The Merchant Magazine - February 2010

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By Alan Oakes

Don’t neglect those left behind

RECENT REPORT SUGGESTED that 55% of workers are unhappy with their current job. Personally, I suspect that 55% would be even more unhappy without a job.

That being said, the events of the last two years—restructurings, consolidations, closings, salary and promotion freezes, benefit cuts—have not been met kindly.

Indeed, when the Christmas party gets cut, well…

Running a company has been far from easy these past few years. As an owner, you carry the burden of how you are going to meet the next payroll. It can be hard to share that information without sending alarm bells around the company, let alone to your customers and competitors. While we may not be able to sleep at nights, and others can’t understand why such cuts have been made, the fact is that to protect the many, you might be required to do things you find abhorrent, just to survive.

There is no good time to let people go, but have some compassion. I witnessed one company hand out pink slips the week before Christmas. Help those affected financially and emotionally to deal with it, so those left behind can see that you care.

You may have already taken tough steps. More may be required before conditions improve. Yet how do you motivate those that are left and provide comfort? Well, if you have to make a tough decision, take action quickly and decisively. Don’t let a cloud of doom hang over the company. It is better to lay off a few more people than hope for the best and then go back to the well a few weeks or months later. Let the pain be felt once, not two or three times. Make changes in one go, not in dribs and drabs, unsettling everyone in the company. It may be tough on the 20% who are affected—but better 80% feel okay than 20%. You want your remaining employees focused on how they are going to get the company growing, not worrying when the next shoe is going to drop.

I saw a headline today about the disposable worker. That’s just the type of thinking that has led 55% to reconsider whom they work for. I know I did for five years before going out on my own. I understand big business, but what I have never accepted in my career is a lack of empathy for my employees. Everyone is not dispensable!

A callous attitude by management causes employees to question their loyalty to the company. I believe it is how you as managers handle this situation that will determine how you come out of the recession. People have long memories and will remember how they were treated during this crisis. If you do not manage with compassion now, when times get better and new jobs start, your staff will be off at the first opportunity.

So what do you do for those left behind when there is not much to give financially? Many managers working through these difficult times feel that their hands are tied, especially when salary increases are frozen and budgets are cut. But saying “thank you” costs nothing. “Thanks for being on my team. I value your contribution under very difficult circumstances.” How many times do we hear that? Do not hide behind blanket emails; those only lead to the worst being painted into every word.

Face to face you can say what is real and not real, and paint a more truthful and optimistic picture. You can show the way to better times.

Webcasts and email are not personal, and there has never been a more important time to be personal.

Take an interest in your employees as individuals. If they feel anonymous in the organization, they will dread coming to work.

Another way is to help every employee understand why their job is important and to whom. Give reasons—whether they be in customer service, accounts payable, or the yard. That 55% will never be happy unless we find a way to take an interest in them and what they do, as human beings. If we don’t, we are not only committing them to a miserable time at work, but also committing our companies to employees who are not working at their best.

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The Merchant Magazine February 2010

Building-Products.com

FEATURE Story

Back to Basics T

The resurgence of real wood decking

HE TROUBLED ECONOMY has driven down the North American residential decking and railing market 40%, from $4.6 billion in 2006 to $2.8 billion in 2009, according to a new Principia Partners study.

The most noticeable trend during the three-year slide has been wood decking regaining lost market share from synthetics, apparently driven by demand elasticity due to lumber deflation, while petroleum-based synthetics have experienced significant raw material price escalation.

“Lumber prices are at all-time

lows, and the gap between the cost of pressure treated lumber and composites is the highest it’s ever been,” notes Dick Gauthier, Universal Forest Products.

Wood decking and railing have steadily lost market share to synthetics since the introduction of composites more than 20 years ago, based on performance and maintenance benefits.

Wood’s market share hit a low in 2007, maintained its position in 2008, and reversed in 2009.

Wood decking, says Allweather Wood’s Rick Danielson, “is competi-

WOOD DECKING is regaining market share from synthetics, thanks to the affordability of pressure treated wood and the improved aesthetics and performances of high-end products, such as DreamDex polymer-and-heat-treated radiata pine boards (above) and tropical hardwoods.

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The Merchant Magazine February 2010

tively priced, and consumers are more price conscious. Typical retail for treated wood decking is $1.00 to $1.10 per lineal foot. Non-wood products are about $1.65 and up. Also, the higher the price, the greater the customers’ expectations.”

McFarland Cascade’s Greg Phillips agrees that the “resurgence of treated wood decking sales as a percentage of decking surface sales is directly connected to the low-priced lumber market. In this tough economy, people still want to enjoy outdoor living, so they are turning to more economical solutions. As the economy improves, we suspect maintenance issues will likely overcome the initial cost advantage of pressure treated lumber, though wood will always be a big part of deck surface sales.”

Product failures by composites haven’t helped. “We have noticed a slight change towards wood decking or forms of wood decking,” says Northern California dealer Rick Zaslove. “With the class action claims and composites not performing as expected, Golden State Lumber and Sierra Point Lumber have noticed some of our customers looking for real wood decking that perform well to many weather conditions. Hardwood decking like ipé and Clear and Deck Heart redwood decking products seem to fit this need best. [Composite manufacturers] have made some major changes in their product lines, and we will continue to support their efforts.”

In addition, “the new ‘heat treated’ wood decking products are making some headway,” says dealer Gene McKinney, Tindells’, Knoxville, Tn. Building-Products.com

“They are real wood, stronger, stiffer, less expensive, and install like any other wood deck. We stock and sell this product and are having some success.”

Next generation preservatives are also giving a boost to good, old pressure treated wood decking. “The quality demands of the big boxes regarding pressure treated lumber are also the highest they’ve ever been,” offers UFPI’s Gauthier. “So it’s harder to disparage pressure treated since the quality is pretty good today.”

Dennis McWhirter, Exterior Wood, Washougal, Wa., agrees wood decking has never been better. “With the advancement and durability of today’s stains and sealers, consumers are moving back to the tried and true wood products: cedar and treated decking,” McWhirter says. “We are seeing renewed interest in the use of tropical hardwood for decking, as well. These products are being used in both commercial and residential applications, where the consumer is looking for something that makes a statement.

Although there is slightly more maintenance with this product, the wow factor is well worth it.”

Although the synthetic decking category as a whole has lost share to wood, demand for cellular vinyl decking has been growing at a double-digit rate, due to the growing popularity of ultra-low maintenance decks among homeowners.

“The market has two primary forces at work,” says Principia’s Steve Van Kouteren. “On one end of the decking market, consumers are fighting money and budget issues and are scaling back deck projects, as well as using less expensive materials.

Conversely, there is a high end of the market that is less price-sensitive. This segment is using new synthetic materials, and is driving the increase in demand for cellular vinyl.”

Cellular vinyl demand growth is at the expense of polyolefin-based woodplastic composite (WPC) decking.

“Composite decking is losing market share to wood on the low end and losing market share to cellular PVC on the high end,” Van Kouteren says.

“Total value for WPCs and cellular vinyl is estimated at about $725 million, or 26% of the decking and railing market in 2009. Total North American demand for cellular vinyl in residential decking grew from about $5 million in 2004 to over $95 million in 2009.”

About 2.5 million decks were built Building-Products.com

on residential structures in 2009, and over 90% are on existing homes as part of a remodeling project or replacement (R&R) of an existing deck. Job losses, tight credit, devalued homes, the inability to tap into home equity to finance home improvement projects, and record lows in consumer confidence combined to push decking and railing demand back to levels unseen since the early 2000s.

The future is brighter for decking and railing, as homeowner desire for quality leisure time and outdoor living in the backyard or front porch of the

home is part of the fabric of American living. An increase in housing starts and modest growth in R&R activity should increase the demand for decking and railing, on a value basis, about 10% in 2010 from its bottom in 2009.

About 6% of the growth will result from volume growth and another 4% from product mix and a slight recovery in wood prices. Pent-up demand from consumers will help support decking and railing growth in 2010.

Total decking and railing demand is expected to increase from $2.8 billion in 2009 to $3.1 billion in 2010.

February 2010 The Merchant Magazine

9

PRODUCT Spotlight Composite Decking

Composite decking

Photo of GeoDeck’s color options

What’s new, what’s next

C

OMPOSITES REFUSE TO SIT QUIETLY as high-performance cellular PVC products bite into their share of the alternative decking market. This winter, composite decking manufacturers are adding new products and tweaking existing ones to better compete.

AERT (Advanced Environmental Recycling Technologies) recently rolled out a fire-rated version of its

composite decking. MoistureShield FR has been approved by the California Department of Forestry & Fire Protection and is listed as an approved product in the recently published Wildland-Urban Interface Products Handbook.

“For builders and homeowners in parts of the country where wild-fire season is a real threat and building codes require fire-rated materials, we saw a need for an attractive, eco-friendly and fire-resistant decking product that can meet code,” says Brent Gwatney, v.p. of sales and marketing for MoistureShield. “The introduction of firerated products, a growing number of color options and accessories, a solid reversible profile, and grooved boards for hidden fastening systems, are all trends we’re seeing in the composite decking market and ones that we’ve specifically developed products for.”

Fiberon has improved its Deck Pilot hidden fastener, to improve performance and reduce installation time.

The redesigned fastener is injection-molded with 30% glass-filled nylon, making it sturdier, and double-sided to reduce installation time. Other features include:

• new 3/16" replaceable steel pins for accurate spacing and quicker installation;

PRECISE, fast and inexpensive, Fiberon’s new Deck Pilot allows contractors to install deck screws at the proper angle and precise depth— every time. The kit includes two bits and uses 1-5/8" steel coated, corrosion-resistant trim head screws.

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The Merchant Magazine February 2010

• tough, hardened bushings made from hexstock steel, making it impossible to spin; • arched base to keep tool flat, and

• adaptability—the tool can be cut in half without losing Building-Products.com

its strength to make two short tools for restricted areas and special patterns.

GeoDeck producer Green Bay Decking has expanded the color options for its composite decking to include walnut, a deep, rich shade of brown.

“Our new walnut color is something we’ve produced for years on a custom basis,” shares president Lanny Jass. “As consumer preferences have changed in the past two years, we decided to make it part of our standard product line. Our manufacturing process allows us to produce short runs of different colors very efficiently, so we plan to continue to offer new colors to the market—either as part of our product line or as a custom color to specific customers. Our patented material formulation also provides us with confidence that all of the colors we produce will have the same superior color retention.”

TimberTech is attacking the price differential.

The company just launched ReliaBoard, described as “one of the most economical composite decking boards on the market.” Yet the product is also said to offer all the same benefits of TimberTech’s other decking products, including a full 5.4" wide plank surface, great looks, and a transferable 25-year limited residential warranty.

“ReliaBoard is a great alternative to wood for valueconscious homeowners,” says Carey Walley, director of marketing of TimberTech. “Money and time spent each year painting, staining or sealing can become a one-time investment in low-maintenance decking for a great price. This new product positions TimberTech as a onestop-shop for customers looking for anything from traditional composite decking to ultra-low maintenance PVC decking, with best-in-class railing and lighting to match—a complete solution from one manufacturer.”

Trex is rolling out a raft of products, including new board profiles and hidden fasteners that are compatible even with competitors’ boards.

“Contractors indicated that the industry needed a universal fastening system,” says Adam Zambanini, senior product manager of decking. “The Universal Hidden Fastener can be used with both Trex and competitor decking. Now contractors need only to purchase one fastener system for all of their jobs, increasing efficiency and reducing costs.”

In addition, all Trex decking will now measure 1" wide, providing greater design flexibility to mix and match all lines, making all lines compatible with the Universal Hidden Fastener, and increasing convenience and efficiency for distributors and dealers.

Trex, too, will be the first decking manufacturer to offer reduced-size product bundles—transitioning from a bundle size of 96 pieces per unit to 48 pieces per unit, increasing turns. Distributors will benefit from efficiencies in material handling and reduced in-transit material handling damage, while dealers will be able to stock more product without increasing their inventory position.

