Merchant Magazine - February 2005

We believe in fomily. lnfioducing rhe newest member of ours. Introducing Elements' by Epoch'I

're fomilior with EverGroinl Epoch's premier compression-molded decking. Now we offer Elements, on extruded decking produd ovoiloble in lhree noturolly weothering colors,* lo meel the needs of oll your cuslomers.

Products

And, Elemenls' duo-finish surfoce ollows it to be insfolled (orded or Motle side up, or wilh o combinotion of bolh for o unique look. Elemenfs Decking is on ollroclive oddition ftol complemenls ony home.

by Epoch

That's the reaction we're looking for at Riley Creek. We know it takes quality people to produce quality lumber. That's where Billie comes in-she knows quality. Maybe it's her 16 years of experience in the lumber business that ensures we only send out the highest quality lumber to our customers.

(208) 263- 1551

www.rilevcreek.com

Maybe it's the fact that, like the rest of the Riley Creek production team, Billie has the highest quality ratings in the business and refuses to give less than 110%. Whatever the reason, with people like Billie leading the way you can expect only the best quality lumber from Riley Creek.

Cedar Valley, Inc

City Lumber Sales & Services Ltd

Columbia Cedar, Inc.

Delta Cedar Products Ltd.

Downie Timber/Selkirk Specialty

Fraserview Cedar Products Ltd.

Gilbert Smith Forest Products Ltd.

Haida Forest Products Ltd.

lnterfor

Lazy S Lumber lnc.

LP Engineered Wood Products Ltd.

Northwest Forest Products

North Enderby Timber, Ltd.

Pacific Lumber Remanufacturing Inc

Pacific Western Wood Works

Premier Forest Products, Inc.

Pope & Talbot, Inc.

Quadra Wood Products

Sawarne Lumber Company Ltd.

Skana Forest Products Ltd.

Teal Cedar Products Ltd.

TRI-PRO Cedar Products

Twin Rivers Cedar Products

Tyee Timber Products Ltd.

Welco USA / Skookum Lumber Co

Weyerhaeuser Company

Serving building products retailers and wholesale distributors in 13 Western states-Since 1922

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(Eists publication Building tuoducE DkJesl seves the East)

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Looking for salespeople? Take your medicine

As I write this column, the year has just gotten underway, and reports suggest 2005 is starting strongly despite some of the bad weather. Let the good times continue.

I get to meet many general managers and sales managers during the year, and often I hear the same thing, that finding good salespeople is one of the hardest tasks they face. Unfortunately, the world is made up of those who tell you they can sell when unfortunately they cannot-and I have made the mistake of hiring a boat load of them. Let's face it, this is a job that demands the utmost passion. perseverance and a thick skin-along with a number of other skills too long to mention. So there are very few capable candidates for hire.

It's easy to make a bad hire as most salespeople are very good at telling you how good they are. And how do you test this outside of the interview room before they are hired? I believe your odds of finding a good person are higher when you are hiring someone you have observed first hand-maybe working for your competitor. Ask

your customers who they like. Hearing the same name several times would be a strong recommendation for me. I long came to the conclusion that trying to retrain someone from another industry was more than risky, and being flooded with hundreds of resumes or a dearth of resumes often leads to the wrong decisions being made. Anyone who had run their own business or was looking for a lesser position was a no-no. These people are not trainable.

If you have to go the resume route, perhaps consider a recruiter who specializes in the industry. It may be more expensive, but you can save a tremendous amount of time by having candidates being filtered. But, their brief is only as good as the brief you give them.

If you are hiring yourself, have something in writing and speak with them by telephone before any face to face interview. I do the latter by making a call to a selected list of candidates. I cannot tell you the types of responses you get when you telephone someone cold. It is amazins how some

people poorly answer the phone. My favorite is their home answering machine messages. I also remember one candidate (for a sales manager position) tell me that I was interrupting his dinner.

Then, I cannot tell you how many letters today are written in 5-yearolds' English, with typos and grammar errors galore. If salespeople cannot communicate both verbally and in writing, they are a non-starter for me.

During interviews if the candidates do not come across as outgoing or motivated, or they lack drive and the ability to act independently, then this should be a red flag. On the other hand you also have to hire considering the company environment they have come from and the company environment to which they are coming. Someone coming from a very large company with all the trappings is likely to fail in a small company where they may not have the support systems in olace that thev were used to.

Lastly, I find checking references, while difficult to get these days, is one of the best tests. Lies on resumes are often easy to spot when you hear the hemming and hawing on the other end of the line.

So it is not easy to find good salespeople, and bad salespeople are an extraordinarily costly mistake. So when all is lost, go the medicine bottle. Did you know there is a drug that can cut your risk of a heart attack by 37Vo, diabetes by 34Vo, stroke by 4060Vo, dementia by 42Vo, and for women cut the risk of osteoporosis by 60Vo? The drug is alcohol. Recent scientific research suggests that alcohol in moderation each day is better for you than never drinking at all. Research even shows that men who go to three to four drinks a day and women two to three drinks a day do not harm the above statistics. Now this is the best news I have heard in a long time. If only we knew to stop there.

Cheers!

t t. re

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Roundtable of comPosite manufacturers discusses the future of decking

IX JOOD-PLASTIC composites

Y Y signify one of the most fastchanging sectors of the decking industry. The Merchanr asked nine of the top composite decking and railing firms to size up where we're at and, more importantly, where we're headed.

I As far as demnnd and production L of composite decking and railing, did 2004 meet the ambitious proiec' tions for the industry in general and at your company in particular?

Martin Grohman (Correct Building Products, LLC)

2004 was a good year. We saw the trend toward matching railings and hidden fasteners increase strongly, representing a greater portion of our business. We also saw a trend toward darker colors. Hidden fasteners, matching railings, and darker colors are areas where we have strong product offerings so that helped us.

John Pruett (CertainTeed Boardwalk)

Yes and no. Due to the raPidlY increasing costs for raw materials such as PE, PP and PVC resin, pricing of composite decking has gone up... and growth has been somewhat "stunted" overall.

For CertainTeed Boardwalk in Particular, sales of our new decking products-launched in the sPring of Z0f,4-have skyrocketed. These new textured products have become an important part of our product line in a

very short period of time. For example, sales of Woodgrain/Smooth Reversible 5/4x6 now represent 20Vo of our decking business while sales of our new proprietary Boardwalk "HFS" (Hidden Fastener System) already represent 107o. This represents a significant trend toward premium products.

Also worth mentioning is the addition of two fascia boards to the robust Boardwalk product line. Sales of \2"and lO"-wide fascia reflect the fact that accessory sales are driven by the growth of our new decking planks.

Steve Weinstein (LP WeatherBest)

Yes, demand for decking and railing met and exceeded our expectations in2004. The total market for composite decking and railing is growing at a compounded annual growth rate of about lTVo for the next four years.

Roger Gilley (Weyerhaeuser ChoiceDek)

2004 provided sales opportunities far beyond our (ambitious) expectations. That would aPPear to be the case for most of the major manufacturers.

John Long (Kadant Composites-GeoDeck)

Yes, 2004 did meet the ambitious projections of the industry. GeoDeck, for example, experienced over 4OVo sales growth in 2004. As a result, in 2004 we also increased our wholesale distribution by 20Va.

Mick Whelan (Epoch Composite Products)

We saw an incredible demand for our compression molded comPosite decking product in2004. We definitely are seeing the trend of more and more homeowners wanting beautiful, low maintenance decking material like EverGrain.

Kevin Brennan (TimberTech)

Demand for composite decking remained strong in 2004. I can onlY speak for TimberTech when I say we didn't have any capacity issues. We continue to invest in expanding our production as your production capacity has to stay ahead of demand' TimberTech continues to exceed industry growth expectations.

John Hess (Universal Forest Products Inc.)

We believe that 2004 was a great year and certainly met our growth expectations.

al What do you foresee for 2005 and 2 beyond? Are there any "wild cards" that might greatly stimulate or slow the growth of composite decking products?

Whelan (Epoch)

Because of growing consumer awareness about the benefits of composite decking, we see the demand for composites remaining strong for the next three to five years.

Brennan (TimberTech)

Most market studies expect composite decking to grow 25Vo to 35Vo per year up to 2010. I see no reason why this wouldn't be the case. In today's low maintenance society. composite decking fits with what consumers want in a product. Composite decking is still in the early stages of the product growth curve, and there is explosive growth ahead.

All of us in the composite business use some type of resin in our product. As oil prices have continued to rise, resin has followed the same trend. If resin prices continue to rise, it will force composite deck manufacturers to raise prices. This could possibly slow growth if prices get too high. TimberTech has done an excellent job ofincreasing plant efficiencies to help reduce the impact of the resin cost increases.

Weinstein (LP WeatherBest)

The conversion from pressure treated materials is a key factor as to how fast the market will grow for composites. There are some estimates that within the next 10 years, up to TOVo of the total decking marker will be for composites. A wild card is what will happen with petroleum byproduct pricing which is a key ingredient in composire decking. If rhe price of oil rises significantly, then pricing on decking will have to rise also and then the "value proposition" comes into play and could slow the growth of decking.

Grohman (CorrectDeck)

We see great opportunity for our CorrectDeck DCL (Dimensional Composite Lumber-we classify any use of our non-decking use of CorrectDeck as DCL). If you build a doghouse out back, that's DCL. A gazebo, a trellis, an outdoor shower, that's DCL. As the CorrectDeck DCL product line fills out, representing more and more commonly used lumber.sizes, we anticipate this usage rncreasrng.

Gilley (Weyerhaeuser

ChoiceDek)

I absolutely believe that WPC (wood-plastic composite) decking will continue to capture share from both treated lumber and vinyl. WpC decking should grow its share of the total decking market in double digits as predicted. What will really give composites a boost going forward is the growth of the deck (and dock) remodeling market.

Pruett

(CertainTeed Boardwalk)

"Wild cards" which would slow the growth of composite decking include rising raw material costs-for every type of polymer and some additive-on top of rising energy costs and transportation costs. On a macroeconomic level, the repair, replace and remodel market is still very strong so therefore old wood decks will continue to be replaced and added.

With opportunities in both new construction and remodeling/repair markets, Boardwalk will continue its growth trajectory especially supported by a bundled product offering in CertainTeed roofing, siding, windows, patio doors, insulation, pipe, fence and foundation products.

Hess (Universal)

We do not foresee a change in the near future to the growth of composite

decking. As the wood altematives to composite decking get more expensive and consumers continue to tire of the maintenance of those products, composite decking continues to grow.

Long (GeoDeck)

I expect GeoDeck to experience continued double-digit growth for 2005.

Teresa M. Domingues (Nexwood Industries Ltd.)

In 2005 and in the coming years, the applications for composites will widen with more cornmercial projects taking on a greater importance. And as federal and state legislature changes, regarding the use of pressure treated lumber, composites will continue to grow in the residential market. Consumer awareness for composites has grown drastically with the increase in consumer and trade adver-

tising by all manufacturers.

"Wild cards" may come from larger corporations becoming stronger players in this market. The strength of manufacturers will be tested; as manufacturing costs increase and prices to consumers increase, the forecasted demand for composites may be in question.

? Wt hau.e seen the beginning of J general acceptance of comPosite decking in the late 1990s, quickly fol' lowed by a meteoric rise in the number ofmanufacturers of such products. In similar industries, the next phase is often consolidation. How might consolidation affect the composite decking industry (supply, demand, Price, etc.)?

Pruett (CertainTeed Boardwalk)

Consolidation is only just beginning in the composite decking industry. In the past couple of years, we've seen even more new entrants in composite decking and railing, from large established building products players such as Alcoa with Oasis and forestry products giants such as G-P with LakeShore and UFPI with Latitudes.

On the other hand, there continue to be a few small, entrePreneurial players who are in the process of bringing products to market with fascinating materials and technologies. Examples include Starboard decking and railing by Shoreline Industries and other small, emerging West Coast stafi-ups including JERTech Decking, Yakima and Epic Plastics.

Minor manufacturers who have recently exited the composite decking industry include U.S. Plastic Lumber Corp (Carefree), MikronWood, GSW Thermoplastics (Yardcrafters) and Imperial Building Products (TimberPlus). Meanwhile, Kadant ComPosites (GeoDeck) reportedly has been put up for sale, so it's only a matter of time before this manufacturer is acquired. The "shake-out" or consolidation phase has only just begun.

The top major players in composite decking and railing remain the once and future market leaders: Trex, TimberTech, LP WeatherBest, Tamko/ Evergrain, CertainTeed, Elk and Alcoa. The other brands with "presence"-particularly in the retail distribution channel-are Weyerhaeuser ChoiceDek, Fiberon and Veranda.

Gitley (Weyerhaeuser ChoiceDek)

The barrier to entry for a small manufacturer of composites is rela-

tively low, and that should keeP the number of regional and niche players relatively high. The lion's share ofthe business will belong to the manufacturers with the resources to expand to keep up with growing demand, all the while developing new products.

Grohman (CorrectDeck)

I was thinking that meteors go down, not up. But consolidation increases as brands lose significance. Do you choose a particular brand of 2" PVC pipe? No, probably not. A wooden dowel? Whatever's in the rack. What about tires and trash bags? You probably have your favorites. Those smaller producers with specific advantages or niches seem to hang on. We want to be your favorite kind of decking, and we give you strong reasons-strength, aesthetics and innovation.

The real news in consolidation, for those of us with a strongly held commitment to two-step specialty lumber distribution, is consolidation in distribution. That is a stronger driver and potentially more important trend than the number of competitors in decking.

Long (GeoDeck)

I haven't seen any consolidation yet. Other than the composite decking brands that are part of Strandex, most brands are so different that I don't see the value in consolidation. However, I do expect that something will happen with the amount of manufacturers that exist today.

Whelan (Epoch)

The composite decking manufacturers that listen to consumers' needs and best satisfy their expectations will be the companies that will do well in the future.

Domingues (Nexwood)

Consolidation will be easier for manufacturers with similar profiles, product lines and customer bases. Smaller and privately owned companies may be easier to consolidate into larger companies ready to enter the composite market with minimal research and development required. Pricing for composites is dependent on the cost of raw materials. As the supply and demand for Plastic and fiber changes, so shall the costs to the consumers. Through consolidation, larger corporations may have greater resources available to affect the supply and costs of raw materials. Consolidation will also affect distribution, as larger corporations will have

greater resources to assist with the distribution of composites nationwide.

