Building Products Digest - February 2010

MERCHANT

TURN IT AROUND IN 2010 EWP OPPORTUNITY TRADERS MARKET RECAP

The

DECEMBER 09

Magazine

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

Season’s Greetings Covering the Merchant Magazine Holiday issue since 1977.

Enter Our Contest!...

Match as many of the covers you see here with the appropriate year on our website, and win a variety of fun prizes, including an Apple iPod touch.

To enter go to http://www.kelleher.com/merchant Thank you for your business in 2009 and all the best to you in the New Year.

MOULDINGS • LUMBER • ENHANCEMENTS

Californian Cascade Industries

The Only West Coast Pressure Treated Wood

NatureWood速 ACQ Wood Preservative Technology Receives NAHB Research Center National Green Building Certification

Green Approved products can be used by builders to earn points toward National Green Building Certification to the National Green Building Standard.

Approval is measured based on the National Green Building Standard, which is the best existing standard for green and sustainable residential projects.

Wood products treated with NatureWood ACQ preservatives can be used in above ground, ground contact, fresh water immersion, and critical structure end uses. Visit www.osmosewood.com for more information about NatureWood and Osmose preserved wood products.

Visit www.GreenApprovedProducts.com for details.

NatureWood products are treated with Alkaline Copper Quaternary Compounds. NatureWood products are produced by independently owned and operated wood preserving facilities. NatureWood速 & Osmose速 are registered trademarks of Osmose, Inc. 息11/2009

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December 2009 The Merchant Magazine

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The

MERCHANT

Special Features 8 FEATURE STORY SALES STRATEGIES FOR A NEW YEAR

10 PRODUCT SPOTLIGHT LAMINATED WOOD DECKING

11 MANAGEMENT TIPS MAKE YOUR FLEET MORE EFFICIENT

12 COMPETITIVE INTELLIGENCE FOOTBALL VET TACKLES LBM

20 SPECIAL INSERT PULL OUT YOUR 2010 DELUXE INDUSTRY CALENDAR OF EVENTS

30 PHOTO RECAP DECKEXPO 2009

Magazine

Online

In Every Issue 6 TOTALLY RANDOM 14 GREEN RETAILING 16 OLSEN ON SALES 21 ASSOCIATION UPDATE 22 MOVERS & SHAKERS 24 FAMILY BUSINESS 26 NEW PRODUCTS 36 IN MEMORIAM 36 CLASSIFIED MARKETPLACE 37 DATE BOOK 38 IDEA FILE 38 ADVERTISERS INDEX

December 2009

Volume 88 Number 6

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TOTALLY Random

By Alan Oakes

F

Happy Holidays—here’s hoping

IRST, AS WE ALL KNOW, it has been a difficult year. But as rough as it has been, I would like to continue our tradition of helping others less fortunate than ourselves.

Personally, these past two years have been difficult for my family health-wise, with three immediate members learning that they had cancer within a two-week spell.

Unfortunately, my sister-in-law succumbed recently after a great fight, and I have been touched by the many similar stories of people I speak to during the year. It seems there is not a family untouched by cancer of some type, and that is why I have chosen this year a very famous cancer survivor—Lance Armstrong—whose foundation focuses on cancer prevention, access to screening and care, helping cancer patients deal with their emotional concerns, providing financial assistance, and giving answers and assistance on a one-on-one basis to deal with the difficult choices to be made. You can support the Lance Armstrong Foundation by running your business card in the January issue (see page 36 for details). In past years, we have donated between $4,000 and $6,000 to a worthy cause. Your help this year will again be appreciated.

Now is it me, or has it seemed like a long year? I just re-read my last column and feel that in the spirit of the season I need to end the year with something more positive. So thinking… still thinking! Well, let’s try another approach. To recap, I suspect there are few companies that are happy with their results in 2009. Many feel fortunate to still have the lights on and the phones occasionally ringing. And this, I think, is the good news. If you have lasted this long, then it is likely you have already taken the right steps to keep operating through what might be a third tough winter.

The companies I have the most doubt about are those with deep credit lines that are coming up for renewal. One successful company told me of a stressful and accusatory visit they had recently with their banker—despite having never defaulted, being way below their maximum line of credit, and experiencing tremendous success over the last years. Having dealt in previous lives with fair-weather bankers, it is always interesting how those bankers who told you over free lunches how much they valued your business and the partnership, and how they were with you in good times and bad times, cannot get out of the relationship fast enough when the going gets tough!

Shhh—don’t mention the words “lumber and building materials.” That sends them into a real tizzy!

Clearly there is no immediate sign on the horizon of a change in market conditions.

Yet, most economists are sticking to mid to late 2010 for an uptick. In our industry, the general betting is on 2012 before we see new single-family starts hitting the one million mark again. Here at The Merchant, we can see the first signs of positioning for the upturn. It will be interesting to see the winners and losers over time.

For real improvement in the economy, we have to get corporate America hiring again, get people back to work, cut foreclosures, and create greater confidence. We must also slash wasteful government spending. We are a ways from those goals today.

Yet, I am grateful that I work in this industry. I enjoy meeting thousands of you— our readers—during the year. I am thankful that we have the support to have been able to bring our publications to you for over 87 years in the West and 27 years in the East. I cannot say thank you enough to our advertisers and our estimated 60,000+ readers, for your loyalty and the thousands of friendships gained. We will continue to support the industry, providing the industry’s most up-to-date news, as well as stories found nowhere else to help you find ways to bounce back with new products and new ideas.

From our family and all of us at The Merchant, we wish you and your families the very best of the season. Here’s hoping for a better 2010. Keep strong.

Cheers!

Alan Oakes Publisher ajoakes@aol.com

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The Merchant Magazine December 2009

The

MERCHANT

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A publication of Cutler Publishing

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

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FEATURE Story

By Sean Ryan

How to stimulate LBM sales in 2010

The New Normal I

to say that LBM dealers and distributors are operating on limited budgets and resources.

In trying to keep operations steady, employees may not have time to think about sales systems, tools, measurement or new potential sales channels.

And, because they are going full tilt, there may not be an ongoing analysis of what’s working as far as the processes and/or activities that are truly bringing in sales.

A great analogy in our industry is that you wouldn’t design a home without a blueprint. And you wouldn’t build that home without a foundation.

Think of your business like a remodeler or architect would: your customers have to re-evaluate new codes, investigate new tools and materials, and change design preferences according to the times. You can be the architect of a whole new sales dynamic.

Now more than ever, it is important to measure every aspect of the sales cycle, such as leads, phone calls, and appointments. These activities can be combined with new tactics, such as having inside sales make outbound calls, email campaigns, and webinars—all leading to a more productive and efficient sales force. The goal should be to have outside salespeople in front of qualified prospects as much as possible.

You can execute a comprehensive sales system to make this happen. If you think about what sets LBM channels apart from retail, there is more emphasis on relationship selling, field support and training (both offered from manufacturers), and sales pullT MAY BE AN UNDERSTATEMENT

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The Merchant Magazine December 2009

through. This makes regular channel communications and feedback inherently important to the sales process. In addition, to sell the endless array of LBM products in today’s climate, training is crucial. Take advantage of manufacturer training not only for product knowledge, but to build relationships.

If you and your team are working the same way you were three years ago, that’s a red flag that the sales process should be re-evaluated. And, if you feel like a hamster on a wheel, working full steam ahead without commensurate results, that’s very telling as well. Take time to step back and ask your team for agreement on who you are as a company, who your ideal customer is, and how you can reach them better and more consistently.

This strategic facilitation is really a self examination that may not cost anything. But a few tweaks and tactics from within may have long-lasting, powerful results. If you can’t say there are four or five things you’re doing differently to respond to changing times, then you are flagged!

Here are some key questions to ask about your business: What is missing in your sales arsenal? Where are the gaps? Are leads and sales activities disappearing into a sales and measurement system or being lost in the mayhem of daily activity? Are you using all of the resources and tools at your disposal within your organization? Is your sales force in front of qualified prospects as much as you would like?

Why not? And, most importantly, are you telling your ideal customers what makes you special? These are marching orders your entire organization needs to know to stay focused and on the same page.

As an example, an innovative home plans design firm we recently worked

Red Flags that Signal Sales Gaps

with used a day and a half of strategic facilitation to get their sales force in complete unity. They were able to dig into their true “unique selling proposition” as well as generate a creative strategy and tactics to go after their ideal customer.

As the light bulb moments began to fire up, areas of improvement and five or six no-cost tactics were created.

They agreed upon who they are, which focused on their passion for design, and assigned some much-needed tasks on the spot. These simple tactics may include modifying the company’s website, developing webinars or targeted mailings, creating vendor programs, or getting manufacturers to partner with you.

Sales measurement tells you what is working and what is not. Don’t rely exclusively on assumptions and the experience of your sales people to shape your sales efforts. Capture, measure, and analyze the facts to make sure you truly know the strengths and weaknesses of your sales program. How often are you contacting each prospect and client? Does the amount of contact with a client increase sales?

The good news is there are a number of customer relationship management systems on the market that can be purchased beginning at just a few hundred dollars. One example is salesforce.com, but you can find one that works for you. Most CRM systems come with reporting and measurement tools right out of the box.

The combination of measuring every aspect of the sales process with adding new tactics and strategies will lead to a more productive and efficient sales force. It is difficult to argue with the goal of having your outside salespeople in front of qualified prospects as much as possible.

One way to help make this happen is with the strategic use of your inside

Measurement System = Leverage

Building-Products.com

sales force. Utilizing an inside sales force in conjunction with your outside sales force has multiple positives for your company and your clients. First of all, you are able to leverage time and activities for maximum productivity. An inside salesperson can set phone appointments for your outside salesperson, who is typically a higherpaid employee who should spend time on the higher value activities that they were hired to do.