“We believe the reduced packs will provide greater bundling opportunities for our distributors and dealers, allowing them to move more product in less time while increasing productivity and profitability,” notes Adam Building-Products.com

Zambanini, senior product manager of decking.

The Contours line is also converting to a square-edged profile and a grooved edge profile, as opposed to its former scalloped underside. The updated boards currently are available at both Trex manufacturing plants, in Winchester, Va., and Fernley, Nv. And, a new, higher-performance decking and railing system begins shipping this month, expressly designed to compete with PVC. Trex Transcend combines a finish that resists stains, scratches and mold with a natural-looking wood grain pattern. Its protective shell defends against fading, while being extremely low maintenance. Spills wash off easily with soap and water.

President and c.e.o. Ron Kaplan calls the new line “a game-changing product that quite simply exceeds all other materials currently in the marketplace. Since inventing the concept of durable and low-maintenance outdoor living products nearly 20 years ago, we’ve consistently introduced design and manufacturing innovations that have secured Trex’s position as the preferred brand among both consumers and professionals. With Transcend, we’re combining all of the benefits of our existing collections with proprietary new technologies that offer unparalleled durability, wear-resistance and long-lasting good looks.”

ALTERNATIVE TO THE ALTERNATIVE: Designed to compete with cellular PVC, new Trex Transcend composite decking and railing features a proprietary surface formulation for natural wood-like grain and a lustrous finish.

February 2010 The Merchant Magazine

11

INDUSTRY Trends

By Diana Hanson

Stay up on building codes to keep deck sales rolling

A

S A DECKING DEALER or distributor, you are dependent on manufacturers to not only produce products that are up to standard, but also products that are acceptable to the consumer.

The manufacturers have a lot on their plate when they bring something to market. You as the dealer take a calculated risk every time you make a purchase. The decking materials you stock are affected by decisions made in the building code arena.

Every few years a new version of building code is issued. Building code is developed in cycles that provide a platform for anyone to submit changes to the code. In attendance at hearings are building officials, members of industry, engineers, university professors, government officials, members of coalitions, and consumers. That’s a lot of people with a lot of different concerns—and sometimes agendas—all pushing for changes to the code.

It is important to make certain that the products you are purchasing for resale not only meet the testing requirements in place in the industry, but also that building code is not changing in a direction that makes the product difficult to sell.

Until recent years, the decking industry was given only

SALES OF big-ticket deck packages may decrease if overly restrictive building codes convince consumers and contractors into pouring a simple concrete patio instead.

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The Merchant Magazine February 2010

cursory attention in the code. Largely due to the fact that decks are exterior structures and often separate from the house, they were not considered to be within the purview of the code. That perspective has now changed, and there have been many changes that affect decks entered into building code. Coverage of decks in building code is far from complete; however, there are already sections of code that are difficult to interpret and enforce on the job site.

As a dealer, you trust your supplier to be vigilant and watchful of code development. Some manufacturers may think that because they submit their products for testing through the ICC-ES or another evaluation service, they have done what is necessary to protect the salability of their product. This is simply not true. Building code operates separately from evaluation protocols and testing. The manufacturer may do everything right as far as going through the process and spending their budget on evaluation; yet they can get blown out of the water by a code change that makes their previous testing inadequate.

How active in code development are your suppliers?

Are they protecting their and your interests in the building code arena? Simply stated, what affects one member of our industry affects us all. The more we work together, the more likely we will be able to protect our industry, while at the same time provide a safe, enjoyable home improvement option that the consumer desires.

Specifically relating to decks and railings, dealers must be aware of the direction that code has taken toward more restrictive regulations. Even if you are a distributor of decking boards, and the code change has to do with ledger attachments, you will still want to be informed, as it affects the completed structure (the deck). If building code for decks becomes overly restrictive, consumers may very well choose to build something less difficult to get a permit for. They may put in a patio or rock instead of a deck.

Check with the code representatives of your suppliers and find out what is going on that might affect your sales.

You can also do some research yourself using the International Code Committee website, www.iccsafe.org.

– Diana Hanson is co-owner and operater of deck contractor Woodpile Construction, Meridian, Id., and Woodpile Products, maker of Deckit deck spacers. She is active in the North American Deck & Railing Association and frequently writes for industry publications. Contact her at diana.hanson@gmail.com.

Building-Products.com

COMPETITIVE Intelligence

By Carla Waldemar

All the way to the bank

W

HAT ’ S A BEAN COUNTER

doing running a building supply company? Multiplying revenue, for starters, from $12 million in 1998 to $65 million in 2002. That’s an enviable bottom line, but a CPA degree is just one factor in Ovi Vento’s big-picture road to success.

Everglades Lumber & Building Supply was launched, he says, as “a little, old-fashioned hardware store” in Florida in 1941, back when that little pocket of real estate bordered the park’s wilderness. Over the years, the city crept westward: “Today, we’re smack in the center of Miami, surrounded by millions of houses,” he says. Not bad.

The backstory: Ovi’s family arrived from Cuba via Puerto Rico in 1972 in search of a business to sustain them, and this ma-and-pa outpost was on the market. As his father saw the need and grew some capital, he positioned himself to feed his family on ever-bigger slices of the buildingtrade pie by increasing acreage (10 today), launching rebar and millwork manufacturing operations, and more.

Meanwhile, Ovi used that accounting degree with a big corporation until called back to join the family firm in 1984. He stayed on when Everglades got an acquisition offer it couldn’t refuse, and when that parent group put the operation on the market once more in 2002, he stepped forward as a buyer: “This is what I want to be doing,” he vividly recalls the Eureka moment.

And the rest isn’t just history, as the saying goes. It was merely the beginning of yet-more substantial expansion, but, even more important,

14

EVERGLADES chief Ovi Vento preaches the importance of building relationships to build a business.

a significant philosophical shift that’s continued to grow the company, even in these tenuous times.

Almost immediately, he cleared out 10% the store to incorporate a design showroom (and opened a second showroom in the Boca Raton location the following year). “It was something I’d always wanted, as I started to learn the business—to cater to designers. Instead of showing five hammers, for instance, I cut back to two to gain room for our higher-end products. But early on, I knew it wasn’t reaching the right targets.

Customers, who would discover it by accident, would later tell me, ‘I had not idea…!’ So, two years ago, to

The Merchant Magazine February 2010

reach the high-end market we needed, I bought the freestanding building next door”—12,000 sq. ft.—and fleshed it out with luxury hardware, plumbing, doors, cabinets, closet and laundry amenities, and the list goes on. It debuted in 2009.

Remind me, again, Ovi: Who’s buying those fancy items in the midst of the worst recession many of us have ever seen? What were you thinking?

Just this: “I knew the economy was shifting, but here’s the deal: The highend is good in good times. And”—the clincher—“it stays strong in tough times, too. So I decided, despite the economy, to go ahead and do it, and do it right—state of the art.”

And to give away the ending, yes, it’s working fine. Here’s why: “We’re in a very strategic location, so people could notice the activity as they drove by, could see the progress, and wonder, ‘What the heck…?’ Then, we didn’t hold our grand opening until four months later [buying time to iron out any glitches], when we rolled out the red carpet for a who’s-who list of the architect community, designers, high-end contractors, bankers, celebrities, and government officials.

We partnered with a car dealer to park his luxury models in front and drive business for both of us.

“Word-of-mouth was outstanding; we had 600 attendees, and we made everybody feel comfortable. We took care of them, showing them there was more than great products, there was follow-through. People left saying, ‘What a pleasure!’ whether they’d spent $10 or $1,000, and that was the best part for me: I concentrated not so Building-Products.com

much on good revenue as on good traffic. We created a great environment, showing that we’re here to help, to become part of their team (in contrast to other places where they use you and abuse you,” he laughs).

Easier preached than done, as every owner knows. But Ovi (unlike most accountants, dare we say?) is a true people-person and walks the talk because he realizes his success rests with his staff. “I’m very hands-on. I live by the philosophy of empowering people. Here’s what I tell them: ‘Your job is to sit here, where I’m sitting…and I’ll help you get there.’ If there’s a problem, we find a positive solution. Customer service is foremost, so I teach them things like to return phone calls the same day. [True to his word, Ovi returned this reporter’s call the same afternoon— virtually the first ever to do so].

“I have an open-door policy (open book, too). I see everybody, and we’re all on the same level: no titles.

Titles merely hide insecurities,” says the man who refuses to call himself c.e.o. “At our recent end-of-year sales meetings, I talked to them about the past year. Sure, the economy has affected us, but I stressed looking forward, a ‘time of renewal’. I shared my goals and dreams, and the response was awesome. Yet no one left more fired up than I.” (True, the company has been forced to reduce staff in 2009 and has curtailed overtime, which was “very challenging for me,” Ovi confesses.

“It broke my heart.”)

The outside sales force continues full-steam ahead. “We visit every jobsite in town and talk to everyone,” attests their leader, who directs them thus: “Your goal is to do for your customers whatever they need—things nobody else can, or will, do—even direct them to buy directly off the Internet if that’s the best idea: Do the right thing. And guess what? Because I also sell commodities—no competitive price differential there—who gets those orders? We do! And while others might require a builder to rent a crane to get the plywood where he needs it, we’ve purchased an expensive crane, and we’ll do it.”

It’s about relationships, too, and that’s another of uber-gregarious Ovi’s fortés: “I keep a profile of the top 20% of our customers—get to know their families, their key people.

We talk. And I cater to their needs: ‘We’ll take care of you,’ I tell them.

Building-Products.com

FLORIDA DEALER recently opened a stand-alone design center in Miami, Fl., to fill the void left by the closure of Home Depot’s Expo Design Centers.

That’s our specialty, even if we’re a little high [in price]. I was never the cheapest, but I give the best service.”

And that stands true across the board, for Everglades has a wide field of competitors, different in each of its operations, from rebar to millwork to high-end products; custom housing to commercial accounts to government contracts. The mix he’s achieved today is 65 pro/35 retail, “with 50/50 as the diversity I eventually want,” he professes.

Wisely, he’s building Everglades’ growth on staying power. “Even in good times, we were never burdened with debt. I act very conservatively, never expanding too fast. We focus on our core strengths and our efficiencies. Remember,” he jokes, “I’m a CPA! A bean counter.”

But he’s also Mr. Miami. “I like to get out and meet people. I’m preaching all the time,” Ovi laughs, “and I end up getting [orders for] the material. My goal is, every week to attract two new long-term customers. I believe that partnering is vital, which benefits all of us: general contractors, subs, government accounts. For them, I’ll even put on my lobbying hat,” he declares. “I like to learn what’s going on around town.”

At the moment, it’s building a

new, big-deal stadium for the Marlins.

“I got to meet their president—and I’m president of the Latin Builders Association,” he adds. “‘Look,’ I said, about the awarding of stadium contracts, ‘I have no problem with opportunities for others in our industry, but I need a commitment that the work stays in the community.’ And I got an agreement! I became the Hispanic spokesman, and I worked it hard: ‘All I want is a crack at the rebar….’”

Result? “I brought the job here.”

This community leader is also on the board of the Orange Bowl, local hospitals, the YMCA, and more. “I like to give back rather than spend money on advertising,” he explains.

Give back, but not look back.

Economically, “I believe we’ve turned the corner. South Florida is still slow, but the now attitude of people here has totally shifted. For 2010, I budgeted a 30% growth for the company.

And, you know what?”

Ovi exclaims.

“We’re g o n n a make it happen!”

Carla Waldemar cwaldemar@comcast.net

February 2010 The Merchant Magazine

15

PRODUCT Spotlight Oriented Strand Lumber

Whatever happened to OSL?

A

S RECENTLY AS TWO YEARS AGO , oriented strand lumber was being touted as the hottest new product in engineered wood—one that would overtake lumber markets during the next 20 years the same way that similarly produced oriented strand board had dominated panel markets over the previous 20.

