Merchant Magazine - February 2010

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and additional post offices. lt is an independentlv{wned oublication for the retail, wholesale and distribution leveli of the lJmber and building products markets in 13 westem states. Copyright@2009 by Cutler Publishing, lnc. Cover and entirc ontents are fully protected and must not be reproduced in any manner without writlen permission. All Rights Reserved. lt reserves the right to accept or reject any editorial or advertising matter. and assumes no liabilitv for materials fumished to it.

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Dontt neglect those left behind

f, nsceNr REpoRT sUcGESTED that 55Vo of workers are unhappy with their current .l,job. Personally.I suspect that 557o would be even more unhappy without a job.

That being said, the events of the last two years-restructurings. consolidations, closings, salary and promotion freezes, benefit cuts-have not been met kindly. Indeed, when the Christmas party gets cut, well...

Running a company has been far from easy these past few years. As an owner, you carry the burden of how you are going to meet the next payroll. It can be hard to share that information without sending alarm bells around the company, let alone to your customers and competitors. While we may not be able to sleep at nights, and others can't understand why such cuts have been made, the fact is that to protect the many, you might be required to do things you find abhorrent, just to survive.

There is no good time to let people go, but have some compassion. I witnessed one company hand out pink slips the week before Christmas. Help those affected financially and emotionally to deal with it, so those left behind can see that you care.

You may have already taken tough steps. More may be required before conditions improve. Yet how do you motivate those that are left and provide comfort? Well, if you have to make a tough decision, take action quickly and decisively. Don't let a cloud of doom hang over the company. It is better to lay off a few more people than hope for the best and then go back to the well a few weeks or months later. Let the pain be felt once, not two or three times. Make changes in one go, not in dribs and drabs, unsettling everyone in the company. It may be tough on the ZOVo who are affected-but better 807o feel okay than 2OVa. You want your remaining employees focused on how they are going to get the company growing, not worrying when the next shoe is going to drop.

I saw a headline today about the disposable worker. That's just the type of thinking that has led 55Vo to reconsider whom they work for. I know I did for five years before going out on my own. I understand big business, but what I have never accepted in my career is a lack of empathy for my employees. Everyone is not dispensable!

A callous attitude by management causes employees to question their loyalty to the company. I believe it is how you as managers handle this situation that will determine how you come out of the recession. People have long memories and will remember how they were treated during this crisis. If you do not manage with compassion now, when times get better and new jobs start, your staff will be off at the first opportunity.

So what do you do for those left behind when there is not much to give financially? Many managers working through these difficult times feel that their hands are tied, especially when salary increases are frozen and budgets are cut. But saying "thank you" costs nothing. "Thanks for being on my team. I value your contribution under very difficult circumstances." How many times do we hear that? Do not hide behind blanket emails; those only lead to the worst being painted into every word. Face to face you can say what is real and not real, and paint a more truthful and optimistic picture. You can show the way to better times. Webcasts and email are not personal, and there has never been a more important time to be personal. Take an interest in your employees as individuals. If they feel anonymous in the organization, they will dread comins to work.

Another way is to help every employee understand why their job is important and to whom. Give reasons-whether they be in customer service, accounts payable, or the yard. That 55Vo will never be happy unless we find a way to take an interest in them and what they do, as human beings. If we don't, we are not only committing them to a miserable time at work, but also committing our companies to employees who are not working at their best.

Alan Oakes, Publisher aioakes@aol.com

www.building-products.com

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Back to Basics The resurgence of real wood-decking

tTl"u TRoUBLED EcoNoMY has driven I down the North American residential decking and railing market 4OVo,from $4.6 billion in 2006 to $2.8 billion in 2009, according to a new Principia Partners study.

The most noticeable trend during the three-year slide has been wood decking regaining lost market share from synthetics, apparently driven by demand elasticity due to lumber deflation, while petroleum-based synthetics have experienced significant raw material price escalation.

"Lumber prices are at all-time

lows, and the gap between the cost of pressure treated lumber and composites is the highest it's ever been," notes Dick Gauthier, Universal Forest Products.

Wood decking and railing have steadily lost market share to synthetics since the introduction of composites more than 20 years ago, based on performance and maintenance benefits. Wood's market share hit a low in 2007, maintained its position in 2008, and reversed in 2009.

Wood decking, says Allweather Wood's Rick Danielson, "is competi-

tively priced, and consumers are more price conscious. Typical retail for treated wood decking is $ l 00 to $ I .10 per lineal foot. Non-wood products are about $1.65 and up. Also, the higher the price, the greater the customers' expectations."

McFarland Cascade's Greg Phillips agrees that the "resurgence of treated wood decking sales as a percentage of decking surface sales is directly con: nected to the low-priced lumber market. In this tough economy, PeoPle still want to enjoy outdoor living, so they are turning to more economical solutions. As the economy improves. we suspect maintenance issues will likely overcome the initial cost advantage of pressure treated lumber, though wood will always be a big part ofdeck surface sales."

Product failures by composites haven't helped. "We have noticed a slight change towards wood decking or forms of wood decking," saYs Northern California dealer Rick Zaslove. "With the class action claims and composites not Performing as expected, Golden State Lumber and Sierra Point Lumber have noticed some of our customers looking for real wood decking that perform well to many weather conditions. Hardwood decking like ip6 and Clear and Deck Heart redwood decking products seem to fit this need best. [Composite manufacturers] have made some major changes in their product lines, and we will continue to support their efforts."

In addition, "the new 'heat treated' wood decking products are making some headway," says dealer Gene McKinney, Tindells', Knoxville, Tn.

WOOD DECKING is regaining market share from synthetics, thanks to the affordability of pressure treated wood and theimpro-ved aesthetrcs and ierformances of high-end products, such as DreamDex polymer-and-heat-treated radiata pine boards (above) and tropical hardwoods.

"They are real wood, stronger, stilfer, less expensive, and install like any other wood deck. We stock and sell this product and are having some success."

Next generation preservatives are also giving a boost to good, old pressure treated wood decking. "The quality demands of the big boxes regarding pressure treated lumber are also the highest they've ever been." offers UFPI's Gauthier. "So it's harder to disparage pressure treated since the quality is pretty good today."

Dennis McWhirter, Exterior Wood, Washougal, Wa.. agrees wood decking has never been better. "With the advancement and durability of today's stains and sealers. consumers are moving back to the tried and true wood products: cedar and treated decking," McWhirter says. "We are seeing renewed interest in the use of tropical hardwood for decking, as well. These products are being used in both commercial and residential applications, where the consumer is looking for something that makes a statement. Although there is slightly more maintenance with this product, the wow factor is well worth it."

Although the synthetic decking cat egory as a whole has lost share to wood, demand for cellular vinyl decking has been growing at a double-digit rate, due to the growing popularity of ultra-low maintenance decks among homeowners.

''The market has two primary forces at work," says Principia's Steve Van Kouteren. "On one end of the decking market, consumers are fighting money and budget issues and are scaling back deck projects, as well as using less expensive materials. Conversely, there is a high end of the market that is less price-sensitive. This segment is using new synthetic materials. and is driving the increase in demand for cellular vinyl."

Cellular vinyl demand growth is at the expense of polyolefin-based woodplastic composite (WPC) decking. "Composite decking is losing market share to wood on the low end and losing market share to cellular PVC on the high end," Van Kouteren says. "Total value for WPCs and cellular vinyl is estimated at about $725 million, or 26Vo of the decking and railing market in 2009. Total North American demand for cellular vinyl in residential decking grew from about $5 million in 2004 to over $95 million in 2009."

About 2.5 million decks were built Building-

cln residential structures in 2009. and over 90Vo are on existing homes as part of a remodeling project or replacement (R&R) of an existing deck. Job losses, tight credit, devalued homes, the inability to tap into home equity to finance home improvement projects. and record lows in consumer confidence combined to push decking and railing demand back to levels unseen since the early 2000s.

The future is brighter for decking and railing, as homeowner desire for quality leisure time and outdoor living in the backyard or front porch of the

home is part of the fabric of American living. An increase in housing starts and modest growth in R&R activity should increase the demand for decking and railing, on a value basis, about 10Vc in 2010 from its bottom in 2009. About 6Vo of the growth will result from volume growth and another 47o from product mix and a slight recovery in wood prices. Pent-up demand from consumers will help support decking and railing growth in 2010. Total decking and railing demand is expected to increase from $2.8 billion in 2009 to $3.1 billion in 2010.

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Gomposite decking Whatts new, what's next

l/--lolteosnEs REFUSE To sIT euIETLv as high-perfonnance \-rcellular PVC products bite into their share of the alternative decking market. This winter, composite decking manufacturers are adding new products and tweaking existing ones to better compete.

AERT (Advanced Environmental Recycling Technologies) recently rolled out a fire-rated version of its

composite decking. MoistureShield FR has been approved by the California Department of Forestry & Fire Protection and is listed as an approved product in the recently published Wildland-Urban Interface Products Handbook.

"For builders and homeowners in parts of the country where wild-fire season is a real threat and building codes require fire-rated materials, we saw a need for an attractive, eco-friendly and fire-resistant decking product that can meet code," says Brent Gwatney, v.p. of sales and marketing for MoistureShield. "The introduction of firerated products, a growing number of color options and accessories, a solid reversible profile, and grooved boards for hidden fastening systems, are all trends we're seeing in the composite decking market and ones that we've specifically developed products for."

FibefOn has improved its Deck Pilot hidden fastener, to improve performance and reduce installation time. The redesigned fastener is injection-molded with 30Va glass-filled nylon, making it sturdier, and double-sided to reduce installation time. Other features include:

. new 3/16" replaceable steel pins for accurate spacing and quicker installation;

o tough, hardened bushings made from hexstock steel, making it impossible to spin:

arched base to keep tool flat, and adaptability-the tool can be cut in half without losing

Photo of GeoDeck's color options

PRECISE, fast and inexpensive, Fiberon's new Deck Pilot allows contractors to install deck screws at the proper angle and precise depthevery time. The kit includes two bits and uses 1-5/8" steel coated, conosion+esistant trim head screws.

its strength to make two short tools for restricted areas and special patterns.

GeoDeCk producer Green Bay Decking has expanded the color options for its composite decking to include walnut, a deep, rich shade of brown.

"Our new walnut color is something we've produced for years on a custom basis," shares president Lanny Jass. "As consumer preferences have changed in the past two years, we decided to make it part of our standard product line. Our manufacturing process allows us to produce short runs of different colors very efficiently, so we plan to continue to offer new colors to the market-either as part of our product line or as a custom color to specific customers. Our patented material formulation also provides us with confidence that all of the colors we produce will have the same superior color retention."

