Merchant Magazine - February 2009

Do more with less!

Softwood Plywood Siding

Hordwood Ponels

Composite Ponels

Thermolly Fused Melomine

Engineered Wood Producls

Green Build Producls

For more informotion on Roseburg's Mixed Products, go to Roseburg.com or coll l -800-245-1'l 15

Roseburg's mixed roilcor ond lruckloods ore cl very unique opportunity io order direct from one compony. order os little or qs much os you need. Mixed units such os lumber, plywood, podicleboord, specioliy ponels, engineered wood producis (including FSC RigidLom" LVL) ond green products ore oll ovoiloble. our only requirement is thot you fill ihe truck or roilcor.

Thoi,s right! Do more wiih less. whot on opportunify to control cosh ond invenlorytwo things ihot meon so much right now'

Roscbliq rrrtrnr;iccfur r's (t,lal sllll)s i1,e *'oorl :rJusiry': l>rocrdesi nrix ol P'ocl'rctr

Serving building products retailers and whotesale distributors in 13 Western states-Since lg22

VOLUME 87, NO.8

Sowlng l3 Westom Stator, lncludlng Alarka.nd H.w.ll

(Sistet publication Buitding products }igflst seves the East)

PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cuiler

EDII0R David Koenig (dkoenig@building-products,com)

ASS0CIATE EDIToR Karen Debats (kdebats@buildi ng-pr0ducts.c0m)

COI{TRIBUTING EDITORS

Dwight Cunan, James Olsen, Carla Waldemar, Jay Tompt

AD SALES MAIIAGER Chuck Casev (ccasey@building-prodfcts.com)

ClRGUtATl0l{ Heather Keilv (hkelly@building:products.com)

ADMINISTRATIOI{ DIREGTORAECBEIARY Marie 0akes (mfpoakes@aol.com)

How to Advertise

Colhct our advedlslng otticos l0r rales:

WEST, MIDWEST, S0UTHEAST; Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fax 949-8520231 ; Email ccasey@building-products.com

N0fi-TIIEASI: Paul Mummoto (N.J.); (732) S99. 8102; Fax 732-899-2758; Emait fiu'mm6too@ comcast.net

IIow to Subscribe

Contact Hsather at (S4g) S52-1990

U.S.: 1 year (12 issues), 922; 2 years, 936; 3 years, $50

F0RElGl{ (Per year paid in advance in US funds): $48 lor Canada and Mexico, $60 for all other courtries; Air rates also available.

$INGLE C|)PIES: $4 + shipping; Back issues (when available), $5 + shipping www.building-products.com

The Merch?nt Maoazine (usPs 796-560) is pubtished moritrrtl, at lsoi cimlii -0r., -sii. liri. iriiiip"rhtiiiii', trl szooo-lozz by cutler Prblishing, Inc. Periodicals Postale paid. at Newpdrt Eeaah C;..'and aoditionai poii riiiidii. rt-ti in i,ioependenly- owned Dublication for the retail. wholcsalp ind distrihrtinn tevplc nf iho r,lmn", ,hd h,,irdin^ ^r^/,,^+. 66.1^.^

azz

0y uuner Inc Peno0rcals Postage paid 8each, Ca., and post ofiices. lt is in indepenOenlty- publication the retail, wholesale and distribution tevels ot ine tLimnir ano tuitoi'ng irc"jJiti ii,iilii'r'in t3 wesrern states. c0pyright@2009 by cutler Publishing Inc. cover and entire contenis are turry proteciidai-a riilsi;;il; ieproduced in any,manner withoul written permission. All Rights Reserued lt reserves the right t0 iicepi oi rejecl inv ioiior:iir oi aovertrsing matter, and assumes no liability l0r materials furnished t0 it.

Resolutions for the New Year

As I write this column, we are just weeks into the New Year, yet my resolution to lose a modest 5 lbs. (which incidentally only takes me back to preChristmas) may already be a lost cause. I am heading next week for the Crab Feed in Eureka, Ca., and hence starts the merry-go-round known as show season. It seems to me impossible to lose weight when I am constantly eating and drinking at event after event. C'est la vie, but someone has to do itl

So like every year when I promise to do something and quickly fail, I remind myself that I am only human-well, that's my excuse and I am sticking to it. However, I wonder how many of us make business resolutions? If not, this may be the year when you need to make some and then keep them.

If you are the leader of a company, division or department, this is perhaps the most challenging time you have ever seen in your lifetime. The stakes for the future are high, as every day you have to fight to avoid adding to the mounting statistics of closures and layoffs across our and other industries. This year will have great challenges and, more importantly, deep uncertainties, which to me is the biggest issue that the economy has to face before turning around. When you do not see a clear path ahead, it impacts your total behavioral thinking, until you can see what is round the corner.

Granted, in a market that's down

407o or more from its peak, it can be difficult to see that there are srill opportunities out there. But there are! The manufacturing, wholesale and retail landscape is changing daily. Companies are going out of business at all levels, and while none of us like to see such upheaval, it does create opportunities for whomever is left. Both retailers and wholesalers will see some of their suppliers evaporate and will need to find new suppliers.

I hear from my manufacturing and wholesale contacts about successes with new product lines they have developed or taken on the past year that have literally allowed them to survive. I hear from others about responding to market requests for modified products that in a better time they were too busy to consider. I see others launch aggressive market campaigns against their competition-and winning. It is a state of mind.

So what are the business resolutions I would make? First, I suspect there is not a company still standing that has not taken defensive actions in the recent past. You have had layoffs, cut spending, held pay, etc., etc. Those moves were necessary, but when you turn all your thinking internally and see everything around you as doom and gloom, you are missing out on the opportunities that remain.

Obsessing on what may happen, as opposed to obsessing on what you need to do to stop the spiral is counter productive and self destructive. Make

a resolution to remain market focused.

Ferret out new products, new marketing ideas, and stay focused on the customer. You need to have constant visibility. Out of sight, out of mind!

I am a great believer in keeping my eyes wide open and my ears to the ground. I constantly look at the industry around me. I want to know what my competition is up to. I want to see what customers they have or don't have. I want to understand how they are pricing. I want to know who is going or gone or likely to be out of business above and below me in the chain. I want to understand products competing against mine that are succeeding. What is it my customers are buying from another supplier? If I had a competing or better product, would they buy it from me? So my resolution would be to find ways to improve competitor intelligence and to listen, leam and act!

Now if we have learned anything from the banking and Madoff debacles, the question of whom and what we can trust should be top of mind. Business ethics seem to have sone out of the window in many indusiies. Let ours not be one of them. Your third resolution should be to have zero-tolerance for anything unethical. Take time to lay out what is acceptable and what is not. Leave nobody in doubt that you will do everything possible to protect your customers and your company's reputation.

Lastly, with all the doom and gloom around, make a resolution to celebrate, when you have a reason to celebrate. Sometimes it is felt that you shouldn't celebrate anything when everyone else is suffering. Actually, it is the opposite. In this atmosphere, we all want to feel good about ourselves. Any reward need not be lavish, but what a crime it is not to build morale when opportunity presents itself. Have deep resolve and belief in the future. This year will be tough no doubt, but do the right things and you will survive.

flawle bauty wlth no visiblc futcncm, t

wotrying about nail pops on the dccking surface. -! t Compatiblc with hrdwood & compositc dccking, * Awilablc witfi e sslnls stcel insrt molded inside fior added smgtlr

Anileblc in brcm, black or grey color.

l00o/o mairtenucefiee fastening system.

TiuCnolcr"

f N ||ll. tlol t,' (li\t,rlll l).r\i. irllelllir|. t i r .r,le.ki n! l)lirl)r.l I ir\'l tll r'l \ lllitl'kctctL tlrcir- l)11)(ltic'ts' l(l\ arttllgc\ hr cotrll)iu ing thcnr to tltc tlcl'liLrlt clcck irlg nriltcliiLl. n ootl i\cls. blochtlrc\ illld plcss rclclscs lcltularlv ttlutetl etltllpositc rlcekirtg's lon'et' tttllilttcltitllec lrrrl Iri!lrcl pr'rIortttlince thitt.t tctlu tlotl. ectllrr rrntl l)fa\\Ltfc tfeiltc(l \\oo(1. IlLrt lt :t'istttie shili hlLs tlLkcrl ;llltcc l: e ontl.lositc tlct l.irtq hctotttcs e stltll lis]rcrl artcl ttc\t !lalle rittt()ll illtclllll

lt\r.. 111,r,ltt.r'rl lr1 11,'11 \rrllll)o\il('

ntilltLlllettllcf\ illc l,,llcti ()tl(. \ltetttlrtii.,l., k 1tr,'.ltti. t',rr.'tlrtlitr:

to tlt kt it oLt t ()tt tlte ll olllct. NlrtrtrtllLr'tLll cl'\ \\ Ilrr lltotltl!e ()lll\ 100(r l)\ (' rlce l.ittl ltl'. ll()\\ lttlrcl-ti: ing lLntl rr'!tlilrq tltlt llr.ir lltrrtlttels \\'olt t \lltitl.:etlLtr'll lltilt. tot. tll()ltl lcrlLti|t lcss tllltilltttllitlec. lilrs0t'll lcs: nroisttttc. rttttl lLtc ltt()lc r'()l()l \tll[)l!'

tlrrrrt thciI r'()rltl)()\ltc eotllltcl l)l!l't\. ,\/ck nlu Lcts lr "l)cik I)ilLr ble I)lLle." chlllcrr!.iltr ctttl Lt:crs to le\t

tlra stirin lutrl sct-ltlcll rcsistattcc tli its rLll I'\'(' rlce kirts. siclc b1 sitlc rr ith r'()nrl)()\itc\ ltttrl \\ tl0tl. (;o\\cn uclr ct'tises "N-o Iribc|s. Ntl I rll. r'-. \,) ( (rllll)l(tl)li\c."

.\ntl (icrtttr it I)fo(ltlcts is Iltll-l.itls rrgLrcrsir clr to "r-clttcilte " thc lltrblie

lrl.0rtt thc lillcqctl "11 .'1iL11r'5s'gs" tll

u ootl-e otttltositcr. lis it lolls ottt lt llcu

rlceking linc tltirt l()()l\\ rll()lc likc

urlotl bLtl eottiitirr\ Il()lt!'. \\'lrcrr

Cielor li rlltct-c(l tltc tlct l'irlr: lllillkct

iibolrt sir ,\ ci.u \ il!(). i1: t ittr I lltrltltte t

IooLerl tlcuitle tl lr likc. ucll. r irrr I

Prol'ilcs \\ cfc Irittcf irt whitc. grii\ ()r tlrn. 'l'hc tc\ttlfe tvlts sttttlotlt. u itlt lt rlilirrrontl l)li1tcl lr.,\ntl llcr-lirll)lilllcc ellLinr: ltglLitt\l .crtiiitt lltlttttls ttl eotll ltosite r I[Ltl r ct l() e ()lllt to Iight.

''l{lr. k tlr..tr. .,";1r,rri11', \\ \'l!' \ otllinL on \tt.()ll!. \ll\ \ (icttrlt li ': .Jtlcl I Itrlt. -'Sin. c llrctr. i::ttc: lttttl plrlLllctlls Ir.c |rLisinL tltciI Lr-glr hcrtcls. $ hicll has gl\cn Ll\ nr()la ILlcl [() \cl]ilfilte oLLf \cl\c\ li\ tlrc yrtotlttct Lrl'the fLrtLlre. \\'e nou llrr c rrr()r'c lrttrttttttitiolt. Illorc ol Ittt ctll'g."

In 'l(l(liti()rt. cotttlto:ttc tlr-ck: hlirc hccotlc c()rrrrltonl)lilcc'. "Pcolllc lLre llrnililrr' \\ ith conrl)()sitc tletLitll.-' sur s (lcttttrtt ttttirkctitlu :lltrilrli.t 'l'lLnrrtit' Koczar lt. "l-ltt,r lll-e .ltl\t ll()1 tunrilial uth thc tlillctcrlee: lrc1u.'ctl PVCI lLncl cottrposilcs. ri Ilicll Ilrlr c P\ C in tltcrtt. Wc'rc stfc\\illl llrc ludr arttuscs ol u yrtttclt l'VC' tlcck."

trIost eotnltostlc tttttttttI'ttcttlrcfs illc n,)l it. (lili\ k lr, r.'llllll lil\'. \illr( rll:lll\ ()l tlrcnr nrrrt hltic lill l)\'('tlcck lirlcs rrl thcit rtl tr. Iltcr e ()llsi(lcf b()th nrirle riirl\ c\rcll.llt. bttt \\ ith dillclcrtt :tr-cn Lt hs.

"ll eonrcs tloutt to thc blttlc b.t\\ ccn irc\tll.1ic\ :rrttl lirrlctiilnalitr'." c.. p I lr i rr s,-\ rl rL ttr ZlLttt lr lt tt i It i sc n i clt' prorl rrtt rtirltirgcr lor Trer. "('onr1.ros itcs. lc\tllct icrtl i\ ltfe sLlllt-f iol lo I)\'('. I)\'(' is l'ru-ttcr iit (fr-51\tlllg ) scr-utelrirtr. rtrrtl stlirting. OLrr "flcr Iise rrpcs ( I)\ (' line ) looks thc Itlost nillrrftrl. ltLrt it (locsll't ltlok lts lrilttlrill lrs tlrc conrpositc."

( 'hcry I Rtlvsclon. sctt tol

nrlu l'r1in!

1|iilriigcf lit TinlbclTctll . llgfccs- ..'l irclc is lt ct-tsttttttcf ltlitrkrt lirl' ll<ltlt I)\'C lincl \\'PC (ttootl Ilrtslte f()tttl)()\ itc t dcckirlg. itlltl to l iltlbct'l t't ll bctlt fits b1 hrLr rtg rr l LIll pr otltrit lirrc t lllt of1-crs hoilt. \\'f'](' tlee kirrl olle ts rt tltofc Ir'lli\tie Ntl0tl l0ok. lcrtLtte lltltl fccl. rrrrri l'\'(' tlce kirlg ollcr': llrc lri!ll cst lcrcl ol lou tttltitttcllillle c lrcllclil:. Sincc thc lirtrbcr'l ce lt lltotlttt't lillc oll'crs botlt. u c gir c c()ll\tllllcl'\ lllf ll()\\ cr. t() e ltoosc r.r ltlrl Iits tlrcil' ilc:ir-c: lnrl nce tls bcst.-' llrnrblnirri l'irrtls tlctttrttltl tli I l'cr.nLc\ r'.!i()lutl. bltsctl ()t) l)l'clcl'l'ecl "lclrlrr|r: litttl llctlcl'its. \\llilt \ oLl 'l'a l,','l:rr: 1,'s. lrt lrrt.lt rttrit,rtttttettl.. \uch ir\ in \crr t'-rrgllrrtd. voLl lllight \cc llrorc rolunrc lirr'frcr Escallcs."

