaints are very expensive and time consuming for our paint contractor, so I’m also pleased that it comes with superb training (and freebies).

5. Kichler’s under-cabinet lights with Xenon bulbs are well engineered, not lightweight and flimsy. Xenon bulbs operate longer and cooler than halogen lights. My electrician likes them because of ease and flexibility of installation. My clients like them because they are small, unobtrusive, and are virtually maintenance free.

6. Sherwin-Williams E-Barrier coating is perfect for existing homes. It requires very little training and applies just like paint, with an airless sprayer, and cuts heating and cooling costs.

7. LP TechShield radiant barrier roof sheathing is great for new homes. It helps block radiant heat and keeps the attic cooler, lowering energy costs and increasing comfort. Absolutely no training is required, and there are no additional labor costs for installation.

8. DOW Styrofoam structural insulated sheathing is a three-in-one product that combines structural lateral bracing, insulation, and water-resistive barrier properties in one solution. I like it because it reduces my installation costs (fewer trips around the house), helps provide a thermal break, and I pick up an R3 with the 1/2” product. I do not need to provide any additional training for my installers, and it makes the house more comfortable and energy efficient.

GREEN

TIPS

Building-Products.com

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March 2011 The Merchant Magazine

15

FEATURE Story

By Jerry Yudelson

Eleven hot green building trends to warm up to

48

M

ORE PEOPLE ARE GOING GREEN each year, and there is nothing that will stop this trend. In fact, it is accelerating each year. As a result, we expect to see considerable interest in green products that promote water conservation and energy efficiency, including fixtures and appliances, as well as energy-efficient windows and doors, certified wood products (either FSC or SFI), and recycled-content materials.

Many individual homes and businesses are investing in new resource-efficient technologies and green operational practices, and cities are developing certification systems to reward this behavior. My consulting company, Yudelson Associates, is a good example. In December 2010, we were certified by the city of Tucson, Az., as a green business because of our operational practices, including solar electric and thermal systems, water conserving fixtures and rainwater harvesting, waste recycling, and environmentally preferable purchasing. These are all measures that you will begin to see adopted in greater numbers by many of the end-users served by you and your direct customers.

Let’s take a look in more detail at where some of the green building trends are headed.

GREEN

TIPS

1. Worldwide, the green building movement will continue to accelerate, as more countries begin to create their own green building incentives and develop their own green building councils. Inside the U.S., we expect to see an expanding roster of green product certifications, each aiming to influence the consumer’s choices. Dealers will need to stay on top of these product choices, to find which are favored by their customers.

Gold for all new federal projects and major renovations of public buildings highlight the Obama Administration’s continued focus on green technologies. At the state and local level, other layers of government show no signs of “green fatigue.” In fact, new green building mandates and incentives continue to grow. This means more product sales, as commitments become action.

4. The focus of the green building industry will continue its switch from new buildings to greening existing buildings. The fastest growing LEED rating system in 2009 and 2010 was the LEED for Existing Buildings program—and I expect this trend to continue in 2011. Affordable energy and water conservation devices will accelerate this trend, and should lead to greater sales of such devices.

5. Blue will become the new green, especially in arid areas of the West, Southwest and Southeast.

Awareness of the coming global crisis in fresh water supply will continue to grow, inducing building designers, owners, and managers—as well as consumers—to take further steps to reduce water consumption and increase sustainability. This will be accomplished through the use of more conservation-oriented fixtures, rainwater recovery systems, and innovative new water technologies. Many new packaged systems are coming to market, and these

2. Green building in the commercial sector will rebound in 2011, as measured by the new LEED project registrations. The dramatic slowdown in new construction of commercial real estate was not offset by other sectors, such as government, so the growth rate of new green building projects fell dramatically in 2010. However, we expect a continued upward movement of new green buildings, albeit at a slower pace, as green continues to take market share.

3. Recent announcements of the federal government’s commitment to a minimum of LEED

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The Merchant Magazine March 2011

Building-Products.com

could provide good opportunities for dealers and distributors in water-short regions.

6. Zero-net-energy designs for new buildings will become increasingly commonplace in both residential and commercial sectors, as LEED and ENERGY STAR ratings become too common to confer competitive advantage. From a product standpoint, you may start to see demands for such things as triple-pane windows and better building monitoring and control systems.

7. Performance disclosure will be the fastest emerging trend, highlighted by new requirements in California and cities such as Austin, Tx.; Seattle, Wa., and Washington, D.C. In these areas, commercial building owners will be required to disclose actual building performance to all new tenants and buyers, to comply with new requirements.

8. Certified Green Schools will grow rapidly as part the LEED System. This trend will accelerate as understanding of the health and educational benefits of green schools grows. By mid-year 2010, green schools represented nearly 40% of all new LEED projects in the U.S. We’ll also see energy-efficiency retrofits come into vogue as a way to green existing schools, so be on the lookout for what local energy managers for school districts are saying and doing.

9. Local and state governments will step up their mandates for green buildings, for both themselves and the private sector. In 2011, I expect to see at least 20 major new cities with commercial-sector green building mandates. The desire to reduce carbon emissions by going green will lead more government agencies to require green buildings.

10. Solar power use in buildings will continue to grow. This trend will be enhanced by municipal utilities trying to comply with state-level renewable power standards for 2015 and 2020. Third-party financing partnerships will continue to grow and provide capital for large rooftop solar systems, such as on warehouses.

However, we may very well see a slowing of large solar and wind systems, as federal grant support, in lieu of tax credits, is phased out. In the building products area, look for new forms of solar roofing systems that allow a homeowner or building owner to do their own retrofits at minimal extra cost.

11. The development of “software as a service” using the Internet “cloud” will rely on a whole new generation of smart meters, monitoring devices, and intelligent controls.

Energy-monitoring services such as Google “Power Meter” will lead consumers, business, and industry to start investing in more home and building electronics.

– Jerry Yudelson is an engineer and business consultant with nearly 15 years experience in green building. Since 2005, he has written 12 books on green building, green products, green development, and water conservation. His most recent book, Dry Run: Preventing the Next Urban Crisis, showcases business opportunities in water efficiency. His firm, Yudelson Associates, provides green marketing, green building, and sustainability consulting services nationally to a wide variety of private sector clients. He can be contacted at jerry@greenbuildconsult.com.

Building-Products.com

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Ten more green building trends for 2011

Earth Advantage Institute, a nonprofit green building resource and research organization that has certified more than 11,000 sustainable homes, offers its yearly list of top ten green building trends: 1. Affordable green. New business models and technologies, as well as the mainstreaming of high performance materials, are bringing high-performance, healthy homes within reach of all homeowners.

2. Energy comparison websites. Homeowners will increasingly turn to sites such as Earth Aid (earthaid.net) to track home energy usage and earn rewards for energy savings from local vendors.

3. Outcome-based energy codes. Owners would follow the most effective retrofit strategy for their building and its tenants, as long as it achieved a pre-negotiated performance target annually.

4. Community purchasing power. Neighborhoods interested in renewable energy will band together to obtain better pricing on materials such as solar panels and on installation costs.

5. “Grid-ware” appliances. New, energysmart appliances will have more sophisticated energymanagement capabilities and timers, allowing homeowners to monitor and change energy usage by remote command.

6. Accessory dwelling units. Homeowners can “right-size” without moving by adding or subtracting small independent units, which can be used for offices, studios, or in-law space.

7. Rethinking residential heating and cooling. Advances in applied building science have made furnace-less, duct-less homes a reality. For example, a “Passive House” has such thick insulation that heating is provided by the everyday activities of its occupants.

8. Use of residential gray water. With water shortages looming in many areas, recycling of gray water—any household wastewater except toilet water—is gaining traction. Benefits include reduced water use, reduced strain on septic and storm water systems, and groundwater replenishment.

9. Small commercial certification. Newer programs lower the costs of certification for smaller (under 50,000 sq. ft.) commercial projects. Two examples are Earthcraft Light Commercial (www.earthcrafthouse.com) and Earth Advantage Commercial (www.earthadvantage.org).

10. Life Cycle analysis energy codes.

Continued analysis of building materials—from raw material extraction through manufacture, usage, disposal, and decomposition—will help determine what products are more sustainable and what combination of products can produce the most environmentally friendly results.

GREEN

TIPS

March 2011 The Merchant Magazine

17

FEATURE Story

By Steve Bertasso

Seven ways to lower the cost of selling green

48 GREEN

TIPS

F

OR GREEN TO TAKE HOLD in the industry and become a sustainable new standard, suppliers must work with their customers to find more cost-effective methods for accomplishing green goals.

Going green means so much more than changing to certified products or spending great sums of money to meet a goal of

zero energy.

By working together, both builders and suppliers can lower costs and boost profits—a major consideration anytime, but especially so in a down economy. The approach is simple:

1. Develop partnerships with your builders.

Work with your builders to reduce the overall cost of construction and remodeling. The savings that come from more efficient systems—not lower quality or reduced features—allow builders to include more green products, features and, ultimately, certification at the same price as the non-green version.

2. Understand the construction process.

Many suppliers do not have a sound understanding of the construction process, which causes extra onsite work that raises costs. Most builders profess to understand material management, but few really have the necessary systems to track materials accurately and know that materials are used where they are delivered. If suppliers and builders work together, materials can be staged and delivered to facilitate faster, more efficient operations.

3. Keep quantities accurate. Suppliers and builders have long struggled over how to handle quantities.

Builders want to keep costs as low as possible, but don’t want to wait for materials. Suppliers don’t want to run extra materials to the job, but also don’t want to pick up any unused material at the end of the job. Developing mutually agreed-on solutions to determine the right quantities can reduce the overall impact of short/excess material.

4. Make smarter deliveries. A great deal of efficiency can be accomplished by delivering room-specific sizes for drywall (for example, a bedroom that is 10’ wide gets 10’ long drywall). Drywall contractors say they can dramatically reduce waste, but the stopping point seems to be on the supply side. Most contractors don’t think the supplier has the capacity to deliver the correct boards to the right locations.