Secondly, you are able to provide more touch points with your clients and prospective clients. Quite simply, multiple people have the ability to be in contact more frequently than just one outside salesperson.

And finally, your customers will identify more with your company than just with the individual outside salesperson. When a customer is familiar with multiple people in your organization, it will be harder for an outside salesperson to take that contact with them if they ever join another firm.

After working so hard to bring in customers, you will ensure their retention even with personnel changes.

Don’t be intimidated by the process—consider it a wake up call for the entire staff. You could be sitting on a gold mine that could manifest along with the changing times. Try to maximize resources by switching staff around. For example, assign valueadded, sales process activities to someone in customer service. You could have them make 10 prospecting calls a day to support your outside sales efforts. Optimize your “people” resources. Be sure your top sellers are not wasting time prospecting or doing administrative tasks. Outsource things that are not economical for your staff to do, like technology, web development, or marketing. The tactics may be low-cost, but yield high returns.

How to Look Within

You may feel that there are additional markets for your products, if only you had the time and the resources to identify them. Jim Diffenderfer, president, Accent Truss/ Timber, a Greenville, S.C., provider of heavy timber accents and components, envisioned his products expanding to the outdoor products market, to be utilized by deck building franchises. By branching out into an entirely new channel, his business is expanding to national distribution and increasing

sales.

With our help and contacts, Accent Truss was able to get in front of outdoor products installers to take the business from regional to national.

The owner simply didn’t have the time or contacts to get there. This is a case where outsourcing sales assistance made perfect sense. Now Accent is getting custom jobs all over the country. According to Diffenderfer, “We’re on track to exceed last year’s sales.”

In a down economy, there can be many disconnects between distributors and manufacturers. By using a method of strategic facilitation, these mishaps can be nipped in the bud by bringing together management and sales staffs to hammer out an agreed upon strategy between the manufacturer and distributor.

For manufacturers that offer co-op funds, it’s a smart way to spend some of those funds, rather than trying to fit in an extra golf outing. Or, make it a golf outing and strategic brainstorming meeting! This eliminates the elephant in the room and gets you and the manufacturer on the same page.

Some manufacturers already do this with regular advisory board meetings made up of distributors. This is a sound suggestion for any supplier you’ve had troublesome communications with. When expectations on both sides are fully understood, you end up with the same marching orders to execute a go-forward strategy.

Channel Partner Relationships

Yes, examining your current methods and measuring sales are more than worth the time. It will actually save you time in the long-run, since you can focus more on what is working and who is making it work. Remember these tenets: • Live in the new normal—doing more of what you’ve done in the past does not improve sales • Determine who you are—mission and goals • Realize that improvement means change • Measure sales in a systematic way • Never make assumptions of what works Your business, especially in a tough economy, should always be evolving to keep you ahead of the curve. No one wants to have to play catch up when things turn around.

Remember, your selling environment has dramatically changed, which means you may have to toss old ideas and tactics out the window. And, your new set of sales tactics do not have to be costly, but simply results-oriented.

As long as you and your staff are open to change, the sky’s the limit for your sales potential.

Is It Worth the Time?

– Sean Ryan is president of Global Link Solutions. GLS’s goal is to help all levels of the LBM channel sell more building products, by providing sales strategy and sales execution services. He can be reached at (866) 813-8264 or sryan@ globallinksolutions.com.

New Channels, New Audiences

Building-Products.com

SALES TIPS: Sean Ryan (right), president of Global Link Solutions, discusses channel opportunities with Jeff Lewin, outside sales rep for Parksite Inc., North Brunswick, N.J. December 2009 The Merchant Magazine

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PRODUCT Spotlight Engineered Wood: Laminated Roof Decking

Photo by Disdero Lumber

Laminated wood roof decking energizes slow lumber market

S

MAJOR REDO of the Redmond Airport incorporated laminated roof decking, finished on site.

OME RETAILERS WHO ARE discouraged with the slow pace of lumber and plywood sales are now emphasizing laminated roof decking as a unique product that offers warm aesthetics, availability and economy by combining a finished ceiling and a structural roof.

According to producer Filler King, Homedale, Id., lam decking “creates the elegance of exposed wood while also providing a load supporting deck for snow or other roof loads. Spans may be up to 24 feet.”

Rob Witzel, of EWP distributor R.E.W. Supply, Ltd., St. Paul, Mn., reports relatively strong demand for the products in his market area, including recent construction of a large office building add-on and roofs for educational facilities.

Miller Lumber Co., Bend, Or., has built a reputation as a major source for laminated decking. According to Charley Miller, the company’s product

10

of choice (Lock-Deck manufactured

by Disdero Lumber, Clackamas, Or.) “has virtually no waste, and it makes an attractive appearance every time it is used.”

In most applications, the lam decking is supported by glulam timber framing.

Most of the lam decking sold by Miller Lumber goes into commercial projects, including the new airport currently under construction in Redmond, Or. Miller says the key to steady laminated decking sales is to get the product specified by owners, contractors, and architects.

The structurally engineered product consists of two to five kiln-dried lumber laminations, bonded together with exterior adhesive to form glued-laminated decking.

Random length and long length (fingerjointed) T&G lam decking, plus a variety of face patterns, textures and finishes, broaden design possibilities.

The Merchant Magazine December 2009

According to Disdero’s Gunnar Brinck, “In addition to the Redmond airport project, we have also bid on Lock-Deck jobs at the Portland, Me., Jetport; Bozeman, Mt., airport, and another job in Virginia. I suspect these are moving forward with Federal stimulus money marked for infrastructure improvements and ‘shovel-ready’ projects.”

The decking is used for ceilings and roofs as well as balconies, mezzanines and floors. It provides elegant designs and “cathedral ceilings” for homes, churches, offices and other structures.

Miller reports that his company promotes Lock-Deck to architects and other specifiers with personal calls, samples, Disdero literature, and tours of completed jobs.

Producers utilize western red cedar, hemlock, ponderosa pine, Douglas fir, southern yellow pine, Alaskan yellow cedar, Port Orford cedar, incense cedar, and Idaho white pine.

Lam Deck Producers Disdero Lumber Clackamas, Or. www.lockdeck.com Filler King Co. Homedale, Id. www.fillerking.com

Laminated Timbers, Inc. London, Ky. www.laminatedtimbers.com

Timberweld Manufacturing Billings, Mt. www.timberweld.com

Unadilla Laminated Products Unadilla, N.Y. www.unalam.com Unit Structures Magnolia, Ar. www.unitstructures.com

MANAGEMENT Tips

Give your forklifts a run for the money

A

their weight? Regular, daily maintenance and proper operator training can help ensure that these workhorses keep performing in your yard and warehouse—and workers aren’t injured.

“We know the expense our customers can incur when there is equipment downtime,” said Kevin Krakora, director of product services for Mitsubishi Forklift Trucks. “By implementing just a few simple, proactive measures in day-to-day operations, companies will help improve productivity and help keep equipment running efficiently.”

Krakora said that the following items should be on every company’s checklist: Tires: Replace worn or chunked tires that cause jarring impacts to the wheel, axle components, load and operator. Use the proper tires for max-

All photos by Mitsubishi

RE YOUR FORKLIFTS PULLING

imum performance in demanding applications.

Forks: Operating the forklift truck with worn tires can also cause premature wear to the bottom of the forks. It can also jeopardize the forklift’s ability to lift and create an unsafe working environment.

Transmission: Costly damage to the transmission can occur when operators ride the inching pedal, which should only be used when approaching a rack or when the brakes are applied while revving the engine (allowing the hydraulics to work at full speed). The brake pedal should be used for regular stopping when hydraulics are not in use.

Impact Damage: Assigning equipment to an operator can help track damage and who’s causing it.

Installing an impact monitor, vehicle speed limiter, or keyless access system are options can also help reduce

REGULAR maintenance improves productivity and equipment performance, while lowering costs.

Building-Products.com

FORKLIFT SAFETY programs remind operators of safe use and correct maintenance.

impact damage.

Training: All operators should be properly trained on how to perform the required daily inspections and properly operate the equipment.

According to safety consultant Thomas Fife, forklifts are one of the most dangerous pieces of equipment in a yard—at least 100 people in the U.S. die in every year in forklift accidents. He advises clients that the following four steps can help prevent forklift injuries: driver training and certification, a company policy requiring forklift drivers to wear seat belts, regular maintenance of the equipment, and a safety inspection at the beginning of each shift.

Refresher training is also important, especially after an accident or near-miss incident in the workplace.

This training should include formal instruction, practical training, an evaluation of the effectiveness of that training, and evaluation of the operator’s performance in the workplace.

December 2009 The Merchant Magazine

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COMPETITIVE Intelligence

By Carla Waldemar

Scoring in the Lumber Bowl

SOONER THE BETTER: Rough-and-tumble collegiate football career helped prepare Mike Skinner for the competitive lumber industry.

M

IKE SKINNER KNOWS a thing or two about nailing the competition. Mike grew up in Tahlequah, Ok., where football was big and Mike was big on football. His prowess on the high-school team won him a football scholarship to the University of Oklahoma, where he held a starting position on the offense line, sending his team, the Sooners, on to win two Big 12 championships as well as invitations to the Orange, Cotton and Rose Bowl playoffs.

So when Lowe’s let it be known they, too, were on the offense, sending its scouts to build a big box just two blocks away from his father’s store, Tahlequah Lumber, Mike traded his helmet for a hard hat of another sort and led the remodel that not only kept Tahlequah Lumber in the game but positioned it as a winner.

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Returning after college to the home team—the yard his grandfather had purchased 60 years ago when just a college kid, himself—by 2003, Mike lusted for another victory. He spearheaded the push for renovation. “I wanted to show the community that, just because Lowe’s was coming to town, we were not going to fold up and quit,” he asserts. “We decided to remodel, to step up to the plate and compete.” He loved not only the yard but the whole idea of working closely with his family—his father, mother and uncle were onboard, as well as a sister and brother-in-law—and he wasn’t about to let them down.