Irr qlccn-nrittclccl tirclts. stlch lts tllc \\'cst. -l'r'cr Itlt: u ttrkt'cl to l)()illt oLlt tlrut itr ilce ks ttsc' olll\ fcc\ clctl ctltl tcnt. ".\ lot ttt' P\-C tieck tlllitlLtlltcttttt'r': glltiltt the\ fe rfaell llecilltsc thc\'rc ltot cLlttlltg tlori ll ltt),r ttccs. ilLrt thcl'rc ttot rcereling. so it': still llot gfcr'n." hc lir!tlc:.

Strll. clttn't e()tllll ()Llt thc Pos:ihilitr foI a ;tciiccl'til eo c\i\tcllce bclltectl thc trio nlrterilll\. ('ott:itlct' thc t'cectlt niovcs irt [:ibcr ('tttttllo:itcs. [-ltsl r cllr'. thc nrunttlltctttrcr- crltlitttlctl tt. I-illcltlrr conrP0sitc liltc to ()llcl gfciltct'liitlc. stltin lttttl scrlttcll rcsistlttlt: lltcl'qctl u itlr P\1(' tlcckirtg nrrtkct Scll\ibLrilt. lintl trcqlttt bcgart ltltltsirlg oLlt tllc \ cnclrihlc \\'clttltct-Bcst nltttlc ollc ol the nrtrsl r'cuo-lrizltblc br-ltrttls llltlollg colllll()\lt('\.

Sell ildeck help"rsrr to weekend wqrriors

By Diana Hanson

THE weekend warrior often underI estimates the complexity of a deck build. Your lumberyard offers full lines of framing and decking materials, fasteners, stains and finishes, plus assorted power tools. You may also offer deck design services and an occasional how-to course.

There's another overlooked area, however, that ministers to the weekend warrior-deck-related hand tools. These "helper" tools will help you to help your customer feel more relaxed and in control as he pushes that cart loaded with materials that he expects to transform into an envy-of-theneighborhood deck.

. BoWrencfr - This tool from Cepco provides a fast and effective way to straighten decking boards. The longer the board, the more likely it is to have some warp. A tool like this saves time, aggravation and money. Operation involves placing the

BoWrench over a joist, then pulling the lever arm and releasing it. It works to align boards by either pushing or pulling them, then locks in place so the user may then fasten the boards to the deck framing.

Decklt Deck Spacer.r - A simple spacing tool that fits over and hugs the joist, Decklt deck spacers make gapping decking boards a no-brainer. The spacers come in two sizes to provide a l/8" gap (for most wood varieties) or a 3116" gap (for most composite materials).

They are durable and easy to use. Only four or five are needed for an average size deck. They also work well in concert with BoWrench, when working the warp out of a board. Since Decklts are made of polypropylene, they will not mar boards.

. DuckbiLl Deck WreckerForrester's deck-specific tool for

removing boards is a must-have for the homeowner who needs to get rid of an old deck before starting on the new one. Its upright design and long handle provide great leverage and permit the user to "wreck" the deck without spending a lot of time bending over.

Joist Jaw - This durable tool from Grabber comes two to a pack and works to hold the joist in place for installing joist hangers or other connectors. Especially helpful for the warrior who is working solo, the Joist Jaw clamps over a joist to temporarily hold it in place, level with the rim joist or ledger.

Post Level - Various manufacturers offer this 9O"-angled level, which allows for easy leveling of deck posts. Simply hold the level flush on one corner of an upright post, and position until the three levels (one on each side, and down the spine) all read right.

COIIIBINE displays of decking with installation tools and accessories.

EASY WAY to sell knee pads to decking installers? Offer them the alternative-pain relievers.

Here are a few more generic helpers that You might mention to your customer:

. Knee Pads - A must-have for building a deck. Do Your customer a favor and be sure to recommend these pain-savers. You can hold a bottle of ibuprofen in one hand and a Pair of knee pads in the other, and just saY' "Pick one."

Knee pads are esPeciallY meaningful for those who plan to apply a coat of stain to their new deck.

' Safety Glasses - AnYone who has ever had sawdust or, worse, in their eyes needs no urging to wear these, but the weekend warrior may appreciate a reminder to Purchase and wear this inexpensive protective gear'

LonE Extension Cord - Your customer should have at least one of these that is long enough to reach from the power source to the farthest edge of the deck. You might also recommend the multi-outlet version with the internal circuit breaker.

These little helps go a long waY to keeping that homeowner on his way to building a great deck with a bit less aggravation. They also become your hook for making sure that when theY want to add an awning or outdoor kitchen, they think ofyour store over a competitor, and come back to You for more great products and guidance.

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

TOOLS such as the BoWrench board straightener are great add-on sales to a deck project.

fT'S not your grandfather's rib-charlring BBQ and wooden picnic table anymore. The nice cabinet-enclosed grill is even having to roll aside for something more. The outdoor kitchen may have made its debut as a completely custom, lavish expense for the rich and famous, but is now becomins a component-based specialty item tha*t is affordable to the rest of us.

Backyard entertaining has come a long way since lawn chairs and a charcoal grill. Costs of outdoor kitchens retail from $3,000 to around $15,000 (unless someone wants it all and then the sky's the limit). Designs and components run the gamut from simple and functional to extravagant appliance-loaded structures.

Outdoor kitchens are finished in tile, marble, stucco, brick, rock-vou name it. Just about any material you can think of is now available. There are grills that sear, rotisseries, beer taps, wine refrigerators, mounted blenders, pizza ovens, etc. If you can think of it, it's probably out there

People are spending more time than ever entertaining at home. They want all-season use of their backvards. Outdoor kitchens provide just such a setting for making the best use of that "extension of living space" that used to be called the yard. Consumers want more and better, and they are willing to pay for it. Consumer Reports estimates around 1.5 million outdoor kitchens are installed each vear. Now

that's a lot of steakl

If you are on the fence about whether to start carrying outdoor kitchens, know that they will absolutely boost sales in other departments of your store. Think about it: an outdoor kitchen has power, gas and water requirements. Consider, too, that vou sell materials for decks and oatioi. A patio sounds like a great place to plant an outdoor kitchen! Plus, you can also provide the tile or marble for outdoor kitchen countertops, either by canying it directly or by making arrangements with local suppliers.

You already cary many of the supplies needed for a great outdoor kitchen. The customer is already in your store, so they are very likely to make all those purchases from you so long as you make it convenient for them. (Pssst... as long as their wallets are open, go ahead and get a quality line of BBQ tools, stainless cleaners, and a good grill cleaning brush.)

The Display

Where do you display an outdoor kitchen? Why, outdoors of course! This does a number of things. First, customers have to walk by it everv time they enter your store.

Next, it's a perfect set-up for those occasional contractor breakfasts, hot dog lunches, and power tool demos. It also provides a logical setting for that bit of patio furniture that you display. Build it so it makes the customer feel

like it's the real thing, a place they can see themselves in and enjoying

Manufacturers

Note that since outdoor kitchens live, well, outside, quality really matters. For example, when you open up a cabinet door, you don't want to be showing potential customers fiberboard on the inside-it won't hold uo. You must also watch the grade of stell and thickness used in the manufacture of components. The cheaper stuff will be bright and shiny in your store, but your customer's face won't be brieht and shiny a year later when he te-lls you about his rust problems.

As with any popular item, there are many manufacturers of components. An Internet search for "outdoor kitchen" will turn up a bunch of suppliers. Some are good, some are not. Do a little research. Try looking to trade associations, such as the Kitchen & Bath Association and the Hearrh Patio & Barbecue Association.

Consumers today want all-yearlong use of their outdoor living space. Just keep them interested in improving their backyards, and you'll have customers for life.

- Diana Hanson is co-owner of deck contractor Woodpile Construction, Meridian, Id., and Deckit deck spacer maker Woodpite Products. Active in the North American Deck & Railing Association, she freque ntly w,rite s for industrv publications. Reac h her at diana.hanson@ pmail.com.

Diana

Iimbeftrch

t-' LessWork. More Life.

It's not just a deck. lt's TimberTech.

Panel m arkets to tighten in 20 10

By Greg Lewis RISI

I\TORTH American structural panel

I \ markets continue to lansuish as the economy is mired in recesiion and construction markets remain exlremely weak. This precipitous decline in demand has caused significant capacity curtailments across the industry. There have been a number of permanent and indefinite closures, producers are running very limited production schedules and buyers are hesitant to carry inventory.

Significant downtime and limited buying means that when markets do turn around, expected in 20 10, the rebound will be swift. It will take time to ramp up production at idled facilities, the overall capacity base will be smaller due to closures over the previous two years, and buyers will be anxious to rebuild inventorv in anticioation of stronger demand. The net reiult will be a swift jump in prices and a

return to positive profitability for both OSB and plywood producers.

The plunge in construction markets and the current recession has been brutal for North American wood panel producers. For all of 2008, structural panel demand will total just 34.0 billion sq. ft. (3/8-inch basis), a t4%o drop over 2007. With demand down so much, domestic panel production is sharply lower. Through the first three quarters of the year, North American panef production ran at about TOVo of capacity as producers have significantly curtailed output. There have been a number of permanent capacity closures, with additional curtailments, both temporary and permanent, certain to come over the next quarter or two.

Looking ahead, we expect 2009, on the whole, to be weak as well, with panel demand of just 31.9 billion sq. ft.. although some improvement in

construction will come as the year progresses. We expect housing to bottom in the first quarter (U.S. conventional starts around 710.000-715.000 units SAAR in January and February), and then to move slowly back above 1.00 million unirs (SAAR) by the end of the year. In 2010, construction markets will pick up steam, totaling more than 1.4 million units for the year.

There are a number of reasons why we anticipate the turnaround in construction in 2010. A detailed explanation can be found in RISI's upcoming 5-Year North American Wood Panels Forecast and North American Lumber Forecast. Briefly, there is growing pent-up demand for housing (e.g., the accumulation of demand for additional housing, estimated around 1.80 mitlion units per year this decade, including mobile homes, in excess of production). Through 2009, we will have underproduced housing units by about 850,000 units since 2000 (assuming about 865,000 starts next year). That includes the overproduction during the boom earlier this decade.

Second, with interest rates low and home prices falling, home affordability continues to improve and will remain very favorable in 2009 and 2010. Third, inventories of unsold new homes continue to decline. This has come as housing completions for sale have been below new home sales for the past year, and we expect this to continue into 2009. Finally, we expect the government and large Iending institutions will take aggressive steps to reduce the rate of foreclosures. We believe this process will move quickly over the next several months as it is in both the government's and lenders' interests to limit the downward effect

construction rebound should hit suddenly in 2010 and quickly stress osB supply.

of foreclosed properties on home prices.

With residential construction on the rebound, other enduse markets improving and the overall economy on the upswing, North American wood panel demand will move higher in late 2009 and in 2010. OSB demand will jump in particular, given its dominant share of the strengthening residential construction market. The rebound in plywood demand will be more muted, given its continued loss of market share, but positive nonetheless. We expect North American structural panel demand will jump 25Vo to 4O.O billion sq. ft. in 2010.

We expect markets will quickly tighten as demand improves because buyers will be quick to jump back into the market as inventories entering the upturn will still be very low. Also, capacity closures that have occurred over the past year and that will continue in 2009 will mean a lower North American capacity base entering the upturn. We expect structural panel capacity will end 2009 around 40 billion sq. ft., down from a peak in excess of 47 billion sq. ft. in 2005-2006. Stronger demand and lower capacity will mean much higher demand/capacity (D/C) ratios in 2010, compared with 2008-2009. (See chart at riSht)

Just as important as permanent closures is the extent of indefinite capacity curtailment. It will take time to start up lines that have been down for many months, or even years, bolstering order files as new orders increase. The net result will be a swift jump in prices and positive producer profitability on full-loaded costs. Capacity will continue to

ramp up over 2010, but growing demand will mean further upward pressure on prices and improving margins. From our last completed forecast (September), we estimated 2010 profitability for OSB producers at 20-307o. That, combined with plywood margins of 1O-20Vo, will mark the most profitable year for the industry since 2005.

- Greg Lewis is direcktr of wood products for RISI, informtttion provider for the global Jbrest products industry and publisher of Crow's Market & Price Service, which rffirs free trial subscriptions at www.risiinJb.com/crows. He can be reached at (781) 734-8939 or s.Lewis@ risiinftt.com.

New Regulations Shake Up Gomposite Panels

The first phase ofCalifornia's new regulations regarding formaldehyde in composite wood products took effect Jan. 1. Importers have until March 31 to sell uncertified wood, distributors have until May 31, and retailers have until Dec. 3l, 2009.

"The North American industry is basically in compliance," said Allyson O'Sullivan, director of marketing for the Composite Panel Association (CPA). "Companies that source domestically should not have a difficult time finding complaint products to purchase. We are not aware of any sell-through issues for North American suppliers."

Companies that import composite wood products, however, are more concerned. "There are tough times ahead on the CARB issue for this industry, and people are just hearing about it," said Jeff Lassle, a long-time import executive based in Southern California. He said the rules will affect "90Vo of current furniture in California, picture frames, tens of thousands of products."

Lassle estimated that there are "$300 million of composite panels alone sitting in California that will not be able to be sold." He said that selling the non-compliant material outside of California is "not going to happen in these economic times, nor does anyone now want to buy uncertified stock."

Larry Gagnon, who handles panel sales at Reliable Wholesale, Huntington Beach, Ca., said, "We might have several thousand panels on hand (60 day or less inventory) that are not CARB-certified," but he believes all will be sold well ahead of the deadline so he sees no cause for concern,

He would also "remind everyone to look outside California for other markets if they feel like they have an

inventory problem coming later this year. Mexico might be a poor return, but better than having dead inventory. They can also look to states nearby for what might be a better return market."