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The Merchant Magazine March 2011

5. Manage materials wisely. Once basic material management processes are in place, together you can develop a comprehensive material-auditing system, to streamline product selection and use on the jobsite.

Savings from initial waste reductions are just the beginning: disposal costs go down, management time goes down, and labor trades are more productive.

6. Avoid the landfill. During a job, unused materials are often carefully carried, stacked, and inventoried for the life of the project, with the intention of using the material on future homes or returning it to the supplier for credit. But if it costs more to pick up the materials than they are worth, many suppliers will just issue a credit to the builder. If the material is rendered unusable due to age or damage, returns are no longer a viable solution.

Ultimately, unused materials are then sent to the landfill, adding unnecessary costs and making the project increasingly detrimental to the environment.

7. Reduce extra trips to the jobsite. All of these items can lead to extra trips to the site, not intentionally included in your cost structures. The cost of each trip can vary depending on the type of vehicle, distance to the job, how much material is being shipped, and number of people needed per trip, but the average is usually around $125 to $150 per trip. Reducing trips will improve margins, allowing for better cost structures and more favorable pricing for your builder-customers.

While this process will take time to affect real change, suppliers who engage with builders in a highly structured process to eliminate waste and improve efficiency find they are more profitable with less revenue. Fuel costs come down. Truck maintenance is reduced. Unusable returned materials are dramatically reduced. Builders are more satisfied with services, and homes are greener and more sustainable.

– Steve Bertasso is a senior associate at TrueNorth Development, Northville, Mi., a consulting firm that helps residential builders across the country reduce waste, adopt innovative cost savings, and employ affordable green building practices.

He also is an assistant professor in the Construction Management program at Middle Tennessee State University. As an NAHB Certified Green Professional, he participates as a speaker and instructor at building conferences. He can be reached at sbertasso@truen.com.

Building-Products.com

GREEN Retailing

By Jay Tompt

Eight great tips for greening your operations

48

W

in the green building arena? There’s no better way to demonstrate your commitment and know-how than by actually implementing green projects at your own business.

Anyone can stock certified merchandise. And it’s easy to put out a few green hang tags on the shelf or signage proclaiming your eco virtues. But to really set yourself apart from the “me too” crowd, build valuable relationships with other leaders in the industry, and save money in the process, you’ve got to walk the walk.

These days, it’s a little easier than it used to be.

Depending on the type of project, there may be government incentives available or a relatively motivated local bank ready to finance something with a solid green profile.

GREEN

TIPS

ANT TO BE A LEADER

1. Energy retrofit. Make your facility energy efficient with better lighting, insulation, and mechanical systems. Then add renewable energy generation, too.

Undertaking these kinds of projects will pay dividends for decades to come. In the short run, you will build valuable relationships with those firms doing the work. In the longer term, as energy prices continue to rise, you will enjoy predictably lower costs.

2. Living roof and/or living wall. Installing a living roof or wall delivers multiple benefits, including saving energy and giving your team experience in a young, fast-growing market segment. Combine with water recycling systems for additional “wow” factor.

3. Cool roof. If you’re not ready for solar panels or a living roof, think about this: If the roof isn’t white, you’re might be paying too much for air conditioning.

Paint it white, save energy—it’s that easy.

4. Water recycling. At first glance, conventional financial models may not make the quantitative case for water efficiency projects—water prices are kept artificially low. But if you’re operating in a region with stressed water resources, taking steps to reduce your demand can set a powerful example for your community. There may even be rebates available.

Install HET toilets, rainwater harvesting, and gray water recycling systems, and gain valuable experience you Building-Products.com

can use to promote these green practices to your customers.

5. Recycling of batteries, fluorescent lights, paint, electronics, etc. This may prove to be more difficult than it sounds, especially if there’s no local infrastructure for recycling, but will be well worth it in the end. These products contain toxic heavy metals and other components that pollute ground water. There are a variety of programs available, benefiting a range of nonprofit activities.

6. Zero waste. Reducing the waste generated at your facility will engage both staff and customers, and may reduce your waste haulage bills, too. Remembering the Three Rs will help you get there: reduce, reuse, recycle.

7. Repurpose parking lots. Replace a portion of the parking lot with a community vegetable garden and bicycle racks. Don’t discount this project as being impractical or too costly. There will be plenty of people in the community willing to lend a hand. Encouraging bicycling reduces the carbon footprint associated with your facility.

Planting instead of parking does the same, and can provide fresh vegetables for employees, customers, or members of the community in need.

8. Shorten the supply chain. Sourcing product and materials closer to home reduces transport costs.

Depending on where manufactured, imports may already carry a high carbon footprint because of inefficient coal-fired electricity generation. On the other hand, local products can earn LEED credits for local building projects and, generally, will appeal to the growing number of customers who prefer products and materials made in the U.S.A.

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

March 2011 The Merchant Magazine

19

OLSEN On Sales

By James Olsen

Is sales acting?

W

HY DO WE GO to our favorite bar? We usually order the same drink, so what is the differentiator?

There are many factors, but they all add up to atmosphere. How the place makes us feel? How do we feel on our way to these places? When we’re there? When we leave? Do we think about price when we are in these establishments? In retail, this feeling is called “The Shopping Experience.”

Every time we interact with our customers, we have invited them into our “shop.” We have invited them to enjoy (or not) our “shopping experience.” As sales professionals, we have control over the atmosphere we create.

Are we giving our customers the kind of shopping experience they want? It is a shame to act the same way with every customer, when changing our “personality gears”— acting a little bit differently than we naturally would, giving a bit of a performance—makes all the difference in sales.

The Social You vs. The Sales You

In our social life, we may be a laid-back person: “I really don’t care what movie/restaurant/bar we go to.

I just want to hang out. There is usually someone who does care, so I just go with the flow. Why argue over trivial things?”

This is a great social attitude. This is an easy person to be with.

This attitude gets taken advantage of in sales.

Customers will work this salesperson to death with little or no payoff. This kind of person is easy to say no to. In our sales life, we need to take more control. We must have a plan, follow that plan, and encourage our customers to follow our plan.

The flip-side of this personality—Mr. or Mrs. Control— will struggle for different reasons.

Are we friendly, laid-back, serious, intense, detail oriented, open? Isn’t everyone? No they’re not. Our challenge

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The Merchant Magazine March 2011

as salespeople is to simultaneously assess the best way to make our customers comfortable, move them to action, and act—yes, perform—more like that. This is the difference between the social you and the sales you.

Is it easy? No. Most of us have a preferred way of communicating. While we have many facets to our personality, some are hidden deep inside. But as sales professionals, we need to delve into ourselves and exercise our full range (of personality).

How Bad Do You Want It?

I have a customer. Let’s call him Dave Dermansky.

Dave is the president of a large trading company. Dave is a “button-down” kind of guy. He is serious, analytical and intellectual. Dave can have fun; his sense of humor is dry as toast, but would not be mistaken for the life of the party guy.

Dave told me a story: The summer between his junior and senior year in college Dave was working a minimum-wage job when he got a call from the older brother of a friend of his. This guy ran a two-man show at county fairs that opened up for touring bands. They set up outside the main show and did a minishow to get people fired up to buy tickets. Dave did not have to sing. His friend, the mastermind, real talent, ran the board and the show—lights, music, timing, sang the tunes.

But Dave had to be on stage. He had to fire people up, be an emcee, lip-sync the songs, and dance around like he knew what he was doing. It was an uncomfortable stretch for Dave. Dave was scared to death—but he was more scared of minimum wage and the money was three times as good!

Dave needed something. That’s when he invented his alter-ego: Dwayne Lovechild. The Lovechild had no problem getting up in front of a crowd and firing them up. Dave’s desire for success overcame his natural tendencies—that’s what makes Dave a sales pro.

Whether we need to get in touch with our inner Dwayne Lovechild or a quieter version of ourselves—yes, act—to give our customers a better shopping experience, it is essential that we do so.

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

Building-Products.com

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Green Depot Goes National

Green Depot, New York, N.Y., has acquired three-unit Ecohaus, Seattle, Wa., creating the nation’s first coastto-coast supplier of green building materials.

Green Depot operates 10 showrooms, including nine in the Northeast and one in Chicago, as well as 33 warehouse distribution centers.

Ecohaus has locations in Seattle, Portland, Or., and San Francisco, Ca.

Desert Dealer Ditches Co-op

Best Home Center, Yucaipa, Ca., has terminated its contract with True Value and re-launched as Best Lumber, focusing on local suppliers.

“The name reinforces our commitment to quality lumber and building materials as well as hardware,” said owner Margie DuVal, whose father started the business in 1960.

“Working with local suppliers will greatly reduce transportation costs, allow us to stock a West Coast regional mix of product, and ensure that we remain competitive in the local hardware and building materials market.”

She said that the transition should have minimal effect on customers.

“We will have the same depth and breadth of nationally branded merchandise as we do now.” The store’s emphasis on environmentally safe products will also continue.

Hampton Mulls New Shipping Options from Port

Hampton Affiliates, Portland, Or., is in discussions to ship lumber, rather than logs, from the Port of Astoria to customers overseas.

“It’s still kind of preliminary at this point,” said c.e.o. Steve Zika.

“We’re trying to convince the port that it’s more in everybody’s best interests.”

Currently, lumber is loaded into containers that are transferred onto a ship. Hampton is pushing for a more direct method, loading the lumber directly onto a ship. “In theory it should be cheaper, but people haven’t done this for a long time,” said Zika.

“We’re trying to determine what type of equipment is available, what ships could even come in.”

He said that the lumber would be shipped to Korea, China, Vietnam and India from Hampton’s mills in Tillamook, Willamina, and Warrenton, Or., and from its stud mill in Darrington, Wa.

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The Merchant Magazine March 2011

DEALER Briefs

Dunn Lumber is celebrating a grand reopening this month of its newly remodeled store in Everett, Wa.

Parr Lumber Co., Hillsboro, Or., opened its 9th cabinet outlet, in Beaverton, Or.