It worked. “Competition only makes you better,” Mike is convinced. “It acts as a wake-up call. We cashed in on the excitement.” Sales at Tahlequah have shot up since the big box opened.”

By going into overtime, Tahlequah was able to flaunt its new makeover three weeks before Lowe’s opened, stunning folks with a completely revamped exterior and the addition of 8,000 sq. ft. of new retail space in what was once a storeroom. “We added lighting and lost the old racetrack design, moving every gondola two or three times,” he laughs in retrospect.

New lines were added, too, including items like paint and appliances, to draw the all-important decision-makers of town: women. A newly added design center scored a hit with the ladies, too. In all, stock increased by 12,000 SKU s, including many new items needed by home remodelers— both the core base of contractors (Tahlequah’s accounts were 75% pro) and new do-it-yourselfers, whom the staff of 70 were prepared to walk through projects, from fixing a toilet

The Merchant Magazine December 2009

to adding a deck.

And if these homeowners felt the project was too big or burdensome to handle, voilà: installers at the ready for jobs such as insulation, and an onstaff cadre of handymen, including a plumber, carpenter and garage overhead-door expert, eager and able to tackle anything from ceiling tiles to toilets.

A profitable rental department— launched when Mike’s grandfather got tired of folks forever borrowing his ladder and started charging a fee—now stocks everything from power tools to Bobcats and front-end loaders, ready to help out. And, thanks to a fleet of trucks (“Too many! And too much insurance!” mock-moans Mike, who cannot give them up, of course), contractors are well-served with speed delivery, to the tune of 35 or 40 runs a day. “We don’t force them to have to think way-far out,” professes Mike. “They can call our guys’ cell phones on Friday night or early Monday morning. It’s all about relationships. In fact, they come in on Mondays to compare how they spent their weekends. They socialize together.”

Tahlequah, a town of 22,000 about an hour from Tulsa, didn’t have a huge stock of custom homes sitting empty when the recession rolled around. Consequently it hasn’t been hit as hard as the rest of the nation.

Nonetheless, the irony of a recent victory doesn’t go unnoticed by Mike.

For years he’d pushed and pushed his parents to open a second location. “I was the instigator; we finally decided to move ahead when the right location might come along. My sister and brother-in-law had just joined the company, very capable people, so at last it seemed a good fit.”

Building-Products.com

FRESH LOOK: Skinner is proud of the splashy new paint center, a major component of an expansive redesign.

So they signed the papers on a little yard in Pryor, 45 miles away—just as the recession announced its presence.

This time, the remodel required was even more extensive. “We scraped up carpet, laid new tiles. Put in a new computer system. Moved the [supply your own adjective] gondolas five or six times. Doubled the amount of lighting, added 15,000 new products’—everything from paint to appliances, in what was now 25,000 sq. ft. of retail, including a new design center. “And it’s doing well,” Mike is pleased, and relieved, to add. “Sales were up 10% the first full year,” an increase of $1 million.

That increase is credited, in part, to increased profit-tuning. “I’m a stickler for margins,” Mike declares. “It’s a big driving force. I don’t want to leave money on the table.

We’re not the lowest-price, but we offer service and quality, and I really feel that that’s what counts with most people. We’ll really help you out with a product. For instance, if you have a problem with a power tool, we’ll take care of it—no need to call an 800 number.”

Speaking of power tools, Tahlequah recently hosted a series of Friday night events for a women’s group that wanted to learn how to use the darned things—and drove in-store traffic to new heights along the way.

Building-Products.com

Mike’s team of employees isn’t a bunch of benchwarmers; they’re in there, giving their all. “It’s a close-knit group, like family,” he maintains. In fact, four couples have married after meeting in the staff room. Credit is due to his management style, which, he claims, he learned on the football field. “I was part of a college team with a new coach who got everyone on the same page. We worked for the common good—no individual attitudes or personalities. That,” he says, “is how I learned to be a leader.”

He married just over a year ago, but his sister beat him down the aisle and has added a toddler to the family mix. “She runs into our meetings and steals the show,” beams her proud uncle.

“She’s already adding to the business!”

Better start planning a third location.

Carla Waldemar cwaldemar@comcast.net

December 2009 The Merchant Magazine

13

GREEN Retailing

Better living through (green) chemistry

By Jay Tompt

I

F YOU’RE LIKE ME, the title of this column brings back memories of nerdy high school science films extolling the modern marvels of convenience, value and progress, made possible by the chemical industry. It was a huge post-war economic engine that expanded its reach into nearly every product category and helped fuel the rise of the American suburb.

There are now about 80,000 chemicals on the market, but only a few hundred have been tested for human or ecological safety. One unintended consequence is that many of these chemicals have reached into our ecosystems, including the very top of our food chain—us.

“Body burden” is the term toxicologists use to describe the toxic load an individual might be carrying at a given moment: several hundred substances, some of which will accumulate, others that will be metabolized and excreted.

Pregnant mothers pass these substances to their children.

One of the common pathways for exposure to toxic chemicals is through inhaling airborne pollutants. Most people have heard by now that indoor air can be far worse than outdoor air, and that the rise of asthma, multiple sclerosis, and other diseases could be caused by long-term, low-level exposures to the chemicals that surround us in daily life. And, of course, we spend most of our time indoors.

The LEED rating systems aim to drastically reduce potential exposures to building occupants by limiting the use of emitting materials in the first place and promoting active measures for improving indoor air quality. I always recommend stocking products that contribute to LEED credits, especially low-emitting, less-toxic products that appeal to the green builders in your area. Products like formaldehyde-free plywood and cabinets, formaldehyde-

Top 10 Green Products of 2009 BuildingGreen’s 2009 Top 10 Green Building Products:

• Pozzotive Plus CMUs & concrete brick from Kingston Block • Thermafiber mineral wool insulation • Invelope integrated wall insulation & rainscreen system • Rheem HP-50 heat-pump water heater • Convia energy-management infrastructure • Pentadyne GTX flywheel energy storage • Silva Cell subsurface tree protection & stormwater system • Mobile solar power generator • Baltix recycled- & biobased-content office furniture • Project FROG modular green classroom

free insulation, zero-VOC adhesives, zero-VOC paints and coatings—the list of less-toxic alternatives is long. But the list of emitting products that would not meet LEED’s requirements for indoor air quality is much longer.

I invite you now to get up (after reading the article first, of course!) and follow your nose around your store. Pick up a few products and pronounce their ingredients. Investigate the paints, strippers, cleaners, pest killers, weed killers, and plywood you stock. What is the quality of this air that you and your staff breathe everyday? There’s a very good chance that some nasty neurotoxins, carcinogens, and endocrine disruptors are floating around in the mix. More importantly, the people who might be exposed to off-gassing chemicals are probably the people you most care about. Swapping out the high-emitting products in your inventory, in favor of those with zero or dramatically fewer toxic emissions, contributes to a healthier workplace with fewer liability issues.

In the long run, there are large-scale initiatives underway that will eventually lead to safer alternatives through greener chemistry. The Toxic Substances Control Act, the current federal chemical oversight regime, will likely be strengthened, giving the EPA more power to eliminate toxics and require manufacturers to prove health and safety before bringing new formulations to market. In California, the Green Chemical Initiative is undertaking a range of activities designed to make rapid progress eliminating toxics and stimulating growth of greener alternatives. However, the positive effects of these efforts won’t be felt for years.

In the meantime, the motivated dealer can learn more about body burden, LEED and indoor air quality from dozens of informative online resources—start Googling! Scientific Certification Systems, GreenGuard and GreenSeal publish lists of their certified products. There are other green product databases out there, too.

The consequences of choosing wisely could be felt immediately, leaving those you care most about breathing a little easier.

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

Hardwood & Softwood Lumber

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OLSEN On Sales

By James Olsen

The “Turn of the Year” conversation

M

ANY OF US DO NOT KNOW how much the account base we are currently working can produce for us. Coming into a new year is a natural time to look at our account base with a more detached eye than normal, to see if we are calling on the right kind of accounts to reach our goals.

We begin our “Turn of the Year” conversation by thanking the customer for any or all of the business we have done over the last year.

“Jason, I wanted to thank you for all the 2x4 you bought from me last year. I was going over the records; we have done five cars and 10 trucks over the last 12 months.”

After that, we ask the customer about their total purchases of that product.

“Jason, out of curiosity, how much 2x4 did you buy total last year?”

Assuming we didn’t get all the business, after the customer gives us the total we ask, “What will it take for me to get more of your business in 2010?”

Often sellers will tell me, “He spreads it around; I’m not going to get it all.” (Not with this attitude we won’t!) If we don’t ask for all of it, someone else will. Or they will say, “I know how much he uses.” Even better to ask a question we know the answer to.

The point is to get the customer to talk about all the possible (not probable) things they can and should buy from us. Often our customers have us in a box—“I buy all my 2x4 from Jason, my OSB from Tommy, etc.” The turn of the year is a good time to break up (limiting) prejudices our customers may have about us. We go through the items our customers are buying from us and the products they can (should) buy from us.

Often customers will sidestep: • “I really couldn’t tell you how much we use.”

• “A hell of a lot less than before, I can tell you that.”

• “It varies”

16

The Merchant Magazine December 2009

• “I just buy the stuff; I don’t know exactly how much we use.”

We must recognize these statements for what they are: sidesteps. Here are some responses that will get around these sidesteps: • “Are you in front of your computer? Can we take a quick look at it?”

• “How much did you buy last month?”

• “You must have a general idea. Can you give me a ballpark?”

• “Can we set up a time to go over this?”