TimberTeCh is attacking the price differential. The company just launched ReliaBoard, described as "one of the most economical composite decking boards on the market." Yet the product is also said to offer all the same benefits of TimberTech's other decking products, including a full 5.4" wide plank surface, great looks, and a transferable 25-year limited residential warranty.

"ReliaBoard is a great alternative to wood for valueconscious homeowners," says Carey Walley, director of marketing of TimberTech. "Money and time spent each year painting, staining or sealing can become a one-time investment in low-maintenance decking for a great price. This new product positions TimberTech as a onestop-shop for customers looking for anything from traditional composite decking to ultra-low maintenance PVC decking, with best-in-class railing and lighting to match-a complete solution from one manufacturer."

TfeX is rolling out a raft of products, including new board profiles and hidden fasteners that are compatible even with competitors' boards.

"Contractors indicated that the industry needed a universal fastening system," says Adam Zambanini, senior product manager of decking. "The Universal Hidden Fastener can be used with both Trex and competitor decking. Now contractors need only to purchase one fastener system for all of their jobs, increasing efficiency and reducing costs."

In addition, all Trex decking will now measure l" wide, providing greater design flexibility to mix and match all lines, making all lines compatible with the Universal Hidden Fastener, and increasing convenience and efficiency for distributors and dealers.

Trex, too, will be the first decking manufacturer to offer reduced-size product bundles-transitioning from a bundle size of 96 pieces per unit to 48 pieces per unit, increasing turns. Distributors will benefit from efficiencies in material handling and reduced in-transit material handling damage, while dealers will be able to stock more product without increasing their inventory position.

"We believe the reduced packs will provide greater bundling opportunities for our distributors and dealers, allowing them to move more product in less time while increasing productivity and profitability," notes Adam

Zambanini, senior product manager of decking.

The Contours line is also converting to a square-edged profile and a grooved edge profile, as opposed to its former scalloped underside. The updated boards currently are available at both Trex manufacturing plants, in Winchester, Va., and Fernley, Nv.

And, a new, higher-performance decking and railing system begins shipping this month, expressly designed to compete with PVC. Trex Transcend combines a finish that resists stains, scratches and mold with a natural-looking wood grain pattern. Its protective shell defends against fading, while being extremely low maintenance. Spills wash off easily with soap and water.

President and c.e.o. Ron Kaplan calls the new line "a game-changing product that quite simply exceeds all other materials currently in the marketplace. Since inventing the concept of durable and low-maintenance outdoor living products nearly 20 years ago, we've consistently introduced design and manufacturing innovations that have secured Trex's position as the prefened brand among both consumers and professionals. With Transcend, we're combining all of the benefits of our existing collections with proprietary new technologies that offer unparalleled durability, wear-resistance and long-lasting good looks."

ALTERNATIVE T0 THE ALTERNATIVE: Designed to compete with cellular PVC, new Trex Transcend composite decking and railing features a proprietary surface formulation for natural woodlike grain and a lustrous finish.

By Diana Hanson

Stay up on building codes to keep deck sales rolling

A, o DECKTNG DEALER or distributor, you are dependent .CLon manufacturers to not only produce products that are up to standard, but also products that are acceptable to the consumer.

The manufacturers have a lot on their plate when they bring something to market. You as the dealer take a calculated risk every time you make a purchase. The decking materials you stock are affected by decisions made in the building code arena.

Every few years a new version of building code is issued. Building code is developed in cycles that provide a platform for anyone to submit changes to the code. In attendance at hearings are building officials, members of industry, engineers, university professors, government officials, members of coalitions, and consumers. That's a lot of people with a lot of different concerns-and sometimes agendas-all pushing for changes to the code.

It is important to make certain that the products you are purchasing for resale not only meet the testing requirements in place in the industry, but also that building code is not changing in a direction that makes the product difficult to sell.

Until recent years, the decking industry was given only

cursory attention in the code. Largely due to the fact that decks are exterior structures and often separate from the house, they were not considered to be within the purview of the code. That perspective has now changed, and there have been many changes that affect decks entered into building code. Coverage of decks in building code is far from complete; however, there are already sections of code that are difficult to interpret and enforce on the job site.

As a dealer, you trust your supplier to be vigilant and watchful of code development. Some manufacturers may think that because they submit their products for testing through the ICC-ES or another evaluation service, they have done what is necessary to protect the salability of their product. This is simply not true. Building code operates separately from evaluation protocols and testing. The manufacturer may do everything right as far as going through the process and spending their budget on evaluation; yet they can get blown out of the water by a code change that makes their previous testing inadequate.

How active in code development are your suppliers? Are they protecting their and your interests in the building code arena? Simply stated, what affects one member of our industry affects us all. The more we work together, the more likely we will be able to protect our industry, while at the same time provide a safe, enjoyable home improvement option that the consumer desires.

Specifically relating to decks and railings, dealers musr be aware of the direction that code has taken toward more restrictive regulations. Even if you are a distributor of decking boards, and the code change has to do with ledger attachments, you will still want to be informed, as it affects the completed structure (the deck). If building code for decks becomes overly restrictive, consumers may very well choose to build something less difficult to get a permit for. They may put in a patio or rock instead of a deck.

Check with the code representatives of your suppliers and find out what is going on that might affect your sales. You can also do some research yourself using the International Code Committee website, www.iccsafe.org.

- Diana Hanson is co-owner and operater 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.

SALES OF big-ticket deck packages may decrease if overly restrictive ourldrng codes convince consumers and contractors into pouring a simple concrete patio instead.

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By Carla Waldemar

AII the way to the bank

IIJuar's A BEAN couNren doing

Y Y running a building supply company? Multiplying revenue, for starters, from $12 million in 1998 to $65 million in 2002. That's an enviable bottom line, but a CPA degree is just one factor in Ovi Vento's big-picture road to success.

Everglades Lumber & Building Supply was launched, he says, as "a little, old-fashioned hardware store" in Florida in 1941, back when that little pocket of real estate bordered the park's wilderness. Over the years, the city crept westward: "Today, we're smack in the center of Miami, surrounded by millions of houses," he says. Not bad.

The backstory: Ovi's family arrived from Cuba via Puerto Rico in 1972 in search of a business to sustain them, and this ma-and-pa outpost was on the market. As his father saw the need and grew some capital, he positioned himself to feed his family on ever-bigger slices of the buildingtrade pie by increasing acreage (10 today), launching rebar and millwork manufacturing operations, and more.

Meanwhile, Ovi used that accounting degree with a big corporation until called back to join the family firm in 1984. He stayed on when Everglades got an acquisition offer it couldn't refuse, and when that parent group put the operation on the market once more in 2002,he stepped forward as a buyer: "This is what I want to be doing," he vividly recalls the Eureka moment.

And the rest isn't just history, as the saying goes. It was merely the beginning of yet-more substantial expansion, but, even more important,

a significant philosophical shift that's continued to grow the company, even in these tenuous times.

Almost immediately, he cleared out l}Va the store to incorporate a design showroom (and opened a second showroom in the Boca Raton location the following year). "It was something I'd always wanted, as I started to learn the business-to cater to designers. Instead of showing five hammers. for instance. I cut back to two to gain room for our higher-end products. But early on, I knew it wasn't reaching the right targets. Customers, who would discover it by accident, would later tell me, 'I had not idea...l' So, two years ago, to

reach the high-end market we needed, I bought the freestanding building next door"- 12,000 sq. ft.-and fleshed it out with luxury hardware, plumbing, doors, cabinets, closet and laundry amenities, and the list goes on. It debuted in 2009.

Remind me, again, Ovi: Who's buying those fancy items in the midst of the worst recession many of us have ever seen? What were you thinking?

Just this: "I knew the economy was shifting, but here's the deal: The highend is good in good times. And"-the clincher-"it stays strong in tough times, too. So I decided, despite the economy, to go ahead and do it, and do it right-state of the art."

And to give away the ending, yes, it's working fine. Here's why: "We're in a very strategic location, so people could notice the activity as they drove by, could see the progress, and wonder, 'What the heck...?' Then, we didn't hold our grand opening until four months later [buying time to iron out any glitchesl, when we rolled out the red carpet for a who's-who list of the architect community, designers, high-end contractors, bankers, celebrities, and government officials. We partnered with a car dealer to park his luxury models in front and drive business for both of us.

"Word-of-mouth was outstanding; we had 600 attendees, and we made everybody feel comfortable. We took care of them, showing them there was more than great products, there was follow-through. People left saying, 'What a pleasure!' whether they'd spent $10 or $1000, and that was the best part for me: I concentrated not so

EVERGLADES chief Ovi Vento preaches the importance of building relationships to build a DUSrness.

much on good revenue as on good traffic. We created a great environment, showing that we're here to help, to become part of their team (in contrast to other places where they use you and abuse you," he laughs).

Easier preached than done, as every owner knows. But Ovi (unlike most accountants, dare we say?) is a true people-person and walks the talk because he realizes his success rests with his staff. "I'm very hands-on. I live by the philosophy of empowering people. Here's what I tell them: 'Your job is to sit here, where I'm sitting...and I'll help you get there.' If there's a problem, we find a positive solution. Customer service is foremost, so I teach them things like to return phone calls the same day. [True to his word. Ovi returned this reporter's call the same afternoonvirtually the first ever to do sol.

"I have an open-door policy (oPen book, too). I see everybody, and we're all on the same level: no titles. Titles merely hide insecurities," says the man who refuses to call himself c.e.o. "At our recent end-of-year sales meetings, I talked to them about the past year. Sure, the economY has affected us, but I stressed looking forward, a 'time of renewal'. I shared my goals and dreams, and the response was awesome. Yet no one left more fired up than I."

(True, the company has been forced to reduce staff in 2009 and has curtailed overtime, which was "very challenging for me," Ovi confesses. "It broke my heart.")

The outside sales force continues full-steam ahead. "We visit every jobsite in town and talk to everyone," attests their leader, who directs them thus: "Your goal is to do for your customers whatever they need-things nobody else can, or will, do-even direct them to buy directly off the Internet if that's the best idea: Do the right thing. And guess what? Because I also sell commodities-no competitive price differential there-who gets those orders? We do! And while others might require a builder to rent a crane to get the Plywood where he needs it, we've purchased an expensive crane, and we'll do it."

It's about relationshiPs, too, and that's another of uber-gregarious Ovi's fort6s: "I keep a profile of the top 2OVo of our customers-get to know their families, their key people. We talk. And I cater to their needs: 'We'll take care of you,' I tell them.

That's our specialty, even if we're a little high [in price]. I was never the cheapest, but I give the best service." And that stands true across the board, for Everglades has a wide field of competitors, different in each of its operations, from rebar to millwork to high-end products; custom housing to commercial accounts to government contracts. The mix he's achieved today is 65 pro/35 retail, "with 50/50 as the diversity I eventually want," he professes.