Since other states are considering similar regulations, most manufacturers are expected to offer Californiacompliant products throughout the U.S.

"It is essentially, de facto, a national standard," said CPA's Curt Alt. According to the association, it would be difficult for companies to maintain separate product inventories and track where products go.

As of January 8, more than 60 mills have earned certification in the U.S., l2 mills have been certified in Canada, and2'7 mills have been certified in China.

Third-party certification by accredited groups is mandatory for manufacturers, and can be obtained in North America from associations such as CPA and the Hardwood Plywood & Veneer Association, as well as private certifiers such as Scientific Certification Systems' For China, third-party certification is available from testing labs in Hong Kong, such as SGS Consumer Testing Services. "Only a handful of the 900 composite wood products factories in China are certified," said technical director Chuck Coletta. "This will have a ripple effect throughout the chain by assisting all parties with becoming CARB-compliant."

When the new rules are fully implemented in 2012, California will have the world's toughest standard for formaldehyde emissions from hardwood plywood, particleboard, and MDF. Also covered are all products made from composite wood, such as mouldings, millwork, cabinets, furniture, countertops, doors and flooring.

A slmple solution to the

III nouslng cns|s

By John Krier JLK Global

A S THE enormity of the global banking rescue packages .Cl,continues to make once unthinkable money transfers an everyday occurrence, it seemed to me there must be a simpler and cheaper strategy for our "leaders" in Washington.

Many people are unaware of the global extent of the housing price inflation phenomenon. As of 2008, the U.S. is among the laggards in nationwide housing appreciation. Since 1998, U.S. appreciation is approximately 80Vo after last year's sharp drop in median prices. Countries in the E.U. are still holding three-figure increases. Other countries have reached mega-inflationary levels, such as South Africa at close to 400Vo. Even China is affected, with their big-city property markets tanking along with the others. The point here is that this recession is not going away any time soon.

But the meltdown started here and recovery should begin here. It is now clear that overly accomodative Central Bank policies and global trade/savings rate imbalances have created the conditions for another asset bubble and this time of historic global proportions. But what is being done to fix the problem at ground zero here in the U.S.?

After the evisceration of the $700 billion TARp initiative (that would have been effective if not turned inside out by the Congressional sausage factory) solutions have been limited to throwing money at any institution with the slightest resemblance to a large bank. This creates the very real

possibility of igniting an inflationary spiral somewhere down the road.

So with all this liquidity available, why do financial institutions like Citi and AIG keep coming to the well? It is because asset prices are still dropping. The primary villain is still housing, but now commercial real estate is joining the party. Just when the bank accounting teams think they have a handle on asset values underpinning their various Structured Investment Vehicle (SIV) holdings, the CaseSchiller releases another housing price report and the spiral continues. (SIV is the broader title for packaged financial products such as mortgage-backed securities).

If U.S. housing is really the disease, why are we only treating the symptoms? Home prices are still falling and deflation, by definition, is self-perpetuating when the psychology locks into the consumers' collective minds. Why buy now when it is going to be cheaper next month? All the liquidity in the Fed's arsenal is not going to break that psychology until at some point housing becomes much harder to buy and much easier to finance.

The builder/developers have done a decent job of lowering new home inventories, which are cunently at historical lows. But until the huge numbers of existing homes are sold and occupied (or, in extreme cases, torn down), there will be no recovery for housing or the economy in general.

While pondering this morass, I was struck by the idea that the problem is two-fold. That housing is too expensive is a given, so prices must retrace to affordable levels. But the second problem is less obvious, but more pernicious. What if, like unemployment (5Vo is generally the figure used by economists for sustainable "full" employment), there is a maximum percentage of homeownership that is sustainable with the current state of the U.S. economy?

Before the insanity driven by banks, hedge funds, rating agencies, and government social engineering (think GSEs), a 60% homeownership rate was considered a healthy level. Then in 2005-2006 the paradigm changed, and 70Vo seemed not only attainable but somehow sustainable. But advocates of the new paradigm forgot one thing: markets, like water, find their own levels of stability. It would appear that 6O-62Vo is still that level.

The latest U.S. mortgage statistics show a combined 1O7o rate of defaults and problem loans with more to come. If you reduce 707o ownership by 10Vo you get 63Va,which is very close to our proposed benchmark. It is possible or

even probable that markets are forcing a reversion to a realistic ratio of homeownership to rentals.

With this in mind, we are left with three avenues of approach. Approach one is currently de rigueur. The government is taking the "sledge hammer" option, pouring trillions into banks or anything resembling a bank that is "too big to fail." So we have the spectacle of Goldman, GMAC and others magically turning themselves into your friendly neighborhood banker. And don't get me started on Detroit bailouts.

Proposed subsidies to encourage more building just adds to the unsold inventory problem, and giving subsidies to people who can't afford the house under any circumstances only prolongs the agony. But it does make for great political press.

Now we have proposals for "stimulus packages" that approach $1 trillion. Do people honestly think that Congress will invest that money in the most effective and efficient manner?

The second approach, advocated by the more stubborn free marketers, is to do nothing and let things take their course. They believe the government, with these massive spending programs, is eroding our economic liberties through regulatory regimes and stealthy nationalization of whole sectors of the economy. I would agree that these risks are real, but the alternative would almost certainly be a protracted depression.

This kind of economic stress creates a much greater temptation for government to curb liberties in the name of saving the nation from catastrophe. The FDR Administration in the 1930s should give free marketers pause as this was the start of the socalled "Imperial Presidency." FDR's attempts, in large part successful, to stack the Supreme Court, strengthen sedition laws, and create programs that became known as "entitlements" (but are in reality intergenerational wealth transfers) were a result of perceived economic exigencies.

However, there is a third way. For the last two years, private money has been moving away from risky assets to the sidelines. One look at the 30year Treasury note shows how hesitant investors are in putting their money to work in traditional asset classes. The pendulum, as usual , has swung between two extremes. Two years ago investors were ignoring risk premiums and now it seems that no premium is

high enough. High quality assets are going begging for lack of buyers.

But what if a one-year monster tax credit for buying existing empty housing was offered to anybody who could truly afford it? This would include absentee landlords as well as owner occupants, whether they are first-, second- or fifth-time buyers. An irresistable short-term opportunity with an expiration date and a minimum multiyear holding period (keeping out the spinners) would overcome fear, rotating private money back into this asset class. This would have two salutary effects. Stabilizing prices would finally give the banks an accurate mark-tomarket target, shoring up their balance sheets and breaking the logjam in secondary markets for their SIV paper. Better yet, in the long term it would bring the owner/renter ratio back into a sustainable balance.

Simple? Sure. Overly simple? I don't think so. Targeted tax incentives are the most effective way to change economic behavior. Expensive? Yes, but much cheaper than what is already in the pipeline. A $40,000 tax credit (not a loan) for as many 1.5 million empty houses and condos would cost the government $60 billion in lost tax revenue. This is chump change in today's brave new world. And, yes, it would borrow against future demand. But it would also clean up the excesses and allow the market to start fresh with tight inventories, giving a shot in the arm to the homebuilders.

Politically feasible? Probably not. The economic neophytes in government and the media would start

screaming about rewarding the wrong people using the usual sophomoric catch phrases like rewarding "fat cats." Plus, after spending the last eight years repeating this mantra ad nauseum, it would be a jarring turnabout even for the masters of spin and hypocrisy in Washington.

The Federal Reserve has been out front and Chairman Bernanke was among the first to realize the dangers and actively pursue an expansionist policy, while the "experts" were still hand wringing about inflation. But monetary policy is not enough. Worse, if the heavy lifting is left to the Fed while Congress keeps blindly handing out ineffective stimulous plans and make work programs a la FDR, inflation or stagflation will be the result.

Because I am a dyed-in-the-wool free marketer, recommending any government intervention is difficult for me. But in these circumstances, the alternatives to effective government intervention are too catastrophic to contemplate. Unfortunately, what we have seen so far may eventually accomplish its purpose, but in a grossly inefficient and enormously expensive manner. And look for the added bonus of more and more onerous regulations, throwing up more hurdles for the credit markets in the process. Throwing the baby out with the bathwater is a specialty of our government.

- Mr. Krier is a 30-year 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 john@jlkglobal.com.

Quality Weslern Cedor Products

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

2x4 MllS in 8-]0'both rough ond surfoced Cedor 4x4 P0S[S in 4,5,6,7,8,9 ond l0'lengths

2x2 cleor cedor BALUSTERS in 36,

NE Keller Rd., Roseburg,0R 97470 , Ftt

|(eller, Soles Monoger (S4't) 672-6528

SearGhing for new markets! Leave no stone unturned

By Bob Maurer Swanson Group

the U.S. Department of Agriculture-Foreign Agricultural Services. What was the misplaced item I was trying to find? A market.

Before discussing my attempt at finding some elusive new business, I should make a comment or two on the associations we refer to by their popular acronyms. The APA represents approximately 70Vo of the production of structural panels in the U.S. and is pretty well known by pro dealers and wholesalers everywhere.

The Softwood Export Council may not be as well known. but thev work for associations such as the

f 'M sure we've all had the experience of misplacing lsomething important and not being able to find it. Recruiting others to help in the search and looking all over eventually someone shouts the inevitable line "leave no stone unturned."

It was with that thought in mind that I recently participated in a "trade mission" to Dubai in the United Arab Emirates as part of the APA-The Engineered Wood Association contingent to work their booth at a week long building/construction exhibition. The APA shared their booth space with the Portland, Or.-based Softwood Export Council and was funded in part by

SWANSON GROUP'S Bob Maurer (/efi) is joined by a (/-r) United Arab Emirates construction executive and fellow trade mission delegates Ken Caylor, Pacific Wood Laminates, Brookings, Or., and Tom Westbrook, W3Net, Yelm, Wa.

WOOD is making inroads into concrete-dominated markets in Dubai. Most imports are lrom Asia, but increasingly U.S. products, such as LP's TechShield OSB, are breaking through.

Western Wood Products Association, West Coast Lumber Inspection Bureau, Southern Forest Products Association, Southern Pine Inspection Bureau, and others who represent the interest of lumber producers. Most people relate these organizations to their grading services and look for their stamps on the wood products they purchase. Testing products, writing and reviewing the grading rules, and conducting regular mill inspections to ensure compliance in manufacturing is the backbone of these associations.

But their work also extends to promoting and marketing the products that their members manufacture, to create new demand and business in new markets and different industry segments. They also work with associations such as LEED to make sure wood is given fair representation. Sometimes their efforts are rewarded

unturned in the ultimate search for a market. So after traveling halfway around the world (12 time zones) to experience this incredible growth first hand, just what did I find? Several things come to mind-some pretty obvious, others less so, but in either case I thought I'd share (something Robert Fulghum and I both leamed in kindergarten) my observations for anyone who may be interested in finding some new business or markets.

First the obvious: you have to commit time to develop a new market. Entry into a new area is not a quick fix, but a planned strategic move. You have to show up with product in hand, meet the decision-makers and those of influence, present a compelling value proposition, look to establish a success story, and, most of all, be persistent. I saw the results of persistence pay offfor the APA in the growth of wood products being used in the Middle East over the last three to four years.

Diversify your product offering. This is easier for wholesalers and dealers than it is for a manufacturer. but if your current product mix has you pigeon-holed in a specific geographic market or a specific industry segment (read housing), then you need to look at expanding your line. I saw two companies with new wood products at the Dubai show-one from New Zealand, the other from Germany. I was particularly impressed with the German producer, who had a framing system that had passed a seismic test on a sevenstory wood structure. Just watching the film was unbelievable. Now that is a product that is capable of cracking some new commercial markets. Changing your product offering also requires an investment in time and isn't a quick fix, but is something that should be constantly reviewed.

with resounding success and other times their work goes unnoticed. But in every case I am impressed with the effort these "grading" associations put forth to the benefit of all wood products users.

So it was no surprise that the APA and SEC had been working the Dubai area for the last five years or so trying to increase the amount of wood used in an area that has been one of the fastest growing regions in the world. During that time, wood imports into Dubai have tripled, although not necessarily to the benefit of U.S. producers. China, Indonesia and Malaysia are still the largest exporters of wood into the area.

With the help of the APA, though, there has been an increase in the use of glulam beams on a number of projects, and I saw a construction site where LP's TechShield was being used. Hoover Treated Wood Products, which had two representatives working the booth, has placed some fire retardant treated plywood in the Burj Dubai, the tallest building in the world. So progress has been made, but it's still a difficult and slow process to change the established building practices of poured concrete and cement block.

Now, where was I? Ah yes, leaving no stone

The last observation was actually expressed best by a good friend of mine who recently mentioned that about 75Vo of his company's business was coming from customers they have been selling less than 10 years (and this company has been in business a long time). Prospecting and adding new customers sounds like a given but it's done less than you'd expect.

Ultimately there are no quick fixes or easy solutions to growing sales in a depressed business climate. Only with a determination to look under every rock and leave no stone unturned will you find that light at the end of the tunnel.

Good selling everyone in 2009.

DUBAI construction show attendee (ight) is educated on U.S, wood products by Maurer at the APA and Softwood Export Council-sponsored booth.

All Rhoades lead to success

By Carla Waldemar

Holden and Blue Hill stores, and in the meantime, opened Rhoades Building Products in Ellsworth. Today, they're all united under the same Rhoades Building Supply brand and overseen by president Steve Veilleux, who formerly ran the Ellsworth site.

f ET'S see... who gets the movie role? Here's the backI-lstory to this romantic fable: California guy gets his MBA, works on Wall Street for a dozen years, then retums to San Francisco as an investment banker, where he meets the girl of his dreams. He marries, has a darling baby, then fulfills his bride's heartfelt wish to live happily ever afterwhere??-in her home state of Maine. Ah, the power of love.

Fade from the happy couple holding hands among the pines to harsh reality-gotta put bread on the family table-and the date movie morphs into an instructional docu-drama on how to start your own business and achieve the American Dream.

Meet our hero, Chris Rhoades, who made the move to Maine in 2003 and now owns five-count 'em-five successful building supply centers. With opportunities openended, he could have bought into an Internet start-up, an insurance agency, a chain of Starbucks, or what-have-you, but, eyes wide open, he chose to be a lumber dealer.