Preparation is key. If we are not ready for sidesteps, they will derail us. When we are prepared, these false objections fall away quickly.

Once we have thoroughly (it may take more than one conversation) gone over all inventory items, we talk about the coming year.

“Jason, I appreciate you taking the time to go through this with me. I am going to redouble my efforts to keep the best deals we have on all of these products in front of you.

Am I contacting you in the right way? “ When we have finished this process with all of our accounts, we can begin to look at our coming year and decide who we will keep, who we will stop calling, and who we will spend more time with.

Many of us are working account bases that, even if we got all of the business, would not be enough to support us!

Time is money, and all we have as salespeople is our time. The biggest leak in most of our boats is spending time (money) with accounts that will not buy or cannot buy enough from us to be a good use of our time.

Remember, working non-buying or too-small accounts is robbing us from the time we need to find more accounts like the ones that are buying from us. In addition to time, they drain the energy we need to generate profitable business.

We can have the “Turn of the Year” conversation with our accounts any time of year (I suggest every 90 days we re-evaluate our account base), but with 2010 around the corner, now is a very good time.

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

Building-Products.com

North Pacific Selling Sacramento DC to OrePac

North Pacific, Portland, Or., has agreed to sell its industrial wood products business in Sacramento, Ca., to OrePac Hardwood Products, Wilsonville, Or. “OrePac and North Pacific have been amicable competitors in the Northern California market over the years,” said North Pacific president and c.e.o. Jay Ross. “It became apparent there would be tremendous synergies if these businesses were combined. While we weren’t looking to sell our Sacramento operations initially, we believe our Sacramento team will benefit greatly being part of OrePac and their California strategy.”

OrePac currently operates a distribution and milling operation in Fresno, Ca. “The addition of North Pacific’s Sacramento distribution center will expand OrePac’s services to include all of Northern California, as well as our central valley customers,” said OrePac president Brad Hart.

The deal was expected to close by Dec. 7.

Northwest Glulam Producers Join Forces

Calvert Co., Vancouver, Wa., has taken over operations of Cascade Structural Laminators, Eugene, Or., and CSL president Steve Killgore has joined Calvert as a sales and product development specialist.

Calvert acquired CSL’s remaining inventory and customer list, but none of the product names were transferred.

CSL’s main glulam manufacturing

facility in Chehalis, Wa., was destroyed in a fire May 27.

Killgore and Calvert president Doug Calvert are in the process of purchasing additional equipment in anticipation of improving markets and sales growth. “We have not decided on the location of the new line,” Killgore said. “I still have the site in Chehalis, but there are other options closer to Calvert.”

Green LBM Marketplace Blooms in San Diego

EcoBlu Products, Carlsbad, Ca., has opened EcoGreen Exchange, a showroom for green building products that will double as the company’s new corporate headquarters.

The facility will provide exhibit space to green LBM vendors to showcase their products to homeowners, builders, contractors, architects, government entities, and other green industry professionals. Vendors will also have access to meeting rooms for seminars or training events.

“We have really seen a shift in homeowner’s interest in building green, and our new EcoGreen Exchange will make environmentally friendly products more accessible than ever,” said EcoBlu president/c.e.o.

Steve Conboy. “It will be like having a trade show every day for the vendors we recruit to be in our facility.”

The new facility in Vista, Ca., will also house a new technical support center, a coating equipment fabrication center, and research and development lab.

DEALER Briefs

Moss Lumber & Hardware is closing its yard in Red Bluff, Ca. The four-unit chain also has listed its property in Redding, Ca., for sale at $2.2 million, hoping to lease the land back from the new owner.

Santa Clara Lumber & Millwork, Santa Clara, Ca., closed

Oct. 30, after 85 years of business.

Equipment and remaining inventory were auctioned off Nov. 18.

Lumber Baron , Albany, Ca., sustained an after-hours blaze that began in the back of its yard. The cause of the Nov. 12 fire is under investigation.

Eagle Valley Building Supply, Baker City, Or., will close at

the end of the year, so owners Glen and Cledith VandenBoses can retire.

HD Supply will close its 21-yearold facility in La Habra, Ca., at the end of January and has filed suit claiming it’s being forced out so the city can redevelop the property.

Chester Hardware , Chester, Ca., has become a True Value franchise and been renamed Chester True Value Hardware.

Sencer Enterprises signed a 10year, $1.42-million lease for a 6,603sq. ft. store in Carlsbad, Ca., to open Ace Hardware of Carlsbad.

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

Distributed By

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

(541) 535-3465 • www.normandist.com SUPERIOR SERVICE, PRODUCTS Building-Products.com

& SUPPORT 100% OF THE TIME December 2009 The Merchant Magazine

17

BMHC Turning Over Management

As part of its plan to emerge from Chapter 11 bankruptcy organization by the end of the year, BMC West parent Building Materials Holding Corp., Boise, Id., will shake up its executive ranks.

Pending approval of its reorganization plan, Paul S. Street will become chief executive officer. Stanley M. Wilson will continue as president and chief operating officer. Daniel “Danny” McQuary will serve as chief financial officer.

Current chairman/c.e.o. Robert E. Mellor, senior v.p./c.f.o. William M. Smartt, and v.p./treasurer Mark R. Kailer, all based in San Francisco, Ca., will leave the company following its emergence from bankruptcy.

“With the groundwork in place for BMHC’s emergence from Chapter 11 later this year with far less debt and an improved capital structure, we are turning our attention to the consolidation of administrative functions in Boise and implementation of a seam-

Old World Craftsmanship In Today’s Designs

Hand Hewn Distressed Timbers Geo. M. Huff Lumber Company is now offering Hand Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old World finishes.

We can supply timbers to any specification, whether it is Dense, Free of Heart Center, #1/Btr, Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, count on us to provide you with a product that will last a lifetime.

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

HUFF LUMBER COMPANY SANTA FE SPRINGS, CALIFORNIA

800-347-4833

18

The Merchant Magazine December 2009

less transition in the senior leadership team,” Mellor said.

A new board will also take office, consisting of Street and six independent directors—Peter C. Alexander, former head of O RCO Construction Distribution; Marc Chasman, president, real estate investment group Picerne Capital West; Dennis Downer, chairman, Intermountain Orient, Boise, Id.; turnaround consultant Jay B. Hunt, Sacramento, Ca.; financial services/crisis management consultant Michael A. Maidy, Sherwood Partners LLC, and Carl R. Vertuca Jr., president, real estate investment company Vertuca Group.

The reorganization plan, which is subject to court approval, also provides for BMHC’s secured lenders to convert debt into equity, becoming majority owners of the company.

BMHC has obtained commitments for $103.5 million of exit financing to support ongoing operations and future growth, and projects its outstanding indebtedness will be more than cut in half, to $135 million, upon emergence from bankruptcy.

PL&S Buys Longview Site

Pacific Lumber & Shipping Co. has purchased its 41-acre lumberyard in Longview, Wa., from landlord RSG Forest Products, Kalama, Wa. PL&S has been renting the yard for the past four years. It paid $13.2 million for the property and will begin work shortly on improving and expanding the facilities.

TP Mothballs Plywood Mill

Timber Products Co., Springfield, Or., closed its White City, Or., plywood mill Nov. 25, consolidating production at its mill in Grants Pass, Or. The firm will retain ownership of the White City facility, with its future dependent on market conditions.

“The market for softwood plywood products has changed dramatically in the past few years,” said Timber Products v.p. Roger Rutan. “Timber Products will continue to offer the same full line of softwood plywood, both commodity and specialty products. We expect a smooth transition to Grants Pass to ensure an uninterrupted flow of materials to our customers.

The consolidation of this production into our Grants Pass facility solidifies our commitment to the product line.”

Most of the workers from the White City mill were offered positions at Grants Pass.

Building-Products.com

SUPPLIER Briefs

North Pacific, Portland, Or., signed a letter of intent to be acquired by Atlas Holdings LLC, Greenwich, Ct. The deal, expected to close in January, includes all of North Pacific’s operating businesses.

Fred Tebb & Sons, Tacoma, Wa., signed a three-year lease to move into the former Architectural Woods facility in Tacoma.

The deal includes an option to buy the 61,382-sq. ft. manufacturing building on 4.08 acres within 12 months, for a predetermined price.

Colville Indian Precision Pine is shuttering its mill in Omak, Wa., this month for an indefinite duration, due to market conditions.

Lumber Country, Portland, Or., closed its business Nov. 1 and merged operations into Affiliated Resources Inc., Portland.

Mike Wilkins is president of the restructured company, Debbie Dietz is executive v.p.-finance & administration, and Jim Page and Dennis Miller are board directors.

Girard Wood Products, Aberdeen, Wa., received

planning commission approval to add 17,800 sq. ft. to its current 37,952-sq. ft. building.

A crane performing maintenance work at Weyerhaueser’s Northwest Hardwoods mill in Centralia,

Wa., toppled Nov. 18 due to operator error. No one was injured.

Capital, Denver, Co., was recently awarded exclusive distribution of AZEK decking and railing in Colorado.

BlueLinx Corp. will now distribute composite decking Lumber , San Diego, Ca., throughout

from LifeTime California.

Universal Forest Products Western Division, Titan Wood’s Accoya modi-

Windsor, Co., now distributes fied wood in the U.S.

Atlas Lumber, Chino, Ca., is now a stocking distributor of Accoya thermally modified wood in Southern California,

Smith & Fong, San Francisco, Ca., has developed a soy-based adhesive named Soybond for its Plyboo bamboo plywood and flooring.

BF Ieb_ZIjWhj ;d]_d[[h[Z MeeZ FheZkYji

There’s Lumber.

And Then, There’s Better.

LP® SolidStart® Engineered Wood Products are designed to outperform traditional lumber. They offer superior strength, durability and consistency—with no knots, splits or voids. They’re available in longer lengths than lumber as well.

