Merchant Magazine - March 2007

esthetics are objective, roduct quality is not.

Call Capital to help you achieve your desired results.

SeEang l3 WeGtem 9tator, Includlng Alaska.nd llawall

(Sister puilbation guiding Prcducls Digest seNesthe East)

PUBLISHER Alan Oakes (aioakes@aol.com)

PUBLISHER EMERITUS David Cutler

EDITOR David Koenio (dkoenig @b:uilding-products.com)

ASSOCIATE EDITOR Karen Debats (kdebats@ building-products.com)

CONTRIBUTING EDITORS Dwight Curan, Carla Waldemar, Roy Burleson

AD SALES MANAGER Chuck Casev (ccasey @ building-productd.com)

CIRCULATION Heather Kellv (hkelly@ building-pioducts.com)

ADMINISTRATIoN DIRECTOR SECRETARY Marie Oakes (mfpoakes@aol.com)

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About the Cover

The fronl cover is a paid advertisement, this month soonsored by CapitalLumber.

r'ltm all for progress...

- MarkTwain

Last month my column focused on the hiring of consultants and the use of training programs to enhance performance. I argued that many of those initiatives waste money and fail long-term, because of the inability to create the necessary culture to implement change, the ongoing cost to feed the change, and the management time available in an already overloaded situation to ease the changes through the organization.

As industries go through shake-ups, so do companiesand that can be a healthy situation. While what works in an up market can hide an awful lot of sins, in the down times all those flaws come shining through. Yet, as I have written before, bad times can be the best of times, as it makes you step back and take stock of where you are at and what you may need to do. However, change for change's sake is something I have resisted all my management career.

In the current industry climate, we all know we are going through a paradigm shift in our industry and that means all is up for grabs again-and that is healthy. Whether you did not achieve what you would have liked in the recent up market or the now down market, this may be the time to shake things up.

The problem is that change is often completely bungled when new ideas are introduced to emolovees who are

happy with the old ways of doing things. Both managers and employees will fight in the shadows to kill any possible success. Often, the reason may be the fear of the unknown, but more likely it is a complete distrust of the motives behind the change. In fact, there is so much skepticism in workplaces today, it is a wonder that any changes are successful and even then I would hazard a guess that much of the successes that are shown are really well watered down from what they could have been.

The first mistake usually made by incoming managers and outside consultants is to try to make a change that is completely out of tune with the existing culture. The penalty is death. You must honor the organization and understand how it works at the top of the pyramid, as well as all the various interplays and informal networks. Who are the key players? What are the internal politics? Who are the anti-change agents? Who has the most to lose? Who has the most influence?

A few years back, I headed up both internal and external due diligence teams to decide if we would acquire two particular companies. My financial teams dealt with the numbers. I spent my time interviewing 30 to 40 employees and managers in each company, just to listen. I kept as quiet as I could and offered them complete anonymity. It was fascinating to listen from every level just what spewed from their mouths, and what was mostly wrong in their companies.

My conclusion, for one, was that everyone was so negative we should go ahead with the buy, as both culture change and business change would be welcomed with a large sigh of relief. On the other, I felt far less comfortable that we would be able to introduce our shoot-from-the-hip culture. Not long after, those same signs manifested themselves in other ways, and the deal was not completed.

At the end of the day, you have to build both a consensus and a network for change. But, that alone may not be enough. You also have to understand the tolerance for change. A company that has gone through turmoil may be just too weary to immediately make change again.

If you have just acquired a company, waiting for a period of time before making change may be the best cause of action. Maybe you can even learn from the acquired company-now wouldn't that be unique! There was a company we acquired a few years ago that taught us so much that it was us who changed our culture, and many of their managers became group managers for us to help me implement what my managers also saw as positive change.

Lastly, the best changes are many small steps that added together bring big change. When the bar is set too high initially, as in pole vaulting, the pole gets stuck in the sand and not only do you not get over the bar, you fall backwards. Have the big, long-term dream, but do not try to do it all at once. Take small steps, show small successes that motivate everybody to embrace the next step that will lower the risk of failure, and even give the ability to leam how to do it better with the next steps.

While corporate boards and shareholders push for change, they tend to forget that most companies possess finite resources and capacity for change. In recent months, I have heard from contacts who are taking advantage of the current environment to change and grow their business. I look forward to tracking their success. It has been interesting to follow those I saw doing that back in late 2001 and 2002. Difficult times mean difficult choices. But difficult choices may lead to new horizons and, hopefully, new levels of success.

It's change I object to."

We decided to create a new joint venture.

Individually, we have pioneered the latest advances in wood preservation technology. Together we will usher in a new era of advanced technology to position our industry for future growth by providing enhanced wood performance along with environmental sustainability and responsibility.

Combining the polymer and biocide technology of Rohm and Haas with the wood preservation expertise of CSl... Viance, the new source for Preservation lnnovation.

We had such good chemistry..

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Plastic deckingl See 'i Thinking of choosing comPos':" :: how lt comPares t""W"t'irn Red Cedar in these key areas: i

'Real ComPosite Cedar' Decking c TI (l TI rt f, fi c rt (l

Mold and mildew resistant

UnsurPassed natural. beauty

*d d d { ,d.

Made from renewable resources

Naturally resistant to decay and insects

rleum bared Products Contains no Petn

Best value for the dollar

Allows for easy cleanup of accidental spills

ls tightweight and easy to work with Stays cool to the touch in the summer heat

Centuries of Proven Performance

Nich eting cedar sh shingles

By Lynne Christensen, MBA, CAE

qEASONED building product sales\)people know that fast money usually comes with a catch. Low product quality, lengthy shipment delays, or poor customer service often come as part of any package deal that seems just too good to be true.

Smart sales involve moving quality products that gain market share and repeat customers. Cedar shakes and shingles manufactured by Cedar Shake & Shingle Bureau members offer a host of advantages for this exact type of business opportunity.

Here's how to make cedar shakes and shingles an integral part of your customers' shopping lists.

Understand the Product

It is important to clearly understand the product you are selling. Customers flock to the person who shares accurate, timely and well-researched product information. There is a distinct difference between a shake and a shingle. The three basic product types are:

Handsplit and Resawn Shakes

Tapersawn Shakes

. Shingles

CSSB staff continue to be amazed at how many people have contacted the organization asking for a "shake/shingle" product when in fact there is no such thing! Some other myth-busters to incorporate into your sales routine:

. Myth One: There is no such thing as a Class A wood roof.

Facts: You can obtain a Class A system with wood roofing materials. You need to use a Class B-treated shake or shingle with a specific type of underlayment and installation in order to obtain the Class A-rated system. Certi-Guard cedar roofing systems meet the same fire resistance class ratings as other roofing materials such as tile, metal and asphalt. Class A

is Class A is Class A, regardless of product type. If the roofing system has a Class A rating, then it has the same fire resistance offering as other products tested in the same category for the official building code.

. Myth Two: You can pressure wash a roof with no worries.

. Facts: Be especially careful when using pressure washers as these can damage any type of roofing material. Sometimes this method is effective for cleaning cedar roofs; however, ensure the person performing the work is experienced and uses, among other things, the right psi (pressure per sq. in.), spray tip, distance from the roof, and washing technique.

Another option is a garden hose, which can be quite effective to remove debris on the roof. Inspect the roof first to note any damaged shakes or shingles and have them replaced or repaired. (CSSB recommends a professional contractor perform any type of roofing work, regardless of product type, to ensure homeowner safety).

Competitive Advantage

Understanding the basics of cedar roofing and sidewall installation will garner you a great marketplace reputation. Knowing how to calculate the number of squares required for the job (a square is the standard industry measurement for product covering 100 sq. ft. of roofing area) will set you apart from competitors who have not taken the time to train their staff properly. Educating yourself on the products you represent will make you the "go to person" customers ask for by name.

There are over 100 different types of cedar shakes and shingles manufactured by CSSB members. All of them are marketed under the "Certi-1abel" brand, assuring you that the member manufacturer adheres to the CSSB-

exclusive two-layer quality control program, which includes third-party inspection agencies and CSSB's own staff Cedar Quality Auditor. The Certi-label placed on every bundle includes information about the product type, dimensions, product testing, and quality control agency.

CSSB publishes a large volume of installation and product specification manuals; single copies are available free of charge. Training seminars are presented by knowledgeable district managers who offer a combined total of 70 years of experience. Technical advice, trade show attendance, yard visits and much more are available.

- Lynne Christensen, MBA, CAE, is the director of operations for the Cedar Shake & Shinsle Bureau, (604) 820-7700; www.cedarbureau.orR.

EVEN the oflice building at Woodbury Supply Co., Woodbury, Ct., sells cedar shingles.

$tsrrr red CE touts track record sverwawawfy

IX IARRANTIES. Seems like most V Y products have them today. Cars, boats, home appliances-all come with a warranty of some sort. Unfortunately for consumers, the hidden or "fine-print" details of some warranties are worse than othersonly refunding a portion towards a newer product or having limited benefits for products purchased before a certain date.

The Western Red Cedar Lumber Association points out that the complexity of some warranties has invaded the shelter/construction industry. WRCLA suggests researching the limitations of most building product warranties. Some are invalidated by "unacceptable" applications. Many won't include any expenses incurred towards removal or re-installation.

The danger, claims WRCLA, is that not long ago many producers of man-made lumber substitutes market-

ed their products as maintenance-free and more durable than natural wood. Although products once heralded as "no-maintenance" or "maintenancefree" now come with instructions for proper care and maintenance, many consumers remain confused.

Instead of offering complicated warranties, western red cedar instead relies on its past performance of durability and longevity. WRCLA has numerous consumer-focused literature discussing proper cleaning and maintenance aspects to prolong the lifetime of cedar products.

"Our stance is to properly educate dealers, distributors and consumers about all aspects of western red cedar," says Peter Lang, general manager of WRCLA. "We'd be doing both the industry and consumers an injustice by claiming anything else besides the fact that all outdoor structures require some annual mainte-

nance. Any statement to the contrary is simply untrue."

Lang points out one testament to cedar's past performance and longevity can be found at the renowned Paul Revere House, built around 1680 and restored to its original condition in 1907. Incredibly, this historic Boston home still retains 9O7o of its original structure, a key exterior element being it's widespread use of western red cedar.

Nina Zannieri, executive director of the Paul Revere Memorial Association, which owns and operates the home, has spent countless hours overseeing its restoration and raising the funds necessary to ensure its proper maintenance and long-term preservation. She says that historical accuracy is the most important consideration, even more so than durability.

"Even if lower-maintenance or longer-lasting materials are available

today, our goal of historical accuracy must dictate our choice of restoration materials," Zannieri says. "In the case of the Paul Revere House, we're lucky that we're able to use a material as beautiful and durable as cedar, while still providing a historically accurate restoration."

Lang also mentions how today, many manufacturers offer western red cedar siding prefinished on all sides. This finishing technology is important as it ensures the highest level of quality-finished product, greatly increasing consistent coating, reducing on-site installation costs, and maximizing overall resistance to moisture. Therefore, homeowners can now choose the desired finish color and simply install-helping to reduce labor costs and on-site waste

Additionally, recent advancements in UV blockers/inhibitors utilizing "nano" technology have significantly improved some cedar coatings. WRCLA affiliate Weiss Coatings recently developed Solar Shield, a combination of UV blockers, wood stabilizers, and high-performance resins that significantly reduce the amount of maintenance required by cedar. The UV blockers break-down much slower, allowing for increased protection against the sun. Moreeffective wood stabilizers help the wood retain its all-natural appearance, and the high-performance resin holds the finishing system together for increased protection. The end result deters the natural weathering process, protecting the cedar five to 10 times longer than before.

All of the advances in technology have not been able to duplicate the wood's unique characteristics and performance capabilities. For years, dealers have counted on real cedar to offer long-term performance. Western red cedar's natural resistance to decay and insects means projects made with cedar will perform outdoors without the need for toxic chemical treatments. And a wide range of styles and grades are available, providing a wide array of price flexibility.

Some customers find value in staying with a tried and true performer with centuries of proven performance, such as western red cedar. One dealer who has remained committed to the time-tested product is Oregon-based Lakeside Lumber, with facilities in Bend and Tualatin.

"We've always hung our hat on providing customers quality products

and services," says Jim McCluskey, general manager for Lakeside Lumber. "And cedar is one product that has continued to prove itself over time."

Consequently, WRCLA argues that product warranties aren't necessarily a benefit. Regardless, a knowledgeable staff that is up-to-date about the latest building product warranties is a valu-

able asset to explain the differences and provide sound information about why some materials have warranties, and others don't.

- For more about western red cedar, call WRCLA at (866) 788-9096 or visit www.wrcla.org to viev) stunning photo galleries, maintenance guides, and design tooLs.

PROPONENTS of weslern red cedar argue lhat its documented past is a more reliable indicator of future performance than the typical warranty of competing products.

ligence Run of the Mill

By Carla Waldemar

ll--THARLIE Nakama

oi City Mill

\-,Co.. Ltd.'s branch in Pearl City. Hi., didn't become store manager by treading in his father's footsteps, nor marrying the boss's daughter. Instead, he proceeded to live the American Dream the good, old-fashioned wayby rising through the ranks.

While attending college, he worked part-time in the Kai branch of the eight-store chain on Oahu. But when a change in family circumstances forced him to drop out of school to support his mother and younger siblings, he signed on for a full-time position. "I didn't really think too much about it" back then in 1993, he recalls. "I liked the environment-a very family-oriented company where it was easy to get along with everybody, from the top down."

Not many kids who are not to the sawdust born decide, at 20, to find their career goal in a building center, and I won't lie to you: Charlie was no different. But his skill at selling lumber won him a promotion to step in as receiver at the Kaimuki location on

the outskirts of Waikiki, "the smallest store in the chain, but number one in volume, serving homeowners, condos, hotels," he explains. There, things went so well that, two years later, he was accepted in City Mill's management-training program.

Upon completion, he was promoted to assistant manager of the Kai location, where straight away they handed him the challenge of resetting the store. By carefully coordinating with each vendor, Charlie managed to keep every department up and running during the proceedings (a game of musical chairs where the music doesn't stop).

