Merchant Magazine - March 2009

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Why Builders, Conlroctors, & Homeowners Use MicroPro' Pressure Treoled Wood Products

. The Osmose' MicroPro. Technology is the first treoted wood process to be certified under Scientific Certificotion Systems Environmeniolly Preferoble Producl (EPP) progrom bosed on Life-Cycle Assessment.

. [oh9 Term Field Testing shows thot MicroPro treoted wood provides effective protection ogoinst fungol decoy ond termite ottock.

. Building Code Complionl. ICC - ES Reporls, ESR - 1980 & ESR - 2240

. Lighter, more Noturol Wood Appeoronce.

. tmproved Pointing ond Stoining quolilies.

. Better Corrosion Profection for code-opproved fosteners ond hordwore, ond Approved for Aluminum Conlocl.**

. End Uses include interior ond exterior Above Ground, Ground Contoct, ond Fresh Woter lmmersion.

Since 1934, Osmose has produced quality, tested, reliable wood preservatives such as MicroPro. We fully stand behind our products and back them with industry leading warranties.*

For more informolion visif www.osmosewood.com

The MicroPro Treoled Wood Process is certified under SCS's Environmentolly Preferoble Product (EPP) progrom bosed on Life-Cycle Assessmenl.

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Itlicrcnired prc$urc fieo|ed wood ftnolly onives on the Wect CooC

Treoter begins offering 0smose's MicroPro{reoted wood to the Pocific Northwest.

Solec oids: Colifomio redwood prcdutts ond plont eodel lo find

Eurekol Dlscover prcfitr wilh hidden deck fogtenen

Itlew grcen misrion: Iexos-bosed distributor rclb out ceilllled prcdud

Slowdorm llnolly catcheg up to wertem edor

Soruing 13 Wostem Slates, IncludlngAL.k .nd lLw.li

(SbEt publication Suilding Products Digest sefles ne East)

PUBLISHER Alan 0akes (aloakes@aol.com)

PUBLISHEB EXIERITUS David Cutler

EI)|T()R David Koenig (dkoenig@building-products.com)

ASS0CIATE EDIT0F Karen Debats (kdebats@buildin0-products.com)

CO}ITRIBUTIIIG EDIT(IRS

Dwight Curran, James 0lsen, Carla Wddemar, Jay Tompt

A0 SALES ilAl{AGER Chuck Casev (ccasey@building-prodticts.com)

ClRCUl.ATl0ll Heather Kellv (hkelly@building:products.com)

ADtrllllISTRAT|0ll DIRECTORAECRETARY Marie 0akes (mtpoakes@aol.com)

How to Advertise

Conhcl our adycdisino oflices l0r ralos: llrEST, MIDWEST, S0UTHEASI: Chuck Casey, Newport Beach, Ca.; (949) 852-1990; Fu 949-8520231; Email ccasey@building-products.com

II0BTHEIST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ comcast.net

How to Subscribe

Gonlacl Heatior al (949) 852.1990

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#pt'f*:

MicroProi fft€€ts the demond for green building producls. The Csmose MicroPrc technclcgy is the flrsi treote d wood process 1c be certifled under SCS's Fnvircnrnentolly Preferoble Product (EPP) prcgrcm bosed cn Life Cycle Assessment.

Bef ter ccrrcsicn resistonce f or code Cpprove| fosteners cnd hordwcre, ond cpproved for clut-t-rinunr ccntcci.'o*.

End uses lnclude interior ond exfertor obove grcund, ground ccnloct, onC fresh woier immersion.

TreoteC wocd wcrronty Progrcms."

Building code conrpliont.

ICC-ES Repcrt, FSR l9B0

MicroPro treotecJ wooC products ore cvciloble in decking cnd occessories, ond ground contoc'l dimension lumber.

wEB srrs: www,TUFboard. net

E-MArL: tufboard6inteplast. com

rat:800-452-2lU Exr2

Oh dear, what can the matter be!

