Merchant Magazine - February 2008

It'a better to oork urith natoce' Foc 2O \eacs' rYloistcrreshietd'' hal o{$eced

confractors a deckinS option fhat's easl on home ou:ners and fhe environment. Backed \ a hmited li€etime oaccan\ otr deckir5 pr-oduct is made {com 90% celcted confent. It'r one oS the mos'l eco-fr-iend$ composites avaitabte. So don4 Sn sucprised i$ natoce shoos trp to lend a hand. A{tec att,1o,)'ce doinS them a b5favoc, too.

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VOLUME 86. NO. 8

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PUBLISHER A ar Oiikos iaroakr:s@ao r'"-

PUBLISHER EMERITUS i,1a" d Crt er

EDITOB D:iv d (i:'c idkoen g@tiu c1 ng 0roducts co "

ASSOCIATE EDITOR 1,,:'er D."b;:ts <iica:sG[.] r ng prodL,cts.co,rr

CONTHIBUTING EDITORS

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AD SALES MANAGER Chuck Casey 1661s,oy@[.] i] rrl c,oc.]tt: t:1.

CIRCULATION l1:atrer (e y nre iebu c fg products conrl

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Stabi lized Weather-Resistant Wood \_/

No more red tape please!

One of the blessings in my life in recent years is that I do not have to suffer through the unending bureaucracy of companies such as I previously worked for and did business with. One of the many problems with red tape is that it dulls the organization from top to bottom, and it starts to suck the life out of your business.

How many endless meetings do you sit through on a weekly basis? In larger companies, how about those never-ending PowerPoint presentations, sitting in the dark battling to stay awake, thinking about all the voicemail messages and emails piling up back in your office. In one company, I used to sit through upwards of four large meetings a day, leaving me no time to do, let alone think. And, I suspect if you think about it, you would agree that over half the meetings are totally non-productive and a complete waste of time. Many serve only to soothe some person's ego, and some may give short-term hope that something might come about, but those opportunities are squandered as

there is never enough time to implement any real idea effectively before half the organization gives up. And, it is not just meetings. It's everything. From idea implementation, to placing orders, handling invoices, running with new ideas, addressing daily/monthly/weekly/ quarterly/annual reports, and answering some overpaid board member who asks a stupid question at the board meeting and has to be pacified so he can earn his director fee. The annual budget process dragged out over months, not weeks, is another waste of precious time. The problem is that in a time when every company is cutting costs and staff, process takes up every minute of the working day, leaving not much time for anything else. I see the stress on people's faces as I talk with them.

Everything today is process oriented to the point that it stifles any level of creativity. Bureaucracy brings companies to a screeching halt. And there are managers who create their whole existence around it. They preach that

they abhor bureaucracy, but they never do anything about it. It's a way to protect their title and ranking.

The best to work for and the most successful companies I ever worked for encouraged the flow of ideas up and down. Some of the best ideas came from speaking to someone in the break room or in the elevator, speaking to people outside the normal circle. But that environment has to be created at the top, and it is not easy to change culture, especially in a "this is the way we have always done it" company.

Leaders must lay the foundation for change by the behaviors they demonstrate and the way they interact with the company at large. They need to declare war on these bureaucrats (and often the outside consultants who develop process in the first place).

In truth, the battle may not be totally winnable, and will be never ending, but nonetheless one worth fighting for. At every opportunity process needs to be challenged, and managers and staff must be made to feelfeel uncomfortable for defending nonsense.

Don't get me wrong. Every organization must have controls in place, just not to the point where no one is empowered to make a decision or do something out of the norm. Process should not be for process sake. Embrace people who have ideas, challenge people who are doing the same they did last year and the year before, and question the old ways of doing things. Use technology to its best advantage, and do not lose human input and spirit to technology.

There will be many who try to resist any change to the status quo, but fight them, the upside is too huge to shv awav from.

/il'.AzE NATTS

Maze Nails is helping to protect our world, One nail at a time!

Faulty forecasts The hazards of industry prognosticating

By John Krier JLK Global

tf\VER the last 18 months, my \-lindustry friends and I have been sharing many a laugh over the specious forecasting that has been foisted on us by "serious analysts."

These "experts" are representing groups that should know better given the statistical resources and various graduate degrees they possess. Remember how the housing market was "stabilizing" in the second half of 2006? How about the forecasts of 1.6 million housing starts for 2007 that were still hanging on in the first quarter of tftis year?

Why do obviously smart people make these statements when they (should) know that they are either wildly optimistic or, for the chronic bears, wildly pessimistic? In some cases, the motivations are obvious, in others a bit more mysterious.

When I analyzed the analyzers I was able to assign qualifications and motivations according to who they are and who they represent. This gave me a kind of syllabus to quickly separate the "wheat from the chaff."

I have created five main categories for forecasting pitfalls, any one of which can result in predictions that are either useless or dangerous to the investor.

Agenda Driven

Many forecasters employed

by industry associations and agencies-or who depend on them for consulting contracts-fall into this category. Their motives should be obvious, as well as understandable. But what they don't seem to realize is that their credibility shrinks with every wonky forecast, and so they fall victim to the law of diminishing returns. Why forecast if nobody is listening?

There is another type who bears mentioning in this category. That is the "position talker." What would you

say if you were short a couple hundred contracts on the futures board?

Model Driven

I call this the "dreaded model" because of the dangers of using a computer model managed by young MBA's who know little or nothing about the industry. When the data comes out, the handlers have little or no clue whether or not the conclusions make any sense. So if you don't recognize that the input is suspect, you are certainly unable to spot the flaws in the outgoing result.

All market fluctuations have similar characteristics, but they also have drivers unique to the current situation. lt is those unique circumstances that must be recognized and accounted for in any conclusion. As Wall Street has discovered, to its dismay, computer models work great as long as the trajectory of the market stays the same. but sudden shifts in projected trends can blow their carefully planned schemes sky high.

Fear Driven

When a company is faced with catastrophic losses, managers have a tendency to use the "rose-tinted glasses" scenario when faced with decisions about future direction.

This is dangerous because in times like these the "sit tight and wait for the next bull market" non-strategy

(Please turn to page 56)

As LBM market tightens, dealers hang on to decking

TTIRYING to counteract the effects I of fallins home builder demand for lumber?"bonsider putting more effort into your decking sales.

According to an informal survey by The Merchanl of dealers throughout the country, the vast majority suffered overall sales declines in 2007, but every one reported decking sales were down significantly less and in some cases actually increased last year.

"Our decking sales were up also for 2007," noted Rick Zaslove, Golden State Lumber, American Canyon, Ca. "Decking does not seem to be marketdriven like residential housing, but seems to be better when we have a dry spring that gives us a good jump on the year. Composites are up, and real wood is flat to down."

Jim Venezio, Park Building Supplies, Schenectady, N.Y., also sees decking as homeowner-not home builder-driven. "Have you ever seen the decks builders put on their new homes?" he asks. "Many times all they do is put a set of treated stairs off a patio door that leads to the backyard.

The new owners contract out to a deck builder or do it themselves, a deck they can be proud of. That is why decking is up. The deck completes the home!"

Venezio also notes that higherticket deck projects are no longer just boards and nails. "Look how many more options people have today on deck products." he says.

At Tindell's, Knoxville, Tn., decking sales slipped 5.5Vo,but gross margins actually increased nearly 37o. The trend held for both treated and composite decking, according to Gene McKinney.

Foxworth-Galbraith Lumber, with 69 locations in the Southwest, also held composite decking declines to 5Vo, reported decking buyer Larry Toney. "Trex is by far our biggest seller," he said. "Trex told me at a meeting a couple of weeks ago that our purchases were pretty much in line with our competitors."

Jaeger Lumber, Union, N.J., saw overall decking sales decline in 2OO7, but all decreases came in treated

wood.

"Our composite decking sales were flat in footage, but up in dollars," said John Daingerfield, noting that the addition of Azek Deck helped. "In the past four years, our treated decking sales have declined by 2O7o in footage. Our composite sales have increased 9OVo in footage. While our decking results didn't reach our expectations, it was one of the shining stars for us in an otherwise contracting market."

He attributes a steady increase for alternative decking to low maintenance. "I don't think that anyone replaces a treated or cedar deck with another treated or cedar deck," Daingerfield explains. "If you have Iived with the maintenance issues, you want something better next time. Better translates to 'I want to own it, not to have to deal with it.'

"A deck isn't a need, it's a want. No one wants to spend time cleaning a deck. Customers want to buy free time. They have done their homework on the producer websites. They have a good idea what they want. They are looking for us to confirm their conclusions and validate their choices. Once a customer has decided they want a deck, they want the best one they can afford. The composites and PVC decks require less maintenance, and our customers are deciding that the extra cost is worth it."

Thriftway, on the other hand, bucked the trend, realizing big gains in wood decking. At its main yard in Owensboro, Ky., "we were up 30Vo, but we were down 367o in composite decking," Ken Lawson said. Its Tell City, In., branch "was up 37o in the treated material, and they do not stock the composite."

All categories of decking jumped last year at Lovell Hardware & Building Supply, Lovell, Me., contributing to an overall increase of 75Va. "However," noted Tom Cooke, "the biggest contributor to that growth was by far the composite. We brought on Latitudes as our first 'stocking dealer' product and it was a great success. We even sold a large order to a gentleman who has a camp up here in Maine, but brought it back to Rhode Island to put on his home there. We also had another good year with Correct Deck and ProCell/Azek Deck. Although we are finally seeing some softness in the market, we look forward to another strong year of growth for the composite products in 2008."

DECKING and railing samples are prominently displayed at the contractors' desk of Ganahl Lumber. Costa Mesa. Ca.

Gomposite deck checklist

By Craig Sherrett Fiber Composites, LLC

A FTER posting double-digit la.growth over the last six years. alternative decking materials now account for more than 2OVo of the total decking market-and the industry is forecasted to continue expanding quickly as consumers seek lowermaintenance alternatives to traditional pressure treated lumber.

Composite and PVC (polyvinyl chloride) decking products have accounted for a majority of this growth by offering the best of both worlds-more naturalistic wood appearances and variations without edge cracking, stain retention, and water absorption. With the total decking market projected to reach $7.5 billion by 2O09, and more than one in five decking projects in 2008 to include composites, you can help your customers capture part of the profit by educating them on the newest decking solutions their customers will be asking for.

Low-maintenance composites not only keep the homeowner happy, contractors also appreciate the hassle-free installation. Research shows that at any given time, 3l%o of households are considering improving their outdoor areas and the average homeowner can spend up to seven months planning their dream deck. But after an initial consultation with a deck specialist, the contractor becomes the product specifier. Do you have the tools you need to help them choose the best product?

Consider offering composite decking products with:

. A variety of lengths with reversible surfaces, so contractors can cut fewer boards, save time, and cre-

ate less scrap.

. Grooved (GV) boards to allow the use of invisible side fasteners.

. Durable surfaces that resist scratching and water-absorption.

. Natural color variation and photo-realistic color graining. Hidden fasteners, which are completely concealed and automatically space boards apart by 3/16". (Using traditional screws on composite decking requires an extra step of hammering the material to conceal the screw,

and the material may shift and mushroom.)

Designed to work with all grooved deck boards, Fiber Composites' Phantom II is a "top-down" system that allows installers to securely anchor the deck from above. requiring no special tools or glue.

- Craig Sherrett is marketing director for Fiber Composites, LLC, New htndon, NC. He can be reached at craigs@fibercomDosites.com.

RECENTLY introduced extras, such as Fiber Comoosites' Phantom ll Hidden Deck Fastenino System, complete the deck package.

I at the Pro Desk wi keep deck contractors coming back for m"g.re

D) UILDING code requirements

l)vary quite a bit from state to state, between neighboring counties, and sometimes even from one town to another. Experienced and conscientious builders do their best to be code compliant with their projects. However, questions come up, and inspectors find things that make the builder scratch his head and wonder when the heck did that change?

Building codes change on a regular basis as a result of advances in technology, development of new building practices, and sometimes even due to the rising popularity of a certain type of project (e.g., outdoor living areas). There are going to be a lot of building code changes for decks and railings over the next few years.

Since builders by nature prefer to work with their hands and listen to the hum (or screech) of their power tools versus spending inordinate amounts

of time reading code books, many of them get their information word-ofmouth from inspectors, other builders, and sometimes vendors during product demonstrations. While these ancillary resources may very well provide accurate information. the most trusted resource is always the first sourcethe book.

Pros will go where they can find answers quickly and easily. What ber ter place than your Pro Desk! They need to go to your yard for materials anyway. Builders have a choice where purchase their materials. Decisions of who they decide to deal with have as much to do with service as with price. They will certainly choose your yard over another when they know they can get the help they need in addition to their materials.

Much of the building code in use today is based on a version of model codes developed by the International

INorth American Deck & Railins Association

Code Council (ICC). In particular, your builders will be interested in two ICC model codes: International Building Code (IBC) and International Residential Code (IRC). (There are several other model code books put out by the ICC covering other areas such as plumbing and electrical requirements).

The agency that governs building code for your jurisdiction may have adopted all or part of the an ICC model code book. Sometimes only a portion of a model code book is adopted. As well, a jurisdiction may instead choose to adopt its own code or amend code from the ICC model codes. A well-known example of this is the state of California. which has adopted its own code. The Los Angeles Building Code has further amendments in addition to the California Building Code for application in that jurisdiction.

The ICC works on a code development cycle that runs for three years. Be aware that a jurisdiction may not be using the most current version of an ICC model code book. This is common as it takes time for newer versions to work their way down to building departments, be reviewed (sometimes modified), and finally adopted. Therefore. it is very important to determine what code and which version is currently adopted in your jurisdiction. Some building departments make finding this out easy by listing the code books that they have adopted on their website.

If you serve more than one area, make sure you contact the building departments for neighboring jurisdictions as well. Be sure to get on their mailing list for updates, and make a call now and then to be sure your materials are up to date.

You can also ask for or download copies of permit forms and handouts that the building department may have on hand. Ask for sample copies of permit requirements, punch lists, and anything else that might help your pro customers do the best job of code compliance possible.

It is important to keep in mind that your Pro Desk is not the building department and should not give advice. You are only supplying casual resources for the builders to look at. Code questions should be answered by the building department.

There are several ways to get the word out:

. Simply tell the builders when they come in and point out the books and forms now available to them. Then post a sign, do a mailer, include it in your e-newsletter, or announce it at a breakfast or lunch-time demo that you host.

. Tell the building inspectors-they will tell the builders.

. Invite a building inspector to do an hour presentation on some area of building practice, and then tell that captive audience that you now have these references available. The builders will know that you have their best interests at heart, and they will come back.

- Diana Hanson is co-owner and operater o.f deck contract0r Woodpile Construction, Meridian, Id., and Woodpile Products, maker of Deckit deck spacers. She is active in North American Deck & Railing Association and frequently writes .for industry publications. Contact her at

Pro Desk Resources

wlyw.iccsafe.org

Membership in the International Code Council is relatively inexpensive and may be worthwhile (it includes one copy of a code book of choice). Plus, it will enable you to purchase code books at a discounted rate, as well as, gain access to member benefits that will keep you up to date on code developments.

Code books sometimes reference that a particular type of building material must meet a formal standard. For example, 2006 IRC at Section 319.3 Fasteners states:

"Fasteners for pressure-preservative and fire-retardant-treated wood shall be of hot-dipped zinccoated galvanized steel, stainless steel, silicon bronze or copper. The coating weights for zinc-coated fasteners shall be in accordance with ASTM A153..."