Gust Family Enterprises’ Ace Hardware , Longmont, Co., expects a late April completion for its $300,000 expansion that will add 4,300 sq. ft.

Altadena Hardware Co. , Altadena, Ca., hosted a grand reopening Feb. 11-13 to celebrate its new ownership and remodeling.

New owners Jim and Paula Orlandini, with sons Jimmy and Rob, also operate Newland Hardware, E. Los Angeles, Ca. They acquired the new location last summer from retiring owner Don Thomas, whose greatgrandfather founded the business in the 1930s.

Ace Toledo Hardware, Toledo, Or., is liquidating after 40+ years.

Orchard Supply Hardware

will add a store in a shuttered Mervyns building in San Jose, Ca.

Airhill-Penn Valley True Value, Penn Valley, Ca., has closed

“due to a family emergency.”

Although the early January closure was expected to be temporary, the business remained shuttered late into February.

Lowe’s is ready to begin construction of a new store in Fairfield, Ca., and plans a 153,000-sq. ft. unit in Newbury Park, Ca.

Habitat for Humanity is opening a 25,000-sq. ft. ReStore discount LBM outlet this spring in Beaverton, Or., and this month is moving its ReStore in Casper, Wy., to a larger building.

Big Jo True Value, Santa Fe, N.M.; Junction True Value , Seattle, Wa.; Pollock Pines True Value , Pollock Pines, Ca., and Vermont Outlet True Value, Los Angeles, Ca., were among 13 regional winners in True Value’s “Best Hardware Store in Town” contest.

Building-Products.com

Vinyl Window Makers Unite

Cascade Windows, Spokane, Wa., has merged with fellow vinyl window and patio door manufacturer Empire Pacific Windows, Tualatin, Or. Cascade will now operate the former Empire Pacific plant in Tualatin, joining its own facilities in Spokane, Troutdale, Or., and Salt Lake City, Ut.

Weyco Sells NW Timberlands

Weyerhaeuser Co., Federal Way, Wa., has sold roughly 82,000 acres of timberlands in southwestern Washington to the Hancock Timber Resource Group, Boston, Ma., for

approximately $200 million.

The sale, according to Weyco president and c.e.o. Dan Fulton, “represents the continued efforts to strategically rebalance our timberlands. We have a competitive advantage in growing and processing Douglas fir, and the sale focuses our western operations on managing that species. While the land sold is high-quality, productive timberlands, it no longer fits our long-term strategic plan.”

Weyerhaeuser continues to own and manage more than six million acres of timberland, including more than one million acres in Washington.

SUPPLIER Briefs

Sierra Pacific Industries is on track to restart its Standard mill near Sonora, Ca., in May. The facility, mothballed since the summer of 2009, is being renovated to cut small-diameter logs.

Roseburg Forest Products Co.’s particleboard plant in Missoula,

Mt., suffered a minor fire Feb. 10.

Investigators traced the blaze to the exhaust system of machinery used to dry sawdust.

Capital Lumber, Phoenix, Az., started a company-wide conversion to DMSI’s Agility system.

Rayonier has sold 3,088 acres of land along Washington’s Clearwater River to the Nature Conservancy for nearly $7 million.

Western Woods Inc. , Chico, Ca., is now distributing Fiberon decking in California and Nevada.

Vandermeer Forest Products, Lynwood, Wa., is now distribution LiteSteel beams throughout the Pacific Northwest.

LP Building Products presented its annual Masters Award to Huttig Building Products, Tigard, Or., for growing sales of LP SmartSide and LP SolidStart EWPs.

Simpson Strong-Tie, Pleasanton, Ca., has signed on as a founding sponsor of BuilderLink, Springfield, Or. The affiliation means that Simpson Strong-Tie will help populate the new site’s technical library and online estimating module with its full array of product specifications, application guidelines, images and illustrations.

AERT’s MoistureShield composite decking was ICC-ES certified to have 95% total recycled content.

Anniversaries: Frost Hardwood Lumber Co., San Diego, Ca., 100th … Foxworth Galbraith Lumber Co., Dallas, Tx., 110th … Roseburg Forest Products, Dillard, Or., 75th … Reliable Wholesale Lumber, Huntington Beach, Ca., 40th … Highland Lumber Sales, Anaheim, Ca., 20th.

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The Merchant Magazine March 2011

Building-Products.com

Northern California Dealers Merge

Two Northern California dealers with concrete plants have merged, to combine office staffs and operate more efficiently.

NorCal Building Materials, with concrete operations in Santa Rosa, Middletown and Sebastopol, will join forces with Shamrock Materials, which has building material yards in Petaluma, Cotati and San Rafael; concrete plants in Petaluma, Santa Rosa, Cloverdale, Sonoma, Napa, San Rafael, and Novato, and a gravel yard in Cloverdale.

The combined companies, operating as Shamrock, will maintain offices in Petaluma and Santa Rosa.

Building Supply Pumps Up Roofing

Hartnagel Building Supply, Port Angeles, Wa., recently hosted a roofing open house to encourage homeowners to consider roof replacement.

Five local roofing contractors helped staff the Feb. 23 event, to answer questions about residential and commercial roofing projects, provide samples of different types of composite and metal roofing, and discuss energy rebates for reroofing projects.

The event also included a tour of Hartnagel’s in-store custom metal shop.

Stimson Cuts Price on Bonner Mill

Stimson Lumber, Portland, Or., has slashed the price of its old 170-acre facility in Bonner, Mt., from $16 million to $11 million.

“We’re a motivated seller, let’s put it that way,” said Jeff Webber, vice president of manufacturing at Stimson.

Building-Products.com

LONG-TIMER: Edgar Massoletti (left), recently retired after 42 years with Central Valley Builders Supply, St. Helena, Ca., was honored as Humboldt Hoo-Hoo Club Lumberman of the Year by club president Rich Giacone during the annual crab feed Jan. 20 in Eureka, Ca.

The reduction came just one day after the Montana Department of Environmental Quality announced that all the PCB-contaminated soil from the mill’s cooling pond had been removed. However, further contamination was discovered last fall, as deep as 25 ft. below the mill floor, and Stimson will have to pay for that cleanup, too. In a further setback, part of the mill’s roof collapsed under heavy snow in January.

Webber said that although the roof collapse is “not necessarily a good thing for overall value and the likelihood to get more tenants, it hasn’t had a huge negative effect on interested buyers at this point.”

March 2011 The Merchant Magazine

25

KAHLE On Sales

By Dave Kahle

Fine in the past

I

Are you hindered by once-effective sales policies?

CALL IT FIP: Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques and strategies that worked well in the past, but are no longer effective. The past is everything that’s pre-2010.

I still recall a poignant moment with an attendee at one of my seminars. During the break he came up to me and said this: “I’ve been in business for 17 years. And we’ve done well. But now, it seems like everything is changing, and I don’t know what to do.”

He went on to explain that he had built his formerly thriving tool-anddie business on certain core princi-

ples: quality workmanship, competitive prices, and good service. Those principles, adhered to with discipline and conviction, had brought him word-of-mouth business consistently over the years. But they were no longer working, and his business was floundering. The pain and confusion were written all over his face as he contemplated the prospect of seeing his business wither away.

Those principles are some of the most common examples of FIP— business principles and policies that were sufficient on which to build a business, but today are not. At one time, you could distinguish your business from others on the basis of these

Ainsworth.

Surround yourself with engineered quality.

and other FIP principles. Now, however, the bar has risen. Because there is so much churn in our marketplace and the competition is so fierce, the kinds of service and quality that were sufficient to distinguish yourself from your competition are no longer sufficient. Customers expect outstanding levels of service and quality from every supplier. What was sufficient a few years ago is still necessary today, but no longer sufficient.

That reliance on quality service and word-of-mouth marketing is an FIP principle. When viewed from the perspective of effective sales and marketing approaches, these principles are passive. They rely on your

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customers coming to you, recognizing the superiority of your product or service, and then talking about you to others. Your job is to create an attractive operation that will pull customers to you and then keep them coming back.

When everyone else operated in similar fashion, that was FIP. But when more and more competitors appear and they make the same claims as you do, your reliance on passive marketing methods relegates you to second choice.

I’ve seen literally hundreds of businesses of all sizes that never reached their potential because of an inability to do sales well. They were perfectly capable of rendering outstanding service at competitive prices but struggled to survive. These FIP principles were so deeply ingrained in their mindsets that they never learned to do sales as well as they could, and their businesses never reached the level of prosperity and success that they could have reached. The economic landscape is littered with the remains of businesses who were excellent in providing their product or service, but mediocre in selling it.

Here are some other FIP practices.

See if they apply to you:

FIP # 1: Creating sales by hiring several salespeople, giving them some basic training, and then charging them with “Go forth and sell a lot.” Sales territories were geographically based, and each salesperson was a clone of the other. Accountability was a nasty word that no one repeated.

Alas, this FIP practice is a prescription for inefficient sales practices. The better approach is a variety of sales methodologies, based on the potential and dynamics of the customer.

FIP # 2: Sales management by pay plan.

In other words, pay them straight commission and everything will take care of itself.

There was a generation for whom this worked. Unfortunately, today’s work force is rarely motivated by just money.

FIP # 3: Reliance on “on-the-job” training.

Everyone can learn how to be an effective salesperson. Just put them

out there in a sales territory, and sooner or later they will figure out how to do the job well.

When the job of the salesperson was simpler, and the customer less sophisticated, this was okay. Today, of course, it positions your sales force as the less educated, less competent one in the market.

FIP # 4: Hiring by “feel.”

When it comes time to hire a new salesperson, find someone who has some experience in the industry and about whom you “feel” good.

This is a prescription for a group of clones who please the boss, but are rarely what the job demands. There are far more sophisticated and effective hiring criteria and practices than this one.

The list of FIP practices can go on for quite a while. These are the most common. If they apply to you, it is time to rethink your position and move your sales and marketing efforts into the 21st Century.

– Mr. Kahle is a sales consultant, trainer and author. Reach him at (616) 451-9377 or via www.davekahle.com.