Why? Research, common sense, and strong principles combined to guide him. "I looked at all kinds of businesses to find good, longtime fundamentals. We'll never lose the professional builder, I determined, and they will always need a sound team ofexperts offering quick, accurate delivery of quality products. Home Depot is the business model for the d-i-yer, but builders need someone local, someone who understands them, as the population grows."

Chris's focused strategy is to grow by acquisition. He figures it this way: "Buy an established operation instead of adding to the already-strong competition, then update and expand those operations with new products and the needed expertise."

In 2004, he plunged in by purchasing the two Milbridge and Machias locations of H.F. Pinkham, a well-respected company that had never changed hands before. He did the same in November 2007, acquiring Granville Lumber's

Steve is a major factor in Rhoades' success, as Chris is the first to point out. This key appointment figured foremost in his acquisitions strategy. He, as c.e.o. and founder, doesn't know much about 2x4s and insulation, and it doesn't make a difference. What really matters is hiring someone who does, and that was no accident. "Before investing in the acquisition, I did the research," Chris explains. "I found the ideal company, and the price was right, but I knew I needed a president before we put the deal together."

Steve knew the industry and could hit the ground running, while Chris scanned the stratosphere. "I do the 30,000-ft. strategy," he explains, "finding the talent and rhe financing. I looked at Granville for two years before buying, but at that time, the price didn't make sense. Later, they came in with a much more attractive offer, so we negotiated a deal.

"I've been looking for companies that 'fit,"' he says. "Milbridge and Mathias are 30 minutes apart on the freeway, and Ellsworth and the Granville stores are also half an hour apart-so, five locations with one headquarters, in Holden," makes sense.

The underlying strategy is this: "The bigger you get, the more efficient you can get," Chris instructs, juicing up his MBA learnings with real-time examples that result in important savings, such as buying power. "To key vendors, with products like windows and roofing, five stores make me a much more attractive customer."

And adding SKUS to the smaller acquisitions made those operations, in turn, more attractive to their own customers. Installing a company-wide computer system also has produced savings in time, money and accuracy, underscored by the ability to fill orders based on company-wide inventory. "Plus, the ability to consolidate several sets of management results in significant savings, too," he adds.

Adapting staff to an acquisition (Rhoades currently employs 70) is seldom a walk in the park, and Chris knows that. Existing employees are given the benefit of a doubt, but inevitably, some deadwood needed to be culled to achieve the c.e.o.'s vision of what's vital for success-or make that, survival-in this uneasy age.

"My philosophy," he states, "is this: Everybody has the same products, so the only competitive advantage you have is your people. So I'm continually involved in attracting and upgrading talent, to find the best 'athletes' to compete

on our team-the ones with knowledge and friendliness, who engage customers' loyalty and [thus] increase our market share."

"I filter and identify people," Chris continues. "I look for great attitude, then find them a role. And I look not only in the industry, but maybe find the best salesman at an auto dealership or a production manager who's sitting next to me on a plane. I'm looking for people skills. intelligence. a scrvice ethic, a team player."

"It all comes down to affitude," he underscores. To back that. "We're constantly involvcd in staff training, whether through vendors. in-house mentors or association classes."

These people stick around, he says, "because this is a place where you want to have fun. This isn't boot camp for building materials; it's a fun, exciting place to be. I'm generous in paying for talent, too. And," he adds in almost a whoop of jubilation, "we embody youth! (l'm in my early 40s.) People who want to invest in growth and visionl"

Rhoades' 8()/20 customcr mix is drifting even more toward the pros, and that's also by design. Outside salespeople visit jobsites, scan lists of building permits and such. Beyond those obvious sources, insists Chris, "It's all about relationships, and that's what we do best. It's all about thc people. Our sales staff boasts l0 to 20 years in the business, so they know how to help a customer fiom plans to takeofts. suggest new and alternative product, and stand behind our products." Oh. and hand out Red Sox tickets now and then.

Looking to expand commercial accounts, Rhoades now boasts three dedicated salespeople, including one individual who used to work for the competition but approached Chris about ajob.

Beyond that, Chris himself is fbremost in fbrging commercial opportunities. "I like to get familiar with the owners-form a personal relationship, make them familiar with how we do business and how we can add value to their operation. An owner-to-owner relationship resonates." he knows.

He has also been tapped by thc -governor to serve on the state's Economic Council, a task forcc charged with investigating what Maine can do to attract new businesses. He's happy tct volunteer his time because he believes in his adopted statc.

"Maine's economy doesn't ride the waves of boom and bust. Certainly, there's been a recent turndown-no state is immune-and, as a company. we've downsized some and are lookin-e at cost-cutting within the overall market. But on the other hand, we've just hired two key people to upgrade our talent. These times present an opportunity to attract good people. Times are challenging, but we're still having fun."

More acquisitions'/ "For the best f it, you wait fbr them to come to you. But," he's quick to add. "we're always looking."

- A .fbrmer awerd-v,itutittg LBM tradc nuguz.ine editor, Cttrlu Wulderttar v'ritcs Jiequcntly ott the indusn't. Cttttlttct her ut ctruldctnar@ r'ontutst .net

BIG PLANS: LBM dealer Chris Rhoades has entrusted oversight of sales and operations to sales manager Jeff King (left) and president Steve Villeaux (nght).

55f HAVE to cover what my cusItomers are looking for, don't l?"

This is the question asked by the victimized seller. What do I mean by victimized? Many sellers spend their lives being servants and victims, while the master seller forges his own way and earns four times that of the average seller.

The most competitive time to sell our customers is when they decide they need something. No one (salesperson) has anticipated the customer's need and satisfied it; therefore, they are forced to put out an inquiry for what they need.

Master sellers have done a great job of discovering their customers' needs through prospecting. They already know what their customers use and promote into that need on every call.

"Hello, Mr. Customer, what do you need today?" is not a sales-call opener, it is a service-call opener used by the majority of sellers.

"Hello, Mr. Customer, the last time we talked you told me that 2x4 straight l6's was something you use on a consistent basis. We just bought a block of 2x4 heavy l6'that we have

Proposer don)t quote

By James Olsen

been selling well. How many l6's are you going to need today?"

The second opener shows the customer that we are thinking about and anticipating their needs. If we go into business with a (supposed) partner and every morning he asks us, "What do I do today?" how long will it take us to dissolve the partnership? Not long, right? The same can be said of our potential customers.

Many sellers come to customers on every call saying, "What are you looking for today?" These same sellers will complain that customers treat them badly. The bottom line is this: If we approach our customers as service agents or unprepared employees, they will treat us as such. If we approach them with ideas, proposals, deals, etc., they will treat us like a partner.

The Math

All else being equal (closing percentages, markets, etc.), the seller who proposes will always make more money than the seller who chases inquiry. Proposals are unique, exclusive and have margin built into them by design. Inquiries are hypercompetitive, commodity-like, low margin business by definition.

Proposals: How To

Proposals are easier and faster to construct than many salespeople think. Like anything, they become easier and better the more we do them. Below find simple steps to writing and selling proposals.

. Write down all the positive points of our product or proposal. If possible, construct a "similar story" about how this proposal has worked for another customer. (If we don't have a story of our own, we can use a victory of a co-worker using the "we form." ("We just sold a block of these to...")

. Know the details. If we have a good proposal. many times a customer may have interest but will test our knowledge of the details to derail or stall us from closing. Knowing the details will make it easier for our customers to buy.

. Go Big. Propose for the whole year, half-year or quarter.

Ask for the order five times

. Have a plan B, C, D, E and F. If we "Go Big" to start with, our fallback plan can be smaller by increments. Continue to ask for the order (five times) at each fall-back step. Many sellers feel they cannot ask for the order five times. Thank goodness they feel this way; it makes it easier for us who do ask for the order five times.

. Set a date for further discussion. Do we always get the order when we propose to our customers? No. Does it change our customer's perception of us even when we do fail? Yes. Do we make more money per close when proposing versus chasing inquiry? Absolutely !

When we spend our time proposing versus chasing inquiry we are taking control of our own sales lives and careers. We are not leaving our earning potential up to the whim and whimsy of customer inquiry. Working up proposals for our customers and giving them a quality sales call is more work than calling up and saying, "Do you need anything today?" But it is work that pays. Chasing low-closing-percentage inquiry is work also, but work that doesn't pay. Propose. don't quote.

- James Olsen, ReaLity Sales Training, specialiT.es in sales tainingfor the lumher industry. Reach him at james@realitysalestraining.com or (503 ) 544-3 572.

CertFORNn PREMIUM'" REnwooD DECKINC

California Premium redwood decking is the top-of-the-line dimension lumber product in the cALtFORNTn RTOWOOO cOrupnruV Redwood Collection. lt is graded visually to limit knots and other characteristics that detract from its quality appearance. This makes it perfect for outdoor projects where high-quality appearance is demanded.

Redwood naturally resists shrinking and swelling. California Premium is air seasoned to reduce moisture content, making it even more dimensionally stable. This means that California Premium redwood decking goes down flat and stays flat.

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

2x4, 2x8, 2x10, 2x12, 4x4 available in lengths of 8', | 0'/14', 16'/20'

Caf l 1-8OO-637-7077 for distributor details and product specifications.

group

r 6i#i.

lrrlrrrns

Big Creek Lumber is relocating its Santa Cruz, Ca., store this spring to a larger 18,755-sq. ft. facility...

F o xw orth- G albr ait h Lumb e r closed its yard in Grand Junction, Co., and truss plant in Delta, Co., as well as its 8th St. yard in Yuma, Az., consolidating operations at its Foothills location

Sutherlands Lumber has acquired BMC West's vacated store in Fort Collins, Co., to consolidate its two local facilities

Ace Valley Supply, Redding, Ca., has purchased the former home of Frontier Hardware & Garden, Cottonwood, Ca., to open its 3rd location, ValIey West Hardware, in late April

Carter Bros. Ace Hardware has opened in Reno, Nv. ...

Ace Hardware opened a 13000sq. ft. store with 2J00-sq. ft. garden center Jan.2 in Burien, Wa.

Home Depot opened a 130,000sq. ft. store Feb. 19 in Auburn, Ca.; is still fighting to build a store in Grants Pass. Or.. and evacuated its Ceres, Ca., store Jan. 9 after a small fire broke out in its garden center; $10,000 ro $200@ in pool cleaning supplies was lost ...

Lowe's Cos. opened a new 117,000-sq. ft. store Feb. 6 in W. Eugene, Or., and a 103,000-sq. ft. unit Feb. 2 in Tempe, Az. ... the chain expects a 4th quarter 2009 opening in Indio, Ca., and received an extension on the draft environmental report for its proposed store in Sonora, Ca.

Meek's Lumber & Hardware, Sacramento. Ca.. has been Forest Stewardship C ouncil chain-of-custody certifiedby SmartWood

Friedman's Home Improvement, Santa Rosa, Ca., completed its

"Year of Green" in 2008 and was certified in the Sonoma Green Business Program

Parr Lumber, Hillsboro, Or., donated $37,000 to Ronald McDonald House Charities it raised by selling special logo products during the holiday season

Wmtrsrlrns/|f, murlcrunrrs

MFP of Oregon closed its wholesale lumber tradins office in Lake Oswego, Or. ...

Weyerhaeuser C o., Federal Way, Wa., has permanently closed its sawmill and Pacific Veneer mill in Aberdeen, Wa., eliminating 121 jobs the corporation will repurchase up to $250 million of its outstanding shares

Weyerhaeuser threatened to demolish its OSB mill in Miramichi, N.B., if the Canadian government doesn't act soon on its proposed sale to Arbec Forest Products; it closed the mill two years ago and tentatively struck a deal with Arbec last summer

Senecs Sawmill Co., Eugene, Or., will begin construction this fall on a $45-million wood wastefired power plant, to be operational in 2010 ...

Sierra Pacific Industries eliminated the third shift at its sawmill in Anderson. Ca.. and cut the work week to 32 hours at mills in Burney, Quincy and Sonora, Ca.

F.H. Stohze Land & Lumber Co. temporarily shuttered its Columbia Falls, Mt., sawmill Feb. 2 for at least six weeks ...

Panel Products Co. indefinitelv idled its Rogue River, Or., plywood mill Jan. 9 due to market conditions

Bennett Lumber Products. Pdnceton,Id., cut back to a single shift...

Colville Indian Plywood & Veneer, Omak, Wa., has been temporarily idled, hoping to restart in the spring if plywood prices rebound: sister sawmill Colville Indian Precision Pine. Omak. continues operating ...

Potlatch Corp., Spokane, Wa., sold 24.800 acres of SW Arkansas timberland to RMK Timberland Group for $43.3 million; Potlatch retains 439,000 acres in the state

Ac c ent Window s, Westminster, Co., has filed for Chapter 1l bankruptcy protection ...

Doors in Motion, Scottsdale, Az., has been partially acquired by private equity firm Bl2 Capital Partners

Jackpine Forest Group, Williams Lake, B.C., filed for bankruptcy, citing no hope for recovery; most of its 100+ employeesincluding president and c.e.o. Gian Singh Sandhu-are out of work

Sears Trostel Lumber & Millwork,Fort Collins, Co., received FSC certification ...

iLevel by Weyerhaeuser 's specialty wood building products have been Sustainable Forestry Initiative certified...

Timber Products, Springfield, Or., has earned California Air Resources Board certification of its hardwood plywood and particleboard mills in Medford,0r.

Bear Forest Products. Riverside Ca., is now distibuting Truemarc decking in Southern California and Arizona ... Hall Forest Products. Puyallup, Wa., is now distributing Truemarc in Washington, Northern Oregon, Alaska and Hawaii

All-Coast Forest Products's DC in Denver, Co., is now distributing LP SolidStart EWP, including Ijoists, LVL, LSL and rim board ...

East Teak Fine Hardwoods will distribute Titan Wood's Accoya Wood in North America and the Caribbean ...

Housing starts in December were expected to fall2.7Vo to an annual rate of 604.000-the lowest level since record-keeping began more than 50 years ago.

iil &Pattern Matking with Confidence

When you deliver sheathing and wallboards with nail and pattern marks printed by Matthews' ink-iet systems, the returns yield more than value-added solutions for your customer. lhese innovative systems introduce new and cleaner ways to mark building products, increase production efficiencies and decrease the overall cost of inks and suppliesAvoid the mess of atomizer sprayers and paint systems that are prone to clogging, consumable waste, and overspray. With our Drop-on-Demand rnk-jet, you'll experience a flexible system that has the ability to integrate directly into your PLC or other board-driven production setup. For printing with confidence while providing environmentally friendlier solutions, turn to Matthews Marking Products for your most challenging applications.

logo & Unit Association & Grading . End Striping Nail & Pattern o VOC-Free Inks

matthewsmarking.com

tt*,, 412-665-2500

WHAT VOU WAilT.