Brennan (TimberTech)

Consolidation will onlY helP the industry. With so many choices, there is a lot of confusion in the market, and consolidation will lessen the confusion at all levels in the building materials market. I don't see consolidation having an affect on suPPlY, demand or price. From a pricing standpoint, you have to stay competitive with the market, driving the price too high will force consumers to look at other decking alternatives.

Supply has to staY ahead of demand, and companies that continue to invest in expanding production will be the suppliers in the best position to meet the expected demand.

Weinstein

(LP WeatherBest)

Today, there are about 40 manufacturers of composite decking with only a handful of national large manufacturers like Louisiana-Pacific, Alcoa, CertainTeed. We do see consolidation in the future and we are already seeing some of it start today such as USPL exiting the business. Quality, service and marketing will be primary factors determining whether a manufacturer can stay in the business for the long run. Those companies whose qualitY is compromised and cannot deliver products on a timely basis will not be

I

DECK BOARDS with different surface textures on opposite sides, such as CertainTeed's Woodgrain/Smooth Reversible Plank, are a common new addition to composite lines.

able to compete against the stronger brands.

Hess (Universal)

We feel fortunate that Universal Forest Products has the resources to compete in this business in the long term as this is a very capital intensive business. This will be a bigger factor in the near future.

A Anything new in regards to coma posite products being introduced by your company in 2005?

Weinstein (LP

WeatherBest)

In 2005, Lousiana-Pacific is broadening its Premium product line by introducing a fourth color (Tuscan Walnut) as well as introducing a new product line called LP WeatherBest Deep Grain, which will appeal to the mid-priced segment of the market which is 50Vo of the composite decking products. In this way, LP will have a "better" and a "best" product to be followed in the future with a "good," which will appeal to the new construction segment.

Grohman (CorrectDeck)

CorrectDeck Cordova lx4 com-

bines our Signature Fastening System (SFS) with tropical appeal. It's not just a composite decking, it's a true hardwood substitute. Do you need to wax the ends? No. Do you need to stain annually with turpentine and shellac? No. Is it the same as the neighbor's deck? No. Is it a plastic deck? No. But, is it environmentally sustainable? Yes.

Gilley

(Weyerhaeuser ChoiceDek)

ln 2ffi4, Weyerhaeuser experienced great success in introducing the new generation of ChoiceDek decking and railing in all Lowe's stores, featuring four new color woodgrained deck planks and an entirely new matching railing system. We are looking forward to another record sales year for ChoiceDek in 2005.

Also in 2005, Weyerhaeuser will begin distributing Oasis Deck and Railing by Alcoa in our Customer Service Centers across the U.S. and Canada. This complete system features Oasis composite decking and railing in four designer-inspired colors, and a complete pvc decking and railing system as well to meet the needs of our customers everywhere.

Brennan (TimberTech)

TimberTech is introducing a new VertiGrain surface (wood grain pattern) to the Floorizon tongue-andgroove product line. The VertiGrain surface texture provides the look of top-quality vertical grain lumber. We will offer both the traditional brushed look and the Vertigrain surface.

We also are introducing a turned spindle to our omamental railing. The new Ornamental Spindle features a colonial design and is available in cedar, grey, redwood and whitesand.

Hess (Universal)

We are excited to introduce a reversible pattern launched under a new brand name of Latitudes. The reversible product is great, woodgrain on one side and a natural brushed finish on the other. The contractor and homeowner can decide at the jobsite which finish will look the best on their deck! We feel that the Latitudes brand name correctly reflects the high quality, easy living, low maintenance life style our customers are seeking.

Whelan (Epoch)

We just introduced a new EverGrain color, Weathered Wood, and will introduce a new railing system in 2005. Since we are constantly working to provide our customers with more options, we'll also introduce our new extruded product, Elements Decking, in the next few months.

Pruett (CertainTeed Boardwalk)

For 2005, we expect continued growth of new patent-pending products such as Boardwalk HFS, which is our proprietary "Hidden Fastener System" plus our popular Woodgrain/ Smooth Reversible 5/4x6 plank (a.k.a. the "flip side" of Boardwalk).

Domingues (Nexwood)

In 2005 Nexwood is introducing Imprints, a 5/4 Radius Edge deck board with the original finish on one side and a special woodgrain embossing on the other.

Long

(GeoDeck)

After introducing several products to the GeoDeck line over the last two years, in 2005 we will focus on supporting our continued increased sales growth with our current offering. To this end, we are introducing new improved marketing tools, that don't currently exist in this industry, to support our wholesale and dealer network.

Photo by CertainTeed

Jumps by mas

IX/HAT sets top performing sales

V V professionals apart from the crowd? Quite simply, they have mastered rejection.

Though many salespeople appear confident on the outside, inside they fear rejection. If the boss agrees with them or if the client buys, they feel confident and happy. However, if the boss disagrees or if the client declines, then doubt and a sense of failure creep in; salespeople start to question themselves and feel stressed. They look to an external source for their motivation rather than relying on a deep-seated confidence for their self-worth.

Those salespeople who have mastered rejection have created that strong sense of self-confidence. Regardless of what happens or what someone says, nothing bothers them. Their motto is: "I feed on rejection. I know who I am and I'm good at what I do." They fully expect to close atleast25Vo of their sales calls, so if someone rejects them, they brush it off and move on. They never flinch because they don't internalize people's comments. What other people say doesn't determine their self worth.

To truly rejection-proof yourself, go through this four-step process to build your confidence:

l. Inoculate yourself against doubt

A lack of self-confidence is really self doubt, and doubt is a reflection of something you're concerned about or afraid of. So the first step is to pinpoint what you have doubts about. Do you doubt the product or service you represent? Do you doubt that your customers really need what you're offering? Do you doubt your ability to get in front of qualified prospects? Do you doubt your ability to convince a high-level executive decision-maker?

Analyze every aspect of your company, products, service and yourself to uncover your doubts. Once you identify your doubts, you can inoculate yourself against them, similar to how an allergist inoculates for allergies.

Gradually increase your exposure

sales ection

By Nick Nicholas

ready to see me?" "What if he already has a supplier for this product?" They let rejections of the past dictate their thinking today. They're so focused on "what if' scenarios that they often fail to hear the prospect's real needs.

to the situations that cause you fear until they don't bother you anymore. If you doubt your product, use the product research and analyze it to see if your doubt is unfounded. If you doubt your abilities when selling to a senior decision-maker, gradually increase the number of sales calls you make to senior executives. After each call, analyze what happened. Identify what went well and what you will do differently next time.

Your comfort zone will expand or contract according to your actions. If you're fearful about something and withdraw from it, your comfort zone shrinks. Eventually you become so uncomfortable that you quit. Yet, if you face your doubt head on and work through it, your comfort zone will expand.

2. Trust your tools

No matter what happens during a sales call, you will be okay because you have the tools to handle it. The three most important tools you bring to any sales interaction are your knowledge, skill and ability. Take stock of these three tools. Identify your strengths and limitations.

Attend seminars, read industry journals, or find a mentor within your organization who can help you turn your limitations into strengths. Your customers are a great source of information regarding the industry and their needs. The key is to trust your tools and know they will serve you well, even in the face ofrejection.

3. Stop playing "lhat if'

Many salespeople let "what ifs" ruin their day. When they're preparing to meet a prospect, they say to themselves, "What if the prospect is having a bad day?" "What if she's not

Key to overcoming "what if'thinking is to let go of the past, live in the present, and look forward to the future. Realize that what you said to a prospect 30 days or 30 seconds ago can't be changed. So if you didn't get the desired response, you have a choice: either dwell on the consequences or make a new decision based on the new information. The latter is what successful people do. They know that if one strategy fails, they can always try another.

4. euila your A-Team

In the military, an A-Team is a Special Forces unit made up of specialists, each possessing a select area of expertise. General Eisenhower won World War II by surrounding himself with people from many areas of expertise to whom he could turn for advice.

Unfortunately, many salespeoPle mistakenly believe that if they go to someone for help, they're showing weakness. In reality, strong and successful people go to others for advice and input. Think of the best salespeople you know. They know precisely whom they need to speak with in the order-processing department to get a special order through. They know somebody in accounting who can take care of a billing problem. They make themselves stronger by using the strengths of those on their A-Team. Focus on building relationships with those people who can help you succeed. When you have a strong ATeam behind you, your doubts will fade, your skills will shine, your actions will be firmly positioned in the present, and you won't be playing "what if' ever again.

- Mr. Nicholas, CSP, First Sergeant U.S. Army (Ret.), is a professional speak' er. trainer and author. He can be reached at www.becourageoustom.

etitive ligence Chiseling niches

By Carla Waldemar

fT WAS a fancy-schmancy architect lwho said it. but it holds true for lumberyards: 'icod i, in the details."

John Olson, owner of 47-year-old Olson Lumber, Seattle, Wa., is a softspoken man, a modest, "aw shucks" kind of guy who took his father's business to $3 million in 2003 ("and this year, sales are up another 107o") in the face of a pair of boxes side by side just a mile down the road. John took advantage of offbeat niche markets nobody else was touching while at the same time aggressively rebounding from the onslaught of Lowe's and Home Depot through what's always been his mainstay, quality and service.

He doesn't mind going to the ropes on price, either-although "we never try to be the cheapest," he says today of the inner-city store nicknamed "the poor man's lumberyard" when his dad bousht the location back in 1957.

"You'll go broke that way. Somebody will always beat you."

Nonetheless, when sales plummeted the first year the boxes came his way, "I was really worried," he admits. "What happened?" As he learned, "Everybody needed to try them once. Then, everybody came back, saying, 'The quality's terrible,' 'You can't get waited on,' and other horror stories. The biggest complaint I hear from contractors is that they have to go through 100 boards to find the good ones. The boxes talk a good story, but they often can't follow up on their promises." In contrast, Olson stakes its reputation on its honesty: "What we say, we do."

To settle upon a counter-thrust, John says, "I went up there and headed for their high-end sales departments-doors and cabinets-and listened to them talk to their customers.

That way, you understand in a hurry what's needed: someone who understands the product and shows his commitment to the customer. When the boxes don't deliver, you step in and bid properly and get the job." Hardly rocket science, but that kind of thinking builds results. "Olson has never lost a cabinet quote to the boxes," John can claim.

In fact, cabinet sales have been "phenomenal. They really took off last year. Good margins, too. And it snowballs. When they come in for cabinets, we end up selling them the whole kitchen."

To combat the image of the boxes as the low-price provider, Olson adopted new advertising maneuvers. "We attacked their aggressiveness on blind items," he says. He now posts a weekly-changing price board listing l0 items with Olson's prices alongside those of the boxes under a heading asking, "Why pay more?"

"On average, we were lOVo to l5vo lower in price. Their sale price was higher than our regular price. A lot of people have it drilled into them that the boxes are the cheapest in town, so we want to educate them to compare," he explains.

His husky walk-in trade has mastered the math. as well as an appreciation of the value-added expertise of veteran employees. "We have good relationships with our remodelers, too," John adds. "They know they can pick our brains. A lot of [success] is personality-an air of confidence, showing them you like to be around them, that this is a friendly place."

John can walk the talk with the pros. Before joining his father's company after college, he signed on for some "post-grad" education. In order to get a feel for the business perspectives of other facets of the industry, he decided to work a year for a contractor and another year for a wholesaler before stepping behind the counter.

The investment in empathy has paid good dividends. John is able to source scarce products that have carved a couple of singular niches for the company. "We've built our reputation on very high-quality material," he reiterates. "Now, everybody's cutting second growth, and it's hard to distance yourself in content. But we keep in contact with the right mills; we guard our suppliers and in turn we can stock what nobody else does, like long timber, which I also then sell to other lumberyards. I just quoted a job

CEDAR GUTTERS-such as this 4x5 Boston pattern-have become a high-margin niche.

needing 24"x24"x60'. Not many mills have the capability to cut that, so, while people have a lot of wants and desires, a lot of it is knowing where to go to source them, because a small mill can handle only one or two players. By the time we quoted it, it ran over $100,000 for not all that much timber.

"We also carry clear cedar gutters," another small but unique niche that pays. "People often need them for replacements, plus new construction, and it can be lucrative. Aluminum runs $2 a foot, while cedar goes for anywhere from $8 ro $10, $12, $13. We sell a lot of that to other lumberyards, too," he allows.

Adding yet another niche to the mix, "we'll stock a product others have discontinued, such as shiplap board used under siding, which is needed for repair work. Nobody else stocks it anymore-and when a roofer comes in, he also picks up a few boards and a pound of nails...."

Along the line of discontinued material, John also specializes in boat timber. In the mid-'80s, his father bought another small yard that made the product its forte. "We continued to grow that niche, serving fishing boats, tugs and decks in need ofrepair. They need such high-quality materials, and few other yards can handle it. We just got an order from Portland," he reports from Seattle. Portland, Maine, that is.

Another niche came about by accident-well, an accident based on Olson's solid reputation. While having lunch at a nearby restaurant, a stranger started sketching on a napkin as they talked. "I want to build a house, so send me some lumber. Here's a check for $10.000: let me know if you need more," the guy said.

Turns out he was from Alaska, where quality is crucial because the cost of shipping adds considerably to the materials ordered. "You pay $500 for freight and if the material's no good, it really adds to your cost," Jack explains. "Our reputation for high quality preceded us, backed up by our honesty."

Since then, the customer has been back to order a garage and also spread the word. "Now we send materials to l2 or l5 Alaskan native villages, thanks to word of mouth-'Gee, you ought to try Olson Lumber; they've got good quality.' The business is seasonal-we ship March through June-and very, very labor-intensive."

And worth it. Just keep an eye on - Award-winning LBM trade magaztne those details, and the big picture paints editor Carla Waldemar writes frequently itself. on the building material industry. Contacl her at cwaldemar@ mn.rr.com.

CLOSE mill contacts provide Olson with lumber so choice-such as this air-dried, 2"{hick, vertical grain Douglas fir-that the dealer regularly sells to competing retailers.

l:trlrrrs

B e r g e ron Lumb et, Vancouver, Wa., has closed after 57 years; Wayne Bergeron has sold the 2.5acre site to developers and will now work with his father, founder Murry Bergeron, in ranching

Olson Lumber Co., Seattle, Wa., has been acquired by Dunn Lumber Co., Seattle, as its 1lth Puget Sound area location; the 47vear-old business will retain the blson Lumber name and Jack Olson at its helm ...