Resources for some of the more commonly referenced standards are:

wlvw.icc-es.org

International Code CouncilEvaluation Service provides evaluation of building materials for code compliance. Materials reports are available at this site.

www.astm.org

ASTM International is an international standards organization that develops and publishes voluntary technical standards and a wide range of materials, products, systems and services.

www.awpa.org

American Wood Protection Association's Book of Standards includes tables for pressure treated lumber with recommended uses. Included is information describing the identifying tags on treated lumber that meets AWPA standards.

wlvw.msds.coom

Material Safety Data Sheets

(MSDS) are available for an inexpensive subscription fee at this website. MSDS's are most helpful for contractors doing commercial work. However, occasionally they are helpful for deck builders, as in the specific case of MSDS's that detail the coatings required for cut ends of ACQ pressure treated lumber products.

Rhino Deck composite decking and railing systems include planks, posts, rails, balusters, fascia, flashing, and joist covers. Rhino Deck is splinter free, slip resistant, and does not need painting or staining! Materials install with traditional wood tools and are covered by a l0-yearw^rranty.

Off-grade OSB breaks out online

THE last l0 years are scatI tered with the remnants of dozens of dismantled online marketplaces for lumber and building materials. Long since faded are their fancy brochures and bold proclamations of how they would revolutionize the stodgy LBM industry..

Silvaris Corp., Bellevue, Wa., thinks the idea can still work. The lumber wholesaler, which specializes in buying and selling off-grade lumber, panels, seconds and surplus, bills itself as a "technology-powered trading house," a claim backed by its recent launch of OSBMarket.

Effi

NEW E-MARKETPLACE is banking on OSB buyers searching for high efficiencies, low prices.

The Merchant Magazine asked Silvaris president and c.e.o. Kurt Bray to walk us through his latest venture and share how it plans to beat the odds.

lMerchantl Wttat does it mean to be a "technology. powered trading house"?

[Bray] Well, it means that we don't trade in the typical wholesale fashion, heavily dependent on individual salespeople who strive to protect their own books of business first and foremost. I started this company in 2000 with my colleague Steve Malloy (now chief technology officer), who was a guy with a deep background in the software industry, whereas I came from the lumber business.

We sat down one day and discussed how we could make a mark in this industry. And we realized that what the lumber wholesale business needed was someone to tap into the virtually untouched potential of technology to create better efficiencies in buying and selling.

Wtrat is OSBMarket?

It is a website designed to give the downfall OSB industry an online presence. Anyone can visit the site (www.osbmarket.com) and view available inventory and current prices. We track our sales data and display it as the "TrueMarket Index," which gives buyers a view of what actual prices have been over a period of time. Buyers can set up an account with Silvaris through the site and purchase truckloads of OSB delivered anywhere within the region they buy in.

Is all the OSB offered offgrade? How are buyers assured of the quality of products they purchase?

Yes, at this point all the OSB is off-grade. The downfall market is a whole different thing than the commodity market, and Silvaris specializes in downfall products through its trading arm, LowGradelumber.

We've developed two "grades" ofoff-grade OSB classifications: LowGradel and LowGrade2. These two grade names reflect the better srade and second downfall OSB produced by mills who have different names for the same types of products. The mills have responded very well to the idea of generalizing the grades to two simple definitions. We have a full description of what each grade means on the site and a chart that shows the corresponding mill grade names that customers are already familiar with.

Wtry OSB? Is there anything about this particular product that lends it to marketing online?

OSB is a great product to market online. OSB is relatively uniform in terms of standard sizes produced, and is something that is used for many different types of applications, making it easier to sell in a wide range of locations to a wide range of buyers. Buyers are very familiar with what they purchase on a regular basis so there is no guesswork in ordering online.

In addition, we have a lot of solid relationships with major OSB producers, which allows us to have a nationwide presence in downfall OSB. Because we have traders buying and selling OSB all day long, we have a really good feel for what the prices are in the OSBMarket regions. We can update prices in real time on the site, so buyers can visit the site and see the most current market information available.

Wtrat are OSBMarket regions?

We built regions around our major supply centers and logistics contracts. OSBMarket prices are TrueMarket ' prices, which means delivered prices to anywhere within that region.

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Currently we are selling in seven regions, primarily in the East, Midwest and Southwest. We will be rolling out other regions as we firm up supply centers in those areas.

Whe.e do you plan to go from here?

Up. Online purchases of OSB are three times as high as we expected in the first few months. Buyers tell us they love the convenience of the online buying process, and even more than that they love to be able to come online anytime and see where the market prices are. The pricing on OSBMarket is aggressive, and customers get the best value for their money.

Our goal is to be the price leader in the market and give the customers a great venue to transact OSB anytime day or night. We believe that e-commerce is a wave of the future in this industry, just like it has been in so many others, and we plan to spearhead the effort at getting there.

Ottter online marketplaces for buitding materials, some with very deep pockets, have come and gone. Critics have blamed the impersonal nature of the Internet. which contrasts with the personal nature of the wood products industry. How has Silvaris addressed this challenge in designing OSBMarket?

We really think this is an issue of timing and adaptation. Some industries, such as securities, were quick to respond to the "Internet revolution." However, lumber trading is a much more traditional industry and has adopted technology much more slowly. Many online marketplaces have attempted to force wood products buyers to change the way they buy.

We provide an alternative to the way buyers buy OSB today. They can still buy it over the telephone from our traders. OSBMarket is really simple and easy to use, and so far even the most non-technical users have agreed with that. We are managing it carefully to make sure our prices are competitive, which makes taking those few easy clicks pretty motivating.

We are not trying to keep customers from talking to us personally. We are just trying to make it easier for them to place their orders and save the phone calls for more complicated issues. This efficiency is beneficial to everyone.

Two Coat Exterior Prime

0ur two-coat process starts with an atkyd seater to block tannin migration, fotLowed by a high-performance acrytic primer. The resutt: RESERVE quatity, inside and out.

Superior Wood

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

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, lengths and finishes. Whether the project catts for 5152E or S4S, we offer tengths ranging from 16'to 20'. Pattern stock is atso avaitabte.

-

The Finest Stock, The Best Coating

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

The house that ptywood built

The patterned wood surfaces are juxtaposed against crisp white painted ceilings, cabinetry and shelving. The plywood "was painstakingly chosen over a period of many months for its grain pattern" before being shipped from Alabama to California, said Donahoe.

Although Harrigan Woods' primary residence is in San Francisco, she remains active in the plywood business she owns with her cousins, Tom O'Melia of Grove Hill. Al.. and his sister, Helen Skipper of Jackson, Al.

f\OMMONLY used as sheathing.

\-zsouthern pine plywood is usually not selected for its aesthetic proper-

ties. But a recent project in California's Sonoma County uses plywood as its primary design element.

The 2,000-sq. ft. gabled farmhouse sits on a 40-acre vineyard in Healdsburg and is owned by Teira Wines' Daniel Donahoe and his wife, Alexis Woods, a modernist landscape designer. Woods' mother, Kay Harrigan Woods, also built herself a cabin on the property, and she serves as chairman and co-owner of southern pine plywood manufacturer Scotch Plywood, Fulton, Al. "I thought, why not use the family product?" her daughter theorized.

The L-shaped layout of Donahoe and Woods' home features a longer, single-story wing with kitchen, living and dining room and a shorter, twostory wing, with bedrooms and a plywood-clad staircase. Unadorned plywood walls and simple southern pine floors are throughout.

SYP floors and walls are accented by white ceiling, trim and bookshelves.

WALLS of plywood frame the entrance, leading straight into the living room or left into the kitchen.

PLYWOOD stairwell leads to the bedrooms.

Our decks go equally well with red wine, BBQ sauce or ketchup.

First there was wood, then composites, and finally there's the next generation of decking. Presenting AZEK Deck, a superior decking option that is refining - and redefiningthe very notion of building a deck. Engineered with Procell''' Technology, AZEK Deck virtually eliminates the shortfalls associated with wood and composite decking so you can forget the stains and mold problems that are common with the leading composite decks

Built to withstand a houseful of household objects, homeowners can actually live on their AZEK Deck. Spilled wine, fruit punch, even hamburger grease are no match for AZEK Deck's stain resistance. And since it's scratch resistant also, you won't have to worry * ' about scuffing it up during installation and AZEK Deck will keep looking great for years.

AZEK Building Products has more than 2O years of experience in cellular pvc manufacturing. We make AZEK Trim, the number one brand of trim. and +*- 'T AZ1K Moulding. And now, we're bringing our S leadership and innovation to AZEK Deck.

To see why AZEK Deck is the solid choice for building a better deck, visit azek.com or call 877-ASK-AZEK.

etitive ligence Getting some respect

By Carla Waldemar

T ET'S get one thing straight right IJat the beginning: Dave Klun is not a laid-back individual (but what man of insight and ambition is?). Think of Dave as a televangelist preaching to remodelersthe Rodney Dangerfi elds of our industry-and he'll give them all the respect they can handle.

Serving remodelers has been his mission for decades, culminating with the launch of The Remodeler's Choice on-he might forget his birthday, but he's memorized this date-August 3, 2006, as a new division of Fullerton Companies. Why? Because he's been there. done that. and knows it's a vastly underserved market with its own unique needs. And just watch out: Today it's a flourishing Minneapolis, Mn., company, but already there's talk of franchising regionally and nationally. And don't rule out the moon.

A little backstory: Dave began work as a carpenter in 1979, after completing a course in carpentry at a local technical collese. After a few

years of pounding nails, he took a job at Scherer Bros., a big-time local lumberyard. Working in sales, he witnessed the frustrations of that niche of customers who were not custom builders. One size fits all didn't set well with their needs, but they had no alternative.

Dave pushed to form (and head) a division which, fueled by late-night pizza and a thesaurus, he named the Remod Squad. He gathered a focus group of seasoned remodelers to learn their special requirements, and then took the business from $2 million to $25 million in l0 years. "But," as he tells the story, "the whole company wasn't behind it and didn't believe in it. The buzzwords 'operational excellence' ended when the sale was made. So," he explains with his hallmark guffaw that could penetrate steel and that naughty-kid grin, "after l9 years and ll months, I left. I didn't wait around for the gold watch."

Short-sighted? Only to those wear-

ing corporate blinders. If there were a poster child for out-of-box thinkers, Dave would win the job. But let's back up: When you get right down to it, it was simply common sense. And a common ally, Jeff Howe.

Howe was Fullerton's new c.e.o.the first non-family member to hold that post for the nationwide lumber company in its 125 years, introduced to Dave by a colleague who'd learned of his disillusionment. Says Dave of Howe with evangelical fervor, "The man is brilliant! Another 'outside' thinker! The guy wanted to light up the remodeling industry-so, me and him together -holy crapt"

When a site became available in an ideal inner-city neighborhood of aging mansions, Howe asked, "Ready?"

Dave said, "Um, give me six or eight months?" Howe countered with "Opportunity knocks," so they moved boldly forward, remodeling the spacious lumberyard and transforming its sales floor into a gorgeous showroom, prepared to serve a customer mix representing 857o pros and l5%o property managers.

By now, Dave knew full well what sets these guys apart from your newhome builder, and took on staff (21 to date), product mix, and equipment geared to serve their special needs.

Which are...well, let Dave tell it. "Remodelers do demolition, number one. It's a whole different mentality/ It requires. say. covering up an existing floor and different equipment, like dust masks and floor proteition. Then, they've got to put it all back together, adding the challenge of working in an existing environment.

"Number two, the remodeling business is segmented all across the board. Some work just in the suburbs, while others never get on a freeway. Then there's the difference between adding a family room on a suburban home and working in a vintage inner-city home, where you never know what's behind the wall-'My God! Look what we found!'-which may require immediate and urgent action. And you've got to respond to that-so, we take our accounts and segment them: large, small, specialty, handyman, etc.

"Also, to serve these contractors, you have to think of complementary products. If they're doing beams and headers, have you got the right hanger? Yet, remodelers don't buy a ton of hardware compared with the buying volume of new-home contractors, so you have to balance how you stock oroducts.

DAVE KLUN designed The Remodeler's Choice to meet the specific needs of remodelers.

"Remodelers require small deliveries"a key difference"so we bought smaller trucks. For a new house, you can unload in the middle of a cornfield at 5 a.m., but not at a customer's home. And you've got to be nimble, maneuver through an alley, or get around a fence. You can't block the driveway or leave material where ir will kill the grass. And when oil from a truck stains someone's driveway, who do they call?" he roars. Consequently, "we recognize that our vehicles require top-notch maintenance.

"Deliveries ahead of schedule are great for builders, but bad for remodelers-so you deliver what they need on a daily basis. In traditional lumberyards, you hear, 'Oh, they always think it's an emergency.' Well, 'emergency' is normal here. Builders can work around it if something's missing, but for remodelers, they need it now. So we also have better alignment with our suppliers to get product quicker. And if we don't have a truck available," Dave has figured in a spurt of genius. "we utilize a courier servicequicker and more nimble, and the cost is not that big a deal."

Another key difference he cites:

"Our drivers need to have customerfocused mindsets, too. The driver is the last person to see the homeowner, so it's absolutely critical that he leaves the homeowner with a sense of caring." A final challenge: "The owners live here, so we're being inspected all night long."

The rewards come in different flavors, too. "The money won't be made in volume-rather, in margins," he explains. "Our customers will pay a little extra. They say that price is important, but service is number one."

Another bonus: loyalty. "They're relationship-driven," he says. "You earn their respect, offer a fair price,

and they're not out there shopping."

It takes a different mindset on the part of every employee (some of whom followed Dave from Scherer Bros., as did more than a few customers; others were culled from "banged-up remodelers, a fount of information," Dave rejoices.). "This staff all want to work with remodelers. But you've got to change their way of thinking from that of a traditional yard, not fall back on old ways." ("Flexible and open," a passing employee calls out the motivational team slogan with a grin.)

(Please turn to next page)

EVERYTHING at the company cenlers around remodelers, including its logo with a big red R.

Com petitive I ntelligence

( Continued from previous page )

"We're tighter and more cohesive, a relay from sales to operations to drivers. If the baton is dropped, you don't win the race-you don't even compete!" he booms. "The key is, you don't just stop with the sales group. You have to have the whole company on board. The operation needs to be seamless."

Thus, voicemails are updated daily and phone calls returned before dark, along with other user-friendly practices not yet on the radar of most yards. And Remodeler's Choice is all about being proactive. "We don't just wait for the phone to ring. We call them: 'How can we serve you?"'-and then act on it. At first, the yard was closed on Saturdays, like every other yard. But Dave soon heard that that was the only day his customers' customers could drop by the showroom and made a quick switch. Soon a 24ll access system will add to their ease.

The company's forte-indeed, its core mission-is to serve as the only resource a client ever needs. "Today, businesspeople are taking over the remodeling industry, and that's fine," Dave professes, "but they don't know the intricacies. They can't put it all together-so, we can serve as their resource. We'll be rfte choice: That's our vision.

"The traditional yard as we know it is not designed for the remodeling industry. This industry is starting to

come into its own. People have got to believe it's not a stepchild. Lumberyards have sold to remodelers ever since the very first house was ever built-but there's never been a business plan specifically for the industry before."

All very well and good, Brother Dave. But how will you get the salvation message out to those in need?

Well, on the seventh day, Dave didn't just say "Good" and take a rest. He stepped up to the pulpit and started marketing. Because the idea was nourished over countless slices of pizza, Remodeler's Choice lifted the pizza pros' delivery method. They sent out a series of eight boxed "slices," each containing one of the company's mission statements. They read like this: Save your energy. Maximize your time. Increase your efficiency. Improve your bottom line. Expand your knowledge; maintain your schedule. Satisfy your customers. And build your business.