WIIEil YOU NEED !T.

Li.stirtqs urt rtflert .subtttiilcd rtrotrth.s itt utjtrutcc. ,'1/rr,rn..r r.cr.ilr.

lutc.s tuttl ltt tttitttt.s villt .sltrtrtsot' ltcfitrc ntakirr,q plott.\ t(, ttttL'rrtl

lrsnunnv

I-os Angeles Hardlrood Lumbcrman's Club - Feb. 12, bo*litrll nr ght.,'\rraheinr (iarilcnu'alk. Anahcinr, Ca.: (7 l -1) 67 I -.107t)

Sicrra Cascade l.ogging Conf'crence - Feh. l2-1,1. Andcrsorr. Ca.: (-530) 2.16 8-s73.

Colorado Springs Honre & Lanrlscape Sho*, - Feb. l3-l-s, Coloraclo Sprirrgs. Co.; (800) 371 6163.

\\'indorv & Door \Ianufactrrrers Association - Feb. l5-17. lcadership sunrrlit. f ucson. ,\2.: t8(X)) lll 230 |

Inland Fimpirc IIoo-Hoo Club - I,'eb. lll. initiatitrn nrcr.lin!. I)omorra Vullcr \lining Co.. Ponrona. Ca.: (760) 32,1-01ti12.

Oregon Logging Confercnce - Feb. l9-21, Lanc Courrtr

Irairqrouncls lncl ELrgcnc Ililton. lrLrgenc. Or.: (541) 6136-9191.

Orgill Inc.- l,'eb. l9-21, r.narket. Orlando. Fl.: (90 1)751 8850.

Renrodcfing & Decorating Show,- l-eb.21-22, Los Ange lcs Cotrr.cntion Ccnte r-. Los Alselcs. Ca.: (lJ l8) 5-57-2950.

National Wooden Pallet & Container Association - Feb.2l-2.1. leaclcrship confercncc. \{arco lslirnd. Fl.: (703) 521 1611.

American Architectural Nlanufircturers ,\ssociation - Feb. 2225, unnual conftrcnce. San Diceo. Ca.: (847) 103 56(r.1.

Western Wrxrd Preservers Institute - l'eb, 23-24. \\'nlrel- llccring. Embassv Suitcs. Portlancl. Or'.: (i(r0) (r9-l-995|J.

National Frame liuilding Association - l'cb.25-27, cxpo. Gavlord Oprylanrl Resort. Nirslrvillc. l'n.: {S{)0) 557-69-57.

Mnnct

Ace Hardnare Corp. - Marclr 4-(r. spring rnarkct. i\{lntlalar Bay. Las Vcgls. Nr.r (610) t)90-7(r(rl.

Scottsdale Home & Garden Sholl - llarch 6-8. Wesluorld ol' Scottsclrlc. Scottsclulc.,\2.: ( 877 ) (163-6 | lJ(r

Western Wood Products Association - \Iarch 7-10. rnnr,ral r)rcctinS. Doublctrec Paraclisc Vallcv. Scottsclalc, Az.t (-50-lt 224-3930.

North Anrerican lluilding Material l)istribution Associationl\larch 8-l l. Univcrsitv of lntlLrstrial l)istribution. Purclrrc LJnivcrsity. lntlianapolis, I n.: (88fJ ) I 17 1 862.

Los Angeles Hardllood Lumberm:rn's Club - Nlarch 12, r:oll. BIack Gokl (iolf CoLrrse. Yorba Lincllr.C'a.: (71.1) 67 1 1079.

l'acoma Remocleling lixpo - lVlarch l3-15, (lileatcr Taconrr Convcntiotr & Tladc Ccntcr'. Tacorla. Wa.: (8(X)) 314-6463.

Nation:rl Lumber & lluilding Nlaterial l)ealers AssociationIIarch 16-lll. legislativc conlcrcnce & grccn builclirrg lirrunr. Mar.riott, Washinlrron. D.C.: ( 8(X)) 6j1-86.i5.

Hard*rxrd \lanufacturers Association - N'Iarch 17-19. corrlcr encc (t exl)o. Thc Westin. Chlrlotte. N.C.: (,1 l2) 829-0110.

1\'loulding & Millwork Producers Association - Nlarch l7-20. s intcr busincss ntcetinq. Montclago Villagc Rcsort. Lakc Las Vcgas. Nv.s (8(X)) 5.50-78139.

I\Iountain Slates Lumber & tsuilding Nlaterial Dealers Assn.Nlarch l9-20, products e\l)(). Dcnr,cr Mcrchandisc Mart. De rrvcr. Clo.: (8(X)) 36-5-0t) 19.

Redw'ood Region Logging (lonl'crcnce - M:rrch lg-21 Fuirgrouncls, F,urcka. ('a.l (707) .+-1-l-109 I

International Honte & Houscwares Show - Nlarch 22-2.1. McCornrick PJacc. Chicago. Il.: (817) 291 .1200.

American Architectural Manufacturers Assn. - Nlarch 2.1-26. \\'cstern rclion :pring nteetins. Oaklancl. ('a.: (1347) 30i--566.1.

Grcenprints - Nlarch 25-26, r\tlantrr. (la.: (-10.1) 871-35J9.

International \\ood l)roducts Association - Nlarch 25-27. annual conr.cntion. \lirarlonte Rcsort ct Spa. Indian Wclls. Ca.: (703) 820 6696

Arizona Homc & (]arden Shou - N{arch 27-29, Phoenix C'onvcntion ('cnter. Phoenir. Az.: ( 877 ) 663-6 | 86

Mountain States Lumber & Building Materials Dealers Association is sponsoring "What to Do Before You Call Your Lawyer: Down and Dirty Bankruptcy Tips" by attorney Jean Arnold April 10 at Hampton Inn & Suites, Glendale, Co. Then begins a month of webinars: Ted Garrison on "How Much Should You Care about Certified Wood?" April 17; "Increasing Your Commercial Business" May 8; Craig Webb on

ldaho Loses Oldest Mill

Idaho's oldest continuously operating sawmill, 80-year-old Whiteman Lumber Co. in Cataldo, was destroyed by a Jan. 5 fire of unknown origin.

Rebuilding has already begun, with hopes to be fully operational by April. The planer and debarker escaped damage and a portable sawmill was on site a week later.

chain-of-custody May 13, and a l0hour course on OSHA starting May 15.

Pacific Coast Wholesale Hardwood Distributors Association's annual convention is April 5-7 at the CordeValle Resort in San Martin, Ca.

Lumber Association of California & Nevada has its annual PAC tournament April 16 at the Black Gold Golf Club, Yorba Linda, Ca.

A week later, on April 21, is its annual legislative reception in Sacramento, Ca., co-sponsored with the California Forestry Association.

North American Wholesale Lumber Association is holding regional meetings throughout the spring to allow members to network with area colleagues on the latest regional trends and critical issues.

Next up: March 3l at the Portland City Grill, Portland, Or.; April 2 at Vancouver Club, Vancouver, B.C., and in Southern California in May.

Green growth trends for 2009

By Jay Tompt

r|-IHERE'S no question that 2009 is I going to be a tough year for most businesses, with relatively few reasons for optimism. However, growth opportunities that do emerge in 2009 will have a decidedly green flavor due to public policy, growth in green building. and shifting consumer priorities.

At the macro economic level, government policies will tilt toward green more strongly than ever before. Among the announced priorities of the incoming administration, we can expect investment in new school construction and renovations, as well as government building retrofits.

School construction projects will likely incorporate many environmentally friendly elements, including green building materials, energy and water efficient fixtures, and less-toxic finishes.

New government buildings will be built to green standards and existing buildings will undergo energy efficiency retrofits. The new administration has also promised to weatherize one million homes.

At the federal, state and local levels, other policy activity will likely result in homeowner tax credits for alternative energy and energy efficiency features, plus rebates and a variety of other incentives. These measures could result in some opportunities by year's end for well-positioned suppliers.

While the construction industry is down, these days if something is getting built, it's probably going to be green. Green building, once a niche, is now mainstream and LEED is practically a household word. In a recent report, McGraw-Hill projected that the green building industry could

triple by 2013.lncreasing focus on energy efficiency and reduced operating costs are major drivers for developers. but other factors are gaining in importance-such as increased property values for green commercial buildings and homes, and the fact that lenders are beginning to show a preference for green projects.

And just to make it a little easier, a growing number of city building departments are fast-tracking permits aiming for LEED and other green

spruce up the home and garden comes naturally. Naturally, there will be plenty of interest in products that are energy and water efficient, especially in those regions where energy costs are high and drought conditions exist.

A second consumer trend offers an important insight. The Natural Marketing Institute (www.nmis olutions.com) reports that a large and growing number of consumers are actively seeking to eliminate toxic chemicals in their homes.

That shouldn't be surprising. Last year, the media reported on a variety of toxic chemical stories, including formaldehyde in prefabricated homes, ethylene glycol in cleaning products, bisphenol-A in plastic baby products, and so on. Products such as non-toxic cleaning products. zero-voc paint. low-voc adhesives, and wool carpeting, for example, will continue to do well.

building certifications. If ever there was a time for the LBM industry to get up to speed with the green building movement. it is now.

Shifts in consumer priorities could combine to help give a boost to the savvy merchandiser right away. First, there is the "staycation" or "nesting" phenomenon that seems to accompany every economic slowdown. As people deal with reduced income and higher travel costs, the desire to

Among the retailers that I've spoken with over the past several weeks, those that focused exclusively on green products (such as Eco Home Improvement in Berkeley, Ca.) or otherwise have a strong green product offering (such as Friedman's Home Improvement in Santa Rosa, Ca.) consistently did better last year than their non-green counterparts. As this year unfolds, for some retailers, being green could make all the difference.

- Jay Tompt is vice president of green product development at Plan-It Hardware, San Francisco, Ca., which distibutes green products for hcrdware and home improvement stores throughout Calfornia, and a leading expert in sustainable business and supply chain issues. He can be reached at info@plan-ithardware.com or (415 ) 359-9914.

You wanted us to be more colorful.

lntroducing the Kameleon composite deck screw. Don't let the designer colors fool you. The Kameleon's hightech design features a serious set of under head cutting teeth and a unique five layered fiber trap that team up to eliminate mushrooming and give you a clean installation. lt may come in fancy colors, but on the inside, this deck screw is all GRK and Ubergrade to the core.

THUI{DER BAY, ONTARIO, CAI{ADA 800/263-0463 - GRKFASTEI{ERS.C0M

Chris Brown has joined the lumber sales & marketing team at California Redwood Co., Arcata, Ca., succeeding Bill Scott, who has retired.

Terry Aust is the new mgr. of Parr Lumber. Bend. Or.

Teri Collins is new to plywood sales at Swanson Group, Grants Pass, Or.

Manny Gonzalez has joined Building Material Distributors Inc.'s building products division as mgr. of its Galt, Ca., distribution center. Paul Zartman. ex-Orepac. is new to sales at Twin Rivers Products, Maple Ridge, B.C., and is based in Sherwood, Or.

Richard Huff, ex-Sinclar Group, has joined Ainsworth Lumber Co., Vancouver, B.C., as president and c.e.o. He replaces Robert Allen, who resumes full-time responsibilities as chieffinancial officer.

Ernie Glanville, ex-Pope & Talbot, and Greg Wiltjer, ex-Milgard Manufacturing, have joined Contact Industries, Portland, Or., as North American sales mgrs.

Wayne Murdy has been elected to the board of Weyerhaeuser Co., Federal Way, Wa., following the retirement of director Donald Mazankowski. Charles Williamson will become non-executive chairman when Steven Rogel retires April 15.

John Moody has been appointed lead independent director for Potlatch Corp., Spokane, Wa., succeeding Dr. William T. Weyerhaeuser, who resigned from the board to join spin-off Clearwater Paper Corp.

Gina Meacham is mgr. of the new Lowe's Home Improvement Center in E. San Jose, Ca.

Sandra Vaughan has been named chief marketing officer for Serious Materials, Sunnyvale, Ca.

Kevin Hayes, mgr. of advertising & public relations, has left APA, Tacoma. Wa.. as the association concentrates on its quality auditing and product certification services and market access activities.

Michele Morse, architectural specification coordinator, Eagle Roofing Products, Rialto, Ca., has been qualified to become a Leadership in Energy & Environmental Design (LEED) Accredited Professional.

Greg Bloom, Mill Creek, Wa., was named executive v.p. of Allied Building Products' exterior products division for the West and Midwest regions. Ruben Mendoza, Newport Beach, Ca., is now v.p. of interior products in the West.

Rod Hyatt has been named solar product mgr. for Heat Transfer Products, Salt Lake City, Ut.

David Emerson has been appointed to the board of TimberWest Forest Corp., Vancouver, B.C.

Brad Kronschnabel, Noble Truss & Lumber, Wenatchee, Wa., and Roger Walters, Western Materials, E. Wenatchee, were elected directors of the North Central Home Builders Association.

Jill Zaske, co-owner, Ace Hardware, Cottonwood. Az.. was elected to the county school board.

Jennifer Phillippi, owner, Rough & Ready Lumber Co., Cave Junction,

Or.. and president, Perpetua Forest Co.. Grlnts Pass. Or.. wus appointed by Gov. 'fed Kulongoski to a sccond term on the Orcgon Board of Forestry. The board's new chair, John Blackwell, is former president of the World Forestry Center.

Parker Carr is ttverseeing the new valct service at Mungus-Fungus Forcst Products, Climax, Nv., rcport co-owners Hugh Mungus and Freddy Fungus.

Montana Mills Scale Back

Plum Creek Tirnber Co.. Seattle, Wa.. is cutting back production at mills throughout Montana due to waning demand fbr woocl products.

The company will permancntly close its Ksanka stud rnill in Fttrtine next month, eliminating 74 jobs. In micl-January, it temporarily idlccl its pine board sawmill in Columbia Falls and stud mill in Kalispell at least until March. and cut back to a single shiti at

its pine board rnill in Pablo and MDF plant in Columbia Falls.