Success doesn't go unnoticed around City Mill. Not long after, the kid was put to the same task at the Kaimuki site, where, calling on the same savvy coordination, he wrapped up the reset in six weeks, a record for the company.

Once again, corporate eyes were watching. In 2003 he was promoted to general manager of the 50O00-sq.-ft. Pearl City store, where he now oversees 42 employees. Unhampered by micro-managing from the corporate office, which-aside from basic policies. astutely encourages its managers to run a place as if it were their ownhe sat down to take a look at average transaction numbers. Turned out, back then it wasn't a figure to brag about. It is today. By now, he's affected an 187o uptick.

Lumber has always been his niche of expertise, so that's where he turned to drive those numbers up (and added more than 9Vo to annual revenues in the process, too) by focusing on his pro customers. Lots of big ideas came to mind, but his first step proved the smartest: Achieve buy-in from your staff. "Basically, we trained them by proving what could be done," he says, from simple steps to success such as straightening shelves and filling dump bins ("otherwise. when a contractor

walks in, subconsciously it disturbs him") to making certain items were in stock.

Charlie is a strong believer in cross-training, so all associatesdown to the last cashier-are aware of what the store carries; can (and must) walk customers right to an item; and can consult about a proposed project to make sure they leave with everything they need to complete it-a big plus Charlie learned the hard way. "I bought a new pair of dress shoes, and when I got home, I found I had no belt to go with them"-which translates not only to a wardrobe malfunction, but a missed sale, as he relates to his employees.

"As a new manager, I spotted many new things to work on, but that's where I started: a neat, clean environment. Then, the add-on sales: not only the toilet, but the seat, wax ring, bolt covers, valves...."

Walk-ins-half his business-got the message (a vital one with a couple of big boxes just down the road). To serve his pros, Charlie not only stepped up his lumber offerings, he promised same-day delivery ("even if they call in for just the 2x4s. We tell them, 'If you need it, we'll run it down."') and special orders. He's beefed up his inventory of hardware to include hard-to-find replacement items, treasured by the island's many renovators of older homes.

"My employees are a great group of people who work amazingly well together," their boss reports. Well, let's ricochet some of the credit back to Charlie, who made it happen. He holds l5-minute warm-up meetings every morning, where he cheerleads with pep talks about customer service.

"We're constantly raising the service level," he reports, which, ironically, creates new challenges. "Finding ways to wow costumers can get difficult, because every time you raise the bar, they get used to the new level. So I'm always encouraging the staff to look for ways to give the customer more than the last time."

His above-and-beyond policy means doing "whatever it takes to make the situation right. For instance, if someone has difficulty assembling a piece of furniture we've sold them, we'll send someone out to help them. Or if, in the store, they say they can't do it, we'll build it for them and then deliver it. It blows them away," he reports. "Once they get in the store, they'll feel the service level, and then

STORE manager Charlie Nakama,

give the nod to their friends."

To back the warm-and-fuzzies with concrete measuring devices, Charlie has established programs that include use of mystery shoppers six times a month; report cards given to customers to mail back; and a reward program in which employees can earn points from positive mystery-shopping and report-card feedback to spend on desirable items such as polo shirts and windbreakers. Bonus: Turnover also has dropped dramatically.

In return, says Charlie, corporate management rewards with "little surprises now and then" dedicated employees, such as those who went the extra mile following a recent earthquake that deprived the whole island of electricity. Customers stormed the store, seeking batteries, flashlights, propane and charcoal. Despite working in the dark themselves, "All our associates were willing to keep the store open, working to assist other people."

Unlike business conditions across much of the mainland, business is booming in Hawaii; there's still plenty of demand for new homes, as well as a surfeit of older homes to remodel. "Our commercial and government accounts are active, too," Charlie adds.

And he'll be there to serve them. "I'll stay with the company because they promote from within, give people the opportunities to move up, and create a great 'family' environment-on the first day of orientation, the president simply walks in and says, 'Hi, I'm Steve.'-so I'm content. If someone else comes looking for me," he warns, "it'll be a tough sell."

- A former award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@mn.rrcom.

Big Creek Lumber Co, has a long

superior forest stewardship

haruesting and milling high quality California redwood,

During our almost 60 years in the redwood business, Big Creek has developed a reputation for being a reliable supplier of high quality lumber. We produce a wide range of grades and dimensions, custom cut timbers, pattern stock and fencing. Order full, mixed or partial truckloads.

NAKAMA walks lumber associale Bernard Cabral through a sale.

Frank "Lud" McCrary, Janet McCrary Webb or Jim Busick

THE biggest mistake in closin_s a I- sale is never askins for the order.

The biggest "n".! of closers is fear. Many sellers are afraid to lose what they don't have. Why are we afraid of losing the order? Why are we afraid of losing the customer? If we as sellers had as much fear of not asking enough, we would all sell more.

The best thing we can do for ourselves as salespeople in closing is prepare to close. There are three kinds of preparation:

Mental. What is going to be the customer's main objection? What is our response to that objection? Is our response informational or inspirational? Many sellers answer questions as if they were information dispensers or under cross examination. Questions are closing opportunities or at the very least trial closing opportunities. When a customer asks a question, don't just answer it, answer it and close.

Five closes. Successful sellers ask for the order more than unsuccessful sellers. Prepare to ask for the order five times. Yes, five times. How

Closing: Prepare to win

By James Olsen

many calls and how much work have you done to put yourself in a closing situation? A lot, right? Well, then, fight for the order! Ask for the order five times!

Emotional preparations. About 75Vo of the salespeople you are competing against crumble after the first objection. Prepare yourself emotionally for the no's you are going to receive. The minute we lose our emotional strength in our sales calls, the customer feels it and the odds of us getting the order drop off dramatically. In fact. once we lose our emotional conviction, we are no longer selling at all. We cannot convince without conviction. We have given all the strength and power over to the customer and are just standing there waiting for them to make a decision, but we are no longer selling.

Tlvo Closes that Work Similar Story. "Mr. Johnson, I know the price is more than you want to pay. I had another customer. He runs an operation similar to yours, tells me the same thing. The other day his best supplier had a problem, so he called me. He got the product in, loves it, and has re-ordered. Give me one order on this and I know you'll feel the same way. What's your order number? "

We all have positive experiences with some customers. Let's talk about those experiences. All the companies I work with get repeat business. I ask them, "Are your current customers doing business with you because you are doing a badjob, shipping bad product, lying, cheating, etc? No! They are doing repeat business with you because you are doing a great job for them. Use these experiences to sell other customers!

You may tell yourself that you don't have that many positive experiences to share - you may be a new

seller, for example. Then use the positive experiences of a big-hitter sitting next to you. "We've sold many of these to customers just like you, Mr. Johnson, and they continue to buy, in large quantities, every month. Let's try a trial order. I'm sure you are going to love this product." The point is, someone is buying from your company. Find out why and sell that specific why to similar customers, with similar needs, using the Similar Story Close!

Warning: Do not abuse this close. This is the Similar Story Close not the Simil".r Lie Close.

Let's Put This One Together. Many salespeople turn their noses up at this elemental close when I teach it in class. Don't turn your nose up at this close until you have tried it. I found this close in the last chapter of a sales book I bought at a garage sale. I can't remember the name of the book but it was probably written in the '40s or '50s. The author said it was a proven winner. I started using it with ongoing and new customers. It works.

Face to face: Tilt your head to the side (like a puppy). Smile. Shake your customer's hand if possible and say, "John, let's put this one together." Or "Let's put this one together, John." Don't forget to use their name!

On the Phone: The same thing without the handshake-but don't forget to smile; even on the phone; it's very important to smile.

Prepare mentally and emotionally, have five different ways to ask for the order, and close more today!

- James Olsen is principal of Reality Sales Training, Portland, Or., specializing in sales training for the lumber industry, and host o/The Sales Doctor Radio Show (www.salesdoctor.bid. He can be reached at james@ real ity-salestraining.com or (s03) 544-3572.

l*g e)ilI

Rrrrlrrns

Cooley Industries has closed its 60-year-old contractor yard, Lumberjack Building Materials, Phoenix, Az.

Dixieline Lumber this spring is opening its first location outside of San Diego County*a 30,257-sq. ft. facility with 103,900-sq. ft. outdoor lumberyard on 8.4 acres in Murrieta, Ca.

Stock Buitding Supptyis closing 22 locations, including Blackfoot, Id.; Manti, Ut.; Signal Hill Sash & Door, Signal Hill, Ca., and a stairs plant in Colorado Springs, Co. (see Feb.,p.36) ...

Homewood Lumber has applied for a variance that will allow relocation of its retail facility and door assembly shop to a new site in Loomis,Ca....

84 Lumber this year will open at least 23 new stores (including Las Vegas, Nv.; Redmond, Or.; Spanish Fork, Ut., and Desert Hot Springs, Ca.) and l1 component plants (including Salt Lake City, Ut.; Auroa, Co.; Las Vegas, Nv., and Hesperia, Ca.)

K&L Buitding Supply, Salem. Or., was opened last month at the former site of George Moran Plumbing Supply by Karl Chan...

Home Depot opened new stores Feb. 15 in Corvallis, Or.; Feb. 1 in Roseburg, Or. (Jay Dallimore, m$.); Jan. 18 in Apple Valley, Ca; Omak, Wa., and Cranbrook and Surrey. B.C.l Jan. ll in W. Richland, Wa., and Jan. 4 in Sheridan, Wy., and Irvine, Ca.

Home Depot started construction on a 114J00-sq. ft. store with 35,000-sq. ft. garden center in Covina, Ca., to open in 2008; received planning commission approval to build a 134,000-sq. ft. home center on 10 acres in Incline

Village, Nv., for a March 2008 opening, and will renovate a 100,000-sq. ft. building in Bakersfield, Ca., to open late this year

Home Depot is seeking city approval ro build a 102,862-sq. ft. store with 26,846-sq. ft. garden center in Port Orchard. Wa.: is considering anchoring a proposed shopping center near Spokane, Wa., and continues negotiating to build on a 9.8-acre parcel in Coos Bay, Or.

Lowe's Cos. expects new store openings in winter 2007 in Show Low, Az., and early next year in N. Visalia, Ca.; hopes to anchor a 275,000-sq. ft. commercial center planned for a former landfill in Anaheim, Ca., and anticipates its new DC in Lebanon, Or., will begin receiving product in May and shipping in June (Anthony Johnson, regional general mgr.) ...

Green Valley Mall Ace Hardware, Green \y'alley, Az., has been purchased from Bruce and Bob Miller by Mike McAuliffe ...

Chateau Drug & True Value Hardware, Ketchum, Id., has been purchased by Ken Sangha from Keith Anderson, Gene Steiner and Don Leonard ...

Building Materials Holding Corp. subsidiary SelectBuild Construction has terminated plans to acquire Willis Roof Consulting Inc .,Las Vegas, Nv.

Habitat for Humanity has reopened its Chico, Ca., Re-Store after a two-month remodel ...

Redmond Plaza, a 38,000-sq. ft. home-desien center in Bend. Or.. is being p-lanned by developerj Ron Lusk and Don Bauhoufer. who hope to have approval and start construction this spring ..,

Wromn:ns/tlrurrtrurrns

Tri-Pro Cedar Products, Old Town, Id., agreed to purchase Konkolville Lumber Co., Orifino. Id.; the deal was set to close March 2 ...

Flora Wood Producls, Eugene, Or., a wholesale and distribution plywood company, has been formed by Fred Flora, ex-Hayden Bridge Forest Products ...

Sierra-Pacific Industries was forced to temporarily shutter the lumber drying operation at its Sonora, Ca., mill after a steam pipe ruptured Feb. 16; no one was injured...

Bright Wood Corp.laid off 140 employees-about 107o of its workforce-at millwork plants in Madras and Redmond, Or. ..,

Canfor, Vancouver, B.C., curtailed wood product operations at its PolarBoard ASB mill in Fort Nelson, Mackenzie sawmill, and Plateau sawmill in late Februarv due to poor market conditions anh a strike by CN Rail ...

Freres Lumber , Lyons, Or., signed a supply agreement with Evergreen BioPower for a new, 10-megawatt biomass generation facility expected to start providing power later this year ...

Housing sta,rts fell 14.3Vo in January to a seasonally adjusted annual rate of 1.408 million ...

( Please turn to page 44)

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

lUhntr

Western Wood Products Association - March 10-11, annual meeting, Hyatt Regency at Gainey Ranch, Scottsdale, Az.; (503\ 224-3930.

Wood Moulding & Millwork Producers Association - March 13-17, annual meeting, Destin, Fl.; (800) 550-7889.

HOMEX 2007 - March 14-15, homebuilding summit, Long Beach Convention Center, Long Beach, Ca.; (888) 330-3396.

California Forestry Association - March 15, joint legislative reception with Lumber Association of California & Nevada, Sutter Club, Sacramento, Ca.; (916) 444-6592.

Ace Hardware Corp. - March 15-17, spring market, Las Vegas, Nv.; (630) 990-'7662.

Redwood Region Logging Conference - March 15-17, fairgrounds, Ukiah, Ca.; (70'7) 443-4091

LAAGCO Sales - March 17-18, market, Disneyland Hotel, Anaheim, Ca.; (818) 843-2382.

North American Wholesale Lumber Association - March 20, regional meeting, Sacramento, Ca.; (800) 527-8258.

Greenprints - March 22-23, Atlanta, Ga; (404) 872-3549.

Lumber Assn. of California & Nevada - March 22-24,owner's seminar, Omni Tucson National, Tucson, Az.; (800) 266-4344.

True Value Co. - March 23-25, spring market, McCormick Place, Chicago, ll.; (77 3) 695-5000.

Yuba City Home, Garden & Recreation Show - March 23-25, Yuba-Sutter Fairgrounds, Yuba City, Ca.; (530) 671-9600.

Pacific Coast Wholesale Hardwood Distributors AssociationMarch 25-27 , anrr.tal meeting, Boulders Resort, Carefree, Az.; (925\ 245-4320.

