Merchant Magazine - January 2012

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The Merchant Magazine (ISSN 7399723) (USPS 796' 560) is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660-1872 by Cutler Publishing, Inc. Periodicals Postage paid at Newport Beach, Ca., and additional post offices. lt is an independently-owned publication for the retail, wholesale and distribution levels of the lumber and building products markets in 13 western states. Copyright@2Ol2 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. lt reserves the right to accept or reject any edi' torial or advertising matter, and assumes no liability for materials furnished to it,

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By Alan Oakes

Herets hoping!

f,"lrnsr, A HAppY belated New Year and I hope that you had time with family and -[ friends and have been able to recharge your batteries for the year to come. As we enter our fifth or even sixth year of recession (for those of you who do not believe it is over), let's hope that we start to see a turn round sometime in2012. As I wrote last month, I am seeing and hearing some guarded optimism for a better year. Certainly 20l l was very disappointing and I know difficult for many. Let's hope for calmer waters and sunnier skies and especially better Spring weather that we so badly missed this year!

As I write this column midway between Thanksgiving and Christmas, and I think back to all the things that happen throughout a year and especially when it is a not so good one, it is easy to feel down or question your judgment as to whether you made the right decisions or business moves. I think though that we can be often too hard on ourseiner and while I believe in introspection, let's look at the bright side of life if only for a few minutes. Much of what we have dealt with has been outside of our control and we have had to invent new ways to do business or stay in business, unlike perhaps never before in our business lifetime.

First, if you are reading this column, for 99+Vo of you, you are still in business. No mean feat let me say when you consider how this industry has been decimated. The business you own or work for has gone through the most traumatic time in the recent eras. Your company is still providing jobs and income for everyone seated around you and also for many of your customers and their customers. With all the businessesmany decades old-that have shut shop, you should be thankful that you have survived. Yes, it has not been easy, but you have achieved what many could not.

Second, be thankful for those customers who have stayed with you through thick and thin. Customer loyalty is what we all strive for and it was certainly easier a few years back. But we should be thankful for those that have stuck with us. If it was not for them, then your company might also be one of the casualties.

Third, thank your staff. No business owner can do it on their own (although many think they can). Employees have had to buy into a whole new agenda, accept swirling change and a lot of uncertainty. Yes, it's true some might have wanted to leave but couldn't because there were not many jobs out there. But think about how much fun it has been coming into work each and every day in this environment. With often stagnant wages, lost commissions and bonuses, cut benefits, covering what two people did. Yes, you get the picture. The pressure has been no fun and yet everyday most go overboard without an awful lot of praise or reward to help keep the lights on and serve customers to the best of their ability.

Fourth, thank the people who supply or support your business. Like you, they have wrestled with many of the same problems. Sometimes they have had to support you or take a chance on you in some way. When you read how badly banks have acted to this industry, what about thanking those that really stood by their promise of being with you in the good and the bad times (hopefully there are some). To those that gave you some extended terms when you needed it, to those who got you that shipment ahead of the queue. We often take them for granted.

Last of all, many of us have people at home who support us through thick and thin. Those who have to live with our insecurities and worries, have to put up without travels and craziness at times, but love us anyway. None of us can do what we do without the family behind us in every way.

Even in the dark days we have still much to be thankful for. We are still lucky to live in this countrv. even with all its frailties at this time. It is still the country where everyone wants to come and live and work.

Again, my best wishes to all our readers for 2012. Let's get going!

Alan Oakes. Publisher aioakes@aol.com

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Look Who's Back in Town!

Tablet computers make a run at the lumber business

7fteer-er coMpurERS such as the t iPad have taken the consumer world by storm and now have their sights on the business world, including the lumber and building materials industry.

According to Gartner Inc., tablet sales worldwide rose from 17.6 million in 2010 to 63.6 million unirs in 20ll -a 26l.4Vo jump. Tabler sales are forecast to reach 326.3 million by the end of 20 I 5.

Tablets offer most of the best business advantages of both a smarlphone (touchscreen functionality, electronic communications, social media marketing) and a laptop (larger online viewing screen, business process and

intelligence software).

Yet, as a hybrid between the two devices, tablets do something more. They can basically act as a mobile point of sale. Tablets conceivably can bring all facets of the sales process directly to the customers-whether they're working in their office, walking a trade-show hall or a construction site, or even waiting, parked, in your drive-thru lumberyard.

Equipped with a tablet, salespeople can...

. ...help customers quickly search for and select products using vendor websites, interactive catalogues, and inventory lists (with instant access to specs and prices). Never again need

your sales force say, "I'll need to get back to you on that...."

...deliver elaborate sales presentations and product demonstrations, all on the go.

. ...input and retrieve customer account data. Tablets can remotely and securely access a business's primary account information.

...arrange delivery, financing and payment. A receipt can be emailed to the customer or printed out via wireless signal.

. ...review or track past orders.

Although there have been no reports thus far of LBM businesses incorporating tablet computers into their POS processes, Epicor (formerly Activant) is among the industry software vendors that recently introduced a tablet-compatible POS app.

"We've experienced an incredible amount of interest from more than 30 retailers who are anxious to mobilize their Epicor Retail deployments-in particular to iPad and iPod devices," said Ian Rawlins, v.p.-retail product marketing. "We're having conversations with a great number of retailers who are anxious to leverage the power and performance of these new devices to drive transaction efficiencies, improve operational visibility, and customer engagement."

In the meantime, LBM businesses will discover that serving customers in other ways with a tablet computer should give at least their image a high-tech upgrade.

TOMORROW'S lumberyard may use a tablet computer to bring the pointof-sale to the customer.

By fohn Barco Sr., NCornputing

New yearts forecast calls for clouds, no PGs

LTow DAys tNTo the New Year, businesses are taking l\ stocl of their IT assets and wondering, is it time to upgrade those computers that still use an obsolete version of Windows? Is it time to replace all those nasty keyboards filled with dust and coffee stains and monitors that are way too big for the desk?

Setting up or even updating an office often means expensive computing equipment and hardware. However, while the right IT can make a difference in a business' bottom line, replacing aging PCs is often enough to put you in perpetual sticker shock. For instance, if you run a business that requircs 20 PCs, that can easily run you over $20,000. And that doesn't even include the software license upgrades or the keyboards and monitors.

But that is the price of doing business, right? Well, not necessarily. What if you could set up or upgrade your office by replacing all of your PCs, keyboards, monitors and servers, as well as install new software and operating systems, at half the cost? What if you only had to purchase one or two PCs and servers, but could still outfit your entire staff with their own desktops? What if you could save on energy, train new employees quickly, and basically run

your IT for a fraction of the cost?

No, we are not talking about buying refurbished PCs. There is actually a technology called Desktop Virtualization Infrastructure, or VDI, and it is changing the PC industry as we know it.

Today, IT administrators are working hard to do more with less as they become overwhelmed by the number of desktop PCs they must maintain. While there might be 50 to 100 desktop PCs in an office, IT administrators recognize that their employees typically utilize only 57o of the capacity of a typical computer. Nowadays, there are opportunities to better address a business owner's needs and to deliver inexpensive PC computing power to more employees than ever, while simultaneously driving down typical operational expenses such as desktop PC hardware, maintenance, and support costs.

The solution lies in transitioning a desktop PC environment from a physical machine into a "client/server computing experience." That is, a user's desktop is hosted remotely by a server or another PC and accessed via a small device that sits on an employee's desk. In other words, an office worker no longer has a physical PC, but instead has

lN A DESKTOP virtualization system, all software and flles are held in one master serverlike a cloud-and can be accessed by 100 or more workers, using their own access device, monitor and kevboard.

an access device that is connected to one server, plus virtual desktop management software, a monitor, and a keyboard. The good news is that their computing experience would be similar to the PC experience they know-minus a lot of expensive hardware.

The new VDI system literally disrupts the economics by changing the typical structure from one operating system, one user, to one virtual or physical host, one operating system, and 100 users.

Depending on the size and scale, a desktop virtualization deployment can pay for itself from day one. Initial acquisition costs are often 50+o/o lower than traditional PCs; the cost of ongoing maintenance and support are J57o lower, and energy costs are typically 90Vo lower.

There are additional strategic benefits in the form of business agility and productivity. For example, if you have a new employee come on board and you need to provision a new desktop, it can take minutes rather than hours to get them up and running.

In addition, implementing VDI automatically turns your business green. Get this: over 850 million PCs are turned on every day. According to a recent study, if virtualized desktop systems were used at a ratio of six virtual desktop devices to each PC:

. Energy use would decline by over 120 billion kilowatt hours per year

. CO2 emissions would decrease by 96 million metric tons (like planting 460 million trees)

. E-waste would be reduced by 6.7 million metric tons

What this comes down to is that desktop virtualization allows organizations to reduce the amount of hardware they purchase (which in turn reduces e-waste), minimize energy consumption, diminish costs, improve data integrity, simplify desktop maintenance, increase security, and extend PC refresh cycles. Many technology companies are continuing to innovate on VDI technology to ensure the experience is user-friendly and can perform the same functions as a traditional PC. Small and mid-sized businesses are srarring to adopt VDI in serious numbers, and many vendors will work with your IT administrator to design an infrastructure that is right for your organization.

- John Barco Sr. is vice president of product marketing Jbr NComputing. Reach him via w,ww.ncomputittg.com.

By Carla Waldemar

Gompetitors ioi n forces

f oorrNc FoR rHE silver bullet to l'success? Heck, to survival? Here's a key: right-sizing.

For several operations I've brought to your attention lately, that's meant seizing a golden opportunity to expand in order to outwit a queasy economy. For the outfit we'11 talk about this month, the opposite direction was the savvy one. Consolidation-right-sizing-proved the right decision.

It's working perfectly for Ken Grause, of Bellevue, Ky., who took over Pilot Lumber in the late '70s from his dad. And it's working out equally well for Bruce Moore, owner of Moore's Home Improvement in

nearby Fort Thomas. The once archrivals are now business partners in the blended operation renamed Pilot Lumber and Moore! (Yes, that exclamation point is part of the new logomore on that later.)

Right-sizing seems to be the takeaway lesson throughout the Grauses' business run. In 1971, Fred Grause, Ken's dad, who owned a tile comPanY here in Bellevue, took over Peters Coal-built as a railroad depot in 1919, later slammed by first, a devastating flood, and then, a series of fires that knocked the wind from its aging owners. Fred planned it as depository for distributing the sand, cement and

what-all needed for his tile business, but soon a fellow walked in from the town's recently shuttered hardware store, suggesting Fred add that line of merchandise-and, ahem, him. Which he did.

Fred loved the business-but lumber, not so much. So it became his young son Ken's domain (never mind that the kid was still in high school.) He worked full-time while devoting his evenings to earning the college degree that would be his passport to another. better life. (For back then, Ken, too, professed "no interest" in the lumberyard.)

But that was in the scary finale to the '70s, a recession called "the big one"-until now. "I was worriedl times were really tough," recalls Ken, who not only remained on the job, but bought his dad out before the end of that dismal decade. By 1982, Ken's new addition doubled retail space. Not long after, he completely overhauled the lumberyard. adding a new main shed, cantilevered outside racking, and concrete pavement. Fast forward to 1998, when Ken bought a second store-the former Hess & Racke in Alexandria, Ky.-as a second location.

Sounds slick and painless. But that's the Hollywood version, not the real-life story. Ken is the first to admit he had his share of learning bumPs, starting back in 1974,"a terrible time for the construction industry," as he remembers all too clearly. An oldtimer in the yard, convinced of his moral duty, lectured the young man: "If you haven't money in the bank, you can't buy anything."

But Ken saw bigger reasons to worry by standing still. "When your A line gets cleaned out and you're left with only the Cs and Ds, who wants to shop there? So, we had a difficult discussion, which ended with (the old-

FORMER CQMPETITQRS Ken Grause (left) and Bruce Moore have merged their operations.

(Photo by Michael E. Keating. Published coulesy of The Cincinnati Enquier.)

timer) saying, 'Okay, smart college kid: YOU do itl"'

And Ken did. But still, there was the occasional stumble. "I was hard-nosed, made everybody pay-didn't extend credit, just when banks were pushing builders out of business. So I lost a lot of contractors' business. Instead of thinking, 'What can I do to help?' I was thinking, 'I can't believe they cannot pay their debts!"' Welcome to reality, and a kinder, gentler way of doing business.

"Then, the whole d-i-y thing was just getting started." And this time, Ken was in the vanguard. "I doubled the square footage of the store and moved product from the back room, where sales staff had pulled contractors' orders, and set up shelves, supermarket-style, so customers could wander, pick things off the shelves themselves. It was very consumer-friendly, and business grew steadily." In fact, "It was a blast! We had fun."

But he overlooked one thing: Those d-i-yers generally were away at work each weekday. "So, Saturdays, we got slammed. We learned to adjust our hours," he says with a laugh.

Buying the Alexandria store was a boon, but also presented another learning curve. "The stores were only 20 miles apart, but the customers were completely different," Ken quickly discovered. "Unbelievable! Retail and remodel-oriented vs. new construction. And serving farmers, who provide steady business, good times or bad."