That means more design flexibility, faster installation and no need for culling. Plus, all are backed by a Lifetime Limited Warranty. LP SolidStart Engineered Wood Products. Better than lumber.

Gossen’s PVC Passport and WeatherReady decking and Wahoo Decks’ aluminum deck and railing products were approved for use in Wildlife-Urban Interface designated areas in California.

Simpson Strong-Tie’s Steel Strong-Wall structural

shearwall is now code listed for use in two-story constructions applications.

Fiberon has broadened its distribution agreement with CertainTeed to include the EverNew composite decking

with PermaTech surface technology.

DECRA Roofing Systems, Corona, Ca., earned ISO 9001:2008 certifications for its stone-coated steel roof panels.

Building-Products.com

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Phoenix, AZ 800.524.6255 Auburn, WA 800.234.5534 Tigard, OR 800.452.5813 © 2008 Louisiana-Pacific Corporation. All rights reserved.

All trademarks are owned by Louisiana-Pacific Corporation.

December 2009 The Merchant Magazine

19

DEALER Briefs

Lowe’s is building a new store on a San Francisco, Ca., site formerly occupied by Goodman’s Lumber and long eyed by Home Depot.

Lowe’s is also seeking permission to build a home center on 16.1 acres in Carlsbad, Ca.

Home Depot opened a new 657,000-sq. ft. DC in Redlands, Ca., to serve about 100 stores in So. Ca.; Las Vegas, Nv.; Utah, and Idaho. Jeremy Stanwix is general mgr.

Depot will open similar facilities this month in Stockton, Ca., and next year in Ontario, Ca. The chain also opened a new 90,000-sq. ft. home center Nov. 19 in N. Las Vegas, Nv.

A lumber crime spree at Southland Home Depot stores may be curbed. Following a 100-mph chase, police arrested two suspects who allegedly took thousands of dollars of wood from the Depot in Simi Valley, Ca. An employee leaving work at 1:45 a.m. Nov. 20 spotted the thieves and called police. When they fled in a white SUV, the worker followed at high speed. Police stopped the car and inside found a woman, man, his 14-year-old son, and $4,000 in lumber. They arrested the adults on suspicion of grand theft and child endangerment and released the teen to his mother.

Other Depots in the area had recently reported lumber thefts associated with a white SUV. Police are investigating whether the two suspects were also involved in those crimes.

Habitat for Humanity opened a ReStore discount LBM outlet Nov. 14 in Lake Elsinore, Ca., as well as a similar 12,500-sq. ft. facility called The HomeStore in Ferndale, Wa. Terry Mattson is associate director in Ferndale.

Square Deal Lumber, Springfield, Or., launched a new website at www.squaredeallumber.com.

20

The Merchant Magazine December 2009

Ochoco Plans Pellet Plant

Ochoco Lumber Co., John Day, Or., will receive $4.9 million in federal stimulus funds to construct a wood pellet fuel plant.

The stimulus money will help Ochoco buy and install a new drying system, two pellet-making machines, and the infrastructure needed for the boiling and drying processes.

The plant should be operational by the summer.

The project will permit 80 full-time jobs to be retained and will create 11 new ones.

Fire Closes Vaagen Sawmill

A Nov. 18 fire at Vaagen Brothers Lumber, Colville, Wa., damaged electrical equipment and shut down a cogeneration turbine that supplied power to the mill.

The fire broke out about 9 p.m. in the area of the plant that converts bark into steam and electricity. Authorities believe the blaze may have started in an oil-circulating pump and spread to an electrical switch gear regulating the transfer of power to and from the region’s power grid. The adjacent boiler provides steam power for the mill and the turbine generator.

Vice president Russ Vaagen believes that mill operations will be restored over the next few weeks, but the cogeneration turbine may not be operational for a year or longer.

Two workers tried to stop the fire and were taken to a local hospital for treatment of inhalation of smoke and carbon monoxide.

pull out and use this 2010 Deluxe Industry Calendar, packed with hundreds of LBM events

Building-Products.com

ASSOCIATION Update

American Wood Council has formed a new, national coalition of U.S. wood products manufacturers, to work together on building codes, standards, regulations and green building policy issues.

The group, expected to formally launch January 1, already has 40 supporting members.

California Redwood Association welcomed new chairman John Russell, Mendocino Forest Products, at its recent meeting in Arcata, Ca. He succeeds Travis Campbell, Mad River Lumber.

Janet Webb, Big Creek Lumber Co., was elected vice chair.

Western Building Material Association’s Young Westerners group will host its annual conference Feb. 4-7 at the Downtown Hilton, Eugene, Or.

Lumber Association of California & Nevada has set Feb. 24 as the date for its annual government affairs conference in Sacramento, Ca. The first 2nd Growth meeting of 2010 will be March 4 in Buena Park, Ca.

Inland Empire Hoo-Hoo Club has changed its name to the Southern California Hoo-Hoo Club, reflecting that the Orange County, Los Angeles, and San Diego clubs have fallen inactive.

The group will host a Feb. 17 meeting and dinner at Pomona Valley Mining Co., Pomona, Ca. Up in Northern California, Black Bart Hoo-Hoo Club will hold its annual industry night Jan. 20 at Broiler Steakhouse, Redwood Valley, Ca., followed the next evening by Humboldt Hoo-Hoo Club’s annual crab feed at the Elks Lodge, Eureka, Ca. Farther north, crab feeds will be staged by TacomaOlympia Hoo-Hoo Club Feb. 2 at High Cedars Golf Course, Orting, Wa., and by Willamette Valley Hoo-Hoo Club Feb. 5 at Shadow Hills Country Club, Junction City, Or.

Los Angeles Hardwood Lumbermen’s Club will host its annual pool tournament Feb. 11 at Danny K’s, Orange, Ca.

BluWood Stakes Out Denver

Rocky Mountain BluWood has opened in Stock Building Supply’s former facility in Denver, Co., offering EcoLife KDAT pressure treated wood, Radiance thermally modified wood, and BluWood mold protection for framing lumber.

The facility, which also stocks studs, dimension, OSB, plywood, EWP and FRTW, has already been FSC chainof-custody certified by Scientific Certification Systems.

The 43,000-sq. ft. former truss plant sits on nine acres along “Lumber Row,” placing it among a host of LBM distributors, including Capital Lumber and Boise Cascade.

Pat Bischel, president of parent company Northern Crossarm Co., Chippewa Falls, Wi., will also serve as president of Rocky Mountain BluWood. Ben Biffinger has joined the sales staff, which will be expanded to serve the surrounding Mountain and Plains States.

Building-Products.com

December 2009 The Merchant Magazine

21

MOVERS & Shakers

Bob Jones has rejoined Tripp Lumber Co., Missoula, Mt., selling wavy edge and log cabin siding.

Dave Carpenter has been named mgr. of Sheridan Building Materials, Sheridan, Or., replacing Don Moon. John Shoulder is new to lumber sales.

Jennifer Jones, ex-Parksite, is a new product specialist for Capital, Denver, Co. Josh Schwarz, ex-Forest City Trading Group, is now with Talon Forest Group, Portland, Or. Larry Birmingham has opened a new sales office for Talon in Milford, N.H.

Toni Carter, ex-Idaho Forest Group, has rejoined Blue Mountain Lumber Products, Pendleton, Or. Mark L. Spargo has been promoted to v.p. of Snavely Forest Products.

Greg Stewart has been appointed president of Sinclar Group Forest Products, Prince George, B.C. Mike Altendorf was named v.p. of information technology for Do it Best Corp., replacing Kay Wil-

COURT APPEARANCE: Los Angeles Hardwood Lumberman’s Club hosted its fall doubles tennis event Nov. 15 in Anaheim, Ca. Reps from Prince brought their latest racquets for participants to demo. [Back, l-r] Stephen Ondich, Randy Porter, Ryan Porter, Dan Bohannon, Jerry Witherspoon, Walter Mass, Nathan Osborne, Kyle Fitzgerald. [Front] Grace Wright, Audrey Rodriguez, Vicky Frantz, Kit Rohm, Bill Fitzgerald, Deonn DeFord, Alan Arbiso.

Holiday Greetings from Parr on our 34th Christmas Jesus Aldrete Raul Aldrete Brad Applegate Antonio Avina Steve Batick Paul Blevins Edward Butz Jose Chicas Rosario Chicas Scott Crutchfield Karen Currie

Nick Ferguson Vince Galloway Ricardo Garcia Fidenceo Gomez Elvira Hernandez Chris Hexberg Juan Laredo Jerry Long Bobby Malone Luis Moreno Brad Mortensen

Rafael Pantoja George Parden Timoteo Paredes Michael Parrella Peter Parrella Kurt Peterson Eduardo Pierre Janet Pimentel Nestor Pimentel Yolanda Rodriguez Alex Romero

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

Thank you to our Customers and Suppliers 22

The Merchant Magazine December 2009

Building-Products.com

liams, who retired after 31 years.

Tim Miller is now v.p. of marketing, replacing Bill Zielke, who is retiring after 12 years.

Bea Merry is organizing the annual holiday party at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Stanley, Black & Decker Unite

The Stanley Works agreed to a $4.5-billion, all stock merger with Black & Decker Corp. to create Stanley Black & Decker, an $8.4 billion global industrial leader.

Founded in 1843, Stanley owns Stanley Tools, FatMax, Bostitch, Facom, Proto, Mac Tools, Sonitrol, Stanley Security Solutions, Best and Vidmar. B&D, with roots back to 1910, owns Black & Decker, DeWalt, Emhart Teknologies, Porter-Cable, Kwikset, Baldwin and Price Pfister.