Knowing that branding was vital to making an impact, they hired a specialized company, Image Patrol, to devise a memorable logo: red R for remodeler in the center of a circle (Get it? Remodelers are embraced.) surrounded by photos of remodeler "customers" who are black, Hispanic, female and young.

That's no accident; that's the wave of the industry's future. "Diversity," insists Dave, "is an integral part of this. We're in the process of hiring a Spanish speaker" to address the grow-

ing workforce in what used to be Swedish Minnesota.

Bottom line; Is it coming together? Says Howe, who's done his homework, "In 2005 for the first time nationally, revenue from remodeling equaled that of new construction at $300 billion. And that was a good year for new homes. Knowing that, in time remodeling will surpass the new-home business. Fullerton is a company that understands niches-we have a very successful cattle feed lot building niche and another in panelizing chain restaurants. so once we define and refine this new model, there's no upside limit. We don't stand out now as much as we will, when the economy turns around. Right now, everyone's competing for the business that's out there. But a gap will [again] occur when the market gets better. We understand the emotions of the remodeler, and we'll be there for them."

According to Dave, "We're seeing gradual increase. Our market penetration is slow but steady-over $5 million today and growing." A sprinter by nature, Dave has learned to train for the long-distance marathon. "We're laying the footings; the foundations will come. Go slow and get it right."

So maybe it'll take a year or two longer to franchise on the moon, but I'm placing bets he'll get there.

PARTNER Jetf Howe leads a workshoo at a recent home imorovement show.

- A former award-winning LBM trade magaiine editor, Carla Waldemar writes frequently on the industry. Contact her at cwalde mo r @ nln. rr. con1.

soles Action: The attitude that sells

By James Olsen

f USED to work with a guy who lmade fun of the "positive attitude" people. "Oh, so all I have to do is have a positive attitude and I will sell everything I need to sell. I'd like those positive attitude idiots to come in here and try to sell some lumber in this market!"

I admit, I am one of those positive attitude proponents. But to me attitude is more than a state of mind; it is also a state of action.

Sellers often give all the power to the customer and then complain that the customer doesn't treat them with any respect. How do sellers give customers all the power?

Giving up the Power

When we enter conversations with customers saying, "What do you want to pay?" and "What do you want to buy?," we send these messages:

. I don't know anything. You tell me.

. I am too lazy to work for you, ' Mr. Customer. Please do all the work. Tell me how to price my product. I am too lazy to even work up a price.

. Pay me as little as possible.

. Counter my price. (If I have even given one.)

. Go for the jugular vein. (I don't know anything. Take advantage of me.)

I am lazy. Just give me a cheap price.

It's amazing that these sellers continue to get mad at customers that give them no respect and bad prices. When we call a customer and say, "What do you need?," what we are really saying is.

"Mr. Customer, I'm too lazy to do any work for you, will you work for me? Will you tell me what you want to buy, when you want it to ship, and what you want to pay for it?"

This is not the attitude/action of the professional seller/partner. This is an employee attitude. Professional sellers share power with customers. The seller's power is promotion. Offering product, solutions, and proposals to our customers is sharing power. We must do our part.

If we want our customers to treat us like partners, we have to bring value. If we come to our customers with a "What do I do now?" or "What do I do next?" attitude/action, our customers will treat us as employees rather than partners.

If we have a business partner who starts each day by saying, "What do I do next?," it won't take us long to buy this partner out. Why? Because this partner is not bringing value, or at least not partnership value. Our customers think and feel the same way. Our customers need and want partnerq, not another employee (salesperson) asking them what they need. Why are we asking our customers

what they need? Didn't we find that out when we prospected them? (I detail how to make a great prospect call in my book, Selling Lumber: Sales Secrets of a Lumber Broker.) If we did give a good prospect call and we know what our customer uses, we offer those specific products on every call after the prospect call.

The Secret Benefit

When we promote product on every call we are doing what I call playing offense. We are acting and pro-acting. When we come to customers with the "What do I do next?" attitude, we are playing defense; we are reacting. Acting instead of reacting, playing offense instead of playing defense, when we promote product, we will feel better at the end of the day.

Yes, but does a good feeling get me the order? In the short- (not immediate) and long-term, my answer is: yes and yes. Remember, in tough markets our customers are struggling also. They don't need another whining salesperson telling them how tough it is. What they need and want is a positive force to come in the door or over the phone and tell them why something is a good deal for them!

Positive attitudes alone will not save us. We must hustle. (Action) We must prepare (Action). We must promote products, deals and proposals that benefit customers in a financial or business way (Action). But we also bring with us a spirit and attitude of positiveness. Our customers want to buy from positive, pro-active promoters of product.

- James Olsen, Reality Sales Training, specializes in sales training for the lumber industry. Reach him at jame s @ real ity- sale s t ra in ing.com o r (503) 544-3572.

R:rm:rs

Central Valley Supply & Hardware has opened in Riverbank, Ca., in the 3,200-sq. ft. building formerly occupied by Oakdale Building Supply; John Yanez, owner ...

Parr Lumber Co.has acquired a larger site in west Redmond, Or., to eventually relocate its downtown Redmond yard ...

Homewood Lumber won planning commission approval to build a new facility in Loomis, Ca. ...

Gust Ace Hardware, Longmont, Co., will add 1,100 sq. ft.of retail space and nearly 2,O0O sq. ft. of warehouse room to its 23,000-sq. ft. store

Willow Glen Ace Hardware.San Jose, Ca., is opening its 8,900-sq. ft. store in May; owners Eric, Richard and Larry Hassett also operate Palo Alto Hardware, Palo Alto, Ca.

Lowe's Cos. opened new stores Jan.25 in Show Low, Az., and Redmond, Or.; Jan. 12 in N. Apple Vallev and W. Sacramento. Ca.. and Jan. 5 in City of Industry, Ca. (Robert Dominguez, mgr) ...

Lowe's expects new store openings in 2nd quarter 2008 in E. Santa Clarita, Ca., and in 3rd quarter 2008 in Menifee, Ca.; is placing the finishing touches on a 102,000sq. ft. store with 27,000-sq. ft. garden center in Bend, Or.; received approval to build a long-delayed 111,196-sq. ft. store in Sonora, Ca., and will anchor new shopping centers in Springfield, Or., and Paso Robles, Ca., its first in San Luis Obispo County

Home Depot has applied to begin construction in June on a 50acre site in Battle Ground, Wa.; was denied permission to build in Long Beach, Ca., due to an inade-

quate environmental impact report, and is awaiting zoning approval to build on property in Grant Pass, Or., owned by Timber Products ...

Home Depot will not build on 11 acres in Springfield, Or., due to voter disapproval of the project; is negotiating to build in Azusa, Ca., and will anchor a new retail center in Atwater, Ca.

Wrorrsnuns/ff rrurrcrun:ns

Umpqua Lumber, Dillard, Or., shut down early this month for at least six months ...

RY Timber restarted its mills in Townsend and Livingston, Mt., Jan.28 after a two-week layoff

Sierra-Pacific Industries has opened a new forestry office in Ryderwood (Centralia), Wa.; staffers include Tom Nelson. Andrew Wodnik, Jim Hansen, Bill Langlois, Josh Misenar, Jack Stover, Barry Armstrong, Matt Moses, and Patrick Allen ...

Weyerhaeuser Co., Federal Way, Wa., agreed to sell its European ilevel engineered wood products operations to Finland-based Finnforest...

Silvaris Corp., Bellevue, Wa., has expanded its OSBMarket electronic marketplace to two additional regions, Southern California and West Texas ...

Smith & Fong Co. has added a warehouse in Seattle, Wa., to supply bamboo flooring and plywood to the Pacific Northwest ...

Arizona Railroad Group has added a transload facilitv in Benson. Az.

Interpan North America, Coppell, Tx., which operates as Finnforest USA Lumber & Panel Division, has been purchased by

UCM Timber, London, Eng.;Frank Ferguson will continue as managing director ...

Bonneville Transloaders. Inc. is consolidating its transloading operations in Moorcroft, Wy., and near Upton, Wy., to a larger facility in Upton ...

Pacific Lumber Co. wants to sell an elementary school and recreation center in Scotia. Ca., for $3.13 million to the local school district ...

Ainsworth, Vancouver, B.C., temporarily curtailed operations Jan. 19 at irs OSB mill in Cook, Mn.

Bosch has acquired the assets of Hong Kong-based leveling-laser manufacturer RoboToolz Ltd.

Railing Dynamics is rolling out a new marketing motto: "For home, for life"

Anniversaries: W.H. Maze, Peru, Il., 160th ... Cut & Dried Hardwood, Solana Beach, Ca., 30th ...

Housing starts in December dropped I4.2Vo to a seasonally adjusted annual rate of 1.006 million ... single-family starts slipped 2.9Vo ... regionally, starts fell l9.6Vo in the West permits slid lO.lVo.

Send us your newsl

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

Just Fax your news to 949-8520231 or send by email to kdebats@ building-products.com. (a lree

Listings are often submitted months in advance. Alway-s verifi dates and locations with sponsor before making plans to attend.

Jrsnumv

Western Building Material Association - Feb. 13, human resources workshop, Olympia, Wa.; (360) 943-3054.

lnternational Builders Show - Feb. 13-16, Orange County Convention Center, Orlando, Fl.; (800) 368-5242.

Winema Hoo-Hoo Club - Feb. L6, Valentine's dinner, Klamath Falls, Or.; (541) 882-7559.

Western Building Material Association - Feb. 19-20, estimating seminar, Grove Hotel, Boise, Id.; (360) 943-3054.

International Roofing Expo - Feb. 2l-23, Las Vegas Convention Center, Las Vegas, Nv.; (847) 299-90'70.

Oregon Logging Conference - Feb. 2l-23, Lane County Fairgrounds and Eugene Hilton, Eugene, Or.; (541) 686-9191.

Remodeling & Decorating Show - Feb.22-24, Los Angeles Convention Center, Los Angeles, Ca.; (818) 55'7-2950.

lhmcn

Deck Expo - March 5-6, Orlando, Fl.; (678) 344-6283.

International Wood Products Association - March 5-7, annual convention, Orlando, Fl.; (703) 820-6696.

Lumber Association of California & Nevada - March 6, 2nd Growth meeting, Buena Park, Ca.; (800) 266-4344.

Mountain States Lumber & Building Material Dealers Association - March 6-7, products expo, Denver Merchandise Mart, Denver, Co.; (800) 365-0919.

Ace Hardware Corp. - March 7-10, spring market, Dallas, Tx.; (630\ 990-7662.

Western Wood Products Association - March 8-11, annual meeting, Doubletree Paradise Valley, Scottsdale, Az.; (503) 224-3930.

Wood Moulding & Millwork Producers Association - March 10-15, winter business meeting, Westin Mission Hills Resort & Spa, Palm Desert, Ca.; (800) 550-7889.

California Forestry Association - March 11, joint legislative reception with LACN, Sutter Club, Sacramento, Ca.; (916) 444-6592.

North American Wholesale Lumber Association - March ll, regional meeting, Portland, Or.; (800) 527-8258.

Wood Products Council - March 1L, green building seminars. San Diego, Ca.t March 12, Costa Mesa, Ca.; March 13, Los Angeles, Ca. ; www.woodworks.org.

Wood Technology Clinic & Show - March 12-14, Oregon Convention Center, Portland, Or.; ('770) 291-5432.

Los Angeles Hardwood Lumberman's Club - March 13, golf, Black Gold Golf Club, Yorba Linda, Ca.: (626) 445-8556.

Greenprints - March 13-14, Atlanta, Ga.; (404) 872-3549.

True Value Co. - March 14-16, spring market, Orange County Convention Center, Orlando, Fl.; (773) 695-5000.

International Home & Housewares Show - March 16-18, McCormick Place, Chicago, Il.; (847) 292-4200.

Western Building Material Association - March 18-19, estimating seminar, Bozeman, Mt.; (360) 943-3054.

Wood Products Council - March l9,"Wood Works for Building Design" seminars,Sacramento, Ca.; March 20, San Francisco, Ca. ; www.woodworks.org.

Redwood Region Logging Conference - March 20-22, tairgrounds, Ukiah, Ca.; (70'7) 443-4091.

North Cascade Hoo-Hoo Club - March 25, past presidents' night, Cranberry Tree Restaurant, Mount Vernon, Wa.; (360) 391-1860.

National Lumber & Building Material Dealers AssociationMarch 3l-April 2, legislative conference, Ritz-Carlton, Washington, D.C.; (800) 634-8645.

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DESIGN ENGINEER SUPPLY INSTALL

For ower 20 years Sunbelt has focused on the Lurnber and Building Supply industries. See how Sunbelt has helped the following lumber yards and how \, we can help you.

es installed services

fHERE are several ways to

increase revenues for any business. It can go after new business, increase average sale prices, increase the frequency of its customers' purchases, and/or increase its gross profit margins. Before discussing specifics, let's illustrate numerically how this looks.

Let's say you have l0 builders who average $1,000 per sale per month with an average margin of 25Vo. That would provide you with $30,000 in annual gross margin dollars. (10 x $1000 x 12 x 25Vo = $30.000)

Consider if you increase the number of your customers to 12 and each averages $1,100 per month in purchases. Then, instead of l2 purchases per year, you are able to increase their frequency to 13. You also find a way to bump their average margins to 27Vo because of your value proposition. Cumulatively, your gross margin dollars would increase over 50Vo.

While it may not be practical to increase each number in the equation for every customer, it certainly is something that should be explored. In today's market, any incremental increase would be beneficial. (12 x $1 100 x 13 x 27 Vo = $46,332)

Let's briefly examine how these possibilities could be applied to installed sales.

1. New Customers

Use your installed sales program to go after new customers. It's a fact that installed sales programs can help your other marketing programs. Over the years, I have seen more than one dealer generate new "house package" customers by coming in the back door with this value-added service.

Expanding

Frequently when a builder experiences the value of the installed service, they become building materials customers as well.

2. Itt"rease Average Sale

Once a builder becomes comfortable with your installed sales program, it is fairly easy to add other products. Most builders would rather deal with one company that they know and trust than juggle multiple

By Roy Burleson

One builder I worked with even suggested my customer's installation service helps him build an extra house or two per year because the builder was able to rely on the dealer's staff to install insulation and many of the after-paint products with one phone call. And when a loyal customer can build more houses, you have the opportunity to increase the builder's frequency of purchases.

4. Inc.ease Profit Margins

Most builders have multiple sources for most of the building components that comprise the house. Anyone can provide the builder with a lumber drop. However, not everyone can help the builder with installation services. Most builders acknowledge that good subcontractors are very valuable to the home building process, many times more valuable than their product suppliers.

subcontractors. The more you can bundle, the more valuable your installation service becomes for your customer. Your installed program becomes a business solution when it helps the builder control time and/or money. One-stop shopping will almost always save the builder time.

3. Increase Purchase Frequency

Initially this may seem like a tough order, especially in this market, but it can be done. I have seen more than one builder come to the conclusion that a dealer's properly executed, bundled installed sales program could assist with his project schedules and even shorten building cycles.

Dealers that do both typically enjoy better margins. Many installed sales departments enjoy margins 107o to l5Vo higher than their product-only counterparts. And when these same dealers bundle their installed offerings, their margins get even better.

The housing market isn't likely to dramatically change in the next few years. That being said, every building material dealer needs to find ways to generate non-traditional revenues by increasing the value of their unique selling proposition. Offering installation services is one way to increase value because it offers solutions.