At the time, Louisiana-Pacific was converting its OSB plant in Houlton, Me., to produce OSL. Tolko Industries was building a huge new facility in Athabasca, Alberta, Canada, to manufacture both OSL and OSB. Grant Forest Products was test-marketing OSL for use in molded upholstered furniture frames. Weyerhaeuser designed its 10-year-old OSB mill in Hudson Bay, Saskatchewan, with the flexibility to one day add OSL production lines. And, Ainsworth—which began producing OSL in 2003—was projecting that OSL would one day spread from use in rimboard to headers, beams, structural insulated panels, and even studs.

Today, Ainsworth is the only North American company said to be producing OSL, marketing it in a single application, 0.8E Durastrand rimboard.

So, what happened to OSL? Tolko was just bringing its Athabasca Division on line when the economic downturn forced mothballing of the plant in February 2009.

Several months later, Grant declared bankruptcy and is selling its OSB mills to Georgia-Pacific.

LP decided to convert Houlton to laminated strand lumber, a similar product to OSL. “The main difference between these two materials has to do with the way they are manufactured,� explained Melissa Warren, EWP product manager. “LSL is made with strips

of wood that are up to 13" long. OSL these days owes to an overall marketstrands are shorter than that—but still place that consumes much smaller vollonger than OSB flakes, which are umes of building materials in general, between 3" and 4". When we first linked to very poor housing starts— started the Houlton project, we hence, LSL and OSL production is thought we’d be producing shorter severely curtailed,� noted Robert strands, making it OSL. But then once Fouquet, v.p.-sales & marketing. “One we got all the equipment in place and would expect a return to better prostarted working on the ‘recipe,’ we duction rates when activity resumes.� could actually produce longer strands.

Its 0.8E grade material, Fouquet There is an advantage of the longer said, “product is primarily used in rimstrands, making it a little stronger than board applications in California where an OSL. But we never went to market enhanced code requirements are in with an OSL, it’s always been an place relative to earthquakes.

LSL.�

Ainsworth continues to produce 0.8E Weyerhaeuser has likewise concendespite the downturn. Our team is trated on LSL. “At first blush, OSL committed to serving this marketplace looks similar to LSL, but the similariand delivering products to our trade ties end there,� said Weyco’s Greg partners, regardless of marketplace Wells. “The manufacturing process of conditions.�

TimberStrand LSL involves steam Higher E-values are required for injection and pressure, which allows studs (about 1.3E to 1.5E), beams and heat to penetrate to the core providing headers (1.5E to 1.7E), glulam, and a solid, consistent bond of the adheLVL (1.7E to 2.0E). “Market price of ‡ ‡ sives.

The strands to manufacture the product is indexed to E-value and, $URASTRAND 2IMBOARD AND 3TEADI4RED FROM !INSWORTH TimberStrand LSL are also about 12" of course, there is a correlation "UILDERS AND DEALERS ARE ½ NDING THAT SMART SUSTAINABLE BUILDING long. Weyerhaeuser has never manubetween E-value and manufacturing PRACTICES DELIVER REAL BOTTOM LINE BENE½ TS -ULTIPURPOSE PRODUCTS LIKE factured OSL.â€? cost,â€? Fouquet said. “The relationship % $URASTRAND /3, 2IMBOARD ARE MANUFACTURED FROM RENEWABLE Production of OSL continues at between E-value and cost is such that RESOURCES ° AND IN THE SIZES YOU NEED ° SO YOU CAN SAVE TIME AND LABOR

Ainsworth, albeit at reduced levels. in the higher range of E-values, a typi“TheREDUCE WASTE AND DISPOSAL FEES AND MINIMIZE INVENTORY fact that OSL and LSL products cal OSL/LSL product line becomes are marketed in much lesser volumes somewhat uncompetitive with LVL product lines from a usage perspective. With LVL being widely available from a variety of suppliers and in large quantities, it has become the preferred choice for use in mid-to-longer span headers and beams.�

In the long term, when market conditions warrant, Ainsworth plans to complete the expansion of its OSB facility at Grande Prairie, Alberta, adding a second manufacturing line OSL, currently produced by Ainsworth alone as that can produce OSB, OSL and LSL. Durastrand rimboard, uses the same size Be patient. More OSL products, in strands as OSB, as well as a similar manufacgreater quantities, are to come. turing process of heat and pressure.

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North Pacific Placed into Receivership to Repay Debts

A federal judge has appointed a receiver to sell North Pacific’s businesses and properties so its debts can be repaid. The company and its subsidiaries owe about $42 million on a $160-million credit agreement signed three years ago.

Based in Portland, Or., North Pacific expanded nationwide in recent years by acquiring top wholesalers in each region—Schultz, Snyder & Steele in the Midwest; Saxonville USA in the Northeast, and Allen Timber in the South.

North Pacific announced in August that it had signed a letter of intent to sell its assets to an unidentified “nationally recognized private equity firm.” When the deal did not close as expected before the end of 2009, c.e.o.

Jay Ross said, “We’re taking our time, they’re taking their time. That’s alright with us.”

The deal never closed.

Wells Fargo Capital Finance then gave North Pacific a January 15 deadline to sell its assets before the lenders would cease funding the loans. In the letter, Wells Fargo said it had received notice that BlueLinx Holdings Inc., Atlanta, Ga., was no longer willing to buy North Pacific’s assets on previously agreed upon terms.

“This is the third transaction that would have provided for the payment of the obligations to the lenders that has failed to materialize in the past six months,” noted Amy Newman, v.p. of Wells Fargo Capital Finance.

BMHC Becomes BMC Select

Building Materials Holding Corp has completed financial restructuring and emerged from Chapter 11.

The company’s secured lenders converted debt into equity, became the

new owners, and consolidated its operating brands as BMC Select.

Corporate headquarters moved back to Boise, Id., from San Francisco, Ca., “Like every business associated with residential housing and construction, our company has faced unprecedented challenges during the last few years,” said Paul Street, BMC Select’s new c.e.o. “Our new name celebrates our new beginning and leverages the important legacies and brand equity associated with BMC West and SelectBuild.”

A new executive management team comprised of company veterans will lead the company, with assistance from a new, independent board of directors. Stan Wilson will continue as president and chief operating officer, and Danny McQuary will serve as chief financial officer.

The new board includes Street, Jay B. Hunt, Peter C. Alexander, Marc Chasman, Dennis Downer, Michael A. Maidy, and Carl R. Vertuca Jr.

Fiberon Rebrands Company

Fiber Composites LLC, New London, N.C., has changed its name to Fiberon LLC, assuming the name of its popular brand of decking and railing products.

The corporate name-change is aimed at creating brand consistency in communications, as part of an ongoing strategy to expand its overall decking solutions portfolio under the Fiberon brand.

“Fiberon products have achieved an unblemished reputation for innovation and reliability in the alternative decking and railing industry segment. As such, we as a company want to focus on the Fiberon brand as we expand our product line and sub-brands in a variety of building products categories,” said Doug Mancosh, owner and c.e.o.

DEALER Briefs

Valley Lumber Co ., Basalt, Co., last month closed its Grand Junction, Co., yard, which opened as Denning Lumber in the 1930s.

New Kings Ace Hardware , Billings, Mt., will break ground this spring on a third local store, hoping to open the 22,000-sq. ft. unit in the fall.

Lowe’s opened a new 117,000sq. ft. store Jan. 15 in N. Concord, Ca. Lowe’s also applied to build a new unit on 15 acres in Clearlake, Ca., as well as a 110,000-sq. ft. store with 25,000-sq. ft. garden center in Silverthorne, Co.—days after Home Depot submitted plans for a 102,000sq. ft. store wtih 16,000-sq. ft. garden center in Silverthorne.

Arizona Sash & Door, Tucson, Az., closed at the end of January after 85 years.

Owner Foxworth-Galbraith Lumber has put the facility up for sale.

Habitat for Humanity held a Jan. 21 grand opening for a new ReStore discount LBM outlet in Montclair, Ca. Habitat breaks ground this spring on a 4,500-sq. ft. ReStore in Belfair, Wa.

Stock Building Supply sold its shuttered site in Ketchum, Id., to a grocer.

Stock has redesigned its corporate website, stockbuildingsupply.com, to represent the full spectrum of LBM and services the chain provides. The site is now comprised of seven sections, including “Green Resources.”

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February 2010 The Merchant Magazine

17

SUPPLIER Briefs

Union Planing Mill, Stockton, Ca., has closed after 118 years.

Compass Lumber, Cotati, Ca., is now carrying DreamDex in Northern California, while Jones Lumber , Lynwood, Ca., is supplying Southern California.

The FSC-certified radiata pine decking is treated with BioCore preservative technology.

Woodfold Manufacturing

reduced its Forest Grove, Or., workforce by one-third.

PacTrim, Rocklin, Ca., will now produce MoistureShield composite trim and moulding products for A.E.R.T.

Simpson Strong-Tie has integrated TimberTech composite and

PVC decking, railing, and lighting products into its DeckTools Deck Sales & Design software.

CertainTeed Gypsum is now the exclusive sales rep to independent professional channels in the U.S. for noise-proofing products from fellow Saint-Gobain subsidiary Green Glue Co., Granville, N.Y. Fiberon has extended the industry’s first stain and fade warranty to 20 years on its Fiberon Horizon decking and Outdoor Flooring product lines.

Georgia-Pacific Wood Products achieved Sustainable Forestry Initiative chain-of-cus-

tody certification for its engineered lumber facilities and SFI fiber sourcing certification for its EWP, structural panels, and softwood lumber products.

Silvaris Opens Eugene Office

LowGradeLumber parent Silvaris Corp., Bellevue, Wa., has opened a trading office in Eugene, Or. The new office’s entire staff—Bob Brass, Dave Brewer, Bob Spagnolo, Pat Meyers, Don Wood, Dick Barnes, Rob Parks, and Dustin Smith—had been with Maywood-Anderson Forest Products, Eugene.

Glulam Maker Goes Blue

Calvert Co., Vancouver, Wa., is opening a licensed factory application center to treat its glue laminated beams with BluWood mold protection and FRC fire retardant coatings.

Calvert becomes the first authorized affiliate of EcoBlu Products, Carlsbad, Ca., and will also manufacture private label glulams for EcoBlu.

Parr Shares Ad Messages

Parr Lumber, Hillsboro, Or., hopes to collect royalty fees when the company’s award-winning advertising campaigns are sold to non-competing LBM dealers across the country.

“Everyone is frustrated by the recession, everyone wants to get going again, but they no longer have the internal resources,” said Jennifer Swick, former marketing director at Parr.

She and her partner, Scott Ericson, spent the last 17 years developing advertising campaigns at Parr. Now they have started their own firm, Wheelhouse 20/20, to help LBM companies survive by focusing on green, energy efficient, and sustainable building products. Parr will remain a client of Wheelhouse 20/20 and collect a royalty fee for the program’s use.

“It will be very important moving forward because you have to cut through the noise in a disappearing or

shrinking market,” said Rick Davis, president of Building Leaders Inc., a Chicago-based sales and training consultant.

“I think they have a good business model,” said Davis, who has judged building industry advertising campaigns. “What we’re looking for is an idea worth stealing. There’s no danger of repeating the same message if you’re in a different state.”

Oregon Death Investigated

The Oregon Occupational Safety & Health Administration is investigating the accidental death of a worker at Douglas County Forest Products, Winchester, Or. Holger Fussel, 39, who had worked at the company for nine years, fell from a catwalk Dec. 28 and became entangled in machinery.

Co-workers administered CPR and first aid, but he was pronounced dead at a local hospital.

Redtree Sells Redwood Land

Redtree Properties, Santa Cruz, Ca., has agreed to sell two redwood tracts in the Santa Cruz Mountains totalling 267 acres to Sempervirens Fund, a nonprofit land trust based in Mountain View, Ca., for $2.1 million.

“There are some pretty sizable trees, second-growth redwoods there, about 100 years old,” said Reed Holderman, executive director of Sempervirens Fund.