Wisely, he's building Everglades' growth on staying power. "Even in good times, we were never burdened with debt. I act very conservatively, never expanding too fast. We focus on our core strengths and our efficiencies. Remember," he jokes, "I'm a CPAI A bean counter."

But he's also Mr. Miami. "I like to get out and meet people. I'm preaching all the time," Ovi laughs, "and I end up getting [orders for] the material. My goal is, every week to attract two new long-term customers. I believe that partnering is vital, which benefits all of us: general contractors, subs, government accounts. For them, I'll even put on my lobbying hat," he declares. "I like to learn what's going on around town."

At the moment, it's building a

new, big-deal stadium for the Marlins. "I got to meet their President-and I'm president of the Latin Builders Association," he adds. "'Look,' I said, about the awarding of stadium contracts, 'I have no problem with opportunities for others in our industrY, but I need a commitment that the work stays in the community.' And I got an agreement! I became the HisPanic spokesman, and I worked it hard: 'All I want is a crack at the rebar...."' Result? "I brought the job here."

This community leader is also on the board of the Orange Bowl, local hospitals, the YMCA, and more. "I like to give back rather than sPend money on advertising," he explains.

Give back, but not look back. Economically, "I believe we've turned the corner. South Florida is still slow, but the now attitude of people here has totally shifted. For 2010, I budgeted a 307o growth for the company. And, you know what?" Ovi

Carla Waldemar

exclaims.

"We're gonna make it happenl"

FLORIDA DEALER recently opened a stand-alone design center in Miami, Fl., to flll the void left by the closure of Home Depot's Expo Design Centers.

Whatever happened to OSL?

f, s nrcrNrl-y AS Two vEARS Aco. -CLoriented strand lumber was being touted as the hottest new product in engineered wood-one that would overtake lumber markets during the next 20 years the same way that similarly produced oriented strand board had dominated panel markets over the previous 20.

At the time, Louisiana-Pacific was converting its OSB plant in Houlton, Me., to produce OSL. Tolko Industries was building a huge new facility in Athabasca, Alberta, Canada, to manufacture both OSL and OSB. Grant Forest Products was test-marketing OSL for use in molded upholstered furniture frames. Weyerhaeuser designed its lO-year-old OSB mill in Hudson Bay, Saskatchewan, with the flexibility to one day add OSL production lines. And, Ainsworth-which began producing OSL in 2003-was projecting that OSL would one day spread from use in rimboard to headers, beams, structural insulated panels, and even studs.

Today, Ainsworth is the only North American company said to be producing OSL, marketing it in a single application, 0.8E Durastrand rimboard.

So, what happened to OSL?

Tolko was just bringing its Athabasca Division on line when the economic downturn forced mothballing of the plant in February 2009.

Several months later, Grant declared bankruptcy and is selling its OSB mills to Georgia-Pacific.

LP decided to convert Houlton to laminated strand lumber, a similar product to OSL. "The main difference between these two materials has to do with the way they are manufactured," explained Melissa Warren, EWP product manager. "LSL is made with strips

of wood that are up to 13" long. OSL strands are shorter than that-but still longer than OSB flakes, which are between 3" and 4". When we first started the Houlton project, we thought we'd be producing shorter strands, making it OSL. But then once we got all the equipment in place and started working on the 'recipe,' we could actually produce longer strands. There is an advantage of the longer strands, making it a little stronger than an OSL. But we never went to market with an OSL, it's always been an LSL.''

Weyerhaeuser has likewise concentrated on LSL. "At first blush, OSL looks similar to LSL. but the similarities end there," said Weyco's Greg Wells. "The manufacturing process of TimberStrand LSL involves steam injection and pressure, which allows heat to penetrate to the core providing a solid, consistent bond of the adhesives. The strands to manufacture TimberStrand LSL are also about 12" long. Weyerhaeuser has never manufactured OSL."

Production of OSL continues at Ainsworth, albeit at reduced levels.

"The fact that OSL and LSL products are marketed in much lesser volumes

these days owes to an overall marketplace that consumes much smaller volumes of building materials in general, linked to very poor housing startshence, LSL and OSL production is severely curtailed," noted Robert Fouquet, v.p.-sales & marketing. "One would expect a return to better production rates when activity resumes."

Its 0.8E' grade material, Fouquet said, "product is primarily used in rimboard applications in California where enhanced code requirements are in place relative to earthquakes. Ainsworth continues to produce 0.8E' despite the downturn. Our team is committed to serving this marketplace and delivering products to our trade partners, regardless of marketplace conditions."

Higher E-values are required for studs (about l.3E to l.5E), beams and headers (1.5E to 1.7E), glulam, and LVL (1.7E to 2.0E). "Market price of the product is indexed to E-value and, of course, there is a correlation between E-value and manufacturing cost," Fouquet said. "The relationship between E-value and cost is such that in the higher range of E-values, a typical OSL/LSL product line becomes somewhat uncompetitive with LVL product lines from a usage perspective. With LVL being widely available from a variety of suppliers and in large quantities, it has become the preferred choice for use in mid-to-longer span headers and beams."

In the long term, when market conditions warrant, Ainsworth plans to complete the expansion of its OSB facility at Grande Prairie, Alberta, adding a second manufacturing line that can produce OSB, OSL and LSL. Be patient. More OSL products, in greater quantities, are to come.

OSL, currently produced by Ainsworth alone as Durastrand rimboard, uses the same size strands as OSB, as well as a simihr manufacturing process of heat and pressure.

North Pacific Placed into Receivership to Repay Debts

A federal judge has appointed a receiver to sell North Pacific's businesses and properties so its debts can be repaid. The company and its subsidiaries owe about $42 million on a $160-million credit agreement signed three years ago.

Based in Portland. Or.. North Pacific expanded nationwide in recent years by acquiring top wholesalers in each region-Schultz, Snyder & Steele in the Midwest; Saxonville USA in the Northeast, and Allen Timber in the South.

North Pacific announced in August that it had signed a letter of intent to sell its assets to an unidentified "nationally recognized private equity firm." When the deal did not close as expected before the end of 2009, c.e.o. Jay Ross said, "We're taking our time, they're taking their time. That's alright with us."

The deal never closed.

Wells Fargo Capital Finance then gave North Pacific a January 15 deadline to sell its assets before the lenders would cease funding the loans. In the letter, Wells Fargo said it had received notice that Bluelinx Holdings Inc., Atlanta, Ga., was no longer willing to buy North Pacific's assets on previously agreed upon terms.

"This is the third transaction that would have provided for the payment of the obligations to the lenders that has failed to materialize in the past six months," noted Amy Newman, v.p. of Wells Fargo Capital Finance.

BMHC Becomes BMC Select Building Materials Holding

Corp has completed financial restructuring and emerged from Chapter 11.

The company's secured lenders converted debt into equity, became the

new owners, and consolidated its operating brands as BMC Select. Corporate headquarters moved back to Boise, Id., from San Francisco, Ca., "Like every business associated with residential housing and construction, our company has faced unprecedented challenges during the last few years," said Paul Street, BMC Select's new c.e.o. "Our new name celebrates our new beginning and leverages the important legacies and brand equity associated with BMC West and SelectBuild."

A new executive management team comprised of company veterans will lead the company, with assistance from a new, independent board of directors. Stan Wilson will continue as president and chief operating officer, and Danny McQuary will serve as chief financial officer.

The new board includes Street, Jay B. Hunt, Peter C. Alexander, Marc Chasman, Dennis Downer, Michael A. Maidy, and Carl R. Vertuca Jr.

Fiberon Rebrands Company

Fiber Composites LLC, New London, N.C., has changed its name to Fiberon LLC, assuming the name of its popular brand of decking and railing products.

The corporate name-change is aimed at creating brand consistency in communications, as part of an ongoing strategy to expand its overall decking solutions portfolio under the Fiberon brand.

"Fiberon products have achieved an unblemished reputation for innovation and reliability in the alternative decking and railing industry segment. As such, we as a company want to focus on the Fiberon brand as we expand our product line and sub-brands in a variety of building products categories," said Doug Mancosh, owner and c.e.o.

Valley Lumber Go., Basalt, Co,, last month closed its Grand Junction, Co., yard, which opened as Denning Lumber in the 1930s.

New Kings Ace Hardware, Billings, Mt,, will break ground this spring on a third local store, hoping to open the 22,000-sq. ft. unit in the fall.

Lowe's opened a new 117,000sq, fi. store Jan. 15 in N. Concord, Ca.

Lowe's also applied to build a new unit on 15 acres in Clearlake, Ca., as well as a 110,000-sq. ft. store with 25,000-sq. ft. garden center in Silverthorne. Co.*davs after Home Depot submitted plan-s for a 102,000sq. ft. store wtih 16,000-sq. ft. garden center in Silverthome.

Arizona Sash & Door, Tucson, Az., closed at the end of January afier 85 years.

owner Foxworth-Galbraith Lumber has put the facility up for sale.

Habitat for Humanity treto a Jan. 21 grand opening for a new ReStore discount LBM outlet in Montclair. Ca.

Habitat breaks ground this spring on a 4,500-sq. ft. ReStore in Belfair, Wa.

Stock Building Supply sold its shuttered site in Ketchum, ld., to a grocer.

Stock has redesigned its corporate website, stockbuildingsupply.com, to represent the full spectrum of LBM and services the chain provides. The site is now comprised of seven sections, including "Green Resources."

Union Planing Mill, Stockton, Ca., has closed after 1 18 years.

Compass Lumber, Cotati, Ca., is now carrying DreamDex in Northern California, while Jones Lumber, Lynwood, Ca., is supplying Southern Califomia.

The FSC-certified radiata pine decking is treated with BioCore preservative technology.

Woodfold Manufacturing reduced its Forest Grove, Or., workforce by one-third.

PacTrim, Rocklin, Ca., will now produce MoistureShield composite trim and moulding products for A.E.R.T.

Simoson Stronq-Tie has inregrateo TimberTech-composite and PVC decking, railing, and lighting products inlo its DeckTools Deck Sales & Design software.

CertainTeed Gypsum is now the exclusive sales rep to independent professional channels in the U.S. for noise-proofing products from fellow Saint-Gobain subsidiarv Green Glue Co., Granville, N.Y.

Fiberon has extended the industry's first stain and fade wananty to 20 years on its Fiberon Horizon decking and Outdoor Flooring product lines.

Georqia-Pacific Wood Products ichieved Sustainable Forestry Initiative chain-of-custody certification for its engineered lumber facilities and SFI fiber sourcing certification for its EWP, structural panels, and softwood lumber products.

Silvaris Opens Eugene Office

LowGradelumber parent Silvaris Corp., Bellevue, Wa., has opened a trading office in Eugene, Or.