- Roy Burleson is director of Builder Solutions for Guardian Building Products, Greer, S.C. Contact him at (248) 760579 I or royburleson@ bp. guardian.com.

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Weyrick Buys Gang Nails

Four-unit Weyrick Lumber, Templeton, Ca., is fast expanding thoughout Central California with its purchase of Gang Nail Truss, Visalia, as well as a building in Santa Maria that it will remodel into a full-service lumberyard.

Former Gang Nail owners Tim Rouch, Rob Rouch, Rich Rouch, and Cyril Thompson will continue to oversee the truss operations. They have been active in all phases of the 49-year-old business since the early 1970s and acquired the company upon their father's retirement in 1989.

New owner Colin Weyrick said Gang Nail Truss will retain its name and add a full lumberyard and range of building products. And Weyrick Lumber locations will now be able to offer roof and floor trusses.

Weyrick said the Santa Maria site, formerly devoted to a non-industryrelated use, will be remodeled within the next few months. opening up a new market to the company.

Weyrick operates a lumberyard, retail store, door and window shop, and custom milling facility in Templeton, plus distribution and sales locations in Lompoc, Chino and Bakersfield. Ca.

Cedar Fencing Mill Glosing

Sierra Cedar Products LLC, Marysville, Ca., is winding down operations and will permanently close by March 31 due to poor market conditions and high log costs.

The mill was built in the early 1990s and acquired in 2005 by SoperWheeler Co., Strawbeny Valley, Ca.

P&T Sawmills Ghange Hands

International Forest Products. Vancouver, B.C., has completed its acquistion of three mills from bankrupt Pope & Talbot, Portland, Or.but immediately turned around and sold one of the facilities.

Neiman Enterprises, Hulett, Wy., agreed to pay Interfor $14 million for the Spearfish, Id., mill. Interfor paid $69 million for the facility, along with mills in Grand Forks and Castlegar, B.C., and related timber tenures.

Neiman plans to operate the Spearfish mill at full capacity. Interfor v.p. Rick Slaco said the company parted with the facility due to its distance from its core operations in B.C. and the Pacific Northwest.

As for Pope & Talbot's remaining mills, suitors were given until Jan. 8 to submit bids. Operations receiving a single bid were to be sold Feb. 1,

while facilities with more than one offer were to be auctioned off Feb. 5.

Indonesia's Sinar Mas Group, parent of Asia Pulp & Paper, has offered $225 million for P&T's pulp mills in Halsey, Or., and Mackenzie and Nanaimo. B.C.

Other P&T assets include idled sawmills in Fort St. James and Midway, B.C.

Portac Pulling Out Of Tacoma

Portac Inc. is permanently shuttering its large-log sawmill in Tacoma, Wa.. but will continue operations at its mill near Forks. Wa.

President Gary Takahashi blamed the closure on timber supply problems and a depressed housing market. Portac will lay off 71 employeesprimarily mill workers-beginning in late February. More than a dozen office workers will remain in Tacoma to provide administrative support for the Forks facility.

Portac eliminated one 50-man shift of workers last spring due to a shrinking supply of large logs.

Portac leases the 66-acre property from the Port of Tacoma. which has agreed to allow the nearby Pierce County Terminal to take over the site when it's ready to expand.

Oregon Dealer Doubles Up

After 49 years operating a single location, Gold Beach Lumber, Gold Beach, Or., has purchased a site in Brookings, Or., to open a second Gold Beach Lumber yard by late spring or early summer.

"This is something we have talked about and wanted to do for 15 years," president Reed Ringer said of expanding into the southern part of CurrY County.

Ringer expects this month to begin remodeling the site, formerly an auto dealership, into a replica of its Gold Beach yard, along the same products. "That piece of property is physically almost a sister match to the property we have here," Ringer said.

He hopes to open in four months, then gradually expand staff and finetune products lines to local tastes over the next two years. To plan a new store, said general manager Ryan Ringer, "Do It Best likes 18 months. We're cramming 18 months into four."

Both locations will carry the same number ofproduct lines, but can stock less inventory, since backstock can be

split between two warehouses.

"We won't reduce the number of SKU's. We may be able to increase the number of SKU's," said Reed Ringer. "Take, for example, plywood. We won't have to keep four truckloads here Iin Gold Beach] now. We'll keep two here and two in [Brookings]. It will take the pressure off in the warehouse."

More warehouse space will also allow Gold Beach to experiment with bulkier new products, such as roofing.

Boise Trims White City

Boise Cascade, Boise, Id., will permanently close sawmill and planer operations at its lumber manufacturing plant in White City, Or., and lay off 32 of 59 employees. Most of the remaining 27 employees will work in the log yard or barker operation.

Pine lumber from the plant is used for non-structural components such as doors and windows.

"It's something we've been evaluating for a long time," said spokesperson Bob Smith. "The issue with log supply goes back to the 1990s and it

is why we curtailed a shift early last year. We are to the point where pine supplies are not affordable. Essentially, we have to go into central California to buy pine logs and when you add transportation costs, that's what drives this decision."

The mill, which has been in continuous operation since 1950, was Purchased by Boise from Olson Lawyer Lumber in 1976. The third shift was discontinued in 2000, and the second shift followed last March.

"It's the end of an era," said Dave Schott of the Southern Oregon Timber Industry Association. "It's the last regular sawmill in Jackson County. In 1947, when my father came out to join the lumber industry, there were close to 40 mills in Jackson and Josephine counties, including three or four in Ashland." He said that Wood-Mizer and Oregon West are the only remaining sawmills. "The problem is, as more timber comes off Forest Service and Bureau of Land Management lands, where are you going to cut them?" he asked. "Transportation costs are dramatically higher than when diesel was even $2. It will cost too much to transport logs."

Parr Opens Yard #26

Parr Lumber. Hillsboro, Wa., opened a nerv yard in Everett, Wa., in late January, its fbuth location in the Seattle area.

"This is a grorving market for us, and the new facility will allow us to continue this grorvth," said c.e.o. David Hamill. Founded in 1930, Pan is a family-orvned business with 40 facilities, including 26 lumberyards, in Washington, Oregon, Arizona, California, and Utah.

The nelv yard will service contractors, a grorving customer base for Parr, but the company sees potential

for a retail store at the same location. Doug Nelson. formerly assistant manager at Parr's store in West Linn, Or., is the manager.

End ls Near For Xtendex

McFarland Cascade, Tacoma, Wa., is phasing out Xtendex composite decking, as its searches for another manufacturer to produce a comparable product for a lower cost.

The company has been selling off its remaining Xtendex inventory since it ceased production at Carney Timber Co., Barrie, Ont., reportedly due to

Canada's high energy costs and a rveakening U.S. dollar

In addition, unlike most composite decking, Xtendex contains rice hulls, which increase mold and moisture resistance, but proved more abrasive to manufacturing equipment during the production process.

McFarland Cascade is currently evaluating proposals from several manufacturers to produce a new composite decking.

Stimson ldles Three Sawmills

Stimson Lumber, Portland, Or., has temporarily idled its sawmills in Priest River and DeArmond. Id.. and Bonner, Mt., for at least a month, beginning February 4.

Stimson v.p. Jeff Webber attributed the closures to declining lumber prices and nationwide lumber demand at about 6OVo of capacity.

Harwood Shuts Down Mill

Harrvood Products has shuttered its mill in Branscomb, Ca., for at least a month and laid off all but 40 of its 200 employees.

"It could be extended beyond that," said Art Harwood, the third generation of his family to run the 57year-old mill. "Lumber prices are low, maybe the lowest they've ever been."

Until last year, the mill had been producing betrveen 110 million and 130 million bd, ft. of lumber a year.

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The Harwoods have faced tough markets before. A similar dorvnturn 40 years ago forced the sale of their mill in Willits, Ca., and thousands of acres of timberland. The family then focused on the Branscomb mill.

When new regulations and a dr,vindling supply of large trees hit the industry in the 1990s, the company turned to specialty wood products such as large beams.

It also spent millions to expand the mill's capacity and install high-tech equipment that could utilize smaller logs.

Harwood said he is concerned that employees rvill find other work if the mill remains closed long. He said it is increasingly difficult to find mill workers in Mendocino County, panly because of the illegal marijuana industry there.

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Hardwoods Stay The Course

Use of American hardwoods has remained stable over the past five years, according to the Hardwood Manufacturers Association.

Total hardwood usage in 2006 was 10.7 billion bd. ft., the same as in 2002. Although usage in furniture has declined over the past decade, other uses have increased: kitchen and bath cabinets have grown 617o; flooring grew 56Vo, and mouldings, dimension, and millwork increased3SVo.

Usage in furniture has declined because 537o of all wood furniture sold in the U.S. is produced overseas. However, American hardwoods are increasingly exported to countries such as China, Vietnam and Malaysia, and then returned to the U.S. as imported furniture. The trend is one reason for the 3.47o increase in exports in 2006.

Despite a 6.47o decline in shiPments of strip flooring over the last decade, flooring will remain important as remodeling keeps the market strong.

Use of American hardwoods for moulding and millwork is 38Vo higher over the same period, even though significant amounts are imported from Canada, China and Brazll.

According to HMA's new report,

domestic hardwoods are a natural choice for green building projects. They are abundant, remove carbon from the air as they grow, and can be locally sourced to eliminate overseas shipping costs.

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onols

Chris Jorgensen, ex-Pacific Steel & Supply/PrimeSource, has joined Building Material Distributors, Inc., Galt, Ca., as import purchasing mgr.

Rich Stolz has closed Boston Pacific, Redding, Ca., and joined Diablo Timber, Redding, which sPecializes in redwood selects and commons. He will also continue to bring in radiata pine fingerjointed boards. Stolz partnered with Boston Cedar to form Boston Pacific nine years ago.

Charlie Moss has joined the sales staff at Sierra Pacific Industries, Anderson, Ca.

Paul J. Dodge has been named senior v.p. of supply chain for ProBuild Holdings, Denver, Co. Lonnie Bernardoni is new as senior v.P. of manufacturing, overseeing ProBuild's component and millwork facilities.

Karen Berlinger has been promoted to assistant sales mgr. at CooleY Forest Products, Phoenix, Az.

Steve Grimes retired Dec. 28 from Stimson Lumber, Portland, Or., after 43 years in the industry.

Patrick Maher, ex-OrePac Building Products, has joined CaPital Lumber, Spokane, Wa., as an account mgr. Tracy Madsen, exAzek Building Products, is an account mgr. in Salt Lake City, Ul Jason Allen was promoted to division mgr. in Tacoma, Wa.

Nate Zerkel, ex-Buckeye Pacific, is the new sales mgr. at Action Wood Products. Brooks. Or.

Blair Dickman is new to the sales staff at Dickman-Hines Lumber Co., Federal Way, Wa.

Rosemary Daszkiewicz has been promoted to senior director-law for Plum Creek Timber Co., Seattle, Wa.

Sally Renlund, millwork sales, Sierra Pacific Industsries, Redding, Ca., has retired after 31 years with SPI.

Mike Rehwinkel, president of wood products, Georgia-Pacific, Atlanta, Ga., wa} elected vice chairman of the board of trustees of APA-The Engineered Wood Association. He replaces James Enright, Standard Structures, Windsor, Ca., who became chairman after the departure of Rick Huff.

Charles Vaughan was named President and c.o.o. of Vaughan & Bushnell Mfg. Co., succeeding Howard A. Vaughan Jr., who continues as chairman and c.e.o.

Ronald W. Kaplan, ex-Continental Global Group, has been named president and c.e.o. of Trex Co., replacing Andrew Ferrari, who is now chairman. Former chair Anthony Cavanna remains a director and interim c.f.o.

Brian Preuss, ex-Atlantic West Floor-ing Distributors, is now UFloor Systems' regional sales mgr. for Az.,Co., and N.M.

Kent Carlson, ex-Shearmax Corp., is now a field technical service mgr. of the western region for Powers Fasteners. Bob Sinclair, ex-ITW Ramset, is a field engineer for the northwest region.

Richard Mendoza, Foxworth-Galbraith Lumber Co., Casa Grande, Az., is serving on the board of the Greater Casa Grande Chamber of Commerce.

Whyte Leitz has joined the electrical department at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Freddy Fungus and Hugh Mungus.

Assoriqtion llews

(Continued from page 28)

April 20-22 at Princeville Resort, Princeville, Hi.

North American Wholesale Lumber Association will hold its annual executive conference April 2022 at Loews Ventana Canyon Resort & Spa, Tucson, Az.

Abe Walking Bear Sanchez, A/R Management Group, will explain why credit is a critical business function whose true potential has yet to be realized. A silent auction will benefit Temperate Forest Foundation's teachers tours fund.

Recreational activities includes a welcome reception for spouses, golf tournament, guided tour of the Sonoran Desert, and a shopping excursion to Tubac, one of Arizona's historic towns.

Los Angeles Hardwood Lumberman's Club holds its annual golf tournament and awards dinner March 13 at the Black Gold Golf Course, Yorba Linda, Ca.

The Sierra Vista Terrace at Santa Anita Racetrack is the venue for the annual day at the races on April 12.

Transload Distribution Association will return to the Green Valley Ranch in Henderson, Nv., April 21-23 for its annual conference.

A golf tournament at the Desert Rose Golf Club will start the event. Educational events will focus on railroad security, technology suppliers, and the Internet and websites.

Western Wood Products Association will hold its annual meeting March 8- I I at the Doubletree Paradise Valley, Scottsdale, Az.

A golf tournament and welcome reception open the event. Other highlights include an industry luncheon, speaker's forum, chairman's reception, exchange show, and lumber forecast conference with lunch. A spring training baseball game is the finale.

Wood Products Council has launched WoodWorks, a new program designed to support the use of wood in non-residential building programs.

The program's first event was a

one-day Wood Solutions Fair, held Jan. 31 at the Long Beach Convention Center. Long Beach. Ca.

Luncheon seminars on green building will be held March ll in San Diego, Ca.; March 12, Costa Mesa, Ca., and March 13, Los Angeles, Ca. One-day seminars on "Wood Works for Building Design" will be held March l9 in Sacramento. Ca.. and March 20 in San Francisco, Ca.

Hardwood Plywood & Veneer Association is presenting a hardwood plywood grading and specifying workshop April 8 at the Holiday Inn, Sacramento, Ca.

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Tariffs Hammer Imported Nails

After six months of investigation, the U.S. Department of Commerce has imposed preliminary anti-dumping duties on imports of certain steel nails from China and the United Arab Emirates. Duties on imported nails from certain Chinese companies will be applied 90 days retroactively.

"Hopefully, fair pricing will return to the marketplace," said David Libla, president of Mid Continent Nail. "We look forward to continuing to prove our case before the Commerce Department and the International Trade Commission, and obtaining a successful outcome for our company and the rest of the U.S. nails industry."

The investigations began in May 2001 at the request of Mid Continent Nail. Davis Wire. Gerdau Ameristeel (Atlas Steel & Wire Division), Maze Nails (Division of W.H. Maze), Treasure Coast Fasteners, and the United Steel, Paper and Forestry, Rubber, Manufacturing, Energy, Allied Industrial and Service Workers International Union.

The investigation covered multiple types of nails, up to 12 inches long, produced from all types of steel. They

were sold in bulk or collated for use in nail guns, and could be treated for corrosion resistance. Certain types of nails, including roofing nails, were not covered.

According to the Commerce Department, certain Chinese producers/exporters sold steel nails in the U.S. at 20.71Vo to 118.04Eo less than fair value, while those from UAE sold at 4.47Vo less.