That headline used to be the start of a song we sang in kindergarten in England long, long ago. Certainly, it could have been a valid headline for any of the past many months. As I travel, a number of readers have thanked me for trying to be positive through these tough times, but I have to say that over the last several months it has become a stretch, as we've seen the economy go from bad to worse.

There are very few of us who have not been impacted either at work or home with current realities. It simplv defies logic that so many super-inteiligent economists and people in our government cannot understand that. with all of us in retrenchment, whatever is done must change the national psyche from "don't spend" to a confidence that "it's okay to spend." Until that changes, we are in for trouble. Some of you may remember my first columns after September 11,2001, when I indicated we needed to go out and spend. And spend we did, leading to three to four years of a very healthy economy. Unfortun ately, everything got overblown, leading to the current debacle. But, frankly, we need a similar uturn today. Yet we have all been squeezed of our net worth, so we do not have access to funds to go out and do the same thing today.

As I write this column, the stimulus package has not yet been passed, and there is a one-sided debate of what it should include or not include. But iust about everyone I know has zero to little confidence that it will work in its current format. For me, I cannot see anything that will make me feel better, because too much of it will take too long to implement and fails to deal with the problems of this industry, which I believe is the key to changing our national psyche. In England we used to say an Englishman's castle is his home, and I believe that to be true here, too. However, one home is going into foreclosure every 13 seconds.

Enough saidl

I understand that 64,000 U.S. companies filed for bankruptcy in 2008, and that is expected to rise to almost 100,000 this year. The issue we all face is that this is a downturn very different from the normal economic downturn we have seen before, in that it is a credit crisis and it is impacting just about everybody-corporate and private, in every industry and every country. This is the time when that apparently healthy competitor can go out of business next month. When customers no longer return calls. Inventories are cut or are non-existent. Getting paid is a problem. And the banks that told you how important you were are pulling the plug and cutting credit lines.

It is in these times when all the flaws in your business model are exposed. If you do not take steps to correct the flaws, the problems will eventually put you out of business. No business, even wildly profitable ones, are absolved from understanding that everything is now off the table. As I have said many times in the past, no one gets business by right; it has to be earned each and every month. As the tide turns. and it will. many companies will look nothing like they did going into the recession. Indeed. this is the time when new market leaders will evolve. Customers will have a different set of expectations. You will need to be different, too. And therein lies an opportunity for each of us.

The deep and fast changes that many of us have had to take actually bode well for the future as a rebound takes effect. It doesn't make us feel any better right now and will be painful even for those that survive, but you will be well positioned for fast growth hopefully later this year or early 2010.

And to all our readers and advertisers, I'd like to say we here at Cutler Publishing will do everything we can to help you. Please call me personally with your ideas and thoughts. We serve with thanks and we serve with humility in your support of our magazines.

Micronized treated wood introduced to the West Goast

ITIHREE vears after its launch in the .1 gurt"- U.S.. "micronized" treated wood has finally arrived on the West Coast.

Western Wood Preserving Co., Sumner, Wa., has begun using Osmose's MicroPro technology, which reduces the copper content to solid, "sub-micron" sized particles. The process creates a treatment that is corrosion-resistant for code-approved fasteners and hardware, enabling MicroPro treated wood to be used in direct contact with aluminum.

MicroPro has become so popular so quickly that it is now sold in over 4900 home centers and lumberyards, and competitors have since rolled out similarly altered preservatives, such as PhibroWood's Sustainwood micronized copper azole and Arch's Wolmanized dispersed copper azole.

Yet while more than 75 treating plants are currently offering MicroPro products, the only western sites are Universal Forest Products' facility in Windsor. Co.. and Simmons Wood

Treating in Albuquerque, N.M. Both plants use southern yellow pine.

"For our company to use the MicroPro technology, it had to be formulated to treat western species such as hem-fir," said Western Wood Preserving Co.'s Mike Reimer.