For confidence underfoot – and overhead – builders trust Ainsworth Engineered.

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Capital Expands in Spokane

Capital Lumber has expanded its distribution center in Spokane Valley, Wa. The expansion doubled warehouse space to 20,000 sq. ft., allowing for the addition of new specialty product lines such as plywood, #2 green Douglas fir timbers, and additional pine patterns and board.

Fremont Hardware Store Adding Lumberyard & More

Dale Hardware, Fremont, Ca., is using $8 million from a federal stimulus tax-exempt bond program to more than double the size of its operation to nearly 100,000 sq. ft., while adding two garden centers, offices, retail space, and a 22,000-sq. ft., enclosed, drive-thru lumberyard.

The store remains open during the renovation, which is expected to be completed by second quarter 2012.

Piedmont Owners Vindicated

Nearly a year after fire consumed Piedmont Lumber, Walnut Creek, Ca., fire investigators have formally ruled out arson—but the specific source of ignition and cause remain unknown.

Investigator Vic Massenkoff said

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The Merchant Magazine March 2011

that an examination of the site and a review of the company’s business and financial behavior yielded no evidence of criminal activity. The massive fire caused $6 million in damage, just seven months after an arsonist torched a storage shed at the company’s location in Pittsburg, Ca. “This gives us some peace,” said Rob Myer, son of Piedmont owner William Myer Jr. and grandson of the company’s founder. “From the outside looking in, I see how it looked suspicious. It was a sensational story with a business in financial trouble and a mysterious fire.”

Looking ahead, the Myers have been busy with a new company in Pacheco, Ca., scheduled to launch March 11. Staffed by former Piedmont employees, it specializes in architectural millwork. Myer said, “We feel like a phoenix rising from the ashes.”

Midway Sawmill Sale Closes

Boundary Sawmill has completed its acquisition of the former Pope & Talbot sawmill at Midway, B.C. The deal includes purchase of the plant from Fox Lumber Sales, Hamilton, Mt.; payment of local back taxes, and a provision for Vaagen

Fibre Canada—a division of Vaagen Brothers Lumber, Colville, Wa.—to lease and run the mill for 10 years, with an option to renew (see Feb., page 40).

The facility has been idle for three years.

Clay Building Material Producer Goes Retail

CompoClay, manufacturer of ecofriendly construction materials and garden products, has opened retail showrooms in Los Angeles, Alameda, and San Francisco, Ca. Although they look like stone lanterns, porcelain planters, wooden fireplace mantels, and metal paneling, all products are made from a patented mixture of natural minerals, sand and sea salt.

Siding Maker Adds Brands

Georgia Gulf, Atlanta, Ga., has acquired Exterior Portfolio, Columbus, Oh., from Crane for $72 million, combining it with its Royal Building Products division.

Exterior Portfolio’s brands include CraneBoard, Portsmouth Shake, Solid CoRe Siding, and Architectural Essentials.

Building-Products.com

Moulding Demand Forecast to Start Five-Year Surge

After three years of declines, U.S. moulding consumption is expected to begin its turnaround this year, marking the start of a five-year bull run, according to International Wood Markets Group’s new report, U.S Moulding Market Outlook: 20112015.

North American and offshore moulding producers endured three consecutive years of massive reductions in moulding demand that has left only the most strategic, well-financed and efficient producers able to benefit from improving builder demand and repair and remodeling consumption.

Imports continue to provide the majority of raw material (shop & better lumber, blocks, and blanks) as well as finished mouldings (solid lineal, fingerjoint, and MDF), accounting for 54% of U.S supply in 2010 and increasing to 57% over the next two years.

MDF mouldings continue to expand its market share at the expense of finger-joint and solid lineal. Over the next two years, MDF is forecast to increase in volume almost 30% while fingerjoint’s gains should be up 20% and gains in solid lineal will be just over 10%.

Moulding demand in 2010 was split between new construction and repair and remodeling at around 40/60. However, as the housing

recovery gains momentum, Wood Markets predicts the split to move to 50/50 by 2014 and then overtake repair and remodeling in 2015.

After four years (2007-2010) of what could be described as a buyers’ market, rising raw material costs and constrained supply have annual average prices poised to ramp up over the next four years between 20% and 40% depending on the product. And this may be a conservative forecast given China’s insatiable demand for wood fibre (logs, lumber) in any

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TPI Takes Over NHLAʼs Heat Treatment Program

National Hardwood Lumber Association has engaged Timber Products Inspection Inc. to administer the heat treatment program that NHLA has managed for the past eight years.

The partnership will allow NHLA to better focus its energy on representing its members.

Effective February 1, field audits are now conducted under the auspices of Conyers, Ga.based TPI. In most cases, the field auditor will remain the same.

Stamps and branding devices will continue to bear the NHLA logo and information. As marks wear out and become illegible, they will be replaced by TP marks.

Building-Products.com

form, so price spikes are expected.

A comparison of findings from Wood Markets’ previous supply chain surveys found that stocking distributors had increased their control of the supply chain to about 75% in 2010, up from 70% in 2005.

Based on ongoing fieldwork within the U.S. and offshore supplying regions from interviews with industry leaders throughout the supply chain, the report summarizes the key industry themes and drivers and addresses their underlying implications.

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March 2011 The Merchant Magazine

29

MARGIN Builders

By Ryan Unick, Starborn Industries

Deck fastener debate: Clip, screw or plug?

I

N THE PAST,

the question for deck installers had always been “galvanized nail or screw?” But with the introduction of ACQ wood treatment

… DECK SCREWS?

in the 1990s came the advent of epoxy-coated deck screws that could withstand the corrosive nature of the new chemical.

Now, the question seems to have evolved into “clip, screw or plug?” That’s because when a homeowner invests tens of thousands of dollars into a brand new outdoor living space, they want it to be perfect. And in order for it to be perfect, builders and do-it-yourselfers need to understand that not all deck fastener systems are alike. Plugs, screws and

PLUGS OR…

clips all have their advantages and disadvantages.

Hidden clip systems have grown in popularity over the years because of the high-end finish they bring to a

Big Creek Lumber Co. has a long history of practicing superior forest stewardship — growing, selectively harvesting and milling high quality California redwood.

During our 63 years in the redwood business, Big Creek has developed a reputation for being a reliable supplier of high quality lumber. We produce a wide range of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or partial truckloads.

For highly experienced and personalized service contact Frank “Lud” McCrary, Janet McCrary Webb or Jim Busick

3564 Hwy. 1, Davenport, CA 95017

(831) 457-5024 • Fax 831-423-2800 www.big-creek.com • janetw@big-creek.com

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The Merchant Magazine March 2011

Building-Products.com

deck. Homeowners love the fact that the majority of their deck is screw free. However, in addition to making both the initial building application and future repairs time consuming, certain clip systems may not withstand the expansion and contraction of the deck boards well, which could result in a squeaky deck.

Because PVC and composite decking are now manufactured by a very large group of decking companies in a large array of colors, many fastener manufacturers are now producing stainless steel deck screws with colored heads. This is a great way to conceal the screw head while still having the holding power of topdown fastening for hardwood, composite and PVC decking.

The latest deck fastener innovation came with the advent of the newest type of decking. Most deck manufacturers now produce capstock decking products, which are deck boards with a hard outer shell often filled with recycled materials. This presented a new challenge to fastening manufacturers. In capstock decking, traditional composite screws tend to leave attached shards of plastic around the screw head, as well as cause the hard outer shell to dimple and stretch, causing a white discoloration.

The first screw on the market to work with both composite and capstock decking is Starborn Industries’ Cap-Tor screw. It is available in 10 colors of stainless steel and epoxy coated steel.

Another popular method that offers a great balance between holding power and the appeal of hidden clip systems is plugging. Previously considered a very time-consuming process, plugs offer the ability to securely fasten hardwood, composite, and PVC decking, while aesthetically hiding screw-heads. In fact, the newest plugging systems for hardwoods have been specially engineered to quickly and consistently install plugs in less than half the time of traditional plugging methods.

While there are many fastener choices out there, in the end, the knowledge you offer can make the difference between satisfied homeowners offering referrals to your builder clients and complaining customers necessitating numerous callbacks. – Ryan Unick is a deck products specialist at Starborn Industries, Inc. Reach him via www.starbornindustries.com.

Building-Products.com

March 2011 The Merchant Magazine

31

FAMILY Business

By Craig Aronoff

Pre-mortem beats post-mortem

I

N MY YOUNGER DAYS as a family business consultant, I confidently gave simple, direct advice on one key aspect of generational transition: “Set your retirement date, announce it publicly, and stick to it.”

I was somewhat flexible on the question of retirement age; I consider anywhere from about 55 to 75 as an acceptable retirement age.

That is perfectly fine advice—as far as it goes. But it doesn’t go very far with owner/operators who have no intention of hanging it up. When I explained to a senior who identified too strongly with his business that he should develop other interests—and he should lead a more balanced life— his response often was, “Yeah, right. I don’t need a consultant for this. I’ve heard all this from my wife.”

Our research has revealed that more than 10% of sitting family business c.e.o.s plan “to be carried out with their boots on,” intending never

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The Merchant Magazine March 2011

to retire. Another 23% intend to “stay involved,” or “semi-retire”—whatever that means. (When a father told me, “I’m retired more or less,” his son grimaced. When I asked about his reaction, the younger man explained that the “problem is that I never know when he’s retired more or when he’s retired less.”

So over the years, my advice has changed. If we can’t establish a retirement-age policy to govern the entire business, we try to clarify the senior’s role, responsibilities, and authority. Of course, that’s no small task in itself.

Recently, as a father/owner/ operator of an outstanding business approached his mid-70s, he once again made it clear that he intended to keep doing what he was doing as long as he was effective and having fun. Both his children had matured nicely in the business and worked well together, successfully operating major profit centers, so no one questioned the next

Building-Products.com

generation’s ability or commitment.