Pilot's Design Center, launched in 2OO4 to overcome the perception that it was solely a lumber operation (although it already carried the usual K&B inventory), also presented unforeseen obstacles. It had been planned as a boon for Pilot's many pros, who could now have card-key access 2417 in order to assist their own customers-which, turns out, was not what these contractors wanted, after all. "They never used it! Instead, they wanted us to be there."

The builders made it clear they expected Pilot's own people to be front-and-center at all times, to do the comparisons and explaining to homeowners. And that took staff Pilot couldn't supply. The project ended up with a part-time staffer arranged on demand, called away from other duties. Not ideal. For the past five years, its business was up and down.

So was business as a whole, as it's been for every one of us. Looking for a solution, Ken cast his eye way outside the box, gritted his teeth, and picked up the phone. He telephoned his longtime arch rival, Bruce Moore in Fort Thomas, saying, "There's not room for both of us. Let's talk."

Bruce Moore, his "fierce competitor," agreed that their combined three locations now represented one too many. The wisest solution was to shutter Moore's, in the middle, and join forces in Bellevue and Alexandria as Pilot Lumber and Moore's! That exclamation point deliberately signified the excitement of growing stronger, better, by the move, which incorporated all five of Bruce's staff, as well as his unique product lines and discrete customer base, where the two discovered very little duplication.

"Only two builders overlapped," says Ken. "And one of them, for 25 years, had been shopping both of us for price. He bought his lumber from Moore, then the fill-in from us. That way, the builder was the real winner. It used to drive us crazy! And Bruce's outside salesman loves the new arrangement-no more competing with us. Now, it's scary, it's so good. This merger is the most exciting thing we've done in five years," Ken declares.

Pilot, with hardware, electrical, and plumbing, had more

retail business, while Moore had concentrated on selline decks and rails to pro builders, developing an enviable loyl alty-"and this business is strongly based on loyalty," Ken reminds us. "Bruce is definitely a 'people person' and enjoys chatting, giving help, while I'm more of an IT guy. He's just the opposite-has trouble getting his email up," his new partner laughs.

While both operations were strong on composite decking, incorporating Moore's line with the three that pilot carries, creating an even stronger showing. Result: "Business has been so good, it's absolutely crazy! It's really a help in this economy: a good problem to have," Ken agrees, noting that builders who wouldn't deign to touch a deck addition in the past are now more than eager to take on that bit of business. "We've added two phone lines," Ken notes.

And brought in-house such facets as HVAC, insurance, and property maintenance. Other savings: "Our two yards are doing as much business as the three used to, and we can operate with the same trucks, no additional racking, etc. We made sure we have all the products our customers expected to see at Moore, adding 'their' brand of caulking or whatever. And because we have more room, there's the Wowl factor."

The potentially problematical aspect of merging employees was not difficult at all, thanks to careful advance planning. "We were very sensitive and did a nice job integrating, by announcing the merger to both at the very same time," Ken stresses. "My people were pumped up-a chance to expand." And adding that exclamation point to the logo-Pilot Lumber and Moore!-shows the folks from Fort Thomas how much they're valued, too.

Now, back to that flagging, on again, off again, design center. "We opened it up full-steam again when we merged with Moore and brought in their displays, and we're very pleased. Sales are up, even with no advertising nor a grand opening yet. It's such a positive change, and our customers really love it."

In other words, call the merger a win-win. Best of both.

The biggest obstacle was integrating two computer systems. "We worked hard on that," Ken acknowledges. "Also, to blend customers, we made the credit application much easier," he adds.

"It's working out perfectly," Ken declares once again. In fact, the outfit is growing even stronger in serving outlying areas such as Dayton, Louisville, Lexington, even Cincinnati. "Our builders are branching out there now. We have the products, the knowledge, and super selection of composite decks. We can explain the various differences and features between the lines, and we've added displays, not only little color patches, so folks can see the real deal, not just a sample. "

What's next? "Our advisors are telling us, 'You really need to duplicate this move. How can you do it again?' But," Ken insists, "after the last five years, being together since August has been really enjoyable, but I don't wish to grow. I'd really enjoyed working with a staff of 18, not 45. But," he ponders, "now we're 23. And that's okay, too! It's been a very interesting challenge."

Carla Waldemar cwaldemar@ comcast.net

lru,s,l.B.F.u.?

IIfe cANNor eeRr the computer at information dispensV Y ing. We do have an advantage-if we choose to use it -in the inspiration business. We must first accept that we are in the inspiration business, and then we will have to commit to more inspirational speech.

If a young man is being paid to make pizza and he spends his whole shift cleaning up the parking lot, he may be working hard, but he is working hard on the wrong thing.

Many sellers are working hard at information dispensing while ignoring the persuasive and inspirational arts.

I'm happy with my current supplier

Goals: (l) Get the customer to relax.

(2) Keep the conversation going. Uh, uh, well, uh won't get it done. (3) Get permission to continue calling.

The secondary supplier strategy. We don't challenge the customer. Any kind of i "I-can-do- it-better-or-cheaper-than-whoyou-are-buying-from-now" direct challenge will raise our potential customer's defenses and will make it difficult to get permission to continue calling.

"John,I don't want to get in the way of the business you are already doing. What I would like is to find out more about you and your business and become a secondary supplier to you. That way, you can get to know the quality of my service and products and, if anything does happen with your current supply, we will already have a working relationship and we will continue to supply you without interrupting the smooth running of your business."

The challenge strategy. To get some customers out of their curent habits (buying from others), we will have to challenge their view of the world. This is delicate; it can backfire and blow up, so use with care.

Customer: "I've been buying from Susie Smithers for 20 years. She has been with me through thick and thin, so I owe her. In our current market, I can barely keep her happy, much less take on a new supplier."

Bold Seller: "It's great that you are loyal. But changing times call for changing strategies. In shifting times, only the crafty, flexible and open-minded survive. I bring new and different ideas to my customers that help them make money in these dynamic times. Why don't we open a dialogue?"

W.SJ.BJ'.U.?

The real objection behind all objections is, "Why Should I Buy from You?" About 95Vo of the sellers you compete

against every day cannot answer this question in an inspirational way. That957o wing it so they all sound the same. Here's how to write a great WSIBFU?:

No more than four sentences.

. What's in it for the customer? Saying you are the biggest and baddest and that you have been in business for 1,000 years means nothing to the customer. They do not care. Telling them you are currently helping people just like them to make money and buy better products will resonate.

. Something about ourselves. If we go to the psychologist and she says, "Tell me about your family," and we spend the hour talking about everyone but our father, the psychologist surmises issues with our father, by omission.

Sellers who only talk about how great their company is without mentioning something about themselves-the thing they most want to communicate-"I am a man you can trust," "I make a great partner," "I treat your needs as mine," "I am passionate about creating profit for my customers," "I'm fun to do business with"-sends the message that they don't believe in themselves, by omission.

Our customers want to buY from people who are confident. Say something good about yourself; don't go overboard, but we must saY something about the value we bring. . Tailored to personality. Everyone is different. Communicate with customers in their language. We approach the aggressive buyer differently than the laid back buyer, for example.

The most important thing is to have a well-planned, inspirational answer you believe in.

"You should buv from me because I will bring you value.There are all kinds of suppliers in this market. Direct suppliers, wholesale suppliers, distribution suppli' ers. I am a customer needs supplier. What my customers need, I supply them. I am a profit-making partner. That's why m\ customers buy from me and that's why you, too, will love doing business with me." WSIBFU?

James Olsen Reality Sales Training (503) s44-3s72

james @ realitysalestrain

ing.com

Parr Lumber ooened a 4.4-acre lumberyard with 20,200-sq. ft. warehouse and 1,500-sq. ft. retail showroom in Marysville, Wa., Dec. 14, to replace its yard in Everett, Wa.

Doug Nelson, general mgr. in Everett, transferred to Marysville.

Meek's Lumber & Hardware closed its Grass Valley, Ca., yard Nov. zJ.

The chain continues serving the community from its Rocklin and Yuba City, Ca., locations.

Barr Lumbof is down to four yards after closing the lumberyard at its headquarters in San Bernadino, Ca.

Mead Lumber Co. aoreed to buy Truss Claf!, Cheyenie, Wy., from Dakota Craft, napiO City, S.D.

The deal is set to close by Jan. 31.

Marin Ace, San Rafaet, Ca., has been opened by Michelle and Jeff Leopold, owners of Standard 5&10 Ace, San Francisco, Ca.

Lowe's will open a 65,000-sq. ft. customer support center in Albuquerque, N.M., by March, to complement its CSC in Wilkesboro, N.C.

The facility will provide such support functions as customer care, store support, Internet sales support, and repair services for customers.

Ace Hardware Express, Shasta Lake, Ca., reopened at a new, slightly larger location Dec. 28-exacf ly three months after a fire destroyed its previous facility.

All nine employees were retained during the interim, working at the Hardware Express stores in Redding and Anderson, Ca.

Bill's Ace Hardware is ctosing its S-year-old store in N. Concord, Ca., March 31, reducing the chain to three locations.

Sammamish Ace Hardware, Sammamish, Wa., is scouting for a new home following a rent dispute with its landlord.

Seventeen-unit Crown Ace Hardware, Huntington Beach, Ca., received a 2011 Familv 0wned Business of the Year Award from the Orange County Business Journal.

Two Family-Operated Dealers Join Forces in Hawaii

HPM Building Supply, Keaau, Hi., acquired Kauai Lumber, Lawai, Hi., on Dec. l.

"We saw this as being a merger of resources and being good for the community, and also for our associates at both companies," said c.e.o. and president Mike Fujimoto.

Founded 90 years ago as a small, family-owned mill in Hilo, Hi., HPM is now 1007c employee-owned, with three full-service building supply centers and four lumberyards on the Big Island, one building supply center and lumberyard on Oahu, and one on Kauai. The company manufactures pre-engincered trusses, wall panels, metal roofing, and prc-hung doors, and treats its own lumber.

Jcle McEvoy. Kauai Lumber's former owner, will stay on as -general manager and all nine employees will continue to work for the business. which will retain its name.

McEvoy's grandfather owned and operated McEvcly Lumber, Kirkland, Wa., and his father worked for and then owned Matheus Lumber. Woodinville. Wa. After working for his dad, McEvoy came to Hawaii to

work at his brother's company, Maui Lumber. He opened Kauai Lumber in t992.

"I really belicve that the two o1'us together, HPM and Kauai Lumber. make a great team," said McEvoy. "HPM has all the experience and buying power, and I bring along years und yelrs of experiencc running u successful lumberyard on Kauai."

Treater Completes Energy Test

Fontana Wholesale Lumber. Fontana, Ca., has completed a six-rnonth field trial with Southern California Gas using ultra low-emission control technology for natural gas-powereil engrnes.

Fontana Wholesale produces ncarly l00a/c of its electricity on site. using waste heat from a natural gas engrne to operate kilns used to treat lumber. The system that was tested is a retrofit conversion kit for rich-burn engines.

"This breakthrough low-emission control lechnology has stratcgic impor-tance in a region where the lafest emissions requirements have been lowered to unprecedented levels," said Hal D. Snyder, v.p.-customer solutions at Southern Calitbrnia Gas.

Two guiding lights to green in 2012

fr's JnNuanv. a time when we're all starling into the headlights of an oncoming new year bearing down and wondering how it's all going to turn out. Perhaps you've had the same premonitions I've had about 2012. Clearly, there are going to be some rough patches. It's an election year and the electorate seems in a bad mood. The economy seems in a bad mood, too, with high unemployment, rising foreclosures, and little building activity.

Some dealers will do well and some won't-it's going to be a mixed bag. So what can you do to put yourself in the former category? It all depends, of course. Do you serve mostly pros or consumers? Are you are a chain or a locally-owned independent? There is no one size fits all strategy.

I've said it before and I'll say it again, green dealers seem more buoyant, more resilient. But I think this year's going to take a little more effort. What's my advice for taking your green strategy to the next level? Two things: energy efficiency and community.

First and foremost, make energy efficiency job one. If you're a dealer in this channel, this needs to be top of mind for everything you do. I'm talking about the whole picture - operations, products, merchandising. If you can find a way to pay for it, do a lighting retrofit, install solar panels, and insulate every building you're heating. This is going to reduce your operating expenses and demonstrate your leadershiP.

Stock products that will save money for your customers: insulation products that meet LEED or other green building program criteria, triple-glazed windows, insulated doors, LED lighting. Finally, do your homework on rebates and other incentives and plaster the information everywhere. Label products that are energy efficient and can reduce bills. Stocking the right products and merchandising them effectively will help maximize your sales. (Besides, if you don't, who will, Best Buy? Yes, apparently. They're piloting a new home energy retail concept.)

Secondly, do everything you can to get closer to your community-customers and other stakeholders, too. Whether you're primarily serving pros or consumers, be

energetic in learning about your customers' needs and finding ways to serve them. Who is building houses? Who is remodeling? What are homeowners doing on their own? Host events in your store that bring your buyers and customers together and get them talking. Walk the aisles and the yard with your customers and listen carefully to their feedback. If you're getting this information from manufacturer reps, you are listening to the wrong people.