True Value Hardware. Glenwood Springs, Co., is searching for a new location after learning that the neighboring high school will expand on to its current site

Environmental Home Center has reopened its 30,000-sq. ft. showroom that was destroyed by an August fire at an interim location in Seattle, Wa.

Kelly's Home Center will add a second store in Salem, Or.

Lowe's Cos. opens a new store Feb. 22 in Huntington Beach, Ca., and unveiled locations Feb. 1 in Espanola, N.M.; Jan. 25 in Meridian, Id., and Jan. 18 in Fremont, Ca.

Lowe's applied to build a I.4million sq. ft. regional DC on 204 acres in Lebanon, Or., with room to expand to 2.2 million sq. ft.; the fully automated DC, which will supply stores in Oregon, Washington. Idaho. western Montana. and portions of Nevada and California, will take two years to build

Lowe's will open in 4th quarter 2005 in E. Tucson and Happy Valley, Az., and NW Las Vegas, Nv.; applied to build a second store in Roseville, Ca., and is eyeing a site in Hanford, Ca.

Home Depot opened new stores Jan. 27 in Selma, Ca. (Brenda Boggs, mgr.); Jan. 13 in Red Bluff,

Ca. (Tim Anderson, mgr.); Dec. 16 in Nogales, Az; Hilo, Hi., and Stanton, Ca., and Dec. 9 in Millcreek (8. Salt Lake City), Ut. ...

Home Depot acquired 11.5 acres to build its second store in Eugene, Or.; is constructing a 130,501-sq. ft. store with a 27,988-sq. ft. garden center in Poulsbo, Wa.; anticipates a December 2005 opening in Hermiston, Or., and a January 2006 opening in Liberty Lake, Wa.; proposed a new store in Auburn, Ca.; is considering a site in Newark. Ca.. and is in talks to relocate to a larger site in Salinas, Ca.

Wrorrslrrrs/tlrurrcunrrs

Owens & Hurst Lumber Co., Eureka, Mt., will shutter its 60year-old mill in May and auction off its equipment due to a shortage of national forest timber ...

Sears Trostel Lumber, Fort Collins. Co.. has moved its hardwood manufacturing operation and wholesale DC into a larger 19,000sq. ft. location ...

Montana Lumber. Corvallis. Mt., has been launched by office wholesaler Chris Lecce. ex-Lewis Lumber ...

U.S. Timber Co.,Eagle,Id., has resumed operations at Willamette Forest Products, Sweet Home, Or., manufacturing dimension lumber, studs and timbers; the facility should reach full production by mid-March; sales and administration are also now located on site in Sweet Home ...

Pacific Lumber Co., Scotia, Ca., eliminated a shift at its Fortuna, Ca., mill, laying off 38 employees and reassigning ll others

Ketchikan Gateway Borough Assembly agreed to lease the former Gateway Forest Products veneer plant in Ketchikan, Ak., to Washington timber products con-

sultant Ted Falconer; the facility, which went bankrupt four years ago, is to reopen in May

Weyerhaeuser Co., Federal Way, Wa., is reportedly in talks to sell its coastal Vancouver, 8.C., lumber operations to Brascan Corp., Toronto. Ont.: the former MacMillan Bloedel assets include five sawmills, two remanufacturing plants, timberlands, and Crown land cutting rights....

Weyerhaeuser completed the sale of its Chester, S.C., plywood and lumber complex and its hardwood plywood mill in Moncure, N.C., to Wood Resources LLC, Greenwich. Ct. ...

Pope & Talbot, Portland, Or., has acquired Canfor 's Fort St. James" B.C., sawmill and related harvesting rights ...

Simonton Windows has moved its vinyl window and door operation to a new facility in Vacaville, Ca.; the new site has 195,000 sq. ft. of space, with 175,000-sq. ft. for manufacturing, distribution and warehousing and 20,000 sq. ft. of office space ...

Do it Best Corp. is now fulfilling online orders from the majority of its DCs, including Woodburn, Or.; previously all online orders originated from its DC in Cape Girardeau, Mo.; a planned DC in Mesquite, Nv., will also participate once it begins operations in early 2006...

Enterprise Computer Systems will offer seminars through its estimating department, licensing the rights to the workshops designed by the late Bill Darling ...

Housing starts in December (latest figures) rebounded nearly IlVo to a seasonally adjusted annual rate of 2 million ... single-family starts increased l3.lvo to 1.68

(Please turn to page 45)

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otion news

Mountain States Lumber & Building Material Dealers Association has adopted "It's a Jungle Out There" as the theme of its 2005 Products Expo and Building Materials Buying Show.

The event-March 24-25 at the Denver Merchandise Mart. Denver. Co.-will also feature workshops, seminars, and hours that dealers can bring guests to the show, including contractor customers, builders, engineers, architects and construction management students.

Lumber Association of California & Nevada will hold its next 2nd Growth meeting March 3 at the Radisson Resort Knott's Berry Farm, Buena Park, Ca.

"Time Flies When You're Not Having Fun" will be the main topic of LACN's annual owners and key man-

agers seminar Feb. 23-27 at the Sheraton Keauhou Bay Resort in Kona, Hi.

Western Wood Products Association will feature a panel discussion on automated lumber grading technology at its annual meeting March 12-15 at Loews Coronado Bay Resort, San Diego, Ca.

Featured will be Alan Knokey, Coe/Newnes/McGehee; Ike Anttilla, Scanware, Inc., and Bill Briskey, Lucidyne.

Other activities include a lumber manufacturing technology forum, an exchange show, a lumber forecast conference, committee meetings, golf tournament, industry luncheon and shopping in LaJolla.

National Lumber & Building Material Dealers Association storms

the nation's Capitol March 14-16.

NLBMDA's annual Legislative Conference will include board and committee meetings, Congressional appointments, and breakout sessions on lobbying tips, softwood lumber tariffs, OSHA and transportation issues.

Also on the agenda: a silent auction, dinner at the popular Washington, D.C. restaurant Old Ebbitt Grill, and an open house at NLBMDA Hq.

Oregon Logging Conference is set for Feb. 24-26 at the Lane County Fairgrounds and Eugene Hilton, Eugene, Or.

The event will feature seminars and panel discussions, networking opportunities, and displays of logging equipment.

In addition, attendees will have the opportunity to earn professional logser credits.

Redwood Timbers, all species

Westem Red Cedar Standards pattems

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Redwood Fingerjoint l-'/zAcre Enclosed

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San Diego, CAOffice:BobBaxter (619)460-5017

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

I:rnumv

Window & Door Manufacturers Association - Feb. 12-16, annual meeting, Ritz Carlton, Pasadena, Ca.; (800) 223-2301.

International Log Builders' Assn. - Feb. 17-20, conference, Coeur d'Alene Resort, Coeur d'Alene, Id.; (250) 547-8'l'16.

Lumber Association of California & Nevada - Feb. 23'27, owners & key managers seminar, Sheraton Keauhou Bay Resort, Kona, Hi.; (800) 266-4344.

Oregon Logging Conference - Feb. 24-26, Lane County Convention Center, Eugene, Or.; (541) 686-9191.

North American Wholesale Lumber Association - Feb.27March 2, management school, Esplanade Executive Management Center, Downers Grove, Il.; (800) 527-8258.

tlmcr

Tacoma Olympia Hoo-Hoo Club - March 1, general meeting & initiation, Eddie's Catering, Tacoma, Wa.; (206) 399-OOO2.

Forest Leadership - March 1-3, annual sustainability conference, Wyndham Bristol Palace Hotel, Toronto, Ont.; (888) 274-4344.

North Cascade Hoo-Hoo Club - March 2, past presidents night, Cotton Tree Inn, Mount Vernon, Wa.; (425) 259-3836.

Lumber Association of California and Nevada - March 3, 2nd Growth meeting, Radisson Resort Knott's Berry Farm, Buena Park, Ca.; (800) 266-4344.

California Liscensed Forestry Association - March 3, spring workshop; March 4-5, annual conference, Sacramento, Ca.; (209\ 293-7323.

International Mass Retail Association - March 3-6, retail ops, Hyatt Coconut Point, Bonita Springs, Fl.; (703) 841-2300.

True Value - March 4-7, spring market, Atlanta, Ga.; (773) 6955000.

North American Wholesale Lumber Association - March 8, regional meetings, Portland, Or.; March 10, Vancouver, B.C.; March 16, Sacramento, Ca.; (800) 527-8258.

International Wood Products Association - March 9-L1, World of Wood/annual convention, Westin Hotel, Savannah, Ga.r (703) 820-6696.

Los Angeles Hardwood Lumberrnan's Club - March 10, spring golf, Yorba Linda, Ca.; (323) 723-9856.

Western Wood Products Association - March 12-15, annual meeting, Loews Coronado Bay, Coronado, Ca.; (503) 224-3930' National Green Building Conference - March 13-15, Atlanta, Ga.r (888) 602-4663.

National Lumber & Building Material Dealers AssociationMarch L5-16, legislative conference, Washington, D.C.; (800) 634-8645.

Ace Hardware Corp, - March 16-20, spring market, Orlando, Fl.;(630) 990-7662.

Redwood Region Logging Conference - March 17-19, Eureka, Ca.; (70'7) 443-4091.

International Home & Housewares Show - March 20-22, McCormick Place, Chicago, Il.; (8a7) 692-0110.

Western Forestry & Conservation Association - March 23-25, red alder symposium, Seattle, Wa.; (360) 835-1600.

Mountain States Lumber & Building Material Dealers Association - March 24-25, buying show, Denver Merchandise Mart, Denver, Co.; (800) 365-0919.

Lumber Association of California and Nevada - March 29, executive committee meeting; March 30, board meeting & legislative day, Sacramento, Ca.; (800) 266-4344.

California Forestry Association - March 30, legislative reception with LACN, Suuer Club, Sacramento; (800) 266-4344.

wno-Eannn. ffirenrcaFIREX,

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ARIZONA

Boise (Phoenix) 800.289.9663

Cooley Foresl Produds (Phoenix) 800.223.51l4

londmork Produds (Phoenix) 800.647.67 47

CATIFORNIA

Abel Building Moteriols (Srockron) E00.84E.5545

Boise (Riverside) 800.648.91 l6

londmork Products (Ro ncho Cuco mon go) 800.647.67 47

North Pocific lumber (Volleid 800.505.9757

Redwood Empire (Morgon Hill) 800.800.5609

Redwood Empire (Temeculo) 800.743.6991

IDAHO

Boise (Boise) 800.635.5854

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Boise (Billings) 800.548.7020

OREGON

lumber Produds (Iuolotin) 800.926.71 03

Coos Heod Forest Produds (Coos Boy) 800.872.3388

UTAH

Boise (solt Loke tiry) 800.562.2443

WASHINGTON

Boise (Woodinville) 800.391.3887

Boise (Spokone) 800.541.0529

Boise (VoncouverAokimo) 800.62 1.8896

Sierra Plans Everett Sawmill

Siena Pacific Industries, Redding, Ca., has proposed building a new sawmill in Everett, Wa.

The company wants to build a computerized, state-of-the-art sawmill complex and electrical co-generation plant that would bring over 200 new jobs to the area.

The site. in the Riverside Industrial Park, used to house a Weyerhaeuser mill. "The mill Siena Pacific is going to be putting in there is going to be a lot different than what was there." said Eric Russell, director of properties for the Port.

Mid-Wi llamette Appeals Fi ne

Mid-Willamette Pre-cut Inc.. Scio. Or., has appealed a fine of over $120,000 for operating a solid waste landfill without a permit.

Oregon's Department of Environmental Quality director Stephanie Hallock stated, "the unpermitted disposal of waste at Mid-Willamette represents a substantial threat to the environment."

The DEQ submitted a statement listing various violations, including operating a landfill on the property

Construction on the estimated $60 million to $100 million facility could begin as early as this spring and be completed in l5 months.

According to Sierra Pacific's Ed Bond, the new mill would resemble a modem day factory, with paved work areas, Iandscaping, and a high-ceiling warehouse. The mill would use lasers and computers to get the most lumber from a log, while the wood waste produced would be burned to create steam to dry the lumber and generate electricity.

Production is estimated to be about 300 million board feet per year.

without a proper permit, storing more than 100 waste tires on the grounds without a permit, endangering nearby water sources with its waste, and failing to properly clean up oil spills.

According to the DEQ, MidWillamette has not yet completed a waste analysis and a requested inventory of the site.

Mid-Willamette's attorney, Kevin Lafky, said that if the fine holds up, it could jeopardize the company's future. Mid-Willamette has already cut its shifts from three to one.

Weyco Yards Winding Down

By the end of March, Weyerhaeuser Co. will close its two Southern California retail yards, Fisher Lumber, Santa Monica, and Malibu Lumber, Malibu.

Fisher's lease runs out March 31, but manager Erik Jorgensborg said, "By all intents and purposes, we should be out by the end of February." The city owns the property and likely will develop it for non-commercial use such as a park.

The Malibu Lumber site, on the other hand, came close to again hosting a lumberyard. Anawalt Lumber Co., West Los Angeles, Ca., wanted to move in after Malibu Lumber left, but reportedly broke off talks due to the high rent demanded by the property owner and being required to add a costly new septic tank.

"We had hoped to sell [the business]," said Weyco's Kate Tate. "That has changed. We have ceased discussion on the sale of the business."

Some contractors are saddened, others irate that the closures leave the area without a lumberyard. '(I'm going to have to go into town to get a screw," said one local resident. "This is ridiculous."

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Red Bolou (MongorislM|, o kiln-dried Mohogony hordwood from Indonesio, provides on economicol cleor K/D decking moteriol with o 20 yeor wononly.

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We hove s lotoe selecfion of de* occessories (bolusters, hondroils, posts, timberslfosdo, ett.) in invenlory for oll species reody to con' ilete ony connertiol or residentiol proiect.

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sensible ronnenlqlist

By Dr. Patrick Moore

Using wood, on the other hand, creates demand in the marketplace and gives countries around the world an incentive to plant more trees and maintain forested areas.

Dear Dr. Moore:

Which is environmentally friendlier, wood or bamboo flooring?