Redtree already had state permits to cut 35% of the redwood and Douglas fir trees larger than 18 inches in diameter on the smaller, 107-acre tract. The nonprofit hopes to sell this land back to the state, so it can become part of the adjoining state park.

Redtree was formed in 1986 from holdings of Santa Cruz Lumber Co.

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18

The Merchant Magazine February 2010

Building-Products.com

OLSEN On Sales

By James Olsen

Do the math W

E ALL HAVE A “NUMBER”

we want to hit. The myth of having 40 hours a week to hit that number is just that, a myth. This myth causes many to relax and think they have more time than they actually do to find and close business. This leads to unfocused, lackadaisical sales calls and organization.

The “action” in a basketball, football, baseball game or golf tournament is a fraction of the time spent preparing for the action. The same can be said of our sales years, weeks and days.

Let’s do the yearly math first: 365 – 104 weekend days = 261, – 10 (vacation days) = 251, – 5 (national holidays) = 246 actual selling days.

Before we continue with our math problem, let’s talk about the 104 weekend days.

Bryan Concannon says, “Monday thru Friday is for keeping up, Saturdays are for getting ahead.”

David Olsen says, “If you’re not coming in on Sunday, don’t bother coming in on Monday.”

I quote these two gentlemen because I run across so many sellers who tell me they will do anything to succeed.

These same salespeople work a non-intense 37-and-a-halfhour week and expect to compete with guys like Bryan Concannon and David Olsen who really mean it when they say they will do anything to succeed!

If, in addition to our normal week, we work ever Saturday and half days on Sundays, we will have a 31% advantage over most of our competitors. If we work Saturdays, we have a 20% advantage. If we work one half day per weekend or every other Saturday, we will have a 10% advantage. “The Millionaire Next Door” says that most millionaires in America work 60-70 hours a week and buy used cars. (Who buys all the new cars? Well-paid sales people rank high on the list.)

As salespeople, we are running a small business.

Entrepreneurial work habits produce entrepreneurial results; employee work habits produce employee results.

Here’s an exercise I do with my classes (and myself).

20

The Merchant Magazine February 2010

Make a grid of your week, 6 a.m. to 6 p.m., Monday to Sunday. Fill in the hours with the following: • In-house meetings • Administration/paper work/research • Prospecting (finding and qualifying new customers) • Selling (working existing qualified accounts) • Breaks/personal time If you are like most sellers, you will say 24-28 hours a week of selling time in a 40-hour week. The real number is probably lower. Most lumber brokers will tell you they have a tough time logging 200 minutes a day on the phone.

This is just phone time. Let’s assume these sellers are on with customers for the full 200 minutes. 200 x 5 = 1000 minutes, ÷ 60 = 16.6 hours per week. I work with road salespeople and street salespeople. Rare is the day we spend more than 4 hours in front of customers. 4 hours x 5 days = 20 hours per week.

Our True Number

According to David Foster Wallace, “The truth will set you free, but not until it’s done with you.”

Dividing our number by actual days and hours may scare us (it does me!) and will definitely focus us. It will help us understand the need for thorough preparation for each call. For example: 28-hour sales week: $100,000 ÷ 246 = $406, ÷ 5.6 hours (28 ÷ 5) = $72.50 per hour. With a commission schedule paying 33%, we will need to generate $217 of profit every selling hour.

20-hour sales week: $100,000 ÷ 246 = $406, ÷ 4 hours (20 ÷ 5) = $101.50 per hour. With a commission schedule paying 33%, we will need to generate $304 of profit every selling hour.

16.6-hour sales week: $100,000 ÷ 246 = $406, ÷ 3.3 hours (16.6 ÷ 5) = $123 per hour. With a commission schedule paying 33%, we will need to generate $369 of profit every selling hour.

For sales managers and individual salespeople alike, knowing our sales math will show us exactly how and where to spend our time.

Knowing our sales math will intensify and give urgency to each of our sales calls.

Our true selling time is finite. Be prepared.

Do the math.

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

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INDUSTRY Trends

Moulding and millwork– recovery or mirage?

R

ECENT HEADLINES FROM ACROSS

the country have noted signs of life in the moulding and millwork industry. But is news of a turnaround premature?

“Hiring with Hope” ran a Chico, Ca., newspaper headline announcing that Sunset Moulding was looking to add workers at its local plant. In actuality, Sunset needed to fill just three entry-level positions—and those were to replace one employee who retired and two others who resigned.

“It’s not that business is getting better,” said plant manager Tom Maclean. “I’ve got spots to fill.

They’re labor jobs.”

He received about 25 applications in the first three days the hiring sign was up, even though the starting wage was low. But benefits are included

and, he said, “those can be more valuable than the wage.”

Maclean hopes for better days, but thinks they’re not here yet. “I started in the lumber business out of college, and I’ve never seen it this bad,” he said. When the housing market was booming, Sunset employed approximately 150 full-time. The plant currently has about 45 employees.

At the close of 2009, American Millwork, Elkhart, In., was able to put 18 employees back to work. Earlier in the year, however, American had laid off 72 workers when parent RAF Industries shifted production to sister company Ferche Millwork, Rice, Mn. “I’m so excited about hiring people back,” said Tom Harper, who has served as president of American Millwork for the past year. “It’s a

AMERICAN MILLWORK’S plant in Elkhart, In., is busy again. Employees Rob Wilson (background) and Andrew McKenna (foreground) work in the rip-saw area, where lumber is ripped and sorted before being sent to the moulding machines.

22

The Merchant Magazine February 2010

good feeling because it was awful when we had to let those people go.”

Harper hopes to be able to rehire more workers before the end of 2010.

“I’m pretty optimistic we’re going to see good sales growth this year,” he said. “As we grow, we’ve got plenty of space here.”

According to RAF Industries, “options and incentives not available to us previously” prompted the company to reconsider its plans to close the Elkhart facility. Other factors were a slight upswing in the housing market and employee wage concessions. The equity firm also said that ramping up production in Elkhart “represents the best long-term positioning of the combined businesses when our industry recovers from the current economic conditions.”

Unfortunately, just after American took a step forward, Ferche took two back. In early January, Ferche laid off 22 employees on the night shift, representing less than 10% of the company’s work force. “It’s economic in nature. Under current conditions, you don’t need that capacity,” said Gerald Grider, president of Ferche. “We’ll certainly take that capacity back when conditions change.”

There was no way to spin the news as good at Union Planing Mill, which was forced to close at the end of 2009 after 118 years in Stockton, Ca. “The state of the construction industry right now is terrible,” said president Matt Brodie. “You bid and you bid and you bid, with very little to show for it.”

One of the problems, Brodie said, was that the company lacked the deep pockets needed to continue operating in an uncertain economy. “It comes down to capital,” he said. “The bigger, better capitalized companies will be the survivors.”

Building-Products.com

Cost-Effective Green a Trend to Watch

The key to the mainstreaming of green is to make sure that consumers understand the value of green upgrades—and exactly how costeffective that sustainable construction can be in the long run, according to a panel of green building experts at the National Association of Home Builders’ recent International Builders Show in Las Vegas, Nv. Builders, remodelers and product manufacturers are beginning to green their processes and incorporate more energy-, water-, and resource-efficient features. They are learning how to reduce waste on the job site to save enough money to pay for these upgrades—and help ensure that the builder makes a profit, said consultant Steve Bertasso.

Green building appears to have reached the tipping point, evidenced by its moving out of the custom home market into high-production homes, he said. “This year is going to be a big change in the production [building] environment. Consumers are asking questions they didn’t ask two and a half years ago and contractors are making better decisions.”

The key to reducing the nation’s energy use is to green existing homes, said Philip Beere, who is remodeling distressed properties near Phoenix’s new rapid transit line. Adding insulation, improving the ventilation and air conditioning systems and replacing turf grass with landscaping more appropriate to the Southwest’s desert climate doesn’t cost much more than a traditional remodel, but “retrofitting these homes to be green is a good solution,” he said.

Connecticut home builder Jim Pepitone called himself a “late adopter,” but one who has finally seen the green light—and believes the rest of the industry can’t be far behind.

Builders need to educate consumers on air sealing, the importance of rightsized heating systems and good insulation, and the advantages of rooms that can serve more than one purpose so the home can be smaller and less expensive, he preached. “We need to make sustainable attainable.”

Parr Shares Ad Messages

Parr Lumber, Hillsboro, Or., hopes to collect royalty fees when the com-

pany’s award-winning advertising campaigns are sold to non-competing LBM dealers across the country.

“Everyone is frustrated by the recession, everyone wants to get going again, but they no longer have the internal resources,” said Parr’s former marketing director, Jennifer Swick.

She and her partner, Scott Ericson, spent the last 17 years developing advertising campaigns at Parr. Now they have started their own firm, Wheelhouse 20/20, to help LBM companies survive by focusing on green, energy efficient, and sustainable building products. Parr will remain a client of Wheelhouse 20/20 and collect a royalty fee for the program’s use.

“It will be very important moving forward because you have to cut through the noise in a disappearing or shrinking market,” said Rick Davis, president of Building Leaders Inc., a Chicago-based sales and training consultant.

“I think they have a good business model,” said Davis, who has judged building industry advertising campaigns. “What we’re looking for is an idea worth stealing. There’s no danger of repeating the same message if you’re in a different state.”

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The Merchant Magazine February 2010

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Wholesale Industrial Lumber

REEL

LUMBER SERVICE

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

(951) 781-0564

www.reellumber.com Building-Products.com

A

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

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

O

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

February 2010 The Merchant Magazine

25

MOVERS & Shakers Terry Haddix, general mgr., ProBuild, Santa Cruz, Ca., has retired after more than 30 years at the yard.

Bob Jirsa has been named v.p.-government relations for Plum Creek Timber, Seattle, Wa. John Hobbs is now v.p.-investor relations, and Dan Tucker, v.p.-tax.

Cadian Hendricks was promoted to v.p.-store mgr. of Arrow Lumber & Hardware, Port Townsend, Wa.

TRIM

FASCIA

Allan Hoblitt, ex-Riley Creek, is now with Durk Wholesale Lumber, Hayden Lake, Id. Chuck Whitaker, ex-North Pacific, is now v.p.-finance at Capital Lumber, Phoenix, Az. Jarrett Deschenes, ex-Stock Building Supply, is now a marketing specialist in Chino, Ca. Rich Price, exHuttig Building Products, is a new account mgr. in Spokane Valley, Wa.

SIDING

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

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

1 . 8 6 6 . F S C. W O O D 26

The Merchant Magazine February 2010

Ed Cunningham has been promoted to lumber sales mgr. at Rough & Ready Lumber, Cave Junction, Or. Al Marsh, ex-Sherwood Lumber, has joined the trading staff at Western International Forest Products, Portland, Or. Scott Rimmer, ex-Forest Grove Lumber, is new to sales at Disdero Lumber, Clackamas, Or., handling Douglas fir timbers and distribution sales.

Ronald D. Head has joined Quest Construction Products, Phoenix, Az., to lead its national accounts business.

Michael Mordell has been named executive v.p.-purchasing for Universal Forest Products, replacing David Phelps, who is retiring.

Bob Burnie has retired after 40 years in the industry, including 30 years with Taiga Building Products, Burnaby, B.C. Scott Boates has been promoted to mgr.-sales & marketing at Teal Cedar Shake & Shingle, a division of The Teal-Jones Group, Surrey, B.C. Kevin Tisdall is a new sales/marketing rep in the same division.

Bud DeFlaviis has been appointed executive director for the Sustainable Buildings Industry Council, Washington, D.C. Laurel Abel was named Employee of the Quarter at Hadlock Building Supply, Port Hadlock, Wa. Papa Wheely is now in charge of driver training for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Home Depot Invests in Handheld Technology

Home Depot will invest more than $60 million—its biggest capital investment in 2010—in handheld devices that will help employees stock shelves, make telephone calls, and ring up customer transactions anywhere in the store.

“This is the first big customer-service tool we’ve given our associates in a very long time,” said Matt Carey, who was hired away from Ebay in 2008 to become Depot’s chief information officer. “If you compare us to a world-class retailer, from a technology perspective, 1991 is kind of where we are pegged.”