"Price discrimination hurts American manufacturers," said David Spooner, assistant secretary for import administration. "The Administration is committed to aggressively enforcing America's trade remedy laws in order to achieve strong and fair relationships with our trading partners."

The Commerce Department's final determinations are exoected in late May.

Depot Moves Night To Day

In another effort to improve customer service, Home Depot will shift overnight crews to day shifts at lowervolume stores.

Freight receiving and stocking were

switched to overnight hours several years ago. The change will put more employees on the floor during operating hours, without raising costs.

Also to be changed is the way products are ordered, said executive v.p. Paul Raines.

DMSi Moves For The Future

DMSi Software has relocated its headquarters to a new, larger facility in Omaha, Ne.

The move expands DMSi's space from 14,000 to 25,000 sq. ft., providing ample room for future expansion.

"We are one of the few remaining independent, owner-operated software firms that exclusively serve the building products industry," said president Cal German. "The independent, customer-focused culture of our company fits the building and forest products industry to a 'T' and our steadfast commitment to remaining that way contributed to the growth prompting this move to improved facilities."

DMSi's new address is more convenient for SOVo of its professional team members and offers an attractive location and environment for recruiting and retaining top talent.

Fiber Cement Firms Combine

Mexico's Mexalit Industrial S.A., the parent of fiber cement siding producer Maxitile Inc., Carson, Ca., has acquired The Plycem Co. from GrupoNuevo.

Plycem produces fiber cement siding, roofing, trim, decking and flooring substrates at plants in Honduras, Costa Rica. and El Salvador.

GrupoNuevo retains its Masisa solid wood business. "This transaction benefits all stakeholders," said c.o.o./c.f.o. Carlos Marin. "While The Plycem Co. becomes part of a group specialized in the construction business with greater opportunities for growth, GrupoNuevo will concentrate on the expansion of its forest and board business."

LP Expands Down South

Louisiana Pacific, Nashville, Tn., has agreed to buy al5vo stake in a Brazilian OSB mill owned by Masisa SA, Santiago, Chile.

"The Brazilian assets will help us continue to satisfy the growing need for structural panels in South America to support much needed affordable housing in the region," Rick Olszewski, president, LP South America, said.

Located in Ponta Grossa, the fiveyear-old mill is reportedly worth $75 million and has annual capacity of a million sq. ft. LP said the deal contains a mechanism for taking complete ownership of the mill.

The company already operates an OSB and siding mill in Chile, and is scheduled to open a second mill in that country in the first quarter of 2008. It also plans to relocate its mill in Woodland, Me., to a new location in South America.

Ace Rethinks Finance

Ace Hardware, Oak Brook, Il., fired a mid-level employee in the corporate finance department whose mistakes led to a $152 million accounting enor. The company will also institute accounting changes.

"We did not provide the training, oversight, or checks and balances to help that person do his or her job," said c.e.o. Ray Griffith. "The employee's only intent was to try to do the best job for the boss and for our company." He added that the eight-year employee did nothing fraudulent and no inventory or money is missing.

Other employees have been reassigned, but "no one else has been let

go," said Griffith. However, Ron Knutson, vice president of finance, resigned in early December.

The accounting error was revealed last summer just as Ace's board announced it wanted to transform the co-op into a for-profit corporation. to better compete with its big-box retail competitors. "We have some more work and challenges to do before we revisit that," said Griffith.

He said that part of the problem is the increasingly complex and competitive situation that hardware stores face. "We started importing a lot more product from the Orient and from Asia. That importing caused some complications that didn't exist l0 years before. We relied on systems that, in hindsight, should have been upgraded and advanced to address those issues."

The company has already implemented checks and balances to prevent a similar mistake and will hire a new chief financial officer and "other talent," bring in more resources, and provide training and oversight to ensure the situation isn't repeated. The co-op will also upgrade its computer systems and expand its internal audit department, said Griffith.

Some contractors dont think twice about treated lumber. But, look at the trend and its clear consumers are starting to. They're not only looking for eco-friendly products, they want to buy from eco-friendly companies. Give them what they want. McFarland Cascade has been treating wood since 1916. In that time weve learned a lot. Our treated wood is as eco-friendly as they come and our treating facility has won an eco-award for the steps we've taken to safeguard the environment. It's one reason we're one of the largest di$ributors and manufacturers

of treated wood on the West Coast. Another is our commig ment to quality and service. If you're interested in ExtraGreen Construction Pro'" lumber or Outdoor Select" decking and accessories, call us today ar 800-426-8430. We offer a full line ofsizes and lengths. You can also check out ourTiopical Hardwoods, StoneDeck ciles and Composites on our website.

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Do It Best IntroducesCredit Card

Do it Best Corp. is rolling out a new private label credit card program for its dealer members.

The new Do it Best credit card will provide such features as 90-days and six-months, "same-as-cash" extended payment terms.

The 4,1O0-member, Fort Wayne, In.-based co-op enlisted Shoppers Charge Accounts Co. to develop and administer the program.

The Bank Of Home Depot?

Home Depot has hired a Washington, D.C., lobbying group to persuade the federal government to allow the chain to open in-store banks.

Home Depot has long sought permission to operate industrial-loan companies (ILCs), which are federally insured institutions operated by non-financial companies that can issue credit cards, make loans, and take deposits.

Depot has said that the in-store banks would only offer home-improvement loans directly to consumers. Critics believe that ILCs would stifle competition and hurt consumers, while supporters say they could help reduce fees and costs for consumers.

Last May, the House overwhelmingly approved a bill prohibiting the Federal Deposit Insurance Corporation from granting new ILC charters to commercial companies such as Depot.

The Senate has introduced similar legislation.

Forestland Keeps Growing

Forestland in the U.S. is just as abundant today as it was 100 years ago, according to a new study by the USDA Forest Service.

Among the findings:

. There are 750 million acres of forestland in the U.S. today, about the same as in 1907.

Eleven states had increases of over 257o over the last centurv: nine had increases ofover 307o.

. Overall. forestland in the by almost 30%.

. Forestland in Vermont, Dakota has almost doubled.

northern U.S. has increased Pennsylvania and North Forestland in Massachusetts and New York has increased over70Vo.

CO-OP Do it Best is making a private label credit card available to its dealer members.

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Ace Opening Simulated Store

Ace Hardware Corp., Oak Brook, Il., will open a new training center in Woodridge, Il.

Ace will lease 57,600 sq. ft. of a 254,000-sq. ft. building, transforming up to 48,000 sq. ft. into a simulated store with a rental department. The training space will help in the co-op's "ability to train their employees... and the ability in the future to do rentals," said Wanen Seil, v.p., Morgan/Harbor Construction.

The remaining 9,000 sq. ft. will be used for offices and corporate storage.

Ganfor Keeps Cutting Back

Canfor, Vancouver, B.C., will indefinitely close its OSB mill and plywood mill in Fort Nelson, B.C., when log inventories are depleted and all products have been shipped.

"My company is bleeding cash with every board we produce," said president Jim Shepard. "You can appreciate that this can't go on. We face today a severe cyclical downtum brought about by the very questionable mortgage financing activity in the U.S. that is exaggerated by a muchlonger structural shift with the Canadian dollar at or near par."

A growing number of deck failures have emphasized the need to build decks to meet code requirements just like any other structure. To help your customers build sale, code compliant decks, Simpson Strong-Tie@ introduces our new Deck Framing Connection Guide. The guide recommends structural connectors and provides best practice guidance based upon specific building codes.

Understanding the critical connections on a deck has never been easier.

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The company's 42-year-old Polarboard OSB mill is expected to close this summer. An April closure is expected for the Tackama plywood plant.

Although the B.C. premier sympathized, he said that the government would not get involved. "Frankly, the challenge is too big for the government to step in and fix," said Gordon Campbell. "This is a seismic shift in what's taking place in the world. It is having an impact on the U.S. and it is having an impact on us."

Inc., Galt, Ca., recently recognized its 2007 Employees of the Year during its annual awards banquet at the Sacramento Hilton. On hand: Gerardo Juarez (warehouse person), Bruce Gernon (engineering consultant), Steve Wagner (manager), Roman Rodriguez (inside sales-Marvin), Kelly Keagy (inside sales-

director of business development Gianna Dell'Olio (President's Award), award presenter/BMD c.e.o. Gany Tabor, Bev Cooper and Roberta Watson (administration persons of the year), Joel Hayes (outside sales-Marvin), Doug Mead (outside sales-building products), and Barbara Clare (rookie of the year).

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The Merchant welcomes letters to the editor. Please direct comments to dkoenig@building-products.com, Fax 949-852-023 1, or Editor, Merchant Magazine,4500 Campus Dr., Ste.480, Newport Beach, Ca.92660.

Frnn Sronvr oF CoNTRovERsY

On October 2l, 2007 , 60 Minutes aired a segment titled "The Age of the MegaFire." In it, they pointed out a fact that may be astonishing to anyone under 35 years of age. Large-scale, uncontrollable wildfires are enviromental hazards that did not exist until the 1980s.

Here is an excerpt from the transcript:

"Why are there more of these fires? Turns out the forest service is partly to blame with a policy it started 100 years ago. The policy was to put out all fires immediately. 'Because we so successfully fought fire and eliminated fire from this ecosystem for 100 years, because we thought that was the right thing to do, we've allowed a huge buildup of fuel in these woods. So now, when the fires get going, there's a lot more to bum than historically you would've seen in a forest like this,' Tom Boatner (chief of fire operations for the federal government)

explains. 'Is it possible that we're gonna get to the point where we have these mega-fires and we just can't fight them because they're too large? Well, we're there already. We have identified numerous fires this summer that we know we can't put out with the resources we have available, because of the severity of the burning conditions and the size of the fires,' Boatner explains."

To those of us in the lumber industry, it's obvious that the refusal to allow responsible timber harvesting has also contributed to this situation. If society doesn't want industry to utilize our forest resources, Mother Nature will, on her own tenns.

Steve Ondich

Atlas Lumber Co. Chino, Ca. (909\ 59r-9442 steve@ atlaslumber.com

Tnn Wnoxc LOSP

I would like to respond to the trim board article in your January edition written by Dennis Connelly ("Selecring the Right Trim Board," p. I7).The article implies that the LOSP (light organic solvent preservative) treated products coming into the U.S. from New Zealand are potentially dangerous, and he further invites readers to research some newsDa-

per articles that appeared in the New Zealand press in 2007.

The reality is that the LOSP treated trim and siding products coming into the U.S. market are indeed safe, and the treatment itself and the end-use applications are quite different from those that have caused issues in New Zealand:

(l) The N.Z. framing market has been using a tin-based LOSP, which incorporates tri-butyl tin oxide, which is a skin irritant. The LOSP products coming in to the U.S. market are treated with azolebased LOSP, which is organic and approved for use by the EPA.

(2) Because the framing market does not require primed product, some treatment facilities in N.Z. have been shipping framing into the market as soon as one day after treatment, and therefore the white spirits that act as a carrier for the active ingredients has not had time to evaporate before the wood is delivered to the frame and truss plant.

Conversely, the LOSP treated trim and siding coming into the U.S. market is all factory pre-primed. Before priming, the manufacturer must wait approximately 12 to 14 days to allow the vast majority of the white spirit to evaporate; otherwise, the primer will not adhere to the wood.

So the recent issues in New Zealand are not relevant to the LOSP products coming into the U.S. market. We are unaware of any health and safety issues

relating to the use of pre-primed, azole-based LOSP products. In New Zealand they also recognize the improved outcomes from using azole-based treatment, and accordingly from January 2008 the two largest framers have converted all their treatment from tin-based to azole-based.

Stuart Toakley Chief Executive Officer Bodyguard Wood Products Ltd New Zealand stuart@ bodv suardwood.com

Muur;us-FUNGUS CoNNECTToN?

I just recieved a check today from a commercial account of mine and noticed that the signature on the check lvas from William Payor. I immediately thought that the check must have come from Mungus-Fungus Forest Products. since I'm sure that their head of accounts payable is Bill Payor.

Tom Gablenz Mead Lumber Co. Cheyenne, Wy. tgablen@ meadlumber.com

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!onily rness Bringing in fresh air

By Bernard Kliska

world-it also allows for more confusion between family and business concerns.

CIOMETIMES the same strengths \)that help build a thriving family business can also become its weaknesses. Loyalty and an intimate understanding of each others' styles of communicating and personalities are unique qualities that bind family businesses together. But those qualities can also lead to a distorted perspective about long-range goals and to confusion about the differences between a family business and a family.

One of the best ways to make certain that a family's strengths do not become the business' tragic or fatal flaw is to hire a board of advisors.

I often notice that family business-

es are reluctant to "bring in outsiders." In fact, it's estimated that only about 10Vo to l5Vo of mid-sized family businesses have an outside board. That's understandable: after all, outsiders (except for customers) weren't responsible for the business' success. Family businesses are frequently started by the kinds of entrepreneurs who weren't exactly known for soliciting or taking advice. But as businesses enter their second or third generations, that single, dominating force has typically spread among several family members. While that allows for greater flexibility-a necessary attribute in today's complicated

A board of advisors creates a firewall between lhose sometimes conflicting concerns. It also lets in fresh air. After a certain amount of time. too much intimacy breeds insularity. A closed environment may have its advantages, especially at the beginning of a venture. But it can also become an echo chamber in which everyone's habitual views and personalities begin bour.rcing around and amplifying each other, shutting off important input and ideas from the rest of the world.

What exactly is a board of advisors? It's a small number of outside experts, usually three to five, who are chosen for their expertise and talent in particular areas of business, such as taxation, marketing, sales, legal concerns, or technical development. They offer advice on everything from dividends and other compensations to improving quality, efficiency, strategy and performance. Boards are especially useful when they're chosen to supplement those areas in which your company is weak or conflictual.

Unlike a board of directors or fidu-

ciary board, their advice is non-binding. For this reason, many family businesses see a board of advisors as less threatening. But if you've chosen the right people-leaders in their fieldfor the right reasons-to give you broad perspective and fresher ideas that are not entangled with family loyalties and relationships-it's a good idea to take their advice. Many businesses find a board of advisors so useful that they eventually hire a fiduciary board.

Boards of advisors are more informal than fiduciary boards. They can meet regularly (often quarterly) or as needed. They may be willing to be associated with your business and publicly referenced as advisors, or they can give input informally on a one-on-one basis. They can be paid or they may help out for goodwill and expenses. although larger companies usually pay them per meeting.

By helping to separate business from family matters, boards free families to be families. For this reason, it is important that both the board and the family understand that the board is not there to deal with family disagreements and problems but to focus on

business matters. Their only interest is to help the business grow and thrive. The family should meet to discuss whether to create a board and to review their reasons for doing so, so that everyone understands its real function.

A board of advisors can also be a

reassuring, effective selling point to shareholders and others who have an interest in the family's business. It tells everyone that the business is forward-looking and committed to growth-that it has a focus extending beyond the short-term welfare of the family, and that it is open to fresh perspectives. It is important, when presenting the decision to take on a board of advisors, to stress that the family's values that have always supported and infused the business will remain firmly in place. Of course, it is important to communicate those values to the board, too.

Even inside a nice, warm cocoon, the air eventually becomes stale. When it happens slowly enough, you don't notice it until it's too late. If chosen and set up wisely, a board of advisors does not threaten the family's cohesiveness. In fact, it can enhance it-and enhance profits as well.

- Bernard Kliska, Ph.D. is an associate with Family Business Consulting Group, Marietta, Ga.; (800) 551-0633. He can be re ac he d at kli s ka @ efamilybus ine s s. c om.