WWPC received third-party approval to treat hem-fir wood products with MicroPro, which it will use primarily on kiln dried dimension lumber to distribute thoughout the Pacific Northwest. It will continue treating green timbers with ACQ, as well as offer borates, fire retardants,

and CCA.

MicroPro treated wood applications include interior and exterior above ground, ground contact, and fresh water immersion.

Reimer noted, "Another important benefit of this new technology is that it is the only treated wood process that is Environmentally Preferable Product certified based on life-cycle assessments. This certification is not only important to us, but also to our customers,"

Environmental benefits include:

. Reduced energy use and greenhouse gas emissions.

. Wood products treated with the

MicroPro process result in the release of 9OVo to 997o less copper into aquatic and terrestrial environments when compared to standard treated wood products, thus effectively eliminating eco-toxic impacts.

. Reduced air emissions (since it is four times more concentrated than standard industry formulas).

"We love that it's a green product," said Reimer.

Osmose continues to develoP its MicroPro technology to treat other West Coast species, such as Douglas fir. "Our goal is to make MicroPro available for all our West Coast markets," said Osmose's Gary Converse.

MICRQNIZED treated southern pine burst onto the scene in 2006. Now the technology has been refined to treat hem{ir, allowing it to be used by West Coast treaters.

Redwood products and plans easier to find

IatALIFORNIA Redwood Associ\-zation has expanded its efiforts to make it easier foi contractors and doit-yourselfers to locate-and be successful with-redwood.

CRA recently revised its website (www.calredwood.org), a central source for information on redwood

products and forests, to update its "online locator." Now a single-click service with current information, consumers need only to enter a zip code to find lumber retailers in their area that carry redwood products. Retailers carrying redwood are listed by proximity, nearest retailer first.

CRA encourages retailers to try the locator (www.calredwood.org/ref/ locate/locate.php) to ensure the association is providing a comprehensive listing for consumers. "We have made every effort to be all-inclusive," says Bob Mion, CRA marketing director, "but we recognize the possibility that

CALIFORNIA Redwood Association is producing a series of instructional videos to encourage d-i-yers to tackle more redwood prqects.

we have inadvertently missed a few retailers along the way. lf we have, we want to know about it."

Retailers wishing to be added to the locator service should email contact information to info@calredwood. org.

The locator update is Part of CRA's continuing effort to reach out to lumber retailers. "We launched a very successful pilot effort last year," says Mion. "We have some Programs in place that we are readY to grow to include more retailers. Certainly, updating our website to make it easier for consumers to find the redwood products they want is consistent with our retailer services efforts."

Mion also notes that CRA's "Build a Deck, Win a Deck" Promotion, which engages redwood retailers and debuted last summer in select northern California markets, is poised to expand this year.

CRA is also introducing the first of its d-i-y "how to" videos to encourage current redwood customers to take on more projects. "Our website already has a number of project Plans, from picnic tables to gazebos, that d-i-yers and contractors can download," Mion shares. "The plans are already there and generate a remarkable amount of web traffic. The next step is to provide instructional videos to accompany those plans, and help redwood enthusiasts be successful in creating projects that enhance their outdoor living."

The first digital video accompanies the "Windsor Shade Structure" plan, one of the plans most frequentlY downloaded from the CRA website.

The video is broken into six sections, following the project plan and demonstrating how to set the footings, install the posts, beams, braces, rafters and finally louvers. Host Jeff Imwale, a licensed Northern California contractor, explains each steP being taken and provides "contractor's tips" throughout.

CRA also has posted a video to

help consumers finish and maintain their redwood decks. "Redwood is a low-maintenance decking material," says Mion. "You can leave it alone and let it weather naturally, or take a few simple steps to keep redwood's distinctive warm red tones fresh. The video shows the proper techniques for cleaning a redwood deck and applying a finish to keep the like-new look

Redwood Promotion & Inspiration - Now Free

California Redwood Association is making available to lumber retailers that carry redwood products three publications designed to inspire consumers to build with redwood. The publications, once available for a fee, are now free while supplies last.