"The forest products industry in -ee neral ancl (he lumber business in particular have been scverely impacted by the battered housing market." said Rick Holley. presidcnt und c.e.o. "Untbrtunately. these steps are necessary to match supply with the eroding dernand for our wood products."

The firm has l0 mills and 7 million trcrcs of timberlancl in the Northwest.

Home Depot Closing Yardbirds, Expos

In a continuing effort to focus on its core business and weather the current housing crisis, Home Depot will eliminate 7,000 jobs and close 48 specialty stores-including all 34 Expo Design Centers, five Northern Califbrnia Yardbirds stores. two standalone Design Centers, and its sevenunit HD Bath remodeling business.

The locations began liquidation sales in late January and expect to be closed by April. Thirteen Expos are in the West-one in Scottsdale, Az., the rest in Califbrnia.

The company said that Expo did

not perform well even during the recent housing boom, and had weakened significantly in the current economic environment. "E,xiting our Expo business is a difTicult decision," chairman and c.e.o. Frank Blake said. "At the same time. it is a necessary decision that will strengthen our core Home Depot business."

Depot acquired the Yardbirds chain in 2005 and promptly closed them all. Two were converted to standard Home Depots, and public outcry contributed to five of the locations-Petaluma, Alamo, Concord, San Pablo, and San

Rafael, Ca.-reopening in 2007 as hybrid Yardbirds-Home Depot stores.

"Unfortunately it didn't last long. The Yardbirds stores did not perform to our expectations," said regional spokesperson Kathryn Gallagher. "Given the current economy and that it was a test concept, it just didn't work. It's hard to open a new concept in a state with the worst housing market in the country."

Depot will also cut 2,000 non-store jobs, including 500 employees in its corporate headquarters, and freeze the pay of its corporate officers. Capital spending will be cut approximately $l billion this year, but I 2 new stores will be opened.

UFPI Cuts Purchasing Heads

Universal Forest Products Inc. has consolidated management of its divisional purchasing offices in Windsor, Co., for the West and in Union City, Ga.. for the East.

Both offices will remain open, but single managers will now oversee specific species groups and operations for both regions. From Windsor, Dave Hutson will oversee SPF and Inland species and Steve Steere, import/Asia.

From Union City, Mark Wells will manage southern yellow pine; Nick Fitzgerald, panels and EWP; Joel Burk, import/South America, and Marge Smith, rail transporation.

David Phelps will manage the combined team as executive v.p. of purchasing.

Boise Closing Plywood Mill

Boise Cascade will close its plywood mill in White City, Or., March 13. eliminating I l0 positons.

"At this point in time, we consider this a permanent closure," said Robert Smith. "We have already experienced numerous temporary curtailments during the past several months in 2008. In fairness to our employees, we don't think it is appropriate to continue these repetitive curtailments when our market outlook remains dim."

Plywood produced at the facility is shipped to Boise Cascade's White city engineered wood products plant for use in structural beams and I-joists. The EWP plant will now be supplied by Boise Cascade's larger plywood mill in North Medford. Or.

The company also operates a veneer mill in White City. It purchased the 47-year-old White City plywood mill from Gold Rey Forest Products in 1971

84 Exits Oregon, Denver

lJ4 Lumber Co. closed I I morc stores in rnid-January. including its only locations in Oregon as well as thc Denver. Co.. market.

The chains's now-shLlttered location in Redmoncl. Or., wus only one year old. The closure of its store and component plant in Henderson. Co., leaves Grand Junction as its sole remaining facility in Colorado.

Othcr closurcs are in Delaware. Ohio, Indiana, Missouri. Geor-ria. Wisconsin. untl Pennsylvlnia.

Jetf Nobers. v.p. o1' marketing and public rclations, said the pmlon_eed housing slump left the company no

choice. "The bottom line is these oocrcti()ns wercn't prolitrrble lrntl huren'l bcen." said Nobers.

Coupled with roughly 50 store closurcs in 2008, the moves leave 84 with 319 stores. six component plants. and 21.700 employees in the U.S. Thrcc years ago. the contpany had more than -500 storcs with 10.000+ cmployecs.

Simpson Resells Port Sites

Simpson Tirnber, Tacoma, Wa.. has sold a 25-acre site at the Port of Longvicw. Wa.. to exporter Pacific Lumber & Shippin-e and a 35-acre parcel at the port to hnuler Daybreak Dispatch. Battle Ground, Wa.

Sirnpson madc a $3.63 million profit on the two parcels. which it acquired lhlrn the port with the statcd intcntion ot'buildine a new sawmill.

PL&S will build a log cxporting fncility at the site. which sits about ii quilrtcr-nlilc frtrrrr its eristinc erport yard, just outsiclc port property. Ir hasn't dccided whethcr it will relocatc its entirc operation or continue lcasing its currcnt faci I ity

BMHC Gontinues Closures

Continuing its efforts to "alisn costs with currcnt market conditions." Buildin-e Matelials Holcling Corp.. San Francisco. Ca.. is closing sevelal additional facilities, including all of its opcrations in Northern Ncvada.

Durin-e thc first qLrarter of 2009. BMHC will shutter its facilities in Reno and Sparks, Nv.; Sherwood, Or.. and Marysville. Ca. Greater Portlancl will be servcd by Vancouver. Wa.. and the Marysvillc LBM distribr-rtion ancl wall pancl ntanufacturing operations will be consolidatcd into its Modesto. Ca., facilities. Othcr consoliclations arc planned for Arizona. Colorado and Tcxas. Approxintately 260 ernployccs will be al'l'ected.

"Thesc actions will cnable us to significantly reduce ollr cxpenses. to share kcy personnel, and to achicve hi-uher utilization of our tircilities and cquipment." siiid c.e.o. Robert Mellor.

Washington Dealer Expands

Afier 35 years of business. Early Bird Supply. Clarksbn. Wa.. officially opencd its first satellitc branch Jan. 2. in Gran_uevillc. Wa.

Bosed in Annopolis, MD, Fletcher Wood Solutionse is the Iorgest monufocturer of defect-free, oppeoronce grcde rodicto pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPANt, treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions3 mointoins direct occess to one of the lorgest FSC certified "' pine plantotion torests in the world.

The new location culrently operates in a 60-ft.-by-60-fi. building, bur plans to acld on in the sprine and evcntually be 6.000 sq. tt. in size.

"Wc havc a modest supply of lunrber ri-eht now. and can order a varicty of products with about a 221-hour turnanrund," saicl mgr. George Casteel.

Weyco To Retain Westwood

Citing wcakcr shippin-rr markcts and tight f inancing conditions for potcntial buycrs. Weycrhaeuser Co.. Federal Way, Wa.. has cliscontinucd its search fbr a buyer fbr its Westwood Shipping Line.

Thc firm had announced in May that it was exploring a strategic alternative fbr Westwood. which clperates a fleet of seven ships used by customel's to ship forest products, containers and ovcrsized car-[o.

"Wc did not fecl that thc current

market conditions $ould ailo\\ tls to recognizc a reasonabl(] Value for oLlr assets and operations." saicl Wesnroocl prcsidcnt Cul Stcphcnson.

WCstrr r)()(i \CI'\ L' \ \'Ll\l()llle l) ill rnorc lhan 20 polts irt .lapati. Korcit. China ancl North Anrcricrt ri ith a l'ixcd-cllL1'. r"'ccklr suiIiIrg schcclr"rle.

Thc rnorc rkrcs nol l1'lcct \\'cvco's cxploration ol stralcgic ultcr-nutir cs litr lirur rcgionul short linc ntilroucls tltc DcQuccn & I-.4\tcfn. ('olLr rrrbia & Cowlitz. MSV. anil Clolclcn l'rianglc. It prirrrarill,'r-rscs thc lincs to sotlrcc nrills in Washington. Okllrhonra. Alkrrnsrrs lrntl Nlissi'.i1lIi.

RSG Fights Port's Land Grab

RSG Forcst Proclucts. Kalltnra. Wa.. ancl the Port of Lon-svie\\' are still wrirrrclinc ()\el ir \i\-rr'rc plot thlrl lltc port said is needed fbr construction of a S 150 rnillion -srain elevator.

The six acres are part of a 5J-acrc parccl RSG bought in 200-5 as thc site firr a new sari rlill. ln October. thc port conclcr-nnecl thc six acrcs b1'cruittcl.tl dornain. RSG has novu' appculetl a corrrt ruling backing thc pttrt's rttor c.

Suits Summon Deck Makers

A Wushington Statc hotttcou rtcr hap I'ilccl a proposctl class rtctiott strit lg[rinst'l'rcr. tluvs itl'ter l'cllori cortt lrositc clcck procluccr AERT agrccd ttr st'tllt' lt .]'1.1 rrtillit,rr elltsr rtt'liott :ttil.

'['rcx clispLrtcs cluinrs that its protlucts arc I'la*ccl and thut thc ctrttpattt lnils to honor rrarrantl'claims.

Clustorrers hacl accuscd AERT's ChoiccDek of being prone to mttlcl and milderv. In Octobcr 2006. AERT began adding zinc borate. a mold inhibitor. to tlre flrrtlLret

AERT :rglced to alter its rnarketing clain.rs and inl'orm customcrs thel' must cleirn their decks to prcvent build-Lrp of clcbris. It erpects to pav Llp to S2 million a lr-rr after 20 l0 on cleck rcplaccnrents. cleunings attcl refuncls.

B.C. Plan lrks U.S. Producers

Ilritish Colunrbia's iumoLlnccrlrcnI that its stLrnrpagc ratcs uoulcl bc lirrthcl rcduccrl is caLrsing corrccrrr lirr U.S. lurnbcr producct's.

U.S. Coalition 1or. Fair [-ttntbcr. Inrports chairnan Stcvc Sr"arrsott slritl. "This appcals to bc u clcar violatiott ol' thc Sofiu'oocl LLrntbcr Agrecnrcnt. Itr f'act. a 70% cLrt in coastal stuntpage l'ccs - couplccl w'ith the drarttatic increase in 15c stunrpa-ge ratc in the B.C. Tnterior-r"ot-tlcl be the ntost egregious violation of the SLA to date."

Swansor.r saicl that rnore B.C. sLrbsidies also damage an alreaclv dcvastatecl North Atnet'ican tttarket. "The Coalition r"'oLrlcl bc plcasccl to cxarlirtc runy aclclitionul inlirrnration aboitt tltc stunrpitgc rccluctiott tltat B(' r" ishcs ttr plovitlc." Irc slitl. "[]Lrt il'. as it ill)pcars. lhc pt-or"irtcc hlts sirtrltlr lorrcr-crl its proclttccr-s' rr'ootl costs ltsltirt. tlrut is a blrrturtl ltrcuch ol'('lttlttllt's cornnritnrcnls lttrl is unltccclltlrblc."

Options Added For l-Joists

A ncw svstcrr clcsicnctl to ittsullttc. irnpnrvc installalion cl'l'icicrtct'. ltltr viclc atlclitiortitl sal'ctv. uttrl ittct'cltsc rcrtical ancl latclal loucl sLrpport lirr' [-loists is lrow on thc nralkct.

Developcd by SIlnno LLC. thc I Choicc Systenr fcaturcs a ritl boarcl. sllpport block. ancl insulatecl blocking panel. "These proclucts ntake installation so much easict'." saicl Ctttrter Blou'n, Srr-r'co prcsiclcnt. "This sl s tcrn clinrinatcs thc neecl firr ntcasttrittg and rrarkirrg l-.joist locutions otr thc plutcs itnrl thcn pro.jcctirtg thosc trtltrkings on thc rirn boarcl. It ltlso crcltlcs rt highll' e l'l icicut linrc sar irts rttcthotl ol insLrlating thc ltcrirttctcr ol rt l'loor."

AI)A has urt crclusirc tlcul ri ith Stt.t,rro to liccnsc I ('hoicc 1tr-oiittcts ttr AI)A nrcrlbcr ntartttlltctttt-cr-s ltttcl. r'tlt its nrcnrbcls. to lcrttanttIltctut-ct's.

Stt-t'tto ltloclucts rrre cufrcntlv lt\ itil ablc llonr I)ascluict- Pitncl l)rocltrcts. Suurncr-, Wa.

Prc-nrachittccl I Choicc Iiinr Boar.cis have pt'c-Iocatecl rlotlttIltr t'eccssccl rcccptacles shapccl to rlutcl't thc cnd closs-section of a specific noocl I.joist. The "locking" concept ol the |eecptlre le elitnittltte' rePeliti\ e l)lcitsurement for joist location. r'csists Ijoist roll-ovcr from latclal forces dLu'in-s ancl aftcr sub-flt)or attachmcnt. provicles cxact vet'tical I-.ioist alignrnent. rcduccs installatiort tinre. ltttcl Iowers total in-place cost.

'l-hc support blocks iu'e cnginccrccl to pnrvidc vertical load sttl-r1'rot't. rtssttt'c l-.joist intcgrity. irtcrcusc rvcb sr-tp1lort. ancl sclvc as an I-.joist cnrl-attlte Ittttcltl platlirrnr lirr sccut'ins othcr [rtriltling colll)oncnts st-tch as rittt brtltt-tl t() clttltilcvclcrl .ioists or- sub-l'ltscilt to rltltcr tlils. LJ nlikc convcrttionul sc1 uaslt blocks. thcy attuch to I-.ioists tltlortglt thc r,vcb instcacl ol' thc f'langcs. prcscr.r,ing thc intcglity ol'thc 1'langcs.

The insulatccl blocking ltattcls cottt bine structural wood r.i'ith liranr blclcking panel inscrt to insulatc and block the perinretcr of'the floclr bctueen the cnds of wood l-.joists inside rinr boalcl.

producls

Green Insulation

Eco-Max wall insulation from Rmax now qualifies for LEED building credits.

The product contains a minimum 87o of polyol, a natural and renewable oil. It was desiened for new and retro-

Super Sealer

DFS stain and sealer from Superdeck Products protects and beautifies decks, fences and siding.

tion yet are flexible enough for superior dexterity.

- Call (800) 800-0444 or visit www .ans e I lc onstruc tion.c om

GurvyWindows

Kolbe's Old World Classic curved, double-hung windows are available in a wide of woods, finishes, and glass choices.

fit applications in cavity walls, residential stud walls, and cathedral ceilings.