Reprinted with permissionfrom The Family Business Atlvisor, a copyrighted publication of FamiLy Enterprise Publishers. No portion of this article may be reproduced vtithout permission of Family Enterprise Publishers.

Storms Beckon Salvage Crews

An estimated 600 to 700 million bd. ft. of timber rvas blorvn down in western Washington by early December storms - leaving a big cleanup for private and public fbrestland owners rvho are already facing lowered demand fbr logs.

"All this rvood makes fbr way too much of a lumber supply," said Court Stanley, president of Port Blakely Tree Farm, Tumwater. Wa., r'vho estimated the price of logs has dropped

about 30Vo since late 2006. He said the several million board feet of timber his company has on the ground is enough to cover about 25%t of the company's 2008 harvest.

Green Diamond Resource Co.. Shelton, Wa., has about 2 to 3 million bd. ft. on the ground in hard-hit Lervis Cclunty, but company lands in Mason, Thurston, and Grays Harboruveren't hit too hard.

"We'll make the blorv-dorvn areas

our harvest areas," said Keith Simmons, Green Diamond's manager of harvest planning and engineering. He said the full extent of the damage rvouldn't be known until the company completed survey work.

Weyerhaeuser Co. owns about 2 million acres in the southwest Washing-ton and coastal northern Oregon regions hit hardest by the hurricane-fbrce "vinds.

"We're still assessing it, but we have at least a f'ew thousand acres of blow-down," said Weyerhaeuser

Colville Mills Race In Recovery Operation

About 100 trucks a day unload at the Colville Tribe's two lumber mills in Omak, Wa., as loggers race to harvest timber from 9,000 acres burned in a fire last September.

"We have added another helicopter, making it three, and loggers are trying to get as much done as they can before roads start breaking up," said Darrell Dick, assistant forest manager of the tribe's nearly 1.4 million acres in northwestern

Washington.

Loggers want to finish by April, but icy roads and thawing may cause delays. The goal is to deliver 300,000 bd. ft. of pine logs to both the Colville Indian Power and Veneer mill and the Colville Indian Precision Pine mill. "The plywood mill is working 24 hours a day," said Dick. He said that work must be completed before warming weather starts turning pine logs

blue, which lowers their value.

The fire, which investigators suspect was arson, started September l0 and burned more than 26,000 acres near the Mount Tolman Fire Center. Before loggers started working in early November, surveyors inspected the area and marked trees that may recover. New trees will be planted this summer, said Dick.

Tnn Mrncnasr Macazrnr Feenunnv 2008

spokesman Frank Mendizabel.

"The damage was sporadic, with no real pattern," said Kevin Godbout, director of external affairs at Weyerhaeuser. "Many of the trees were snapped, which is typical of hurricane damage."

Although the west side of the Olympic National Forest near Quinault and the east side near Quilicene appear hardest hit, total damages aren't known. "Forest Service lands aren't nailed as hard as state and private lands," said Kathy O'Halloran, natural resources staff officer for the national forest.

Timberlands belonging to the Department of Natural Resources lost more than 100 million bd. ft., said communications director Patty Henson. Much of the fallen timber is hemlock that must be salvaged within six to 15 months to avoid decay, according to Eric Schrofi manager of the Pacific Cascade region.

New Maker For Monarch Deck

Green Tree Composites, St. Clair, Mi., has struck an exclusive deal for Premium Composites, Veblen, S.D., to produce and promote its Monarch composite decking and railinss.

Distribution wholesalers. continue through Monarch's regional

"Our focus for 2008 is advancements in new product development and adding additional distribution throughout the United States and Canada for increased market share. These goals are very attainable with this long-term relationship between our two companies," said Bill Schlottman, national sales manaqer for Monarch.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services that you can trust, For over 'l OO years, our experts have been providing quality claims and risk management services to the lumber, woodworking and buifding material industries. Remember, "you get what you pay for." We understand wood. We know your business... because it's our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8O0.752.1895

or log onto www.plmins.com.

Yesterday, T oday, Tomorrow... grow knowin g you're covered.

fohn K. Smith, CPCU President and Chief Executive Office

Fautty Forecasts

(Continued from page I I )

can be the death knell for companies that don't have deep reserves.

Attention Driven

You can easily spot these analysts, because (l) you've never heard of them, and (2) they are calling for either the end of Western Civilization as we know it or the market equivalent of Armageddon. I recommend just turning the page on this type.

lgnorance Driven

Do you trust a reporter for your local newspaper (in my case The Oregonian) to tell you when housing will stabilize? Even when the most out-of-touch industry people become aware of new trends, you can rely on an additional two to three months before the wamings appear from local newsrooms.

Question: What do all these forecasters have in common?

Answer: They are too narrow in their thinking.

A while back, a well-known planning consultant and I were discussing

why this happens. His answer was immediate and concise: our society is over specialized. American universities are rated the best in the world, but our students are victims of the conventional wisdom that they must specialize to get ahead. So Liberal Arts and the broad vision that they engender are avoided like the plague. Think of a HR interviewer at a big industrial company: "You're an English Lit grad? That's too bad ..NEXT!"

Being a German Lit major in college may have given me an axe to grind, but it also gave me a much greater level of curiosity in how the world works. I have found that a broad knowledge of economics, history, psychology, science and even philosophy have created insights that do not occur to most analysts.

"An inch wide and a mile deep" does not help in strategic thinking. How many sawmill owners spend most of their strategic capitol developing machinery that will save $2/MBF on their cutting costs, when they could be developing markets that pay an extra $30/MBF? How many trading companies spend their time thinking about getting the cheapest price on the next carload of studs

when they could be developing specialty markets or creating long-term two-way relationships with mills and customers?

It is the same with forecasting. In the summer of 2006 I saw a small article that gave a telling statistic. The percentage of subprime housing loans generated had climbed from l5Vo to 407o over the previous year. What that told me was that the demand in the prime sector was exhausted and the rapacious appetite for loan fees among lenders, along with the equally rapacious buyers of the various mortgage-backed security packages, were still in full throttle mode.

I had already been concerned by the fall in risk premiums and adding a whole new dimension of risk was a ticket to disaster. By August 2006 my '07 starts forecast had dropped to 1.6 million and by September to 1.3-1.4 million. The consensus among many even at that point was at 1.8 million.

Another simple exercise would have been enlightening. A report in February 2007 stated that business plans submitted to lenders by private equity groups predicted that rents in New York City would increase an average of annualy over the next l0

years. Did the banks really believe that renters would be willing to pay 1507o more for their office space in 10 years? Probably not, but that was the only way the deal could pass their own financing requirements. So winkins and crossed fineers (the formal term is "Covenant Lite") seemed to be intrinsic to multi-billion dollar transactions.

After observing this exercise in delusion, I calculated the California housing prices assuming a median price increase in the next five years at the same pace as the previous five (after dumping all my commercial real estate holdings). Does a $1.2 million median price make for a vibrant marketolace?

Why was my thinking so contrary from and more accurate than the established sources? Since I am not clairvoyant, I used a broad knowledge of how markets work using all the components I have previously mentioned, while consciously rejecting the "drivers." Deleting the "drivers" allows the more uncomfortable

facts to become part of the concepts, which is not just important, but mandatory for forecasting.

In closing, I know the reader may say, "All well and good, but will this

guy stick his neck out for next year in print?" Yes, I will.

2008: 950.000 to I million starts. Lumber will test the lows in the first half and then recover some in the second. A bull market is still 1.5 to two vears awav.

I had stayed with l.l million since last summer, as it is very difficult to accept a sub-l million mark given the size of our economy. But I have become very worried about the regional lenders recently, considering the year-end (mortgage as well as SIV) write downs many will face.

Meddling from Washington is heating up. and that is invariably bad news. Finally, we have already seen median prices fall nationally for the first time since the Great Depression. So much for "It can't happen here."

- Mr. Krier is a 30-veteran of the lumber industry. Formerly president of Stora Enso Timber U.5., he is now president of JLK Global Inc., Tigard, Or. You can contact him at j ohn@ jlkglobal. com.

AT

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ll ow to use print aduertising to driue Uour online sql"p*";.,

rI'tHESE days. advertising your I product or service requires much more than even a television blitz.

To reach today's consumers in the most efficient manner, you need a mix of offline and online ads. And while many advertisers are already aware of the power of television advertising to drive sales and online traffic, few realize the potential of print advertising and how it impacts a company's bottom line.

New research from iProspect and Jupiter Research that looks at the influence of offline channels on online search found that 67Vo of the online search population is driven to search by offline channels. Of that percentage, 307o comes from print ads. Even more impressive is the fact

that print advertising topped the list of offline media sources that led to a purchase, with 30Vo of search users who opened their wallet and bought online coming from a print medium.

So what does all this mean to today's advertisers? It means that if you're not using trade magazines and other print media to advertise your company, product or service, then you're missing out on not only sales, but also web traffic that could in turn lead to future business.

But before you rush out and place any old print ad with the hopes of a big online payout, take note of the following guidelines that will enhance your print campaign success.

Put key search terms in your

print ad

Including your website address or URL in your print ad is obvious. But don't stop there. Realize that readers don't necessarily take your website address from your ad and type it into their Intemet address bar. Often, readers remember some other key item from your ad, such as the product name or tagline, and search that phrase in a search engine. That means your print ad needs to prominently display your company name, product name, tagline or any other pertinent descriptor or keyword your customers would remember.

Therefore, before you design your ad, think like your customer and create a list of keywords they would likely search for if they were looking for your product. Then, include those words in your print ad so you can reinforce the message in the readers' minds.

Use your print ad as a "sneak peek" ofyour product

Since print ads are static, you often can't give readers a complete overview of your product or showcase all the "bells and whistles." That's where your online presence comes in handy. You can entice people with your print ad, and then use your website as a way of demonstrating the product and showing all it can do. Show a video of the product in action or give a demo of what customers will experience.

Take your print ad to the next level by using the interactivity of the web to get prospects involved with your product before they even own it. The

more involved you can get people, the more apt they are to buy.

. Use your online presence as a way to further educate the consumer.

Depending on your advertising budget, you may not be able to afford running a full-page print ad every month. Instead, you may need to make the most of a quarter-page ad. If so, don't despair. Since print advertising is all about long-term exposure, you need to choose the largest size ad you can afford to do for the long-term basis.

Any information you can't include in your print ad can go on your website. So, in addition to having demos and video clips on your site, make sure you include a section with all the pertinent technical or educational information your prospects may want to know about your product. When you give your prospects adequate information, you make their buying decision much easier.

" Use the web to elaborate your print testimonials.

Most print ads contain a few testimonials from satisfied customers. Your print ads should certainly do the same. To make the testimonial even

more powerful, have the same person do a longer video testimonial for your website.

Why video'/ Because it's more believable than simply reading a short paragraph testimonial. Additionally, it puts a face to the words and helps your prospects identify with other satisfied customers. Finally, most purchase decisions are based on emotion, not logic, and video is a more emotional medium than readins a block of text.

The Right lllix for Success

No matter what product you're marketing, if you're not using some form of print advertising to reach customers, you're missing a huge share ofpotential revenue and online traffic. Remember that it takes a combination of offline and online advertising to make a true impact on today's buyers. So leverage your marketing dollars by using the synergy of print and online ads to maximize the impact of your campaign. When you do, you will see your company's bottom-line results improve.

- Peter Koeppel is founder and president of Koeppel Direct, a leader in direct response television, online, print and

radio media buying. He can be reached at (972) 732-61l0 or via www.koeppeldirect.com.

G-P Urges: Build Paperless

Georgia-Pacific Gypsum has launched a new website to encourage the construction industry to build better by building with paperless gypsum products.

"Our goal with buildpaperless.com is to provide useful information to the building industry on the scheduling benefits of building with paperless, moisture-resistant gypsum panels," said Leo Bissonnette, general sales manager for G-P Gypsum.

The manufacturer was the first to offer gypsum panels with fiberglass mats front and back, rather than paper facings. Through video interviews, construction project profiles, and resources on green building practices, the new site illustrates how building paperless can prevent mold growth and weatherrelated delays during the construction cvcle.

products

Colorful Composite Screws

Starborn's new composite screws are offered in both stainless steel with color-coated heads and epoxy-coated steel.

offered in five different sizes. in 8.5ft. or 20-ft. lengths.

- Please call (866) 899-3320 or v is it www. royal-wood. com

Rail Slick

Titan Pro vinyl-clad aluminum railings from Railing Dynamic are designed for a sleek look.

Both the Headcote and Deckfast products feature TransVerse threading, a choice of five popular colors, and bold packages that can be displayed on Starborn's Composite Screw Center display rack.

- Please call (800) 596-7747 or visit www. starbo rnindustrie s, c om

Wrap And Snap

Royal Wood has added four new profiles to its line of column wraps.

Constructed of cellular PVC, Wrap n' Snap Column Wraps are now available in fluted, tapered, raised panel, and recessed panels. Each design is

Installation is quicker, thanks to a top-rail profile that eliminates the need for a secondary handrail and heavy-duty, cast-aluminum brackets that are pre-attached to the galvanized steel posts.

Both 6-ft. and 8-ft. railing sections are available.

- Please call (877) 420-7245 or visit www.rdrailcom

Prime Candidate

Zinsser's Bulls Eye Interior

Primer-Sealer & Stain Killer dries to a flat finish that can be sanded and recoated in just two hours.

Available in three and five gallon pails, the product seals porous surfaces such as flat paint, drywall, unfinished wood, concrete, and other unpainted surfaces.

- Please visit www.zinsser.com

Nano Wood Sealer

SCS-100 Wood Deck Sealer from SEI Chemical uses nanotechnology for better performance.

The water-based, low-VOC sealer incorporates a nanoparticulate to

increase penetration, durability, bonding, and longevity. A breathable resin enables it to be applied to wet and dry substrates.

Available in natural and tan flat finishes, the product can be applied with brush, roller, or spray. One container covers 200 to 400 sq. ft.

- Please call (323) 263-4575 or visit www. s eichemical. com

Easy Opening

Open It was designed to safely and easily open any type of packageeven plastic clamshells.

Patented angular jaws are engineered for maximum leverage while cutting.

Distributed by Zibra, the tool also has a mini screwdriver and a box-cutter blade.

- Please call (866) 869-7544 or vi s it www. enj oy zib ra. c om

lmproved Hurricane Fastener

Two new imoroved hurricane ties for uplift conditions are available from Simpson Strong-Tie.

Sizes include 12"x24". 24"x24". and 18"x36", which can be customized with a variety of 1"x1" inserts and borders.

- Please call (972) 481-7854 or visit www. e liane usa. com

Low-Mai ntenance Wi ndows

Windsor's Legend HBR windows combine the look of wood with the low maintenance of cellular PVC.

the company's urethane adhesives when installing hardwood flooring.

- Please call (800) 394-9310 or visit www.dritac.com

Cordless Circular Saw

WSC cordless circular saws from Hilti handle a variety of applications where power is unavailable.

WSC 7.25-4 has a 36-volt lithiumion battery and2-518" cutting depth at 90". WSC6.5-A has 2" cutting depth at 90' and a twin-arm rip fence for ripping sheets of metal.

H2A has up to 575 lbs. of uplift capacity-200 lbs. more than the previous version. It attaches to the stud, providing a continuous load path from the rafter/truss to the stud.

Hl0A attaches to double-top plates and provides up to 1,340 lbs. of uplift capacity when attached to a southern pine truss.

- Please visit www.stronptie.com

Versatile Tiles

Eliane's Contemporana porcelain tiles are suitable for both commercial and residential applications.