International Wood Products Association - March 28-30, annual convention and World of Wood expo, Loew's Coronado Bay, San Diego, Ca.; (703) 820-6696.

Flagstaff Home & Garden Show - March 30-April 1, Northern Arizona University Skydome, Flagstaff, Az.; (800) 690-1993.

Home Remodeling & Decorating Show - March 30-April 1, Pasadena Conference Center, Pasadena, Ca.; (8 I 8) 557 -2950.

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National Wood Flooring Association - April 1.0-13, educational conference & expo, Denver, Co.; (636) 39 I -5 1 6 1

Transload Distribution Association - April 10-13, annual conference, Green Valley Ranch Resort, Las Vegas, Nv.; (406) 727-7633.

San Diego Interior Design & Landscape Expo - April 13-15, San Diego Convention Center, San Diego, Ca.; (800) 321tzt3.

San Jose Home & Garden Shoow - April 13-15, San Jose Convention Center, San Jose, Ca.; (800) 321-1213.

Los Angeles Hardwood Lumberman's Club - April 14, day at the races, Santa Anita Racetrack, Arcadia, Ca.; (323) 7239856.

Material Handling Industry of America - April 14-17, spring meeting, Charlotte, N.C.; (70a) 676-1190.

National Lumber & Building Material Dealers AssociationApril 16-18, legislative conference, Ritz-Carlton, Washington, D.C.;(800) 634-8645.

Wood Truss Council of America - April 16-18, legislative conference, Washington, D.C.; (608) 274-4849.

Lumber Association of California & Nevada - April 19, golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (800) 266-4344.

Home Remodeling & Decorating Show - April 2l-22,L.A. Convention Center, Los Angeles, Ca.; (818) 557-2950.

American Institute of Timber Construction - April 22-24, annual meeting, La Posada de Santa Fe Resort & Spa, Santa Fe, N.M.; (303) 792-9559.

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Lumber Association of California & Nevada's Associates/Dealers Golf Tournament is June 7 at Rancho Solano & Paradise Valley Golf Courses, Fairfield, Ca. July 12-14 is a board meeting at Evergreen Lodge Yosemite. Groveland. Ca.

LACN's 2nd Growth group holds its next meeting May 3 at Coast Long Beach Hotel, Long Beach, Ca.

Their annual summer conference is July l9-21 at La Quinta Resort & Club, La Quinta, Ca.

Mountain States Lumber & Buitding Material Dealers is working with allied groups to encourage legislators in Arizona, Colorado, and New Mexico to include more than LEED (Leadership in Energy and Environmental Design) standards in new green building legislation.

MSLBMDA-along with the American Forest & Paper Associ-

ation, Colorado Timber Industry Association. and Intermountain Forest Association-believes that the LEED rating system unfairly discriminates against wood construction and ignores the fact that wood is renewable. The groups would like legislators to consider Green Globes, an alternative building standard.

April 5 is the date for this year's retirees' luncheon at the Overland Golf Course Restaurant, Denver, Co.

May 8-9 will find Mike Butts, LBM Solutions, presenting a workshop on blueprint reading and estimating in Albuquerque, N.M.

Los Angeles Hardwood Lumberman's Club will hold its ladies night and present its member of the year award May l0 at Summit House Restaurant. Fullerton. Ca.

June 14 is election nisht at Cedar Creek Inn. Brea. Ca.

Western Wood Preservers Institute appointed Ted LaDoux, regulatory affairs director, as its new executive director. He will replace Dennis Hayward, who is retiring.

Western Hardwood Association holds it annual meeting July 14-16 at the Sunriver Resort, Sunriver, Or.

Fellowship of Christian Lumbermen has elected Thomas Rogers, Highland Lumber Sales, Anaheim, Ca., as its secretary, and Ernie Casale, CS Forest Products, Central Point, Or.. treasurer.

Chris Martinson, Wolf River Lumber, New London, Wi., is president, and Jim Post, Freedom Forest Products, Zeeland, Mi., v.p. Board members at-large are Wayde Day, Independent Dispatch Inc.; Steve Gunderson, Hermitage Hardwood; Andy Johnson, Hardwood Review; Rebecca Ondov, Fox Lumber Sales, and John Rogalski, ex-Martco.

The group is an inter-denominational ministry open to all Biblebelieving Christians who work in or are retired from the forest products industry.

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CSL Starts Up New Mill

Cascade Structural Laminators has started production at the Fort Hill mill that it acquired from Hampton Lumber last November.

CSL modified the facility to process raw materials for its own custom use, supporting its primary glulam manufacturing plant in Chehalis, Wa. The company's sales and administrative offices are in Eugene, Or.

"We will not be sawing logs, but we will be bringing in lumber and processing it on a custom basis and for internal use," said president Steve Killgore. The mill employs 16 workers on one shift and mav eventuallv employ as many as 24.

Capital Expands in Salt Lake

Capital Lumber, Phoenix, Az., purchased l6 acres in Salt Lake City, Ut., for a new distribution center scheduled to open in early 2008.

Currently, the company operates from a 'l-acre site about six miles away, near the airport. At the new site, l2 acres will be improved and the additional four will be held for future use. Plans include a 48,000-sq. ft. warehouse, a 4,000-sq. ft. office, and a three-car rail spur.

According to division manager Dan Merrill, the new warehouse will be custom built to be more efficient than the old one. "It will be better aligned with our racking systems, with no wasted space," said Merrill, who estimated that construction would begin in late March.

Alder Verdict Reversed

The U.S. Supreme Court overturned a $79 million antitrust award against Weyerhaeuser, which was accused of trying to monopolize the hardwood lumber market in the Pacific Northwest.

The justices ruled that a jury used the wrong standard in concluding that Weyerhaeuser monopolized the Pacific Northwest market for finished alder, a hardwood primarily used in furniture. Ross-Simmons Hardwood Lumber Co., which went out of business in 2OOl, had accused Weyerhaeuser of overbidding for scarce logs, buying more than it needed, entering in exclusive agreements with suppliers, and illegally buying logs from state forests.

"There are myriad legitimal.e reasons-ranging from benign to affirmatively procompetitive-why a

buyer might bid up input prices," wrote Justice Clarence Thomas.

In 2003, a jury ruled that RossSimmons was entitled to compensation of more than $26 million, an amount that was tripled under federal antitrust rules.

Other alder-related lawsuits against Weyerhaeuser were put on hold during the Supreme Court deliberations. So far, the company has paid $62 million to resolve some of those claims, and put $95 million more in reserve. Weyerhaeuser is also fighting a $16 million award to Washington Alder LLC and a class-action lawsuit filed on behalf of purchasers of finished alder.

Mary's River Upgrades Mill

Mary's River Lumber Co. restarted its Philomath, Or., sawmill March 5 after a three-week modernization and major equipment upgrade.

The facility now features a new horizontal resaw, high-speed optimized edger, and lug loader to the optimized trimmer. In addition, improvements to lumber flow and handling will result in a 257o increase in lumber production.

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Goodbye To HD Supply?

Home Depot is considering a sale, spin-off or initial public offering of HD Supply, as it decides how to refocus on its retail stores.

"With annual revenues of approximately $12 billion, HD Supply is a healthy, growing and vibrant business," said new c.e.o. Frank Blake. "We are undertaking this evaluation to determine whether there are strategic alternatives with respect to HD Supply that would optimize shareholder value."

Launched in 1997, HD Supply expanded when Bob Nardelli took over in 2000 by acquiring businesses like National Waterworks Holdings and Hughes Supply. More recent additions included pro lumberyard chains.

However, as investor criticism mounted, management discovered that cost saving "synergies" could not be realized unless the supply and retail businesses were linked and supplier

agreements were rewntten-an expensive and time-consuming prospect.

Analysts say that getting rid of the division could allow Depot to focus on its 2O00 retail stores-improving customer service and employee morale, and winning back marketshare from Lowe's. "It will definitely be a challenge," said analyst Mark Rowen. "Part of the reason they created Supply was because they did not know how to grow the retail business."

Observers say suitors could include private equity firms and Stock Building Supply parent Wolseley LLC. Depot hired Lehman Brothers to help with its decision.

Weyerhaeuser Sells DCs

Weyerhaeuser Co., Federal Way, Wa., is in final negotiations to sell all of its distribution centers in Canada and in preliminary negotiations to sell l0 DCs in the U.S.

"The sale of these distribution centers is part of our ongoing effort to sharpen the focus of our portfolio and enhance shareholder value," said Lee T. Alford, senior v.p.- residential wood products.

Executives at Platinum Equity, a Los Angeles, Ca.-based private equity firm that owns service and distribution businesses in a number of market sectors. said the Canadian DCs would be run as a stand-alone company focused on sustaining current operations and identifying growth opportunities. Completion of the sale is slated for the second quarter of this year.

"We are acquiring an established distribution business with strong fundamentals and a capable and talented staff of employees," said Jacob Kotzubei, who is leading the acquisition. "That's a terrific base to build on. We're also entering a dynamic market that presents opportunity for growth both organically and, potentially, through add-on acquisitions."

"While Weyerhaeuser's iLevel businesses will operate in a different way in Canada and select U.S. markets. all these markets remain important to us," said Alford. "For these markets, we believe that we can best serve our customers by working with independent building material distributors committed to growing their business."

In the U.S.. Weyerhaeuser is in preliminary negotiations with an unnamed buyer for its DCs in Louisville, Ky.; Memphis and Nashville, Tn.; Green Bay, Wi.; Kansas City and Newton, Ks.; Oklahoma City, Ok.; Omaha, Ne.; Boston, Ma., and Buffalo, N.Y. The company will continue to own, operate and strengthen its remaining network of 40 distribution centers in most major U.S. markets.

Hampton Closes Millwork DC

Hampton Affiliates, Portland, Or., this month is closing its door and window assembly and distribution plant in McClellan Park, Sacramento, Ca.

The move was prompted by Andersen Corp.'s plans to open its own distribution center in the Sacramento area by May 1. "California's a growing market for us," said Maureen McDonough, an Andersen spokesperson. "We want to be able to service our customers in the most efficient way."

Hampton has been the exclusive distributor of Andersen doors and

windows in Northern California and Nevada, a position that accounted for 8O7o of its operations at McClellan.

According to c.e.o. Steve Zika, many manufacturers are "cutting out the middle man" to save money and deal directly with customers.

Andersen has made similar moves in Southern California and the Pacific Northwest. He said that Hampton has received offers to purchase the door business with no ties to Andersen from "two or three" competitors.

Production was expected to cease March 4, although some operations may continue until the end of April.

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Suspect Nabbed In Killing

A parolee with a long criminal record has been anested for the shooting death of the Home Depot assistant manager who tried to stop a robbery and protect a cashier in Tustin, Ca.

Tom Egan, 40, an ex-Marine and the married father of twin 3-year-old daughters, was shot and killed Feb. 9 when a man disguised in a painter's outfit and dust mask pointed a gun at a cashier and demanded money. Egan had worked 13 years for Depot, at stores in Santa Ana, Huntington Beach. and Mission Vie.jo.

Jason Russell Richardson. 36. was arrested Feb.22 in Oceanside. Ca.. and is being held without bail in the Orange County Jail. His convictions include spousal abuse, rape, sexual assault on a child, grand theft burglary, narcotics, and possession of stolen property. DNA evidence at the crime scene led police to Richardson, who is a registered sex offender.

Egan's widow said that her husband's action were typical because "he always put the care of others in front of himself." Although police advise keeping a low profile during a robbery, Mrs. Egan said that wasn't her husband's way. "He wasn't a shoulda-woulda-coulda kind of guy," she said. "I was always proud of him, and if he had to do it all over again, he would."

Fastener Makers Go C-Free

Some manufacturers are looking to stop coating their wood fasteners with Chromium 6, which is highly resistant to corrosion, but is also a known carcinogen. Connectors are already surfaceplated with other coatings to prevent skin contact.

C6-coated fasteners have increased in use with the wood treating industry's transition to more corrosive chemicals.

"The EPA is still wondering whether they should do something or not," said Uli Walther, GRK Fasteners. "I don't believe we have to, because the thick outer layer coat we apply [provides adequate protection]. No one has ever been exposed,"

However, GRK will change to C6-free yellow zinc coating within the next 12 months as an underlayment for its climatek coating.

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Yard Reopens In New Form

The former Trona Hardware & Lumber, Trona (Ridgecrest), Ca., has reopened as T.I.S.-Trona Industrial Supply.

The new owner is Robbie Barker, who also operates RB Services. Longtime Trona Hardware manager Margaret Vassar has stayed on to manage the hardware store. Terry Hardy will manage the lumberyard.

Orgill consultant Jim Parker assisted with setting up the store.

T.LS. opened Feb. 5. The same day, two doors down, Barker's brother, Shawn, opened his own new business. Already owner of Shawn Barker Construction, he opened the T Stop, a combination gas station, mini-mart, and hot food deli.

USG Buys Distributor GalprY

Sheetrock producer USG has agreed to acquire western distributor California Wholesale Material Supply, Downey, Ca., for $280 million, including assumption of debt.

USG is making the purchase through its distribution subsidiary, L&W Supply.

Founded in 1956, CnI-plv distributes wallboard, doors, acoustical, roof-

ing, plywood and other building products from 30 locations in seven states (Arizona, California, Idaho, Nevada, New Mexico, Texas and Utah) and two in Mexico. Annual sales are $600 million.

In addition, USG unveiled plans to open a new Sheetrock gypsum panel manufacturing plant in Stockton, Ca. The $220-million plant is anticipated to begin production in 2010.

Pauco Case May Be Moved

Pacific Lumber's creditors are wrangling over whether the redwood giant's bankruptcy case should remain in Corpus Christi, Tx., or be moved to Northern California, closer to Pnlco's Scotia, Ca., headquarters.

Some 66 businesses and individuals owed $2.2 million have petitioned to keep the case in Texas. The three largest creditors in this group are 3 Star Logging. which is due $l6lO00; SHN Consulting, owed $194,000; Redcoast Forestry, $218,000, and former Palco c.e.o. John Campbell, $400,000.