Don't be afraid to leave the comfy confines or your store, either. Attend local USGBC meetings. If your community has a "shop local" campaign or a business alliance, such as a chapter of Business Alliance for Local Living Economies, for example, join it.

And don't forget other groups that are active in your community. Forging these links may make all the difference this year. It will keep you from stocking useless inventory and will identify the products and materials your customers need.

Energy and community. It's simple and clear. It provides a solid mission for your staff that's imbued with optimism. It can provide the basis for a marketing campaign. And if you follow through, if these are truly priorities for your organization, you will be doing all the right things to appeal to green builders and remodelers, homeowners and d-iyers. Certainly, you'll learn about other needs, products and oPPortunities along the way, too.

And whatever turmoil the year may have in store, I believe you'll find that energy and community will see you through.

JaY TomPt Managing Partner William Verde & Associates (415) 321-0848

A.C. Houston Gives Up Las Vegas

A.C. Houston Lumber is down to two locations-Indio, Ca., and Ketchum, Id.-after selling the assets of its Las Vegas, Nv., operation to Desert Lumber, N. Las Vegas.

Although A.C. Houston retained the lease on its Vegas lumberyard/truss/wall panel complex, it signed a non-compete clause for southern Nevada. President Ron Mason will expand instead in California. Its corporate office, however, will remain in Las Vegas for the short term.

Desert Lumber will continue operating out of its own N. Las Vegas lumberyard, Las Vegas truss plant, and Las Vegas fastener and supply center.

Western International, AIFP Merge

Forest City Trading Group consolidated operations of Western International Forest Products, Portland, Or., with American International Forest Products, Portland, effective Dec.12.

"The combination of the commodity, industrial and specialty products from WIFP added to the strong sales and diversification of AIFP provides a unique opportunity for near- and longer-term growth for traders, suppliers and customers," according to FCTG.

Hambro ldles Particleboard Plants

Hambro Forest Products, Cresent City, Ca., has closed its particleboard facilities in Crescent City, Arcata, Ca., and Lenoir, N.C.

The plants in Arcata and Lenoir are up for sale, while the Crescent City operation will be mothballed, in hopes of restarting should market conditions improve.

Hambro had produced particleboard since 1964.

Accidental Death at Hampton Mill

Hampton Affiliates' mill in Morton, Wa., was shut down Dec. l3 after a 20-year-old employee was fatally injured on a conveyer.

According to the Lewis County coroner, Dillan Davis died after his clothing snagged on rhe machinery, pulled against his neck, and cut offoxygen to his brain. The state Department of Labor and Industries is investigating the death, which has been labeled as an accident.

Big Sky Lumber Sales, Hamitton, Mt., has been formed by Steve Roberts, Marty Wilson, Jim Murray, and David Bourne, allex-lndustrial Lumber Sales. Hamitton.

Simpson Lumber Co. taic off 19 workers at its Commencement Bay sawmill in Tacoma, Wa., due to sluggish lumber demand, but continues operating three shifts.

Timber Products Co., Springfietd, Or., has acquired sole ownership of the company's 114,000 acres of timberlands in Northern California from a long{ime partner group.

Butfelen Woodworking, Tacoma, Wa., is now the primary fir door supptier to DW Distribution, DeSoto, Tx.

Boral Roofing Co., trvine, Ca., is now selling its BoralPure concrete roof tiles nationwide.

BW Greative Wood- Industries, Mapte Ridge, 8.C., has a-cquirei. tfre Probuilt d-i-y atuminum iailing Susiness from Alco Ventures, Langley, B.C.

Kitwanga Lumber Co., Smithers, B.C., has fited for bankruptcy protection.

Skana Forest Products Ltd., Richmond, B.C., has taken over the lumber division of Evergreen Empire Mills Inc., Burnaby, B.C., which now oierates undei the Skana name.

AltruWood Inc., Portland, 0r., has rolled out a new ecommerce website (www.dougfirflooring.com) to sell FSC-certified Douglas fir flooring.

Simpson Strong-Tie, pbasanton, Ca., has inhoduced an online Fastener Finder tool, making it easy for customers to find the fastener products they need to compare, specify or ourchase.

Boise Cascade EngineedWood Products

By fames Olan Hutcheson

share leadership When siblings

/iu,qNces ARE

GooD

lUrnat a lons-lived thmily business wlll eventually be led by a sibling team. But despite sharing common values, siblings face real obstacles when cast in the top leadership spot.

sure. perceptlons ol i. '* parental favoritism and l-f i longstanding rivalries can make cooperation difficult. But the biggest challenge? Almost all second-generation sibling teams must somehow adapt a decision-making process dominated by a single autocratic leader into one that works for two or more people. The key is preparation.

So how do you prepare sibling teams capable of this challenge? When your children are young, define your expectations in written form and formalize procedures that all employees, family and nonfamily, are expected to follow. If you wait until your kids are ready to assume leadership roles to do this, it may engender conflict rather than prevent it.

Do it before they enter the business and all involved will know what's expected and have a chance to grow into their roles.

Necessary Paperwork

Documents you'll need to include a buy-sell shareholder agreement, an employment policy, compensation guidelines, and job descriptions to help all understand who will be hired, under what circumstances, how they'll be paid' and what their responsibilities will be.

As children grow, they should be introduced to the business so they can get to know employees, hear stories about the business's positive and negative aspects, and learn why you started and continue to run the business. Older children should be invited to take summer jobs.

Before joining the company full time, siblings should be required to obtain the necessary education and training to execute their responsibilities. This may include college or

technical schools, and should include a period of time working at an outside company. where the family name carries no significance, before they join the family company.

'feam Concept from the Start

When siblings have joined the company but aren't yet in the toP leadership jobs, encourage them to work as a team by pairing them in jobs that require cooperation. Avoid putting them on tracks that have them following each other in the same job, or you risk encouraging unhealthy competition.

When siblings are sent out for training or seminars, have them attend together when possible. It will encourage a sense oftogetherness they can use to represent the family firm to outsiders.

You should also set up regular family meetings and organize a board of directors that includes outsiders. Prepare a process for breaking tie votes in the event the siblings can't agree on some future decision. Consider having an outsider or one of the siblings take a rotating role as the tiebreaker.

Once the siblings are in leadership roles, you as a parent should not act as a tiebreaker-it should be their responsibility.

The job of preparing siblings for sharing leadership of a family company is a challenging one. With luck, it will pay off during and after their successful run, when the next generation will be ready to take the reins.

- James Olan Hutcheson is managing partner and Jbunder oJ ReGeneration Partners, a Jamily business consulting headquartered in Dallas. Tx. He can be reached at (800) 406-l I l2 or wv)w .re 8e ne rat io n -pa rt ne r s.c o m.

Reprinted with permission of ReGeneration Partners. No portion oJ this article may be reproduced without its permission.

New Owners Move into Stimson's Bonner Mill Site

The old Stimson Lumber Co. mill complex in Bonner, Mt., is slowly coming back to life.

Last month, Stimson sold the propertywhich has been quiet since 2008-to Western Montana Development, which plans to lease portions of the operation to various timber industry-related companies.

Logs began arriving at the facility in mid-December to feed a chipping operation being readied by Willis Enterprises. Willis has contracted to ship its output via the site's rail spur to Boise's paper mill in Wallula, Wa.

Willis is leasing 39 acres-about one-fifth of the property. For several years, Northwest Paint has been renting 90,000 sq. ft. of anorher building. Western Montana Development is

working with other possible tenants for the remaining 700,000 sq. ft. of building space.

Washington's Tri-County Truss Comes Back

Tri-County Truss, which until last August operated a facility on 8.5 acres at the Port of Skagit near Burlington, Wa., is back in business.

The business was acquired by The Truss Co., which operates two other facilities in Sumner, Wa., and Eugene, Or., in late October. Several members of the former management team, plus more than 30 of the 92 employees that were laid off, went back to work on Nov. I , under the Tri-County name.

"If we were back to where we were (in August) by next summer, I'd call that a success," said general manager Roger Helgeson.

PenPly Pulls the Plug on Former KPly Plywood Matl

Unable to meet a mid-December deadline to find new ownership, Peninsula Plywood has handed over the keys for its sawmill to landlord Port of Port Angeles, Wa., which expects to demolish the 70-year-old facility to make way for marine-related businesses.

The l9-acre mill site operated as KPly until November 20Oi and restarted in March 2010 as PenPlv. under Josh Renshaw. KPly's former sales manager.

Renshaw cited high operating and veneer costs, a May 2010 fire, and poor inventory control for the demise of the company that operated for 22 months, using the facility's original name from 1941.

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Don Hollinger has been promoted to general mgr. of ProBuild, Hermiston, Or., succeeding Earl Bellegante, who has transferred to Yakima, Wa., to take over for Brandon Huff. Huff is now general mgr. in Arlington, Wa.

Betsy Bendix, ex-Huttig Building Products, has joined Fiberon, as a deck specialist for the Southern California market. She is based in San Bernardino, Ca.

Jim Sitton has retired after eight years at Kruse EnterPrises, Albuquerque, N.M., and 39 years in the industry.

Mike McCollum, ex-WeYerhaeuser, has joined Roseburg, Dillard, Or., as national sales mgr. for engineered wood products. He succeeds Bob Berch, who is retiring at the end of January, after launching Roseburg's EWP division in 2001.

Chris Olsson and Stuart SimPson, both ex-American International Forest Products, have joined the lumber trading staff at Talon Forest Group-AFA/USA, Portland, Or.

Max Guetz has joined AlPine Lumber Co., Englewood, Co., as Front Range district mgr.

Don Schott has retired after 25 years with J&H Forest Products, Boise, Id., and 40 years in the industrY.

Rick Prinzo has joined Orchard Supply Hardware, San Jose, Ca., as regional v.p. for the Sacramento area.

Jitl Cheyne Roy, ex-All American Home Center, has been named store mgr. at Orchard SuPPIY Hardware, Burbank, Ca.

Rick Anderson, ex-ProBuild, is new to national sales at Idaho Pacific Lumber Co., Boise,Id.

Dennis Phitlips is retiring and dissolving Industrial Wood SuPPlY, Vancouver, Wa.

Steve Beckham, ex-Lifetime Doors, has been named chief oPerating officer and general mgr. at Heritage One Door & Building Solutions, Woodbridge, Ca.

Linda Walker is new to the inside sales team at Louws Truss, Burlington, Wa.

Cindi Hengstler, glulam account mgr. at Rosboro, Springfield, Or., has retired after 42 years in the industry, the last nine with Rosboro.

Chris Henderson, ex-Huttig Building Products, is new to outside sales for Keystone Windows & Doors, Seattle, Wa.

Julie Osborn-Moss, ex-Floform, is now an account mgr. at CaPital Lumber, Woodburn, Or. Joe Padilla and Jimmy Robbins, both ex-JM Thomas Forest Products, are new account mgrs. for CaPital in Albuquerque, N.M.

Ross Anker has been named v.p.-merchandising for White Cap Construction Supply, Costa Mesa, Ca.

Mark Ellsworth has been named coroorate director of research & development at TAMKo, JoPlin, Mo.

Rich Lynch has been named retail marketing director for Do it Best Corp., Fort Wayne, In. Scott Liggett has been promoted to application development mgr. in Do it Best's IT division. Steve Rose is new as safety director.

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Scott Jacobsen, ex-Lloyd Lumber, is new to sales at TJ Forest, Boise, Id.

Marie Eastlund has joined the sales team at Atlas Trading International, Beaverton, Or.

Dennis Conforto has been named v.p. for the retail di v i s i on of Solatube International, Vista, Ca.

John Venhuizen has been promoted to chief operating officer at Ace Hardware Corp., Oak Brook, Il.

Blake Fohl has been named v.p.-marketing and chief customer officer for True Value Co., Chicago, Il., replacing Carol Wentworth, who has left the company.

Carl Schoenhofer, v.p., The California Redwood Co., Eureka, Ca.. has been elected vice chairman of the California Redwood Association. Janet Webb, president, Big Creek Lumber Co., Davenport, Ca., is the new chair, succeeding John Russell, president, Mendocino Forest Products, Calpella, Ca.

Nate Bond, v.p.-sales, proB uild Holdings, Portland, Or., has been elected v.p./secretary of the Home Builders Association of Metropolitan Portland.

Jerry Guin, a retired salesman for James Redwood Sales and Bracut International, has been writins western fiction since 1995 and just released his latest novel, Drover's Vendena,available at Amazon.com.

Skip N. Wayne is a newly certified grader at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Two Coat Exterior Prime

0ur two-coat process starts with an atkyd sealer to btock tannin migration, fottowed by a high-performance acryLic primer. The resutt: RESERVE quatity, inside and out.

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Made of quatity, ctear, finger-jointed Western Red Cedar or Redwood, these products are naturaLty designed for exterior use-both species are ideaI for enduring extreme weather"

Surfacing + Sizes + Lengths

RESERVE products come In a wide range of sizes, lengths and finishes. Whether the project catls for 51S2E or S4S, we offer tengths ranging from 16'to 20'. Pattern stock is atso avaitabte

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Gollins Gos., porfland, Or., earned FSC chain-of-custodv certification for its Gollins Hardwood mitt in Richwood, W.V.