I believe strongly in using renewable materials and energy where possible-and, from this point of view, wood and bamboo are both good for the environment. Although bamboo has been getting a lot of positive attention, wood is actually the better choice.

A member of the grass family, bamboo is popular largely because of its short growing cycle: it renews itself in less than 10 years without the need for planting. There's no getting around the fact, however, that it grows in monoculture plantations,

which provide few of the environmental benefits of a growing forest. Why cultivate vast areas of bamboo when even the most basic pine plantation has more biodiversity, provides habitat for more species of wildlife, contributes to solid and water quality, and absorbs large amounts of carbon dioxide?

Most of the bamboo used for flooring is grown in China and manufactured in Vietnam. There's some concern over lax or non-existent environmental regulations in these countries. as well as worker safety. In many cases, bamboo flooring is also made using formaldehyde-based glues, which release formaldehyde when exposed to heat and humidity.

Wood products are recyclable, biodegradable and energy efficientwith many companies using wood waste to generate energy. Yes, wood has a long growing cycle. That isn't a bad thing. We want forests at different stages of growth across the landscape. Some people place greater value on old forests because of their beauty. Beauty is subjective and, while old forests do indeed provide habitat for many species of wildlife, other species actually prefer newly regenerating stands.

As a sensible environmentalist, I believe that bamboo and wood flooring are both preferable to flooring made with non-renewable materials, but that wood is the environmentally friendlier choice.

- Dr. Moore has been a leader of the environmental movement for more than 30 years. A co-founder and former president of Greenpeace, he holds a PhD in ecology and a BSc in forest biology. Send questions to patrick@sensibleenvironmentalist.com.

No motter how mony corbs you're consuming (or noi consuming) these doys, you con indulge yourself with on Incense Cedor deck from C&D Lumber. Thonks to gorgeous groin, color, ond smoothness, no deck is more beoutiful. And with noturol oils thot protect ogoinst rot ond decoy, our Incense Cedor offers durobility, stobility ond longevity for this speciol port of o home.

To order or leorn more obout Incense Cedor Decking from C&D Lumber, pleose coll (54.|) 874-2241or visit www.cdlumber.com.

Millwork Contractors Like To Go Yard

Traditional lumberyards and other businesses that specialize exclusively in millwork have one foot in the door when selling to specialty contractors. Contractors surveyed by Building Products Digest primarily choose such suppliers when buying moulding and other millwork products.

"I can get in and out quickly and

efficiently," noted Joseph M. Fernandez, JMF Fine Woodworks, Hillsborough, N.J. "It takes too much time to go through Home Depot and Lowe's. For the little money you think you're saving on price. you pay for in labor."

Service was roundly cited as the main reason for choosing their suppli-

er, followed closely by price, according to the survey of more than 40 contractors. Quality, selection and availability of products and proximity were also mentioned by the many respondents who checked "All of the Above." Daniel J. Franco, Franco i Woodwork, Inc., Bronx, N.Y., explained: "Just like all other smart f contractors, I do not base my purchas- F es upon only one factor and am hard pressed to choose one above the oth- I ers. I choose my suppliers for all the reasons listed."

Franco's local yard, Dykes Lumber, specializes in moulding and other millwork, such as doors and windows. "They not only have and are willing to take a moment or two to talk about the products they sell, they also are generally knowledgeable about the products' functions. uses and possible alternative products," he said.

Fernandez added credit terms to his list of criteria for choosing a supplier.

Ronald Cox, Wood Products, Inc., Raleigh, N. C., appreciates that at his supplier of choice, "their field rep makes calls, and [they] try to stock the oroducts I want to use."

PRO'S preparing for a moulding job are most likely to head to the local lumberyard for supplies.

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For starters, they're precision engineered with hardwood veneer faces for superior strength and durability. Engineered for greater stiffness and dimensional stabilitv. And then finished with your choice of exceptionally smooth PSF, HDO 'l or MDO faces for incrediblv smooth surfaces and improved resistance to alkalinrty, abrasion and wear.

That means reduced cleaning and refinishing with 'consistently superior results, pour after pour. In fact, l[.i independent testing has confirmed that ProFace "i' concrete forming panels dramatrcally increase re-use performance, lowering costs over the lifetime of the panel.

Stronger products and flat-out smarter functional solutions. Thats true to form for Paclfic Wood Laminates.

Chain Adds Inland Empire DC

Pushing northward and inland to follow trends in construction activity. Dixieline Lumber, San Diego, Ca., has opened a wholesale distribution center in Colton, Ca.

General manager Joe Lawrence describes the new 15.75-acre facility as "a mirror image" of Dixieline's 17acre DC in National City, Ca., stocking "a typical framing lumber mix." He expected the facility to begin shipping by February l.

Scott Middaugh is location manager, with the area's sales personnel relocating to the site March I from their current offices in Grand Terrace. Ca.

Rosboro Logging Site Gloses

Rosboro Lumber Co. is closing its Springfield, Or., logging and trucking operations, leaving 4l people looking for work.

The company had put off closing its in-house logging operations as most timber companies have changed to contract loggers.

"There's a lot of liability having it as an internal operation," commented Jim Enright of Rosboro. "It was more a strategic business decision that's

been going on for months. Currently l}Vo of our logging is done with our company crews. So it's been going on for many years."

Among the unemployed are rigging crew employees, shop maintenance workers, and log truck drivers.

Palco Judge Steps Down

Judge Christopher Wilson, who was presiding over Humboldt County's lawsuit against Pacific Lumber Co., Scotia, Ca., dismissed himself from the case.

Pe,lco is being sued by the county for allegedly submitting false data on landslides to the state in 1999 to gain access to timber on steep slopes that would have been off limits.

Assistant district attorney Tim Stoen felt that Wilson was biased toward Pelco and had no jurisdiction over substantial matters in the case.

Stoen wanted Wilson off the case because he believed Wilson appeared to suggest the case could harm him politically, and because Wilson had a relationship with a county supervisor's niece.

Judge Wilson stated, "There has been a residual of distrust in this case, and nothine should be allowed to taint

it. The community should know that this is going to be a fair trial. I have no doubt that I could try this case fairly. But given what I have said, I have assessed the matter and I want the respect of all parties. Therefore, I am withdrawing from the trial."

TruServ Trims Suppliers

TruServ is reorganizing its merchandising and supply chain operations. The co-op is replacing 22 positions, cutting the number of merchants in its merchandising and supply chain structure, and will headquarter a global sourcing department and office in China.

Steve Mahurin, senior v.p. and chief merchandising officer, will lead the new merchandising team.

"The end result will be a smaller group of merchants with the experience to make decisions and implement them quickly," Mahurin said. "This change in our structure will help maximize TruServ's purchasing capabilities in both the U.S. and abroad, ensuring that we deliver the best products to our members at the best possible prices."

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I -1

palifornia Premium redwood decking is the {op-of-the-line dimension lumber product in Jhe Simpson Redwood Collection. lt is graded I iisuallv to limit knots and other characteristics

detract from its quality appearance. This hakes it perfect for outdoor projects where frigh-quality appearance is demanded.

ledwood naturally resists shrinking and swelling. California Premium is air seasoned to reduce moisture content, making it even nore dimensionally stable. This means that ialifornia Premium redwood decking goes -lo*n flat and stays flat.

f,vailable in dimensions S4S EE: 2x6, pulled to lengths 8' - 20'

Jx4, 2xB, 2x10, 2x12,4x4 available in group lengths of 8', I 0'/14' , 16'l2A'

Caf f 1-8OO-6i37 -7O77 for distributor details and product specifications.

Simpson Timber Company, of

the SFls label indicates thal Simpson Timber Company is a partiin the SFI program and tha! our operations and facilities have been by an independent auditor to be in compliance, in all material with the SFI Standard and SFI label ouidelines. For more inforon the SFI program, visit $,lvw.aboutsfi.org.

WWPA Projects Strong Year For Lumber

Americans were estimated to use more lumber during 2004 than any time in history, thanks to strong housing markets and an improving economy, according to the Western Wood Products Association.

While demand will fall back moderately this year, it will still be a solid year for lumber, WWPA forecasts.

The Portland, Or.-based trade association estimated lumber demand in 2004 increased 4.8Vo to 59.7 billion bd. ft., shattering the previous record of 57 billion bd. ft. set in 2003. It is the sixth time in the past eight years that lumber demand has set a new record.

The red-hot home construction market has fueled demand increases and WWPA is predicting housing starts will reach nearly 2 million this year. Lumber used in residential construction is expected to reach an alltime high of 25.6 billion bd. ft.

With interest rates expected to rise in 2005, demand is forecast to dip by 4.2Vo to 57.2 billion bd. ft. Even with the decline, the volume would be the second highest ever. WWPA said housing starts should total 1.8 million

for 2005, down6Vo.

Lumber production at western sawmills is on pace to reach 18.3 billion bd. ft. in 2004, a l2-year high for the region. WWPA predicts production in the Southern U.S. at 17.5 billion bd. ft., a new record volume. In 2005, lumber production in both the West and South are expected to each drop by about37o.

Lumber imports also moved into record territory in 2004. Some 22.6 billion bd. ft. of lumber was imported to the U.S., or 38Vo of the supply.

Imports from Canada should reach

Montana Mill Wins Forestland

Pyramid Mountain Lumber Co., Seeley Lake, Mt., turned in the winning - and the only bid - for a logging contract in the Flathead National Forest. Pyramid will log about 1,100 of the 11,100 acres burned by the 2003 Crazy Horse fire.

During the fire, 5,000 acres burned in the Mission Mountains Wilderness, and an additional 2,200 acres burned on land owned by Plum Creek Lumber.

20 million for the first time ever. while lumber from Europe, Latin America and New Zealand will increase to 2.2 billion bd. ft.

In 2005, imports are expected to decrease by 47o to 21.7 billion bd. ft. Slower demand, plus impacts from exchange rates which make imported products more expensive. are anticipated to put downward pressure on lumber import volumes.

U.S. lumber exports will remain below I billion bd. ft. in 2004 and then rise modestly the following year due to a weaker U.S. dollar and more competiti ve domestic prices.

As part of the winning bid agreement, Pyramid will use helicopters and skyline yarding to access the logs, and will complete much of the work during the winter.

The sale of the forestland was the last associated with the 2003 Crazy Horse fire.

Decisions are still being made about salvaging logs from the Robert, Wedge and Hungry Horse fires, all of which occurred in 2003.

As a nampton Affiliates regutar customer, you'll never have to worry about tight supplies, delayed shipments or substandard product. our streamlined operation is tuned to get you exactly what you need and deliver it when and where you need it - without fail. I This is because we run a fully integrated business, from tree planting and resource management to relationship.based brokerage and shipping services. Supply is stronger than ever. Since 1997 we've

production to r.4 billion board feet, making us the fifth largest producer in the U.S. Hampton's mills are among the most efficient in the industry - our Willamina mill is one of the top volume producers in the country. r With tight inventory control and smoothly coordinated distribution using our railcar fleet, we keep this dependable supply moving to our customers to meet just-in-

New Quarters For Truss Plant

Univcrsal Forest Products has acquired Willamettc Inclustries' former laminated beam plant in Woodburn. Or.. that Weycrhacuscr had shutterccl soon afier takin-e ovcr Willarnette ncarl,v three vears a-qo.

UFPI rvill relocate its lcased truss plant in Woodburn to the nervly acquired 120.000-sq. ft. industrial building. The rnanul'acturer had becn looking fbr a "permanent home" sincc it shuttered its Bend. Or., facility in April to con\()lidate operations irr Woodburn.

Union Pacific Still Backed Up

Logjarns have been occurring for months norv rail lincs in Southern California and across thc West Coast.

"lt's terrible. We'rc seeing eightto-10 day delays," said Union Pacific customer Brian Horor'vitz.

While thc situation has improved a little. eongr'stion ancl serr iec issucs are still a conccrn.

According to Union Pacific, the shipping problems have occurred because of a surge in the U.S. ecorlomy and a rash of rctirements due to changes in retail labor law that left the company'uvith a crerv shortagc.

Combined. this causcd railroad corrpany to delay its shiprne nts.

Union Pacific has bcen hiring morc *,orkers iind buying new locornotives. Still. thc situation has not improvccl nruch ancl thc company''s stock pricc has dropped.

Accordin-s to A.G. Eduards & Sons lnc. analyst Donald Broughton, Union Pacific "isn't even r'villing to suggest it has a plan or has a time frame in rvhich '"ve should expcct to see servicc begin to improve."

Cascade Takes Crown Land

Over -500.000 acres of industrial timberland in Oregon and Washington are now the property ol' Cascade Timberlands LLC.

Cascade officially took ownership of the land from Crolvn Pacil'ic Parnters. LP. rvhich filed fbr Chapter I I bankruptcy a year and a half ago.

Included are 293,000 acres in Bend, Or.: 147.000 acre s in the Hamilton tree farm in Washington, and 82,000 acres in thc nofthrvest corner of Washington's Olympic Peninsula.

Olympic Rcsource Managcment LLC. Poulsbo. Wa.. is ttou mlnaging the timberlands.

The court has appointcd a liquidating trustcc to administer the final affairs of C-'rorvn Pacific LP.

Ace Tops Hardware Ranks

Ace Hardu'are Corp.. Oak Brook. Il.. has earned thc top spot amongst hurdrrare irrtd lumber coopcrati\c\ on the National Cooperative Bank list of the nation's 100 highest revenue-earning co-ops. Ace r.vas ranked seventh.

NCB's rankings are based on rcvenue figures fbr 2003. Ace had rcvenucs of 53.159 billion in 2003. The rankings are the only annual report that trucks the highcst revenuc earning co-ops.

"We are quite pleased to maintain our position as the leading hardrvare and lurnber cooperative in the nation," said Natalie Danaher, Ace spokesw()mar). "With 100 cooperati\es on the list carning approxirnately $117.4 billion in combined revenue. the NCB study demclnstratcs the vital role cooperiitives play in the economy.''

Also making the list rvere Do It Best Corp. (9), True Value Corp. ( I 1). ENAP. Inc. (53), Progressive Affiliatcd Lumberman Co-op Inc. (83). and Allied Buildin-e Stores. Inc. (92).

Environmentalists File Suit Over Bush Plan

The League of Wilderness Defend- early November, said that in the High ers filed suit in Portland, Or., claiming Roberts sale, less than lOVo of the the Bush administration's rules for sal- trees were "crowned" by fire, and that vaging timber are unsound and being flames mostly burned underbrush and applied illegally. low limbs.