Several wood species are available for the interior, while the PVC frame and sash come in seven standard colors, one of 30 feature colors, or one of seven anodized finishes.

- Please go online at www.windsorwindows.com

Concrete Moisture Barrier

DriTac 8000 Moisture Guard is a one-component, trowelable urethane moisture barrier and crack suppressant for concrete subfloors.

The product has a low-VOC formula that contains no water and covers approximately 45 to 50 sq. ft. per gallon.

It can be used in coniunction with

Both have ultra-thin blades that are coated with Teflon to reduce friction and easily cut treated lumber and composite materials.

- Please call (800) 879-8000 or visit www. us.hilti. com

Fiberglass Front Doors

Kolbe's fiberglass entry doors come in a range of styles and finishes.

Three neutral colors-chocolate, gray and off-white-come in a smooth, polished Lapado finish or a textured natural finish. Two bold colors-green with touches of green and navy with red-are offered in Lapado or a metallic iron version.

Either woodsrain or smooth can be finished in speJialty colors or custom matched to other d6cor. Glass options such as metal accented and stained glass are also available, along with customized features like glass blinds.

- Please call (800) 955-8177 or v i sit www. kolb e - ko lb e. c om.

Enqineered FloorinqInstaller

The SureShoot 1848-F engiieered wood flooring tool from Duo-Fast reportedly makes installation faster and more accurate.

Ipe Deckin€ - rx6,st4x4, s/4x6

c 2x2,2x4,2x6,4x4

Cap & Sub Rail

Cumaru Declcing Kiln DrielI - sr+*a

FSC-certified & non-certified

Mouldin$ - over 200 stock profiles

o Custom knife grinding

r Mount Storm's in-house milling facility produces high quality moulding. Our Rosenquist radio frequency giluer can fabricate glued-up solid wood panels up to 48" wide. Sanding is also available up to 53" wide.

Hardwood S4S - Stocking a large inventory of Hardwood S4S - 1x2 1x4 1x6 1x8 lx10 lx12

Redoak o Hard Maple . Cherry .

Poplar r Birch

Walnut

Hardwood Plywood & Lumber

o Consult website for full inventorv

A tool-free foot adjusts infinitely from l12" to 5/8", without the use of adapter plates, for engineered tongue and groove flooring. Produclivity is boosted by a doublelength magazine.

- Please call (888) 386-3278 or visit www.duo-fast.com

Organized Gooking

The ChefCenter is the latest organization and storage solution from Armstrong Cabinets.

5700

Phone 707.838.3177

Fax 707.838.4413 o Mill Fax 707.838.9690

www.MountStorm.com

Customized for personal needs, the product puts pots, pans, utensils, oils and spices within easy reach. A full range of styles and finishes complements any style of kitchen.

- Please visit www.armstong.com

We ship full trucks, units and deckpacks anywhere in the westem U.S. PRE-FINrsH

Transparent, Semi-transparent I Semi-solid Stains and Primers by Duckback, Cabot I others.

Earhart Ct., Windsor Ca.95492

Engineered Cedar Decking

Engineered cedar decking from Centie Island Cedar Products is durable and environmentally friendly.

Each board is lOOTo clear, vertical grain cedar, grooved to ensure that installation is easy. Hidden fasteners can be used to eliminate surface nails and screws.

- Please call (250) 248-9788 or visit www.cicedar.com

Exterior Trim Options

Versatex has expanded its line of PVC Stealth trimboards.

The ll2"x6"xl8' bead boards now have an extended nailing flange to allow for a hidden fastening system for porch ceilings and hard-to-reach soffit areas. A larger nailing area provides a bigger target for nailing guns, speeding up installation and reducing errors.

BORATE TR,EATED WOOD

Hi-boro brand treated wood is a borate treated rduct desiEred for interior house framing in Ha boro treaied wood resists attack bv Fortnosan termites and numoous hbusehold

brand interior fire retardant is the constuction industrfs norest and mos advanced fire pmteOion s'ttefir ! for wuid. The unique Fir€ho dremistrv is a oaent oehdhs formulaion tn mriains no phoEhoroubbased cominundJ._

The 5/4"-thick skirt board has an angled top ridge for the first course of fiber cement or composite siding. The tapered edge allows water to run off. Both a smooth matte or woodgrain finish are available.

- Please visit www.versatex.com

Glue That Gan Take A Hit

Gorilla Super Glue features built-in impact resistance that allows glued surfaces to give, yet hold tight.

The new formula contains tiny rubber particles that reduce the chance of breakage when a repaired object is bumped or dropped.

Thicker than conventional super glues, the also easier to use and control.

- Call (800) 966-3458 or visit www.gorillatough.com

CaAbdat

Quiet Protection

Georgia Pacific Gypsum and Quiet Solution have teamed to produce QuietRock DensArmor Plus drywall panels.

The new panels reportedly combine moisture, mold and fire resistant

with al5Vo reduction in notse. The panels contain no metal within the panel and install like standard drywall.

- V isit www. qu e tsol u I on.ct tm

Longer Trims

Canfor's SilvaStar products are now available in long length, fingerjointed fascia and trim.

Pieces are made from kiln-dried SPF, using melamine glue and longlength fingers, and then planed after jointing to ensure no offset. Can be ordered pre-primed and all units are paper wrapped with corner protectors. Sizes are 2"x4", 2" x6", 2"x8", and 2'x10"-in up to 36' lengths.

Please contact (604) 264-6015 o r v s it www. s i I vastarfa sciu. com

Cable Stripper

The QTR-Turn NM cable stripper/cutter from Klein Tools is designed to quickly and easily remove the outer jacket of non-metallic cable.

Eq|bor-r\

The product strips, cuts, and loops 12 and 14 AWG solid wire. and cleanly shears 6-32 and 8-32 screws. A serrated nose bends, shapes, and pulls wire, while a curved handle provides a firrn grip for better leverage.

- Please call (800) 553-4676 or visit www. kle intools. com

lmproved Roofing System

Monier Lifetile concrete roofins promises to save energy whil6 increasing curb appeal and property values.

Each component in the Lifetile system reportedly increases crossventilation, as well as overall performance and integrity of the roof.

Choices include vented eave risers, elevated battens, and several hip and ridge products.

- Please call (800) 571-8453 or v

Performance Underwear

Carhartt's Performance thermal underwear is designed for working comfort.

Constructed of Work-Dry fabric that resists odors and wicks away moisture, the clothing is form fitting without being constricting.

- Please visit www.carhartt.com

Convenient Square

The SlideSquare from Hanson is a multi-purpose tool that combines a ruler, triangle, anchor-bolt locator, and a caliper-and fits in a back pocket or tool pouch.

The patented design is constructed of high-impact polystyrene for heavyduty performance.

- Please visit www.chhanson.com

Doors Control The Sun Plastpro's new fiberglass doors include built-in mini-blinds.

Sealed between two panels of tempered safety glass, the pre-installed mini-blinds tilt and can be raised and lowered for maximum light or privacy. Doors are available in both halflite and full-lite designs, with smooth-

skin slabs that are paintable and add easy to clean.

- Please call (800) 779-0561 or visit www. plastproinc. com

Indoor/Outdoor Primer

Masterchem Industries has introduced KILZ Complete-a versatile oil-based primer for nearly any surface, both indoors and out.

The primer is said to combine

superior stainblocking characteristics with the convenience and flexibility of multi-surface performancefrom a smoke-damaged wall to a sun-faded garage. It also masks pet odors, smoke, water, tannin bleed, and graffiti stains.

KILZ Complete is formulated to ensure truer colors from top-coat paint.

- Visit www. maste rchem. com

Jazzy Wrench

Channellock's 6" WideAzz adjustable wrench reportedly weighs less than traditional adjustable wrenches, but works just as well.

A tapered jaw profile and shorter handle length improve access in tight spaces. while a wider jaw span supports larger nuts, bolts and pipes.

- V i sit www. c hannellock. com

ACQ CA.B BORATBS D.BLAZE^ ACZA(CHEMONITE.) CCA Treating Drying Services (KD, KDAT) Staining (Browntone) Rail Siding (BNSF) Central California Location 3400 Patterson Rd., Riverbank, Ca.95367 WWW.THUNDERIZED.NET Sacramento. CA Sales Offices Portland. OR

Bob Palacioz, Sales/Marketing Manager (916) 402-3248. Fax (916) 339-2477

bobpalacioz @ sbcglobal.net

Ierry Farley, Sales (503) 936-99'1 6. Fax (503) 492-1355

thunderboltnw @verizon.net

"'We Tleat Wood Right"...Quality Wood Treating Services Since L977

Stronger Pocket Doors

Series 2060 pocket-door frames from L.E. Johnson Products can accommodate doors up to 300 lbs. The frames fit doors ranging from 2'to 5' wide and from 6'-8" to 9' tall.

lf$ tE(m0]|lc rAtc{rffs

tOR ACCURAIE fiIAIIHAI 6IltrlAI6.

Boiseo PlanSwift* cuts time estimating costs and producing shop drawings. Data is accurate and entered only once. www. bc.co m/woo d/ew/bcplansSwift jsp

PRIYEI{I FRAIIiING TWSIAI(6 WIIH BorsE BUtlDlilG S$tEtilAilG.

Boise color-coded framing plans show location of floor framing, and help less-skilled crews frame conectly. www. bc.co m/woodlewp/docu mentslFramerCalc_

Self-tapping drywall screws permit fastening the drywall to the steel studs; self-tapping trimhead screws attach the wood jambs.

A hanger-clip system allows removal of the door without damase to the drywall or trim.

- Please contect (800) 837-5664 o r v is it www.j ohns onhardware. com

Artistic Windows

Shelter Products' decorative windows in oval, round and arched styles fit a variety ofdecors.

F IEU BIII1DERS

E.-

YOI|R STffirWItH IHE HltS[

The new Boise Local Marketino Kit

=Scontains buildertargeted "lT ways you can EL,,1s build more profitably in 2068" plus ads, dirbct mail

; i7 pieces and DVDs to help you get the word out. For more information visit www.bc.com/erarp, call 800-232-0788, or talk to your Boise Area Manager today.

The Artisan line is s.lazed with a acrylic and polyestei blend that allows l2 patterned styles in both leaded caming and a wrought-iron look. The polyurethane frames feature a closed cell structure to protect from moisture and rot.

- Please call (203) 322-0009 or vi s it www. she lte rproduct s. net

Goggles & Glasses

New goggles and safety glasses from Radians are designed to protect workers in industrial settings.

The Cloak goggle features interchangeable impact-resistant polycarbonate lenses in three shades: clear, smoke, and amber anti-fog. A chemical-resistant head strap and rubber seal adjust for safety and comfort.

row design and 10" pneumatic tires for easy movement, a 13.5 gallon tank, multiple fuel options, and topmounted controls for easy operation.

- Please call (866) 672-6040 or visit www.desa.com

Lift With More Power

Next generation AC-lift trucks from Hyster offer maximum. performance, superior energy efficiency, and lower maintenance costs.

Brushless hoist motors power the hydraulic system to reduce maintenance and increase up time. Precise load handling supports greater performance with less noise and improved battery efficiency.

- Please call (800) 497-8371 or visit www.hyster.com

The Dagger safety glasses are manufactured with closed-cell foam padding that reportedly provides eye protection during sanding, woodworking, or machinery operation.

- Please call (877) 723-4267 or visit www.radians.com

Worksite Heating

Pro-Tough forced-air heaters from Desa reportedly keep worksites warm.

All three models have wheelbar-

Quick Grout Repair

Dap's Kwik Seal Grout Repair is desisned for interior ceramic and mosa-ic wall tile installation and repair jobs.

The water-resistant, non-sanded latex-based formula cures quickly and requires no sealing. Stain-resistance additives keep the arctic white color fresh. It's also low-VOC and can be cleaned up with soap and water.

- Please call (888) 327-8477 or visit www.dap.com

SHIPS AHOr-rorY: The Roval Salon/ King View Room of the majestic Queen Mary, permanentlv moored in Southern Caiifornia's Lono Beach Harbor, was the site of ihe Los Angeles Hardwood Lumberman's Club's annual Christmas party on Dec. 22. (1) Dennis & Diana iohn'ston, Luz & Pete Peterman. (2) Don Reel, charlette Edhidle, shirtey & Jim Cadwell. (3) Mark Michie, Charley Bohnhoff, Lisa & Alan Bohnhoff. (4) Walter & Joyce Ralston, Maria & Jerry

Lapin. (5) Walter & Diane Maas, Linda & Joe Purcell. (6) Deonn & Allison Delord, Alana Northrop, Charlev Fiala. (7) Shawna & Tom Rogers. (8) Biil & Kathv Fitzqerald, Lvnne & Nathan Osboine. (9) Mel & Georgie Leonard, Nancy & Ken Lobue. (10) Alan & Dayna Arbiso. (11) Robert & Lori Mitchell, Brittney Mitchell, Kareron Shannon. (12) Steve & Heidi Ondich. (13) Judy & Gale Daugherty. (14) Jack & Geny Millikan. (15) Kimberly & Dan Bohannon. (16)Tracy & Jim Gaither.

ANNUAL CRAB FEED was hosted bv the Humboldt Hoo-Hoo Club

Jan.24 al the Elks Lodge in Eureka, Ca. (1) Former Hoo-Hoo "Snark of the Universe" Gary Gamble, incoming Snark David Kahler, Stacey Jones, outgoing Snark David Jones. (2) Nancy Giacone, Amanda Hofstra, Hannah Omwake, Elise Carroll. (3) Michelle Constantine, Rhiannon Wood, Sara Field. (4) Larry Rose, Tom Koenig. (5) Dan Kepon, Reed Spiers. (6) Jean Henning, Ken Dunham, Russ Primrose. (7) Doug Ware, Frank VanVranken Jr, (8) Craig Cameron, Cody Smith.

70 TsB MBncsarvt MlcazrNn Feenunnv 2008

(9) MattEnsworth. (10) John Sharp, Mike Croxton,,lett Squ1gq (!!) 56awn Condell, Cecit Vitter. (12)Joe Flocchinni, John Littlefield' (13) Jason Faulkner, Marcia Daley, John Tumino, Charlie Moss. (14) Mick Smith, Travis Campbell, Mike-Benton, Ben Campbell. (15) Fred Galten, John Helela, Rick Hermanson. (16) Dennis Bermers, Don Bratcher.

(17) Steve Culbertson, Sean Burch.

(More photos on next three Pages)

CRAB FEED (continued from prevtous page) brought together industry friends. (1) KendalJoyce, Kevin Joyce, Kayla Welbanks. (2) Sam Sanregret, Linda Feed (3) Chrs Baldo. Banning & Eva Marre Ga ten (4) Greg Moss. George Hammann. Debbie Danielson, Mark Borghesani. (5) George Albertson (6) Troy Turner Roger Burch. (7) Joel Hame. (8) Stacy Wolf. Marcia Daley, Jenny Mac, Jerry Ensworth, Sara Mac.

(More photos on next two pages)

HOO-HOO evenl (continued from prevrous two pages) was a big success. (1) Jerry Mosier, Bonda McDonald, Jerry Kelley. (2) Kelly & Tanka Chase. (3) Gary Anderson, John Warren, Huey Long. (4) John Kimber, Bob Macfarland. Dave Dahlen. (5) Dick & Elaina Jackson. (6) Scott Gaskin, Kerry Jones, Van Vanderhoff, (7) Jennifer Pryor, Melissa Henderson. (8) Tim Tanner, Merl Tanner. (9) Jenny & Roy Cobble. (10) Bob Palacioz, Ron Dybas, Jerry Farley. (11) Bill Von Arx, James

& H tl ,]ryrffi

Von Arx. (12) Steve Shamp, Jason Gable. (13) Larry Stonum. Lowell Wall (14) Charmaine Jennings, Claudia Lima. (15) Brice Weyer, Hal Burris, Dave Berrey, Ken Canepa. (16) Don Fletcher, Pete Skibba, Chris Skibba, (17) Jessica Christiansen, Rob Gurney. (18) James Crosswhite, Jesse Crosswhite (19) Mike Cameron, Norm Carlin. (20) Michelle Schlesiger. Barry Greathead.