Hycrete earned Cradle to Cradle Certified Gold status for its liquid admixture products.

Marvin Window & Doors now offers its Ultimate glider window in an all-wood version.

Deckorators wiil offer its ctassic baluster in copper and matte black.

TimberTech added two new cotors to its Radiance Rail Express line: classic black and haditional walnut.

The Finest Stock, The Best Coating

Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

Lowe's Buys Online Retailer

Lowe's, Mooresville, N.C., has acquired ATG Stores, which has two retail locations in Washington state and more than 500 websites selling lighting, tools, and home furnishings.

"The addition of ATG Stores is a strategic fit, providing more opportunities for Lowe's to be a relevant partner at every stage of the home improvement process and deliver better customer experiences from inspiration to planning to enjoyment," said c.e.o. Robert Niblock. "ATG Stores is

Stimson Invests in the Future

Stimson Lumber Co., Portland, Or., invested $5.5 million for computerized saw equipment at its stud mill in Tillamook, Or.

"This is just the first steP in becoming a state-of-the-art facility," said plant manager Chris Stirk, who explained that the recent upgrade will allow the mill to produce the same volume of lumber, using fewer logs, with no jobs lost. Future uPgrades will include a comPuterized resaw and optimized edgers.

The company has also invested in employee training, through its part-

an extension of Lowe's commitment to providing consumers with flexibility, simplicity and value, whenever and wherever they choose to shop."

ATG. which launched its first website in 1999, will operate as a whollyowned Lowe's unit and remain based in Kirkland, Wa. The sale represents the first in l2 years for Lowe's, which has invested record amounts in technology-including doubling the number of items on its own website to 260,000 and equipping emPloYees at its retail stores with iPhones.

nership with the Industrial & Manufacturing TechnologY Program at Tillamook Bay Community College. The program's goal is to train and apprentice local students to become technologically skilled workers.

"We don't have the qualified People with the technical skills we need," said Stirk. "With the IMT program, we can recruit kids from high school who want to live in Tillamook. It's a grow-our-own workforce approach." Stimson employees also benefit, bY teaching classes or by taking classes to update their own skills.

LBM Elves Deliver Gifts for Local School Children

Christmas was a little brighter for many students in the Inland EmPire, thanks to a program started by Maria Yazquez, human resource manager at All-Coast Forest Products, Chino, Ca.

Named Christmas in the Classroom, the program was founded in 2004 after Vazquez's daughter, an elementary school teacher, told her that many of her students' families could not afford to celebrate the holidays. With donations from familY, friends, and her employer, Yazquez was able to provide gifts for each child in the class.

As the program exPanded, she began to solicit donations from other LBM companies-such as CaPital Lumber. Chino Lumber, and Ganahl Lumber-as well as other local businesses. In December, the Program was able to provide gifts for everY student at four local schools.

"My goal is to somedaY be able to give a gift to all students attending Title I schools," said Vazquez, who explained that such schools have a majority of students who receive free or reduced-cost lunches. "It's a Christmas miracle."

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Paint Color Trends

Wondering about the hot paint colrurs for next year'? Wonder no more. The 20 l2 paint palerre will draw hcavily upon natural colors fiom the American landscape, accctrding to Dcbbic Zimmer. color erpcrt ut thc Paint Quality Insrirute.

"Native plants and flowcrs. oceans and lakes, and rocks and mincrals arc thc sources of inspiration for the paint colurs that will bc'in'next year." Zirnmer says. "If you're thinking about rcpainting your home interior. look to the grcat American outdoors."

Here are some highlights:

Blue, the .Iewel of the Sea Blues gained popularity in 20 I I and continue to be red hot in 20 I2. "From sparkling sca--{lass blue tc'l colonial blue-gray, blues are suitablc fbr all livin-g spaces. beins a naturally s<lothing color that is loved-in one itcration or another-by almost cveryone," silys Zimmer.

Green, From Farm to Forest Greens. ranging from celery and asparagus to fir and f'ern. allow homeowners to bring the comforting l'celings of the world outside into the world within. According to Zimrner. dining rooms and kitchens are thc "natural" spots tbr in voguc greens. but the hue is also at home in farnily rooms ancl bedlooms.

Violet, Majestic Purple Mountains

"A harrnonious combination of patriotic blue and red hucs, violet can add 'punch' to any room when used as an accent color, or scrve as the dominant color in a bedroom." says Zimrner.

But natural hues aren't thc only ncws fbr 2012. Zimmer predicts that thrce paint and decorating trends will gain prominence next year:

Patterns

In 20 12. pattcrned paint will take center stage, with increased intercst in hound's-tooth finishes, lacy designs, and bold color blocking tcchniques. "ln somc cascs. pattern will be the muin dccoruting ll'ilture in a roorn: in others. it will provide a subtle, textured backdrop for fine furnishings and artwork," says Zimmer.

Black and White

Thc classic combination of blae^k and white isn't.just fbr Cape Cods any rnore. You'll see much more of it in all sorts of settings, fiom contemporary apartments to historic homes,

Draw on Outdoors

slys Zinrmer. "Thc pairing is a great way to freshen an intericlr with something smart and stylish." she says.

Exterior Paint Combinations

On thc home exterior. shutters colors will begin to shift away from rhe traditional look of h i-uh-contrast green, red. clr black to a rnore monochromatic palette. "You'll see morc shutters that are painted -just a shadc clarker than the siding," says Zimmer. "Owncrs of homes with stone cxteri-

ors can gct in on things by matching the shutter color to the dorninant color of the stone."

Dcspite al I the ncw colors and trends, Zimmer says sonte thin-es in the paint world will rcmain the samc in 2012: "Top quality 100% acrylic latcx paint will continue to providt: thc best perforntance ancl thc best value to budget-conscious homeowners." she says.

And, since paints are locally produced. consumers can easily support the growing "Made in Amcrica" dccorating trend.

Old World Crafumanship In

Today's Designs

Tru-Dry Timbers

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

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

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

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

Cooperation marks monitoring of western lumber design values

for sample collection. This lumber sample represents the Douglas FirLarch lumber being produced for the marketplace. At the time of this writing, western lumber agencies are collecting samples (No. 2 grade Douglas Fir-Larch 2x4 lumber) for testing. The testing of Douglas Fir-Larch will be conducted according to applicable ASTM consensus standards and will be completed in the spring of 20 12. The test data analysis will be Performed by the cooperating western lumber agencies. The test results will then be reported to the ALSC board of review.

A cREAr neel of attention has la.been focused on the Southern Pine Inspection Bureau's recent American Lumber Standard Committee proposal to reduce southern pine lumber design values. Western lumber producers have taken notice and affirmed their responsibility to ensure the products they sell can be used with confidence.

For the past year, western lumber rules writing and grading agencies have pursued a consensus approach to monitoring western lumber design values. A coalition of western agencies (Western Wood Products Association, West Coast Lumber Inspection Bureau, Pacific Lumber Inspection B ureau, Redwood Inspection Services, and Timber Products Inspection) are working together on a monitoring program to

sample and test western lumber species. According to Dr. Kevin Cheung, WWPA's chief engineer, participating agencies are shouldering equal responsibilities to insure the successful outcome of the design value monitoring program.

A Western Lumber Sampling and Testing Plan for Monitoring Western Lumber Design Values prepared bY the coalition was reviewed by the USDA Forest Products LaboratorY and approved by the American Lumber Standard Committee's board of review on October 20,2011. The plan calls for destructive testing of lumber samples representative of production-360 lumber pieces in bending and 360 pieces in tension.

Working with statistical suPPort from Portland State University, a total of 36 mills were randomly selected

Western agencies will review preliminary test results and discuss appropriate actions, if required, with their respective companies. WWPA staff will review preliminary test results and discuss appropriate actions, if any are needed, with WWPA membership at their spring 20 12 meeting in Portland, Or. The monitoring program is designed to detect any significant population shift in structural lumber properties impacting the published design values. Should the test results indicate a need for an expanded testing program. the lumber agencies will cooperate for additional sampling and testing in a timely manner.

Following the evaluation of Douglas Fir-Larch, other western species such as Hem-Fir and SPFs will be sampled and tested. This monitoring program will provide for periodic testing of western lumber in the future. The goal of the lumber monitoring program is to maintain customer confidence in the performance of western lumber products.

StimPro Inland Red Cedar

The Quality Choice

Contractors, architects, and designers, as well as homeowners are discovering the many advantages of StimPro Inland Red Cedar from Stimson Lumber Company.

StimPro cedar products are graded and sorted to assure that they conform to the highest standards of quality, with a wide range of patterns, tallys and packaging. Our boards are kiln-dried to assure dimensional stability.

Products Available:

o Decking

o Siding and patterns

o Boards and dimension

o Fence rails

Grading Beyond the Standard

StimPro provides you with the highest possible quality by limiting the WWPA allowable defects in all grades. Our V4F pattern stock is specially selected to assure a select tight-knot product.

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StimPro cedar products are surfaced using high-speed planers with the latest technology. We use a rougher-head planer process to provide a clean, uniform rough face to our S1 52E boards.

Special Packaging

StimPro cedar products are available in a variety of packaging options. Our Sl 52E boards are available in single length half-pack units. Our pattern stock is sub-bundled and end-capped for merchandising value.

New year, new Galifornia wood dust warnings

j-\altnonNtR PnoPoslrlol 65. the \-,Safe Drinking Water & Toxic Enforcement Act of 1986, now requires wood products Producers to inform their downstream customers about the potential hazards of wood dust and regulators to advise that each customer should acknowledge that the warning has been received.

Wood dust warning materials must ultimately be Posted at any California retail location where a manufacturer's product maY be sold.

The first wood dust warning materials were sent out in late fall 2010 to California customers and regional distributors selling into the state. Because affixing labels to wood products presents unique challenges, the majority of manufacturers issue a warning letter and/or warning signage.

It should be noted that Proposition 65 does not require product warning labels. How manufacturers comply with Proposition 65 warning requirements may vary by manufacturer.

In 20 10, Western Wood Products Association established a Proposition 65 customer notification service for any manufacturer or distributor who wanted to take advan-

WARNING

Ddling, sandng, sending oe machinirg wood products generetes wood dust, a sub€tance known lo the Slal6 of Callfomia to causs cencar. Avold Inhallng wood dusl or use a dust mask or other safeguards for personal protec*9o.

Clliform l"lesllr ald Ssfety Codo Sodion 252/t.9'0

WARNING SIGNS are required at retail locations in California where lumber and wood products are sold. To obtain signage, email Lumber Association of California & Nevada at lacn@lumberassociation.org.

tage of a consolidated warning to customers. The WWPA service follows the Office of AttorneY General of California warning guidelines.

Signage and warning materials were developed, in consultation with the Lumber Association of California & Nevada, in meetings held with regulatory and enforcement officials. The 2012 wood dust warnings, issued through the WWPA notlfication service, are part of the required customer warnings, which are sent in JanuarY of each year.

This "Right to Know" regulation applies to the average retail consumer and is not related to occupational setting requirements enforced by OSHA and other government agencies. Each year, wood product distributors and others that sell to California customers will be informed of their duty, under Prop 65, to inform their downstream customer about the potential hazards of wood dust.

The warning requirement applies to any business employing ten or more employees that manufactures' produces, sells, distributes, or otherwise transfers a wood product into the stream of commerce in California.

Companies receiving 2012 warning materials may be initially surprised by their issuance since they may have received previous warnings in 2}l0l20ll According to California Health & Safety Code Section 25249.6, as of December 18, 2010, no person in the course of doing business shall knowingly and intentionally expose an individual to wood dust without first providing a clear and reasonable warning.

Representatives of the California Attorney General's Office have indicated that, in their view, annual downstream customer warnings satisfy the continuous warning requirements of the statute when coupled with appropriate consumer signage at the retail level.

he Collins Jhe Co[in LOmn2nioc ompanies sii

What's in a name? A promise.

"l'll grve you three reasons why we buy CollinsWood for our pattern and fascia stock. One: they are the absolute leaders in FSC certified softwood. period. Two: there is a sense of loyalty, of confidence. They know us. We know them. We trust each other. Frnally, our businesses are in close proximrty which minimizes our carbon footprrnt. All in all, that's why we choose FSC-certified Collins Softwoodl' Chris Richter, Western Woods, Chico. CA

By Craig Larsen, Softwood Lumber Export Council

lnternational outlook for western softwood lumber

tTtne NUMBERS: The international marketplace for U.S.|- produced softwood lumber is one of the few lumber markets that have continued to grow and provide added market demand over the past few years. In 2005 during the peak of the U.S. housing boom, international markets dropped to $449 million and 16,424900 bd. ft. By 2008' the market had climbed to $584 million ($372 million from westem species) and 86.8 million bd. ft. Exports for 2010 finished 5l7o ahead of 2009 at more than $843 million and 1.3 billion ft.