While redwood is often the natural product of choice for a range of outdoor living projects, decking and fencing applications account for the vast majority of redwood used. CRA is therefore making copies of All Decked Out'.. Redwood Decks: Ideas and Plans for Contemporary Outdoor Living (Skinner, Tina; Schiffer Publishing 1998) available free. The 160-page high-end book features dozens of pictures of redwood decks to sPark the imagination. All Decked Out.. Redwood Decks also features redwood pavilions and shade structures, and ideas for using redwood around spas and pools.

In addition to the attractive Pictures. the book also includes architectural diagrams and tiPs for

designing the perfect deck.

CRA is also offering FancY Fences and Gates (Skinner, Tina; Schiffer Publishing 1998), which features the next most popular uses for redwood products. FancY Fences and Gates showcases elegant architecture and innovative designs perfect for any number of settings on 80 pages.

To demonstrate redwood's allaround versatility, CRA is also offering its Redwood Design Gallery free of charge. This 8-page, full-color tabloid publication helps homeowners visualize the manY ways redwood can enhance their outdoor living areas with pictures of a range of redwood projects.

All Decked Out...Redwood Decks (regularly a $30 value) and Fancy Fences and Gates (regularlY a $21 value) are available free to retailers while supplies last, limit 20 per retailer. Redwood Design Gallery is also free while suPPlies last, limit 200 per retailer. To order, email shipping information and quantities desired to info@calredwood.org.

VIDEO host Jeff lmwale helps fellow contractors build with redwood.

for years. It also shows how to restore weathered redwood decks and remove stains like barbecue grease. Restoring a deck doesn't take a whole lot of effort, and the results can be quite impressive. It's a great way for consumers to protect their investment

in redwood."

While contractors and d-i-yers can download plan files from the CRA website, CRA is also making colorprinted versions of the project plans available free to retailers who want to stock them. CRA offers plans that

show how to build an Adirondack chair, Adirondack swing, garden tool shed, Lake Tahoe gazebo, Mendocino bench, Santa Cruz sandbox, free standing deck and other projects. View them all at www.calredwood. org/refllit.htm.

Redwood - certitiably sustainable & undeniably Green

recyclable and biodegradable. Plus, Jourdain points out, "Trees are essentially carbon eaters. Lumber stores the carbon that trees absorb from the air when they grow, and keeps it safely out of the atmosphere for the long haul. That reduces emissions and a consumer's carbon footprint."

Trees remove carbon dioxide from the air through photosynthesis. They absorb carbon and release oxygen, converting the carbon to wood fiber in roots. trunks and branches. The faster a tree grows, the more carbon it removes from the atmosphere.

redwood forests are managed sustainably by law," says Jourdain. "They are all subject to the state of California's Forest Practice Rules. which an independent study found to be as strict as, or stricter. than the FSC and SF[ programs."

The push to be green often ends up with customers turning to retailers for answers to questions about green building and how different building materials measure up. Consumers increasingly rely on third-party certification and rating systems for guidance, but seldom delve very far into how various rating programs are structured or what makes one material greener than another.

"The green movement is all about sustainability," says Chadie Jourdain, president of the California Redwood Association, "Its ultimate goal is to make consumers more aware of the impact of their consumption choices and encourage wise decisions about resource use. There's a lot offocus on the 'carbon footprint' because of the concerns around global warming and greenhouses gases, and certainly energy efficiency and renewability are a big part of the equation. Those are areas where wood in general, and redwood in particular, excel."

Wood is the only major building material that is entirelv renewable.

"Managed redwood forests are perhaps the most efficient scrubbers of greenhouse gases on the planet," says Jourdain. "Because redwood is such a fast-growing species, it pulls more carbon out of the air than most species. Using redwood lumber then stores that carbon and replanting continues the cycle. The typical redwood deck stores more than a halfton of carbon, and it looks great doing it."