Under the deal, B&D shareholders will receive a fixed ratio of 1.275 shares of Stanley common stock for each of their B&D shares. Upon closing, expected in the first half of 2010, Stanley shareholders will own approximately 50.5% of the combined company. The nine members of the current Stanley board will be joined by six new directors from B&D’s board.

John Lundgren, chairman and c.e.o. of Stanley, will be president and c.e.o. of the combined company. Nolan Archibald, chairman, president and c.e.o. of B&D, will serve as executive chairman for three years.

Stanley’s James Loree and Donald Allan Jr. will continue as, respectively, executive v.p./chief operating officer and senior v.p./c.f.o.

Stanley’s base in New Britain, Ct., will remain corporate headquarters, with B&D’s office in Towson, Md., becoming Power Tools headquarters.

Happy Holidays and Thank You.

With All Our Best Wishes for 2010. building

ROCKLIN DISTRIBUTION CENTER

Tel. (800) 348-1400 • (916) 624-9293

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SANGER DISTRIBUTION CENTER Tel. (559) 876-3624

www.taigabuilding.com

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

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

Sales for Coast Wood Preserving

Building-Products.com

December 2009 The Merchant Magazine

23

FAMILY Business

By Kelly LeCouvie

Are you enabling incompetence?

“I

JUST WANT MY KIDS TO BE HAPPY

and to get along.” We often hear this sentiment expressed among senior-generation members of a family business. Parents try to create conditions that will help ensure such an outcome, only to discover over time that some of those very efforts create the opposite result: their kids are unhappy in the business and there is conflict within and between generations, often extending between family and nonfamily management. Everyone loses in this scenario.

If a person lacks the competence to deliver on the expectations defined by the position, it will inevitably lead to stress and unhappiness. This is even

Specializing in

more pronounced in a family business where the person is being judged not only on a professional level, but also by parents and siblings. The child also has the added stress of feeling that he is letting down his parents. In addition, the child feels harshly judged by non-family co-workers who feel that he has not earned the position, and this is why they are not competent to deliver.

How, after you worked so hard to expose your children to the culture of the business, demonstrating by example the strong work ethic required for success and even offering summertime employment, could their contribution to the business be so limited?

Custom Millwork

Somehow, between those childhood and young adulthood experiences and their full-time employment in the business, their level of competence has not developed as you had hoped or expected. The favorable qualities of leadership, hard work, and business acumen that the senior generation demonstrated are now wholly lacking in the second generation. In short order, this work environment can quickly dissolve into resentment, disloyalty, low morale, high turnover, and numerous other negative consequences for the business.

How did this long path of incompetence develop? A path that anyone other than a family member would not be permitted to walk? While there are no definitive answers, our experience tells us that the senior generation, as well as siblings and cousins, are often enablers of incompetence.

There are a number of specific areas around which your efforts as a senior-generation member might have enabled this undesirable outcome:

Compensation

Compensation is the most basic of business principles but at the same time leads to the most confusion. To

“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

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(831) 636-3399 • Fax 831-636-3335

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The Merchant Magazine December 2009

Building-Products.com

oversimplify, you work hard, have successful outcomes, and are compensated accordingly.

However, parents add confusion to the mix by rewarding their children when they need money, or when they ask for it, without evaluating what they have done to earn it. This creates a false sense of worth and control.

Parents must replace a subjective reward process with a specific compensation policy that supports and protects all parties involved. This policy will help protect the parents from arbitrarily rewarding acts of incompetence, as well as protect the junior generation from presuming that these rewards are tied to efforts or results.

Managerial Style

In successful family businesses, the senior generation has demonstrated effective management skills that allowed the business to survive over the years. During this tenure, the business had to adapt and change based on the exigencies of the marketplace. The senior generation must have the courage to support the success of the next generation, even if it means a new approach to running the business. In fact, as times change, so do effective management approaches and decision-making styles. You can’t lead a $200 million company the same way you led a $20 million company.

Give your kids exposure to the best management styles you can. This may mean sending your kids to work with other companies in other fields before returning to the family business (a requirement that might be stipulated in the Family Employment Policy), or simply offering your children formal educational opportunities.

Clarity Around Expectations

learned. It is the outcome of a process and, given the proper tools, support, and patience, develops over time.

– Kelly LeCouvie is a senior associate of the Family Business Consulting Group, Marietta, Ga. She can be reached at (800) 551-0633 or lecouvier@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.

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

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State-of-the-Art Hewmill & Headrig Mill This topic ties into the compensation mentioned above but addresses a more comprehensive environment of expecContact Sheldon Howell tations in the family business. For example, a Family Employment Policy defines expectations but, more important, establishes an objective, optimal hiring process that is 3191 Wesley Rd., White Swan, WA 98952 applicable to all family members considering employment Tel. (509) 874-1163 in the business. The policy also helps to satisfy that need to Fax 509-874-1162 • www.yakama-forest.com define one’s position and contribution.

In the absence of clearly defined expectations, we (and others around us) make assumptions about what is acceptable, what is right.

That is a legitimate response to ambihttp://www.lodgepolepine.com guity. It is the responsibility of those who participate in developing future BVC Doweled leaders to ensure that expectations are Lodgepole pine clearly articulated, that performance post, poles & rails measures are understood and agreed 1-1/2” to 12” upon, and that managers will be held Diameter in Stock accountable for their actions.

• Doweled Rail Fencing • 2” BVC Tree Stakes As a senior-generation member of • 3” BVC Tree Posts the family and/or the business, your • Light Posts contributing “support” or “insights” • Standard and Fancy may have been intended to strengthen Bollards competence, but they have perhaps • Special Milling: Split, Quartered, instead diluted that hoped-for result.

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December 2009 The Merchant Magazine

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NEW Products

Price-Conscious Composite Decking

Composite Posts

Warm Springs Composite Products offers laminated posts as an economical alternative to solid wood posts.

Up to 10” wide and 10’long, the posts have a MDF core that is flat-laminated with high-quality veneers using no-added formaldehyde adhesives. They can be used in staircases, built-in cabinetry, and other interior woodwork.

Powerful Driver

Metabo’s SB18LT cordless hammer drill/driver measures just over 8” long so it can get the job done in tight spaces.

A recessed hex spindle allows the tool to work in constricted areas, such as maneuvering around joists. Othere features: a built-in LED light and an 18v LPower Plus battery.

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A.E.R.T.’s MoistureShield has designed its new Vantage collection of wood-composite decking to balance performance and cost.

Made with a minimum of 30% post-consumer recycled content and 60% pre-consumer recycled content, the boards are reversible and embossed with a wood grain on both sides.

Offered in eight different colors, they come grooved or nongrooved to accommodate hidden fastening systems.

MOISTURESHIELD.COM (866) 729-2378

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

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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 26

The Merchant Magazine December 2009

Building-Products.com

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

Timbers Green & K.D. Export

Steering Options

Raymond’s 8000 Series pallet trucks now include a power steering option.

The PowerSteer option is designed to provide consistent, responsive steering that increases operator comfort over the course of a work shift.

The device also has no wearable parts or brushes for reduced maintenance, more runtime per battery charge, and enhanced response to operator commands.

RAYMOND.COM (800) 235-7200

From every one at Fontana Wholesale Lumber Inc.

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 15500 Valencia Ave • P.O. Box 1070 • Fontana, Ca 909-350-1214• Fax 909-350-9623 WWW.fontanawholesalelumber.com

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Phone 253- 572-6252

Fax 253-383-2489

www.mankelumber.com December 2009 The Merchant Magazine

27

Sizing Software

Forte sizing software from iLevel enables users to evaluate

alternatives for joists, flush and drop beams, sloped roof members, and wall headers.

The free software performs load calculations and identifies framing solutions for specific building conditions and construction geometry.

A flexible Job Tree allows users to organize multiple member calculations in a single file.

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Drywall Carts

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Pro-Lite drywall carts from Jescraft were designed to be heavy duty, but light in weight.

Offered are 16 different models in three widths (20”, 24”, and 28”), with three types of wraparound bumpers and decks of either steel plate or replaceable, impact-resistant polyethylene.

Each model has high-performance casters for maneuverability on all types of surfaces.

JESCRAFT.COM (800) 524-1142

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.

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The Merchant Magazine December 2009

More in Fiber Cement

Nichiha has added two new sizes of fiber cement panels.

Both the stucco and grooved 8”-on-center panels are 5/16” thick and 4’ wide, in varying lengths. They are made using the same process a NichiBoard lap siding, in which texture is applied with heat and pressure.

NICHIHA.COM (866) 424-4421

Building-Products.com

L.A. HARDWOOD CLUB Photos by Walter Ralston

HEARTY GATHERING at the recent dinner meeting of the Los Angeles Hardwood Lumberman’s Club Nov. 12 at The Rib Trader, Orange, Ca. [1] Chris Kemp, Charley Fiala. [2] Nathan Osborne, Garrison Cox. [3] Steve Ondich, Christa Bohnhoff, Charley Bohnhoff. [4] Dennis Johnston, Randy Lambert. [5] Dale Bohannon, Mark Michie. [6] Dan Bohannon, Alan Arbiso. [7] Robert Mitchell, Matt Barrass, Jim Gaither. [8] Jim Canale, Marty Fox, Phillip Sarris.

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Happy Holidays!

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from

Louie, Joe, Sue and Danelle at Chozen Trucking

3914 Cherry Ave., Long Beach, CA 90807

(562) 427-5672 Building-Products.com

•

Fax 562-427-2902 December 2009 The Merchant Magazine

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DECK EXPO Photos by The Merchant

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DECK EXPO rolled into Indianapolis, In., Oct. 28-30: [1] David Badilla, Vern Vincent, Keith Weathers. [2] Joe Holt, Pete Staal. [3] Bob Edwards, Chris Shaddy, Jeff Richards. [4] Brian Orchard, Phil Lail. [5] Jamie Kreiser, Len Kasperski. [6] Mary Grohman, Marty Fajerman. [7] Scott Jefus, Brent Gwatney, Dan Neal. [8] Joel Cone. [9]

The Merchant Magazine December 2009

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Todd Andrews, Dustin Schroeder, Brett McCutcheon, Jerry Koontz. [10] Kenneth Rouse, Jack Nagy. [11] Reid Borgman, Harold Pinkston. [12] Chris Johnson, Jack Krass.