For the past 10 years, the chain’s employees have managed inventory Building-Products.com

with computers powered by motorboat batteries on rolling carts. In contrast, Lowe’s has used handheld wireless technology in its stores since 1995.

Starting this spring, each of Depot’s 2,000 U.S. stores will receive at least five of the Motorola devices— which combine mobile-telephone calling, walkie-talkie communications among employees, and inventory management in a single device. With an attachment, the device can process credit and debit cards, allowing purchases to be made away from the checkout registers.

“With the way things are going in the economy, it’s better for a retailer to invest in a customer-facing technology than a back-end technology where they may not see a rate of return as quickly,” said researcher Sahir Anand.

The device used at Lowe’s is similar to Depot’s. Employees in any department can start customer purchases that cashiers complete by typing in shoppers’ phone numbers.

Lowe’s does not use the credit-card processing function because of concerns over possible theft of transaction information over the wireless network.

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HARDWOOD • • 4 DECKING MOULDING S S • LUMBER • PLYWOOD Glued-Up Panels –

Ipe Decking –

• Our Rosenquist radio frequency gluer can fabricate glued-up solid wood panels up to 48” wide. Sanding up to 53” wide.

• 1x6 , 5/4 x 4, 5/4 x 6 • 2x2, 2x4, 2x6, 4x4 • Cap & Sub Rail

Cumaru Decking KD – • 5/4 x 6 • FSC-certified & non-certified

Cypress Decking – Moulding – • Over 200 stock profiles • Custom knife grinding

Hardwood S4S – Stocking a large inventory of • Hardwood S4S – 1x2, 1x4, 1x6, 1x8, 1x10, 1x12 • Redoak • Hard Maple • Mahogany • Cherry • Poplar • Birch • Walnut

Hardwood Plywood & Lumber – • Consult website for full inventory

Since 1980 5700 Earhart Ct., Windsor Ca. 95492

Phone 707.838.3177 • Fax 707.838.4413 • Mill Fax 707.838.9690 www.MountStorm.com We ship full trucks, units and deckpacks anywhere in the western U.S.

February 2010 The Merchant Magazine

27

MARGIN Builders Greener Windows

Sell more energyefficient windows

T

the latest windows is educating homeowners, builders and remodelers on how the products will save them not only energy, but money. Here are sales tips from the experts at Simonton: HE KEY TO SELLING

Tip 1 – Share facts. According to the Department of Energy, the typical home loses over 25% of its heat through windows. Choosing Energy Star-labeled products for the home can cut energy bills by up to 30%. For details, visit www.energystar.gov.

Tip 2 – Talk investment. Energy-efficient vinyl windows are an investment that provides ongoing payback for homeowners. From the day they’re installed, these windows save on energy bills. And, when it’s time to sell the home, energy-efficient windows are a great selling feature.

For more details on the value of energy-efficient windows, direct your customers to the unbiased Efficient Windows Collaborative, www.efficientwindows.org.

Tip 3 – Showcase winning products. If the products you sell have won industry awards and recognition, make sure your customer knows about them. Honors like the Builder Quality Award and J.D. Power & Associates rankings guarantee quality products.

Tip 4 – Suggest a home energy audit. Homeowners can conduct a do-it-yourself home energy audit at hes.lbl.gov.

Sponsored by the DOE, the Home Energy Saver is designed to help consumers identify the best ways to save energy in their homes and locate the resources to make the savings turn into reality.

Tip 5 – Sell the $1,500 tax credit. Share information with customers on 2009-2010 Energy Tax Credit glass packages that can provide them with up to $1,500 in federal tax credit. It’s a great incentive to replace windows right now. For more details, visit www.simonton.com/taxcredit.

STRESS to consumers that they should see their utility bills plummet after upgrading to more energy-efficient windows.

28

The Merchant Magazine February 2010

Tip 6 – Educate on energy sav-

ings. Provide your customers with resources so they can gain credible, third-party facts on energy savings in the home. American Council for an Energy-Efficient Economy offers a home energy checklist at www.aceee. org. The American Architectural Manufacturers Association has consumer information on energy-efficient window selections at www.aamanet. org. National Association of Home Builders offers extensive consumer assistance at www.nahb.org.

Tip 7 – Make their life easier. Put your customer’s mind at ease. Remind them that vinyl windows are durable and easy to maintain. With vinyl frames, they never have to worry about scraping and repainting frames, insect infestations, or rotting. And, tilt-in double-hung and single-hung units make it simple to clean the outside of the windows from the inside of their home. For more info on vinyl, visit www.vinylinfo.org.

Tip 8 – Remove the fear factor.

To many homeowners, the thought of having their windows replaced conjures up images of birds flying in their home and a house that looks like Swiss cheese. Calm their fears by explaining the entire window replacement process, offering a checklist of ways to prepare for a window replacement and by working out specific details far in advance.

T ip 9 – Visualize the future.

While you may be selling windows to

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a couple in their 40s, it’s important to help them see the future. In 10 or 20 years, will these homeowners really want the potential back stress of opening double-hung windows? Or, would crank-out casement windows be a better long-term option?

Tip 10 – Seeing is believing. Use a window presenter demonstration kit to show homeowners the effect of heat on different types of window packages. A comparison demo can showcase different glass packages and their energy efficiency.

Exclusive Northern California distributor of New

Scientifically Enhanced Performance Lumber • UL certified Class A fire rating.

(Actually received a Class“0” rating—the same as concrete.)

• Produced from sustainable forests • Highly water resistant • Highly insect resistant • Rot resistant • Will not deteriorate • Carries 20-year warranty • Can be handled like lumber • 5/4"x6" decking will span 24" • Colors: Sequoia (redwood) and CapeCod (gray)

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

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

Specialists in lumber products for Elegant Outdoor Living

February 2010 The Merchant Magazine

29

FAMILY Business

By Bernard Kliska

Family businesses in the Age of Anxiety

T

HERE HASN ’ T BEEN THIS MUCH

fear and uncertainty, lack of confidence in what the future will bring, along with questions of reliability of our government and corporate leaders, since the Great Depression.

There is plenty for family businesses to be anxious about these days. But the truth is, during anxious and uncertain times, family businesses are better situated than most other businesses not only to survive, but to grow and prosper.

The stock market and consumer confidence index have been bouncing as if they’re on a bungee cord. Economic concerns, accounting practices, and enormous bankruptcies have made business owners question their financial pictures, particularly since their banks, creditors, suppliers, and friends are asking questions they haven’t asked before.

Across the country, prescriptions for tranquilizers and antianxiety medications have risen about 10%. Anxiety is con-

tagious.

In my work with family businesses, I’ve certainly seen an increase in anxiety. The issues may be the same, but the worry puts those issues in an entirely different context and adds a risky new element to working through them. During these times, even normal or inevitable changes become supercharged with anxiety.

Anxiety usually affects decision-making in one of two ways, both of which are ill-advised. People become glued to the spot, afraid to make major decisions or moves.

Perhaps on the theory that anything is better than sitting in a hot spot, they succumb to their panic and make hasty,

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The Merchant Magazine February 2010

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reckless decisions. People are either spending far too much time trembling on the brink or wanting to charge forward.

Families who used to worry about transitioning from one generation to the next aren’t just worrying about how to gracefully ease the founders out or how to choose the new successors without touching off battles and bruising egos. Some families want to act more precipitously than they might have done before the economic crisis: the Old Man has to go now, before things get worse.

Other companies that clearly need to change want to put their succession plans on hold. Now is not the time to be rocking the boat, they say. If the boat is taking on more water, we can all just bail a little faster for a while.

It’s not just succession issues that have become charged with anxiety. Businesses entering a new stage in their natural development aren’t asking the kind of positive, confident questions that go along with the excitement of growth.

Instead of asking what they need to do, or how they can do it, people are asking whether they should do anything at all.

Acknowledging today’s unique business and social environments seems important. It helps people see their concerns as something normal. It puts their anxiety in the proper place—as something that may make them more hesitant or reckless about making the necessary decisions, but not as something that’s directly related to what’s really happening in their business. We may not be able to destroy the beast, but we can certainly put it in its cage, where all it can do is occasionally rattle the bars and put on a distracting, but harmless, show.

Family businesses can cope by replacing their anxiety with a renewed sense of mission. Family businesses are

Building-Products.com

better situated than other companies to grow during uncertain and anxious times. Instead of having stockbrokers and Wall Street analysts second-guessing, giving contradictory advice and worrying them into paralysis or recklessness, family businesses are ultimately answerable to their own internal, long-term support system.

Personally and professionally, families have developed long-standing ways of supporting one another and sticking together, a reliable system that will continue to serve them well. If the anxiety seems too far out of proportion to the issue at hand, I ask them how they have supported each other in the past when things were scary or uncertain.

Family businesses have qualities that help them not just stay afloat, but move ahead through uncertain times. By their nature, family businesses are more entrepreneurial and more flexible. They also have a deeper reservoir of loyalty to draw upon, not just from each other but also from their employees. Less prone to lay people off and more willing to hold onto employees longer, family businesses often have a more motivated workforce.

I try to replace their anxiety with a renewed sense of mission. Dickens wrote: “It was the best of times, it was the worst of times.” Those words were never truer than when applied today to family businesses. As the backbone of our economy, family businesses will be among those who lead the way out of fear.

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

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

February 2010 The Merchant Magazine

31

MANAGEMENT Tips

By Mike Dandridge

How to win the war for talent

M

OST DISTRIBUTORS TODAY operate lean and hungry, expecting more from a slimmed-down work force.

The need for efficiency has required a re-evaluation of all job descriptions and every employee must be flexible enough to handle tasks previously assigned to individuals no longer with the company.

The bad news is (that wasn’t the bad news?) the labor force for the wholesale industry is shrinking, according to the U.S. Bureau of Labor statistics. Young people aren’t lining up to join the construction industry.

So, in spite of an uncertain economy, distributors can’t wait for recovery to augment already streamlined branches. Just as a realtor will tell you now is the right time to buy a great house, the same wisdom applies here: now is a great time to hire the “right person.”

Dr. John Sullivan, a leader among human resources advisers, designates recruiting as an “evergreen job, a mission-critical job where hiring is con-

32

tinuous,” regardless of whether an opening exists. By always interviewing promising job prospects, you can prequalify candidates for possible future openings, thus speeding up the hiring process when the job becomes available.

Though hiring is the last thing most wholesalers are thinking about, the smart distributor is actively pursing talent. He understands that a business is only as good as its employees, and knows that finding and hiring the right person isn’t simply a matter of placing an ad in the Help Wanted section of the local newspaper. Hiring great people requires a well-thoughtout recruiting strategy. With that in mind, here are five steps to follow in developing such a strategy.

Step 1. Know why you’re hiring. Designing a recruiting strategy involves answering the question, “Why am I hiring?” Maybe that seems obvious, but it’s important to write down in a sentence or two what you intend to accomplish. Determine

The Merchant Magazine February 2010

how this new hire helps you in your bigger plan. How will it bring you closer to achieving your business objectives?

Your decision to hire could be based on current or future growth. Or it could be to capture business from a competitor and grow overall market share. Or you could be broadening your product or service offerings in a new area, such as fiber optics, datacom, or security systems. Of course, you could simply be replacing a worker who is no longer on the payroll. Know why you are hiring and it will help sharpen your efforts.

Step 2. Write a customer-centered job description. Most distributors don’t bother writing a job description. “What’s to describe?

We’re hiring someone for sales/warehouse/whatever,” they say. Or, if a job description does exist, it usually lists a set of tasks to be performed, like this one for an outside sales rep: “Maintain account base, take orders, and add new customers. Perform any duties assigned by branch manager.”

Not a word about the “soft” skills needed, like the ability to empathize, improvise, and proselytize.

While it’s true you want someone with the “hard” skills suited to the job at hand, your primary concern is how the individual interacts with customers to meet their expectations.