Jourdain also notes that redwood is grown, harvested and brought to market in a sustainable manner. Some of the most advanced forestry science and technology in the world is found in redwood country. "Commercial redwood forests are subject to some of the most restrictive regulations anywhere and managed to highest environmental standards in the wodd."

In fact, nearly 90Vo of lumberproducing redwood forests are certified to be well-managed and sustainable under the two largest independent certification programs in the world, the Forest Stewardship Council and Sustainable Forestry Initiative. Those certification programs examine air and water quality, harvesting and regeneration practices, wildlife protections, and other forest management issues.

"Really, all lumber-producing

In addition to its renewability, sustainability and carbon sequestration advantages, Jourdain points to energy efficiency as one of redwood's significant green attributes. "Redwood has a great story to tell when it comes to energy efficiency," he says. "Not only is redwood essentially a product of solar energy, converting sunlight to wood through natural growth processes, but many redwood sawmills are powered by clean energy produced from wood chips, bark and sawdust. Mills even make electricity available to California's power grid to lower the need to produce energy from carbon-emitting fossil-fuel sources."

"About the only thing that's not green about redwood," says Jourdain, "is the color that makes it so distinctive. Customers looking for green options should choose redwood with confi dence."

forestry regulations stack up well with independent third-party certification systems.

Discouer profits with hidden deck fasteneFs

By Don Martel Tiger Claw

NEARLY a decade a-eo. hidden I \ deck fasteners began emerging as a valid alternative to traditional deck nails and screws. Homeowners started realizing they could extend the life of their decks while enjoying a pristine, safer, nail-free surface. Builders saw that the installation process with hidden deck fasteners was becoming easier, faster and more cost-effective, and enabled them to gamer greater profits.

The struggle facing many LBM dealers and distributors today is that there are many choices of hidden deck fasteners on the market, for every type of decking material. How do you know what to stock and sell? How do you know what type and brand will meet the needs of your diverse customer base? Once sold, which manufacturer is going to provide extended customer service and education?

Here are some tips for selecting a

hidden deck fastener line that will increase your sales and make your builders more successful.

First, identify a manufacturer that has fastener systems for all of the most popular types of decking-pressure treated, composite, exotic hardwoods, cellular PVC, and pre-grooved boards.

Hold-down strength is one of the most important factors you'll need to consider when selecting a hidden deck fastener. Hold-down strength keeps boards from cupping, squeaking or moving. Pressure treated lumber in particular tends to move after drying in the sun, so you will need something with a lot of hold-down power.

Ease-of-installation will be extremely important to your customers. Look for a fastener with a simple "topside" installation. With many fasteners, builders have to be contortionists in order to install them,

and often run a greater risk of injury.

One hidden cost to consider is the requirement for your customers to purchase special tools in order to install the fasteners. Some require a biscuit cutter, router or special hammer. Others may include an installation tool with every box or bucket of fasteners. Look for fastening systems that provide everything the builders need. Your customers will appreciate it.

Finally, be proactive and consider linear expansion for composite decking materials. When using composites. the length of the boards can grow up to 3/8". Screws don't have any give, thus run the possibility of being sheared. Look for fasteners with a slotted hole that allows for expansion and contraction. Look for a design that allows the board to move.

While there is no "one-size-fits-all" hidden fastener, you can find one manufacturer that offers a full line of deck fasteners to meet the exact requirements of the decking materials, densities and board sizes. Your success depends on your ability to match the fasteners to the application.

Look for a manufacturer that offers training and regular product updates. Look for one that has support services, ideally seven days a week, for you and your customer. And find a company that provides you with sales and marketing materials that make the fastener line jump out to customers. If they don't know about it, they won't buy it.