The suit claims that the U.S. Forest Service, in approving the High Roberts Fire Salvage, abused its discretion in applying rules for cutting dead and dying stands, and plans to harvest living, old-growth timber. The suit charges the Forest Service with ignoring the effects cutting would have on local wildlife. and asks to set aside logging rules because they did not undergo environmental analysis. Lawyers for the group are seeking an injunction to temporarily stop the sale.

In July 2002, a fire burned 13,535 acres of the 388,000-acre Malheur National Forest. The sale is for 209 acres along the southern border of the Strawberry Mountain Wilderness.

Three other Oregon salvage sales were challenged in federal court this year, including the Monument, Toolbox and Flagtail timber sales.

Ralph Bloemers, an attorney for the Cascade Resources Advocacy Group, which filed the most recent suit in

He said the lawsuit is based on a systematic scientific survey. Bloemers accompanied experts into the forest, where they took pictures of large, green ponderosa pines and grand firs marked with blue spray paint, and pictures of new seedlings popping up, elk droppings and woodpeckers.

"Seventy percent or more are live, green, healthy trees and many of them are old growth, in excess of the diameter cap that allows them to be cut. This fire was two years ago. The forest is regenerating," Bloemers said.

Prairie City Ranger District forester Ken Kincaid said the Forest Service's methods to determine tree mortality focus on fire damage to root systems, and whether the tree is able to overcome the damage.

"Trees that appear green could really be slowly starving to death because they were girdled by the fire," Kincaid said. "It may not die immediately. It may take a year or two for the tree to

turn brown and die."

However, not everyone agrees with Kincaid and these methods.

Dan Becker, a retiree from the Prairie City Ranger District, said the new methods for identifying damaged trees have not been validated.

Becker said he visited study Plots in the Malheur forest and found that in preliminary results from two years, only 37o of the trees marked in the "moderate severity class" have died. Of trees in the "high severity class," only 30Vo have died, Becker said.

LMC, Keymark Offer Software

Lumbermens Merchandising CorP. and Keymark Enterprises, Boulder, Co., have joined forces to offer KeyBuild, a design software system, to LMC's pro dealers.

Dealers and their builder customers can use the software to automate home building tasks such as design, architectural, structural engineering and field implementation.

LMC v.p. Vern Dando commented, "We believe that the Keymark software will be an effective tool to help the builder lower their costs and become more efficient."

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Boise Helps Large Volume Builders

Boise Building Solutions, Boise, Id., has introduced a new service to help fine-tune large production builders' home plans into the most efficient structures possible.

In planning and development for two years, Boise BuildRite "enables any production builder to literally remove all of the waste in a plan and, almost unbelievably, save between $500 and $5,000 in building costs per home built," said Denny Huston, Boise Engineered Wood Products sales and marketing manager.

During the planning process, the Build-Rite team systematically digs into the depths of the builder's plan, weeds out inefficiency and inconsistency, and helps streamline the construction process. The team gets to know the builder's operation and works with the builder's architect to cut out unneeded components. Finite material lists are created so that only essential materials are ordered. Precise cut lists are prepared so the dealer can cut exact lengths ready for assembly if the builder wishes.

A precise squaring plan is then created to square up the foundation or slab more accurately than in the past, ensuring the home starts out square and flat to make every subcontractor's work go faster. A framing placement plan is also created indicating exact placement of every framing member in the structure. Wall framing plans show elevations of how every wall is to be framed, and sheathing diagrams place every sheet of sheathing in its exact location, reducing waste and eliminating custom cutting and fitting on site.

By evaluating all steps in the builder's construction cycle, the service should improve consistency and lead to increasingly greater efficiencies as crews get to know the plan and the process.

Build-Rite even reduces the total number of jobsite deliveries and makes sure they are checked in, like a grocery store, to ensure that everything ordered was received. Then a permanent log is created of all changes in the construction process for use on future jobs.

"Contractors have been surprised at the savings BuildRite can achieve even with plans that have been around for some time-where it was felt that all waste had been wrung out of the job," said Mike Carver, manager-Build-Rite Services. "Although it's usually more than $500, even that amount per home really adds up to a production builder. But we're always looking for more."

Canada Retail Group Calls lt Quits

In a surprising statement, the Canadian Retail Hardware Association announced that it had stopped all operations and shut down.

The organization cited significant challenges in recent years having an "adverse affect on the Canadian Hardware & Building Materials Show, the primary revenue source for the association, which promoted the move."

The Canadian Hardware & Building Materials Show, which was to take place this month, will be replaced by H-X Canada, the new Hardware and Home Improvement Expo & Conference, hosted by international trade show company Messe Frankfurt Inc.

As the Canadian home improvement products industry consolidated, CHRA's show downsized.

"The traditional trade show was not as relevant as it once was," said Bob Elliott, president of CRHA. "More so in Canada because there are less buyers here to begin with compared to the United States."

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AHMA Suit Moves Ahead

A lawsuit filed by the American Hardware Manufacturer's Association again former trade show partner Reed Exhibitions has moved into the discovery phase.

AHMA is seeking more than $100 million in damages alleging that Reed and Freeman Decorating Co. "improperly shift costs" to association members and exhibitors at the National Hardware Show. The claims in AHMA's suit include fraud, civil conspiracy and financial accounting. AHMA claim that Reed accepted improper kickbacks from Freeman

Pnlco Plan Under Fire

The Environmental Protection Information Center has filed both state and federal lawsuit against Pacific Lumber Co., Scotia, Ca., because of proposed timber cuts and logging practices.

EPIC said the timber harvests it wants to block include old-growth redwoods next to Humboldt State Park, and clear-cutting of younger trees in the Van Duzen watershed.

EPIC also claims that PALCo's 100-year logging plan was improperly approved without public notice or

Decorating. AHMA has srnce cancelled its competing second annual show.

"We'll continue to litigate our claims in court and rely upon the judge to continue to decide these matters on the merits of our case," stated Tim Farrell, president and c.e.o. of AHMA.

Dennis McDonald, senior v.p. of Reed Exhibitions, firmly believes that AHMA's claims will prove "meritless after Reed and Freeman have an opportunity to present the facts of the case to the court."

Owner Happy With Rejection

Despite being denied permission by the planning commission to build additional storage warehouses, Colin Weyrick is not disappointed.

A city ordinance required that Weyrick would have to add 35 parking spaces at Moore Mill & Lumber Co., Lompoc, Ca., but neither Weyrick nor the commission liked the idea, which would have denied him space for his extra warehouses. It also would have cost him $9,000 in impact fees.

environmental review.

The environmental group alleges Par-co is proposing to log almost 2,500 acres making up 107o of its property in the watershed.

The federal suit says the government should have reconsidered Pelco's management plan and impact on endangered species, alleges the company's activities violate federal water quality standards, and targets Palco's advertising campaign. including what it alleges are false and misleading claims that the company is "certified sustainable."

So, the rebuff wasn't a problem for Weyrick. Acting on the commission's advice, he instead took his expansion plans to the city council, and is awaiting its approval.

Weyrick plans to improve his business, which he bought just over two years ago. It originally opened in 1946 and is in need of some updating.

If the plan is approved, Weyrick will add over 2,000 sq. ft. to the hardware store, expanding it to 6,000 sq. ft., which would include wider aisles, an employee break room, offices and larger restrooms.

He is also planning additional storage, parking and landscaping.

(Continued from page 22 )

million, while multi-family activity was flat starts in the West were up nearly 8Va building permits held steady at a yearly pace of 2.02 million...

Builders FirstSource. Dallas. Tx., is preparing for an initial public offering of common stock in the second quarter of 2005

Arch-Rite, Inc., Fullerton, Ca., has licensed production of its patented arches in Arizona to VPL Enterprises...

Simps on Strong-Tie, Dublin, Ca., has become the first building products manufacturer to achieve the National Housing Quality certification from the National Association of Home Builders Research Center for its fastener training materials

Progressive Solutions Inc., Vancouver, B.C., earned certified status in Microsoft's Partner Program recognizing its expertise and total impact in the technology marketplace

Welco Lumber. Snohomish County, Wa., received recognition from the Occupational Safety and Health Administration for its outstanding safetyl by the time the 60year-old mill received the award, it had gone 426 days without a losttime accident ...

Ace Hardware Corp. ranked first among hardware/lumber coops in the National Cooperative Bank list of the nation's 100 hish-

est revenue-earning co-ops ... Ace plans to add over 1,000 new stores in the next five years ... Ace renovated eight community centers and non-profit facilities as part of a new "Faces for Helpful Places" program...

Hills Flat Lumber Co., Grass Valley, Ca., was awarded lst place for lumber & home centers with the highest total warehouse purchases per retail square foot by Do it Best Corp.; Dixieline Lumber Co., San Diego, Ca., was awarded

lst place for multiple stores for its Valspar Brand purchases ...

Home Depot and Lowe's credit card holders may be eligible for rebates following a $4 million settlement over the companies' credit card practices ...

Home Depot acquired Litemor Distributors, Canada's largest commercial lighting distributor; is now selling home appliances on its (Please turn to page 48)

Butch Gunter, ex-Pacific Steel & Supply, has joined Building Material Distributors, Galt, Ca., as a national accounts specialist. Promotions include Trevin Hunt, marketing mgr; Dan Rash, assistant mgr.-International Sales Group; Wendy Santos, pricing administrator, and Stephanie Kizer, outside sales. In Spokane, Wa., Mike Wynne has been promoted to assistant branch mgr.; Chris Brown is now commodities mgr., and Scott Vairo, commodities inside sales. Greg Baugh is new to outside sales in Vernon, Ca.

Sylvia Vega, formerly with Higgins Lumber, has joined the sales staff at Far West Plywood, Northridge, Ca.

Brian Jones, ex-D.R. Johnson Lumber Co., Riddle, Or., has joined the sales team at Zip-O-Log Mills, Eugene, Or.

Chris Swanson is new to the Swanson Group, Glendale, Or.

Kurt Liebich will assume leadership of Weyerhaeuser's Trus Joist business unit, Boise, Id., succeeding Tom Denig, who will retire in May after more than 30 years at TJ.

Ian Croxton, ex-Meeks Building Center, Elk Grove, Ca., has joined the sales staff at Thunderbolt Wood Treating, Riverbank, Ca.

Toni Carter, ex-Blue Mountain Lumber Products, is new to sales and marketing at Riley Creek, Laclede, Id.

Collie Follett, Lumber Specialists, has relocated from Ballwin, Mo., to Fresno, Ca., to open a western branch office.

Bill Swaney, ex-Weyerhaeuser, is a new account mgr. for Capital Lumber Co., Phoenix, Az. Joe Gallert has been hired as a service representative.

Pattie Nichols has retired after 20 years with Central Pacific Timber, Centralia, Wa.

Troy Bailey, ex-Bluelinx, has joined the staff at Plateau Forest Products, Bend. Or.

Cecil Miller and Ryan Smith submitted plans to the Marysville, Ca., planning commission to open an 8,100-sq. ft. lumberyard specializing in fencing.

Ken Sechser is store mgr. of the new Lowe's Home Improvement Center in Kalispell, Mt. Other new mgrs. include: Mike Bingaman, Greeley, Co.; Bill Kelt, Westminster, Co., and Doug White, Milwaukie, Or.

Kim Little has joined Power Building Systems, Inc., Riverside, Ca., as sales assistant to Steve Conboy. Marcello Jacobs and Rob Martin are new design technicians, and Jackie Hulst has been hired as a shipping clerk.

Tim Holman, ex-Sonoco Products, is now with Durk Wholesale Lumber, Hayden Lake, Id.

Alan Smith has retired after 37 years as an accountant with Sierra Pacific Industries, Redding, Ca.

Tom Taylor has been promoted to executive v.p. of stores for The Home Depot.

Jim Harris, ex-Foxworth-Galbraith, has returned to D Stake Mill, McMinnville, Or., as product mgr. Gene Cloud, ex-Universal Forest Products, is new to sales.

Paul Ireland, ex-Diavik Diamond Mines Inc., was named c.f.o. of Western Forest Products Inc., Duncan, B.C. He succeeds Phil Hosier, who has retired but continues to work with the company as a consultant.

Tim Machelski has been appointed executive v.p. of Elk Composite Building Products, Inc.

Lynn Bress has joined the building products division of Georgia-Pacific Corp. as senior marketing communications mgr.-public relations. Tyler Woolson, exConsolidated Container Co., has rejoined G-P as senior v.p.-finance & strategy after a four year absence. He will assume the additional title of treasurer when Phillip Johnson, v.p. and treasurer, retires the end of February after 10 years with G-P.

Don Slack is the new sales mgr. of LumberPlus Industries.

Timothy Miller has been promoted to retail marketing mgr. at Do it Best Corp.

Richard D. Tadler, managing director of TA Associates, has joined the board of directors of Lumber Liquidators, Inc., following the private equity firm's $35 million investment in the 60-unit hardwood flooring retailer.

William L. Mansfield has been promoted to president and c.e.o. of Valspar Corp., succeeding Richard M. Rompala, who stays on as chairman of the board.

Cortney M. Riese has joined the National Lumber & Building Material Dealers Association as director of marketing & communications.

Michael Cassidy has been hired as executive director for the Truss Plate Institute.

David F. Wilson, Wilson Construction LLC, Ketchum, Id., was elected president of the National Association of Home Builders.

Ron Taylor, lumber and panel buyer with R & S Supply, Sacramento. Ca.. and his wife. Yoshiro. are back from a two-week Tahiti and Society Islands cruise aboard the Tahitian Princess.

Frank N. Stein has been put in charge of research and development at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Conhct Randy Wilson at (714) 538-$$fE 800 t $m |tn $t, fidpin, Gl0205 . ]lt

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Westrid Products i Raising the Standard...

(Continued from page 4 5 )

Web site, and donated $500,000 to the American Red Cross to aid tsunami victims in Southeast Asia ... the chain will add 175 new stores in fiscal 2005 ...

Home Depot was named the most military-friendly employer in America by G.I. Jobs magazine; Georgia-Pacific Corp. was ranked lzth

Robert Bosch has recalled nearly 120,000 table saws because of potential problems that could cause injury or electric shock

Stock Building Supply has joined the National Association of the Remodeling Industry ...