It is available in thicknesses from 0.75" to 3", with thermal R-values ranging from 4.3 to 16.2.

- Please call (800) 527-0890 or visit www.rmaxinc.com

Coded Deadbolts

Kwikset's SmartCode Sisnature Series keyless entry systems-feature smaller, sleeker touchpads and allow creation of one code for everydav use and one for temporary accesi for guests or workers.

Three styles -knob, level or handleset-and three finishes-polished brass, Venetian bronze and satin nickel-are powered by four AA batteries so no hard wiring is required.

- Please visit www.kwikset.com

The slightly pigmented product, which contains UV blockers and a water repellant, can be tinted by dealers.

- Please call (800) 825-5382 or v is it www.supe rdeck.com

Hands Free-From Injury

Ansell's cut protection gloves are designed for professional construction applications.

The windows can be incomorated into turret walls. placed atop fioor-toceiling window units, or accent unique rooflines, dormers, and gables.

- Call (800) 955-8177 or visit www .kolbe-kolbe.com

Repair Patches

FibaTape wall and ceiling repair patches from Saint-Gobain reportedly are easier to use than conventional patches.

Certified with an ANSI level4 cutprotection rating, the gloves reportedly offer up to eight times more protec-

The self-adhesive patches were designed to be 20Vo thinner, yet contain l57o more fiberslass for increased strength. Sizel include 4"x4" ,6"x6" , and 6"x8".

- Please contact (800) 762-6694 or visit www fibatape.com

Bracinq For New Widths

ilevel bi Weverhaeuser now offers its shear brace 24" wide to accomm,idate greater allowable design loads.

rffi :j'-i:t

*;;..!=,==,

The product is available in nominal heights from 7' to 12." Installation is reportedly easy, using brackets that allow builders to make front to back adjustments for alignment with foundation anchor bolts.

- Please visit www.ilevel.com

Quieter Panels

Temple-Inland's ComfortGuard sound-deadening gypsum board is reportedly easy to install because it has no metal core.

The product features two separate gypsum panels with mold and moisture resistant core and facers that are laminated together.

It is available in 5/8" thickness,48" and 54" widths, and 8',9', l0' and 12' lengths.

- Call (800) 23 I -6060 or visit wr'tw .templeinland.com

Gordless Driver

The 3.6-volt lithium ion screwdriver from GreatNeck Tools is a self-contained, cordless powerhouse.

507o versus other patching products. It is also odorless, cleans up with soap and water, and can be used year-round.

- Please call (800) 738-1621 or visit www.sakrete.com

Vinyl Porch Railing

L.B. Plastics has introdilced a vinyl railing kit for screened porches.

The kits reportedly are easy to install underneath the midrail and atop the sill, to provide additional safety without dramatically reducing airflow or views.

Both 4 and 5 ft. widths, in a 38" height are available.

- Please call (800) 752-7739 or go online at www. lbolastics.com

The tool has multiple bits for both screwdriver and drill applications, a LED light to illuminate the work area, a battery charger, and a self-contained wall-mount case.

- Call (800) 457-0600 or go online at www. .greatneckbrands.com

Permanent Patch

Cold Patch from Sakrete can permanently repair potholes, depressions, and cracks in asphalt and concrete surraces.

Made from nearly 60Vo recycled asphalt pavement, the product reportedly reduces VOC emissions by more than

tArr,rro*&* 4t LUMBERSALES, tNC.

Anfinson Lumber is the clear choice for Quality Redwood and Western Red Cedar Dimension, Boards, Patterns and Timbers

CAII SAIESAT

(8f10) a693333 (g5l) ffil-4707

Rick Anfinson

Ray MacDonald

Steve Lawrence

0utside Sales

Darin Curran (9491 412-1894

Eddie Howdershett (909) 993-2701

visir our websile: WWW.anfi nSOn.GOm

Fontana, CA office and Mill:

1 3041 Union Avenue, Fonhna, CA 92337

Fax (951) 681-3566 E-mail: sales@anfinson.com

Desert Tone Deckinq

TimberTech's XLM pVC OEcking is now offered in Desert Bronze, to emulate the pattern and color of ipe'.

A proprietary color-streaking process reportedly gives a unique pattern to every plank, for a more natural look. The line also earned a Class A flame spread rating.

- Please visit www .timbertech.com

Professional contractors who know quality, know Woodway. Built for professionals by professionals, Woodway's six quality product lines are built tough, made of top-quality solid wood and are carefully crafted. Call or email Woodway for complete information about EZ Rail, Architectural Deckrail, Quick Clad post sleeves, post caps, planking and durable lattice panels.

BORATE TRFATED \^,OOD

..fli-bor" brand treated wood is a borate treated oduo desiened for interior house framing in Ha -boro treaied wood resists attack by Formosan termites and numerous household

."*-*.--'bi&lru Ff,rePRO'

#irepnO' brand interior fire reardant is the construction ,r -industr{s newest and mostadvanced fire proteoion sysl€m I forworid. nre uniqueFirePro cnernistryi5 apaempdding, formulation thal coriuins no plroephorourlbased mnipoundsl ;

installation with no special fasteners. Boards are available in two profiles. 2"x6" and 5/4"x6", and in Tour fade-resistant earth tones: sandalwood, birchwood, cedar and driftwood.

- Call (800) 521-7488 or visit www.g e novaproducts.c om

Hands On Safety

Utility gloves lined with Kevlar can protect workers' hands on the job.

Youngstown Glove lined its topselling glove with 1007o Kevlar fiber for cut resistance with dexterity. The product rates a level 3 on cut-performance tests by ANSI/ISEA 105-2005.

- Contact (800) 680-7177 or visit www.ytgloves.com

Wood-Look Decking

PVC decking manufactured by Genovations is designed for easy

BVC Doweled

Lodgepole pine post, poles & rails

l-l/2" to t2"

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)

Decorative Post Sleeves

Fluted post sleeves are the latest addition to L.B. Plastic's Sheerline railing, decking, and fencing line.

The product fits over 4"x4" wood posts or can be used with Sheerline all-purpose surface mounts.

Lengths range from 38" to 10 ft., in white, beige and clay.

- Please call (800) 752-7739 or vis it www.lbp lastic s.com

Certifiable Drywall

DensArmor Plus high-impact interior drywall from Georgia-Pacific has been certified by GreenGuard.

It reportedly has low VOCs and resists mold growth.

- Please visit www.gp.com

REDWOOD COUNTRY: (1) Dave & Jill Creech, Bill & Sue Scott, at a retirement party for Scott-the night before the Humboldt Hoo-Hoo Club's annual crab feed in Eureka, Ca. Crab feed attendees included:

(2) Ron Hanson, John Sharp. (3) Teresa Lovett, Jessica Fite, Summer Luedemann. (4) John Allen, Jack Butler, Charmaine & Clyde Jennings.

(5) George Albertson, Dan Dethlefs. (6) Ron Pelletier, Deber Dodd. (7) John Davis, Mike Croxton, Stu Heath, Kyle Keaton. (8) James

Crosswhite, Larry Holmgren, Jesse Crosswhite. (9) Sara Field, Rich Giacone, Michellir Constantine. (10) Dick Jackson, Gene Pietila. (11) Greg Hexberg, Larry Stonum, Doug Willis. (12) Tom Von Moos, Jerry Von-Moos, Mirc Weaver, Mike Speigler. (13) Tbny & Carolyn DePucci.

(14) Denny McEntire, Bob Kuester. (15) Jean Henning, Ken Dunham.

(16) Alan Boyd, Rick Hermanson. (17) Steve Bernardi, Jim Lewman. (18) Rick Deen, Charlie Nichols. (More photos on next two pages)

Feenuanv 2009 Tnn MnncslNr Mlc,q.zrun

CRAB FEED (continued from previous page) provided attendees with good food and company: (1) Lee Roy Jordan, David Jordan, Ray Morgan, Chris Jordan. (2) Denis Bermers, Randy Jones. (3) Cody

Smith, Joel Hamel. (4) Steve Shamp, John Lima, Chris Leroy. (5) Brad Mehl, Tom Koenig. (6) Bruce Barton, Carl Henoch. (7) Gary Gamble, Carl Schoenhofer, Dave Dahlen. (8) Merl Tanner, Randy Huflman, Tim Tanner. (9) Dave Creech,

EUREKA'S Elks Lodge was the site Jan. 15 of Humboldt Hoo-Hoo's crab feed (continued from previous two pages): (1) Troy Brown, Sean Burch. (2) Kent Bond, Valerie Scoggin, (3) John Yeakel, Loren Justice. (4) Roy Cobble, Michael Wood, Chris Tritschler. (5) Ben Cassinerio, Tom Bacon. (6) Joe Allota,

Kerry Jones, Rich Wilson. (7) Bob Maurer, Jeff Squire. (8) Lud McCrary, Janet McCrary, Bob DeWald. (9) Bob Britt, Claudia Lima. (10) Loren Krebs, Tom Miller, Rob Rowe, John Denby, Steve Culbertson. (11) Dave Wright, Ron Hanson, Jerry Ensworth, Jerry Farley, Tanka Chase.

INTERNATIONAL BUILDERS SHOW took over the Las Veoas Convention Center. Las Vegas, Nv., Jan.20-23. (1) Tom Horvat, Mike Reimer. (2) Gieg Stout, Ryan Fischer. (3) Brian Delbrueck, Tom Fitzgerald, Chris Shadday, Veronica Becerra, Durand Darbyshire. (4) Robert Riggs, Marty Hawkins, Craig Snyder. (5) Henry Valle, Vince Sciarrabba. (6) David Campbell, Jill Tatum, Paul Sandomir. (7) Darrell Hungerford, Mario Alfonse, Celia Hungerford, Brad Zimmerman. (8) Jean-Marc Dubois, Andrew Dingman, Tony Saad, Albert Renaud. (9) Russell Richardson, Digges Morgan. (10) Cees DeJager, Paul Mackie. (11) Chris Burnett, Bruce Lewis, Jacob Blair. (12) Jack Dalton, Tom Diem. (13) Mike Pidlisecky, Tom Folster, Brett Collins, Brian Makins, Chris Strong. (14) Brenda Rodgers, Terry Shore, Heather Crunchie, Robert Fouquet. (15) Chris Twiford, Jeff Baumgartner, John Barber. (16) Richard Wallace, Kerlin Drake. (17) Mark Stevens, Mark Reum, Peter Gallagher. (18) Carol Kelly, Len Adams. Katy Lynn.

(More photos on next two pages)

IBS (continued from previous page) is billed as the largest light construction show in the world. (1) Brent Gwatney, Gina Undernehr, Tim Monison. (2) Ken Goodnough, Melissa Morelli, Joel Adamson. (3) April Hart, Jerry Blais, Naomi Frigo. (4) Duane Roth, Jim Snodgrass, Peter McKibbin, Frank Peterson. (5) Duane Engard, Geoff Marshall, Scott Marshall. (6) Charles Morando, Jack Opdyke. (7) Rom Barnes, Anthony Leonardi. (8) Tim White, Chuck Casey. (9) Danny Phillips, Zing-Zhao, Gavin Taylor. (10) Cesar Rodrigues, Scott Von Gonten.

(11) Judy Bonn, Albert Mickadeit, Mike McFarland. (12) Jeff Richards, Bob Edwards. (13) Sandi Simon, Lada Praskova. (14) Toby Bostwick, Kevin Brennan, Bill Georgelis, Dave Waltz. (15) Mike Boone, Gene Secco, Ryan Williams. (16) Trudy Johnson, Sheldon Watson. (17) Duane McDougall, Marv Askey, Tom Couch. (18) Patrick Shabal, Chip Dunford. (19) Mike Boyd, Jon Nesbit.

(More photos on next page)

MORE IBS (conttnued) (1)Yuri Lawrence. Alan Jumper, Lisa Taylor. (2) Rod Nichols, Ken Caylor Gene Secco (3) Jackson Chen. Tom Faber. (4) Dan Beaty, Crag Young (5) Kyle Loveland, Km Pohl, Len Kasperski (6) Jay Penney. Caro Lynn Groce Chris Terre s (7) Rick McKinney. Lisa AVala, Matt Mladenka. (8) M ke Fodenhaus, Chris Howe. Dan lvancic.

Vvane Shelto Wa ker Starlng. Shalvn Morgan. (9) Jim Wolf Josh Pace, Joe DeSant s Chrs Hedlund (10) jon Hanson R.W. Titch. Robert Figgs, Chrs Johnson. (11) Joel Cone (12) Vclora S ms, Aan Oakes (13) Arden Fuier, Bob Simon John Green (14) Peter Staa. Bran Stuk. (15) Mrco Walther. L a Camo. (16) Dan Scheff (17) Brett Foerstner. Jim Slauson

A, O"", Lumber Service, we supply domestic and foreign hardwoods.

Our products and services include:

o llardwood Lurnber & Pine

I{ardwood Plywood & Veneers

. Melarnine Plywood

. Hatdwood Moulding (alder, cherryn mahogany, MDF, tnaple, red oak, paint grade, pecan hickory, white oako walnut, beech)

. Milling (moulding profiiles, S2S, SLRIE, SIL2E, & resawn lurnber)

.'Woodworking Accessories (appliques, omarnents, butcher blocks, corbels, etc.)

.'Woodworking Supplies (deft finishes, color putty, adhesives, etc.)

REELSHHFBE

Oo, products are widely used in 1321 N. Kraemer Blvd. @ox 879), Anaheim, Ca.92806

Fax 714-630-31.90

(7r4) 632-1988. (800) 675-REEL

3518 Chicago Ave., Rivenide, Ca,.92507 (9s1) 781-0s64

wrrrr,"w. re ellumb er. c orn

interior finish carpentry, furniture, cabinetry and hundreds of industrial and manufacturing applications. rVe stock a complete line of cornplementary products to cornplete virtually any woodworking or rnillwork project.

HOLIDAY party for Los Angeles Hardwood Lumberman's Club boarded Long Beach's Queen Mary. (1) Charley Fiala, Jerry Lapin, Charles Bohnhoff, Bill Fitzgerald. (2) Gerry Millikan, Alan Bohnhoff, Jack Millikan, Bob Schoner. (3) Alana Fiala, Allison DeFord. (4) Dan Bohannon, Kit

Rohm, Kathy Fitzgerald. (5) Kevin & Judy Trussell, Nikki & Ganison Cox. (6)Christa Bohnhoff, Jason Horvath. (7) Jim Von Tellrop, Laurie Watkins. (8) Sergio & Cassia Korn, Maria & Jerry Lapin. (9) Lynne Osborne, Heidi Ondich, Allison DeFord. (10)Charles Bohnhoff, Mike Bohnhoff.