Builders know that with money getting tighter, homeowners are getting harder to please-and rightly so. They don't want to mar a brand new deck with nails and screws that cause splitting, splintering, cupping and rotting. With each pounding of the nail, a new deck can instantly turn into an

You sEE lT ffop right),now you don't (lower):hidden deck fastener for treated wooo

ugly deck. Money spent on beautiful wood or higher-priced comPosite decking is wasted because of the immediate and unavoidable damage to the surface boards.

Providing a line of high-qualitY, easy-to-use, and affordable hidden deck fasteners can make a difference in your bottom line and in Your customers' satisfaction.

- Don Martel is co-inventor of Tiger Claw. He can be reached at (800) 92844 3 7 o r ti ger c law @ de c kfastener.c om.

Hidden Deck Fasteners

Deck Clip

Screw Pnoducts www. screw-pnod ucts. com

DeckEase

Titan Metal Werks www.splitstop.com

Deckmaster Gnabber Construction Products www.deckmaster.com

Eb-TY www.ebty.com

Equator Univensal Forest Pnoducts www. latitudesdeck. com

Hidden Link

Ty-Lan Entenpnises \ /WW.shadoetnack.com

Hidden GRK Fastener www. gnkfastenens. com

lnvisi-Fast www.invisifast.com

lpe Clip www.ipeclip.com

lGl Hidden Fastener System FastenMaster www.fastenmaster.com

Lumber Loc KK Mfg. www.lumberloc.com

Shadoe Track

Ty-Lan EntenPnises www.shadoetrack.com

Tebo Fastener www.spotnails.com

Tiger Glaw unruw. deckfastenen. com

Two Coat Exterior Prime

0ur two-coat process starts with an alkyd sealer to btock tannin migration, fotl.owed by a high-performance acrytic primer The result: RESERVE quatity, inside and out'

Superior Wood

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

Surfacing + Sizes + Lengths

RESERVE products come in a wide range of sizes, [engths and finishes. Whether the project calts for 51S2E or S4S, we offer [engths ranging from 16'to 20'. Pattern stock is atso available.

1,x4 - 1xI2

s/ax4s/axl2

2x4 - 2x12

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.

S

FOREST. PRODUCTS

A S A reporter, I'm the journalistic .fa,equivalent of a coupon clipper. No, I'm not looking for discountsI'm after leads.

So when I read a 3-inch announcement in this magazine a year ago about the expansion of a company launched in January 2006 called Green Depot, I tucked it away, like a wine that needs aging, to uncork later and see how time had treated the venture. Did it-as they say about a good Merlot-have "legs"? Had it developed (another wine-geek term) "character"? In other words, was there something behind the pretty label thar was worth cellaring long-term?

The short answer. as I discovered

Green and growmg

o

By Carla Waldemar

East, along with a proactive solution: Open a green retail outlet to serye residential and commercial contractors and concerned homeowners, like her. "The idea," recounts Holiber, "was to get the message out to the trade and become a retail dealer for contractors: bring green products to them."

Marjam's existing set-up eased the start-up pains. Rather than reinventing the wheel, Green Depot was implanted as a retail store within the organization's existing buildings, "so we could use the same trucks, same warehouse, and keep the same hours," Holiber explains.

in an in-depth phone interview with Green Depot's general manager, Jim Holiber, is yes. Here's how and here's why.

Blame it on the kids. When a young East Coast businesswoman, Sarah Beatty, became a new mother, like many in that demographic, she wanted to renovate their living quarters to achieve a cleaner. greener-in a word, healthier-place to raise her family. But, as she soon discovered, finding green products on the East Coast to meet those parameters was difficult, to say the least.

She canied her frustrations to her husband, the owner of a large distribution company-Marjam-in the

Plus, these locations had been established in major East Coast cities, where the green market is ripe. Headquartered in Brooklyn, N.Y., the first expansion site became Newark, N.J. In 2008 the number of Green Depot locations rose to six, with two more set to launch in March 2009. "Because these sites are in industrial areas, they're not pretty," Holiber demurs. "But the homeowners find us; they're glad to make the trip," he's found. Next on the drawing board is a reach into the Midwest via Chicago.