The problem was that when Dad’s exit finally occurred—voluntarily or involuntarily—a massive hole would be left in crucial aspects of the most profitable and critical aspects of the business. Everyone—the next generation, key non-family executives, and Dad (there was no functioning board, another idea that didn’t fit with Dad’s philosophy)—recognized the problem.

But what to do?

The answer, accepted by all parties, was to conduct a “pre-mortem” exercise (also referred to as the “gone fishing” exercise.) The exercise included the two next-generation owners and four key non-family executives representing finance, operations, sales/ marketing, and human resources. Dad would not be part of the deliberations, though he could serve as a resource and would review the group’s output.

The committee had several tasks.

First, the group would develop a detailed action plan. Specifically, what were all the decisions to be made and things to be done if Dad were to suddenly exit? Specific individuals were identified with specific responsibilities. The potential impact of their father’s death on the next generation was discussed so they had realistic expectations of their ability to operate during mourning. Specific areas requiring further preparation, especially those requiring development of stronger relationships, were identified and plans responding to any needs were laid out.

Next, the group focused on the organization’s structure post-Dad. Non-family executives pressed the family executives to be clear about the roles they would anticipate playing when their father was no longer on the scene. After spending time together working through that issue, the siblings reported back to the committee.

Then the committee as a whole considered what the future organization should be, and whether human resources were available in-house to fill anticipated positions. One recommendation of the committee was that two new executives be hired in the father’s area of the business so that they’d be trained and ready when the time came.

That led to a discussion of management philosophy. Dad was a very hands-on manager. The next generation was less so, hiring outstanding people, not just as high level staff but as actual executives with bottom-line Building-Products.com

authority and responsibility. How that change in philosophy would be implemented was a topic of considerable discussion. Changes in relationships, accountability, and compensation that would bring about a change in management culture were discussed.

Finally, post-Dad strategy was discussed. The next generation clarified that they intended to continue to own and grow the business. Expectations for top- and bottom-line growth were clarified, as were circumstances under which acquisitions might be considered. Lastly, the group generated a list of key questions, issues, and challenges that would serve as a continuing agenda for the group.

Next generation leadership was reinforced and more firmly established than ever before. How they’d be working with the executive team was clarified. And since the four key executives consisted of some hired by Dad and some by the next generation, they had a greater sense of working as one team. The non-family key executives felt valued, empowered, and more secure. They gained clear understanding of future leadership, structure, and strategy.

The father’s feelings about the exercise and its outcomes were mixed.

Thinking about his exit and/or demise was still unpleasant, but having others effectively deal with those realities gave him confidence and comfort. In fact, after he read the report, he decided to begin implementing recommended actions.

While a succession process governed by an active board with experienced outsiders and guided retirement policies is the best practice, we respect the fact that family businesses’ are what their owners want them to be.

There are many possible paths to success, but the keys are having common goals, developing thorough plans, and providing effective leadership for excellent executive teamwork.

After all, conducting a “premortem” required for generational transition is a lot better than performing a “post-mortem” on a business that failed to survive.

– Craig E. Aronoff is co-founder and principal of The Family Business Consulting Group, Marietta, Ga.; (800) 551-0633. He can be reached at aronoff@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.

March 2011 The Merchant Magazine

33

Siding, Roofing, Insulation Rebound Nears

Repair and remodeling has sustained the siding, roofing and insulation markets over the last several years, but it will take a rebound in new construction to help the products once again enjoy gains, according to three new studies from Principia.

Siding: R&R accounted for nearly 75% of residential siding demand in 2010, as the North American siding market slid 25%, to over 57 million squares worth $4.6 billion.

Some siding products are faring

better than others. Vinyl continues to hold the largest share of the market, but other materials continue to chip away, despite developments in vinyl such as adding laminated insulating foam, cellular vinyl, and offering UVresistant dark colors.

Residential siding demand is forecast to grow an average of 7% annually to reach 69 million squares worth $5.6 billion in 2012. The ratio of demand of R&R to new construction will come down from roughly three-

Old World Craftsmanship In Today’s Designs

Tru-Dry Timbers Geo. M. Huff Lumber Co. has teamed up with Forest Grove Lumber to become the exclusive Southern California stocking distributor of Tru-Dry Timbers.

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k c o St

All FGL Tru-Dry timbers are dried in “HeatWave USA’s RFV” kilns, which use clean, renewable energy and have zero emissions.

Tru-Dry timbers are dried completely and evenly throughout so you won’t experience the sticky problems often encountered with beams that are not dried to the core.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you’ve got one of the best resources in Southern California.

HUFF LUMBER COMPANY SANTA FE SPRINGS, CALIFORNIA

800-347-4833

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The Merchant Magazine March 2011

to-one in 2009 to two-to-one in 2012.

Roofing: Reroofing, which historically accounted for 70 to 75% of roofing demand, ballooned to 82% last year, as the overall residential roofing market in North America fell 11% to 130 million squares worth $9 billion.

Insulation: R&R is also consuming roughly two-thirds of the insulation market—a sharp reversal since 2006, when nearly two-thirds went to new construction. In 2010, residential and commercial thermal insulation for building and construction reached 5.8 billion lbs. valued at $5.2 billion, a 30% drop from 2006. It should jump to $6.3 billion in 2012.

Principia’s Ken Jacobson predicts opportunities to increase sales of pricier, more energy-efficient products, as rising energy prices make payback periods shorter. “Most homes have about 1% for insulation as a cost-line item, typically standard fiberglass plus a vapor barrier system,” he said. “With 2% it is possible to get more than two times the energy efficiency. Many consumers are reluctant to spend an extra 1% to 2% for insulation, but will spend money on a solar array for their roof. A tight envelope can save as much as 40% on heating and cooling costs.”

The full studies—Residential Siding 2010, Residential Roofing 2010, and Residential & Commercial Insulation 2010—are available from www.principiaconsulting.com.

Tricon Expands for China

Tricon Lumber invested $4 million in a new saw line at its mill in St. Regis, Mt., to produce metric-sized concrete form supports for China.

“This got going around the start of the fourth quarter of last year, around September and October,” said mill manager Angelo Ververis. “With our operation, we have a little more flexibility to adapt to new markets.”

This isn’t the first time Tricon has sent wood overseas. The company competed for Japanese business in the 1990s, when export wood specifications were very demanding. In contrast, Asian markets now are interested in lower-grade lumber and pay accordingly.

“We used to take the junk wood for studs, but the housing market was crashing and studs go into new homes,” said Ververis. “We wouldn’t be running at full production without the Chinese market.”

Building-Products.com

ASSOCIATION Update

Western Building Material Association installed Ed Waite, president of ProBuild’s northwestern operations, as its new president during the group’s recent annual convention.

Other new officers are 1st v.p.

Randy Stemper, Astoria Builders Supply, Astoria, Or.; 2nd v.p. Bill Mackie, Madison Lumber, Ketchikan, Ak., and past president Eric Fritch, Chinook Lumber, Snohomish, Wa. Lake Chelan Building Supply, Chelan, Wa., was named Dealer of the Year, while Huttig Building Products was named Supplier of the Year.

Mountain States Lumber & Building Material Dealers Association’s Colorado WOOD Council named William Miller, Alpine Lumber, Westminster, Co., as its 2010 Lumberman of the Year.

The group will host a bowling tournament April 18 at Bowl-ero Lanes, Lakewood, Co. Upcoming webinars will cover ecommerce March 23, procedures for accidents and emergencies March 25, and first aid training April 6 and April 22.

Los Angeles Hardwood Lumberman’s Club will spend a day at the races April 23 at Santa Anita Racetrack, Arcadia, Ca. May 12 will be ladies night at Orange County Mining Co., Orange, Ca. International Wood Products Association holds its 55th annual convention April 13-15 at Loews, New Orleans, La. Seminars will cover import challenges, sustainable design with exotic wood, specifying imported woods, pro-active marketing in an anti-import climate, and distribution.

Hardwood Plywood & Veneer Association will celebrate its 90th anniversary May 1-3 during its annual convention at Hyatt Regency Grand

Cypress, Orlando, Fl. A welcome reception will celebrate honorary lifetime member Gail Overgard, who is retiring from Timber Products, Springfield, Or. Seminars will cover latest trends, technology developments and innovations, better use of working capital, and better product promotion.

Composite Panel Association will kick off its May 1-3 spring meeting at the Hyatt Regency, Scottsdale, Az., with a golf tournament at Gainey Ranch Golf Club.

American Wood Protection Association gathers May 15-17 at Marriott Harbor Beach Resort, Fort Lauderdale, Fl., for its 107th annual meeting.

Educational sessions will cover LEED/green building, alternative wood treatments, quality control, and industrial products.

Lumber Association of California & Nevada tees off its annual PAC golf tournament April 14 at Black Gold Golf Club, Yorba Linda, Ca. The next 2nd Growth dinner meeting is set for May 5, location TBD.

North American Wholesale Lumber Association will host a regional meeting April 7 at The Vancouver Club, Vancouver, B.C. A regional conference is scheduled for May 4-6 at the Benson Hotel, Portland, Or.

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Building-Products.com

March 2011 The Merchant Magazine

35

MOVERS & Shakers Mike Croxton, ex-Pacific Wood Preserving, has joined Thunderbolt Wood Treating, Riverbank, Ca., as southwestern regional mgr., responsible for treating and wood protection services in Central and Southern California and the West.

Bert McKee, ex-Imperial Valley Lumber Co., has joined Parr Lumber, Chino, Ca., as assistant sales mgr.

Thom Wright has retired after 34 years in the industry, the last 10 with All-Coast Forest Products, Cloverdale, Ca. Matt McCoun, Andrew Lessar, and Chad Swindle are now trading softwoods and hardwoods from Bridgewell Resource’s new office in Bend, Or. Tod Kintz, ex-Swanson Group, is now trading industrial products from Grants Pass, Or., for Pelican Bay Forest Products, Bend, Or. Jessica McGraw has been promoted to branch mgr. at Meek’s Lumber & Hardware, Chico, Ca.