Simonton Windows, Style Solutions and Hy-Lite Products have signed on as corporate partners with Home For Our Troops, a non-profit organization dedicated to building specially adapted homes for disabled veterans

84 Lumber Co. was recently recognized as one of the Top 100 Places to Work in Pennsylvania

Universal Forest Products for the sixth time in seven years was named to Forbes magazine's annual listing of "America's Best Big Companies" ...

Bostik Findley 1nc. has been renamed Bostik Inc. ...

Monarch Holdings bought Hurd Millwork and changed its name to Hurd Windows & Doors ...

Style Solutions has acquired Fypon, Ltd. and will combine into the new Fypon Feb.22 ...

Hares Canyon Park near Salem, Or., renamed L.L. "Stub" Stewart Memorial State Park to recognize the late lumber icon and philanthropist (see obituary, p.67)

Anniversaries: Simpson Timber Co.,Tacoma,'Wa., ll5th ... Delta Cedar Products, Delta, B.C., 40th ... All-Coast Forest Products, Chino (originally Whittier), Ca., 30th ... ... Concannon Lumber, Portland. Or.. 25th.

Yard Designer And Builder Push Into Southwest

The commercial architect and the construction management firm allied with lumberyard provider Krauter Storage Systems are aggressively expanding through the Southwest.

KKE Architects Inc. has acquired Howard F. Thompson Associates (HFTA), an l8-person architectural firm with offices in Irvine. Ca.. and Henderson, Nv. And Kraus-Anderson Construction Co., a leading commercial general contractor and construction manager, has established a regional office in Phoenix, Az.

Krauter, Kraus-Anderson and KKE regularly partner to supply lumberyards with yard storage facilities including all architectural, engineering and construction services.

Kraus-Anderson is ranked among the top 50 construction firms in the U.S., according to Engineering News Record, with a volume of over $700 million. Some of the high-profile projects the company has managed include Lowe's Home Improvement Centers, Menards, Wal-Mart, Cabela's, Super Targets, Best Buys, Mayo Clinics, Guidant Corp., and Hilton and Hyatt Hotels.

Kraus-Anderson has been quietly

working in the Southwest for over two decades, and has established solid relationships with clients, developers, architects, subcontractors, and other vendors who work in Arizona and the Southwest region. In the Southwest, the company has managed noteworthy projects that include numerous building types including casinos, hotels, theaters, and restaurants.

"The Southwest is a huge growth area for construction," said Gary Hook, senior v.p., Kraus-Anderson. "The establishment of the Phoenix base solidifies our strong relationships and provides the opportunity to further our efforts in the Southwest."

The Phoenix office is led by Dean Piles. whose construction experience spans three decades throughout the Southwest. Previously he served as construction director with McCarthy Building Companies, Inc, Newport Beach, Ca. "Our clients will get the best of both worlds," said Piles. "We are known for providing the personal attention and costumer service that a small contractor can offer. but backed with deep resources."

Likewise, KKE's acquisition of HFTA will double its number of

employees in the Southwest to 40, according to KKE c.e.o. Greg Hollenkamp.

Recognized for its land planning and business architecture, HFTA recently was named Architectural Firm of the Year for the third year in a row by the Las Vegas chapter of the National Association of Industrial & Office Properties. The firm has designed more than 1,200 buildings in seven states.

Not long before the acquisition, HFTA and KKE had teamed up on "Desert Marketplace," a Iarge mixeduse project consisting of 208,000 sq. ft. of retail and 180,000 sq. ft. of office space for the Walters Group in Las Vegas.

HFTA and KKE have also worked together on a senior housing project for the Molasky Group; Charleston Crossing. a 200-unit housing project in downtown Las Vegas; Valencia Plaza, two 55,000-sq. ft. office towers in Valencia, Ca., and Claremont Commons, a mixed-use project in Claremont, Ca.

Both KKE and Kraus-Anderson are based in Minneapolis, Mn. Krauter is headquartered in Indianapolis, In.

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Corza Expands In Brazil

Corza Group has launched a new subsidiary in Brazil to produce primed MDF Ultra Light mouldings.

Corza do Brazil Ltd. is located in Curitiba, one of the Brazilian forestry sector's most developed regions, with close proximity to ports and ample raw materials.

The 336,000-sq. ft. facility willinitially manufacture 100 containers of

Help For Insulation Buyers

Atlas Roofing Corp. has updated its Web site and adopted several initiatives to help its customers understand and adapt to the industry-wide shortage of methylene diphenyl diisocyante.

To combat the shortage of MDI, a major component used in manufactur-

product per month, increasing the group's production capacity by 657o.

Corza Group employs 850 people and currently exports to the U.S., Canada, Australia, Mexico and Latin America. Other operations in Brazil and Santiago, Chile, also produce MDF mouldings, radiata pine fingerjointed mouldings, Oregon pine doors. and frame mouldings.

ing polyiso insulation, Atlast is offering tapered insulation in half bundles, as well as in full bundles.

"We are maximizing plant efficiency, prioritizng production and improving our delivery efficiency to help our customers get through this," explained

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CHILEAN moulding producer Corza Group has lormed a new subsidiary in Brazil.

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Our people ore some of the most experienced in the indushy. We ore prepod to respond

quickly ond courleously with honesry ond inbgrity.

Cascade Structural Laminators is a new company with a lot of experience. The managementftales team has many years of success in the forest products industry, including producing engineered wood products. 0ur first commitment is to the customer, delivering the highest quality glulam products and a full selection ofstock headers and beams in standard widths, depths and lengths. We produce custom glulams t0 customer specified requirements in engineered curves, architectural appearance finishes, and a variety of species, including Douglas-fir, Western Hemlock and Alaskan Yellow Cedar.

Glulam beams and headers remain the preferred beam products because of their ease of handling, superior workability, excellent stability, and unmatched beauty when used in exposed applications. Cascade glulams meet 0r exceed all APA/EWS Standards under all quality control inspections and tests. \l/e are approved by JAI {or manufacturing and exporting to Japan.

To learn more about the advantages of the full line of Cascade Structural Laminators' glulam products, call us at 541-726-9836 or visit us at www.CascadeSl.com.

Photo: APA-The Engineered Wood Associalion.

producls

Post Defense

A custom formulated PVC plastic wrap with UV protection protects posts from water damage soaking through the post footing and at the base.

Extira is produced as a solid panel, but can be used in a variety of millwork applications including shutters, column wrap, fluting, rosettes, pilasters, brick mould, and as a component material for custom cabinetry.

It comes in unprimed panel dimensions of 4'x8', 4'xl6' and 2'xl6', ll2",518" and l-1l4" thick.

Also new from CMI is the CraftMaster Cellini door series. The doors showcase detail craftsmanship with raised moulding accents and defined panels. They are available in a two-panel, square-top Carrara design and a two-panel, true arch top Caiman design, both in 6'8" and 7' heights.

- Please contact (866) 312-8701 or visit www.extira.com and www.

The 30" long Post Sleeve has "w" grooves inside the sleeve that allow water to drain in winter and moisture to vent out in the summer.

It can be cut into three 10" sections to make pier bases for deck frames. The post can be removed at any time by removing all screws and nails that go through the sleeve into the post.

- Please contact (510) 377-4307 or visit www.postsleeve.com

Multi-Purpose Panel

A treated wood exterior composite panel that provides water, rot and termite resistance is new from CMI.

Decks Come Clean Thompson's new Water Seal Maximum Strensth Deck Stripper is formulated to remove oil and water-based solid stains, and hard-toremove semi-transparent stains and waterproofers.

The product also removes dirt, mildew, algae and fungus stains. It reportedly works in a matter of minutes.

- Please contact (800) 367-6297 or v is it www.t homp sonsw at er s e al.c om

Add To The Color Wheel

Eight new colors have been added to the Rikett quartz floor tile line.

The new colors are merlot, frost, light black, battleship, bright yellow, sage, bluebird and sky blue.

The tiles are available in 24" and 12" squares.

- Please contact (847) 716-8030 o r visit www.rikett quart z.c om

Doors Of Difference

A wide range of custom roll-up and accordion doors are available from Woodfold-Marco.

Roll-up doors are custom made to order. Thev are made from natural

hardwoods, including oak, maple, birch, mahogany and cherry. The hardwoods are machined for precise tolerances and selected for color consistency. They are available in widths to 12' and heights to 8'.

The accordion doors feature a top and bottom hinge system, eliminating the stretching of the vinyl panel connectors. They come in vinyl-lam or natural hardwood veneer faces, 4-l I4" wide x 1/4" thick. Heights are up to 12'1" with vinyl-lam panels, and up to l0'1" with wood veneer panels.

- Please contact (800) 257-9282 or vi sit www.w oodfo ld.c om

Engineered Wood Flooring

Mullican Flooring's new engineered hardwood flooring offers users faster installation and increased visual appeal due to its 6' random lengths. The floorins comes 9116". 112". and 5/16" thickl and 3" and 5'i wide, in five-ply and seven-ply configurations for added stability.

It is available in oak, walnut, hickory, maple, cherry, teak, santos mahogany, and Brazilian cherry.

- Please contact (800) 844-6356 or v i sit www.mu I I icanfl oori n g.com

Convenient Door Frame

A door frame constructed of treated hardwood encased in vinvl is new from Young Manufacturing.'

Clad Plus II is rot-free, maintenance-free and does not need to be painted.

Insulators are used on the ends of all vertical components to prevent wicking, while a zipper attachment eliminates exposed fasteners.

- Contact (80A) 545-6595 or visit www.y o u n gma n ufac t u r i n g. c om

DigitalTape Measure

Digitape from Starrett gives fast, reliable digital readouts to ensure accurate measurements.

It features an oversized screen and an English/metric conversion for feet/inches, inches only, fractions, decimals or metric. It also has an inside/outside measure to read from the front or back of the case. memory hold button, zero reset button, and -a long-life battery.

- Please contact (800) 541-8887 or visit www.starrett.com

Walk The Plank

A new plank collection from Tendura is factory-primed and goes straight to the customer ready to paint.

TenduraPlank Solids Collection features the TenduraPlank Classic, which is reportedly the first authentic tongue-and-groove composite porch plank designed specifically for covered porch applications. It is also fungus- and termite-resistant, and won't splinter, check, crack or cup.

The collection comes 7/8" thick, and either 3-118" or 5-114" wide, in 8', 10', 12', 14', and 16' lengths.

TenduraTread covered porch flooring complements the new collection.

- Please contact (800) 836-3872 or visit www.tendura.com

Wall of Steel

Simpson Strong-Tie has added an engineered composite of steel and wood to its Strong-Wall line.

Steel Strong-Wall features loads that are two-to-three times higher than the original Strong Wall.

It attaches directly to drywall and exterior finishes, and includes preattached wood studs.

- Please contact (800) 999-5099 or visit www.strongtie.com

Modular Flooring Tile

Tiles that can be assembled into modular units are new to Nafco by Tarkett's PermaStone flooring line.

Fine Scenery & Fresh Air

A venting picture window is new from Marvin Windows and Doors.

PermaStone Modular tiles allow users to lay modular floors for an upscale, elegant look.

Seven tiles comprise one modular unit: two L6"x16", three 8"x8" and two 8"x16". Pattems include natural slate, parchment, porcelain, tuscany, monostone, and brick.

It features the GroutFit svstem. which simulates a grouted lo6k and feel.

- Please contact (800) 227-4662 or visit www.tarkettna.com

The Venting Picture Window features a sash that projects 2-114" with a hidden screen that helps to vent stagnant air, reduce condensation and keep out insects.

- Please contact (888) 537-7828 or visit www.marvin.com

Hi-Strength Underlayments

Hacker Industries' new floor screed products provide optimum compressive strengths, smooth surfaces, and quick setting times.

Abrasion-resistant Dyna-Screed Slu is a self-leveling underlayment for thin-capping concrete.

True-Screed cementitious underlayment is specifically designed for projects with deep-fill requirements. It transforms cracked. uneven concrete floors into smooth, strong surfaces for finished floor coverings.

- Please contact (800) 642-3455 or visit www.hackerindustrie s.com

Miles Of Millwork

Azek Trimboards is now offering three new millwork profiles-brick mould, crown mould and drip cap. All moulds offer crisp edges and authentic detail, do not require paint for protection, and can be heat formed into arches and rounded shapes.

- Please contact (877) 275-2935 or visit www.azek.com

dust, and increases indoor air quality.

The spray foam home insulation is made from soybean oil that expands to 100 times its original size, allowing it to conform to any shape.

- Plectse contact (479) 636-8585 or visit www.biobased.net

Post Caps For All Styles

Decorative and protective copper post caps and finials for deck rails and posts are new from Nationwide Product Inc.

Clear As Day Railing

A new railing system with glass panels provides a functional rail without obscuring views.

Clearview by BW Creative Wood features 6" tempered glass panels and pre-plowed, profiled handrails.

The glass panels are available in clear, amber and smoke, while the handrails are available in treated wood and cedar.

- Please contact (604) 467-5147 or visit www.bwcreativewood.com

Green Insulator

BioBased Insulation is a healthy home product that controls moisture problems, seals out noise, reduces

Douglas Fir

The caps and finials are lO)Vo copper and come as slip-over type fitting 4" to 6" posts. They also come as a screw-in base for a great fit for deck rails. They come in designs of globe, pyramid and pineapple.

- Please contact (847) 726-1507

o r v i s it www.natio nw de produc t.c om

Hem-Fir . White Fir

Ponderosa Pine

Dimension Lumber, to 20' Shop & Moulding Grade Iaminate Grade Stock

Vertical Grain Fir Select Structural FOHC Timbers

Warm Springs

Forest Products Industries

P.O. Box 810, Warm Springs, Or. 97761 Fax 541.553. 1063 Phone 541.553.1148

Janet Corbett. Lori Courtney

Red Hot Door

Vetter Windows & Doors has added Brick Red as a standard clad color to its line of wood windows and patio doors.

The door features a hard enamel finish, providing long-lasting color that is weather resistant. The color reportedly will not fade, chip or crack. Also new is alder wood as an upgrade to the standard pine interiors on wood windows, which are available in primed wood or extruded clad exteriors.

- Please contact (800) 838-8372 or v i s it www.v ett e rw indow s.c om

The injection molding process, specially-formulated polypropylene resin and customized molds create siding said to replicate the look of natural wood, but with longer life.