The new office's entire staff-Bob Brass, Dave Brewer, Bob Spagnolo, Pat Meyers, Don Wood, Dick Barnes, Rob Parks, and Dustin Smith-had been with Maywood-Anderson Forest Products, Eugene.

Glulam Maker Goes Blue

Calvert Co., Vancouver, Wa., is opening a licensed factory application center to treat its glue laminated beams with BluWood mold protection and FRC fire retardant coatings.

Calvert becomes the first authorized affiliate of EcoBlu Products, Carlsbad, Ca., and will also manufacture private label glulams for EcoBlu.

Parr Shares Ad Messages

Parr Lumber, Hillsboro, Or., hopes to collect royalty fees when the company's award-winning advertising campaigns are sold to non-competing LBM dealers across the country.

"Everyone is frustrated by the recession, everyone wants to get going again, but they no longer have the internal resources," said Jennifer Swick, former marketing director at Pan.

She and her partner, Scott Ericson, spent the last 17 years developing advertising campaigns at Parr. Now they have started their own firm, Wheelhouse 2Ol2O, to help LBM companies survive by focusing on green, energy efficient, and sustainable building products. Parr will remain a client of Wheelhouse 2O/20 and collect a royalty fee for the program's use.

"It will be very important moving forward because you have to cut through the noise in a disappearing or

shrinking market," said Rick Davis, president of Building Leaders Inc., a Chicago-based sales and training consultant.

"I think they have a good business model," said Davis, who has judged building industry advertising campaigns. "What we're looking for is an idea worth stealing. There's no danger of repeating the same message if you're in a different state."

Oregon Death Investigated

The Oregon Occupational Safety & Health Administration is investigating the accidental death of a worker at Douglas County Forest Products, Winchester, Or.

Holger Fussel,39, who had worked at the company for nine years, fell from a catwalk Dec. 28 and became entangled in machinery.

Co-workers administered CPR and first aid, but he was pronounced dead at a local hospital.

Redtree Sells Redwood Land

Redtree Properties, Santa Cruz, Ca., has agreed to sell two redwood tracts in the Santa Cruz Mountains totalling 267 acres to Sempervirens Fund, a nonprofit land trust based in Mountain View, Ca., for $2.1 million.

"There are some pretty sizable trees, second-growth redwoods there, about 100 years old," said Reed Holderman, executive director of Sempervirens Fund.

Redtree already had state permits to cut 35Vo of the redwood and Douglas fir trees larger than 18 inches in diameter on the smaller, lO7-acre tract. The nonprofit hopes to sell this land back to the state, so it can become part of the adjoining state park.

Redtree was formed in 1986 from holdings of Santa Cruz Lumber Co.

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Do the math

Make a grid of your week, 6 a.m. to 6 p.m., Monday to Sunday. Fill in the hours with the following:

. In-house meetings

. Administration/paper work/research

Prospecting (finding and qualifying new customers)

Selling (working existing qualified accounts)

. Breaks/personal time

II /s ALL HAVE A "NurraseR" we want to hit. The myth of V V having 40 hours a week to hit that number is just that, a myth.-This myth causes many to relax and think they have more time than they actually do to find and close business. This leads to unfocused, lackadaisical sales calls and organization.

The "action" in a basketball, football, baseball game or golf tournament is a fraction of the time spent preparing for the action. The same can be said of our sales years, weeks and days.

Let's do the yearly math first:

365 - 104 weekend days = 261,- 10 (vacation days) = 25t, - 5 (national holidays) = 246 actual selling days.

Before we continue with our math problem, let's talk about the 104 weekend days.

Bryan Concannon says, "Monday thru Friday is for keeping up, Saturdays are for getting ahead."

David Olsen says, "If you're not coming in on Sunday, don't bother coming in on Monday."

I quote these two gentlemen because I run across so many sellers who tell me they will do anything to succeed. These same salespeople work a non-intense 37-and-a-halfhour week and expect to compete with guys like Bryan Concannon and David Olsen who really mean lr when they say they will do anything to succeed!

If, in addition to our normal week, we work ever Saturday and half days on Sundays, we will have a 3lvo advantage over most of our competitors. If we work Saturdays, we have a20%o advantage. If we work one half day per weekend or every other Saturday, we will have a l)Vo advantage. "The Millionaire Next Door" says that most millionaires in America work 60-70 hours a week and buy used cars. (Who buys all the new cars? Well-paid sales people rank high on the list.)

As salespeople, we are running a small business. Entrepreneurial work habits produce entrepreneurial results; employee work habits produce employee results.

Here's an exercise I do with mv classes (and mvselfl.

If you are like most sellers, you will say 24-28 hours a week of selling time in a 40-hour week. The real number is probably lower. Most lumber brokers will tell you they have a tough time logging 200 minutes a day on the phone. This is jlst phone time. Let's assume these sellers are on with customers for the full 200 minutes. 200 x 5 = 1000 minutes, + 60 = 16.6 hours per week. I work with road salespeople and street salespeople. Rare is the day we spend more than 4 hours in front of customers. 4 hours x 5 days = 20 hours per week.

Our TFue Number

According to David Foster Wallace, "The truth will set you free, but not until it's done with you."

Dividing our number by actual days and hours may scare us (it does me!) and will definitely focus us. It will help us understand the need for thorough preparation for each call. For example:

2g-hour sales week: $100,000 + 246 = $406, + 5.6 hours (28 + 5) = $12.50 per hour. With a commission schedule paying 33Va, we will need to generate $217 of profit every selling hour.

20-hour sales week: $100000 +246 = $406, + 4 hours (20 + 5) = $101.50 per hour. With a commission schedule paying 33Vo,we will need to generate $304 of profit every selling hour.

16.6-hour sales week: $100,000 + 246 = $406, + 3.3 hours (16.6 + 5) = $123 per hour. With a commission schedule paying 33Vo, we will need to generate $369 of profit every selling hour.

For sales managers and individual salespeople alike. knowing our sales math will show us exactly how and where to spend our time. Knowins our sales math will intensify and give urgency to each of our sales calls.

Our true selling time is finite. Be prepared. Do the math.

James Olsen Reality Sales Training (s03) 544-3572 james@ reality-salestraining.com

Wood that looks hetter and Iasts longen

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EcollferM Stabllized Weather-Reslstant Wood is AWPA standardlzed for above ground applications and is listed as a Green Approved Product by the NAHB Research Center; allowing you to build creatively and responsibly with the natural beauty of realwood. Ecolife's advanced built-in weathering protection and stabilizing properties dramatically reduce cracking, warping and splitting for enhanced beauty and fewer callbacks.

Preserve@ AGQo is an AWPA standadlzed soluble copper wood preservative for above ground and ground contact that provides longterm protection from decay and termites for a wide variety of residential, commercial and industrial applications Backed by more than 20 years of severe weather testing, Preserve@ remains a proven performance choice for treated lumber used in decking, fencing and outdoor projects

For more information on these and the full line of Viance heated wood products, call 800-421-8661 or visit

Moulding and millworkrecovery or mirage?

n sceNr HEADLINES FROM AcRoss l\the country have noted signs of life in the moulding and millwork industry. But is news of a turnaround premature?

"Hiring with Hope" ran a Chico, Ca.. newspaper headline announcing that Sunset Moulding was looking to add workers at its local plant. In actuality, Sunset needed to fill just three entry-level positions-and those were to replace one employee who retired and two others who resigned.

"It's not that business is getting better," said plant manager Tom Maclean. "I've got spots to fill. They're labor jobs."

He received about 25 applications in the first three days the hiring sign was up. even though the starting wage was low. But benefits are included

and. he said. "those can be more valuable than the wage."

Maclean hopes for better days, but thinks they're not here yet. "I started in the lumber business out of college, and I've never seen it this bad," he said. When the housing market was booming, Sunset employed approximately 150 full-time. The plant currently has about 45 employees.

At the close of 2009, American Millwork, Elkhart,In., was able to put l8 employees back to work. Earlier in the year, however, American had laid off '72 workers when parent RAF Industries shifted production to sister company Ferche Millwork, Rice, Mn.

"I'm so excited about hiring people back," said Tom Harper, who has served as president of American Millwork for the past year. "It's a

good feeling because it was awful when we had to let those people go."

Harper hopes to be able to rehire more workers before the end of 2010. "I'm pretty optimistic we're going to see good sales growth this year," he said. "As we grow, we've got plenty of space here."

According to RAF Industries, "options and incentives not available to us previously" prompted the company to reconsider its plans to close the Elkhart facility. Other factors were a slight upswing in the housing market and employee wage concessions. The equity firm also said that ramping up production in Elkhart "represents the best long-term positioning of the combined businesses when our industry recovers from the current economic conditions."

Unfortunately, just after American took a step forward, Ferche took two back. In early January, Ferche laid off 22 employees on the night shift, representing less than 10Vo of the company's work force. "lt's economic in nature. Under current conditions, you don't need that capacity," said Gerald Grider, president of Ferche. "We'll certainly take that capacity back when conditions change."

There was no way to spin the news as good at Union Planing Mill, which was forced to close at the end of 2009 after 118 years in Stockton, Ca. "The state of the construction industry right now is terrible," said president Matt Brodie. "You bid and you bid and you bid, with very little to show for it."

One of the problems, Brodie said, was that the company lacked the deep pockets needed to continue operating in an uncertain economy. "It comes down to capital," he said. "The bigger, better capitalized companies will be the survivors."

AMERfCAN MILLWORK'S plant in Elkhart, In., is busy again. Employees Rob Wilson (background) and Andrew McKenna (foreground) work in the rip-saw area, where lumber is ripped and sorted before being sent to the moulding machines.

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Cost-Effective Green a Trend to Watch

The key to the mainstreaming of green is to make sure that consumers understand the value of green upgrades-and exactly how costeffective that sustainable construction can be in the long run, according to a panel of green building experts at the National Association of Home Builders' recent International Builders Show in Las Vegas. Nv.

Builders, remodelers and product manufacturers are beginning to green their processes and incorporate more energy-, water-, and resource-efficient features. They are learning how to reduce waste on the job site to save enough money to pay for these upgrades-and help ensure that the builder makes a profit, said consultant Steve Bertasso.

Green building appears to have reached the tipping point, evidenced by its moving out of the custom home market into high-production homes, he said. "This year is going to be a big change in the production [building] environment. Consumers are asking questions they didn't ask two and a half years ago and contractors are makins better decisions."

The key to reducing the nation's energy use is to green existing homes, said Philip Beere, who is remodeling distressed properties near Phoenix's new rapid transit line. Adding insulation, improving the ventilation and air conditioning systems and replacing turf grass with landscaping more appropriate to the Southwest's desert climate doesn't cost much more than a traditional remodel, but "retrofitting these homes to be green is a good solution," he said.