(More photos on next page)

Building-Products.com

DECK EXPO Photos by The Merchant

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MORE DECK EXPO (continued from previous page): [1] Jay & Sue Savignac. [2] Scott Bender, Reed Huyette, Bill Beard, Brad Beard.

[3] Penny Harris, Alan Oakes, Carolyn Huckabay. [4] Bob King, Scott Cathcart, Kaylynn Poplawski, Paul Young. [5] Bill Tucker, Glenn Eberle. [6] Richard Kleiner. [7] Building-Products.com

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Jeff Adams, Dick Mayoh, Bill Toedtemeier. [8] Alex Hines, Beth Wright, Rebecca Bartley, Sam Harris. [9] Eric Sigmon, Jim Boyd. [10] Arden Fuller, John Green. [11] Rachelle Shendow, Brian Kincaid. [12] Michele Skyles, Jim Miller. [13] John Long, Andy Stephens, Walter Kuzmiw. [14] Dean Miller, Ron Long.

December 2009 The Merchant Magazine

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NORTH AMERICAN Wholesale Lumber Association drew more than 1,100 industry professionals to its annual NAWLA Traders Market Nov. 5-7 in Chicago, Il. With 462 wholesalers, 467 manufacturers, and 135 service affiliates, attendance was down 20% from 2008. [1] David Stallcop, Mike Mordell. [2] Rex Scott, Tom Taylor. [3] Jack Chase, John Barber. [4] Denny Huston, Janie & Buck Hutchison. [5] Tina Breen. [6] Gary Weinstein, Jonathon LaPointe. [7] Gregg Riley, Mark Palmer. [8] Carl Henoch, Anellina Marrelli. [9] Brad Hatley, Leslie Southwick, Lee Greene. [10] Joe Patton, The Merchant Magazine December 2009

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Suzanne Hearn, Mel Lundberg, Digges Morgan. [11] James Danielson, Dave Durst, Jud Dehart, Chris Selzer. [12] Jim Robbins, Trish Roche, Tonia Tibbets, Doug Chiasson. [13] Tom Walthousen, Leah Covington, Chuck Casey. [14] Marc Pratt, Shelley Spencer. [15] Doug Calvert, Rachel Dennis, Steve Killgore, Brian Oberg. [16] Jeff Hardy, Tom Lister, Win Smith. [17] Jacquie Hess, Terry Neal. [18] Dan Paige, Rick Blomquist, David Tripp. [19] Chris & Allia Schofer, Dirk & Sandy Kunze. [20] Gary Bernstein, Jack Dalton. [21] Anna Andvik, Travis Jungers. (More photos on next three pages) Building-Products.com

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“THE FUTURE BEGINS HERE� was the theme of the recent NAWLA Traders Market (continued from previous page). [1] John Lindsey, Zack Brannock, Tom Mende, Gary Fallin. [2] Romel Bezerra, Mel Lundberg, Niklas Karlson, Olga Haymes. [3] Kris Owen, Steve Firko. [4] Greg Smith, Jack Delaney. [5] Tom Merkert, Will Whittaker. [6] Jerry Huber, Angie & Dennis Wong. [7] Ryan Morrison, Jason Knepper, Dusty Hammack. [8] Mike Redwine, Calvin Biddix. [9] Chen Chiu, David Goulet. [10] Dan Fox, Dave Barnes. [11] Sheldon Howell, P.J. Arling,

Photos by The Merchant

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Bob Bretz, Ron Holek. [12] Abby Mann, Pete Schiffers, Eric Kjode, Bart Bender. [13] Todd Wright. [14] Steve Hollingworth, Sam Sanregret, Pat Colgan, Scott Gaskin.

[15] Jim Tittle, John Smart, Matt Pedrone, Bernie Nugent, Vincent Micale. [16] Raymond Luther, Don Dye, Rick Ingram. [17] Michael Tichenor, Richard Champagne, Jim Hassenstab. [18] Richie Paci, Joshua Kaye. [19] Bill Griffith. [20] Eric Sigmon, Brian Orchard.

(More photos on next two pages)

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MORE NAWLA (continued from previous two pages): [1] John Branstetter, Jim Warren. [2] Tom & Diane Franklin, Danny Osborne. [3] George Young, Ray Miller, Loyd Bobo. [4] Craig Hyatt, Tom Gramlich, Kevin Brennan. [5] Kim Pohl, Lisa Martin. [6] Kevin Hynes, Jack Bowen, Matt Duprey. [7] Jim Scharnhorst, Wade Wheeler, Alan Shearer. [8] Russ Kimbell, Donna Allen, Chris Webb, Chris Brooke. [9] Hunter McShan, Mark Junkins. [10] Bill Schaffer, Chuck Klopp. [11] Jim Olson, Dillon Forbes, The Merchant Magazine December 2009

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Eric Tuson. [12] Cyndee Johnson, Lee Jimerson, Aly Kingsley, Chris Bailey. [13] Patrick Hanulak, Ken Barry, David Jetters, Craig Combs, Jon Westmaas. [14] Mark Ritz, Andreja Kutnar, Natalie Macias, Steve Boyd. [15] Stephen Jones, Nicholas Drouin, Hans Fischer, Phillip Jackson. [16] Grant Vaughn, Bobby Crowley. [17] Paul Zartman, Ryan Furtado, Stewart Clark. [18] Rick Kapres, John Pace.

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GLULAM GALS with Merchant publisher (continued): [1] Robin Gardner, Savana York, Rachel Dennis, Alan Oakes, Amy McCabe, Cindi Hengstler. [2] Mark Tucker, Ed List, David Tucker. [3] Bob Berch, Marty Thomson, Tim Thorison, Mark McLean. [4] Win Smith, Susan Fitzsimmons. [5] Seamus O’Reilly, Monica Smith, Amy Baker, Craig Sichling. [6] Paul Erickson, Racy Florence, Mark Carlson. [7] Cam McRitchie, Paul Lennon, Rob Doerfler. [8] Lloyd Pullen, David Bernstein. [9] Mirco Walther. [10] Ken Laughlin, John Davis. [11] Jon Anderson, Monique Bauer. [12] Phil Schumock, Robert Building-Products.com

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Colbert. [13] Mark Westlake, Denise Robinson. [14] Dick Gukeisen, Steven Sprenger. [15] Gary Zauner, Ken Tennefoss, Richard Haskell Jr., Trish Roche, Trisha Aubin, Dan Blenk. [16] Connie Baker, Lori Byrd, Kelly Matthews, Bobby Byrd. [17] Jeff Herscovitz, Cliff Thompson. [18] John Junod, Bob Edwards.

[19] Jason Bolstad, Monte Jensen, Tim Elbers. [20] Marty Hawkins, JeanMarc Dubois. [21] Greg Hexberg, Doug Willis. [22] John Branstetter, Jim Warren. [23] Jim Gillis, Jeff Norman, Gary Arthur. [24] David Heldoorn, Laurie Creech. [25] Greg Carter, Cindi Hengsletter, Michael Kirkelie.

December 2009 The Merchant Magazine

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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, mail or email correspondence to box number shown, c/o The Merchant Magazine. Names of advertisers using a box number cannot be released.

HELP WANTED

FOR SALE

SALES REPRESENTATIVE WANTED We are a well-established master distributor of our parent companies’ high quality commercial construction and manufacturing products. As a dynamic and motivated member of our team you will be responsible for all sales activities, from lead generation through closing while traveling in an assigned regional southwestern territory. You will be challenged with broadening existing customer relationships and expanding the customer base in the market area. You will work with an energetic, ambitious and dedicated sales support team to achieve targeted goals in customer satisfaction, revenue generation, and long-term account growth. Send your resume to dkoenig@building-products.com or to Box 714, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Discover what’s up East of the Rockies

BPD

Subscribe to Building Products Digest

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.

IN Memoriam

Wayne C. Wilson, 92, retired owner of D.C. Essley & Son, Los Angeles, Ca., died Nov. 22 in Fullerton, Ca. Mr. Wilson graduated from Whittier College, Whittier, Ca., where he was inducted into the school’s Athletics Hall of Fame.

During World War II, he served as an officer in the Navy.

In 1947, he joined the family lumber business, which started as a lumber brokerage and evolved into a wholesale operating focusing on redwood and ponderosa pine products. He retired and closed the business in 1986.

Keith E. Chase, 82, retired coowner of Matheus Lumber Co., Woodinville, Wa., died Nov. 14 in Kirkland, Wa. Mr. Chase began working at

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Just $24 for 12 monthly issues Call Heather at (949) 852-1990 hkelly@building-products.com FAX 949-852-0231

Matheus in 1951. In 1964, he and Mike McEnvoy bought the company from his father-in-law, Bill Matheus. He sold the company in the late 1990s and retired.

He was a long-time member of Seattle Hoo-Hoo Club.

George Edward Cilker, 89, retired owner of Pine Cone Lumber, Sunnyvale, Ca., died Nov. 12 in Los Altos, Ca. Mr. Cilker attended Stanford University before becoming a pilot with the Army Air Corps during World War II. After the war, he partnered with his brother-in-law Wesley Hubbard and Chet Johnson in Hubbard & Johnson Lumber.

In 1959, he and his wife, Elizabeth, started Pine Cone. He retired in 1995 and left the company to his three sons.