And then there was 2011. The numbers for the first l0 months indicate that this will be a $l billion export year'

with more than 1.5 billion bd. ft. shipped overseas. China entered the market in a big way, pushing to the number one spot with an estimated $225 million and 315 million bd. ft. Jipan continued to improve, with approximately $140 million and 165 million bd. ft. imported in 2011. Two other $100 million markets were Mexico and Canada, which include re-exports overseas.

In 2011, regional markets for U.S. softwoods included the Caribbean ($128 million), Southeast Asia ($38 million), and the European Union ($30 million). Southern Asia, including India and Pakistan, and the South Pacific' including Australia and the French Pacific Islands, combined for another $36 million in exports. Central and South America combined for over $5 million in shipments in 2011.

Western species have done well. Douglas fir has climbed from $58 million in 2005 to $256 million (297o of all $ftwood exports) in 201 l, and hemlock has risen from $l I'million to $145 million during the same period. Ponderosa pine has maintained a steady market, at about $26 million for the past two years. Southern pine shipments are at approximately $150 million in 2011-

Markets

In the global lumber market, U.S. softwood producers are still relatively small suppliers. Europe, Canada, Chile, New Zealand, and Russia are the major exporting regions or countries for softwood lumber products.

International market requirements and product uses vary widely by species, size, grade, and material end use. Traditional U.S. structural species, such as Douglas fir and hemlock, are found in many non-structural products. Lower grades of all species, which are of limited value in structural applications, find a home in crating, pallets, and packaging. Additionally, they are used in many remanufaciuring and gluing facilities in parts of the world with much lower labor rates for furniture and millwork components' Wood frame residential construction is mostly limited to North America, Japan, and parts of Oceania. Even in those markets, North American framing systems using 38mm x 89mm (2x4) structural members is limited. The U.S., Canada, and a small segment in Japan are the only countries that utilize 2x4 construction. Japan is the second largest wood frame building market in the world, but of the almost 500O00 wood frame units in Japan this year, only

OUR PREMIUM IDAHO FOREST 6OLDT''1 I,trNE is in demand the wor-ld over inclircling Ccd;ri:, Idaho Whire Pine, ilcnderosa Pine arrrl lxpoi:t^

I RICK PALMITER

GARTH WrrttAMS

98,000 were 2x4 based. The vast majority were traditional Japanese metric post and beam timber construction using metric sizes. Structural framing sizes in Australia and New Zealand use 35mm and 45mm bY 90mm and l00mm sizes. U.S. softwood producers successful in these markets are providing metric-sized lumber to compete with other imported products, mainly from EuroPe and Canada.

lnternational Wood Uses

Most of the U.S. softwood exported is for non-structural uses. Interior applications, such as doors, windows, frames, mouldings, fl ooring, paneling, and other millwork, are prime destinations for both pine and fir species. Furniture parts and glued panels are also an end use for softwood lumber. In Europe, western species such as Douglas fir and hemlock in the clear and other upper grades are prized for wooden window and door Parts and frames. Ponderosa and other western pines are used in rustic pine furniture and for upholstery frames in Mexico, China, and Vietnam. U.S. Producers are selling both metric and imperial sizes into these markets because much of the stock is ripped and resawn to provide "finished" metric sizes for the local markets.

A large portion of exPorted lower softwood grades are used in concrete forming for forming, wailers, and support posts. Much of the structural construction around the world is based on the use of concrete, so there are a large demand for formwork

materials at all levels. Some world markets require structurally graded materials; some cultures use the material repeatedly, while others see wood as a single use material and aim for a cost competitive disposable supply with the remains for fuel or local d-i-y projects.

Western Species Markets

Western softwood species have found distinct foreign markets based on species and size. For strength, long lengths, and large sections of solid lumber, or for tight close grain materials, the U.S. West is the place to go.

The Pacific Rim is the leading market for western species and China is the leading destination. China has grown by a factor of 10. In 2005, exports to China were $23 million (33,072,OOO bd. ft.), which rose to

$225 million (375,000,000 bd. ft.) in 201 l. When Russia raised its export taxes in 2009, China looked to the West for increased supply for raw materials and low cost remanufacturing stock. Hemlock was the leading U.S. species imported into China in 2Oll at $24.3 million, which was 36Vo of all hemlock exported worldwide. Douglas fir had a value of $6.67 million, and other major western species, including cedar, hem-fir, and ponderosa pine, were over $2 million each.

Japan is the second largest export market for U.S.-produced Douglas fir. In 2011, Japan imported over $102 million, which was 56Vo of all Douglas fir exported that year. The vast majority of the product is in metric sizes and lengths for post and beam construction. Western hemlock and hem-fir were second at $2.7 million. Other notable species include redwood, western red and yellow cedar, and ponderosa pine. For all of 20 I I . exports were exPected to increase by more than 6Vo over 2010 levels.

Mexico is the second largest market for all western species. Its imports have followed the U.S. economY downward from $102 million in 2006 to $83 million in 2009. Last Year brought a turnaround running at 27Vo over 2009. 2011 should top out with a market value of $120 million. Mexico is a low-grade pine market with ponderosa pine the leading known species imported, behind "other softwoods." Uses include furniture components, concrete forming, pallets, crating, and millwork. Douglas fir is also imported

(Please turn to page 38)

Let's Grow America!!!

Swanson Group Mfg is making the concrete

forming panels that are reshaping America.

TiuPour HDO combines all Doug,fir veneers with high and medium density overlays. Our TiuPour HDO 100i30 l.step panel provides a smooth finish with maximum panel re-use where HDO is required.

Tir:Pour HAO is Swanson's newest forming panel. 1Ve combine all Doug.fir veneers, add a medium densiry overlay followed by High Alkali Overlay. tuPour HAO provides a hard, abrasion and chemical resistant surface for jobs rhat utilize high alkaline concrere mixes with healry amounts of fly ash.

EZ Pour combines sheathing grade veneers with a medium densiry overlay. EZ Pour is an efiicient, efGctive, economical altemative on jobs that only need a couple ofpours.

TiuPour MDO is the workhorse of Swanson's concrete fonn family. 'We combine all Doug-{ir veneers with a phenolic saturated medium densiry overlay specifically de. signed for concrere forming. Our TiuPour MDO panel provides maximum durability with a consistent surface finish.

TiuPour MDO HF combines all Doug-fir veneers with a high flow phenolic resin saturated medium density overlay. TiuPour MDO HF offers a smoother finish overall and greater reusability than standard MDO concrete form on those jobs that require it.

TiuPour BBOES is a fully repaired B grade Doug-fir panel, designed for rigorous concrete form work with excellent durabiliry.

Swanson's TiuPour form used at the Crystal Springs Reservoir.

Swanson's TiuPour form used at UC Berkelev stadium renovauon.

Galifornia fire marshal mandates new exterior wood product rules

Nr* PRoDUCT REGISTRATIoN

I \ requirements are now in effect for exterior wood siding and decking products used in California's Wildland Urban Interface (WUI) areas. Gone is the State Fire Marshal's (OSFM) generic recognition of manY solid wood siding and decking Products used in WUI areas made Possible bY the American Wood Council (AWC) and western lumber industrY sPonsored fire testing.

In its place, are new OSFM Product registration requirements, which recognize AWC as the listing manufacturer for the compliant generic wood products. Each manufacturer must now register their products in OSFM's Building Material Listing program and have the required third-party certifica-

tion in order to use the AWC registration for product recognition.

Beginning in 2008, California implemented a new compliance Program to meet the Wildland Urban Interface fire performance requirements of Chapter 7A of the California Building Code. Testing procedures were also put into place for exterior building products to determine compliance. The California Office of the State Fire Marshal (OSFM) is responsible for enforcing these provisions in State Responsibility Areas. ManY local jurisdictions followed suit while others implemented more stringent requirements.

In response to the new WUI regulations, western lumber agencies and producers formed a task group under

BML Listings of Generic Wood Products

Generic Wood Product Gategory

Wood Decking, 5/4x6

Tongued & Grooved, ShiPlaP, Channel Shiplap, V Shiplap, Log Cabin, 1x6, horizontal and vertical applications

Tongued & Grooved, ShiPlaP, V Shiplap (Edge V One Side), 1x4, , hori' zontal and vertical aPPlications

Rabbeted Bevel,1x6

Board and Batten,1x8 boards, 1.25" thick battens

Board on Board, 1x8, %" plywood inserts

the American Wood Council to conduct fire tests on exterior wood siding and decking products to determine compliant products.

To facilitate the transition to the new requirements, OSFM developed a WUI Product Handbook that provides a list of compliant products. OSFM envisioned this handbook as a listing of products by individual manufacturer, but agreed to a wood industrY request for a "generic" listing of compliant wood products under "Various Manufacturers." The listings served as a convenient tool for builders and designers to determine which exterior wood siding and decking Products could be used in Wildland Urban Interface areas. However, inclusion of the generic listings of wood products in the WUI Product Handbook was only intended as a transition step.

In 2011, OSFM announced they were planning to move all products in the WUI Product Handbook, including generic wood products, to their Building Materials Listing Program (BML). Unlike the WUI Product Handbook, which only requires selfcertification to qualify as a compliant product, BML requires third-party certification and the application of the OSFM logo on certified Products. Given the substantial change in the method of enforcement, OSFM agreed to meet with AWC representatives to discuss implementation details.

In October 2011, AWC met with senior state fire marshal representatives and reviewed the BML listing requirements. The meeting resulted in an agreement, which allowed AWC, while not a manufacturer, to carry

BML listings without the need for a third-party certifier. Manufacturers of compliant wood products are then able to copy one or more of the AWC listings (see chart on previous page) as their own, provided they have an agreement with a Cal Fire approved third- party certifier. Western Wood Products Association and others have registered with Cal Fire and become approved certifiers. Interested manufacturers can contact WWPA or an OSFM approved third-party inspection agency for more information.

The WUI Product Handbook will be continued with two key changes. First, a BML listing will be a prerequisite to be included in the WUI Handbook. and each WUI Handbook listing would carry a reference to its BML twin. Second, generic wood products previously listed under "Various Manufacturers" will be replaced by a list of manufacturers that will include AWC and other manufacturers that have applied to copy the respective listing in BML.

Western Wood Confab

Westem lumber producers return to Portland, Or., this spring for Western Wood Products Association's annual meeting. WWPA's annual meeting will be held March 11-12 at the Embassy Suites Hotel in downtown Portland.

Attendees will have two opportunities to network, first at the Sunday evening welcoming reception. The second opportunity to meet industry peers will be at the chairman's reception Monday evening. Both receptions feature WWPA's Exchange Show, where service affiliates exhibit industry leading services and products.

Monday's morning sessions kick off with WWPA's lumber forecast breakfast, followed by business meetings and an industry luncheon. The afternoon features guest speakers on topics of key interest to western lumber producers. The day will close with the chairman's reception, which offers many opportunities to network with other industry professionals.

Registration is $300 for WWPA members, $350 for ILVPA associates, and $425 for all others. For those who would like to just network with industry professionals, WWPA is offering a special registration for the welcoming and chairman's receptions only for $100 each event.

Western Woods

By Bob Berg, Rl5l

Gurrent West Goast log

not sustainable

are cxpected to move lower well into 2012. Initially strong demand for logs in the export market pushed prices up

in late 20 l0 and well into 20 I l. to levels well abovc those in the South. scverely drmaging lhe compelilivc position of the lumber and plywood producers in thc Coast region. In turn, these high prices tripped off a series of market responses that will erode support fbr log prices in the Coast.

Thc damage dclne to lumber and plywood producers in the Coast is clearly illustrated in the chart at lower right, which contains the log costs at the mill in both the West Coast and the South. While these costs have languished at cyclical lows in the South, costs for Douglas-fir logs at the mill have increase 610/o from the third quarter of 2009 to the third quafter of 20 l I which moved them fiom near parity to a 667o premium compared to these same costs in the South.

These higher wood costs in the Coast damaged the competitive position of the region's converters in thc U.S. domestic market. ln the case of lumber, growth in offshore exports dampened the impact of high log costs. And the growth in offshtlre lumber export markets kept lumber prices in the Coast high relative to comparable items in the South.

inchrding rhe use of non-polluring sourccs of clectricitv Colurnbia \tista cttsures cluaiitl in mallv wrvs... 'Posts rrc crrctully kiln-dricd tirr immcdirtc usc 'llrcrc'. rr,r r,lJitiorrrl rlrr irtg to JJuic twi\liIl$ rnd warpinu down the road.

' Iimplovee-iiiendlv urrrkphce treans ottr peoplc trke pride il thcir rvork and products.

'lb rct thc fincst ir Douglas lir 4 x 4s,.just crll Colurnl>ia Vista todl rt.160-892-0770, ext. 1 10. It's lururt'lumbcr rt aftordrble priccsl

In turn, the higher prices for coastal lumber have driven the Coast's share of the U.S. domestic market lower. In the first half of 201 I shipments from the Coast were up 4.57c from the year-earlier pace, but aftcr netting out exports. the shipments into the U.S. market were uP a more modesl 2.7 c/o Over this same period, softwood lumber shipments from the South, net of exPorts. were up I l.lolc. So. the Coast's share of the U.S. market stalled aI 20o/a. while thc South's share increased from 36o/c, to 39Vo.