PORTLAND Wholesale Lumber Association's Christmas luncheon: (1) Outgoing president Gunnar Brinck, new president Mike Foster, v.p. Mike Burnard, secretary/treasurer Chris Chase. (2) Raymond Luther, Denny O'Sullivan, Greg Patterson. (3) Joe Raulerson, Sean Coughlin, Mike Maehara, Gary Newman. (4) Mark Nizic, Chuck Thompson, Tim Bull. (5) Carol Gibbins, Tim Gilstrap. (6) Greg Chase, Tom Vogel, Rocky Mullen. (7) Mark Swinth, Greg Pittman, John Redfield. (8)Jerry Gustalson, Roger Seid, JV Torgerson, Jay Torgerson. (9) Karl Hallstrom, Jerry Westberg, Curt Bodenstab. (10) Gordon Wiseman, Mike Weisman. (1 1) John Evans, Humphry Wildeboer. (12) Brad Myers, Glenn Lowe, Brett Slaughter. (13) Mark Palmer, Terry Brown, Perry Schlitt. (14) Larry Tommerup, Dennis McWirter, Korey Kier, Dave McNabb. (15) Tim Hunt, Alice Briggs, Brian Jones, (16) Gordon King. (More photos on nextpage)

TH

PWLA luncheon (continued from previous page) speaker (1) Stimson Lumber c.e.o. Andrew Miller, Lumberman oJ the Year Floyd Billings. (2) Lisa Hughes, Tim Johnson, Andrew Miller. Flovd Bryce Jonas. (S; Scon Leavengood, Eric Hahsen, Chris Kn-owles., (4) Loren Krebs, John Ndwell, Dave'Fieeman. (5) Clrris Lecce, Brenda Lovell. (6) Al Kirnak, Bill-Hagenstein, Wayne Giesy. (7) Gordtin'Bevans, Scott Manke, l1m l4rson. (8) Hector Perez, Steve Snider, Bill Groih. (9) Erin Noble. (10)Mike Holm. (11)Steve Snyder, Nate Zerkel,.Ron Liebelt. (12) Dan Eitdlstein. (13) Rvan Kline. (14) Jack Burnard, Karen Slaughter, Mike (12)Dan (13)Ryan Karen_Slaughtel Burnard. (i5) Paul Donahub, Davy Logue. fO) Trgy Mackenzie. (17) Chris Pelser, Terry Hadilix, Don Hudock. (18) Maik Grube, Dave Menkens. (19) Dan Hoagland' -Betty Jo Carpenter. (20) Don Dye. (21)David Cochenour, Pete Hemingfeld, David Stallcop.

Jo iarpenter. Henningfeld, Stallcop (22) Gieg Raffdty, Dave R-ainey. (23) Marty Richmond, Leland Curtiss, Gary Knight.

Feenunnv

SACRAMENTO REMANUFACTURING facility for sale or sublease. Includes substantial machinery and equipment investment located on 5 acres with office and buildings. This could be inexpensive opportunity to start or expand your remanufacturing/distribution business! AII offers will be seriously considered. Reply to: Reman Division, P.O. Box 80128, Portland, Or. 97280, or call (503) 29t -9365

Pole Buildings

www.poleframebuildings.com

San Antonio Construction Co. Contractors license 291 259 Bl

Toll Free I-(877) 737-2303

Mike Esposito

TAKE OVER LEASE. Two lumber delivery trucks. Southern California area. 2004 Peterbilt Model 385, 24' bed,80,000# c.V.W., 178O00 miles. 2008 Freightliner Model#CLl20645T, 24' berJ,80,000# G.V.M., 50 miles. For more details, contacr Mario at (800) 660-8680.

California Timberline, fnc.

CALIFORNIA TIMBERLINE, INC., and HERITAGE HARDWOODS INC., are well established wholesale distributors of hardwoods, softwoods, plywood, and custom millwork. We have serviced California. Arizona and Mexico for over 30 years. We are pursuing experienced sales executives for Los Angeles, the Inland Empire, and San Diego. This is an opportunity to have your own territory.Please contact Chris Skibba, (909) 591-481 l. Resume can be sent confidentiallv to cskibba@caltimberline.com.

WELL ESTABLISHED Sourhern 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,4500 Campus Dr., #480, Newport Beach, Ca. 9266O ; dkoenig@building-products.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.60o/a split for trader. Call John at Lakeside Lumber at (623) .566-7 100 or email lakesidelumber@cox.net.

George A. Baldridge, 57, master lumber grader for Warm Springs Forest Products, Warm Springs, Or., died Dec.2l in Bend, Or.

His 40-year industry career began in 1969 and included several lumber companies in California, Idaho and Oregon. During his 10 years in quality assurance at Warm Springs, he attained the Master Lumberman Award from Western Wood Products Association.

Turner "Tim" Garr, 65, yard superintendent for Chino Lumber & Hardware Co.. Chino. Ca., died of cancer Jan.7

He had been with Chino Lumber for 10 years, after working for Grove Lumber & Hardware, Ontario, Ca., and Johnstone Supply.

Stanley Alexander Rathman, 83, former shipping supervisor for Vanport Manufacturing, Boring, Or., died of stomach cancer Dec. | 7

He served as a Navy Seabee during World War II, first in Hawaii and then in Guam, where he ran a salvage yard. After his discharge in 1946, he joined Valberg Lumber, which became Vanport, retiring in 1987.

Menno E. Seethoff, 95, retired membership chairman for the Western Wood Products Association, Portland, Or., died Dec. l6 in Molalla, Or.

He worked as a lumber grader before joining the West Coast Lumberman' s Associationforerunner to WWPAin 1962. He retired in 1978.

Edwin L. McDowell, 80, exotic hardwood importer, died Jan. 3 in Chico, Ca

An Army veteran of the Korean War, he worked for several sawmills before founding his own logging business. He later formed a real estate firm to buy and sell timberland and a brokerage to import Central and South American hardwoods.

Robert Price Davis,44, central Oregon lumberman, died Dec. 25.

A native of Portland. Or.. he worked for Bend Wood Products, Bend, Or., and Parr Lumber, Bend, until retuming to Portland in 2007.

David Michael "Dave" DelVal, 47, former associate editor of The Merchant Magazine, Newport Beach, Ca.,

died after a prolonged illness Jan. 3 in Port Chester, N.Y. The longtime freelance writer copyedited and wrote news articles for The Merchant and sister publication Building Products Digest from 2000 to 2003.

Ipe Declcin€ - rx6,st4x4, s/4xG

. 2x2,2x4,2x6,4x4

r Cap & Sub Rail

Cumaru Declcingi Kiln Dried - sr+*o

FSC-certified & non-certified

Mouldin$ - over 200 stock profiles

r Custom knife grindint

. Mount Storm's in-house milling facility produces high quality moulding. Our Rosenquist radio frequency gluer can fabricate €lued-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 lx6 1x8 1xl0 lxl2

Redoak o Hard Maple . Cherry

. Poplar . Birch

. Walnut

Hardwood Plywood & Lumber

. Consult website for full inventory

llonrn & Crunlr Clutontn

ARCATA / EUFEKA / FORTUNA

Bi/D ......(707) 444-9666 California Redwood C0. ...................,..,.........(707) 268-3000

BAKERSFIELD Pacific Wood Preserving of Bakerslield ........(661 ) 833-0429

CLOVEROALE All-Coast Forest Products ..(707) 854-4281 ..(707) 894-4241 Redwood Empire

FRESNO

DMK-Pacific............ ......1559\ 225-4727

Nodh Pacific........... ..,...(559) 994-1393

OrePac Building Products......,,..,..,.,.............(559) 291 -9075

Taiga Building Products......................,....,....(800) 348-1400

MODESTO

Big Creek Lumber Co. (Atwater/Merced)......(209) 356-1433

Thunderbolt Wood Treating,..,.......................(800) 826-8709 (209) 869-4561

REDDING i RED BLUFF

Gemini Forest Products.......................

Pacific Wood Preservin9......................,...,....(530) 824-9400

Shasta Cascade Forest Industrjes, Inc.........(530) 243-0500

Shasla Green Inc. ......,..,........................,......(530) 335-4924

Siena-Pacific Industries ....,.,..,,.....................(530) 378-8000

Siskiyou Forest Products ...(800) 374-0210 (530) 938-2771

Western Woods, Inc..,..,..,.,..,..,.....................(800) 822-81 57

SACRAMENTO / STOCKTON AREA

Arch Wood Protection .............................,.....(530) 533-7814

BMD,..,................... ......(800) 356-3001

California Cascade 1ndustries........,.....,........(916) 736-3353

California Lumber Inspection Service............(209) 334-6956

Capital 1umber...................(209) 946-1200 (866) 946-2280

Capitol Plywood...... ......(916) 922-8861

Holmes Lumber Co., Fred C, (Marysville).....(530) 743-3269

Kelleher Corp. (Roseville) ....,.,...,..,...............(916) 788-0900

Lausmann

Lumber Assn. of California & Nevada...........(916) 369-7501

M&M Builders Supp|y..................................,.(209) 835-41 72

OrePac Building Products.,..,........................(916) 381-8051

Siskiyou Lumber Products..(800) 695-0210 (530) 666-1991

Taiga Forest Products,.......(800) 348-1 400 (91 6) 624-4525

Western Wood Treating, Inc.....,,.....,...,.........(530) 666-1261

Western Woods, Inc,..,.,............................,...(800) 822-81 57

SALINAS

Big Creek Lumber Co. (Davenport)...,...,,,,....(831 ) 457-5024

Big Creek Lumber Co, (Paso Robles)........ ...(800]| 479-7922

Big Creek Lumber Co. (Santa Cruz) ............,(831 ) 476-3800

Big Creek Lumber Co, (Watsonville).............(800]| 342-2770

Cedar Valley (Holliste0 ....,..,.....,...................(866) 202-9809

SAN FRANCISCO BAY AHEA

Beaver Lumber Co. .......(831) 636-3399

Big Creek Lumber Co. (Half l\4oon Bay).......,(650) 560-9749

BlvlD Forest Products (Walnut Creek)...........(866)-288-8325

Calilornia Forest Products.............................(831 ) 634-0100

California Redwood Association....................{415) 382-0662

Kelleher Corp. (Elackfoot).,.........,.................(415) 898-6366

Kelleher Corp. (San Rafael)........................,.(415) 454.8861

North Pacilic-No. Ca. Diskibution............,,....(800) 505.9757

Pacific Wood Preservin9.....,.........................(800) 538.4616

Redwood Empire,.,. .......(800) 800-5609

Simpson Strong-Tie Co. ..,.,(800) 999-5099 (510) 562-7775

Soururm CmtoRnn

Sourrw:sr

Plcrrrc Nonuwrsr

GREATER PORTLAND AREA Adams Lumber, 1nc.............(800) 298-4222 1503) 2451796 Collins Pine C0......,.....,..,.,.(800) 758-4566 (503) 227-1219

Hampton Lumber Sales C0......................,.,,.(503) 297-7691

Lumber Products..... .....(800) 926-7103

North Pacific............ ......{800) 547-8440

0rePac Building Products................,............(503) 682-5050

Pacific Wood Preserving.,.............................(503) 843-2122

Stimson Lumber...... ......(800) 445-9758

Thunderbolt Wood Treatin9.......,.......,...........(909) 393-7107

ROSEBURG

C&D Lumber Co. (Riddle) ..,....,..,...,.... .,........(541) 87 4-2241

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

FAX to 949-852-0231 or call (949) 852-1990 or mail to BPD,

tr 1 Year ($22) tr 2 Years

Bill Me E My

News or Comments? we welcome commenrs on articles or news ofyour company such as new hires or expansions. Just email dkoenig@building-products.com or Fax this form to 949-852-023 l:

Treated Wood Iwww.frtw.com]...............,...,..,......................25

HuffLumber Co.

Ipe Clip Co., The Iwww.ipeclip.com]

Keller Lumber Co.....,.............. ...........17

Krauter Storage Systems Iwww"krauter-storage.com] .....................37

LWO Corp. [www.lwocorp.com] ...........,..39

M&M Builders Supp1y............. .........54

Manke Lumber Co. [www.rnankelumber.com1........................ .........26

Matthews Marking Products [www.matthewsmarkingcom] ....,.,...25

Mount Storm Forest Products [www.mountstormcom] ..................51

Norman Distribution Inc. [www.normandist.com] ...........................2t

Pennsylvania Lumbermens Mutual Insurance Co. [www.plminsrom] -.........31

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

Reel Lumber [www.reellumber.com] ,..,.....................47

Roseburg Forest Products [wwwrfpcocom] .......,......,...............,........3

Roy O. Martin [www.royomartin,com].......... ............"8

Royal Pacific Industries ..-.-..-.........39

Simpson Strong-Tie Iwwwstrongtie.com]...............,..-.--.-.-...........32

SkuttleTight Inc. [www.skuttle-tightcom].. ..............40

Swanson Group Sales Co. [www.swansongroupincrom] ...,..Cover IV

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com]42

TimberTech [www.timbertech.com],........... ..............13

Van Arsdale-Harris Lumber Co.................... .......,....46

Viance Iwww.treatedwood.com1...,...........................................Cover III

Western Red Cedar Lumber Association [www.wrcla.org]........,......S

Western Woods Inc. [www.westernwoodsinc.com].,........,...,....,.......33

Build betten build greener

Proven in over 12 years of severe weather testing, Ecolife* Stabilized. Weather-Resistant Wood frees contractors to build confidently and creatively with real wood.

rulG

Stabi lized Weather-Resistant Wood

Nonmetallic preservative plus stabilizer treatment results in reduced warpinq, checking, cracking and splltting

Less culling, waste and fewer callbacks

Can be used in direct contact with aluminum siding and flashing, even in wet applications

Less corrosive to fasteners than traditional treated lumber

GreenSpec listed "best of the best" environmentally preferable building product

AWPA standardized for above ground use applications

.Euilding code approved: ICC-ES Report No. tSR-1851

.Lifetime limited wananty against decay and termites

At