Supporting a move to California are state agencies, firms that hold $700 million in notes secured by 200,000 acres of timberland, and some

unsecured creditors. This group believes that the case should be heard in California, where most of PaLCo's business is conducted.

This group also asserted that a Pnlco subsidiary, Scotia Development, was created in Corpus Christi specifically so the case would be heard in Texas. Houston, Tx., is the home of Pllco's corporate owner, Maxxam Inc.

The U.S. Trustee's Office has repeatedly claimed that the subsidiary's 344-sq. ft. office in Corpus Christi is rented month-to-month for $550 just to secure a court venue in Texas. When reporters from a local newspaper unsuccessfully tried to locate the tiny office, a landlord reportedly told them it was accessible only through another suite.

PeI-co spokesperson Andrea Arnot said that the office was opened seven months ago and business is transacted there on a regular basis. When asked to explain why Pelco's recent filing indicated that Scotia Development's single bank account has had very little activity, Arnot said: "This is all minutia. Maybe they don't ever use a bank account, I don't know."

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Getting quality products from younger redwoods

Science is helping second- and thirdgrowth redwoods come into their own

By Kevin L. O'Hara, Ph.D.

grow into new trees.

But redwoods are such prolific sprouters that they can actually produce too many sprouts. Left alone, a stump that produces many sprouts will grow smaller trees on average than one that supports only a few sprouts. For landowners managing a renewable resource to produce wood while sustaining diverse wildlife habitats and delivering a host of environmental values, smaller trees are not necessarily ideal.

A closer look

1-tHEY sure don't grow 'em like I they used to.

Actually, that's not quite true. On some public land and in parks and preserves, redwood trees grow pretty much like they have for thousands of years.

But on private lands where redwood trees are grown to produce redwood lumber, science has taken forestry to new, sustainable heights. Science is also helping younger trees continue the legacy of quality redwood products. Redwood is legendary

for its natural durability.

Natural productivity

To some degree, redwood trees do very well on their own. They are among the fastest growing softwood trees in the world. A young redwood can grow 6 feet in a single year.

Redwoods can also recreate themselves. Redwoods are rare among conifer species because of their ability to "sprout"-when a redwood tree is harvested or falls on its own. new sprouts will often be produced that

Studies in Humboldt County and at the Jackson Demonstration State Forest are examining the effects of precommercial thinning on redwood growth and productivity. Precommercial thinning involves treating a forest stand early in its development and eliminating a percentage of smaller trees. Research found this thinning allows the remaining trees to flourish with less competition for sunlight, water and nutrients.

This sort of management practice is neither random nor unnatural. The natural cycles that shaped California's redwood forests included elements that humans have removed over time. Humans, for instance, have suppressed fire in the redwood region for about 100 years, removing a natural thinning agent from the landscape. Today, forest management on private forestlands, and even some set-aside lands, aims to mimic natural effects-to replace that which is missing from the

MIDDLE

natural cycle.

We know today that lands can be managed and natural, a concept that seemed contradictory in the 1960s and 1970s when redwood forestland was aggressively being removed from timber production.

Now science is again changing perceptions of redwood. It wasn't that long ago that second-growth redwoods were thought to be practically useless. Harvested redwood lands were being replanted with Douglas-fir seedlings. a species that has naturally co-existed with redwood for centuries.

But second-growth redwoods, while producing less heartwood (the most decay and insect resistant part of the tree) than their predecessors because they do not reach the same girth, yield quality wood products. Heartwood remains naturally resistant to rotting, and redwood is lightweight and easy to work with-the preferred wood of craftsmen and landscape architects for outdoor projects.

Science reveals new potential

As science continues to reveal more about the characteristics of second- and third-growth redwoods, the quality wood they produce and the efficiency with which redwood forestlands are managed are likely to improve.

My most recent study, for example, delivered somewhat surprising results with telling implications for secondgrowth redwood products. The study focused on the effects of pruning on wood quality. Knots in redwood lumber are undesirable and formed by branches growing out of the main trunk. Because of redwood's sprouting nature, I somewhat expected that pruning might stimulate sprout formation and would have no, or a negative, effect on the fre-

quency of knot development.

But field research found that with moderate pruning scenarios, sprouting was negligible. Moderate pruning along the lower portions of the tree can actually reduce the number of knots in the wood, providing clear lumber from second-growth trees.

Redwood, the product, still has the unique color and decay resistance that people want. Redwood, the forests, still strike an emotional chord, even with people who have yet to see them. Science must play a critical role in providing land managers the information they need to make onthe-ground decisions that ensure these unique lands stay productive and awe-inspiring for generations to come.

Various grades and widths

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- Kevin L. O'Hara is Professor of Silviculture at the University of Califurnia-Berkeley. He is a registered professional forester in Calfornia.

AGE to young redwood forests can be managed to produce higher quality wood products

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Redwood: Fact or Fiction?

E ABLE to set the record straight regarding redwood myths and lesser known truths.

Redwood should be qllowed to weather before it receives afinish.

FICTION: If you choose to finish redwood, as soon as the project is completed, it should receive a quality finish system containing water repellents, a mildewcide, and UV protection. Allowing wood to weather prior to finish application can result in premature coating failure.

Redwood fore sts are disappearing.

FICTION: Redwood forests today cover more than L5 million acres in California. About 95Vo of the land that was redwood forest 200 years ago is still redwood forest today. More than 350,000 acres of redwoods have been set aside in public parks and preserves, and the 1.2 million acres where redwood can be harvested are managed in compliance with California's strict forestry regulations.

Redwood decks present an elevated ftre danger.

FICTION: One of redwood's characteristics is a natur-

al flame resistance. In September 2005, Califomia adopted new fire-related building standards and stated that redwood Construction Common or better grades of redwood decking may be used without restriction throughout California's fire-prone wildlands. In fact, redwood heartwood decking out-performed newer composite materials in wildland fire simulations performed by the University of California.

Redwood grade quality and wood properties have declined recently.

FICTION: What has changed is the grade mix, not the grade quality. Second-growth redwood logs yield a smaller percentage of upper grade lumber, but the actual grade descriptions as published by the Redwood Inspection Service have not changed significantly over time. Virtually all lumber species have seen this same trend.

Using redwood helps reduce greenhouse gas emissions.

FACT: Redwood is a renewable natural resource. As redwood trees grow, they remove carbon, the most commonly discussed greenhouse gas, from the air and release oxygen through photosynthesis. When redwood trees are harvested and turned into lumber products, most of the carbon from the tree stays trapped in the wood. Foresters replant harvested areas, continuing the cycle of removing carbon from the atmosphere and trapping it in wood.

Redwood trees are nemedfor the color of their wood.

FACT: Redwoods are named for the color of their bark and heartwood. The high tannin content of the wood gives the trees remarkable resistance to fungus, diseases and insect infestations. That natural durability also makes redwood a preferred building material for decks, fences and other outdoor projects.

You just can't jlnd good redwood anymore.

FICTION: The most popular grades of redwood for decks-Deck Heart and Deck Common-are readily available in 2x4 and 2x6 dimensions. Both grades are naturally resistant to insects and decay.

The California Redwood Association maintains a "redwood locator" that can help identify retailers that carry redwood in markets across the country. Visit www.calredwood.org/ ref/locate/locate.php.

REDWOOD heartwood decking outperformed composites in recent wildland fire simulations

for dliving

By Charlie Jourdain

nECKS have always made a stateLf ment about their owners. With redwood, consumers can also make a statement about their environmental consciousness.

Many people choose redwood for their decks and outdoor projects because of the environment it creates. Redwood's natural beauty can capture the essence of the forest and create a relaxing haven in any backyard.

Environmentally speaking, redwood is a sound choice, too. Redwood is a renewable resource grown and harvested in accordance with some of the highest environmental standards in the world.

Yet some green building advocates tend to look at redwood and all wood particularly critically despite its renewability. Concerns over past harvesting practices and the misguided belief that America's forestlands are disappearing cause some to question wood's use. These green building advocates, therefore, generally discount wood and assign greater value to non-renewable substitutes or socalled "rapid renewable" like bamboo. They overlook the findings of the most critical environmental life-cycle assessments, which encourage the use of wood from sustainable forests.

Redwood holds up to scrutiny remarkably well. Truth is, redwood is California-grown, and California has some of the strictest forestry regulations anywhere. Its laws protect water quality, conserve wildlife habitat, and ensure sustainability, meaning that California's forests will stand tall for generations.

In fact, a 2003 study by Cal Poly State University-San Luis Obispo sys-

tematically compared California's forestry standards to the standards of the two largest independent forest certification programs, the Forest Stewardship Council and the Sustainable Forestry Initiative. The study concluded that California state rules were as strict or stricter than FSC and SFI requirements.

Still, 807o of all commercial redwood forestland has been independently certified as well managed and harvested on a sustainable basis. We are not going to run out of redwood.

Most green building standards emphasize two critical aspects when evaluating building materials - greenhouse gas emissions and energy consumption. Again, redwood performs exceptionally well.

Carbon is the greenhouse gas that gets the most attention in global warming discussions. Scientists say there have been dramatic increases in atmospheric carbon in the past 200 years and many believe that increase is directly related to climate change.

Burning fossil fuels spews carbon into the air. When fossil fuels are burned to produce electricity. run automobiles, process plastics, or power industrial manufacturing plants, the emissions likely contribute to global warming.

Growing and harvesting trees, on the other hand, absorbs and traps carbon. Redwood forests, because they grow so fast, are particularly good at removing carbon from the air-as trees grow, they absorb carbon and release oxygen through photosynthesis. The faster a tree grows, the more carbon it absorbs. Redwood is the fastest growing softwood species in

North America.

Then, when trees are harvested, most of the carbon absorbed by the tree is trapped long-term in the wood products the tree becomes. Whereas manufacturing processes used to produce plastics and composite products emit greenhouse gases because of the fossil fuels used, natural redwood traps greenhouse gases in a perpetual cycle of growth and harvest.

Which brings us to energy, the second critical aspect in green building material evaluations. Again, redwood shines. The energy to grow redwood comes from the sun, not burning fossil fuels. Furthermore, most of the energy used to power sawmills and produce finished redwood lumber is clean biomass energy. Bark, wood chips, scraps and sawdust from mill operations are used to generate energy on site. Some redwood mills even generate excess electricity they make available to California's power grid.

The Consortium for Research on Renewable Industrial Materials examined the greenhouse gas and energy impacts of wood and concrete in home construction. They found that using concrete required 38Vo more energy and generated SOVo more greenhouse gas emissions than wood.

So, when considering your deck and other outdoor projects, think about the environment you're trying to create and the one you want to conserve. Redwood offers the satisfaction that comes with choosing environmentally friendly materials. And redwood still provides the outstanding dimensional stability and ease to work with that doit-yourselfers and professional contractors have come to expect.

President California Redwood Association

BEvEIED PLUS'" Rrowooo DECKING

The natural beauty of real redwood combines with the ingenuity of Simpson design to give you Beveled Plus redwood decking*. lt is part of the family of products in the Simpson Redwood Collection

Beveled Plus decking is designed to shed water and debris, protecting the wood from its most common enemymoisture. This makes Beveled Plus a superior deck board.

Available in dimensions S4S EE:

2x6 pulled to lengths 8' - 20'

Gaf f 1-80O-6,37-7077 for distributor details and product specifications.

i-qr2006 Simpson Timber Company. Use of the SFI! label indicates that Simpson Timber Company is a participant in the SFI program and that our operations and facilities have been certified by an independent auditor to be in compliance, in all material respects, with the SFI Standard and SFI label guidelines. For more information on the SFI program, visit \M.aboutsfi.org. *Patent pending.

The original easy mf,intenance'L dgck

Itr/HILE technically there may be no such thing as a V V maintenance-free deck-owners will want to sweep leaves off and keep their deck free of dirt, debris and mildew-redwood can be virtually ignored and still be trusted to look beautiful and retain its structural integrity.

Redwood is naturally resistant to insects and decay, and takes on a distinguished, rustic gray-toned appearance over time when left unfinished.

Of course, if consumers want their decks to keep the distinctive warm red color that attracted them to redwood in the first place, that's easy, too. A stain or finish can enhance the color of a redwood deck while giving additional protection to the wood. Redwood has an open-celled structure and contains little or no pitch, which means no other wood takes and holds finishes better than redwood.

"My customers love the look and feel that is uniquely

Restoring Faded Redwood

Even after redwood has been left to weather unfinished for some time, the natural color of the wood can still be brought out. The aging effect is entirely reversible.

First, thoroughly clean the surface to be restored. Powerwashing has gained wide acceptance for cleaning and restoring redwood decks, but must be done carefully since done incorrectly powerwashing can damage wood. Under normal conditions, do not exceed 1200 psi when powerwashing redwood. Oxalic acid, readily available in paint and hardware stores, is effective at removing most stains or discoloration.

Once redwood decking has been cleaned, select from a number of commercially available products to bring out its red color. Make sure the wood brightener you choose has oxalic acid as its main ingredient. These are typically available in powder or liquid concentrate. Carefully follow the finish manufacturer's recommendations regarding application conditions and coverage rates.

redwood, that's why they choose it for their decks" says Don Drake, owner of Drake Construction, Auburn, Ca. "It really doesn't take much effort to keep it beautiful. If redwood is finished right when the deck is built, you can keep its surface color looking pretty close to new by refinishing it every couple of years. Done regularly, it's not very difficult and is well worth the effort."

"Plus, redwood cleans up easily," Drake adds. "It's a great choice for people who like to barbecue on their decks. Grease comes out with SimpleGreen or any number of commercially available products."

Exactly how often decks should be refinished depends on several factors, including how often a deck is exposed to extreme weather, the grade of redwood used, and the quality of the finish product used. Finishing or refinishing a redwood deck is relatively straightforward and is a task

REDWOOD is unrivaled among species in taking and holding stains.

well within reach of most do-it-yourselfers. Plus, in many communities, a market of service-oriented contractors that specialize in refinishing or restoring redwood decks is emerging. Either way, the choice is up to the individual.