Consider that the gains were made at the expensc of Canadian lumber producers. so this was a missed

opportunity to capture share of the U.S. market.

As long as the spread for wood costs between the South and West stays high, converters in the region will continue to lose share of the U.S. domestic market. This means that log prices in the Coast region will be increasingly dependent on the growth of lumber and log export demand to maintain current levels-no/ the level of exports, but the growth, because it will have to continue to expand and fill in the void left by continuing erosion in demand in the U.S. market.

Here lies the rub. Growth in lumber and log exports has stalled and evidence is pointing to a setback in both of these markets. The Chinese government's efforts to rein in the housing market through reducing credit availability have taken hold with floor space under construction down 2.77o in October and floor space sold down 9.97o, with smaller cities retreating faster than the major cities, according to Dragonomics.

And in the wood supply chain, this tightening has been manifest in buyers' inability to secure letters of credit (LCs) for lumber and log purchases. We have also heard stories of LCs not being honored after the wood is delivered and being pulled when it is in route. Finally, log and lumber inventories continue to back up at the ports as demand slumps. We expect exports to move lower through the end of this year and the first half of 2012, reflecting these recent developments. This is in line with the more tempered outlook for export demand in our forecasts in 2011.

One part of the equation not addressed here is the timber supply response. When growth in log supply first stalled and log prices started to erode, private log owners were quick to throttle back timber sales and support log prices. Through the end of the year and well into 2012, these sales will have to be even lower to offset the anticipated slump in offshore exports and this has to be done in lockstep with the drop in demand. This typically does not happen as supply responses usually lag behind any setback in demand.

Consequently, downward pressure on the wood costs in the Coast region is expected to mount and log prices are expected to move lower.

- Br.tb Berg ls R/S1'.r principal economist.for lumber and author of its monthl.v Lumber Commentary and its Five-Year and I S-Year North American Lumber Forecasts. He can be reached at (781) 734-8914 or bberg@risi.com.

Delivered Wood Costs in the U.S. West Coast and South

Western Woods

By Randy Engh, British Columbia Shake & Shingle Association

Real cedar shakes and shingles Facts vs. fiction

Factory pressure J'ire retardant treatment has been available for over 40 years. Time tested and accepted by national building codes, cedar shakes and shingles must pass more rigorous fire testing than any other roofing product, are permanently treated and warrantied, and available in Class C, Class B, and even Class A systems. The fear factor used by our competitors of those "old fire hazard shakes." to steer homeowners away from re roofing with real fire treated cedar shakes is a deceptive and misleading myth.

fr's rNrenesrNc To wATCH the curIrent truck ads on television, with the year end approaching and the big push to clear out this year's models. Each of the manufacturers exalt their advantages, such as horsepower, torque, towing and payload capacity. All this promotion is very professionally accomplished without any negative slurs or misleading information about the competitor's pickup.

Unfortunately, this is not the case with the roofing products industry. Never has there been such an effort to emulate the beauty and performance of real, natural cedar roofing, even up to trademarking our product names,

while at the same time presenting negative misleading information about cedar shakes and shingles. This paradox helps confirm that real cedar shakes and shingles are indeed the finest and most sought after roofing product available.

While imitation may be the best form of flattery, misleading information is not. The misinformation tends to flow through the industry and get repeated enough to become thought of as general fact. So, once again, the cedar shake and shingle industry is pleased to identify the myths and clarify the facts about real cedar shakes and shinsles.

Factory pressure preJ e rv at iv e treatment has also been available for over 40 years. The process and preservative used are so successful that there has never been a warranty claim or failure of pressure preservative treated shakes or shingles to date! With pressure preservative treated shakes and shingles the so-called "constant upkeep" claim is just another myth. In any case, real cedar roofing stands up to the rigors of walking on it with broom and hose to clean it better than most other roofing materials if occasional cleaning is required. (See our care-and-maintenance video on our website for instructions explaining our easy, effective recommendations.)

Another myth put forward is the claim that our industry is now using inferior second growth cedar because the old growth is all gone. Cedar's growth rings are easy to see on the butt end of the shake. Most often they are so close together that the annual growth rings can't be counted! So much for the second growth claim and the misleading statement that "you

REAL WESTERN CEDAR shakes and shingles are-for good reason-among the most imitated materials for roofing.

just can't get old growth cedar anymore."

A myth that is easy to bust is the claim that "the quality of cedar shakes has gone down and you can't get good product anymore." The labels on the bundle should indicate the International Code Council-Evaluation Service report number, the thirdparty inspection service that monitors the grading of the shakes, and if that inspection service subscribes to the ICC-ES program. This information on the label is easy to locate and provides the assurance of proper grading and adherence to the UBC grading and quality standards. Simply demand ICC-ES third-party-graded product.

"There are no installation instructions for shakes available" also isn't true. The B.C. Shake and Shingle Association has produced the "Installation Instructions for Western Red Cedar Shakes & Shingles," in English as well as Spanish. This training tool is on our website along with our other videos, and also available through your distributor, free for the asking.

"Using cedar shakes isn't good for the environment" is a myth that has been answered by nature itself, as the original logging in areas where cedar grows has been naturally regenerated into beautiful forests again. While other roofing products are produced by permanently extracting natural resources, our world-recognized forestry stewardship ensures true sustainability.

Production of real cedar shakes and shingles uses the lowest amount of energy and emits less pollution than any roofing product. While other imitations, including the "recycled" ones, are adding to greenhouse gas and pollution during production, our replanted forests are busy consuming carbon! Because cedar has a superior insulating value compared to other imitations. it keeps homes warmer in winter and cooler in summer, saving money and energy consumption.

"Cedar isn't available in our area anymore" is a myth. Cedar shake and shingle factories are ready, willing, and able to deliver less than truckload quantities anywhere in the world! Your distributor does have access to 'Just in time" supply, from one roof quantity to full truckload, with price points that are very competitive, only a phone call away!

Cedar shakes and shingles, proven for over a century, still make the

finest roof available. That's why there are so many imitations out there trying, but unable, to duplicate the beauty, benefits, and performance of real, natural cedar. Next time you see an ad putting down real cedar shakes and shingles, or hear a misinformed comment about cedar, you will be able to separate the myths from the facts.

- Randy Engh is manager of the British Columbia Shake and Shingle Association. More factual product info, including four video presentations, is available at www.bcshake shinple.com.

UNLIKE MYTHS perpetuated by the competition, cedar shakes and shingles are plentiful, easy t0 maintain, superior in quality, and inherently "green."

Softwood Exports

(Continued from page 30) for some structural applications along the border. The major competition is radiata pine from Chile.

Canada is a perennial top destination for U.S. softwood species, but there is limited data as to how much is

transshipped to the Pacific Rim via Vancouver and to Europe via the St. Lawrence, although anecdotal data points to a large percentage. Western species such as Douglas fir are used in housing construction and remanufacturing and components throughout Canada.

2011 Softwood Lumber Exports

by Top Destination Country

David "Dave" LeBeck, 69, founder of LeBeck Forest Products. Santa Rosa, Ca., died Nov. 25 in North Las Vegas, Nv.

He started his LBM career after graduating from Marin College, taking a sales job with Louisiana-Pacific, Cloverdale, Ca.,in 197 |

William Kendall '6Bill" Curtis, 84, retired owner of Overland Lumber, Boise. Id.. died Dec. I in Boise.

After serving in the Navy, he joined Producers Lumber Co., Boise, in 1949 and spent nearly 20 years as bookkeeper and office manager. After the company was sold, he joined Overland Lumber & Feed, Boise, which he later bought and renamed.

Chew Pui Kau, 89, retired lumber buyer for City Mill, Honolulu, Hi., died Dec. 14 in Honolulu.

Montreal Racks Racks Systems

Robert Lee Britton, 94, longtime mill supervisor in Northern Califomia and Oregon, died Dec. 24 in Provo, Ut. He worked for Al Thrasher Lumber, Jack Davies' Mill, and Masonite, before retiring to serve as a consultant.

Calvin Nicholas "Nick" Elliott, 82, retired sales manager for Spokane Lumber, Spokane, Wa., died Dec. l3 in Coeur d'Alene, Id.

He began his career with the Pack River Lumber Co., Sandpoint, Id.

Art McArdle. 81. retired broker for Cascade Empire, Tigard, Or., died Dec. 3 in Lake Oswego, Or.

He began his lumber career in the 1950s, retiring from Cascade Empire in 1999.

Michael Letcher, 47, longtime supervisor of Swanson's Lumber, Bethel, Ak., died Nov. 5 of an apparent self-inflicted sunshot wound.

.

Souther weather

lQovn BUSTNESS EXpERrs may have \Jdeclared the economic recession technically over, but the country's rough downturn continues for construction markets. Until some meaningful recovery is in on the horizon, resourceful LBM dealers are finding the means to stay ahead in a very depressed market.

During times like rhese. ir pays to

remember that the best products are not necessarily the newest. Southern pine lumber has been a building staple since settlers first milled logs for homes and shipbuilding in Jamestown, Va., 400 years ago. In fact, historical accounts show that sawmilling specialists were among the earliest recruits sought by the founders of Jamestown.

On the Horizon: New SP Design Values

Last October, new design values for visually graded southern pine dimension lumber were submitted bv the Southern Pine lnspection Bureau io the American Lumber Standard Committee Board of Review. SPIB is the first ruleswriting agency to submit new values. Rules-writing agencies responsible for other lumber species are in different stages for evaluating design values.

The last major change for visually graded dimension lumber occurred in 1991, when design values for southern pine and other North American species were published based on in-grade testing of full-size samples of commercially produced lumber.

Since 1994, SPIB has conducted an annual resource monitoring program developed in collaboration with the U.S. Forest Products Laboratory. Although the level established to trigger additional testing was never reached, overall hends in the annual test data suggesf ed a possible shift in the resource mix. These trends, along with anecdotal external information, prompted SPIB to conduct a year-long program of testing

and data review,

As a service to the industrv. SFPA has posted SPIB's proposed' design values on SouthernPine.com. A link from the homepage takes visitors directly to its new landing page for all information related to this much-discussed tooic.

"SFPA is providing this information to all levels of the southern pine lumber manufacturing and supply chain, as a service to our members and their customers," said SFPA president Adrian Blocker. "These proposed design values from SPIB will help the dialogue progress to a better understanding of the process, the data, and the impacts on our industry."

Also from this new landing page, visitors can review a collection of news releases with comprehensive background info and the latest updates, plus answers to the 30 most frequently asked questions explaining the process and impacts of the SPIB proposal. Current design values that remain effective until SPIB publishes new values remain on this site, as well.

The inherent features that made southern pine a key player in our nation's colonial days continue to make it a wise choice today. Southern Pine is plentiful, durable and renewable, making it one of the most sensible, environmentally friendly building products available today. Customers want what southem pine lumber has to off'er: strength, treatability, and beauty, not to mention outstanding value.

Some 68 billion bd. fi. of southern pine lumber was produced over the last five years. Nearly half goes to treated lumber markets for residential applications like decks, fences and gazebos and aquatic and marine structures. Untreated lumber used in structural applications-framing and trusses-calls for another third of total annual production. What remains is used for flooring, specialty patterns, and industrial applications like pallets and crates.

The Southern Forest Products Association helps lumber dealers with the tools and information they need to sell more southern pine. For nearly 100 years, SFPA has conducted a wide range of promotional programs and weathered every market downtum.

Southern pine manufacturers are responding to today's challenging market, delivering framing lumber in a wide range of grades and sizes, the newest preservative treatments, plus the most popular items in flooring, siding, ceiling and paneling patterns.

A Grade for Every Job

When it comes to residential construction, southern pine can be used for everything from building concrete

forms to creating beautiful interior floors and ceilings. Lower grades may be appropriate for certain uses where appearance is not a priority. But when a customer's home is involved, both the contractor and the homeowner may be better satisfied with highergrade lumber for many applications.

Most important, the ProPer grade counts when using southern Pine in any application. SFPA offers a number of tools to help dealers, architects, specifiers, contractors and other pros

ensure they have the right grade for the job. The place to start is the Southern Pine Use Guide, which includes grade descriptions, standard sizes, seasoning requirements, design values, and span tables. Separate publications list maximum spans for joists & rafters, plus headers and beams. SFPA's pocket span card remains a popular item for builders in the field.

All titles are available as free PDF downloads in the publications section of SouthemPine.com.

Inspiration for Remodelers

Southern pine products are ideally suited for projects all around the home. Repair and remodeling activity is generating some demand for building materials in this depressed market.

Homeowners are discovering that a wood floor adds comfort and value, not to mention being a healthier, allergy-free alternative to carpeting.

The look of real wood for wall Paneling and ceilings adds a dramatic flair to all rooms of the home while contributing to energy efficiencY. Southern pine patterns are readily available in long lengths to reduce splicing. Clear or semi-transparent finishes draw attention to southern pine's distinctive grain. In addition, wood is a natural insulator, contributing to the energy efficiency of a home.