The initial task, of course, was to select and assemble green products, and in breadth, depth and quantity to allow consumers one-stop shopping. "At first, they were hard to locate," Holiber notes, "but we've come a long way and added many product lines," including FSC-certified lumber, zero-VOC paint, carpet, energy and water conservation items, kitchen and bath cabinets, wood flooring, windows, caulking, filters, and the list goes on.

All had to pass the company's stringent, proprietary Green Depot

EVERYTHING, down to the Marmoleum natural flooring, has a green connection.

Filter, he says. Here's how that works. Holiber, a 2}-year veteran of building distribution, heads a committee that includes an on-staff chemist evaluator and recycling specialist. Together, they analyze each product. "First off, does the product work?" Holiber asks. (Otherwise, who cares how green it is?) "Then we look at its sustainability and life cycle, its recyclability and energy efficiency, and make an evaluation. FinallY, we attach our icon, which carries different shades of green color, from light to dark for degree of greenness, so consumers can make their own informed decisions."

"Sure, sometimes the greenest may cost a bit more, but often over its life span it more than pays for itself. Yet," he emphasizes, "the decisions are up to them. And of course we have to make sure that the vendors can handle the volume we need-no start-uP in some guy's garage. We need fulfillment."

Education is a big deal at Green Depot, and that starts with its sixlocation staff of 60. "They're really excited, true believers-very smart, college-educated, and have a high interest," he says. "At the outset, we others do product knowledge training for a few days, then give them a breather out on the floor. Then back in the trenches for more Product knowledge. After that, we reinforce it with monthly training sessions."

Gettine the word out has not

proved difficult. "We visit contractor firms and do presentations, do speaking engagements, and it's catching on," Holiber notes. "In todaY's tougher business environment, contractors have the time and want to make changes to help their business.

"At the beginning, it was homeowners who found us through their research and sent their contractors, telling them, 'You must go to Green Depot.' Now, the idea has taken hold. Especially when the economy is bad, they look toward trends of the future, and we're here to educate them. Also, we do cold calls and visits and are involved in trade shows and local events. We even visited a high school! Okay, we didn't draw 10,000 people, but the hundred who showed up were interested.

"In fact, we're opening a consumer store in New York City, in the uPand-coming Lower East Side, with a showroom"-all Green Depots offer extensive showrooms-"and plan to offer educational seminars for homeowners. But this store will be a bit different: We're expanding our product line to include fumiture and baby products-cribs, mattresses, carpets. We find this is a huge market for the families re-doing their houses. For them, their kids' health-especially indoor air quality-is a big deal."

"With the buzz we've created, we're able to pick up more regional products, and thus not have to pay the

SIGNAGE reminds customers how products help the environment, such as how caulking cari seal air leaks to reduce heating and cooling costs.

huge freight costs coming from California," he adds-a value-formoney feature he can pass on to the end-user.

Another unique service is Green Depot's Flip It Green program. People are invited to bring in their blueprints, and Depot's staff will recommend CSF products in all areas"provide alternatives, such as adhesives, flooring, plywood without formaldahyde, whatever. It's a good selling point," Holiber attests.

Bottom line: Is this a green dream, or is it working? "We're in a growth mode," he declares. "We're managing our growth and investing our profits back into the company. Contractors like our services-boom trucks, forklifts for delivery-and we've Put together a strong education staff to inform the customers, hold the contractor/s hand to help them transition from the conventional waYs. We're very aggressive," he doesn't hesitate to add.

And that stance has paid off, all right. From 2007 to 2008, Green Depot experienced revenue growth of 2507o. Not bad, even in the best of times....

- A former award-winning LBM trade magafine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comca st.net.