(More photos on next page)

HUNDREDS headed lo Northern California for one of Hoo-Hoo's largest annual events

(continued from previous three pages): (1) Hoo-Hoo Crab Feed organizer Rich Giacone, Lumberman of the Year Bill Scott. (2) Jim Brennan, Julie Wright. (3) John Blodgett, Todd Lund. (a) Bob King, Steve Kaesler. (5) Gene Klohs, Nick Klohs, Tom Miller, Barry Greathead. (6) LoRen Justice, Mikir Cameron. (7) Danny Sosa, Veronica Oliver.

(8) Jelf Barrett, Rex Bohn, Kevin McKenny.

(9) Guy Dodge, Ray MacDonald. (10) Noelle Brady, Mike Carey, Lila Owen, Sarah Mabry.

(11) Jeff Meyer, Darroll Meyer. (12) Doug Willis, Carl Henoch. (13) Jim Decker, Bob Shepherd. (14) Cad Schoenhofer, Tom Von

Moos. (15) Donn Zea, Lisa Perry, Kevin Paldino. (16) Anthony Tangaro, Chris Tritschler, Michael Wood. (17) Tom O'Meara,

Mary O'Meara Moynihan. (18) Stu Heath, Jim Edwards, Kyle Keaton, Max Corning, Jim McVey.

ploce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 ifwe set the type, $55 if ad is furnished "camera-ready" (advertiser sets the type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to Merchant Magazine, 4500 Campus Dr., Ste. 480,

Newport Beach, Ca. 9266O, F ax 949-852-023 l, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: lSth ofprevious month.

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

SoClr WHOLESALE WOOD manufacturer seeking sales rep for both hardwoods and softwoods, minimum 3-5 years experience for both inside and outside sales with regional and national accounts. Remanufacturing knowledge a plus; must be motivated self-starter. Send resume to Box 710. c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; Fax 949-852-0231, or dkoenig@building-products.com.

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the California and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits. and are anxious to make this venture successful. Ifthis sounds interesting, give me a call or send your resume. Dave Gambee, president, (888) 742-6763; Shamrock Materials, P.O. Box 80128, Portland, Or. 97280.

WELL ESTABLISHED

Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ building-products.com.

LUMBERTRADER

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

Pole

www.poleframebuildin gs.com

San Antonio Construction Co. Contractors license 291 259 Bl Toll Free | -$77\ 825-3548

FOR SALE OR PARTNER UP: Northern California mill with established customer base selling direct to contractors and developers in the high-end commercial/housing industry. 20acre facility, UP rail spur, milling lacility manufacturing wood siding and interior millwork. Excellent tum on receivables.

uqlreg

Strayer E. "Pitt" Pittman, 84, former chairman, president, and c.e.o. of Bohemia Inc., Eugene, Or., died Jan. 19 in Creswell, Or.

Mr. Pittman held a bachelor's degree from the University of Oregon. He served with the Army in Europe during World War II.

He started his 36-year forest products career with Bohemia as a clerk, working his way up to sales manager and eventually top executive. In 1991, Bohemia was sold to Willamette Industries.

Robert D. "Bob" Cherry, 90, retired sales manager for Rough & Ready Lumber, Cave Junction, Or., died Dec. 26 in Medford, Or.

Mr. Cherry started in the industry as a car loader for Timber Products in Medford. Or.. in the late 1930s. He then worked as superintendent at a planing mill that was purchased by R&R in 1953.

He retired in 1978 after 25 years with the company.

Sharon Badenoch, 50, accounting supervisor at Anfinson Lumber Sales, Fontana, Ca., died Dec. 28 in Riverside, Ca.

Ms. Badenoch had worked at Anfinson for the past four years.

Previously, she had spent four years at Dickenson Lumber, La Habra, Ca., and l3 years at Oregon Canadian Forest Products of California, Orange, Ca.

Randy Nash, 54, outside salesman for Mead Clark Lumber. Santa Rosa. Ca., died of a heart attack Jan. 13 in Santa Rosa.

Mr. Nash had spent 39 years in the industry, working at Mead Clark since the early 1990s.

Richard Urich. 64. retired lumber broker, died Nov. 18 in Roy, Wa.

Mr. Urich was born in Chehalis, Wa. He served two tours of duty in Vietnam, one in the Army and one in the Air Force, for a total of 12 years.

He was a lumber broker for 19 years for Roy Elder Lumber in Louisiana and most recently for Oregon Trail Lumber in West Linn, Or., where he worked for two years before retiring in 2006.

Charles W. "Chuck" Marler,69, retired outside salesman at All-Coast Forest Products, Englewood, Co., died Dec. l3 in Westminster, Co.

After serving in the U.S. Navy, Mr. Marler started his lumber career in 1965 as a lumber stacker and forklift driver at Kaibab Industries, which became All-Coast. He worked in inside sales and purchasing before moving to outside sales.

Bari Ann Kelleher Williams, 45, director of public affairs for Kelleher Corp., San Rafael, Ca., died Jan. 3 of natural causes.

The daughter of Kelleher Corp. owner Don Kelleher, she had been working with the firm since 1987.

New Maker For Monarch Deck

Green Tree Composites, St. Clair, Mi., has struck an exclusive deal for Premium Composites, Veblen, S.D., to produce and promote its Monarch composite decking and railings.

Distribution will continue through Monarch's regional wholesalers.

"Our focus for 2008 is advancements in new product development and adding additional distribution throughout the United States and Canada for increased market share. These goals are very attainable with this long-term relationship between our two companies," said Bill Schlottman, national sales manager for Monarch.

Quolity Weslern Cedar Products

lx4 B0ARDS in 4, 5 ond 6'lenoths

BAIUSTERS in 35,

BVC Doweled Lodgepole pine post, poles & rails l-112" to 12"

Diameter in Stock

Doweled Rail Fencing

2" BVC Tree Stakes

3" BVC Tree Posts

Light Posts

. Standard and Fancy

Bollards

. Special Milling: Split, Quartered, Slabbed. Sanded. Smooth Peeled & Hand Peeled

. Available Textures

Natural (No Bark)

2x4 MlLS in 8-.|0'both rough ond surfoced Cedor 4x4 P0STS in 4,5,6,7,8,9 ond l0'lengths

2x2 cleor cedol

Sowrunr Clrronrn

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

Hampton Distribution....,.............,,,,............,,.(949) 752-591 0

Inland Timber C0.... .......(909) 783-0470

Kelleher Corp. (Ontario)................................(909) 635-1 560

Kelleher Corp. (Rancho Cucamonga).,.,.,,.,,,(909) 476-4040

Kelly-Wright Hardwoods...............................,(714) 632-9930

North Pacific-So. Ca.

235.6873

ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Products...........,....,............(909) 627-8551

Anfinson Lumber Sales.................................(951 ) 681-4707

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

Bear Forest Products......,...(877) 369-2327 (951\ 7 27 -17 67

BMD (Riverside) ..,,. ......(951) 341-0708

Boise (O.C.)............ ......(714) 2ss-1949

Boise (Riverside)................(800) 648-91 16 (909) 343-3000

Building-Producls,com .,..,.,.........,.,...,...........(949) 852-1 990

California Timberline, Inc......,.,...,..,..,....,.,,.,,,(909) 591 -481 1

C&E Lumber C0..... ......(909) 624-2709

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

Creatus Wood Products,.,.,.(866) 974-0180 (909) 974-0180

Dixieline Lumber Co,...,......(800) 823-2533 (951) 786-9177

Weyerhaeuser Building Materials..................(877) 235-6873

llonm & C:rrmr Cnrrcnrn

Sounrffisr

BEND

Plcmc Jlonrrwsr

OREGON

Malheur Lumber Co. (John Day)...................(541 ) 575-1 1 48

COOS BAY / NORTH BEND

Conrad Forest Pr0ducts........,.......................(800) 356-7146 {541 ) 756-2595

Coos Head Forest Products.......................,..(800) 872-3388

Warm Spring Forest Products (Bend)...........(541) 553-1 148

EUGENE / SPRINGFIELD

American Laminators (Drain)..........,.....,......(541 ) 836-2000

Cascade Structural 1aminators.....................(541) 726-9836

Coos Head Forest Products.,.,..,.....,,,,..........(800) 382-3388

Gemini Forest Products.

Western Wood Products Association.,......,.,.(503) 224-3920

Weyerhaeuser Building Materia|s..................(877) 235-6873

ROSEBURG

C&D Lumber Co. (Riddle) .........,....,.,............(541]1 874-2241

Hoover Treated Wood Products....................(800) 531-5558

Johnson Lumber Co,, D.R.........,,..,...............1541) 874-2231

Keller Lumber Co. .........(541) 672-6528

Riddle Laminators ... ,.....(541) 874-3151

Roseburg Forest Products ............................(800) 347-7260

WASHINGTON

Rocw tloumrrs

COLORADO

Weyerhaeuser Building Materia|s,,..,,,..........,(877) 235-6873

MEDFORD / GRANTS PASS

Allweather Wood Treaters.............................(800) 759-5909

Eagle Plywood Specia|ties...........................(800) 547-5991

Lumber Products.... .......(541) 773-3696

Malheur Lumber Co ......(541 ) 575-1 1 48

FERNDALE

Allweather Wood Treaters.............................(800) 637-0992

SEATTLEi TACOMA AREA

APA-Engineered Wood Association.............(253) 565-6600

Boise Distribution (Woodinville)......,.,.,..........(425]| 486-7 477

Capital Lumber Co. .......(253)779-5077

Kelleher Corp, ..,.,.,.,......(206) 735-5780

Lewis county Forest Products......................(866) 336-9345

Lumber Products..,.. .....,(800) 677-6967

lvlanke Lumber C0... ......(800) 426-8488

l\,tason

Swanson Group Inc ........................(541 ) 956-4300 Western Wood Preserving C0.......................(800) 472-7714 Weyerhaeuser Building Materia|s..,...,,......,...(877) 235-6873

) 469-4177

Waldron Forest Products..........,,...................(541 ) 474-3080

McMINNVILLE / CoRVALLIS / SALEM

Capital lumber.........,.,,......(541) 223-0020 (866) 898-1 128

Forest Grove Lumber

Weyerhaeuser Structurwood .(8oo) 523-0824

OrePac Buildino Products.......... ...(509) 892-s555

Vaagen Bros. Lumber.......

Weyerhaeuser Co. ...,.,.,.,.,..(509) 684-s071 ..............(509) 928-1 41 4 Yakama Forest Pr0ducts...................,,.,,.,.,.,.(509) 874-1 163 (509) 874-8884

VANCOUVER Allweather Wood Treaters (Washougal).......(800) 777-8134 Boise Distribution.... ......(360) 693-0057 Columbia Vista Corp .,.,.,(360) 892-0770

Hardel Mutual Plywood Corp. (Chehalis).....(800) 562-6344

FAX to 949-852-0231

For more inJbrmution Jionr adverttsers, or call (949) 852-1990 or mail to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660.

Name (P/ease print)

Position Company Address City State FAX Phone

Want to Subscribe? Check the appropriare boxes to begin receiving your monthly issues.

E I Year ($18) E 2 Years ($30) tr 3 Years ($40) tl Bill Me My Check Is Enclosed

Ne

ments on articles, the magazine, or news of your company such as new hires, expansions or acquisitions (a free service). Email dkoenig@building-products.com, or Fax this form:

1(800) 976.7t03

lpwelr@lumpro.conr rvvrnv.lumltcrprorlttcts.con'r

use the Web site in brackets,

Boise Cascade Iwww.bc.com] .............................67

Braided Accents Ibraidedaccents.com]

Building Material Distributors Iwww.bmdusa.com]-...-.-..-.--...,.......34

California Redwood Co. Iwww.californiaredwoodco.com] ........,,,........3?

California Timberline Iwww.caltimber.com] ............................,...,........68

C&E Lumber Co. [www.lodgepolepine.com]

Capital Lumber Co. Iwww.capital-1umber.com1........................ ..,...,.....2

KK Manufacturing [www.lumberloc.com]

Klausner [www.klausner-group.com] ..........................35

Krauter Storage Systems Iwww.krauter-storage.com]..............Cover III

Lumber Products Iwww.lumberproducts.com]..............................,.......78

M&M Builders Supp1y............... ............8

Manke Lumber Co, [www.mankelumber.com]. ...........51

Matthews International Iwww.woodmarking.com] .......................,.......54

Maze Nails [www.mazenails.com]............... ...................10

McFarland Cascade [www.ldm.com] .,......,..................44

Mount Storm Forest Products Iwww.mountstorm.com] ...,..................62

Norman Distribution Inc. [www.normandist.com] l5

North American Deck & Railing Association Iwww.nadra,org]...........77

OrePac Building Products Iwww.orepac.com] ..........,.......,...........,........33

Pacific Wood Laminates Iwww.pwlonline.com].....................................45

Pennsylvania Lumbermens Mutual Iwww,palumbermens.com]..........55

Railing Dynamics Inc. [www.rdirail.com].......... .....,,.,,.27

Redwood Empire Iwww.redwoodemp.com]...........--..................Cover II

Reel Lumber [www.reellumber.com].....,......... ,,,,...,...,,52

Reliable Wholesale Lumber Inc. Iwww.rwli.com],.,...........,..,.........,......59

Roseburg Forest Products Iwww,rfpco.com1...............,............,,.,.,........43

Roy O. Martin [www.royomartin.com]............. ............31

Royal Pacific Industries......... ........,......63

Setzer Forest Products Iwww.setzerforest.com] .....,..............,.........,......57

Sierra Pre-Finish .,.................... ............62

Simpson Strong-Tie Iwww.strongtie.com] ..............................................48

Siskiyou Forest Products Iwww.siskiyouforestproducts,coml ..............17

Sunbelt [www.sunbeltracks.com]........... ..,....,.........,.....,29

Sumitex [www.cumaradeck.com] .,.......,....................,..28

Swan Secure Products Iwww.swansecure.com].............................,........65

Swanson Group Sales Co. [www.swansongroupinc.com]..........Cover IV

TAM-Rail by TAMKO Iwww.tam-rail.com]...,......,.,..,............................3

Thunderbolt Wood Treating Iwww.thunderized.net]............................66

TruWood-Collins [www.truwoodsiding.com] ...,.Cover I

Twin Rivers Cedar Products [www.twinriverscedar.com]....................26

Universal Fastener Outsourcing Iwww.911-nails,com]....,.,...........,.......32

Van Arsdale-Harris Lumber Co..................... ..,,.....,.....66

Viance [www.treatedwood.coml ....,.........7

Weatherbest Decking & Railing Iwww.weatherbest.com] ....................25

Western Red Cedar Lumber Association Iwww.wrcla.org]....................5

Western Wood Preserving Co. [www.westernwoodpreserving.com]...49 Western Woods Inc. Iwww.westernwoodsinc.com]......................,.........53

Lum[.er Proclr,rcts is C]omnritted to Provirling Or-rr Customers the Tirols to Meet the Design and (lreative Neecls of tl-re Builcler ancl Homeorvner.