Even unfinished, redwood is less likely to warp, split or shrink than other woods. Those who choose to finish their redwood decks should use a product that contains a water repellent, mildewcide and ultraviolet protection.

Then, they should follow these simple guidelines:

Apply finish to clean dry surfaces on windless days. Temperature should be between 50" and 70" Fahrenheit.

New structures built with unseasoned wood should air-dry one month before finishing.

. When preparing the surface, use stiff bristle brushes, not wire brushes or steel wool.

Follow manufacturer's directions and read warnines on toxicity. Don't mix incompatible materials.

To avoid nail stains, use stainless steel, aluminum or top quality, hot-dipped galvanized nails.

Keep the deck free of dirt and other debris. Periodic rinsing with a garden hose can prevent grime and dirt build-up.

. Keep in mind that maintaining a finished redwood deck on a regular cycle minimizes the amount of prpparation and effort required to refinish it each time.

- For complete details on finishing or not finishing redwood decks and fences, visit www .calredwood.org

Finishing Tips

The same durability and resistance to decay that makes redwood decks an unprecedented value makes for long-lasting fences, too.

Consumers have the same options for finishing redwood fences as they do for redwood decks. Construction Hean is the right grade for posts or portions of the fence close to the ground.

On most finished redwood decks, simply wiping up the grease will prevent staining.

To remove grease stains, most common degreasing agents, even Simple Green, will be effective.

Avoid oil treatments, varnishes and polyurethane finishes, which tend to crack and peel. They are also difficult to remove.

Fred C. Holmes Lumber Co.

We offer an ertensive inventory of fine redwood products including Fencing, Decking, Siding, and Premium Timbers. Whether your order is by the piece or truckload, our goal is to ensure the highest quality and service.

Fred Holmes, Steve Holmes, Phvllis Hautala, Steve Hauta]a, Tom Catlow, John Gould P.O. Box 800, Fort Bragg, Ca.95437 Fax

onqls

.f im Stockman, fbrmellv district n'rgr'. o1' Califirlnia operaticlns lbr Sttlck BLrildin-c SLrppll'. is now chicl' operutions officel of I{aywarcl Lunrber Corp.. Montcrcl'. C"r.

Ilrian Olson, ex-Rircndcll Ciroup. is no\\' an EWP uccount rrtgr. litr tl'rc Tangcnt. Or.. clir isron ol' C'apitlrl Lurnber Co.. Phocnir. Az.

Dan Rucker hus bccn 1-rt'ortrotctl {tl r'.p.-salcs lirr Atriunr C'os.' r.r'cstcrtt region. lclcling srtlcs cl'firt.ts llont Yakinra. Wl.: l)cnrcr'. (-o.: Las Vcgas. Ni.. unrl I)hocnix. Az.. l'acilitics. as ucll us Irc\\'coltstrtlctiott slrles irr ('lrlili,r'rriu.

Ilob lrdlvards. inrpolt mgr.. Boise ('ascldc. t-l-C. Boisc. Icl has rctir.ccl ulicr 3l _v-ears u ith the firm.

F'rank Fernandez. exccutive r'.p.. sccrctary ancl gcncral counsel. i.rnd Dennis l)onovan. e xecutive \'.p.hunran resourccs. have resignccl l'nrrr Home Depot.

Dennis lteinnald. cr-Catfall Blos.. is lrc\\ 1() thc sllcs staf'f of Luntbcr Countn [Lrgcnc. Or.

Laura I]. Snrith has been prontotcd to r .1-r. uncl trcasurcr clf Plum Crcck Tinrbcr Co.. Seattle. Wa.

Kirk N'Iiller. Do it Best Corp.. Fort Waync. ln.. has been prorrotecl to lunrber clir.'ision sales rngr.

David 'I'enny has been namccl r'.p. o1 firrcstry & wood ploclucts for thc Arrcrican Forcst & Paper Association, Washin-gton. I).C'. Bill Imbergamo is thc rtcu'policr dircctor clealing u'i1h 1'orcstll issues.

Cameron Crump hus bccn narlcd r'.p.-nrarkcting lirr Flctchcr Wood Solutions. Tinr Nlyers is nou' v.p.salcs.

Greg (iurle.l'. cr-Thcrnra -l-ru. has .joinccl IILrttig 13uilcling Ploducts as r.1'r. ol' nralkcting & procluct managclne nt.

Mark Fuchs was pnrnrotctl to \.1). ancl gcnclal coLtnscl ut Louisiutlt Pacif ic. .lef'fre1' Polouar' .joinccl as corporltc controllct' ancl princiltal account i ng ol'l'iccr'.

Alan Fclsinger. ('utting Eclgc Folcst Plorlucls. Plynror.rtl'r. Wi.. is nou rcl)rcscnling Spokanc Forcst Proclrrcts. Slrokarre, Wu.. conccntrating on thc log lrorne busincsss in the M iclu'cst.

Ron Slrith. Au:1irr. Tx.. was rrppoirrlcrl nationul accounts sales m-qr. firr' Anrelican Clay' Enterprises, AlbuqLrcrque. N.M.

Ilill Kushlick. president and chicl opcratin-r officer. Taiga Forcst Proclucts. Burnab1,. B.C.. has rctircd. He is succcctlcd hy Jimmie Bradshau'. Doug Nlorris is no* exccr.ttir c r'.p. o1' rttlt.ior' accounts & supply' nranagentcnt. and Cam White is cxccLrtivc i.p. trJ' slrles & olr91-111 1, r,'..

sizes from 1rl2" to 16" qccifrcafons (dtsar & pull-out) visit qrr webcite,

The lndustry's TouE hes;t Suews

Jim Lehner, Plum Creek Timber Co., will relocate from Maine to Columbia Falls. Mt.. as national director of community affairs.

Susan Skorich is now sales coordinator and Linda Rowe mgr. of communications for North American Wholesale Lumber Association.

Alan MacDonald is a new trader at Millenium Lumber, Suney, B.C.

Bill Myrick, chief operating officer, has resigned after 25 years with 84 Lumber. Mark Garboski was promoted to executive v.p.. overseeing purchasing, human resources, merchandising, pricing, marketing and communications. Frank Cicero, executive v.p.-store operations, will oversee the national sales dept.

Al DeGenova has joined HansgroheNorth America as director of marketing.

Rebecca Kalis, Tree Island Wire USA Inc., Fontana, Ca., was reelected vice chair of the International Staple, Nail & Tool Association. Ed Sutt, Stanley Bostitch, is chair, and Mark Kania, ISM Acquisition Corp., secretary/treasurer.

Todd Schutte has been named director of distributor sales & training for BonaKemi USA. Aurora. Co. Enos Farnsworth is now director of new business development; Dee Lenston, training programs mgr., and Kenneth Hintz, regional contractor mgr. for Arizona and Southern California.

Scott Greenhaus, president, VSL, has been elected president of the PostTensioning Institute, Phoenix, Az.

Pat Manley, president, JohnsonManley Lumber Co., Tucson, Az., accepted the Trade Partner of the Year Award from the Southern Arizona Home Builders Association.

Clint Bowers, Braided Accents, Hayden, Id., just returned from a l0-day trip to China.

Phil McCrackin has been promoted to product specialist for caulks and fillers and Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Depot Employee Arrested

An employee of Home Depot, Yuba City, Ca., has been arrested on charges of embezzling $2,000 from the store.

Edna Marie Chavez. 42. was later released after posting $10,000 bail. She allegedly took refunds for falsely returned merchandise.

Two Coat Exterior Prime

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

Superior Wood

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

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, Lengths and finishes. Whether the project catts for 51S2E or S4S. we offer [engths ranging from 16' to 20'. Pattern stock is atso avaitabte. 1x4 - tx12 s/ay A,s/ax!l

The Finest Stock, The Best Coating

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

Green Building Can Pay Off

Going green can boost profits, according to a recent survey of 250 homebuilders. A majority said they purchase and use green products because they are requested by homebuyers-who are willing to pay ll25Vo more for green-built homes.

"It's becoming more in demand as the consumer gets more educated," said Sam Peterson, Enerbilt Corp., Salt Lake City, Ut., which specializes in energy-efficient building systems. "There's a natural resistance to change within the building industry. It's challenging to find the right people."

Nearly all of the builders surveyed intend to incorporate more green building materials and processes this year. However, just 5l7o of those same builders currently use green products or practices regularly-due to price and availability. About 60% currently market some of the homes they build as green homes.

"This shift in behavior and purchasing patterns confirms just how significant the green building movement is," said Sara Gutterman, c.e.o. of Green Builder Media, which conducted the survey. "As demand

increases for green products within both the consumer and trade market, manufacturers will respond by accelerating research and development,

OSH Adds Enviro Logo

Orchard Supply Hardware, San Jose, Ca., has introduced a new "Earth Friendly" logo to help customers at its 85 California stores identify products that are energy efficient, biodegradable, recyclable, organic, or less toxic.

"We know that many of our customers want green products for their homes and gardens," said president and c.e.o. Rob Lynch. "As part of our commitment to offering excellent service to our customers, we want to help them identify their options by bringing attention to these products."

For years, OSH has been carrying green products and participating in environmental programs, including fluorescent bulb and rechargeable battery recycling, product rebates, and pollution-

which benefits both the environment and home buyers."

Rebecca Flora, executive director of the Green Building Alliance, agrees: "Economic forces are fueling growth in the green building industry.

OSH'S new logo willbe used both in-store and in advertising and oiher customer-outreach material.

reduction education. Lynch said, "We have partnered with relevant organizations in our communities in an effort to offer customers easy ways to help the environment."

Green building has evolved from a grassroots movement to a thriving industry that is delivering substantial and sustainable results."

"Consumers not only want to be more environmentally responsible, they want performance-something that ages well," said Abby Mages, cofounder of Environmental Building Supply, Portland, Or., whose sales have risen 2O-307o annually for the last five years. "The green building material market has a lot of strength and is finding a more mainstream audience," she said.

One reason consumers will pay more is that green building saves energy and money. "If your new green home costs $5,000 more than a typical home, your payback period is approximately four years if your home saves you about $100 a month in utility bills," said Matt Belcher, founder of Missouri-based Belcher Homes, which has been building green since 2005.

"Consumers want to go green, but they also want choices, and they want to make sure that any additional costs are paid back in a reasonable amount of time through energy bill savings," said Ray Tonjes, a custom builder in Austin. Tx.. and chair of the National Association of Home Builders' green building subcommittee.

Creating the first national standards for green homebuilding is the goal of a new partnership between the NHAB and the International Code Council. The new standards will build on the association's Model Green Home Building Guidelines, which were published in 2005 and now form the basis of more than 15 state and local green building programs around the U.S.

"NAHB has long recognized many of its members as leaders and innovators in building green homes, but their efforts were local and without any

regional or national reference," said NAHB president David Pressly. He added that member-builders "have proven that a voluntary, region-specific, flexible program can be both truly green and also allow for innovation."

"Strong, durable homes that are safe and affordable have a smaller impact on the world's limited resources," said ICC president Wally Bailey. "ICC is committed to educating our members on green building and participating in activities with other organizations that will assure green building practices are sustain-

able, safe and affordabls.

The U.S. Green Building Council, which will release its own guidelines for homes this summer, supports the partnership and has already expressed its interest in becoming a member of their standards committee."

Clearly, green building is a trend that won't be going away. "It's a growing trend," said Mike Frisoni, owner of Annadel Building Solutions near Mancos, Co. "A builder who just builds to code is doing the bare minimum to be legal Builders should be looking to go beyond that."

DOMESTIC SALES:

Jerry Long, Michael Parrella, Bruce Keith, Janet Pimentel, Pete Ulloa, George Parden, Vince Galloway, Steve Batick, Chris Hexburg.

INTERNATIONAL SALES: Nestor Pimentel, Oscar Portillo.

Event Hits Redwood Country

An equipment show, logger classes, portable sawmill demonstrations, historical displays, and high school forestry competitions are among the dozens of activities at this year's Redwood Region Logging Confer-

ence March 15-17 at the Fairgrounds in Eureka, Ca.

A golf tournament at Beau Pre in McKinleyville will start the event, with lunch and awards to follow. That evening, a "Dancing with a Logger" competition will be held, featuring a

Sudoku

beer and wine tasting . Prize money will be donated to the winner's favorite charity.

A "Gin Fizz and Moose Milk" breakfast starts the second day. Keynote speaker Jim Brown, c.e.o. of Green Diamond Resource Co., will discuss this year's theme of "Trees and Technology for Tomorrow" and present several RRLC awards.

At the "Jack and Jill" social and vendor appreciation party, chainsaw carvings will be auctioned. The "Timberman's" banquet and annual achievement awards presentation ends the event, complete with silent and live auctions and dancins.

News Briefs

(Continued from page I 8)

single-family starts decreased 11.ZVo to a 1.1O8-million pace, while multifamily dropped 24Vo ... regionally, starts plunged 28.5Vo in the West ... permits slipped 28Vo ...

American Standard Cos. will separate its three business unitsselling its kitchen and bath products division, spinning off its automobile components division, and retaining its air-conditioning division, but renaming itself Trane

Instructions: Fill in the grid so that every row, every column, and every 3x3 box contains the numbers 1 through g once. Therefore, each number in the solution will be unique in each of three "directions."

The solution is on page 63

Universal Forest Products added a new color, Sienna, to its Latitudes composite decking and railing line ...

Fence Specialties, Oceanside and Riverside. Ca.. is now distribl.:ting Trex Seclusions privacy fencing...

Allied Building Products is now distributing Sika Corp. sealants and coatings

Johnson Lumber Co., Morgan Hill, Ca., was named Business of the Year by the local Chamber of Commerce ...

United Coatings, Spokane, Wa., won a 2007 Exporter of the Year Award from ThinkGlobal Inc.

Anniversaries: Builders Supply, Palm Springs, Ca., 80th Georgia-Pacific Corp., Atlanta, Ga., 80th ... Columbia Forest Products, Portland, Or., 50th.