Trisha Paul, ex-D.R. Horton, is now a marketing specialist at Capital Lumber, Woodburn, Or. Carl Tobey, ex-Kaycan, is a new marketing specialist in Tacoma, Wa. Dale Catt retired March 1 after 40 years in the industry, the last 20 as commodity procurement mgr. for Boise Cascade’s Building Materials Distribution Division, Boise, Id. Scott Sunday succeeds him as commodity mgr. Recently retiring from Boise Cascade, Denver, Co., were: Tim Hulette, after 40 years in the industry; Doug Cunningham, after 30 years with the company and 40 in the industry, and John Bringelson, after 38 years.

Lee Ferguson is new to Buckeye Pacific, Portland, Or., specializing in SYP lumber sales.

Bill Peressini has resigned as v.p. and chief financial officer for Stimson Lumber, Portland, Or., to become c.f.o. of the Hancock Natural Resource Group, Boston, Ma.

Jim Coble, ex-A.C. Houston Lumber, has joined the sales team at EcoBlu Products, Vista, Ca. Doug Wemple, contractor sales, has retired after 42 years with Shelter Products, Portland, Or. Judith Johansen has been appointed to the board of trustees for Roseburg Forest Products, Roseburg, Or., along with Eric Ford, partner in Western Lumber Co., Medford, Or., and son of RFP president and c.e.o. Allyn Ford.

Steve Barth and John Niedzwiecki, both ex-Weyerhaeuser, are new account executives at BuilderLink, Springfield, Or. Chris Brown has been named western regional sales mgr. for Stone & Pewter Accents, Los Angeles, Ca. Bob Vereen, director of communications, has retired from the Worldwide DIY Council, Chandler, Az., after 30+ years.

Scott Sheffield has been named v.p. of North America operations for Deceuninck.

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

www.vanarsdaleharris.com

Since 1888

Specialists in upper grades of clear, dry softwoods

Douglas Fir C & Better V/G & F/G Kiln Dried Full Sawn Rough • 1", 5/4", 2", 3", 4", 6" & 8x8 • 3x6 DF Select Dex Double T&G Decking Sugar Pine • 4/4 -16/4 C & Btr. • 5/4 & 8/4 D Select • 6/4 & 8/4 Mldg. • 5/4 #1 Shop • 5/4 x 12 #2 Common • 4x4 #2 Common Ponderosa Pine • 4/4 Clears, Moulding, #3 Clear, Commons • 2x4, 2x6, 2x12 Std. & Btr. Dimension Western Red Cedar Clear V/G & F/G Full Sawn Rough • 1", 5/4", 2" Kiln Dried • 3", 4", 6" Air Dried Timbers Alaskan Yellow Cedar C & Btr. Kiln Dried Rough • 4/4, 8/4 Poplar, FAS • 4/4, 5/4, 6/4, 8/4, 12/4 Sitka Spruce B & Btr. V/G Kiln Dried Rough • 4/4, 8/4 Honduras Mahogany, FAS Pattern Grade • 4/4, 5/4, 6/4, 8/4, 10/4, 12/4, 16/4

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

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

Sales for Coast Wood Preserving

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The Merchant Magazine March 2011

Building-Products.com

Jim Shepard is retiring May 5 after four years as president and c.e.o. of Canfor Corp., Vancouver, B.C. He will be succeeded by Don Kayne, currently v.p.-sales & marketing.

Steven Hofer has been appointed v.p.-sales & marketing at Interfor, Vancouver, B.C. Nic Neumann will serve as c.e.o. of MAFI America Inc., Los Angeles, Ca., the new U.S. subsidiary of Austrian wood flooring manufacturer MAFI. Richard Kelly has been named national sales & marketing director for Bodyguard Wood Products, Chicago, Il. His background has been in national sales management of masonry products with SpiderLath and in the window & door industry.

Tara Murray has been appointed marketing mgr. of Benjamin Obdyke.

Larry Stone, president and chief operating officer, Lowe’s Cos., retires June 2 after 42 years with the chain. Robert J. “Bob” Gfeller Jr. has been promoted to executive v.p.-merchandising, to succeed retiring Nick Canter.

Rick D. Damron is now executive v.p.-store operations; Richard D. Maltsbarger, senior v.p.-strategy; William D. “Doug” Robinson, senior v.p.-customer support services; Maureen K. Ausura, executive v.p.-human resources; Gaither M. Keener, executive v.p., general counsel, secretary & chief compliance officer; Troy J. Dally, senior v.p. & general merchandising mgr.-hardlines/building products; William L. “Leroy” Allen, to senior v.p.-logistics, and Everett B. “Britt” Dayton, senior v.p.-IT business management.

Eric Lane, True Value Co., Chicago, Il., has been promoted to v.p.-specialty businesses, succeeding Fred Kirst, who has retired after 19 years with the co-op.

Dan Gust, president, Gust Family Enterprises/Ace Hardware, Longmont, Co., will be inducted next month into the Boulder County Business Hall of Fame.

Perry Walsh, mgr., ProBuild, Great Falls, Mt., married Holly Mauer Jan. 16.

Lotta Butkys has earned her third promotion in a year at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

March 2011 The Merchant Magazine

37

NEW Products

Eco-friendly Insulation

Guardian’s ecoGuard fiberglass insulation is produced with at least 35% recycled content, with no added dyes or formaldehyde.

Greenguard-certified, it can be used in both residential and commercial projects.

GUARDIANBP.COM (800) 569-4262

Unique Subway Tiles

Horizon mosaic tiles from Hakatai are now available in a 3”x6” subway profile.

Options include mixed-media blends of glass, metal, and stone in five glossy-finished colors. All are mounted on mesh backs for easy installation.

HAKATAI.COM (541) 552-0855

Ext. 129 - Marc

Ext. 125 - Brandon

Ext. 126 - Lorena Ext. 128 - Matt

Ext. 133 - Raul Ext. 142 - Dick

Ext. 127 - Renee

Ext. 147 - Christine Ext. 138 - Brad

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The Merchant Magazine March 2011

Building-Products.com

Insulation Barriers

ReFIT insulating panels from ARXX Corp. can be used to finish basements and interior spaces.

Made of expanded polystyrene, the interlocking panels install easily with wall clips and adjustable shims. They act as a continuous insulation barrier, to eliminate unwanted air infiltration with no thermal bridging, without a vapor barrier.

REFITICF.COM (800) 293-3210

Building-Products.com

Strand Bamboo for Floor & Wall

Smith & Fong now offers PlybooStrand bamboo panels and flooring that are free of formaldehyde and FSC certified.

Both products are available in three colors: Havana, Morocco, and Sahara.

The panels measure 3/4�x48’x72. Flooring can be ordered unfinished or prefinished.

PLYBOO.COM (866) 835-9859

March 2011 The Merchant Magazine

39

High Tech Deck Fasteners

Universal Fastener Outsourcing offers modified wood screws that can be installed with a special Tech drilling point to prevent cracking or splitting boards.

The 2-1/4” screws have a T-15 Torx Trim Head, with a PPG1500 coating to withstand salt spray. They can be ordered in contractor pails with 1,750 screws or in master cases with eight boxes of 350 each.

911-NAILS.COM (800) 352-0028

WHOLESALE ONLY • MILL DIRECT & LCL

WHERE QUALITY IS AGELESS Anfinson Lumber is the clear choice for Quality Redwood and Western Red Cedar Dimension, Boards, Patterns and Timbers

CALL SALES AT (800) 400-8383 • (951) 681-4707

Gypsum Clears the Air

CertainTeed’s AirRenew gypsum boards are said to permanently reduce VOCs circulating indoors, by converting them into inert compounds that safely remain within the boards. M2TECH technology provides protection against moisture and mold.

AIRRENEW.COM (800) 233-8990

Rick Anfinson • Carol O’Connor Outside Sales Darin Curran

(949) 412-1894

Formaldehyde-free Veneer

Visit our website:

www.anfinson.com

Fontana, CA Office and Mill: 13041 Union Avenue, Fontana, CA 92337 Fax: (951) 681-3566 • E-mail: sales@anfinson.com

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The Merchant Magazine March 2011

MPX hardwood plywood from Columbia Forest Products features formaldehyde-free, soy-based PureBond technology.

Each panel incorporates yellow poplar crossbands under the decorative face and back veneer, for a smoother profile. Thicknesses are 3/4” and 1”.

CFPWOOD.COM (800) 637-1609

Building-Products.com

Look of Slate

CertainTeed’s newest roof shingles offer the look of slate at lower cost.

Highland Slate shingles measure 18”x36” and are available in six colors.

An impact-resistant version meets Class 4 standards and is available in four colors. Both coordinate with CertainTeed’s Cedar Crest hip and ridge accessories.

CERTAINTEED.COM (800) 233-8990

Building-Products.com

Recycled Tarps

Heavy-duty tarps repurposed from vinyl advertising billboards are new from Recycled Materials Inc. Common sizes of 10’x30’, 12’x42’, and 14’x48 can be used to cover almost anything, as a green alternative to traditional tarps.

RECYCLEDBILLBOARDTARPS.COM (303) 478-6193

March 2011 The Merchant Magazine

41

Respecting the forest, honoring the past, building the future.

A nation’s pride you can build on.

Manufacturers of 10 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs • and 5/4 Radius Edge Decking Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

Bob Bretz

(509) 874-1163

(805) 995-0700

Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

Tropical Hardwood Railing

Deckorators’ latest aluminum railing system has a tropical hardwood cap-rail available in both 6’ and 8’ kits.

The hardwood cap is finished with an oil-based stain, and can be snapped onto the rail without visible fasteners.

DECKORATORS.COM (800) 332-5724

Frothy Foam Insulation

Froth-Pak spray foam insulation and Froth-Pak foam sealant from Dow Building Solutions protect against air and moisture infiltration.

The two-component, low-pressure polyurethane spray quickly expands to fill cavities, penetrations, and cracks greater than 2”. It becomes tack-free in seconds, and completely cures in minutes.

The foam sealant is designed for applications requiring a maximum 4” wide strip of sealant, such as gaps, cracks, or crevices in the building envelope.