The Merchant Magazine December 2009

Feature your Business Card in The Merchant Say Happy New Year and help fight cancer Use this low-cost opportunity to deliver New Year’s greetings to customers, friends and suppliers—and help the Lance Armstrong Foundation, which for 12 years has been striving to aid cancer patients and survivors.

Cancer is a global problem that will claim 12 million lives by 2030.

Inspired by its founder and chairman (himself a cancer survivor and champion cyclist), the Lance Armstrong Foundation stands up for the 25 million people living with cancer worldwide by focusing on cancer prevention, access to screening and care, research and quality of life for cancer survivors.

Visit www.livestrong.org.

Your business card—reprinted in color and reduced slightly to 2-3/8” x 1-3/8”—will appear in a special section in our January issue. The cost for each ad is just $100, $25 of which is tax deductible and will be matched by us—for a total donation of $50 to LAF.

Sample

Doing Your Part Is Easy: Just send us your business card(s) before Dec. 11, along with a check for $100 per card—or $200 per card to appear in both The Merchant and its eastern counterpart, Building Products Digest—to Cutler Publishing, 4500 Campus Dr. #480, Newport Beach, Ca. 92660.

Questions?

Call Alan at (949) 852-1990 Building-Products.com

DATE Book

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

Western Forestry & Conservation Association – Dec. 10, biomass seminar, Springfield, Or.; www.westernforestry.org.

Western Hardwood Association – Dec. 10, board meeting, Portland, Or.; (360) 835-1600; www.westernhardwood.com.

Los Angeles Hardwood Lumberman’s Club – Dec. 12, Christmas party, Hyatt Regency, Huntington Beach, Ca.; (714) 671-3079.

Portland Hoo-Hoo Club – Dec. 17, holiday party, World Forestry Center, Portland, Or.; (503) 647-5011.

Seattle Hoo-Hoo Club – Jan. 5, crab feed, Wild Rover Restaurant, Kirkland, Wa.; (425) 883-2777.

Arizona Home & Garden Show – Jan. 8-10, Phoenix Convention Center, Phoenix, Az.; (877) 663-6186.

Colorado Springs Home Building & Remodeling Show – Jan. 810, Norris-Penrose Event Center, Colorado Springs, Co.; (800) 374-6463.

Portland Build, Remodel & Landscape Show – Jan. 8-10, Portland Memorial Coliseum, Portland, Or.; (800) 374-6463.

Remodeling & Decorating Show – Jan. 8-10, South Town Expo Center, Sandy, Ut.; (818) 571-9012.

Do it Best – Jan. 13-15, winter conference, Orlando, Fl.; (260) 7485300; www.doitbest.com.

Seattle Remodeling Expo – Jan. 15-17, Washington State Convention Center, Seattle, Wa.; (800) 374-6463.

Western Pallet Assn. – Jan. 16-19, annual meeting, Rancho Las Palmas Resort & Spa, Rancho Mirage, Ca.; (360) 335-0208; www.westernpallet.org.

Budma 2010 – Jan. 19-21, international construction fair, Poznan, Poland; (317) 293-0406.

International Builders Show – Jan. 19-22, sponsored by National Association of Home Builders, Las Vegas Convention Center, Las Vegas, Nv.; (800) 368-5242; www.buildersshow.com.

Black Bart Hoo-Hoo Club – Jan. 20, industry night, Broiler Steakhouse, Redwood Valley, Ca.; (707) 621-4852.

Humboldt Hoo-Hoo Club – Jan. 21, crab freed, Elks Lodge, Eureka, Ca.; (707) 832-9039 or (707) 443-7024.

Guardian Building Products – Jan. 24-26, market, Caesar’s Palace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

Tacoma-Olympia Hoo-Hoo – Feb. 2, crab feed, High Cedars Golf Course, Orting, Wa.; (253) 531-1834.

Surfaces – Feb. 2-4, Sands Expo & Convention Center, Las Vegas, Nv.; (972) 536-6358; www.surfaces.com.

Panel & Engineered Lumber Expo – Feb. 4-6, Omni Hotel at CNN Center, Atlanta, Ga.; (334) 834-1170; pelice-expo.com.

Western Building Material Association – Feb. 4-7, Young Westerners Conference, Downtown Hilton, Eugene, Or.; (800) 956-7469; www.wbma.org.

Willamette Valley Hoo-Hoo Club – Feb. 5, crab feed, Shadow Hills Country Club, Junction City, Or.; (541) 688-6675.

California Industrial Woodworking Expo – Feb. 5-6, Los Angeles County Fairplex, Pomona, Ca.; (828) 459-9894.

Los Angeles Hardwood Lumberman’s Club – Feb. 11, pool tournament, Danny K’s, Orange, Ca.; (626) 445-8556.

Remodeling & Decorating Show – Feb. 13-14, Los Angeles Convention Center, Los Angeles, Ca.; (818) 557-2950.

American Architectural Manufacturers Association – Feb. 14-17, annual conference, JW Marriott Desert Springs, Palm Springs, Ca.; (847) 303-5664.

Building-Products.com

REEL

LUMBER SERVICE

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

Fax 714-630-3190

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

(909) 781-0564

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

(714) 632-2488 • Fax 714-776-1673

www.reellumber.com

Reel Lumber Service and Regal Custom Millwork are affiliated companies

December 2009 The Merchant Magazine

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IDEA File Blow Hard: Make Your Own Power

Windy weather is rarely a boon for the building industry. But this winter, for Ed Hayes, owner of Ricci Lumber, Portsmouth, N.H., the windier, the better. Ricci recently installed a wind turbine atop its lumber warehouse. “The wind turbine is directly wired into the grid,” Hayes explains. “When it’s windy out, it’s making power and basically turning our electric meter backward.”

Although the Swift building-mounted system may ease just 5% of Ricci’s $3,000-a-month electricity bill, it can potentially generate power 24 hours a day and be “net metered,” meaning any excess power produced is streamed out to the utility company, earning the company credits.

Previously, Hayes had investigated the possibility of using roof-based solar photovoltaic tubes to help with energy costs. But when a contractor customer suggested a mounted wind turbine, Hayes immediately thought of the constant wind that blows in from nearby mill pond.

So, unlike typical turbines that are placed on 30-to60-foot-tall poles, Ricci’s was installed on top of the roof ridge, 35 feet off the ground, and oriented toward the pond. The aluminum pole is in fact 16-feet long, but was mounted to the truss structure under the roof and propped up above the roof peak roughly 8 feet (so only the actual wind-catching turbine is visible outside).

Ricci has been an industry pioneer in the green movement—converting its trucks and forklifts to biodiesel, urging employees to carpool, applying for FSC certification—but the sky-high rooftop contraption is something that will catch the community’s eyes, as well.

“The turbine seemed like a statement we could make,” says Hayes. “It’s visible and shows our commitment to sustainable, recyclable practices.”

And, he adds, “Having a visible symbol on top of the building would maybe lead other people to do the same thing down the road.”

Ricci’s may be the first commercial wind turbine in the area, but it won’t be the yard’s last experiment aimed to help the business and the environment. “We are trying to look at our operation and make small steps that in the cumulative will amount to significant changes down the road,” Hayes notes.

One green step at a time.

38

The Merchant Magazine December 2009

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

Arch Wood Protection [www.wolmanizedwood.com]....................Calendar 4

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

Anfinson Lumber Sales [www.anfinson.com] ...........................................24

Beaver Lumber .............................................................................................24

Cal Coast Wholesale Lumber......................................................................23

California Cascade [www.californiacascade.com] ..........................Cover II California Timberline......................................................................................4 C&E Lumber Co. [www.lodgepolepine.com] .............................................25

Capital [www.capital-lumber.com] .....................................29, 31, Calendar 10 Capitol Plywood [www.capitolplywood.com] ............................................15

Chozen Trucking ..........................................................................................29

Fletcher Wood Solutions [www.tenonusa.com]........................................28 Fontana Wholesale Lumber [www.fontanawholesalelumber.com] .........27

Great Southern Wood Preserving [www.yellawood.com]............Calendar 12 Huff Lumber Co. ...........................................................................................18

Huttig Building Products [www.huttig.com]..............................................19

Inteplast Group [www.tufboard.net] .............................................................3 Ipe Clip Co., The [www.ipeclip.com]...........................................................38

Jones Wholesale Lumber [joneswholesale.com].....................................21

Kelleher Corp. [www.kelleher.com]....................................................Cover I Keller Lumber Co. ........................................................................................23

Krauter Solutions [www.krauter-storage.com] .............................Calendar 16

LP Building Products [www.lpcorp.com] ......................................Calendar 18 Manke Lumber Co. [www.mankelumber.com]...........................................27

Matthews Marking Products [www.matthewsmarking.com] .........Calendar 6 Norman Distribution Inc. [www.normandist.com].....................................17

Parr Lumber ..................................................................................................22

Pennsylvania Lumbermens Mutual Insurance Co. [www.plmins.com].....3 Plastic Components Inc. [www.plasticomponents.com] .............Calendar 20

Redwood Empire [www.redwoodemp.com]..................................Calendar 22 Reel Lumber Service [www.reellumber.com] ............................................37

RISI [www.risiinfo.com/crows]....................................................................20

Rosboro [www.rosboro.com]......................................................................30

Simpson Strong-Tie [www.strongtie.com] ......................................Cover IV Swanson Group Sales Co. [www.swansongroupinc.com] ......7, Calendar 24 Taiga Building Products Inc........................................................................23

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com].........26

Ultimate Escapes [www.ultimateescapes.com/merchant] .............Cover III

Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net] ..................26

Viance [www.treatedwood.com]...................................................5, Calendar 8 Western Woods Inc. [www.westernwoodsinc.com] .....................Calendar 26

Yakama Forest Products [www.yakama-forest.com]................................25

Building-Products.com

The

MERCHANT

Magazine

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