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Hot tips for cold calls

By Lenann McGookey Gardner

f OOKING to expand your client I-lbase'l You can put your website out there-but they probably won't see it. You can do search engine optimization-but the rules for that seem

to change daily, and most businesses are in categories that are populated with thousands of competitors.

You can do mass email-but most people delete, without reading, dozens

of emails daily. You can do direct mail and, if it's clever enough, it might be looked at. The percentage of people who act on it, however, is likely to be tiny. Or you can simply call.

While many professionals avoid cold calling, it can be highly successfulif you approach it with the proper attitude. In cold calling, your goal is to get appointments-to arrange to be face-to-face with someone who might spend money with you. Sales research tells us that more face time and phone time with people who can buy what we're selling equals more sales. Here's a guide to cold calling success.

Escape your fear of rejection

Remind yourself that any rejection you receive is a rejection of the interruption your phone call represents, not of you personally. Many people reject because they have been burned by cold callers and telemarketers in the past. Don't allow yourself to take their coldness personally.

Don't get cold, tough or pushypeople hate that. In your call, start with a Clean Heart Position: a sincere desire to see your prospect get what he wants, whether or not he gets it from you. You're in business to be of service, and if you can help, great. If you can't help, that's fine, too, and be sure to say that you appreciate his time.

Create an optimal call structure

Once you get the prospect on the phone, you have to pique her interest. Begin by saying something provocative, and ask her a question that is designed to reveal a challenge she may be facing. For example:

"I'd like to speak with you about how your firm can acquire many more new clients this year than in any year

before. Is adding clients a priority for you, Ms. Jones?"

Leave an enticing voicemail

If you miss the specific person you are trying to reach, leave a voicemail. Make sure that it is something likely to interest him and encourage a call back. Deliver the voicemail about as loudly, and at the same speed of speech, as the prospect's outgoing voicemail message. The last word of a voicemail is always your prospect's name, not "goodbye." For example:

"Ms. Jones, this is Lenann Gardner, and I'm calling because I'd like to speak with you about how your firm can acquire many more new clients this year than in any year before. This will take only a few minutes. Please give me a call at (505) 828-1788. Again, this is Lenann Gardner at Gardner Consulting, and my number is (505) 828-1788. Hope to speak with you soon, Ms. Jones!"

If she does not return your call after 24 hours, call again. Wait another 24 hours for your two messages to be returned. If you don't hear from Ms. Jones, leave one final message.

Write 4.. compelling email

If you've left three voicemails, each one day apart, you have maximized the likelihood of getting a return call. If you don't receive a callback, do one more thing: about 24 hours after leaving your third voicemail, email your prospect. Use much of the same wording from your voicemails, and consider doing the email in slightly larger than normal type, so it stands out. If you've phoned for three days running, left an email on the fourth day, and still get no response, assume your prospect has no interest and move on.

Keep focused

If you happen to speak with your prospect, remind yourself of your Clean Heart Position-be interested in your prospect rather than just advocating for him to buy your services. Selling is not giving a speech about your services. Instead, selling is about inquiring about your prospect, honestly expressing an interest in him, and remembering that you are there to be of service, or, if you can't be of service, getting out of the way so his day can move forward.

The most important thing to listen for. when talking with a prospect. is

pain. Pain consists of things that are going wrong for him today, have gone wrong for him in the past, may go wrong for him in the future, or he has heard have gone wrong for others in similar circumstances.

When you hear pain, ask a question about it. especially ii it is in an area that might be helped by your service or product. Whatever he responds, make sure he knows you heard, even if what he said is "negative."

"So, Mr. Smith, it seems as if, right now, you're satisfied with the firm's status, and don't feel a need to make a special effort to attract new clients. Is that it?"

Don't forget your objective

Remember that the goal of the call is to set an appointment, not to sell yourself or your services. Prospects will balance the potential benefit of a brief meeting with the investment of their time, and decide whether to make that investment. Your goal is to get a meeting date and time on their calendars before you hang up the phone.

- Lenann Gardner is a sales consultant and author o/ Got Sales? The Complete Guide to Today's Proven Methods for Selling Services. Reach her at lenann@ youcansell.com or (505) 828-1788.

Ace Notches A Banner Year

Last year was a good one for Ace Hardware Corp., Oak Broc'rk, Il., with net sales of $105.5 million, up 5.1% liom the previous year.

Domestic revenues rose 6.27c. as the chain opened 188 new stores in the U.S.-more than one every 48 hours. Sales in thc Pacific Northwest were supported by the opening of a new 80,000-sq. ft. retail support center and distribution warehouse in Moxee. Wa.

International revenues increased 13.3Vo. To better serve its international retailers, the co-op opened its first overseas warehouse, in Shanghai, China-the new location of the buying office of Ace Global Distribution, previously located in Hong Kong.

"Our strong results for 2006 show that our growth strategies are indeed helping the company and our retailers." said Griffith. "We continue to make investments in initiatives to support our retailers."

Depot Increases Staffing

Home Depot will add about 15,000 new employees this spring, about the same number added last year.

The main focus will be on skilled workers, for the chain's electrical, plumbing, millwork, and professional

contracting departments.

About 2,400 people will be hired in the Los Angeles, Ca., area; 2,500 in Atlanta. Ga.; 2,300 in Washington. D.C., and 2,000 in Chicago,ll.

Many of those hired will likely be veterans, who tend to be well trained. exhibit good leadership skills. and have a strong work ethic. According to senior director of staffing Marlon Sullivan, veterans stay with thc company longer than those without military experience.

Stacie Bearden. a Marines veteran and director of delivery for more than 2,000 Depot stores, said that veterans make good employees because they have been tested in ways other people haven't. "You get people who have been tried and true," said Bearden.

Gomposite Lines Expanded

To meet the growing market for composite decking, Trnro Building Products has expanded its composite deck offerings and introduced a complementary railing kit.

Elements decking boards have been reformulated to be stronger and more durable, with a sculpted bottom surface. "The redesigned product enables us to have an entry-level product in the composite decking market that is

price competitivc," said Stephen McNally, v.p.-sales and marketing.

The new 16'- and 20'- boards will be offbred in three colors Cape Cod grey, redwood, and weathered wood.

The new EverGrain Vibrance collection features highlights and random. multicolor accents that emulate

NEW DESIGNER railing kits are offered in seven colors to complement EverGrain comnnqito donkinn

the textures and color variations of real wood. "We believe our customers will be very excited to have such a unique product to offer their decking customers," said McNally.

"Now that composite decking is growing in acceptance and use, unique designs are in higher demand," said Mick Whelan, director of marketing. "This new collection enables Teuro to offer color patterns in a composite board that will provide consumers more creative options as they plan their decking projects."

Also new are railing kits and designer railing to complement the EverGrain line. "The goal is for an installer to be able to assemble a section in less than 30 minutes," said Whelan. "The designer railing is currently more of a decking contractor offering, but kit availability will also make the system more attractive for do-it-yourself projects."

OSH Employees Rescue Co-worker

An employee at Orchard Hardware Supply, Redding, Ca., was saved from a knife-wielding abductor by quickthinking co-workers.

Judith Schmidt, 19, was leaving work after closing time Feb. 16 when she was approached by a man carrying a 9" knife and forced into the passenger side of her car. Theodore Lidgett, a co-worker, heard Schmidt's screams and pulled her from the car. He then hit the assailant several times with the car door.

Another employee, John Maley, chased the attacker to a nearby inigation canal, but he got away.

Nearly a week later, police arrested Joseph William Duncan, 27, on suspicion of kidnapping and assault with a deadly weapon. He was booked into the Shasta County Jail and is beine held in lieu of $100.000 bail.

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

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Elk Composite Decking

Particleboard

MDF

Overlaid Composites

Hardboard Siding Trim

KD Lumber

Pine Boards

Firestone Roofing

Lattice Panels

Hardwood Lumber

FRP Board Tyvek

products

New Decking Treatment

Wolmanized L3 Outdoor Wood from Arch Treatment Technologies reportedly is the first decking product protected by a nonmetallic solution.

(hard red pine), Chatham Shore (longleaf heart pine), and Sandy Neck Prefinished Plank (eastern white pine, southern yellow pine, loblolly heart pine knotty, and longleaf heart pine knotty).

- Please visit www.sntraders.com

Multipurpose Screws

UFO Ballistic NailScrews from Universal Fastener Outsourcins offer the strength and adjustabil-ity of screws, but can be applied with a nail gun.

Intended for out-of-ground use, the product repels water and is resistant to wood-destroying organisms. The EPA-registered formulation penetrates and protects a wide range of wood species and is comparable to untreated wood with resard to corrosion of metal hardware. -

Since the preservative does not alter the natural wood color, a lighr green pigment is added so treated and untreated wood can be distinguished.

- Please contact (770) 801-6600 or visit www.wolmanizedwood.com

Timeless Hardwood Flooring

The Timeless Collection from Sandy Neck Traders captures the charm and beauty of vintage hardwood floors.

Offered are Olde Cape Tavern (extra-wide eastern white pine), Traditional Barnstable (eastern white pine plank shiplap), Cape Vineyard

The fasteners reportedly are ideal for composite decking, ACQ treated decking, and subfloors. Special coatings like PT2000 with zinclnickel alloy and UnStain Thermo Diffusion Galvanization can be added for use with treated lumber.

- Please visit www.9l l-nails.com

Greener Siding

Weatherboards and ColorMax fiber cement sidings from Certainteed have been enhanced with a patented sreen formula.

environmentally friendly, lighter weight, and lower density. Unchanged is the siding's grain and texture.

- Vi sit www .ce rtainte ed.c om

Eon Goes Ultra

Eon Ultra is CPI Plastic's newest line of mold-resistant decking, railing and claddine.

The plastic decking has a more defined woodgrain and is available in 12' , 16' , and 20' lengths in chestnut and sandalwood. Both Ultra and traditional railings are 6' and come in six colors: cedar, redwood, coastal gray, mahogany, chestnut and sandalwood.

Cladding comes in 12" pieces and six matching colors, with a hanger system that minimizes visible screws and simplifies installation.

- Please contact (866) 342-5366 or visit www.eonoutdoor.com

Petite Screwdriver

A cordless screwdriver from Great Neck is compact and light enough to be operated with one hand.

Included are a 4.8-volt rechargeable battery, a LED battery level inlicator, and four bits.

- Please call (800) 457-0600 or vis it www.greatne c ksaw

A combination of recycled fly ash, Portland cement, wood fiber, and specialty additives makes the sidings

and remains elastomeric for normal expansion and contraction of wood flooring.

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

Termite Resistance Foam

Associated Foam Manufacturers now offers a termite resistant treatment for its structural insulated oanels

Fastener With Protection

Simpson StrongTie's SDS Screw features a patented 4CUT tip that reportedly keeps wood from splitting durins installation.

Co-rrosion resistance is provided by a new double-coat barrier finish, making the fastener ideal for interior, exterior and pressure treated wood.

- Please visit www.sffongtie.com

Environmentally Sticky

DriTac's 7500 Eco-Urethane is a solvent-free, moisture-cure wood flooring adhesive with zero VOCs.

The product contains no water and provides a permanent bond on most green flooring materials.

Available in 2- and 4-gallon containers, it reportedly is non-slumping

and insulated concrete forms.

The Perform Guard treatment contains no formaldehyde, CFCs, HCFCs

or HFCs, can be recycled, and may contribute to Energy Star and LEED rating system criteria.

- Please visit www.r-control.com

Better Hiding White

FloodPro's True White solid color finish is a brighter, non-yellowing white for better hiding and faster drying on most exterior surfaces.

The finish is fortified with E-B Emulsa-Bond, an additive formulated for superior adhesion that reportedly works well in both hold and cold climates, as well as high humidity zones.

- Please call (800) 321-3444 or visit www.flood.com

Let The Sun Shine ln

Windows and doors from Kolbe & Kolbe Millwork are now available with LoE3-366 slass.

UV rays, yet its clear coating allows natural daylight in. A variety of colors, exterior profiles, and decorative options are available.

- Please visit www.miwd.com

lmproved Gypsum Sheathing

Temple-Inland's StructGuard TS structural sheathing is a mold-iesistant, exterior gypsum sheathing. Manufactured with antimicrobial additives, waterinhibiting facers, and beneficial vapor permeability, the sheathing protects against moisture-related wall damage. Both standard and fire-rated formulations are available.

- Please call ( 800) 23 I -6060 or visit www .temple .com

Certified by the National Fenestration Rating Council and in compliance with Energy Star, the glass reportedly reduces unwanted solar heat in the warm months and offers superior insulating qualities in cooler months.

It also blocks 957o of damaging UV rays and 96Vo of infrared heat.

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

Protective Glass

MI Windows and Doors has a new line of cellular windows with Low-E glass.

The glass reportedly blocks the sun's heat and 95Vo of

Fastener Display

A ooint-of-sale merchandiser for Decklok anchoring system is now available.

Siding That's Stood the Test of Time.

If Paul Revere's house. sided with cedar, has withstood Boston's elements for over 300 years, think of how great Mary's River Westem Red Cedar will perform on today's home. Mary's River's precision milling, quality control and outstanding sales support ensures success with any cedar project.

The new display emphasizes that residential building codes require that post-to-deck connections be able to withstand 500 lbs. of lateral force. Decklok promises to securely connect posts to decks and decks to home structures, preventing deck pullout and collapse up to 4,000 lbs.

- Please visit www.deck-lok.com

Engineered Corbels

Quattro Corbel is an engineered, appearance-grade corbel that can slide on or attach directly to rafter tails or outriggers.

Each one is kiln-dried, fingerjointed and laminated to minimize twisting and splitting-then primed to prevent warping and shrinkage. A variety of standard profiles or custom order are offered.

- Please contact (877) 546-6808 or visit www .quattrocorbel.com

Composite Fencing

TimberTech FenceScape is made from reclaimed wood fibers and pure plastic resins for easy maintenance.

A patented steel-reinforced rail provides strength and helps prevent the potential creep associated with tempera-

warranty is included. The unit was designed to be quiet, plus it can easily be switched from single phase to three phase. Multiple voltages can be accessed with a turn of a switch.