Knowing proper installation and maintenance tips for interior patterns helps dealers sell more product. SFPA offers guides for both interior flooring and exterior porch flooring. Copies can be downloaded as PDFs from SouthernPine.com. A two-Part DVD program covers installation of both materials from start to finish. Dealers can also download a copy for their next employee training session (request AV80). They can watch both instructional programs on the site, too, right at their desktop. SFPA has three staff members, certified as installers by the National Wood Flooring Association. to answer any questions ( email help @ sout he rnpine.com ).

Treated Decks & Porches

The newest addition to SFPA's Lumber Library is a helpful construction guide that dealers can offer to professional deck builders and advanced d-i-yers. Southern Pine Decks & Porches highlights the beauty, durability, comfort and value that

INDOORS, southern pine flooring, paneling and trim add warmth and distinctive beauty to any d6cor.

treated southern pine materials bring to outdoor structures. This l2-page booklet covers the deck and porch building process from start to finish.

Sections cover product selection, illustrated construction steps for building decks and porches, with tips on fasteners, finishes, and maintenance.

"This publication compiles the latest information for the proper specification and use of treated southern pine materials for code-compliant decks and porches," says SFPA's Russell Richardson. "Dealers and professionals already familiar with treated lumber can use this booklet as a refresher course in building techniques, or to acquaint a customer with the versatility and value of using real wood products for their new deck or porch," he adds. A free PDF download is available at SouthernPine.com.

Dealers can also use SFPA's new site- SouthernPineDecks.com- as a ready reference to answer questions about outdoor construction. The site offers much of the information contained in the new construction guide and generously refers to the American Wood Council' s Pre scriptive Residential Wood Deck Construction Guide.

Dealers'Top Tool

Today, SouthernPine.com is a dealer's top resource for answers to customers' questions, training salespeople, and for locating product suppliers. Sourcing hard-to-find items can be just a few mouse clicks away. SFPA can send customers to dealers stocking southern pine products if those dealers

are listed among the hundreds already within its online Product Locator. Signing up is free for dealers.

"A dealer's free listing on the Product Locator is a good first step to expanding a base of customers," notes SFPA's Russell Richardson, director of treated and industrial markets.

According to Richardson, "The most-viewed dealer listed on the Product Locator recorded over 40,000 visits during 2011. This company has entered multiple locations and keeps their products updated regularly. Simply by being listed on the Southern Pine Product Locator, a lumber dealer can gain significant exposure and benefit from all of SFPA's marketing activities."

Help 0n Call

In addition to its strength, beauty, environmental-friendliness, and availability. southern pine remains an attractive value compared to many other building materials. Dealers can invest in their future success by visiting SouthernPine.com to check out additional sales aids.

Copies of SFPA's technical and reference publications can also be downloaded from the site or visitors can order a "Lumber Library" CD that contains all SFPA publications.

If dealers, distributors or end-users have a question not answered online or in print, SFPA also offers a Help Desk that can be reached via email (help@southernpine.com) or phone, 604\ 443-4464.

SFPA provides helpful fact sheets and construction guides dealers can use to educate their customers and sales team. PDF downloads are available at SouthernPine.com.

Beauty of French Style

Alside's Promenade French-style sliding patio doors take up less space than traditional in-swings. Options include two-, three-, or four-panel configurations in white or beige, with a choice of decorative glass options and six handle styles.

T ALSIDE.COM

(800) 922-6009

Solar System for Shingles

CertainTeed's Apollo solar system integrates with roof shingles for a clean, seamless appearance in both new and retrofit applications.

Each slim, 12-lb. module has 14 polycrystalline silicon solar cells that absorb sunlight and convert it into electricity.

Its lightweight design doesn't require structural reinforcement, yet resists wind uplift.

I CERTAINTEEDSOLAR.COM

(877) 596-0411

Recycled Insulation

Applegate's Cotton Armor insulation is made from 857o recycled denim and cotton fibers.

The environmentally friendly product is available in three R-values-R-13, R-19, and R-2 l-that also limit sound transmission.

I MRINSULATE.NET

(855) 626-8866

Fine Hardwood Windows

Pinnacle Select windows are crafted with select pine, alder, or Douglas fir by Windsor Windows. A thicker sash, wider stiles and rails, and mortise and tenon sash joints distinguish the line. Styles include vented and fixed casements, picture, transom, and awning windows.

I wooDGRAIN.COM

(800) 452-3801

Rugged Work Pants

Blaklader USA's X1600 work pants afc ruggcd. yct constructed of cornfbltable. grity cotton.

The pants have leg shielcls. culfs. iincl multiplc pockets ntadc tll' durirhlc. uhrirsion-r'esistunt Cordura. Scants arc triplestitched to prevcnt tcar-outs.

TBLAKLADERUSA.CoM

(800) 948-,i345

Crystal-Glear Views

Evolution aluminum windows from Crystal Window & Door allow largc, unobstructed views

In new construction and rcolacerne nl irpplicillion\.

Series 9(XX) tilts at thc roo and is hinged on thc sitlc ro swing in. 9100 is a fixccl picture window.

I CRYSTALWINDOWS.COM

(7 lti) 961,7300

Roof Sealant

GacoScamScal from Gaco Western is a siliconc-based. solvent-frce sealant fbr roofs that can be applied with a brush. trowel. rollcr. or piping bag.

Insteacl of kncelin-c down to apply tapc. installers can usc the seal to preparc rool's for a silicone coatrng.

T GACO.COM

(811) 699-1226

Reconfigured Deck Fasteners

Toploc stainless steel deck fasteners frurn TirnberTech have a tri-lobular design that rcduces compression. mushrooming. spinout. and cnd-spl ittin-u.

The collection comes in five colorsccdar. grey, rose wood. teak. ancl walnutto rnatch TirnbcrTct h's dcck ol lerings.

I TIMBERTECH.CoM

(8(X)) 307-7780

Stunning Steel Siding

The industry's first, fabricated, insulated steel siding Panel is the newest offering from Rollex.

Therman Pro is made from 29-gauge galvanized steel with a 4-mil-thick PVC finish and an insulating backer of solid, expanded polystyrene.

The product comes in six colors and three profiles-double 4", double 5", and double 5" Dutch lap-with R-values ranging from 2.20 to 2.63.

I ROLLEX.COM

(800) 251-3300

FSG-Gertified Doors

Masonite's Emerald Safe 'N Sound doors are made from wheat straw with no added ureaformaldehyde. Certified by FSC, the doors reduce sound transmission and

Versatile Golumn Wrap

Versatex now offers VersaWrap column cladding in a 4"x6" version.

The matte-finished PVC product reduces field cutting and eliminates mitering for perfectly aligned corners on every column. Friction-fit closures ensure a tight, professional fit over roughsawn structural posts.

I VERSATEX.COM

(724) 857-rnl

Universal has been a key supplier in Southern California for years. With the broadest lineup of lumber and specialty products in the area, it's no wonder why dealers look to UFP as a key supply partner.

Siding Insulation

Progressive Foam Technologies offers insulation for fiber cement, composite wood, and steel siding.

Fullback FC works with plank-style fiber-cement sidings, while Fullback CW is designed for composite-wood siding. Fullback S complements steel siding.

Installed between siding and sheathing or housewrap, the insulation can add up to R-3.0 to wall systems and counteract thermal bridging.

I FULLBACKFC.COM

(800) 860-3626

Low.Temp Roofing Underlayment

Blueskin roofing underlayment has been designed by Henry Co. for installation and performance in cold weather.

Unlike traditional underlayments that report- edly must be installed when temperatures are above 40", Blueskin can be used at temperatures as low as 14o.

I HENRY.COM

(800) 486-r278

Energy-Efficient Windows

EnergyCore fusion-insulated windows from Quanex Building Products are available in a wide range of profiles and frames.

New options include horizontal slider, tilt single-hung, sideload single-hung, and picture window designs for remodeling projects, tear-outs, and new constuction.

I QUANEX.COM

(7 13) 96r-4600

Natural Gedar Deck

Cascadia cedar decking from Terminal Forest Products offers low maintenance and natural beauty.

Made from 1007o renewable North American cedar, the product is environmentally friendly and resistant to decav and insects.

I TERMINALFoREST.COM

(604\ 1 r7-t200

UGLY SWEATER CONTEST marked

r The Nlerdrant lihgazine r hnuary 2012

LACN's holiday party Dec 1 at Embassy Suites, Brea, Ca. [1] Terry & Stephanie Rasmussen. [2] Rrc.[ Dean, Mike Carey. [3] Gerry Perez, Alain Patton, Chris Huntinglon. [4] Steve & Kristen Sbhio-eder. [5] Jean Henning, Doug Willis, Chris Skibba' Tim Hummel. [6] Danny Andrea, Al Reed. [7] Neil Rasmusson, Fia Faumuina. [8] Betsy Bendix, Rick Ponce, Patricia Ruiz. [9] Sal Camarda, Joe Allotta, Rex Klopfer. [10] Alayne McClendon, Laurie

Vance. [11] Ryan Mitchell, Brian Sumpter. [12] Michael Caputo., Adan Tones, kel-sey Kilander. [13] George & Margarita Va-rgas, Ed Aguilar. 114l David Abbott, Sheryl & Richard McArthur. [15] Nate Freeman Tall'en Freeman, Stacey & Chris Freeman. [16] Jay & Holly McArthur

[17] Pete Meichtry, Mait< Huff [18] Jason Croy, Stephen Mitchell. [19] Karin & Tom Angel. [20] Scott Egbert, Tanka Chase. (More photos on next Page)

2ND GROWTH'S annual party (continued from prior page)'.

[1] Gavin Monis, Tianna Casn.

[2] Larry Christensen, Natalie Allen. [3] Christian Hereld, Jennifer Buford. [4] Chris Johnson, Carlos Lopez. [5]

Tony Campbell, Nick Lan. j6i

Dariny Sosa, Troy Huff. i7i Jarrett Deschenes. Rvan Lauterborn. [8] Jim Nicodemus, Frank Bader.

This beauty is a beast.

DOMESTIC SALES: Jerry Long, Michael Parrella, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Chris Hexberg, Matt Wright, Bert McKee, Joe McCarron.

INTERNATIONAL SALES: Nestor Pimentel.

Armadillo's super tough skin is permanently fused to a composite core made of 100% post-consumer recycled content. Its deepet richer color, is more realistic and more durable. Armadillo easily shrugs off scuffs, stains and resists fading and will provide years of great looking, l0w maintenance living.

UWP'#ffi""-,

LOS ANGELES HARDWOOD Lumbermans Club celebrated the holidays Dec. 17 with a party at Mr. Stox, Anaheim, Ca. [1] Don Reel, Charlotte Etheridge, Joyce & Walter Ralston. l2l Charlie Fiala, Alana Northrup. [3] Randy & Mbrty porter. [4] Alan & Marie Oakes. [5] Stev'e & Heidi Ondich, Kit Rohm, Dan Bohannon. [6] Gale DaughertY, Dale Bohannon. [7] Cassia & Sergio Korn. [8] Kathy & Bill Fitzgerald. [9] Sandra Gil, Ganison Cox. [10] Tracey & Jim Gaither. [11] Mari & Jerry Lapin. [12] Walt & Diane Maas, Charlie Bohnhoff. [13] Jim Caldwell, Samantha Caldwell, Shlrley Caldwell. [14] Alan & Dayna Arbiso. [15]Allison & Deonn DeFord.

Mountain States Lumber & Building Material Association will co-host a Feb. l3 legislative reception with Colorado Timber Industry Association at The City Grill, Denver, Co.

Educational sessions will abound during the association's March l0-11 Products Expo at the Denver Merchandise Mart, Denver, Co.

Mike Clapman will present Arrowmark Software's tools for managing customer service relations, while Jim Moody will discuss a building material operational comparison study. Attorney Jean Amold will look at proposed changes to lien statutes. Additional sessions will cover how Builderlink works, plus a look at western cedar and redwood.

Western Wood Preservers Institute returns to the Embassy Suites, Portland, Or., Feb. 23-24 for its winter meeting.

Los Angeles Hardwood

Lumberman's Club is holding its annual pool tournament Feb. 9 at Danny K's. Orange. Ca.

Western Wood Products Association has set its annual meeting for March 12 at Embassy Suites, Portland, Or.

Moulding & Millwork Producers Association will gather March 19-24 for a winter meeting at Loews Coronado Bay Resort, San Diego, Ca.

North American Wholesale Lumber Association has scheduled a March 29 regional meeting at Embassy Suites, Portland, Or.

California Forestry Association has adopted "Conserving Resources in a Challenging Environment" as the theme for its annual meeting Feb.2224 at the Sheraton Grand. Sacramento, Ca.

International Wood Products Association will hold its annual convention March 28-3O at Miramonte Resort & Spa, Indian Wells, Ca.

North American Building Material Distribution Association has installed Paul Vella, Atlantic Plywood, Woburn, Ma., as its new president.