That’s where soft skills come in. It’s important to determine if a job candidate owns the behavioral characteristics to successfully meet the expectations of the customer. Those qualities include verbal skills, high energy, enthusiasm and strong work ethic.

Consider using a personality assessment survey or developing interview questions that focus on uncovering behavioral traits. Finally, make your job description all-inclusive. There are a growing number of women in wholesaling, and this labor pool is a rich source of talent often overlooked in a male-dominated industry.

Step 3. Prioritize your hiring needs. Now that you have written a job description and you know what performance level to target, next focus on where it will do the most good.

Warehouse, sales, purchasing, operations? Don’t assume if you hire enough people the job will get done.

You need to hire the right people.

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Naturally, it would be ideal if you could always hire top performers, but in the real world, that’s not going to happen. Sometimes it is a matter of choosing from the best of available candidates.

Step 4. Identify future hiring needs, when possible. For instance, when the company wins a project requiring a bigger work force, let’s say an onsite vendor managed inventory, obviously more workers will be necessary. Don’t wait until the contract is about to start. Begin prescreening applicants right away.

Another example of planning for future needs is when you’re having disciplinary problems with an employee and it’s becoming apparent you’re going to have an upcoming vacancy.

Step 5. Design a service-level agreement for new hires to sign.

Base it on the job description from step 2. Let employees know exactly what is expected of them. Spell it out.

Don’t assume they’ll “just know” to greet customers courteously, answer the phone politely, keep the branch clean, and all the hundreds of other

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little items you expect employees to do without being told.

Where To Look?

One of the first places distributors look for skilled recruits is in the work force of a competitor. But, keep in mind that a worker who will leave a current employer, given the right offer, likely will leave you, as well.

Besides, you don’t want someone else’s disgruntled employee.

So how do you know when it’s worth taking a risk on an employee from a competing firm? Ask your sales people. Chances are they know who the best workers are in your community. If you’ve been in business for five years or more, you probably do, too. Make a point of getting to know the top performers in your marketplace.

Your Own Backyard

Don’t overlook the development of people who already work for you.

Invest in training and develop your own talent pool. Offering training to eager employees can help retain workers and improve morale. It can also serve as a barometer for discovering which workers show initiative.

Most employees, given the choice, won’t take advantage of training offerings. The ones that do will be your more ambitious workers.

Future Now

Dr. Sullivan reminds managers and business owners to always be alert for good people. By looking outside the industry, you can start fresh with someone who doesn’t have preconceived ideas about the job requirements of a supply house employee.

Remember, most distributors are downsizing. Your competitors aren’t going to take the talent shortage seriously until it’s too late. It’s just easier to procrastinate and scramble for warm bodies as needed. It’s much harder to focus on skills development, strategic planning, and constant flexibility. But, developing strategies for hiring and keeping the best of the best can give you the competitive edge in the war for talent.

And the distributor with the most talent wins.

– Mike Dandridge is a business speaker and author of several books on customer service, including his latest, Facing Goliath: Overcoming Predator-Competitors. He can be reached at mikedan@ mac.com.

February 2010 The Merchant Magazine

33

CHEMONITE COUNCIL Photos by Huck DeVenzio

ACZA TREATERS attended Chemonite Council’s annual meeting Jan. 12 in Vancouver, Wa., sponsored by Chemonite supplier Arch Wood Protection. [1] Bill Shropshire, Dick Jackson, Huck DeVenzio. [2] John Kranjc, Kris Owen, Bob Gruber. [3] Dick Keeley, Steve Shields. [4] Kirk Hammond, Pam Mitchell. [5]

34

The Merchant Magazine February 2010

Grady Brafford, Tim Carey. [6] Peter Osborne, Rob Denison. [7] Georgia Baxter, Barry Haugen, Jerry Farley. [8] Sande Lavino, Dan Brimhall.

[10] Bob Palacioz, Phil Schneider. [10] Neal Goodwin, Darrell Smith. [11] Steve Wisnewski, Eric Lummus. [12] John Tomlin, Don Bratcher.

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ASSOCIATION Update Mountain States Lumber & Building Materials Dealers Association has selected “Space Odyssey” as the theme for its annual expo March 11-12 in Denver, Co. This year, the show will open earlier on the first day and include a dinner buffet. The second day will start with breakfast and a speaker, with exhibits open until noon.

The expo is also being held at a new venue—the Plaza at the Denver Merchandise Mart.

Western Building Material Association installed Kelly Fox, Dunn Lumber Co., Seattle, Wa., as president of its Young Westerners Club during the recent YWC conference in Eugene, Or. He succeeds Jason Sackman, ProBuild, Meridian, Id. Other new officers will be announced in next month’s Merchant.

Lumber Association of California & Nevada’s 2nd Growth group will hold its next meeting March 4 in Buena Park, Ca. LACN’s annual PAC golf tournament is set for April 15 at Black Gold Golf Club, Yorba Linda, Ca.

Los Angeles Hardwood Lumberman’s Club will gather for a day at the races April 17 at Santa Anita Park, Arcadia, Ca.

Western Wood Products Association will hold its annual meeting March 8 at Embassy Suites Hotel, Portland, Or. The special one-day session features business meetings, networking opportunities, and a lumber forecast presentation.

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Registered attendees will also receive complementary passes to the exhibit floor of the Wood Technology Clinic & Show, which runs March 911 at the Portland Convention Center.

North American Wholesale Lumber Association has scheduled regional meetings April 6 at Portland Golf Club, Portland, Or., and April 8 at the Vancouver Club, Vancouver, B.C. NAWLA’s annual conference takes place March 24-26 at Hotel Monteleone, New Orleans, La. Motivational speaker Rachel Faulkner will discuss “Hope & Tenacity When All Seems Lost.” Also on the program are Michael Chrizst, assist v.p.-research, Federal Reserve Bank of Atlanta, and Wade Camp, Southeastern Lumber Manufacturers Association. Roundtable participants will discuss green building products.

Special events will include a networking reception, a railway trip and dinner in a refurbished dining car, dinner at Mother’s Next Door restaurant, and a private boat cruise on the Mississippi River.

Building Products Retailers Alliance has been founded by a group of state dealer associations to develop products and services for LBM companies.

“For years, the regional and state LBM associations have talked about the opportunities we’d create by pooling our thoughts and resources,” said Florida Building Material Association president Bill Tucker, who will double as president of BPRA. “With this new alliance, we’ve created the structure to turn those opportunities into

reality.”

In addition to FBMA, other founding members include Western Building Material Association, Construction Suppliers Association, Northwestern Lumber Association, Illinois Lumber & Building Material Dealers Association, Southern Building Material Association, and Kentucky Building Material Association.

National Lumber & Building Material Dealers Association will storm Washington, D.C., March 1517 for its spring meeting and legislative conference at Marriott Washington, co-hosted by North American Building Material Distribution Association and Window & Door Manufacturers Association.

Meetings will focus on how a housing recovery will end the current recession.

Presentations include the annual Washington Briefing Breakfast & Keynote Address, two federal issues panel discussions, a talk by political analyst Charlie Cook, and “Lobbying 101,” including optional Capitol Hill visit training.

American Architectural Manufacturers Association has scheduled its 73rd annual conference Feb. 14-17 at JW Marriott Desert Springs, Palm Desert, Ca. Keynote speaker will be Mark Whitacre, the highest-level executive of a Fortune 500 company to become a whistleblower in U.S. history. The association’s Green & Sustainability Specification Task Group will meet, and the annual awards banquet will recognize outstanding members.

February 2010 The Merchant Magazine

35

IN Memoriam Pat Dolan, 84, owner Dolan’s Lumber, Pinole, Ca., died Dec. 31 from pneumonia, a complication of Parkinson’s disease, in Orinda, Ca. At age 21, he emigrated to the Bay Area from Ireland. He became a U.S. citizen, served in the National Guard, worked various jobs, and went to school.

With $6,000 he earned cutting and selling Christmas trees in December 1958, he established the first of five Bay Area stores. Up until last November, he still came to work almost every day at the Pinole store.

Patrick Sabrowski, 61, salesman at Sun Mountain Lumber, Deer Lodge, Mt., died Jan. 13 in Deer Lodge.

Mr. Sabrowski served with the Marines in Vietnam, and was honor-

ably discharged as a staff sergeant.

He and his wife, Linda, have been the sales team at Sun Mountain since 2004.

Raymond Anthony Flynn, 67, founder of Windsor Mill, Cotati, Ca., died Jan. 17 in San Rafael, Ca. Mr. Flynn attended San Francisco City College and Tulane University, New Orleans, La. The company he started in 1972 grew to include facilities in the U.S. and Chile.

Edward Von Tobel Jr., 96, part of the family who founded Von Tobel Lumber, Las Vegas, Nv., died Dec. 29 in Las Vegas.

He grew up working at his father’s lumberyard in downtown Las Vegas.

After graduating from Santa Clara

University, he handled accounting and bookkeeping and oversaw expansion to several locations.

He served in the Army during World War II and returned to the business afterwards. In the 1980s, the family sold the business to a national chain that later went out of business.

Margo Conner, 56, former Central California lumber executive and the first woman president of the Lumber Association of California & Nevada, died suddenly January 2 while on an annual trip to Las Vegas, Nv., with her sisters.

She was elected LACN president in 2004, during her 19-year career as financial manager for Pacific Home Do it Garden, San Luis Obispo, Ca. She also served LACN as treasurer, chair of the insurance, membership, and education committees, and first and second vice president.

Ernest “Ernie” Fullmer, 90, founder of Hells Canyon Lumber Sales, Baker City, Or., and Fullmer Lumber, Tigard, Or., died January 3 in Helvetia, Or. He served in the U.S. Army during World War II. After the war, he moved his family to Oregon and established the lumber businesses. He was still selling loads of clear select Douglas fir during the last weeks of his life.

Thomas “Tom” Charles Rice, 75, former owner of Rice Lumber, Forest Grove, Or., died January 1 in Forest Grove.

He also owned B&B Real Estate, Forest Grove, for 37 years.

THUNDERBOLT WOOD TREATING Treating Services Only (TSO)

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

0000

Heat Treating Drying Services (KD, KDAT) Staining Service Rail Siding (BNSF) Coating Service: PG-SL08 Marine Grade Spray Polyurea Coating Central California Location: 3400 Patterson Rd., Riverbank, Ca. 95367 WWW.THUNDERBOLTWOODTREATING.COM

Sacramento, CA Bob Palacioz, Sales/Marketing Mgr. (916) 402-3248 • Fax (916) 339-2477 bob@thunderboltwoodtreating.com

Marine & Industrial Sales Miguel Gutierrez (209) 747-7773 • Fax (209) 367-1917 miguel@thunderboltwoodtreating.com

“We Treat Wood Right”…Quality Wood Treating Services Since 1977 36

The Merchant Magazine February 2010

Building-Products.com

Long-Delayed Hawaii Veneer Mill Nails Down Financing

Tradewinds Forest Products has finally obtained financing for a $62 million veneer plant and biomass facility in O’okala, Hi., on the site of a former sugar mill.

“We will create 100 permanent jobs in one of the hardest-hit economic regions in the state,” said president Don Bryan.

He said that the company hopes to continue the “Hamakua Coast’s rich agricultural heritage” and become a “source for badly needed economic diversification.”

Construction of the mill is expected to begin next month, with completion by spring or summer 2011. Logs would come from harvesting nonnative timber in the 12,000-acre Waiakea Timber Management Area and other suppliers.

Phase two will be construction of a cogeneration plant, which will burn mill residuals and provide steam to run veneer dryers. Excess energy will be sold to Hawaii Electric Light Co.

SW Fastener Sellers Merge

Lord & Sons, San Jose, Ca., has acquired fellow fastening and construction supplies distributor Carson Sales, Glendale, Az. Carson also operates a second DC in Las Vegas, Nv., and e-commerce site CarsonSafety.com.