- Vi s it www .tr itonpow e r .c om

Quick Concrete Repair

Garon Product's Traffic-Fast is reportedly easy to use, mix and pour for shallow-crack concrete repairs and sets up in as little as two hours.

The product's high-bond liquid polymer reportedly has higher impact resistance so it can withstand industrial use. It was formulated for loading docks, shipping-receiving platforms, bridge decks, and warehouse traffic lanes.

- Call (800) 63 1-5380 or visit www.garonproducts.com

ture changes or long-term load.

Six and 8-ft. lengths in Mountain Cedar contain UVinhibiting pigments that minimize fading.

- Contact www fencescape.com

Mobile Generator

A John Deere rental-grade mobile generator from Triton Power can be used on construction sites or as a backup power source for a facility.

An aluminum rust-oroof enclosure and built-in fuel tank allows up to 48 hours of operation. A two-year, 1,500 hour

Solid homes. Solid value.

There are a lot of good reasons for using LP Engineered Wood Products. They're light, they're strong, they're easy to install, and they build the kind of solid houses that keep homeowners happy...adding up to greater profitability for you. For more information on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

Ticking time bombs

Buy-sell aseements or reasonable resolutions?

By Z. Christopher Mercer - Part

ll /[OST privately owned compaIYlnies have buy-sell agreements. Yours probably does as well. They call for the purchase, either by other shareholders or by the company, of shares owned by a shareholder upon certain "trigger" events, such as when employees quit, are fired, retire, become disabled, or die.

These events are called trigger events because when they happen, it sometimes feels like there's a gun to your head. It is critical that your company's buy-sell agreement functions like you and the other shareholders would like it to when a trigger event occurs. Unfortunately, most do not.

Many buy-sell agreements are written to call for an appraisal process when trigger events occur. Sometimes, agreements call for a fixed price to be updated periodically by the shareholders. Many of these fixed price agreements, in the often likely event that the price is not updated, also call for an appraisal process.

You're probably familiar with the process in your agreement. While there are many varieties of processes, a typical process can be described:

Following a trigger event, the shareholder selects an appraiser and the company selects another. They both provide appraisals. If they are within ljVo or so of each other, the concluded price is the average of the two. If not. the first two appraisers select a third appraiser who then provides a conclusion.

One way or another, the third appraisal mentioned above brings resolution to the process, either by averaging with the other two, by averaging with the one closest to it, or in some other fashion.

If this process seems fairly straightforward, don't let it deceive you. While it may appear clear-cut, it does not contain sufficient information for a business appraiser to work with. Where there is ambiguity, there are

problems. Because ambiguity abounds in buy-sell agreements, far too many valuation processes turn into disasters for the participants, gobble up enormous amounts of time and money, and create great emotional angst for all.

If you want your buy-sell agreement to provide a reasonable resolution when trigger events occur, six things need to be included to define the valuatior? process and ensure a good business process.

Standard of value. This is a valuation term relating to the overall type of value. Fair market vqlue is a common standard used in buy-sell agreements noting the hypothetical price at which willing buyers and willing sellers, both reasonably informed and neither with compulsion and both with capacity, engage in a transaction. If your agreement says something else, be sure you know what it means and that appraisers will interpret it similarly.

Level of value, The so-called level of value concept relates to the particular kind of value your agreement specifies. Do you desire that the price be that of a nonmarketable minority interest, or a pro rata share of the value of the business? Or should the value be that which is obtainable in a sale to a strategic buyer? Many agreements try to specify this concept, but fail to obtain valuation advice. Lack of clarity on this point will create great confusion and busted valuation processes.

The "as of' date, The "as of' date is the valuation date. You wouldn't think there could be confusion on this point, but a number of agreements fail to specify the "as of" date clearly. Imagine the problem if two different appraisers interpret the "as of'date to be different dates, significantly apart in time. Your agreement needs to be crystal clear on this point.

QualiJications of appraiser:s. Many agreements call for each party to retain the services of "a qualified appraiser." The qualifications of the

appraiser(s) need to be specified in your agreement. You may want to designate specific industry experience; however, be aware that some industries are so small or discrete that there are no real industry experts.

Appraisal standards to be followed. Most of the major business appraisal organizations have recognized appraisal standards for their members to follow. Ensure that all appraisers follow the same set(s) of standards, otherwise confusion and misunderstanding can easily occur.

The fanding mechanism. While the funding mechanism is not normally involved in defining the valuation, it is important to establish the funding mechanism for your buy-sell agreement. This may be as straightforward as defining the terms of payment, including the specification of the terms of any note that would be required. However, this requires careful consideration, especially if you have other debt on your balance sheet.

The time to act is now, before a trigger event. As a first step, dust off your agreement and reread it. A good rule to guide you when reading it is this: If you don't understand it, don't stand for it!

Consult your attorney and other trusted business advisors about your agreement. If there's something wrong with your agreement, it is not a matter of blame-it is about dealing with potential problems so that when trigger events occur, the process will work as all parties intended when it was signed. Hopefully, your advisors will consult the services of a qualified appraiser to help work through the business and valuation provisions.

- Z. Christopher Mercer, ASA, CFA, is founder and c.e.o. of Mercer Capital, a national business valuation and investment banking firm, and author o/ Buy-Sell Agreements: Ticking Time Bombs or Reasonable Resolutions? Reach him at ( 800) 769-0967 or www.mercercapital.com.

INTERNATIONAL Builders Show was held Feb. 7-10 in Orlando, Fl. (1) Phil Lail, Ted Gething, Brian Orchard. (2) Paul Turner, David Brandenburg. (3) Sandi Simon, lris Lynne Sherman. (4) Cees de Jager, Reed Brunson, Ed Burke. (5)Joe Ragsdale, Brian Buck, Chris Bruce, Mike Phillips. (6) Bo Snell, David Mattly, Garnett Douglass. (7) Kellie Schroeder, Melissa Leal. (8) Mike Gori, John Junod, Danny Thomas. (9) Cathy Kaake, Kim Drew,

Stephanie Miller. (10) Tom Horvat, Doug Fenwick. (11) William Velin, Pedes Melin, Frank Vianello. (12) Jeff Peny, Steve Arnold, Tom Koch, Kim Pohl, Jeff Borys. (13) Michael O'Dell, Carol Kelly, Lee Nelson, (14) Kevin Hayes, Karyn Beebe, Greg Cisewski. (15) Anna & Brad Andvik. (16) Melanie Strachan, Palrick Shabal, Dave Drapeau, Peter Luciani. (17) Randall & Kim Bichards, John Gallagher (Continued on next two pages)

9onderosa & Sugu. Sn*

9n."r,"" &our . SGmtock

9ouglas t"(Etrite Sr

{R"o*ood . 9vwood

El Louise Waldron - Pat Hunter Waldron Forest Products 4227 Sunrise Blvd., Ste. 100 Fair Oaks, Ca.95628 Fax 916-966-1573

{.916\ 966-0676

Mike Palmer - Grants Pass, Or. Fax 541-474-6975

(s41) 474-3080

BOLT wOOn TnnArt

Treating Services Only (TSO)

ACQ CA-B BORATES D-BLAZE' ACZA(CHEMONTTE) CCA Treating Drying Services (KD, KDAT) Staining (Browntone) Rail Siding (BNSF) :+oo p"cn""?1T,l R1l,'iT'J.#.?31 n' u, WWW.THUNDERIZED.NET

Sacramento. CA Sales Offices

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

bobpalacioz @ sbcglobal.net

"We Treat Wood

Wood

(503)936-9976. Fax (503) 492-1355

thunderboltnw @ verizon.net Tfeating Services Since 1977

NATIONAL Association of Home Builders sponsored the recent builders show (continued from previous page):(1) John Long, Tom Braun, Brent Gwatney, Brian Betz. (2) Randy Tenill, Rick Sander, Craig Young. (3) Larry Boyts, Gary Wright, Jerome Kolosky, Mel Shields. (4) Zach Fornuto, Harry Hoffman, Carol Lyn Groce, Tim Taylor, (5) Stokes Wallace, Jeff Richards, Don Hayes, Bob Edwards. (6) Jeff Vivian, Shaun Webb. (7) Perry Lee, Chuc( Cas ey. (More photoi on next page)

Right"...Quality

BUfLDERS SHOW (confrnued from two previous pages): (1) Paddy Rouleau, Julie Boucher, Keith Ball. (2) Ryan Kaelin, Mike Moran. (3) Kathy Balsamico, Michael Johnston, Martin DeGore. (4) Don Simon, Louis Poliquin, Ulrich Vohwinkel, Nsimba Kinuani, Andrew Dingman, Peter Krihak, Albert Renaud, Jean-Marc Dubois, Tony Saad. (5) Mirco Walther, Jon Hanson. (6) James Malone, John Atkinson, John Scrymgeour, Gayle Malone. (7) Roy Burleson, Dermot Ennis, Tim

Lyons. (8) Arlen Ness, Brian Ellenberger. (9) Randy Roedl, Tom Baker. (10) Sheryl Grimm, Darrell Hungerford. (11) Waller Jones, Richard Angelo. (12) John Burkhart, Joe Belden, Dave Peterson, Sammy Sturkie. (13) Neil Woychik, David Craine. (14) Teny Ferguson, Julie Freeman. (15) Gary Dunn, Nancy Allen, Tommy Manshack. (16) Bill Tucker, Glenn Eberle. (17) Trent Gofers, Jamiee McFadden, Mike Pidlisecky.

literqture

Flooring How-To

Wood Floor Care Guide, covering preventive maintenance, daily cleaning tips, how to identify different wood finishes, and how to repair solid hardwood flooring, is $ l0 or can be downloaded free from

NOFMA: The Wood Flooring Manufacturers Association, (90 I ) 526-501 6; www.nofma.org.

Dynamic Railings

Updated brochures on Novaline wood fiber railing systems and on the reengineered Endurance vinyl porch posts are free from Railing Dynamics, Inc., l35 Steelmanville Rd., Egg Harbor Twp., N.J. 08234; (800) 4881 245 www .rdirail.com.

Gonstruction Con nections

A new QuickBuild full-line catalog is available in print or CD from BMD by calling (800) 545-0365 or emailing quickbuildcatalog @bmdusa.com.

Customized Doors

Brochures on bookcase doors, custom roll-up doors, and custom accordion doors are free from WoodfoldMarco Mfg. Inc., Box 346, Forest Grove, Or.91116, (503) 357-71811' www.woodfold.com.

Painting Pros

New Plug & Paint Technology

Kills the Buzz Gun Category, describing HVLP spray stations, is free from Earlex Inc., 8261 Hwy . 73, Ste. F, Stanley, N.C. 28164; (888) 783-2612; www.earlex.com.

The Big Blue

The annual Blue Book of Building and Construction is free to buyers of construction-related products from Contractors Register, Box 500, Jefferson Valley, N.Y. 10535; (800) 43 | -2584; www.thebluebook.com.

Green Building Guides

Home Builder Guidelines, LEED vs. Green Globes, The Role of Life Cycle Assessment, and Using Wood to Fight Climate Change are included in

a series of wood and green building fact sheets available in print or as downloadable PDFs from APA, 70ll S. 19th, Tacoma, Wa.98466; (253) 565-6000; www.apawood.org.

Doors Above

Residential, commercial and industrial overhead garcge door booklets are free from Safe-Way Door,38l4 E. U.S. 30, Warsaw, In. 46580, (574) 267 -4861 ; www.safe-waydoor.com.

(Continued on nert page)

GUARDIAN Building Products held its 2007 spring market Jan. 28-30 at Paris Las Vegas Casino & Resort, Las Vegas, Nv. (1) Harold & Pat Bumby, Charles Hale Jr. (2) Jeny Haas, Rob Jolliff. (3) Roy Burleson, Steve McAlevey. (4) Brad Marks, Michael Tucker, Steve Lillard. (5) Brent & Shannon Jensen, Curtis Crane. (6) Pete Bloomer. (7) E.J. Ouellette, Jim Dudley, Bob O'Neill. (8) Chris Weston. (9) Bob Swanson, Jay Levy, Mary Swanson. (10) Jason Dozier, Jody

Solesbee, Bob Branand. (11) Pat Maurath, Bonnie Baalmann, Jo Baalmann. (12) Ron Tassin. (13) Frank Fazzio, Dee Marcus, Mike Manguno, Wally Poole. (14) Mirco Walther. (15) Jay Wrenn, Milledge Wells. (15) Roy Jewell, Rex Arena, Bill Thomas. (17)John & Lori Stenerson, Linda & Dave Fuhrman.

ON GUARDIAN (continuedl: (1) Richard McMullan, King Bentley, Theresa Fajardo, Ernest Williams. (2) Rob Barnes. (3) Jeff Kern, Ben Lawless. (4) Angel Medina, Robert Groeinger, Bob Edwards. (5) Dan Baillargeon. (6) Dan Williams, Ken Root. (7) Jamie Millions. (8) Bankin Gugaria, David Humphreys, Dan Wood. (9) Bick Hogue, Harold Baalmann. (10) Linda Priddy, Tom Kyzer. (11) Mike McCarthy, Mattie lvlattox, Ron Sedwick. (12) Todd Hopman. (13) Rene Fiorese, Earnest Thompson, Teri Watson. (14)

Doug Groves, Craig Blakemore. (15) Lany Fitzgerald, Sue Robinson, David Geliske, Earl Johnson, David Case. (16) Kenneth Elliott, Allen Hathaway. (17) Marshall Sokoloff, Jim Topliss. (18) Johanna Van Oeveren, Joe Morales, Sean l\4iller, Tala McDonnough.

ploce

Rates: $1 per word (25 word minimum). Phone number counts as I word, address as 6. Headline or centered copy, $8 per line. Private box or border, $8 each. Column inch rate: $50 camera-ready, $60 if we set type. Send ad copy to Merchant Magazine,4500 Campus Dr., Ste.480,

Newport Beach, Ca. 92660, Fax 949-852-023 l, dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th of previous month.