Connecticut home builder Jim Pepitone called himself a "late adopter," but one who has finally seen the green light-and believes the rest of the industry can't be far behind. Builders need to educate consumers on air sealing, the importance of righr sized heating systems and good insulation, and the advantages of rooms that can serve more than one purpose so the home can be smaller and less expensive, he preached. "We need to make sustainable attainable."

Parr Shares Ad Messages

Parr Lumber, Hillsboro, Or., hopes to collect royalty fees when the com-

pany's award-winning advertising campaigns are sold to non-competing LBM dealers across the country.

"Everyone is frustrated by the recession, everyone wants to get going again, but they no longer have the internal resources," said Parr's former marketing director, Jennifer Swick.

She and her partner, Scott Ericson, spent the last l7 years developing advertising campaigns at Parr. Now they have started their own firm, Wheelhouse 20120,to help LBM companies survive by focusing on green. energy efficient, and sustainable building products. Pan will remain a client of Wheelhouse 20120 and collect a royalty fee for the program's use.

"It will be very important moving forward because you have to cut through the noise in a disappearing or shrinking market," said Rick Davis, president of Building Leaders Inc., a Chicago-based sales and training consultant.

"I think they have a good business model," said Davis, who has judged building industry advertising campaigns. "What we're looking for is an idea worth stealing. There's no danger of repeating the same message if you're in a different state."

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,

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

Terry Haddix, general mgr.. ProBuild, Santa Cruz, Ca., has retired after more than 30 vears at the yard.

Bob .Jirsa has bccn named v.p.-government relations for Plum Creek Timber, Seattle, Wa. John Hobbs is now v.p.-investor relations, and Dan Tucker. v.p.-tax.

Cadian Hendricks was promoted to v.p.-store mgr. of Arrow Lumber & Hardware. Port Townsend. Wa.

Allan Hoblitt, ex-Riley Creek, is now with Durk Wholesale Lumbcr, Hayden Lake, Id.

Ed Cunningham has been prttmoted to lurnber salcs m-{r. at Rough & Ready Lumber. Cave Junction. Or.

Al Marsh. ex-Shcrwood Lumber, has joined the trading staff at Western International Forest Products. Portland. Or.

Bosed in Annopolis, MD, Fletcher Wood Solutionso is the lorgest monufocturer of defect-{ree, oppeoronce grode rodiotc pine products in New Zeolond. Distributing our cleor boords, mouldings, LIFESPAN@ treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions@ mointoins direct occess to one of the lorgest FSC certifiedo pine plcntotion forests in the world.

Chuck Whitaker. ex-North Pacific. is now v.p.-finance at Capital Lunrber. Phoenix, Az. Jarrett Deschenes. ex-Stock Building Supply. is now a marketing spccialist in Chino, Ca. Rich Price, exHuttig Building Products, is a new account mgr. in Spokanc Valley, Wa. ]ITTCHER.

Scott Rimmer. ex-Forest Grove Lumber. is new to sales at Disdero Lumber, Clackamas. Or.. handling Douglas fir timbers and clistributittn sales.

Ronald D. Head has joined Quest Construction Products. Phoenix. Az.. to lcad its national accounts business.

Michael Mordell has been named executive v.p.-purchasing f'or Universal Forest Products. rcplacing David Phelps, who is retirin-t.

Bob Burnie has retired afier 40 ycars in thc industry. including 30 ycars with Taiga Building Products. Burnaby, B.C.

Scott Boates has bcen promoted to mgr.-sales & marketing at Teal Ccclar Shakc & Shingle. a division of The Teal-Jones Group, Surre y, B.C. Kevin Tisdall is a new sales/marketing rep in the samc div ision.

Bud DeFlaviis has been appointed executive director lor the Sustainable Buildings Industry Council. Washington. D.C.

l,aurel Abel was named En-rploycc of the Quarter at Hadlock Building Supply, Port Hadlock, Wa.

Papa Wheely is now in charge of driver training for Mungus-Fungus Forest Products. Climax. Nv.. according to co-owners Hugh Mungus and Freddy Fungus.

&-*mnmm ffi*pmt *r":eE**ir"' :r:

*"{ a nc{ $t*$r{ .frer: n rr o"* t { i, j Home Depot will invest morc than $60 millionits biggest capital investment in 20 l0in handheld devices that will help employees stock shelves. make telephonc calls, and ring up e u\t()nlcr transl( ti()ns anywhere in the store.

"This is the first big cr-tstomer-scrviee tool wc've given our ussoe iates itt a ver)' long tirne." said Matt Carey, who was hired away from Ebay in 2008 to become Depot's chief inlbrmation ofTiccr. "lf you compare us to a world-class retailer. f'rom a technology perspective 199 I is kind of where we ars pegged."

For the past l0 years. the chain's employees have rnanaged inventory

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with computers powered by motorboat batteries on rolling carts. In contrast, Lowe's has used handheld wireless technology in its stores since 1995.

Starting this spring, each of Depot's 2,000 U.S. stores will receive at least five of the Motorola deviceswhich combine mobile-telephone calling, walkie-talkie communications among employees, and inventory management in a single device. With an attachment, the device can process credit and debit cards, allowing purchases to be made away from the checkout registers.

"With the way things are going in the economy, it's better for a retailer to invest in a customer-facing technology than a back-end technology where they may not see a rate of return as quickly," said researcher Sahir Anand.

The device used at Lowe's is similar to Depot's. Employees in any department can start customer purchases that cashiers complete by typing in shoppers' phone numbers. Lowe's does not use the credit-card processing function because of concerns over possible theft of transaction information over the wireless network.

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is educating on how the money. Here

Tip 1 - Share facts. According to the Department of Energy, the typical home loses over 25Vo of its heat through windows. Choosing Energy Star-labeled products for the home can cut energy bills by up to 307o. For details, visit www .energystar.gov

Tip 2 - Talk investment. Energy-efficient vinyl windows are an investment that provides ongoing payback for homeowners. From the day they're installed, these windows save on energy bills. And, when it's time to sell the home, energy-efficient windows are a great selling feature. For more details on the value of energy-efficient windows, direct your customers to the unbiased Efficient Windows Collaborative, www.efficientwindows.org.

Tip 3 - Showcase winning products.If the products you sell have won industry awards and recognition, make sure your customer knows about them. Honors like the Builder Quality Award and J.D. Power & Associates rankings guarantee quality products.

Tip 4 - Suggest a home energy audit.Homeowners can conduct a do-it-yourself home energy audit at hes.lbl.gov. Sponsored by the DOE, the Home Energy Saver is designed to help consumers identify the best ways to save energy in their homes and locate the resources to make the savings turn into reality.

Tip 5 - Sell the $1,500 tax credit. Share information with customers on 2OO9-2O|O Energy Tax Credit glass packages that can provide them with up to $l,500 in federal tax credit. It's a great incentive to replace windows right now. For more details, visit www.simonton.com/taxcredit.

STRESS to consumers that they should see their utility bills plummet after upgrading to more energy-efficient windows.

Tip 6 - Educate on energy savlngs. Provide your customers with resources so they can gain credible, third-party facts on energy savings in the home. American Council for an Energy-Efficient Economy offers a home energy checklist at www.aceee. org. The American Architectural Manufacturers Association has consumer information on energy-efficient window selections at www.aamanet. org. National Association of Home Builders offers extensive consumer assistance at www.nahb.org.

Tip 7 - Make their life easier.Put your customer's mind at ease. Remind them that vinyl windows are durable and easy to maintain. With vinYl frames, they never have to worry about scraping and repainting frames, insect infestations, or rotting. And, tilt-in double-hung and single-hung units make it simple to clean the outside of the windows from the inside of their home. For more info on vinYl, visit www.vinylinfo.org.

Tip 8 - Remove the fear factor. To many homeowners, the thought of having their windows replaced conjures up images of birds flying in their home and a house that looks like Swiss cheese. Calm their fears bY explaining the entire window replacement process, offering a checklist of ways to prepare for a window replacement and by working out sPecific details far in advance.

Tip 9 - Visualize the future. While you may be selling windows to

a couple in their 40s, it's important to help them see the future. In l0 or 20 years, will these homeowners really want the potential back stress of opening double-hung windows? Or, would crank-out casement windows be a better long-term option?

Tb 10 - Seeing is believing.rJse a window presenter demonstration kit to show homeowners the effect of heat on different types of window Packages. A comparison demo can showcase different glass packages and their energy efficiency.

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By Bernard Kliska

Family businesses in the Age of Anxiety

fHenl HASN'T BEEN THrs r,rucH fear and uncertainty, I lack of confidence in what the future will bring, along with questions of reliability of our government and corporate leaders, since the Great Depression.

There is plenty for family businesses to be anxious about these days. But the truth is, during anxious and uncertain times, family businesses are better situated than most other businesses not only to survive, but to grow and prosper.

The stock market and consumer confidence index have been bouncing as if they're on a bungee cord. Economic concerns, accounting practices, and enormous bankruptcies have made business owners question their financial pictures, particularly since their banks, creditors, suppliers, and friends are asking questions they haven't asked before. Across the country, prescriptions for tranquilizers and antianxiety medications have risen about l\Vo. Anxiety is con- tagious.

In my work with family businesses, I've certainly seen an increase in anxiety. The issues may be the same, but the worry puts those issues in an entirely different context and adds a risky new element to working through them. During these times, even normal or inevitable changes become supercharged with anxiety.

Anxiety usually affects decision-making in one of two ways, both of which are ill-advised. People become glued to the spot, afraid to make major decisions or moves. Perhaps on the theory that anything is better than sitting in a hot spot, they succumb to their panic and make hasty,

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fecklcss dccisions. Pcoplc alc eithel spcndin-u lirr too nruch timc trcmbling on the brink or wanting to clrarlc lirruarcl.

Fanrilies wl-ro usecl t() \\,orry ab()Llt trlinsitionins ll-orn one gencration to (he next arcn't.just uorrl,inu about liou' to -uraccfully casc thc lbundcrs out or ho\\'to choosc thc ne\\j successors without touchinc ol'l'buttlcs and bruising csos. Some tarnilics \\irnt to act more precipitouslv than they rnight havc done belirre thc cconornic crisis: the Okl Man has to go now. belirrc thinss get \\'orse.

Other conrpanies that clcarly nccd to chanse wirnt to put thcir succession pllns on holcl. Now is not the lintc to be rocking the boat. thev sl,rr'. If thc bout is taking olt ntorc watcr. wc can all.iLlst bail a littlc faster tbr il Vnhilc.