“The addition of Carson Sales to the Lord & Sons family is truly exciting,” said Robert Bullock, c.e.o. and co-president of Lord & Sons. “Carson Sales’ talent, locations and inventory

Building-Products.com

complement Lord & Sons’ business and extend our ability to deliver the best products and services to our customers.”

Hand Tool Makers Join Up

Ideal Industries agreed to acquire hand tool manufacturer Western Forge, Colorado Springs, Co. Ideal’s Randy Thompson will become general manager of the Western Forge subsidiary.

Ideal vowed to invest “tens of millions of dollars” in new equipment to update Western Forge’s plant.

CertainTeed Gains Approval for Class Action Settlement

CertainTeed Corp. received preliminary court approval to settle a class action lawsuit alleging faulty asphalt shingles.

The settlement provides a formula to pay individual claims when they are filed by homeowners who are part of the class, meaning the amount of the settlement hinges on how many claims will be filed in the future.

The settlement deal covers only organic shingles, which the company discontinued manufacturing and selling in 2005, with the brand names Hallmark Shangle, Independence Shangle, Horizon Shangle, Custom Sealdon, Custom Sealdon 30, Sealdon 20, Sealdon 25, Hearthstead, Solid Slab, Master Slab, Custom Saf-TLok/Saf-T-Lok, and Custom Lok 25.

The deal does not cover any fiberglass shingles, including the fiberglass versions of Hallmark, Independence, Horizon, and Hearthstead shingles.

February 2010 The Merchant Magazine

37

NEW Products

Fiber Cement Panels

Nichiha Sandstone fiber-cement panels are available in gentle gray, ash white, and autumn brown.

Each panel is 7/8” thick, measures 18”x6’, and weighs 47.5 lbs.

NICHIHA.COM (866) 424-4421

38

The Merchant Magazine February 2010

Ironwood PVC Decking

Endeck PVC decking from Enduris is now available in Ironwood, a dark, rich red-brown.

The co-extruded decking has a woodgrainembossed surface on both sides, for easy reversibility.

It also offers both scratch and slip resistance.

ENDURIS.COM (888) 329-7428

Building-Products.com

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

Timbers Green & K.D. Export

Cleaner Lumber

A new category of lumber products from iLevel by Weyerhaeuser resists mold and reduces cull, saving labor and inventory costs from sorting out inferior boards.

Pro Series Lumber is treated with a mold inhibitor to help it stay clean and bright. Proprietary technology and quality control checks remove boards that have a greater tendency to eventually crook, twist or bow.

The product carries a NAHB Green Approved rating and SFI certification.

Available sizes are 2x4 through 2x12.

ILEVEL.COM

(800) 228-0024

Flame-Blocking Sheathing

FlameBlock fire-resistant OSB sheathing from LP Building Products is designed to slow down or block the progress of fire in residential and commercial buildings.

A thin coating of non-toxic magnesium oxide cement and fiberglass reportedly provides fire resistance without exposure to chemical treatments. The product carries a Class-A flame-spread rating and is ICC-certified for common roof and wall designs in multi-family and commercial buildings.

LPCORP.COM (888) 523-7192

Building-Products.com

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

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

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

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

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

Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com February 2010 The Merchant Magazine

39

Extreme Deck Fastener

Ipe Clip’s Extreme4 fastener is designed to work with any type of decking and install without special tools.

The square shape and stainless steel insert fits into both customrouted biscuit grooves and pregrooved decking. With 4mm spacing, it also allows expansion and contraction of hardwoods boards.

Colors include brown, grey and black.

IPECLIP.COM (866) 427-2547

Hidden Deck Fasteners

Invisi-Fast hidden deck fasteners from MM Products are compatible with all types of decking materials, including treated wood and composites.

Constructed of Lexan, the UV-resistant fasteners have a built-in spacer for proper spacing and overhang tabs for hands-free attachment.

INVISIFAST.COM (866) 766-9427

40

The Merchant Magazine February 2010

Stringer Connector

Simpson Strong-Tie’s adjustable stair-stringer connector offers a concealed connection while replacing framing.

The LSCZ installs with hotdipped galvanized screws or Strongdrive SD screws.

The fastener is field slopeable to all common stair stringer pitches and suitable for either solid or notched stringers.

STRONGTIE.COM (800) 999-5099

Matching Trim Screws

FastenMaster’s new Cortex concealed fastening system uses proprietary trim screws and a combination setting-tool/drivebit to install Versatex PVC trim.

The system includes paintable PVC plugs, which reportedly eliminate caulking and sanding to hide nail or fastener holes.

Each 250- or 750-lineal ft. package includes ACQ-approved screws, setting tools, and Cortex plugs.

VERSATEX.COM (724) 857-1111

Building-Products.com

offered, with choices of jetted and massage sprays.

Additional water-conservation modes are included.

Four finishes are available: polished chrome, polished nickel, satin nickel, and oil-rubbed bronze.

CALFAUCETS.COM (800) 822-8855

Fold-Up Tools

GorillaGrip folding tool sets from Bondhus come in inch, metric, and star-set combinations.

The tools are made from Protanium steel,

Undercover Stapler

Paslode’s CapStapler speeds installation of housewrap, plastic sheathing, and roof underlayment.

A patented button cap design protects against tearing, while a large capacity reel holds 240 3/4” to 11/2” FasCaps. An in-line magazine provides greater balance and control.

PASLODE.COM (800) 222-6990

Shower by Hand

California Faucets has added multi-function, handheld showerheads to its bath collections.

Both contemporary and traditional styles are

Distributed by

Building-Products.com

while the polymer handles reportedly are stronger than steel.

BONDHUS.COM (800) 328-8310

ROCKLIN DISTRIBUTION CENTER Tel. (800) 348-1400 • (916) 624-9293

SANGER DISTRIBUTION CENTER

February 2010 The Merchant Magazine

41

PORTLAND WHOLESALERS Photos by Kathy Brock

PORTLAND WHOLESALE Lumber Association gathered Dec. 4 for its annual holiday luncheon. [1] Scott Cranfil, Brad Buhman, Megan McMurray, Tom Vogel. [2] Jim Talley, Andrew Mannex, Mike Holm. [3] Cindy Garvis, Dave Rainey, Gene Secco. [4] Paul Ericson, Paul Donahue, Gunnar Brinck. [5] Sandy Allredge, Dave Molhoek. [6] Kellen Manke, Joe Heitz, Milt Farvour, Scott Manke. [7] Kevin Grindy, Brett Slaughter, Mike Rowan, Mark Nicholas. [8] Mike Burnard, Nathan Nystrom. [9] Brad Wilkins, Jeff Brigge, Mac McInelly. [10] Loren Krebs,

42

The Merchant Magazine February 2010

Chris Close, Jerry Gustafson. [11] Scott Driskill, Terry Haddix, Ken Schulz. [12] Bill Hagenstein, Lowell Patton. [13] Suzie McCausland, Art Reid. [14] Paul Zartman, Glenn Lowe, Meryl Phillips. [15] Wayne Geisy, Libby Niedermeyer. [16] Pat Murphy, Chris Chase. [17] Steve Snyder, Hector Perez, Nate Vahl. [18] Peter Howe, Scott Griswold. [19] Joe Raulerson, Jerry Westberg, Dustin O’Sullivan, Mark Nizic, Denny O’Sullivan.

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

PORTLAND WHOLESALERS Photos by Kathy Brock

PWLA FOR THE HOLIDAYS (continued from previous page): [1] Brad Rodakowski, Bill MacDonald, Dan Kepon. [2] Miguel Gutierrez, Rodger Seid, David Kehret. [3] Marshall Lauch, Scott Daley. [4] Ron Hanson, Mark Mitchell, Hal Fay. [5] Cory Graham, John Newell. [6] Dave Menkens. [7] Greg Martin, Rod Lucas. [8] Guest speaker Victoria Taft,

Mike Foster. [9] Matt Kolar, Scott Cantonwine, Scott Cantonwine Jr. [10] J.T. Taylor, Steve Cole, Brian Jones. [11] Chuck Lamping, Mark Goodwin. [12] Bryce Jonas, Tim Johnson. [13] Mark Auxier, Dave Rupp.

[14] Ed Schulmerich. [15] Jerry Farley. [16] Dave Andersen, Mike Holm.

[17] Bob Hegberg. [18] Mike Maehara, David Stallcop

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

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February 2010 The Merchant Magazine

43

IBS 2010 Photos by The Merchant Magazine

INTERNATIONAL BUILDERS SHOW bounced back to Las Vegas, Nv., Jan. 19-22. [1] Jon Bailey, Bebe Rogers. [2] Sven Backhaus, Peter Graal. [3] Chris Terrels, Carol Lyn Groce. [4] Scott Enegren, Justin Gregory, Jack Delaney. [5] Jim Abbott, Matt Prince, Curtis Eck. [6] Jessica Navascues, Rex Scott. [7] Jerry Higman, Will Higman, Randall Richards. [8] Larry Crossley, Jay Lattanzio. [9] Joel Adamson, Ken Goodnough. [10] Don Dellget, James Mahler Jr., Nisha Vyas, Kyle

44

The Merchant Magazine February 2010

Conner-Diven. [11] Jeff Richards, Bob Edwards. [12] David Jeffers, Brad Morrow. [13] Kim Pohl, Howard Rothstein. [14] Kenneth Roush, Steve Schwartz, Jack Nagy. [15] Alan Stoneking, Eric Sigmon, Phil Lail, Brian Orchard. [16] Scott Stout, Dan Warren. [17] Jeff McLendon, Lawrence Newton. [18] Jeff Morlock, Jack Krass, Chris Johnson, Mirco Walther, Max Herrmann, Bill Bevacco. [19] Brent Gwatney, Gina Hardin.

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

IBS 2010 Photos by The Merchant Magazine

MORE IBS: [1] Scott Cathcart, Carol Kelly, Lynn Goode. [2] R.T. Thomas, Steve Conboy. [3] Leigh Marie Lunn, Seamus O’Reilly, Shannon Mott. [4] Peter Delaney, Ted Smith.

[5] Dustin Schroeder, Jerry Koontz, Chuck Hotze, Brett McCutcheon. [6] Jim Boyd, W.C. Litzinger. [7] Tom Horvat, Frank Klasnick. [8] Mike Pidlisecky, Anthony Coe. [9] Randy Hollinger, Robert Simon, Frank Butterfield, Arden Fuller. [10] John Hooker, Ed Burke. [11] Tony Saad, Jean Marc Dubois. [12] Gary

Building-Products.com

Hazelwood, Rusty Carroll, Kerlin Drake. [13] Bert McKee, Dan Kukol.

[14] Deedee Graham. [15] Bob Lambert, Harold Unteriser, Patrick Shabal, Patrick Slarko. [16] Romel Bezerra, Niklas Karlsson.

February 2010 The Merchant Magazine

45

CRAB FEED Photos by The Merchant Magazine

HUMBOLDT HOO-HOO CLUB convened its annual Crab Feed Jan. 21 at the Eureka Inn, Eureka, Ca. [1] Jim McVey, Max Corning, Jim Edwards. [2] Shawn Condell, Don Lucas, Steve Culbertson. [3] Jan & Edgar Massoletti. [4] Doug Willis, Joe Allotta. [5] Jerry Farley, Tom Miller, Dave Weaver. [6] Denis Stack, Walt Schneider. [7] Cindy Bond, Karen McKim. [8] Dave Creech, Ross Creech, John Klar, Bill Scott, Chris Freeman. [9] Curt Wood, Virginia Bass, Joel Hamel. [10] Robin Evenson, Harlan Lawler. [11] Jeff Lane, Joe Flocchini. [12] Mike

46

The Merchant Magazine February 2010

Mosbby, Carl Henoch, Carl Schoenhofer. [13] David & Stacy Jones, David Dahlen. [14] Dick & Elaina Jackson. [15] Danielle Equitz, Christopher Goff. [16] Randy Huffman, Valerie Scoggins. [17] George Hammann, Mark Borghesani. [18] Marcia & Mark Nicholson. [19] Matt Ensworth, Tanka Chase. [20] Carolyn Depucci, Margaret Campbell, Julie Wright. [21] Sean Burch, Troy Turner. [22] Ted Pollard, Daryl Bond. [23] Bill Highsmith, Terry Ricci.