Boards In Their Prime

WindsorOne' s tongue-and-groove bead boards and interior reversible shiplap comes in standard and wide center beads, offering several design oDtions and a traditional look.

Manufactured T&G bead provides tight seams, reducing gaps between boards when installed. Bead board comes in a 414 thickness and a 6"wide or a 518" thickness with a 4" width. making it ideal for wainscoting and beaded porch ceilings.

The interior reversible shiplap has notched edges that overlap to provide a traditional design detail, and is available in a 414 thickness and 6" width. Both boards come in 16'lengths.

- Please contact (888) 229-7900 or visit www.w indsorone.c om

Injection Molded Siding

New siding that is injection molded, reportedly providing twice the thickness of extruded sidine. is new from Nailite.

Scalloped panels, three lines of replica red cedar shakes, and a line of white cedar shakes are available.

- Please contact (888) 300-0070 or visit www.nailite.com

What Lies Beneath

A new gypsum floor underlayment system that offers superior fire and sound resistance has been created by Allied Marketing.

AccuCrete Brand Floor Underlav-

ment Systems have an infinite range of compressive strengths to fit project specs from 1,250 to 4,500 PSI.

- Please contact (800) 392-1320 or v isit www.alliedmar ke tinp sy stems.ne t

Precision-Perfect Pliers

A line of tongue-and-groove pliers with more adjustments for a better fit is new from Cooper Hand Tools.

Crescent pliers range in sizes from 1" to 20" with straight jaws and in two- and three-piece sets, providing greater versatility. Angled bias teeth provide a stronger grip, while the joint features a orecision-machined undercut rib and sroove.

Special forged alloy steel with induction hardened teeth and hardened single-piece rivet construction give the tool maximum durability.

- Please contact (919) 362-1670 or vi sit www.coope r handtoo ls.c om

Color The Roof

Designer colors for pre-painted Terne II zincltin-coated roofins sheets are new from Follansbee.

KlassicKolors range in hues from deep, rich tones of red, blue, green, and gray, to earth tones of beige, tan and brown. Custom colors are also available.

At Landmark. we

The colors are low sheen. The base sheet is coated with a zincltin alloy and then painted with solar reflective paint coatings. The Terne II metal provides corrosion resistance.

- Please contqct (800) 624-6906 or v i s it www.fo I lans b e ero ofing. c om

Self-Leveling Laser

A self-leveling four-beam laser for plumb, level and square applications has been introduced by DeWalt.

DWO84K's self-levelins mechanism has a magnetically d-ampened pendulum that levels in seconds. All four beams originate from the same spot, eliminating calculating offset beam measurements.

The tool also features track masnets for easy positioning on ste6l tracks, and has an accuracy rate of plus or minus 1/4" at 100 ft.

- Please contact (800) 433-9258 or visit www.dewalt.com

Exotic Hardwoods Treatment

A premium treatment fbr hard-tocoat exotic hardwoods is new from Wolman Wood Care Products.

Wolman EHT Exotic Hardwood

Treatment uses water-based technology and modified penetrating oils, providing durable, long-lasting protec- tion. It is formulated to Denetrate dense tropical hardwoods such as mahogany, ip6, ironwood, pau lope and teak.

The treatment features a combination of UV blockers and absorbers for superior UV protection. preventing premature graying and maintaining the coating color for a year or more.

- Please contact (732) 469-8100 or visit www.wolman.com

i.]:

v Conveniently located distribution warenouses

.z Exoerienced sales staff

v Just-in-time delivery

.r Wel l-stocked inventories

We specialize in hardwood and other industrial products including:

'z Domestic & import hardwoods

- Dimension lumber

- Particleboard & MDF core

- Veneer and lumber core

v Exotic hardwood veneers

- Veneer, oarticleboard and MDF core

Let our years of experience and expertise work for you. Call us today.

{,rnu;g,r4p5

A Nonh P.clfic comprny 800.647 .6747 | 909.484.5870

www.[a n dma rkproducts.com

Avoid Successful

Bv Patricia Evres

Suits By Non-Performers

N T lS a frustrating fact thal even r poorly performing employees often win lawsuits [or discrimination or wrongful termination.

They often claim. "I didn't know what was expected of me;" "I didn't know that I wasn't meeting job standards." or "I didn't know this awful thing (termination, demotion, etc.) could happen to me."

How can an employee who is dismissed for sub-par performance win such a lawsuit? Often, it is because the supervisor failed to communicate in a clear manner, or at all, exactly what job standards applied and what the particular employee needed to do to meet those standards.

Equality of opportunity isn't the same as equality of outcome. In the courtroom, the dismissed employee doesn't have the burden to prove he would have succeeded; but rather, simply that he wasn't given an equal opportunity to succeed.

Many managers and supervisors are

terrified of the performance appraisal process. It is difficult to convey "bad news" to an employee who is likeable and trying hard, but just isn't meeting performance expectations. It can be even more difficult to provide criticism to an employee who is neither likeable nor demonstrating a positive attitude, because the leader fears a defensive reaction. Still, the most frequent reason for ineffective or nonexistent performance appraisals is the absence of specific, measurable standards with which to perform a viable evaluation. This creates business inefficiencies and very real legal risks.

Appraising employee performance with reference to a set of written standards, which mirror the job descriptions, is a valuable approach. Standards-based appraisals are an especially effective way to document that employment decisions, such as decisions to terminate employment, withhold pay increases, or promote one employee over another, were made fairly and without illegal prejudice.

Objective standards, communicated clearly and consistently to employees, are critical. Employees should understand clearly what is expected of them.

Clear standards have the followins attributes:

t ? Every position should have performance standards.

To say that written standards cannot be prepared for a position is to say that the supervisor does not know what to expect of an employee and that the employee's work cannot be objectively evaluated.

;),. StanOaras should cover specific positions, not broad classes of positions.

Even though certain employees may have the same job title, different standards should apply for these employees if significant differences in operating practices or working conditions exist. For example, a clerk typist in accounting and one in public relations would perform different work, probably in different quantities. Only when the duties and working conditions of positions are identical should a single set of standards apply to them.

need to be written or reviewed before standards can be written so that standards can be set for each task.

A task is a major unit of work or significant component of the job. The task statement should be broad enough to serve as a significant tool for evaluating an employee's performance, but not so broad that it becomes burdensome or impossible to develop standards for the task.

It is important to avoid overly broad statements such as "Does routine clerical work," which may, in the case of a clerk, describe the entire job.

Statements of overall responsibility do not give enough help in defining a job. In general, statements with words such as "supervises," "coordinates," or "directs" probably describe overall

"::'fasVresponsibility statements

responsibilities rather than tasks.

Overly narrow statements should also be avoided. For example, "places correspondence in file folders" is only a sub-task of the major task "maintains correspondence files. "

Relatively minor tasks should be omitted. Remember that what is a major task for one employee may be a minor task to another employee. For example, the maintenance of correspondence files, while a significant task for a clerk, is only a minor task for a civil engineer.

For ease in rating, most jobs should be described in terms of four to eisht major tasks.

4. Standards should apply to specific, significant tasks.

If the employee's responsibilities are expressed in vague, general language, it will be difficult-perhaps impossible-to write clear, meaningful standards for the job. Wherever possible, tasks should be expressed in concrete terms that describe definite actions that the employee takes. Also, standards should normally not be written for temporary or unusual responsibilities or minor tasks, since this would make the standards toovlong and complicated, as well as difficult to communicate and administer.

5" E"*.y task should have one or more performance standards by which accomlishment of the task can tre judged.

Standards should specify what level of performance is expected in relation to a given task-that is, what the employee is expected to do and how

well he or she is expected to do it.

Performance standards should serve as benchmarks that tell the HR professional and employee when and under what conditions the employee's performance of the task is satisfactory. "Satisfactory" means a "good" level of performance, reflecting what an employee in that job can normally be expected to do.

(1. Standards should reflect a fully acceptable or a satisfactory level of performance. Standards should be attainable and should reflect what is expected of a fully trained and competent employee. Standards must be high enough for the work unit to accomplish its objectives and low enough for competent employees to reach them.

V. Standards should be expressed precisely.

The more precisely standards are stated, the easier it will be to evaluate performance and give employees guidance on what is expected of them. For example, "Responds to requests for estimates in accordance with established deadlines" is not as precise as "Responds to requests for estimates within two days of receiving a request."

Vague or general words or phrases, such as "reasonable," "seldom," or "rapidly," should be replaced with more precise terms whenever possible.

- Ms. Eyres is a professional speaker, author and attorne)-, with over l8 years defending businesses in the courtroom. She can be reached at www.preventlitigation. com or (800) LIT-MGMT.

STANDING ROOM 0NLY: The closure 0t the popular Eureka Inn forced the Humboldt Hoo-Hoo Club to holds its annual crab feed in a smaller venue. limitino to 300 the number of quests at the Jan. 20 event in Eureka, Ca. (1) Riih Giacone, Gary Ganible, David Jones. (2) Tim Moxie, Tom Mrller. (3) Don Frank. Mike Webster, Darren Duchi. (4) Dick & Elaina Jackson, Mike Croxton, Ken Laughlin, (5) Loren Krebs, Doug Willis (6) Don Kepon. Chuck Center. (7) Joe Allota, J.Fl. Rightowar, Joe Schoneman. (8) Tod Holmes, Deber Dodd (9) Kent Mulkins, Bich

Graham, Bill Sullivan. (10) Steve Gabbert, Rodney Kautz, Ross Calloway. (1 1) Edgar Massoletti, Julio Spragia, Dave Runyan, Eill Scott. (12)Bruce Burton, Cathy Dewald. (13)BillAcorn, Ron Borges. (14) Chris Tritschler, Ronda McDonald, Bob Palacioz. (15) Dan Mclntire, Mike Carey, Harold Dodero. (16) Tanka Chase, Jon Hqgen, Chris Johnson, Gary lsland, Larry Williamson. (17) Margo & Jack Connor, Jan Hansen. (18) Mike Turner.

(More photos on next page)

MORE CRAB FEEDERS (continued from previous page):

(1) David & Marti Cutler. (2) Fran Brown, Charlie Samman, Maria Legg. (3) Lee lorg, Boss Muxworthy, Jim Russell. (4) Nolan Schweikl, LoRen Justice. (5) Ron Hansen, Jim Ramsey. (6) Libby Titus, Donn Zea, Stacey Jones. (7) Frank Solinsky, Dave Higi. (8) Gary Gudlach, Julie Wright, Orville Chedester. (9) Rick Cornell, Linda Reed, Cheryl Bahneman, Jeff Breitzman. (10) Valerie Scoggin, Jan Roof . (11) Rosie & Ted Gilbert, Eleazar Chavez. (12)John Allen, Claudia Lima, Jack Butler. (13) Rick Hermanson, Jack Price, Erol Deren, J.J. Johnson.

(1a) Bob DiMeco, Jean Hamberg, Brad Klima, Curt Wood.

(15) Steve Hagen, Gregg Moss. (16) Tom Von Moos, Saul Castro. (17) John Littlefield. Sean Burch. Jan Hansen. Todd Johnson. (18) Travis Camobell. Kevin Paldino.

OVER 1 ,600 exhibilors came to Orlando, Fl., to showcase their products at the Jan. 13-16 International Builders' Show. (1) Georqe Judd. Bob Ramont. (2) Tony Kornichuk, Mark Deremo. (3)kim Mc6owan, Lloyd Brown, Ameshia Turlington. (4) Drew Knox, Jennifer McAvoy, Ryan Pratt. (5) Tom Couch, Drew Kappus, Marv Askey, Ralph Guthrie. (6) Titich Titchen. Max Herrmann, Cindy Alton, Werner Fluckiger, Uli Walther, Bod Sienkiweicz. (7) Bill Blount, Karen Chessler. (8) Rebecca Mengat, Bruce Palmer, Erin Canosa, Huck DeVenzio, Dick Gates, Brandon Hollier. {9) Chris Rubin, Teresa Domingues, Gavin Taylor. (10) 64

Tnr: MERcHaNT M,rc;,lzrNl: Frsnunny 2005

Mike Pidlisecky, Jamie McFadden. (11) Jeff Wyatt, Mike Warren, Richard Kleiner. (12) Tony Saad, Benoit Jean, Albert Renaud, JeanMare Dubois, Don Simon. (13) George Strakes, Seamus O'Reilly. (1a) Brian Hawrysh. (15) Mark Stevens, Mark Reum, Brad Andvik. (16) Tim Raphael, Jim Mace, Beth Hurd, Paul Macke, Ed Burke. (17) Barry Taylor, Kelly Stephens, Derreck Manteau. (18) Mike Reep, Sherrill Green. (19) Dan Beaty, Rich Sanders, Craig Young, Doug Asher, Chuck Rigoni. (20) Bill Venable, Gary Wright, Jerome Kolosky, Gary Titus. (More photos an next page)

Rates: 25 words for $25. additional words 70d each. Phone number counts as one word, address as six. Headline or centered copy, $6 per line. Private box or special border, $6 each. Column inch rate: $45 camera-

ready, $55 if we set the type. Send ad copy to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, Fax 949-8520231, or catl (949) 852-1990. Make checks payable to Cutler Publishing. Deadline for copy: I 8th of the previous month.

LUMBERMAN Retired after 37 years selling and managing my wholesale and remanufacturing business concentrating on, but not limited to, cedar custom pattems and product development. Now looking for part- to fulltime work, in manufacturing or remanufacturing production or sales. I live in Seattle area, but would relocate. Contact John W. Mauk, (425) 8854940, or Fax to 425-882-1111; email: iwmauk@seanet.com.

DISTRIBUTION/GENERAL MANAGER.

Large, Califomia-based wood products distributor is searching for highly motivated individuals. A minimum of five years management experience in sales, rvarehousing and distribution of high quality products to the millwork, cabinet and construction industries is required. We offer competitive salary and incentive plans with a complete benefits package. If joining a successful management team in a growing company is the opportunity you are looking for, send your resume to Box 699, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, or Fax 949852-0231.

20-YEAR-OLD COMPANY looking for a few good men (or women). Experienced sales persons wanted for wholesale lumber trading. Cedar and hardwood positions with open territory. Also seeking pine and dimensional traders. Generous commissions and excellent benefits. Please send resumes to: Horizon Lumber Products, Inc., P.O. Box 7347, Bend, Or. 97708: Fax 541-38tt-4504, or call Heather Stone at (541) 388-8888.