It's not .just sr-rcccssion issucs that hur.,c becontc cltargcd rvith unrictr'. Busincsscs cntcling r ncw \lugc in thcir nutural clcvclopnrcnt arcn't asking thc kind ol positive. conl'idcnt cprcsticlns that go along with tlrc ercitcrncnt of grovr'th. Instcacl ot askin-e what thcy neecl to do. or hou' thcr, cun rkt it. pcople are asking whcthcr they shoLrld do iinvthing at all.

Acknowleclsin-g todn\''s uniquc business arrd sociul cnvironrncnts seclns irnportant. It helps ltcoplc sce their concenrs as sometl'ring nornral. It pLrts their anrietv in thc proper place as sonrcthing that ntay make thcm ntorc hesitant or fcckless abollt making the nccessarv decisions. but not as somcthin-g tlrat's directlv rclatcd to r"'hat's rcally happcning in thcil business. We nray not bc ablc tct destrov the bcast. br.rt uc can ccrtainly put it in its cage. whcle all it can clo is occasionall) rattle the bars ancl put on a dislracting. but harmless. show.

Flrnily businesscs can copc by rcplacing thcir rrrrrir.tr with a rcne\\'ed sense of nrission. Farnilv busiuesscs ure

bcltcr situutecl than olhcr cornpanics to grou' cluring unccrtain and anxious timcs. Instcad of having s(ockbrokcls and Wlrll Stlect analt'sts sccond-gucssing. giving contriidictorv advicc ancl ',vorrving thcnt into paralysis or rccklessness, lanrily businesses arc ultirnatelv ans\\'cfablc to thcir orvn intcrrtal. long-tcrnt sllppOft systcm.

Pcrsonallv and prol'cssionally. farnilics havc clcvelopccl lons-stundins n avs o1' sul)porting onc anolher and sticking togcther. a le liublc systelr thlt u,ill continuc to serve thent uell. I1'thc anxicty sccms too fal out ol'proportion to thc issuc at hancl. I ask thcnt how they have supportcd cach othet' in lhe Pil.l $ he rr thinr.l: \ cIr :Lilr') ()r unee |tain.

Farnill, busincsscs havc qualitics that hclp thcm not.iust stay atlout. but mol'e lhcacl through uncertairr tintcs. By thcil nature. farnily birsincsscs itre lnorc entrcpreneulial ancl nrorc flcxiblc. Thcy also hale a dccpcr rcservoir o1' Iovalty to clnru,upon. not.just from each othcf but also frum thcir cnrployccs. Less pronc to lat, pcctplc of'f and nrore riilling to holcl onto cmlllovces longer. tanrily busincsses oficn havc a nrorc motii"atecl workfitrcc.

Itfv to replacc theil anxietl'with a rcnewed sense of n-tission. Dickcns wrote: ''lt r.'u'as the best of tinrcs. it rirLs thc n'orst of timcs." Those words were nevcr truer than w'hcn applicd toda) to fnmily busincsscs. As the backbone of our ec()nonrv. l'antill' busincsscs will be arnong those who lead the way out of lcar.

Bt,rtturtl A'ils(rr Lr att u,s,sotitrte rl tlte l"tttrtilt lJu.sitte.s.s ('ort.srtltirt.,4 (irotr1t. Murielltr. Ou.: (800) 551-063-J. He ttur bc t't ttr' I t c d t t k I s k r @t c Ii nt i I.t' l t t r.s r t'.s.s.t t t t t. lltl,tittttrl ttiilt lLttni::tltt.litttt lltL I uutilt /ll.rirrrrr,L/ri.ror. t tt,l'triglttu! I'trltlictt tjt)]tt)l l4ttlilIEttt,,tpti:Ll'ultlislutt.\1, 1ttttiItrt)l tlil\ttilLltiltri.tltrrrlt\\ltrrtltithottl lr, //,iir\i,,ri ,,! l'LLtttilr l'.ttrr rttt itL, I'ul)li.\ltrt\.

By Mike Dandridge

How to win the war for talent

how this new hire helps you in your bigger plan. How will it bring you closer to achieving your business objectives?

Your decision to hire could be based on current or future growth. Or it could be to capture business from a competitor and grow overall market share. Or you could be broadening your product or service offerings in a new area, such as fiber optics, datacom, or security systems. Of course, you could simply be replacing a worker who is no longer on the payroll. Know why you are hiring and it will help sharpen your efforts.

Step 2. Write a customer-centered job description. Most distributors don't bother writing a job description. "What's to describe? We're hiring someone for sales/warehouse/whatever," they say. Or, if a job description does exist, it usually lists a set of tasks to be performed, like this one for an outside sales rep: "Maintain account base, take orders, and add new customers. Perform any duties assigned by branch manager." Not a word about the "soft" skills needed, like the ability to empathize, i mprovise. and proselytize.

more force.

Mosr DTSTRIBUTORS TODAY Operate lean and hungry, expecting from a slimmed-down work

The need for efficiency has required a re-evaluation of all job descriptions and every employee must be flexible enough to handle tasks previously assigned to individuals no longer with the company.

The bad news is (that wasn't the bad news?) the labor force for the wholesale industry is shrinking, according to the U.S. Bureau of Labor statistics. Young people aren't lining up to join the construction industry.

So. in spite of an uncertain economy, distributors can't wait for recovery to augment already streamlined branches. Just as a realtor will tell you now is the right time to buy a great house, the same wisdom applies here: now is a great time to hire the "right person."

Dr. John Sullivan, a leader among human resources advisers, designates recruiting as an "evergreen job, a mission-critical job where hiring is con-

tinuous," regardless of whether an opening exists. By always interviewing promising job prospects, you can prequalify candidates for possible future openings, thus speeding up the hiring process when the job becomes available.

Though hiring is the last thing most wholesalers are thinking about, the smart distributor is actively pursing talent. He understands that a business is only as good as its employees, and knows that finding and hiring the right person isn't simply a matter of placing an ad in the Help Wanted section of the local newspaper. Hiring great people requires a well-thoughtout recruiting strategy. With that in mind, here are five steps to follow in developing such a strategy.

Step 1. Know why you're hiring. Designing a recruiting strategy involves answering the question, "Why am I hiring?" Maybe that seems obvious, but it's important to write down in a sentence or two what you intend to accomplish. Determine

While it's true you want someone with the "hard" skills suited to the job at hand, your primary concern is how the individual interacts with customers to meet their expectations. That's where soft skills come in. It's important to determine if a job candidate owns the behavioral characteristics to successfully meet the expectations of the customer. Those qualities include verbal skills, high energy, enthusiasm and strong work ethic. Consider using a personality assessment survey or developing interview questions that focus on uncovering behavioral traits. Finally, make your job description all-inclusive. There are a growing number of women in wholesaling, and this labor pool is a rich source of talent often overlooked in a male-dominated industry.

Step 3. Prioritize your hiring needs. Now that you have written a job description and you know what performance level to target, next focus on where it will do the most good.

Warehouse, sales, purchasing, operations? Don't assume if you hire enough people the job will get done. You need to hire the right people.

Naturally, it would be ideal if You could always hire top performers, but in the real world, that's not going to happen. Sometimes it is a matter of choosing from the best of available candidates.

Step 4. Identify future hiring needs, when possible. For instance, when the company wins a Project requiring a bigger work force, let's say an onsite vendor managed inventory, obviously more workers will be necessary. Don't wait until the contract is about to start. Begin Prescreening applicants right awaY. Another example of Planning for future needs is when You're having disciplinary problems with an employee and it's becoming apparent you're going to have an uPcoming vacancy.

Step 5. Design a service-level agreement for new hires to sign. Base it on the job descriPtion from step 2. Let emPloYees know exactlY what is expected of them. Spell it out. Don't assume they'll 'Just know" to greet customers courleously. answer the phone politely, keeP the branch clean. and all the hundreds of other

little items you expect employees to do without being told.

Where To Look?

One of the first places distributors look for skilled recruits is in the work force of a competitor. But, keeP in mind that a worker who will leave a current employer, given the right offer, likely will leave you, as well. Besides, you don't want someone else's disgruntled emPloYee.

So how do you know when it's worth taking a risk on an emPloYee from a competing firm? Ask Your sales people. Chances are they know who the best workers are in Your community. If you've been in business lor five years or more. you probably do, too. Make a Point of getting to know the top performers in Your marketplace.

Your Own Backyard

Don't overlook the develoPment of people who already work for You. Invest in training and develop your own talent pool. Offering training to eager employees can helP retain workers and improve morale. It can also serve as a barometer for discoverins which workers show initiative.

Most employees, given the choice, won't take advantage of training offerings. The ones that do will be your more ambitious workers.

Future Now

Dr. Sullivan reminds managers and business owners to always be alert for good people. By looking outside the industry, you can start fresh with someone who doesn't have Preconceived ideas about the job requirements of a supply house emPloYee.

Remember. most distributors are downsizing. Your competitors aren't going to take the talent shortage seriously until it's too late. It's just easier to procrastinate and scramble for warm bodies as needed. It's much harder to focus on skills development, strategic planning, and constant flexibility. But, developing strategies for hiring and keeping the best of the best can give you the competitive edge in the war for talent.

And the distributor with the most talent wins.

- Mike Dandridge is a business speak' er and author of several books on customer service, including his latest, Facing Goliath: Overcoming Predator-Competitors. He can be reached at mikedan@ mac.com.

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ASSOCIATION

Mountain States Lumber & Building Materials Dealers Association has selected "Space Odyssey" as the theme for its annual expo March ll-12 in Denver, Co.

This year, the show will open earlier on the first day and include a dinner buffet. The second day will start with breakfast and a speaker, with exhibits open until noon.

The expo is also being held at a new venue-the Plaza at the Denver Merchandise Mart.

Western Building Material Association installed Kelly Fox, Dunn Lumber Co., Seattle, Wa., as president of its Young Westerners Club during the recent YWC conference in Eugene, Or. He succeeds Jason Sackman, ProBuild, Meridian, Id.

Other new officers will be announced in next month's Merchant.

Lumber Association of California & Nevada's 2nd Growth group will hold its next meeting March 4 in Buena Park, Ca.

LACN's annual PAC golf tournament is set for April 15 at Black Gold Golf Club, Yorba Linda, Ca.

Los Angeles Hardwood Lumberman's Club will gather for a day at the races April 17 at Santa Anita Park, Arcadia, Ca.

Western Wood Products Association will hold its annual meeting March 8 at Embassy Suites Hotel, Portland, Or.

The special one-day session features business meetings, networking opportunities, and a lumber forecast presentation.

Registered attendees will also receive complementary passes to the exhibit floor of the Wood Technology Clinic & Show, which runs March 9I I at the Portland Convention Center.