Other new officers are presidentelect Michael Darby, Capital Lumber, Phoenix, Az.; v.p. Donald Schalk, C.H. Briggs Co., Reading, Pa.; treasurer Robyn Pollina. Palmer-Donavin

Mfg. Co., Columbus, Oh., and immediate past president Brian Schell, Parksite, Apex, N.C.

New distributor directors are Ken Hager, Amerhart, Green Bay, Wi.; Ray Prozillo, A&M Supply, St. Petersburg, Fl.; Bill Sauter, OHARCO, Omaha, Ne., and Rick Turk, Metro Hardwoods, Osseo, Mn.

New manufacturer directors are Mark Carlisle, M.L. Campbell, Cleveland, Oh.; Jeff Muller, Panolam Industries Int., Shelton, Ct.; Dan Pickett, Knape & Vogt Co., Grand Rapids, Mi.; Greg Pray, Columbia Forest Products, Winston-Salem, N.C.; Karl Ruedisser, Blum Inc., Stanley, N.C., and Chris Schlabach, VT Industries, Cleveland, Oh.

National Lumber & Building Material Dealers Association will convene its annual spring meeting and legislative conference March 5-7 at the Washington, D.C., Marriott.

Cedor Producls

lx4 B()ARDS in 4, 5 ond 6'lengths

Canfor Closes Two Mills

Clnfirr Clorp.. Vancourcr'. 8.C.. hlts nradc the closures ol'its RLlstad Sallrnill. Princc Gcorgc. B.C.. and Tackanra Mill. Fort Nclson. B.C.. permuncnt. Iloth l'acilitics wcrc icllccl inclcl'inite ll in 2009.

Canl'or had dctcnninccl that thc capital invcstnrent nccdcd to bring tltc 6.1-yerLr-olcl Rustacl l'acilitl' Lrp to globallv conrpetitive olterating stanclards ri as prohibitive. lttsteacl. tl'tc cttrtrpitt'ty will lircus a li3(X) million. thre c-vcarcapital investtnct.tt plltn ttn othcr facili tics rihcrc snrallcr alltot-tllts of capital spcnding can realizc significlrnt irnproverncnts ilt cost perttlrnrltltcc ancl capacilv.

Canfor acquircd thc Rtrstacl

Salimill in l9t)9 ancl opcratecl it lclr l0 vears. -fhe Tackanra plluottcl rtrill u'as part ol' Canf'or's 2(X)-l lccluisititttt o1' Slocan Fot'cs1 Proclttcts.

Second Bidder Sets Sights on Arizona Forestlands

At lcast lwo conrplnies arc biclding on u l0-vcat- stcrvnrdship ctnrt'ttt'act lbr' fi)rcst rcstoratiott lcross 3(X).000 acrcs ol' Arizona's national lbrcst that \\'ill bc paid tirr b1, privlte inclustry. ltot thc go\ cf r1r11cl1t

Alizona Forcst Restolalittn Products. Flagslal'l'. Az.. waltts to build a f lcility in Winslorr. Az.. to convert harvcstecl nratcrial into OSB. Pionecr Folest Pt'oclucts. Phocnix. Az.. would also build a l'acilitf in Winslow. to

convcrt thc tinrbcr- into luntber'. panels. furniturc. cabinctr-y. spccialtl' contponcnts. ancl encrgr'-proclucint producls.

"Winslow is a central arca to thc plo-ject with its road acccss ancl railu'a1,." said Michael (-oolcv. a clircctor' at I)ionecr. "Oncc the lutlber is cttnvcrtecl. thc ntarket bectmcs global. rtot jr-rst in thc L.l.S."

Al'tcr the contract is ar"al'clccl thc projccl will starl by rcnrolilig srttallcliarnctcr trecs on 750.(XX) acrcs in tl'tc Kaibab ancl Coconino ltlrests. to lou'cr the threat of clcvastatins l'ifcs.

"What's taking place in Arizonlr is runpreccdentecl ," said Coolel'. "lI u'c're awarclccl this contlact. it \\'ill bc anritzing to ltLtt Arizona on the t'uap lttt' lbrestly with I'inc qualitl prodttcls."

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

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-'1990. Deadline: 18th of previous month. Make checks payable to Cutler Publishing, 4500 Campus Dr., #480, Newport Beach, Ca. 92660.

NORTHERN & SOUTHERN CALIFORNIA SALESPEOPLE WANTED

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

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

www.redwoodemp.com

IDAHO TIMBER is seeking a highly motivated, energetic salesperson with experience and knowledge in the areas of dimensional lumber and studs, along with cedar boards. Candidate will be responsible for product marketing, sales, new product development, as well as growing and maintaining relationships with regional and national accounts. Position requires self-motivation, ability to communicate well, creativity, teamwork, and knowledge of the lumber products industry. Position is in Boise, Idaho, and offers competitive benefits including salary (DOE), bonus program, 401(k), profit sharing, health and dental insurance, and oppo(unity for growth with an innovative and aggressive industry leader. For consideration, please send resume and cover letter to Idaho Timber, Attn.: Julie Clements, P.O. Box 67, Boise, Id. 83707.

DATE Book

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

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

Western Pallet Association - Jan. 14-17, annual meetino. Rancho Las Palmas Resort & Spa, Rancho Mirbge, Ca.; (360)-335-0208; www.westernpallet.org.

National Retail Federation - Jan. 15-18, expo, Jacob K. Javits Convention Center, New York, N.Y.; (800) 673-4692; www.nrf.com.

Black Bart Hoo-Hoo Club - Jan. 18, industry night, Broiler Steak House, Redwood Valley, Ca.; (800) 337-3343, ext. 102; www. blackbarthoohool 8 1 .org.

Truck Loggers Association - Jan. 18.20, convention & show, Victoria Conference Center & Fairmont Empress Hotel. Victoria. B.C.; (604) 684-4291, www.tla.ca.

Humboldt Hoo-Hoo Club - Jan. 19, crab feed, Elks Lodge, Eureka, Ca.; (707) 601-9128.

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

Budma 2012 - Jan.24.27, international construction fair, Poznan Fairgrounds, Poznan, Poland; (317) 293-0406; budma.pl/en.

American Fence Association - Jan. 25.27. FenceTech fencino show and DeckTech decking expo, Miami Beach Conventioi Center, Miami Beach, Fl.; (800\ 822-4342; www.americanfenceassociation.com.

Do it Best Corp. - Jan. 25-27, winter conference, Walt Disney World Swan Hotel, Lake Buena Vista, Fl.; (260) 748-5300; www.doitbestcoro.com.

Portfand Renovation & Remodeling Show - Jan.27-29, Portland Memorial Coliseum, Portland, 0r.; (800) 374-6463; www.homeshowcenter.com

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

Orgill Inc. - Feb. 2-4, market, Orange County Convention Center, Orlando, Fl.; (800) 347-2860; www.orgill.com.

Willamefte Valley Hoo-Hoo Club - Feb. 3, crab feed, Shadow Hills Country Club, Junction City, Or.; (541)688-6675.

Material Handling Industry of America - February 6.9, annual Modex material handling expo, Georgia World Congress Center, Atlanta, Ga.; (704) 676-1 190; www.modexshow.com.

Western Building Material Association - Feb. 8-10, annual convention; Feb. 9-11, Young Westerners conference, Tulalip Resort, Tulalip, Wa.; (360) 943-3054; www.wbma.org.

International Builders Show - Feb. 8.11, sponsored by National Association of Home Builders, Oranqe Countv Convention Center, Orlando, Fl. ; (800) 368-5242; www. buildersshow. com.

Los Angeles Hardwood Lumberman's Club - Feb. 9, annual pool tournament, Danny K's, 0range, Ca.; (626) 445-8556; www.lahlc.net.

Mountain States Lumber & Building Material Dealers Association - Feb. 13, legislative session with Colorado Timber Industry Association, The City Grill, Denver, Co.; (800) 365-0919; www.mslbmda.org.

True Value Co. - Feb. 20.22, spring market, 0range County Convention Center, Orlando , Fl.: (773\ 695-5171; www.truevaluec0mpany.com.

California Forestry Association - Feb. 22.24, annual meeting, Sheraton Grand, Sacramento, Ca.; (916) 444-6592; www.foresthealth.org.

Nationaf Roofing Gontractors Association - Feb.22-24, annual convention & expo, Orange County Convention Center, Orlando, Fl.; (847) 299-9070; www.nrca.com.

Western Wood Preservers Institute - Feb. 23.24, winter meetino. Embassy Suites, Portland, Or.; (800) 729-9663; www.wwpinstitute.com.

Ore_gon Logging Conference - Feb. 23.25, Lane County Fairgrounds, Eugene, Or.; (800) 595-9191; www.oregonloggingc0nlerence.com.

Colorado Springs Home & Landscape Expo - Feb. 24-26, NorrisPenrose Event Center, Colorado Springs, Co.; (800) 374-6463: www.homeshowcenter.com.

American Architectural Manufacturers Association - Feb. 26-29, annual conference, Naples Grande, Naples, Fl.; (8a7) 303-5664; www.aamanet.org.

WoodWorks - Feb. 29, Wood Solutions Fair, Long Beach Convention Center, Long Beach, Ca; (866) 966-3448; www.woodworks.org.

National Frame Building Association - Feb. 29-March 2, frame buibing expo, America's Center, St. Louis, Mo.; (800) 557-6957; www.nfba.org.

Pays

Business Card Ads....,.... .............50

Cabot [www.cabotfactoryfinish.com] .............................................3

Cal Goast Wholesale Lumber ....,.........................49

California Timberline [www.caltimberline.com] ..........................,.4

Ganfor [www.canfor.com]...,.. ............,..,....,Cover ll Capital [www.capital-lumber.com]..........................................43, 45

Cof f ins Co. [www.collinswood,com].... ................27

Columbia Vista Corp. [www.columbiavista.com] ................,.......34

Distribution Management Systems Inc, [www.dmsi.com]..,...,,..19

Epicor Software [www.epicor.com] ....................................,.........15

Fontana Wholesale Lumber [fontanawholesalelumber.com].....40

Hoover Treated Wood Products [www.frtw.com]........................22

Huff Lumber. .....................,..,...,,..23

ldaho Forest Group [www.idahoforestgroup.com]. ........,.,..,,.....29

Interfor [www.interfor.com] ....,............. ................33

Keller Lumber ..............................49

LP Building Products [www.lpcorp.com]

A new playroom at Hyde Park Lumber's 80,000-sq. ft. design center is filled with educational wooden toys to keep kids happy and occupied so their parents can shop. As an added bonus for busy parents, the full line of toys is also for sale.

"We've made a concentrated effort over the last year to attract women customers, who often have their children with them when they visit the design center," says Mike Judy, president of Hyde Park. "What better way to entertain the kids than having their own room, filled with wooden toys made in America?"

Produced by Anatex since 1982-entirely in the U.S.-the educational toys have won numerous awards from parenting organizations. The company is perhaps best known for its wire roller coasters, longtime fixtures in many waiting rooms and doctor's offices.

Judy says that he first encountered the line in a hospital waiting room and decided the toys would be a natural fit in the company's design center.

"We try to make sure we have what remodelers are seeking for their projects," he says. "By adding this line of kid's products, we're keeping the same standards for them that we offer to our homeowners."

Jason Rains, a front-desk salesperson, has seen firsthand how kids react to the toys. "We have one close to the entryway to the showroom and the kids run to it," he says. "They all love the toys, and moms love the idea that they can shop while their kids entertain themselves. It's a winnine combination."

Malheur Lumber [www.ochocholumber.com] ....,........................30

Master Mark Plastics [www.rhinodeck.com]....................,......,....47

Norman Distribution [www.normandist.com] ..,...,.......................17

Parr Lumber [www.parrlumberchino.com] L7

Potlatch [www,potlatchcorp.com] ................,,..,..37

Redwood Empire [www.redwoodemp.com]...................................7

Roseburg Forest Products [www.rfpco.com]...............,.,..Cover lV

Screw Products [www.screwproducts.com] ...........,....,.............11

Seneca Sawmill Co. [www.senecacorp.com].......................,...,...35

Simpson Strong-Tie [www.strongtie,com]...........................Cover I

Siskiyou Forest Products [siskiyouforestproducts.com].,...,.....21

Snider Industries [www.sniderindustries.com] ,.,...,,.,..,..............53

Stimson Lumber Co. [www.stimsonlumber.com] .......................25

Sunbelt [www.sunbeltracks.com]

Swanson Brothers [www.swansonbros.com] .............................1 1

Swanson Group Sales [www.swansongroupinc.com].,.,..,.........31

Thunderbolt Wood Treating [thunderboltwoodtreating.com]....38

TMI Forest Products [www.tubafor.com] ................,.,....,..,............8

Universal Forest Products [www.ufpi.com] .................................44

Utah Wood Preserving Co..........

....5 ,..,....48

Versatex [www.versatex.com]..,.........,... ...Cover lll

Woodtone Building Products [www.woodtone.com]........,...,.......8

WHILE THEIR PARENTS shop at Hyde Park Lumber, kids can also handle wood products-toys to be exact-that fill the design cente/s new prayroom.