,#,illouru*c C'up,r.ur

MOULDING AND MILLWORK SALES

Sunset Moulding Company, a Northern California-based company, is seeking experienced salespeople. Candidates must have comprehensive knowledge of the Moulding and Millwork sales process in solid, fingerjoint and MDF product lines. Highly motivated, selfstarting individual looking to grow with an expanding company offering an excellent benefit package with salary and incentives. Principals only, no agencies, no recruiters. Please email resume to mark@sunsetmoulding.com or Fax to attention Mark Westlake at 530-6952560. All inquiries and resumes will be strictly confidential.

BIG CREEK LUMBER is looking for an experienced lumber & panel buyer for our northern central coast locations. The position is based in Watsonville with regular visits to our northern facilities (Santa Cruz, Davenport & Half Moon Bay). The successful candidate will have lumber & panel purchasing experience: knowledge of the lumber & panel market; knowledge of inventory management practices: a cheeful & co-operative attitude; the ability to handle pressure situations in a professional manner; and be very well organized. Please send resume to Gayle Lovell, P.O. Box 550, Watsonville, Ca. 95011l. e-mail gaylel@bigcreek.com; or Fax resume to 831-761-1634, Attn: Gavle.

EXPERIENCED HARDWOOD LUMBER

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, selfstarter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 909-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

Salesperson wanted. Progressive lumber company seeking outside salespgrson. Generous commission schedule & medical benefits. Please send resumes to: Summit Hardwoods. Attn: Terie Lorentzen, l4l5 E. Grand Ave., Pomona, Ca. 91766, Fax to 909-469-1659, or call Mark Michie. (310) 638-0468.

uqrres

Troy Anderson French, 82, owner of French's Buildins Materials. Hurclin, Mt., dicd Jan. 3.-

A shipbuilder in the U.S. Navy during World War II and the Korean War, he began his lumber career at Hardin Lumber Co., Hardin, in 1938, r.vorking his way up to manager in the early 1960s. ln 191 l. he and his rvife. Evelyn. acquired Saunders Lumber in 197 I and renamed it French's.

Loran LaSells "Stubtt Stewart. 93, former president of Bohemia Lumber Co.. Eugene. Or., died of congestive heart f'ailure Jan. 2.

He earncd his degree in logging engineering from Oregon Agricultural College (norv OSU), then rvorked as an engineer fbr the Forcst Service and in lumber sales for Pope & Talbot. Portland. Or.

ln 1946, after serving as a U.S. Army lieutenant colonel during WW II, he, younger brother Faye, and brother-in-larv Larry Chapman bought Bohemia Lumbcr from their father. Mr. Stewart becarne president in 1950. retiring in 1976. He remained on the company's board until 1986.

The business ooerated mills throughout Oregon and California. In 1991, the Oregon mills r,vere sold to Willamette Industries and its Califbrnia assets to Sierra-Pacific.

.\

- *'-. -"

Try

Forrest Ullman. 92. Ullman Lumber. Big Timber, Mt., died Dec. 3l . He r.vas a member of Western Building Material Association's 40 Year Club.

Allan Porter Routzahn, 87. 40year Montana sawmill operator, died Jan. l3 in Lincoln. Mt.

After serving in the Navy during WW II. he ran a sarvmill in Lincoln rvith Ernie Wood. then rvith Moritz Wiederhold from 1950 to 1956.

In 1968 he bought Walker Lumber, Great Falls. Mt. ln 1916 he returned to Lincoln and ooerated a sar'vmill rvith George Ripley until 1986.

William Howard ('Bud" Lewis. 84, retired lumber trader for KennedyJohnsen Lumber Co.. Mountlake Terrace. Wa., died Dec. 23.

Before spending 25 years with Kennedy-Johnsen, Mr. Lewis r'vorked for Mauk Seattle Lumber Co.. Seattle. Wa., in the 1950s and early 1960s.

During WW II, he earned a purple heart and a Bronze Star for valor.

Leon B. "L.8." Winn, 86, fbrmer train conductor for the lumber hauler for Collins Pine Lumber Co., Chcster, Ca., died Dec.24 in Red Bluff, Ca. He retired in 1978 after 1l vears lvith Collins Pine.

Trim Head Stainless Steel 1

Cabinet Screws 2-yz" & 3"

Stainless Steel 1-%" to 4"

Yellow Zinc 1" to 14"

Lag Screws 2-%" to 12"

Composite Deck Screws 2-Yz" to 3"

Ceramic Coated Exterior 1-1/a" to 6"

Self countersinking, no stripping of head, reduced spl itti ng, a nd twist-off vi rtual ly el m i nated.

Let

the Capital decking specialists help select the best materials for your needs.

umber.com

U.S.

Souru:m Cluronml

Peterman Lumber C0.....................................(909) 357-7730

Product Sales C0...............,.(800) 660-8680 (714) 998-8680

Redwood Empire..... ......(909) 296-961 1

Reer Lumber service (Anaheim) . t9?!i 333.1333

Reel Lumber Service (Riverside) ...................(909) 781 -0564

Regal Custom luillwork........(714) 776-1673 (7 1 41 632-2488

Reliable Wholesale Lumber, Inc.....................(800) 649-8859

Simpson Strong-Tie C0.......(800) 999-5099 (714) 871-8373

TaigaForestProducts....................................(800)348-1400

Universal Forest Pr0ducts,..,.........,.....,.,.,.,.,.,(909)

llonu & Crrrnn Cnuronrn

All-Coast Forest Products ..............................(909) 627-855'1

Anaheim [,4illworks ........{714) 533-9945

Anfinson Lumber Sa|es..................................{951 ) 681 -4707

Austin Hardwoods & Hardware,,...,,.,.,..,........{714) 953-4000

Bear Forest Products...........(877) 369-2327 \909) 7 27 - 17 67

BMD (Vernon) ...............\877)587-4137

BMD (Ontario) ...............(800) 435-4020

Boise (O.C.)........,.., ,.....,(714) 255-1949

Boise (Riverside) .................(800) 648-91 1 6 (909) 343-3000

California Lumber Inspection Service.,..,....,...(714) 962-9994

C&E Lumber Co. ...........{909) 624-2709

Caprlal Lumber Co. .......(909) 591-4861

Fontana Wholesale Lumber, Inc, ...................(909) 350-1 21 4

Gold Star Transportation, Inc. .......,...,..,...,....,(951 ) 808-9500

Golding Sullivan Lumber Sa|es......................(71 4) 557-5551

Great Western Transport.....(800) 347-5561 (909) 484-1 250

Hampton Distribution .....(949) 752-5910

Hardwoods Unlimited .....................................{909) 272-1 000

Highland Lumber

Sournwlsr

OREGON

Pn*r*e ffsRrrwrsr

Weyerhaeuser B!

Feess ft4*tlrursrr^rg

BENO

Br ghl Wood Corp. (lVadras) ...(541) 475-2234

Warm Spring Forest Products Industries. ...(541) 553-1148

COOS BAY / NORTH BENO

conrad Forest Products ..(800) 356-7146 (541 ) 756-2595

Coos Head Forest Productd .....'.... ..............i400) Azz-SgAA

EUGENE / SPRINGFIELD

Ba\le'. J I

Burns Lumber Co

Cascaoe Structura -aminators..

Coos rleao tro'est P'od,cts

Gem n Forest ProoLrcts.

McFaranoCascade

\,4cKe'lzre tro'est P odLcls.

Rosboro L-mber

Western Woods. nc ...

Weyer'aeuse' Bu ldrrg Vatela.

MEDFORD / GRANTS PASS

Al weatre'Wood T'eare s.

Norman L-mber Co.

Pac,f c Wood Lam nates

Swansor-Supeno' fo est D ooucls..

Waldron Fo'est ProdLcls.

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lunoer Co.

qoyal Pac,tc IndLSlrres ..

Wevc'haeuser Co. rA bary'.

GREATER PORTLAND ABEA

Adams Lumber, lnc. ..$40)298-4222

Co lins Pine Co........ ...... ..(800) 758-4566

Harptol LJnbpr Sales Co.

LJB Lumber Sa es .......... ..(800) 552-5627

Lewis Co-nly Fo'est Products

Lo,israra-Pac;'ic Corp....

I urber Producls..

O eoac Bu ldrrg Prod,cts

Pa(,f,( Wood Prese,virg.

Varoon Group.....

Wesl dge Foresl P'oducrs..

FAX to 949-852-0231

or call (949) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

For more infomtion from qdrertis(rs, usc FAX Responsa numbers in brackets.

Adams Lumber......... ...................58

Allweather Wood Treaters [www.allweatherwood.com]........43

Anaheim Millworks..... ................47

Anfinson Lumber Sales [www.anfi nson.com]..........................25

Atessco, Inc. [www.atesscoinc.com]. ..................28

Azek Trimboards [www.azek.com].......... ......,,.,29

Beaver Lumber Co. ........,..,.... ,,,.,,,.....................58

BMD [www.bmdusa.com].. .........34

Burns Lumber Co. Iwww.burnslumber.com]....,.........Cover IV

C&D Lumber [www.cdlumber.com] .................31

C&E Lumber Co. Iwww.lodgepolepine.com] ..........................60

Cal Coast Wholesale Lumber......... ....................47

Capital Lumber Co. Iwww.capital-lumber.com].....,...52, 61, 67

Cascade Structural Laminators [www.cascadesl.com]...........53

CertainTeed [www.certainteed.com]...... ...........37

Collins Products LLC Iwww.truwoodsiding.com]..........Cover I

Colville Indian Precision Pine Co. [www.cippine.com]...........45

CSI [www.treatedwood.com].....................................................39

DMK-Pacific Corp.............. .........26

Elk Group Inc. [www.elkcorp.com]...... .......,.,...23

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. D I Year($18) |J2Years ($29)

D 3 Years ($31; x Best Deal

Qualified Dealers & Wholesalers (Free) O Bill MeD My Check Is Enclosed

Epoch Composite Products [www.evergrain.com]....................3

Fontana Wholesale Lumber Iwww.fontanawholesalelumber.com]

Forest Product Sales [www.forest-product-sales.com] ...........68

FyreWerks... ..........57

GeoDeck [www.geodeck.com] ............. ...............30

GRK Fasteners [www.grkfasteners.com].................................50

Hampton Lumber Sales [www.hamptonlumber.com] ............36

Highland Lumber Sales .,,...,,...,............47

Hoover Treated Wood Products Iwww.frtw.com]..,..........27, 51 J Huff Lumber Co. ..............65

Inland Timber Co............... .........69

Kerfer Lumbe. c"...........:::::::::::::::::::::.:.:::::..::::::::::::........ .........s2

Krauter Storage Systems [www.krauter-storage.com] .Cov. III

Landmark Products Iwww.landmarkproducts.com],...,.,.......59

LP Corp. [www.lpcorp.com]............... ..........10,49

M&M Builders Supply...... ..........48

Matthews International [www.woodmarking.com] ................51

Maze Nails [www.mazenails.com].......... ............40

McKenzie Forest Products [www.mckenziefp.com]................32

Norman Lumber Co. Iwww.normanlbr.com]..........................59

Pacific Wood Laminates [www.pwlonline.com] ......................33

Pacific Wood Preserving Cos. [www.pacificwood.com]..........57

Product Sales Co. 4

Progressive Solutions Iwww.progressivesolutions.com]..........24

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

Reel Lumber Service Iwww.reellumber.com]..........................46

Regal Custom Millwork Iwww.reellumber.com].....................46

Reliable Wholesale Lumber [www.rwli.net] ............................44

D.BLAZE

Fire Rehrdont lreoted Wood

Pressure lreoted Wood Products

Custom lreoting - Heot lreoting Service Roil Service (BNSF)

I 5500 Volencio Ave. - Fontono, Co 92335

Fox 909-350-9623 - E-moil fwl-fwp@pocbell.net

rlvww.f0nt0n0 wholesolelumber.com

Riley Creek [www.rileycreek.com]

Royal Pacific Industries

Screw Products Inc. Iwww.screw-products.com] ....................67

Simpson Timber Iwww.simpsoncalifornia.com]......................35

Stepstone Inc. [www.dekstone.com]..... ................8

Sunbelt Storage Systems [www.sunbeltracks.com].................19

Swan Secure Products [www.swansecure.com]........,........26, 56

Swanson Group Iwww,swansongroupinc.com]..........................9

Taiga Forest Products [www.taigaforest.com].........................38

Thunderbolt Wood Treating [www.thunderized.com] ...........61

TruWood [www.truwoodsiding.com] .......Cover I

Universal Fasteners [www.911-nails.com]................................21

U.S. Borax [www.borax.com]................ .............41

Van Arsdale-Harris Lumber Co............. ...........45

Warm Springs Forest Products [www.wsfpi.com] ..................56

Western Red Cedar Lumber Association [www.wrcla.org].....5

Western Wood Preserving Company Iwww.westernwoodpreserving.com]....................................53

Westridge Forest Products [www.westridge-fp.com] .............48

Weyerhaeuser Co. [www.weyerhaeuser.com]....,..,......... .,...,.,.17 Woodguard [www.wood-guard.com] ................60

Coll Croig or Chris

t,.,1 highly recommend working with a professional team,,,

'We all knew this was going to be a huge undertaking, but I don't think any of us (at C. H. Carpenter Lumber) realized iust how big it turned out to be. We saved time and money,and got a lot of extras we didn't even know about - by working with people who had expeience and expertise in this type of project."

"Our layout, designed for optimum materials handling, has lncreased our efficiency and has almost eliminated product damage."

331 am very pleased with the resultstt

- Frd Meier, C. H. Carpenter Lumhr Lakanille, Minnesiofa

Building a solid reputation doesn't come easy. lt takes time and a promise to meeting needs and keeping our word. Our customers and suppliers know they can count on us. We've built a solid reputation for over 75 years delivering construction-grade building products and services at competitive prices.

We offer:

. Handling, storage and job site delivery for building products and panels

o LTL service and route truck service

. Creen and kiln-dried DouglasFir;2 x 4-Economy, Utility, Std/Btr, #2, #1, Selects, 4through24 foot;2 x 6 through 2 x 14-Economy, #3, t2lBtr, Selects, B through 2B foot; timbers, studs and MSR lumber