North American Wholesale Lumber Association has scheduled regional meetings April 6 at Portland Golf Club, Portland, Or., and April 8 at the Vancouver Club. Vancouver.

B,C.

NAWLA's annual conference takes place March 24-26 at Hotel Monteleone, New Orleans, La.

Motivational speaker Rachel Faulkner will discuss "Hope & Tenacity When All Seems Lost." Also on the program are Michael Chrizst, assist v.p.-research, Federal Reserve Bank of Atlanta, and Wade Camp, Southeastern Lumber Manufacturers Association. Roundtable participants will discuss green building products. Special events will include a networking reception, a railway trip and dinner in a refurbished dining car, dinner at Mother's Next Door restaurant, and a private boat cruise on the Mississippi River.

Building Products Retailers Alliance has been founded by a group of state dealer associations to develop products and services for LBM companies.

"For years, the regional and state LBM associations have talked about the opportunities we'd create by pooling our thoughts and resources," said Florida Building Material Association president Bill Tucker, who will double as president of BPRA. "With this new alliance, we've created the structure to turn those opportunities into

reality."

In addition to FBMA, other founding members include Western B uilding Material Association , Construction Suppliers Association, Northwestern Lumber Association, Illinois Lumber & Building Material Dealers Association, Southern Building Material Association, and Kentucky Building Material Association.

National Lumber & Building Material Dealers Association will storm Washington, D.C., March l5l7 for its spring meeting and legislative conference at Marriott Washington, co-hosted by North American Building Material Distribution Association and Window & Door Manufacturers Association.

Meetings will focus on how a housing recovery will end the current recession.

Presentations include the annual Washington Briefing Breakfast & Keynote Address, two federal issues panel discussions, a talk by political analyst Charlie Cook, and "Lobbying 101," including optional Capitol Hill visit training.

American Architectural Manufacturers Association has scheduled its 73rd annual conference Feb. 14-11 at JW Marriott Desert Springs, Palm Desert, Ca.

Keynote speaker will be Mark Whitacre, the highesflevel executive of a Fortune 500 company to become a whistleblower in U.S. history. The association's Green & Sustainability Specification Task Group will meet, and the annual awards banquet will recognize outstanding members.

Pat Dolan, 84, owner Dolan's Lumber, Pinole, Ca., died Dec. 31 from pneumonia, a complication of Parkinson's disease, in Orinda, Ca.

At age 21, he emigrated to the Bay Area from Ireland. He became a U.S. citizen, served in the National Guard, worked various jobs, and went to school.

With $6,000 he earned cutting and selling Christmas trees in December 1958, he established the first of five Bay Area stores. Up until last November, he still came to work almost every day at the Pinole store.

Patrick Sabrowski, 61, salesman at Sun Mountain Lumber, Deer Lodge, Mt., died Jan. l3 in Deer Lodge.

Mr. Sabrowski served with the Marines in Vietnam. and was honor-

ably discharged as a staff sergeant. He and his wife, Linda, have been the sales team at Sun Mountain since 2004.

Raymond Anthony Flynn, 67, founder of Windsor Mill, Cotati, Ca., died Jan. l7 in San Rafael, Ca.

Mr. Flynn attended San Francisco City College and Tulane University, New Orleans, La.

The company he started in 1972 grew to include facilities in the U.S. and Chile.

Edward Von Tobel Jr., 96, part of the family who founded Von Tobel Lumber, Las Vegas, Nv., died Dec. 29 in Las Vegas.

He grew up working at his father's lumberyard in downtown Las Vegas. After graduating from Santa Clara

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University, he handled accounting and bookkeeping and oversaw expansion to several locations.

He served in the Army during World War II and returned to the business afterwards. In the 1980s, the family sold the business to a national chain that later went out of business.

Margo Conner, 56, former Central California lumber executive and the first woman president of the Lumber Association of California & Nevada, died suddenly January 2 while on an annual trip to Las Vegas, Nv., with her sisters.

She was elected LACN president in 2004, during her l9-year career as financial manager for Pacific Home Do it Garden, San Luis Obispo, Ca.

She also served LACN as treasurer, chair of the insurance, membership, and education committees, and first and second vice president.

Ernest 66Ernie" Fullmer. 90. founder of Hells Canyon Lumber Sales, Baker City, Or., and Fullmer Lumber, Tigard, Or., died January 3 in Helvetia, Or.

He served in the U.S. Army during World War II. After the war, he moved his family to Oregon and established the lumber businesses. He was still selling loads of clear select Douglas fir during the last weeks of his life.

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BALU$ERS in 36,

Thomas '6Tom" Charles Rice.75. former owner of Rice Lumber, Forest Grove, Or., died January I in Forest Grove.

He also owned B&B Real Estate, Forest Grove. for 37 vears.

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Long-Delayed Hawaii Veneer Mill Nails Down Financing

Tradewinds Forest Products has finally obtained financing for a $62 million veneer plant and biomass facility in O'okala, Hi., on the site of a former sugar mill.

"We will create 100 permanent jobs in one of the hardest-hit economic regions in the state," said president Don Bryan.

He said that the company hopes to continue the "Hamakua Coast's rich agricultural heritage" and become a "source for badly needed economic diversification."

Construction of the mill is expected to begin next month, with completion by spring or summer 20 ll. Logs would come from harvesting nonnative timber in the 12,000-acre Waiakea Timber Management Area and other suppliers.

Phase two will be construction of a cogeneration plant, which will burn mill residuals and provide steam to run veneer dryers. Excess energy will be sold to Hawaii Electric Light Co.

SW Fastener Sellers Merge

Lord & Sons, San Jose, Ca., has acquired fellow fastening and construction supplies distributor Carson Sales. Glendale. Az.

Carson also operates a second DC in Las Vegas, Nv., and e-commerce site CarsonSafety.com.

"The addition of Carson Sales to the Lord & Sons family is truly exciting," said Robert Bullock, c.e.o. and co-president of Lord & Sons. "Carson Sales' talent, locations and inventory

complement Lord & Sons' business and extend our ability to deliver the best products and services to our customers."

Hand Tool Makers Join Up

Ideal Industries agreed to acquire hand tool manufacturer Western Forge, Colorado Springs, Co.

Ideal's Randy Thompson will become general manager of the Westem Forge subsidiary.

Ideal vowed to invest "tens of millions of dollars" in new equipment to update Western Forge's plant.

CertainTeed Gains Approval for Class Action Settlement

CertainTeed Corp. received preliminary court approval to settle a class action lawsuit alleging faulty asphalt shingles.

The settlement provides a formula to pay individual claims when they are filed by homeowners who are part of the class, meaning the amount of the settlement hinges on how many claims will be filed in the future.

The settlement deal covers only organic shingles, which the company discontinued manufacturing and selling in 2005, with the brand names Hallmark Shangle, Independence Shangle, Horizon Shangle, Custom Sealdon, Custom Sealdon 30, Sealdon 20, Sealdon 25, Hearthstead, Solid Slab, Master Slab, Custom Saf-TLok/Saf-T-Lok, and Custom Lok 25.

The deal does not cover any fiberglass shingles, including the fiberglass versions of Hallmark, Independence, Horizon, and Hearthstead shingles.

Fiber Gement Panels

Nichiha Sandstone I'ibcr-ccrncnt panels arc av:rilable in gentle gray. ash whitc, ancl autunrn blown. Each panel is 7/8" thick. rncasLrrcs llJ"x6'. and weighs,l7.5 lbs.

T NICHIHA.CoM

(866) 424-4121

lronwood PVC Decking

Endeck PVC rlccking from Encluris is now available in Ironwood, a dark. rich lccl-brown.

The co-cxtrudccl clccking has u woodgrrrinembossed surface on both sides. lilr casy reversibility'. It also offers both scratch and slin rcsistancc.

I ENDURIS.CoM

(888) 329-7428

Gleaner Lumber

A new category of lumber products from ilevel by Weyerhaeuser resists mold and reduces cull, saving labor and inventory costs from sorting out inferior boards.

Pro Series Lumber is treated with a mold inhibitor to help it stay clean and bright. Proprietary technology and quality control checks remove boards that have a greater tendency to eventually crook, twist or bow.

The product carries a NAHB Green Approved rating and SFI certification.

Available sizes are 2x4 throush 2x12.

I ILEVEL.COM

(800) 228-0024

Flame-Blocking Sheathing

FlameBlock fire-resistant OSB sheathing from LP Building Products is designed to slow down or block the progress of fire in residential and commercial buildings.

A thin coating of non-toxic magnesium oxide cement and fiberglass reportedly provides fire resistance without exposure to chemical treatments. The product carries a Class-A flame-spread rating and is ICC-certified for common roof and wall desisns in multi-family and commercial buildings.

T LPCORP.COM

(88$ 523-7192

Extreme Deck Fastener

Ipe Clip's Extreme4 fastener is designed to work with any type of decking and install without special tools.

The square shape and stainless steel insert fits into both customrouted biscuit grooves and pregrooved decking. With 4mm spacing. it also allows expansion and contraction of hardwoods boards.

Colors include brown, grey and black.

T IPECLIP.COM

(866) 427-2s47

Stringer Gonnector

Simpson Strong-Tie's adjustable stair-stringer connector offers a concealed connection while replacing framing.

The LSCZ installs with hotdipped galvanized screws or Strongdrive SD screws.

The fastener is field slopeable to all common stair stringer pitches and suitable for either solid or notched stringers.

T STRONGTIE,COM

(800) 999-s099

Hidden Deck Fasteners

Invisi-Fast hidden deck fasteners from MM Products are compatible with all types of decking materials, including treated wood and composites.

Constructed of Lexan, the UV-resistant fasteners have a built-in spacer for proper spacing and overhang tabs for hands-free attachment.

I INVISIFAST.COM

(866\ 766-9427

Matchinq Trim Screws'

FastenMaster's new Cortex concealed fastening system uses proprietary trim screws and a combination setting-tool/drivebit to install Versatex PVC trim. The system includes paintable PVC plugs, which reportedly eliminate caulking and sanding to hide nail or fastener holes.

Each 250- or 750-lineal ft. package includes ACQ-approved screws, setting tools, and Cortex plugs.

T VERSATEX.COM

(724) 8s7 -rrrr

Undercover Stapler

Paslode's CapStapler speeds installation of housewrap, plastic sheathing, and roof underlayment.

A patented button cap design protects against tearing, while a large capacity reel holds 24O 314" to l1/2" FasCaps. An in-line magazine provides greater balance and control.

T PASLoDE.COM

(800\222-6990

Shower by Hand

California Faucets has added multi-function, handheld showerheads to its bath collections.

Both contemporary and traditional styles are

offered, with choices of jetted and massage sprays. Additional water-conservation modes are included.

Four finishes are available: polished chrome, polished nickel, satin nickel, and oil-rubbed bronze.