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

LUMBER SALES

We are a wholesale building materials distributor/remanufacturer looking for experienced self-starters with Central California (Nevada) customers. We are growing rapidly, aggressive and provide all benefits. Many in our organization earn substantial six-figure incomes. If you have customers in this area or have remanufacturing/distribution experience, we're offering opportunities with advancement potential to the right individual(s). Please mail your resume to: President, Shamrock Materials, P.O. Box 80128. Portland. Or. 97280. or Fax to 503-2919358.

LAS PLUMAS LUMBER & TRUSS CO.,

LLC. Are you looking to find a career with a company that has excellent benefits including Medical, Dental and Vision coverage?

Available positions include, but are not limited to, Accounting, Credit, Design, Dispatch, General Office, Operations, and Sales. Fax resume to 95 I -685-4195.

EXPERIENCED LUMBER TRADER WANTED

Great opportunity for experienced trader with steady accounts. 607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at rc23', 566-7 100, Lakeside Lumber Products. for confidential discussion.

EXPERIENCED LUMBER TRADERS WANTED.

We are Hardwood and Soft\ /ood log and lumber wholesalers with otfices in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country, OR from our offices in the Toronto area. This is an excellent oppoftunity with a well-established company. We enjoy an OUTSTANDING financial and marketing repuration

For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll atso inv,te you to speak with one of our current trading panners.

Stock/display boards vertically up to 16' long

Divider system uses heavy arms for compartment storage 1-800-992-2824

uqnes

David William "Dave" Blasen. 87. founder of Blasen & Blasen Lumber Corp., Portland, Or., died Feb. 7.

Mr. Blasen earned a Bronze Star for his service in World War II. After the war, he completed his forestry degree at Oregon State and served in the U.S. Army Reserves.

In 1953 he started a lumber brokerage in Portland with a former classmate. Blasen & Granat operated luntil 1974, when the name was changed to Blasen & Blasen. Two years later, the company expanded to a mill operation in North Portland. He retired in 1994.

Mr. Blasen served leadership roles in several organizations, including the North American Wholesale Lumber Association, Portland Wholesale Lumber Association, which honored him as Lumberman of the Year, Oakland Hoo-Hoo Club, and Hoo-Hoo International. which he served as Snark ofthe Universe.

Robert Hammond ttBob" Anderson, 86, founder and former owner of Cascade Lumber Co., Portola Valley, Ca., died Jan. 2'7 inPortola Valley.

Mr. Anderson served in World War II as a Navy pilot in the Pacific. After the war, he completed his degree in political science at Stanford University. Two years later, he started a lumber and logging business that became Cascade Lumber.

He sold the company in 1958 and became an investor, developer, and local politician. His last parcel of unlogged land became part of Big Basin Redwoods State Park, where a road-Anderson Landing-is named after him.

Edmund J. Rea, 89, former owner of a chain of True Value hardware stores in Southern California, died Feb. 12 in Redondo Beach, Ca.

Mr. Rea graduated magna cum laude from Stanford

Solulion

University and served as a lieutenant in the supply corps during World War II. After the war, he started Rea's Hardware in El Segundo. Eventually, he and his wife, Helen, ran eight stores, in Rolling Hills Estates, Redondo Beach, Hermosa Beach and Inglewood.

He also served as president of the True Value board of directors and the National Retail Hardware Association.

He closed the last of his stores in 1998, blaming big-box competition.

Walt Hanson, 80, longtime West Coast lumberman, died Jan. 23 in Bend, Or.

His 60-year lumber career included positions with Louisiana-Pacific and Roseburs Forest Products.

True Value Back On Track

Despite a continuing loss of members, True Value Co. saw its profit in 2006 rise 53Vo to $72.8 million-its fifth straight annual earnings increase and highest total in 18 years.

The figure does include one-time gains, such as $4.2 million from changing its benefits plan and $5.7 million from legal winnings.

Revenue increased 0.37o to $2.05 billion. Comparable sales from stores more than one year old rose l.6Vo,the third consecutive yearly increase.

The co-op has 5,600 stores, down from 6,000 a year ago. At one time, True Value had more than 7,000 members. But in the years since an accounting scandal, more than 1000 retailers have closed or defected to Ace, Do it Best. and other rivals.

lengths

guide

llonn & Crmnn Cnutontn

ABCATA / EUREKA / FORTUNA

BMD.................,..,.. .....,.(707) 444-9666

Britt Lumber C0...... .......(707\822-1779

Simpson Timber Co .......(707) 268-3000

BAKERSFIELD

Pacific Wood Preserving of Bakersfield ........(661 ) 833-0429

CLOVERDALE

All-Coast Forest Products Redwood Empire......,.........,..

SALINAS

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

Bi6 Creek Lumber Co. iPaso Roblbs)..,., .,,1800i 479-7922

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

Bi[ Creek Lumber Co. (watsonvillej....... ......iaooi sqz-ztto

FORT BBAGG Holmes Lumber Co., Fred C ....(800) 849-0523

FRESNO DMK-Pacific............. ......i'559\ 225-4727

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

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

Siena Forest Products (Terra Bella).............(559) 535-4893

iLevel by Weyerhaeuser...........,.......,.,..........(800) 292-0704

MODESTO

Biq Creek Lumber Co. (AtwaterA,lerced)......(209) 356-1433

Co'nrad Wood Preserving Co. .......................(800) 499-2662

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

REODING / RED BLUFF

Gemini Forest Products............,,..,.,.,.,.,........(530\ 223-7440

Pacilic Wood Preserving...........,..,.,.,.,.,.,.,.,..(530) 824-9400

Shasta Cascade Forest Industries, 1nc.........(530) 243-0500

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

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

SACRAMENTO / STOCKTON AREA

Abel Building Materia|s.............,...,.,.,.,.,.,......(209)

Waldron Forest Products..,.,..........

Western Woods, Inc......,...............

Weyerhaeuser Building Materials..

SAN FRANCISCO BAY AREA

(91 6) 966-0676 (800) 822-81 57 (877) 23s-6873

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

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

California Forest Products.........................,,,,(831 ) 634-0100

California Redwood Association....................(41 5) 382-0662

Chemonite Council. ......{650) 573-331 1

Kelleher Corp. (Novato).....,.,..,......................(41 5) 898-1 270

Kelleher Corp. (San Rafael)..,.,.,,.,.,..............(415) 454-8861

North Pacific-No. Ca. Distributi0n............,,....(800) 505"9757

osborne Lumber Co .....(510) 793-3838

Pacific Wood Preservrng..,.,.,.,......................(800) 538-4616

Plywood & Lumber Sales ...(866) 549-9663 (510) 208-7257

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

Simpson Strong-Tie Co. .....(800) 999-5099 (51 0) 562-7775

Van Arsdale-Harris Lumber Co. ....................(41 5) 467-871 1

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

SANTA ROSA AREA

Atessco, lnc. .......... .............(877 ) 283-7 726 (707) 523-0585

Capital Lumber Co. ......(707) 433-7070

Kelleher Lumber Co ......(415) 454"8861

Morgan Creek Forest Products,.,.,.,.,..,.........(800) 464-1601

Nu Forest Producrs.............(800) 371-0637 (707) 433-3313

Primesource Building Products.....................(800) 676-7777

UKIAH / WILLITS

Cal Coast Wholesale Lumber, Inc..........,,.....(707) 468-0141

Penolin-Performance Coalings Inc...............(800) 736-6346

western woods, Inc.........,.,.,.,.,.,.....,............(800) 822-81 57

Soururnr Cnrronrn

Berkot lvlanulacturing C0..................,..,...,,....(323) 875-1 163

BMD (Northridge)... ......(800) 537-7091

California Panel & Veneer.............................(562) 926-5834

California Pre-Stain ......(562) 633-5420

Chozen Trucking C0.....................,.,..,...,.......(562) 427 -5672

Conrad Wood Preservin9..........,....,..,..,,.......(877) 381-2314

Cramer Lumber Co., W.M..,,.........................(626) 445-8556

Fremont Forest Group (Whittie0...................(562) 945-2911

Gemini Forest Pr0ducts.............,.,.,.,.,...........(562) 594-8948

Huff Lumber Co..,..............(800) 347-HUFF (562) 921-1331

lnland rimber co.... ,,....(213) 462'1264

Jones Wholesale 1umber...,...,......................(323) 567-1301

Product Sales Co. ........(800) 660-8680

Hio Tinto Minerals ..,,,.(661) 287-5400

Stepstone, Inc........,......................................(800) 572-9029

Swaner Hardwood.. ......(818) 953-5350

Toal Lumber C0...... ......(562) 945-3889

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

ORANGE COUNW & INLAND EMPIRE

All-Coast

cedar Products 11c..........,.,...,.....,.,..(530) 741-8090

SierraPine 1td...,..,...,..........(91 6) 379-2260 (877) 722-6534

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

StocKon Wholesale ......(209) 946-0282

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

Uniiersal Forest Products.............................(209i 982-0825

LOS ANGELES AREA

MEDFORD/GRANTS PASS

Allweather Wood Trea1ers.......................,...,.(800) 759-5909

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

Norman Distribution Inc.,..,....,.......................(541 ) 535-3465

Pacific Wood 1aminates,..,....,,......................(541) 469-41 77

Swanson Group Inc .......(541) 935-3010

waldron Forest Pr0ducts........................,...,..(541) 474-3080

McMINNVILLE / CORVALLIS / SALEM

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

Forest Grove Lumber C0,,..,..........................(503) 472-3195

Mary's Fliver lumber...........,,........................(800) 523-2052

Royal Pacilic lndustries........,,...............,.......(503) 434.5450

Weyerhaeuser Co. (Albany),.........................1541) 926.7771

GREATER PORTLAND AREA

Adams Lumber, 1nc...........,. (800) 298 -4222 (503) 245- 17 96

B0dyguard...,.......... .......(503) 643.8800

Caffall Bros. Forest Products....................,,.,(800) 547.201 1

Collins Pine Co......,............(800) 758-4566 (503) 227.121 9

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

KLC International,..,.,..,..,....(866) 552-4685 (503) 699-8685

LJB Lumber Sales............,.(800) 552-5627 (503) 620-5847

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

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

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

OrePac Building Products..........,.,.,.,.,..,..,,,..(503) 682.5050

Pacific Wood Preserving...........,.,.................(503) 843.2122

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

Thunderbolt Wood Treatin9...........................(503) 936-9976

U.S. Melal Works................(800) 523-5287 (503) 668-8036

Western Wood Products

Rggrv MouxHgs

FAX to 949-852-0231

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

Name (P/ease print)

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Phone

State

_ Zip

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For more information from advertisers, use the Web site in brackets.

Adams Lumber ..........33

Ainsworth Lumber [www.ainsworth.ca] .............,.......................,.28

Anfinson Lumber Sales [www.anfinsoncom] ............................6, 26

APA-The Engineered Wood Association [www.apawoodorg] ...30

Azek Trimboards [www.azek.com].............. .......,...24

Berkot Manufacturing,.........,. ..........62

Big Creek Lumber Co. [www.big-creek.com]............,,...,,.............15 Bodyguard [www.bodyguard.com] to Building Material Distributors [www.bmdusacom] ...............,....52

Cal Coast Wholesale Lumber California Timberline Iwww.caltimberline.com]......................,...33

Canfor [www.canforcom].... ........4,3l

Capital Lumber Co. Iwww.capital-lumber.com] ..................Cover I

Cascade Structural Laminators Iwww.cascadesl.com] .................45

Colville Indian Precision Pine [www.cippine.com].......................53

Forest Grove Lumber [www.fglco.coml ....,.,.,....,...........-.............21

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] ................3

Forest Products Sales [www.forest-product-salescom] ...............26

Fred C. Holmes Lumber Co................... ...........,....39

Gemini Forest Products [www.geminiforest.com].........................64

GRK Fasteners [www.grkfastenerscom] ..............40

HuffLumber Co.................,.. ..........,54

Ipe Clip Co., The [wwwjpeclipcoml .............................................59

Krauter Storage Systems [www.krauter-storagecom] .....Cover III

L-M Equipment [www.lmsaws.com] ............ .........20

LP Building Products [www.lpcorp.com]......,.................................5

LWO Corp. [www.lwocorporg]................ ..............49

Mary's River Lumber [www.rnarysriverlumber.com] ................53

Maze Nails [www.mazenails.com] .........................23

McKenzie Forest Products [www.mckenziefp.com] ..,.....................7

Norman Lumber [www.normanlbrrcom] ..............13

Nu Forest Products [wwwnuforestproductscom] .......................35

Osborne Lumber Iwww.osbornelumbercom] .................................E

Pacific Cedar Supply [www.lumberguy.com] ,........................,,,',..42

Parr Lumber ............43

Redwood Empire [www.redwoodemp,com] .......................Cover IV

Roseburg Forest Products [www.rfpco.com]

Sierra Cedar Products [wwwsierracedarproductsllc .com].,,......22

Simpson Strong-Tie [wwwstrongtie.com] A4

Simpson Timber Iwwwsimpsoncom] .............-......-.....-............37

Siskiyou Forest Products [wwwsiskiyouforestproducts.com]......41

Stockton Wholesale Lumber.......... .........................45

Sunbelt [wwwsunbeltracks,com] ......,............,.......19

Swan Secure Products [wwwswansecure.com] .............................65

Swanson Group Sales Co. [wwwswansongroupinccom] ............27

Tam-Rail by Tlnrxo [www.tam-rail.com] ...........................Cover II

Thunderbolt Wood Treating [www.thunderized.net] ....-............57

Twin Rivers Cedar Products [www.twinriverscedar.com] .........51

Vaagen Bros. Lumber Inc. [www.vaagenbros.com] ......................48

Van Arsdale-Harris Lumber Co. ................, ...........43

Viance [www.treatedwood.com]..............,.... .............9

Waldron Forest Products .....-.............57

Western Red Cedar Lumber Association [www.wrcla.orgl -.......19

Western Woods Inc. [www.westernwoodsinccom] .......,...............47

W.M, Cramer Lumber [wwwcramerlumbercom]....,.................59

I I I I I I I I I I I I I l--rr-- ---------I 66 Tnn MBncrrnxr MAcAZTNE Mnncn 2007 ..17