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

CRAB FEED Photos by The Merchant Magazine

ANNUAL CRAB FEED was a big success (continued from previous page). [1] Brice Weyer, Tim Brennan, Rob Gurney, Ken Canera, Lisa Klar, Steve Stamp. [2] Ken Dunham, Jean Henning. [3] Loren Justice, Rhiannon Wood. [4] Larry Holmgren, Tim Masterson, Glen Eichen, George Albertson. [5] Roy Cobble, Rich Graham. [6] Clyde Jennings, Ed Brown, Jean Hamberg. [7] Jeff Ward, Mike Mayfield, Mike Borghesani.

[8] Ron Gattone, Jim Spiers, Gary Gamble, Judi Spiers. [9] Brent Building-Products.com

Phillips, Kent Mulkins, Kevin Dodds. [10] Ron Schneider, Kristen Lockart, Micah Smith. [11] George Johnson, Scott Murray, Jack Butler.

[12] Gary Island, Michael Ross, John Russell, Randy Mora. [13] Sam Griffiths, Deber Dodd, Dawn Hudson. [14] Steve Page, Chris Mellema.

[15] Rich Giacone, Robert Simpson. [16] Dennis McEntire, Travis Campbell, Ben Campbell. [17] Marc Weaver, Mike Spengler. [18] Chris Tritschler, Michael Wood. [19] Chris Brown.

February 2010 The Merchant Magazine

47

CLASSIFIED Marketplace

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

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

To reply to ads with private box numbers, send correspondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

HELP WANTED

Are you interested in success and growth?

Boise Cascade’s Building Materials Distribution (BMD) may be the place for you.

While our company, like everyone in our industry, has been affected by the downturn in the housing market, we’ve stuck with our basic strategy; remained committed to our customers, suppliers, and employees, and continued to invest in our growth and success.

Our future is solid and bright. Our strategy is to grow in existing markets and expand to new markets. In order to accomplish these objectives, we are looking to strengthen our team. We will do this in two ways: First, we will continue to provide resources and opportunities so existing employees can grow and be successful; and second, we are interested in attracting and hiring new people to help us grow in all aspects of our operations in sales, management, operations, purchasing, etc.

If you are interested in joining our team, visit our website at www.bc.com/careers to learn more about our company and current job openings.

If you’d like to learn more, please contact us by faxing or emailing your interest to 208331-5886 or BMDHR@BoiseBuilding.com.

We’d like to hear from you!

HELP WANTED

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

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

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

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

Discover what’s up East of the Rockies. Subscribe to

BPD

Building Products Digest

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

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

48

www.woodpileproducts.com

The Merchant Magazine February 2010

CARPENTER PENCILS

7,000 at 16¢ each NAIL APRONS

1,000 at 89¢ each PRINTED WITH YOUR LOGO

L.I.INDUSTRIES

800-526-6465

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

Breaking News for Dealers, Wholesalers & Manufacturers– Updated Daily

Call Heather at (949) 852-1990

A customer “MUST HAVE” tool for easy installation!

888.988.1390

FOR SALE

Check out the completely redesigned www.buildingproducts.com Building-Products.com

DATE Book

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

Southern California Hoo-Hoo Club – Feb. 17, dinner & meeting, Pomona Valley Mining Co., Pomona, Ca.; (760) 324-0842.

National Frame Building Association – Feb. 17-18, frame building expo, Louisville, Ky.; (800) 557-6957; www.nfba.org.

American Fence Association – Feb. 17-19, FenceTech & DeckTech, Orange County Convention Center, Orlando, Fl.; (800) 822-4342; www.americanfenceassociation.com.

National Wooden Pallet & Container Assn. – Feb. 20-23, leadership conference, Orlando, Fl.; (703) 519-6104; www.nwpca.com.

Lumber Association of California & Nevada – Feb. 24, annual government affairs conference, Sacramento, Ca.; (800) 2664344; www.lumberassociation.org.

California Forestry Assn. – Feb. 24-26, annual meeting, Sheraton, Sacramento, Ca.; (916) 444-6592; www.foresthealth.org.

Oregon Logging Conference – Feb. 25-27, Lane County Fairgrounds and Eugene Hilton, Eugene, Or.; (541) 686-9191; www.oregonloggingconference.com.

Orgill Inc. – Feb. 25-27, spring market, Orange County Convention Center, Orlando, Fl.; (901) 754-8850; www.orgill.com.

Colorado Springs Home & Landscape Show – Feb. 26-28, NorrisPenrose Event Center, Colorado Springs, Co.; (800) 374-6463.

Greenprints – March 1-2, conference & show, Sheraton Downtown, Atlanta, Ga.; (404) 872-3549.

Western Wood Preservers Institute – March 1-2, winter meeting, Embassy Suites Downtown, Portland, Or.; (800) 729-9663; www. wwpinstitute.org.

Specializing in

Custom Millwork

“You name it, we can make it.”

Custom Millwork – Patterns in Softwoods & Hardwoods – Custom Runs of Paint Grade Poplar Mouldings a Specialty Mouldings – Siding – Trim Pieces Wholesale Lumber – Redwood – Uppers

Douglas Fir – Pine – Hardwoods – Western Red Cedar

1400 Orchard • Hollister, CA 95023

(831) 636-3399 • Fax 831-636-3335 Building-Products.com

Lumbermens Merchandising Corp. – March 3-6, annual meeting, Salt Palace Convention Center, Salt Lake City, Ut.; (610) 2937000; www.lmc.net.

North American Wholesale Lumber Association – March 7-11, University of Industrial Distribution, Indianapolis, In.; (800) 5278258; www.nawla.org.

American Institute of Timber Construction – March 8-9, annual meeting, Lago Mar Resort & Club, Ft. Lauderdale, Fl.; (303) 7929559; www.aitc-glulam.org.

Western Wood Products Association – March 8-9, annual meeting, Embassy Suites Downtown, Portland, Or.; (503) 224-3930; www.wwpa.org.

Wood Technology Show – March 9-11, Oregon Convention Center, Portland, Or.; (800) 933-8735; www.woodwideweb.com.

Los Angeles Hardwood Lumberman’s Club – March 11, golf tournament, El Prado Golf Course, Chino, Ca.; (626) 445-8556.

Mountain States Lumber & Building Material Dealers Association – March 11-12, products expo, Denver Merchandise Mart, Denver, Co.; (800) 365-0919; www.mslbmda.org.

Remodeling Shows – March 12-14, Portland Memorial Coliseum, Portland, Or., and Greater Tacoma Convention & Trade Center, Tacoma, Wa.; (800) 374-6463.

National Lumber & Building Material Dealers Association – March 15-17, legislative conference & green building forum, Marriott, Washington, D.C.; (800) 634-8645; www.dealer.org.

Window & Door Manufacturers Association – March 15-18, legislative conference, Washington, D.C.; (800) 223-2301; www. nwwda.org.

True Value Co. – March 19-21, spring market, McCormick Place, Chicago, Il.; (773) 695-5000.

Remodeling & Decorating Show – March 20-21, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

Southern California Hoo-Hoo Club #117 presents

The 3rd Annual Don Gregson Memorial Golf Tournament April 23, 2010

1:00 p.m. Shotgun Start Scramble Format San Dimas Canyon Golf Club, San Dimas, CA Benefitting

Singles – $99.99 Twosome – $180.00 Foursome – $340.00 Putting Contest – Tee Prizes After Golf Buffet – Raffle – Awards

Register online at www.hoohoo117.org

For more information, contact Tournament Director Mike Nicholson mnicholson@all-coast.com (760) 324-0842

February 2010 The Merchant Magazine

49

IDEA File More Than Window Dressing

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

Anfinson Lumber Sales [www.anfinson.com] ...........................................30 Beaver Lumber .............................................................................................49

Cal Coast Wholesale Lumber......................................................................18 California Redwood Co. [www.californiaredwoodco.com] ......................13

California Timberline......................................................................................4 C&E Lumber Co. [www.lodgepolepine.com] .............................................45 Capital [www.capital-lumber.com]........................................................37, 40

Collins Companies [www.collinswood.com].....................................Cover I Compass Lumber Products Inc. [www.compasslumber.com] ................29 Deck-It Spacers [www.woodpileproducts.com] ........................................48

Enduris [www.enduris.com]...............................................................Cover II

Cole Hardware’s signature promotions are

works of art. Literally. The San Francisco, Ca., chain’s four locations use imaginative window displays— brooms hung diagonally for Halloween, a “Louvre” exhibit featuring famous artwork recreated in hardware, a farmer’s market filled with colorful “produce,” and shiny disco balls for the holidays—to bring in customers and boost sales.

“Everything we put in there, we have to sell,” said employee Noelle Nicks, who’s been in charge of window displays for the past 10 years. She came to Cole after working as an engineer at a large firm, but has no art training. Today, her business card reads “Visual Merchandising Manager & Curator of All Things Hardware.”

For a farmer’s market window, Nicks said, “we actually made fruits and vegetables from hardware,” though galvanized tubs had to stand in for bushel baskets. “You know the swirl fluorescents? There’s one in orange, so we put green zip ties on so they looked like carrots.”

In the Louvre window, yellow-edged saw blades became flower petals in a recreation of Van Gogh’s “Sunflowers” painting. “It’s all about putting the fancy with the mundane,” she said, “the coffee press next to the drain strainer.”

Rick Karps, who owns Cole with his 93-year-old father, said that before Noelle took over the job, an outside vendor made sure the windows were “clean, filled with product in a pleasing manner, but boring.” He said customers now look forward to the changing displays and even offer suggestions for future installations.

Ideas from displays are also used in other promotional materials. Van Gogh’s vase of sunflowers became a peel-off coupon (for 50% off an item of $50 or less) that appeared on the cover of a local phone book.

But Cole hasn’t stopped at window displays. Another recent promotion delivers special coupons and discounts to the cell phones of customers who sign up for the text service. Frequent shopper club members receive special postcards with money-savings opportunities each month, a copy of the Hardware Hotline newsletter, and a 5% annual dividend on purchases.

50

The Merchant Magazine February 2010

Fasco America [www.fascoamerica.com]..................................................34 Fletcher Wood Solutions [www.tenonusa.com]........................................26

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........35

GRK Fasteners [www.grkfasteners.com]...................................................24

Huff Lumber Co. .............................................................................................9

Ipe Clip Co., The [www.ipeclip.com]...........................................................30 Keller Lumber Co. ........................................................................................36

L.I. Industries [www.apronsupply.com] .....................................................48 Manke Lumber Co. [www.mankelumber.com]...........................................39 Matthews Marking Products [www.matthewsmarking.com]....................25

Maze Nails [www.mazenails.com].................................................................5 Mount Storm Forest Products [www.mountstorm.com] ..........................27

Norman Distribution Inc. [www.normandist.com].....................................43

Osmose [www.osmose.com] ........................................................................3 Redwood Empire [www.redwoodemp.com] ..............................................19

Reel Lumber Service [www.reellumber.com] ............................................25

Regal Custom Millwork................................................................................25 RISI [www.risiinfo.com/crows]....................................................................29

Roseburg Forest Products [www.rfpco.com]............................................23 Royal Pacific Industries...............................................................................28 RoyOMartin [www.royomartin.com] .....................................................31, 33

Screw Products [www.screw-products.com] ............................................37

Simpson Strong-Tie [www.strongtie.com] ......................................Cover III

Southern California Hoo-Hoo Club [www.hoohoo117.org] ......................49

Swanson Group Sales Co. [www.swansongroupinc.com].........................7

Taiga Building Products Inc........................................................................41

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........36

Universal Fastener Outsourcing [www.911-nails.com] ............................27 Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ..................17

Viance [www.treatedwood.com] .................................................................21

Western Red Cedar Lumber Association [www.wrcla.org] ...........Cover IV

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