I CALFAUCETS.COM

(800) 822-88ss

Fold-Up Tools

GorillaGrip folding tool sets from Bondhus come in inch. metric. and star-set combinations.

The tools are made from Protanium steel,

while the polymer handles reportedly are stronger than steel.

T BONDHUS.COM

(800) 328-8310

PORTLAND WHOLESALE Lumber Association gathered Dec. 4 for its annual holiday luncheon. [1] Scotl Cranfil, Brad Buhman, Megan McMunay, Tom Vogel. [2] Jim Talley, Andrew Mannex, Mike Holm. [3] Cindy Garvis, Dave Rainey, Gene Secco. [4] Paul Ericson, Paul Donahue, Gunnar Brinck. [5] Sandy Allredge, Dave Molhoek. [6] Kellen Manke, Joe Heitz, Milt Farvour, Scott Manke. [7] Kevin Grindy, Brett Slaughter, Mike Rowan, Mark Nicholas. [8] Mike Burnard, Nathan Nystrom. [9] Brad Wilkins, Jeff Brigge, Mac Mclnelly. [10] Loren Krebs,

Chris Close, Jeny Gustafson. [11] Scott Driskill, Terry Haddix, Ken Schulz. [12] Bill Hagenstein, Lowell Patton. [13] Suzie McCausland, Art Reid. [14] Paul Zartman, Glenn Lowe, Meryl Phillips. [15] Wayne Geisy, Libby Niedermeyer. [16] Pat Murphy, Chris Chase. [17] Steve Snyder, Hector Perez, Nate Vahl. [18] Peter Howe, Scott Griswold. [19] Joe Raulerson, Jerry Westberg, Dustin O'Sullivan, Mark Nizic, Denny O'Sullivan.

(More photos on next page)

PWLA FOR THE HOLIDAYS (continued from previous page); [1] Brad Rodakowski, Bill MacDonald, Dan Kepon [2] Mrguel Gutierrez'. Rodger Seid, David Kehret. [3] Marshall Lauch, Scott Daley [4] Ron Hanson, vlii Mitcnett, Hal Fay. [5] Cory Graham, John Newell. t6! D3tv.9 Menteni. [7] Greg variin,-RbO Lu-cas. [8] Guest speaker Victoria Taft,

Mike Foster. t9l Matt Kolar, Scott Cantonwine' Scott Cantonwine Jr' [10] J.i. rivior,'Sieve Cole, Brian Jones. [11] Chuck Lamping,l/ark Goodwiir. t12l Brvce Jonas, Tim Johnson. [13lMark Auxier' Dave Rupp' rf +iEo S.iut*.iicn. ItSl Jerry Farley. [16] Dave Andersen, Mike Holm' itzi eoO Hegberg. IlSl Mike Maehara, David Stallcop

INTERNATIONAL BUILDERS SHOW bounced back to Las Vegas, Nv., Jan. 19-22. [1] Jon Bailey, Bebe Rogers. [2] Sven Backhau"s, petei Graal. [3].Chris Tenets, Carot Lyn Cioce 't,it ScoitHesren, ,lustin Gregory Jack Delaney. [5] Jim Abbott, Mait'prin;;, Scott Enegren, Justin ,rince, Curtis Eck. t6l E_ck [6] {essica Navascues, Rex Scbtt. [7] Jerry Richards. [8] Lany Crossley, .la! t_atfr {essrca Jerry Higman, Will Higman, Randili [8]_!?ry_ Cro_sstey, .l-ay tatianzio. [9i Joer nfamdonl (Jn Goodnouqh. t10l Don Delkiet. J-ames Mahlei.ir Niqhe \/vac Kvta [10] Don Dettjet, J'ames Mahtei jr., Nisha Vyjs'Xyfe

Conner-Diven. [11] Jeff Richards, Bob Edwards, [12] David Jeffers, Brad Morrow. tt!l ffu Poht, Howard nottrstein. lilJ'feirnetii nousn,'StevJ SchwarE, Jack Nagy. ['l5l Atan Stoneking, Erif Sigmon, phit Lait, Brian prch.ard J.t^O-l -Scgtt Stgut, Dan Warren. tlZilltt ilicienOon, r_arirence l,,l.ewtgn. [18] Je-ff.l/orlock, Jack Krass, Chrls Johnson, lr,tirio Wifner, Max Herrmann, Bill Bevacco. [19] Brent Gwatney, Gina Hardin. (More photos on next pagie)

MORE IBS: [1] Scott Cathcart, Carol Kelly, Lynn Goode. [2] R.T. Thomas, Steve Gonboy. [3] Leigh Marie Lunn, Seamus O'Reilly, Shannon Mott. [4] Peter Delanev. Ted Smith. [5] Dustin Schroeder, Jerry Koontz. Chuck Hotze. Brett McCutcheon. [6] Jim Boyd, W.C. Litzinger. [7] Tom nr 'ls Horvat, Frank Klasnick. [8] Mike Pidlisecky, Anthony Coe. [9] Randy Hollinger, Robert Simon, Frank Butterfield, Arden Fuller. [10] John Hooker, Ed Burke. [11] Tony Saad, Jean Marc Dubois. [12] Gary

Doweled Lodgepolepine posts and rails.

1 112" to 12"

Diameter in Stock.

Large diameters & long lengths.

Hazelwood, Rusty Canoll, Kerlin Drake. [13] Bert McKee, Dan Kukol. [14] Deedee Graham. [15] Bob Lambert, Harold Unteriser, Patrick Shabal, Patrick Slarko. [16] Romel Bezena, Niklas Karlsson.

HUMBOLDT HO0-H00 CLUB convened its annual Crab Feed Jan. 21 at the Eureka Inn, Eureka, Ca. [1] Jim McVey, Max Corning, Jim Edwards. [2] Shawn Condell, Don Lucas, Steve Culbertson. [3] Jan & Edgar Massoletti. [4] Doug Willis, Joe Allotta. [5] Jerry Farley, Tom Miller, Dave Weaver. [6] Denis Stack, Walt Schneider. [7] Cindy Bond, Karen McKim. [8] Dave Creech, Ross Creech, John Klar, Bill Scott, Chris Freeman. [9] Curt Wood, Virginia Bass, Joel Hamel. [10] Robin Evenson, Harlan Lawler. [11] Jeff Lane, Joe Flocchini. [12] Mike

Mosbby, Carl Henoch, Carl Schoenhofer. [13] David & Stacy Jones, David Dahlen. [14] Dick & Elaina Jackson. [15] Danielle Equitz, Christopher Goff. [16] Randy Huffman, Valerie Scoggins. [17] George Hammann, Mark Borghesani. [18] Marcia & Mark Nicholson. [19] Matt Ensworth, Tanka Chase. [20] Carolyn Depucci, Margaret Campbell, Julie Wright. [21] Sean Burch, Troy Turner. [22] Ted Pollard, Daryl Bond. [23] Bill Highsmith, Terry Ricci. (More photos on next page)

ANNUAL CRAB FEED was a big success (continued from previous page).111Brice Weyer, Tim Brennan, Rob Gurney, Ken Canera, Lisa Klar, Steve Stamp. [2] Ken Dunham, Jean Henning. [3] Loren Justice, Rhiannon Wood. [4] Larry Holmgren, Tim Masterson, Glen Eichen, George Albertson. [5] Roy Cobble, Rich Graham. [6] Clyde Jennings, Ed Brown, Jean Hamberg. [7] Jeff Ward, Mike Mayfield, Mike Borghesani, [8] Ron Gattone, Jim Spiers, Gary Gamble, Judi Spiers. [9] Brent

Buildingrhoductscom

Phillips, Kent Mulkins, Kevin Dodds. [10] Ron Schneider, Kristen Lockart, Micah Smith. [11] George Johnson, Scott Murray, Jack Butler. [12] Gary lsland, Michael Ross, John Russell, Randy Mora. [13] Sam Griffiths, Deber Dodd, Dawn Hudson. [14] Steve Page, Chris Mellema. [15] Rich Giacone, Robert Simpson. [16] Dennis McEntire, Travis Campbell, Ben Campbell. [17] Marc Weaver, Mike Spengler. [18] Chris Tritschler, Michael Wood. [19] Chris Brown. February 2010 r lhe llednnt ltlaSatne

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

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To reply to ads with private box numbers, send conespondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

Boise Gascade

Are you interested in success and growth? Boise Cascade's Building Materials Distribution (BMD) may be the place for you.

While our companyJ like everyone in our industry, has been affected by the downtum in the housing market, we've stuck with our basic strategy; remained committed to our customers, suppliers, and employees, and continued to invest in our growth and success.

Our future is solid and bright. Our strategy is to grow in existing markets and expand to new markets. In order to accomplish these objectives, we are looking to strengthen our team. We will do this in two ways: First, we will continue to provide resources and opportunities so existing employees can grow and be successful; and second, we are interested in attracting and hiring new people to help us grow in all aspects of our operations in sales, management, operations, purchasing, etc.

If you are interested in joining our team. visit our website at www.bc.com/careers to leam more about our company and cunent job openlngs.

If you'd like to learn more, please contact us by faxing or emailing your interest to 20833 l -5886 or BMDHR@BoiseBuildine.com. We'd like to hear from you!

CONTRACTOR LUMBER SALES Position: Reliable Wholesale Lumber is looking for highly motivated and established outside lumber salespeople for our Stockton, Riverside and Huntington Beach facilities. We would prefer applicants to be cunently active in lumber sales specifically with framing contractors and or developers. All inquiries will be kept strictly confidential. Please email resume to: Employmentlnquiry@rwli.net.

INDEPENDENT, FAMILY-OWNED company seeking an outside salesperson who is a real closer to work Califomia's Central Valley. Someone with an existing customer base is prefered. Contact Mike White, (831) 431-0295, Big Creek Lumber.

LUMBER TRADER

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

BPII

with wesfern red cedor

Western Red Cedor (WRC) offers unique, noturol performonce chorocleristics, exceptionol beouty ond ihe lowest impoct on the environment.

Life cycle Assessment oncrlysis reveols wl?c decking is essentiolly corbon neutrol ond jls life cycie impoci over a25 yeor life cycle is less ihon 20% of the effect of wood plostic composile decking. when it comes io siding, ogoin western Red cedor slcnds out os hoving the lowest impoct on the environment, The globol worming potenticl meosure indicoles thet wRC siding produces lhe reost greenhouse goses of the four siding systems studied, wRC siding is three times less intensive fhcrn fiber cement siding, As green building systems increosing,y incorporote rife cycre ossessment inlo their roting schemes. wRC wiil hove o tlistinct odvontoge. western Red cedor from wRCLA members is the righi choice for your business. your customers ond your world,