BUILDING.DOW.COM (866) 583-2583

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The Merchant Magazine March 2011

Building-Products.com

Solar Attic Vent

TAMKO’s solar attic vent uses the power of the sun to lower energy costs and prolong roof-life.

Each 20-watt panel ventilates up to 1,600 sq. ft. Its housing is molded of UV-stabilized ABS color-dyed plastic that prevents sun damage and can be painted to match the roof.

A 1/8” heavy-gauge stainless steel screen provides protection from insects and animals without impeding airflow.

TAMKO.COM

(800) 641-4691

Outside Crowns

CMI expanded its MiraTEC line to include four composite, engineered wood crown mouldings for exteriors.

Factory-primed with a lowVOC primer on all four sides, the trim is warrantied against hail and termite damage, delamination, decomposition due to fungal growth, splitting, cracking, and excessive swelling and buckling.

CMICOMPANY.COM (800) 405-2233

No Roar from These Fans

Panasonic’s third generation WhisperGreen ventilation fans improve indoor air quality in homes and light commercial uses.

The brushless DC motor is up to 871% more energy efficient than Energy Star standards.

Select models feature variable speed controls and built-in lights.

PANASOIC.COM/VENTFANS (866) 292-7292

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

Surrey, BC • fax 604-531-7581 • crawfordcreek@shaw.ca

604-531-7588 • www.crawfordcreeklumber.com Building-Products.com

March 2011 The Merchant Magazine

43

GUARDIAN SHOW Photos by The Merchant Magazine

GUARDIAN BUILDING Products staged its annual buying show Jan. 30Feb. 1 at Caesars Palace, Las Vegas, Nv. [1] Barb & Snort Snyder. [2] John Burns, Sandra & Robert Dupuis. [3] Tim Herman, Bernie Reiff. [4] Annie & Kenny Hodges. [5] Diane & Dan Nagle. [6] Lawrence & Ginger Taphouse. [7] Curtis Butler, Dave Roberts. [8] Lester Heringer, Nancy Tumlinson, Randy Forsburg. [9] Matt Conard, Kristen DeVinny, Chris Duncan, Scott Nawatzki. [10] Jay Lattanzio, Dan Graves. [11] Sherry

44

The Merchant Magazine March 2011

Dalton, Charles Ryther, Cork Dalton. [12] Karlin Wyse, Vinnie Miller. [13] Stephen McNally, Alex Hines. [14] Robert Archer, Kendal Garrison, Bobby Longbine. [15] Mark Heyboer, Paul Mehok. [16] Mike Thom, Sam Wolter. [17] Scott Welling, Steve Sawin, Phil Bryson. [18] Rose & Jerry Vetter. [19] Kathie & Joe Holmgren. [20] Trevor Woods, Jenn Hutchinson, Kurt Scandlyn, Debra Lee. [21] Kevin & Tennille Kothmann, Wesley Starnes, Kelly & Darrell Dayton.

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

GUARDIAN SHOW Photos by The Merchant Magazine

SPRING MARKET for building material distributor Guardian Building Products (continued from previous page). [1] Anthony Kuhlman, Kelly Harrison, Jeff Martindale. [2] Joe Roedl, John Mette, George Mette. [3] David Elenbaum, Justin Ellis. [4] Clint Selzler, Tyler Odden. [5] Bruce Schneider, Susan Faulkner. [6] Gary Dean, Eric Bayer. [7] Victor Fioravanti, Joel Strauss.

[8] Sharon & Tom Neel, Sheri & Gary Schon. [9] Pat Lawley, Pat McConnellt. [10] Rob & Nanci Treml. [11] Cheryl Maynard, Warren Michaelsohn, Julie Volk, Alvin Gravos. [12] Nick Robinson, Skip Camp.

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Profiled Rails Building-Products.com

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March 2011 The Merchant Magazine

45

IN Memoriam

Bob A. Boyce, 87, retired coowner of Boyce Lumber, Missoula, Mt., died Feb. 11 in Missoula.

He started the company with his father, Al, and brother, Everett, in 1937. Up until a few months ago, he visited the business on a regular basis and attended company meetings.

Douglas M. Hanzlick, 69, president and owner of Pacific MDF Products, Rocklin, Ca., died Feb. 3 in

Loomis, Ca., after a brief battle with cancer.

A builder and developer, he got into the moulding business in 1992 with the purchase of Forest Products’ Rocklin plant, and later added facilities in El Dorado, Ar., Clio, S.C., and Edmonton, Alb.

Donald E. Whitcomb, 59, lumber salesman for Hardware Hawaii, Kailua, Hi., died Feb. 14 in Kailua.

John S. “Jack” Brandis Jr., 71, owner of former Brand S Corp., Corvallis, Or., died of cancer Feb. 7 in Corvallis.

After receiving a degree in forestry and business from Oregon State University, he took over his father’s lumber and development companies when his father died in 1972. He expanded Brand S to 15 mills in Oregon, Idaho, and Montana. Its last mill, Leading Plywood Plant, Corvallis, closed in 1999.

Edwin Anthony “Ed” Sturza, 65, founder of Sturza Forest Products, Redmond, Or., died Jan. 25 in Redmond.

Following college and several years working for the IRS, he became president of Ponderosa Moulding, Redmond. He launched Sturza Forest Products in 1993.

He was a director and past president of Wood Moulding & Millwork Producers Association.

Kelly Paul O’Neill, 59, longtime western lumberman, died after a brief illness Jan. 11 in Ventura, Ca. He started his lumber career at O’Neil Bros. Lumber, Fruitwood, Id., in the early 1970s. He later worked with his father, Jack, at Shamrock Lumber, Eugene, Or., then joined Georgia Pacific, Eugene. In 2001, he joined Lowe’s in Ventura.

John M. Brown, 90, retired manager of Ellingson Lumber, Baker City, Or., died Feb. 3 in Baker City.

During World War II, he served as an Army parachutist in France.

Afterwards, he attended Syracuse University and was awarded a degree in forestry in 1950.

His first industry job was with Potlatch Forest Industries, Lewiston,

TREATERS

WITH INTEGRITY, TAKING CARE OF TOMORROW’S NEEDS TODAY

ACQ ACQPreserve • Borates D-Blaze® Interior Fire Retardant Heat Treating ISPM 15 Compliant • Custom Drying Rail Served BNSF • TPI Third Party Inspected FSC Certified SCS-COC-002513

909-350-1214 15500 Valencia Ave. (Box 1070), Fontana, CA 92335 Fax 909-350-9623 • email – sales@fontanawholesalelumber.com

www.fontanawholesalelumber.com

46

The Merchant Magazine March 2011

Building-Products.com

Or. He later worked for Blue Mountain Mills, John Day, Or., and Hudspeth Pine Lumber, Prineville, Or. He joined Ellingson in 1960, retiring in 1985.

Dale R. Gustafson, 76, president of Gustafson Forest Products, Portland, Or., died Jan. 25 in Eugene, Or.

Gerald V. “Jerry” Parker, 72, retired Northwest lumberman, died Jan. 30 in Seeley Lake, Mt., after a brief battle with lung cancer.

After graduating with a degree in forestry from the University of Montana in 1961, he worked in the timber and land department at Burlington Northern, in Seeley Lake and Seattle, Wa. In 1965, he joined L.A. Hamilton Lumber. When that company closed, he worked for Idaho Pole Co. In 1979, he joined Pyramid Lumber, Seeley Lake, as a timber manager, retiring in 1996.

Western Pine Association. He then joined Meadow Valley Lumber, Meadow Valley, Ca., where he worked as a foreman and grader.

While at Meadow Valley, he was awarded the Master Lumberman’s Certificate from the Western Wood Products Association.

Manuel M. Madueña, 85, retired maintenance supervisor for California Cedar Products, Stockton, Ca., died Jan. 7 in Stockton.

He served with the Navy in the Pacific during World War II, receiving the Victory Medal and Philippine

Liberation Medal.

He was employed at California Cedar for 52 years, retiring in 1998.

Ray Salva Castillo, 78, retired labor foreman for AmFac Lumber, Honolulu, Hi., died Feb. 7 in Honolulu.

Paul Holm, 99, longtime lumber grader in the Pacific Northwest, died Feb. 4 in Tuolumne, Or. He worked for Westside Lumber Mill, Tuolumne, and Leonard Jones Lumber Mill, Soulsbyville, Or., for 54 years.

Douglas Cody Cochran, 44, contractor salesman at Alpine Lumber, Aurora, Co., died Jan. 26 in Englewood, Co., after heart surgery.

He spent 12 years at Alpine.

Darwin Lacey, 83, venerable West Coast lumber grader, died Jan. 14 in Citrus Heights, Ca. He earned his grading certificate at Sierra Pine Co., Oroville, Ca. In 1960, he became a lumber inspector for the

Building-Products.com

March 2011 The Merchant Magazine

47

CLASSIFIED Marketplace HELP WANTED

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 “cameraready” (advertiser sets the type), $65 if we set type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 8521990. Make checks payable to Cutler Publishing.

Deadline: 18th of previous month.

HELP WANTED

EXPERIENCED LUMBER & MILLWORK Salesperson Wanted: Southern California hardwood lumber company with on-site custom milling facility is looking for a person with established relationships who is ready to sell.

Minimum 5 years experience in hardwood lumber & millwork distribution. Generous commission-based compensation. Contact Box 718, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949852-0231, or dkoenig@building-products.com.

IDAHO PACIFIC LUMBER is an employeeowned company looking for commission-based salespeople to work either in your established market or in our Boise, Idaho, office. This is an excellent opportunity to build a career in the building materials industry. Not only can you earn a high income, but you also can earn a piece of the company. We are seeking salespeople who are highly motivated, aggressive, and great with people. The abilities to stay organized and deal with time pressure are also important. You can learn more about us at our website at www.idapac.com. For consideration, please send a cover letter and resume to kberg@idapac.com.

No limits.

HELP WANTED

SAROYAN LUMBER COMPANY, a leading manufacturer and wholesaler with a state-ofthe-art milling facility, is looking for experienced, self-motivated salespeople in hardwood plywood, hardwood lumber, and custom moldings. Positions are available in Northern and Southern California. Please email resume to Jim Larman at jl@saroyanlumber.com or fax to 888-808-8145.

BROKER/TRADER OPPORTUNITY: Mill Direct Lumber Sales, Inc. is seeking “A” players to join their highly successful lumber trading team in Lake Oswego, Or. Financially strong, we offer an environment unmatched by others that breeds financial & personal growth.

Human-resources@MillDirectLumber.com or (866) 261-5563.

FACILITIES FOR LEASE

OFFICE & WAREHOUSE FOR LEASE: Northern California Sacramento region.

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

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

FOR SALE

Wood Products Traders You’re an experienced wood products trader trying to increase sales in tough conditions. We’re a financially strong, global trading company selling a broad mix of hardwood and softwood panels, lumber & boards, moulding & millwork, flooring and more. And we’re growing. Ready for a change?

• Unlimited earning potential • Top-tier commission structure • An entrepreneurial & flexible culture • Financial strength to support your potential • Nothing to hold you back

Apply online.

BridgewellResources.com Equal Opportunity/Affirmative Action Employer. All inquiries strictly confidential.

48

The Merchant Magazine March 2011

Building-Products.com

DATE Book

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

Remodeling Show – March 11-13, Portland Memorial Coliseum, Portland, Or.; (800) 374-6463; www.homeshowcenter.com

Tacoma Remodeling Expo – March 11-13, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; (800) 374-6463; www.homeshowcenter.com.

Remodeling & Decorating Show – March 12-13, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950; www.thehomeshow.com.

Western Wood Products Association – March 14, annual meeting, Embassy Suites Downtown, Portland, Or.; (503) 224-3930; wwpa.org.

Greenprints – March 14-15, conference & show, Sheraton Downtown, Atlanta, Ga.; (404) 872-3549; www.greenprints.org.

Window & Door Manufacturers Association – March 15-17, legislative conference, Marriott, Washington, D.C.; (800) 223-2301; www.wdma.com.

WoodWorks – March 16, Wood Solutions Fair, South San Francisco Conference Center, San Francisco, Ca.; (866) 9663448; www.woodworks.org.

Redwood Region Logging Conference – March 17-19, Redwood Acres Fairgrounds, Eureka, Ca.; (707) 443-4091; www.rrlc.net.

Remodeling & Decorating Show – March 19-20, Fairgrounds, Costa Mesa, Ca.; (818) 557-2950; www.thehomeshow.com.

National Lumber & Building Material Dealers Association – March 21-23, legislative conference & spring meeting, Marriott, Washington, D.C.; (800) 634-8645; www.dealer.org.

Material Handling Industry of America – March 21-24, annual expo, McCormick Place South, Chicago, Il.; (704) 676-1190; www.mhia.org.

International Wood Composites Symposium & Technical Workshop – April 5-7, Bell Harbor International Convention Center, Seattle, Wa.; (509) 335-2262; woodsymposium.wsu.edu.

American Architectural Manufacturers Association – April 6-7, western region spring meeting, Tempe Mission Palms Hotel, Tempe, Az.; (714) 596-3574; www.aamanet.org.

National Retail Federation – April 10-12, global supply chain summit, The Renaissance, Columbus, Oh.; (800) 673-4692; nrf.com.

International Wood Products Association – April 13-15, annual convention, Loews Hotel, New Orleans, La.; (703) 820-6696; www.iwpawood.org.

Lumber Association of California & Nevada – April 14, golf tournament, Black Gold Golf Course, Yorba Linda, Ca.; (800) 2664344; www.lumberassociation.org.

Remodeling & Decorating Show – April 15-17, South Town Expo Center, Sandy, Ut.; (818) 571-9012; www.thehomeshow.com.

Mountain States Lumber & Building Material Dealers Association – March 18, bowling tournament, Bowl-ero Lanes, Lakewood, Co.; (303) 922-1125; www.mslbmda.org.

Transload Distribution Association – April 18-20, conference, Doubletree, San Antonio, Tx.; (503) 656-4282; transload.org.

Southern California Hoo-Hoo Club – April 20, dinner & meeting, Orange County Mining Company, Orange, Ca.; (760) 324-0842; hoohoo117.org.

Los Angeles Hardwood Lumberman’s Club – April 23, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (626) 445-8556; www.lahlc.net.

National Kitchen & Bath Association – April 26-28, annual conference & show, Las Vegas Convention Center, Las Vegas, Nv.; (800) 843-6522; www.nkba.org.

National Wood Flooring Association – April 26-29, conference & wood flooring expo, San Diego Convention Center, San Diego, Ca.; (800) 422-4556; www.woodfloors.org.

Structural Insulated Panel Association –March 22-24, annual meeting, Hyatt, Greenville, S.C.; (253) 858-7472.; www.sips.org.

Olympic Logging Congress – April 27-29, Fairmont Empress Hotel, Vancouver, B.C.; (360) 452-9357; www.olympicloggingconference.com.

Ace Hardware Corp. – April 1-3, spring market, McCormick Place, Chicago, Il.; (630) 990-7662; www.acehardware.com.

Material Handling Equipment Distributors Association – April 30-May 4, annual convention & showcase, JW Marriott Desert Ridge Resort & Spa, Phoenix, Az.; (847) 680-3500; www.mhedad.org.

Moulding & Millwork Producers Association – March 22-27, winter meeting, Wild Dunes Resort, Isle of Palms, S.C.; (800) 5507889; www.wmmpa.com.

Black Bart Hoo-Hoo Club – April 30, annual poker tournament & BBQ, Calistoga Fairgrounds, Calistoga, Ca.; (707) 889-0049.

Superior Service, Products & Support 100% of the Time

Distributed By

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

(541) 535-3465 • www.normandist.com

Building-Products.com

March 2011 The Merchant Magazine

49

ADVERTISERS Index

IDEA File

A longtime pro dealer has deepened its

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

Grow For It

roots in the local community by distributing free white pine seedlings.

G.W. Smith Lumber, Lexington, N.C., has given away 1,500 seedlings every March for the past 25 years, timed to coincide with Arbor Day—a holiday first celebrated on April 10, 1872, by tree-starved settlers in Nebraska.

“Celebrating Arbor Day helps educate the public that growing and harvesting trees is a renewable process,” says Mark Smith, fourth generation president and general manager. “The days when forests were clear-cut without concern for replanting are a thing of the past.”

Because awareness of Arbor Day has waned in recent years, G.W. Smith advertised this year’s giveaway through an interview with the local newspaper.

Flyers were also mailed to elementary and middle schools throughout the county.

“We’re hoping to get parents excited about this, so teachers will follow up, place their orders, and come get them,” he says.

According to Smith, it’s not hard to interest children in the hardy little trees, which thrive with proper planting and a generous dose of water and attention. Some are planted on school property, while others go home with students.

And what do Smith’s customers—90% pro and 10% retail—think of the annual event? Once seedlings are distributed to interested schools, a handwritten sign out front announces that the rest are free for the asking. Last year, very few of the tiny trees went to waste.

Send us your news!

Have your recent expansion, personnel promotions, new product introductions, or other company changes published in the next issue of The Merchant Magazine.

Just Fax your news to 949-852-0231 or email to kdebats@building-products.com.

The

50

MERCHANT (a free service)

The Merchant Magazine March 2011

Magazine

Advantage Trim & Lumber [www.advantagelumber.com]..........46 Ainsworth [www.ainsworth.ca] ................................................26-27

Anfinson Lumber [www.anfinson.com]........................................40

BW Creative Wood [www.bwcreativewood.com] ........................45

Bear Forest Products [www.bearfp.com].....................................38

Big Creek Lumber [www.big-creek.com] .....................................30 Cal Coast Wholesale Lumber ........................................................36

California Redwood Association [www.calredwood.org]...........13

California Redwood Co. [californiaredwoodco.com].........Cover II California Timberline [www.caltimberline.com] ............................4

Capital [www.capital-lumber.com]........................................Cover I Crawford Creek Lumber [www.crawfordcreeklumber.com].......43

Creatus Wood Products [www.creatuswood.com] .....................15

Fasco America [www.fascoamerica.com]....................................25 Fontana Wholesale Lumber [fontanawholesalelumber.com].....46

GRK Fasteners [www.grkfasteners.com].....................................28

Hoover Treated Wood Products [www.frtw.com]........................41 Huff Lumber ....................................................................................34

Idaho Forest Group [www.idahoforestgroup.com] .......................5 Keller Lumber .................................................................................35

Lausmann Lumber [www.lausmannlumber.com] .......................29

Mary’s River Lumber [www.marysriverlumber.com] ..................24

Master Mark Plastics [www.rhinodeck.com]................................43 Norman Distribution [www.normandist.com] ..............................49

Pacific Wood Preserving Cos. [www.pacificwood.com].............39 Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....31

Redwood Empire [www.redwoodemp.com] ......................Cover IV

RISI [www.risiinfo.com/crows] ......................................................47

Roseburg Forest Products [www.rfpco.com] ................................3 Screw Products [www.screw-products.com] ..............................42

Simpson Strong-Tie [www.strongtie.com]...................................21 Siskiyou Forest Products [siskiyouforestproducts.com]...........37

Southern California Hoo-Hoo Club [www.hoohoo117.org] ........40

Sunbelt [www.sunbeltracks.com] .................................................47

Swanson Group Sales [www.swansongroupinc.com]..................7 Terminal Forest Products [www.terminalforest.com].................11

Thunderbolt Wood Treating [thunderboltwoodtreating.com] ....35 Universal Fastener Outsourcing [www.911-nails.com] ..............22

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ....36

Viance [www.treatedwood.com] ...................................................23 Western Red Cedar Lumber Assn. [www.wrcla.org].........5, 32, 33

Yakama Forest Products [www.yakama-forest.com]..................42 Building-Products.com