END CAPS hammer home of ecoJriendly message.

fN A previous life I worked for INike. I remember one of the marketing people saying, "These shoes sell themselves!" Yet working with salespeople in the field, it didn't seem to me that the Nikes were selling themselves!

While some products may sell themselves, most products are in competitive markets that need salespeople to sell them.

Why do I bring this up? Because it is important for us as salespeople to understand our part in the process. We go into the world and qualify customers for our product or service. We ask the tough questions early. When we find out that this person or company qualifies for our product or service, we persuade them to buy from zs.

Misplaced Guilt

Salespeople who feel guilty about persuading customers should redirect those feelings and feel guilty about not doing a good enough job in discovery, i.e. qualification. A mistake that honest sellers make is not being clear, direct, assertive or aggressive (pick the word that works for you) enough in discovery. Failing to qualify the customer leads many honest sellers down the path of trying to sell a customer something they aren't really looking for. Non-qualification of customers is one of the biggest time/money robbers for salespeople.

The negative myth about sales is that we are talking people into things they don't need or want. Does this happen? Yes, but not often. First, the majority of professional sellers are honest, hard-working people. Second, professional sellers know we can't build a career on lies. Third, in most business-to-business sales we are selling to a professional buyer, not an

PersuasionIt sells itsetf

By James Olsen

unsuspecting neophyte. Ultimately, as professional sellers we want customers, partners and orders while the lying non-pro is just looking for orders.

How Can I Persuade If All They Want Is a Number?

Struggling sellers believe customers only want a number. Because these salespeople agree, that is all they give the customer-the number. Since all these sellers give them is the number, they don't get much business. Think about it-when was the last time you bought something solely on the number?

Beellent

Human beings are intellectual and emotional animals. Thus. in addition to using our minds to make buying decisions, we also use our emotions. Think about your favorite coffee shop, barber, clothing store, or bar. In most cases, thepeling the place gives us is more important than the prices they charge. Is price a factor? Yes, but more in a general sense of being competitive. We don't want to get rippedoff, but as long as the price is competitive, we will spend our money where we are most comfortable.

Human beings like to be persuaded. This is where master sellers and strusgling sellers differ. Struggling selleis are intimidated by objections while

master sellers hunt for them. Master sellers understand that obiections are a cryfor help.

How to Persuade

Be pleasant. Our attitude during the selling process is pleasant, up-beat and positive. I am shocked at salespeople who talk and act as if they are going to their own funeral. Nobody is going to jump off a bridge with us, but many will follow a pleasant sales person.

Promote positives. We must know c// the positive factors about our product or service. Too many sellers will mention only the obvious (if that!) factors of their product without getting into the other factors. I have a customer, for example, who provides Saturday delivery. This is a valuable asset to their customers, yet many of the salespeople in the organization fail to bring up this service when prospecting. The service itself is a benefit yes, but it also sends a powerful message: we go the extra mile. Here is a valuable service that is left un-promoted and thus cannot be used to persuade customers to buy.

Listen. If we listen to our customers they will tell us what will persuade them. That is why discovery is so important. We must be thorough in discovery so we can be thorough in our persuasion. Our product may be the same as our competitors in every way but one and that could be the one thing that makes the difference in the customer's buying decision.

Our challenge as master sellers is to embrace and master the art of persuasion. Happy persuasion!

- James Olsen, Reality Sales Training, specializes in sales taining for the lumber industry. Reach him at james@realitysalestraining.com or ( 503 ) 544-3 572.

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Rrrllrrns

Piedmont Lumber & Truss, Tracy, Ca., has closed after 18 years...

Bronson Lumber, Island City, Or., reopened Jan. 12 after a ffue last September destroyed its main building

F oxw orth-Galbraith Lumber agreed to sell its shuttered yard in Cottonwood, Az., to the city and has mothballed its truss plant in Prescott Valley, Az.; the Prescott lumberyard remains open ...

OB Lumber, Fresno, Ca., has closed its lumberyard to concentrate on its truss operation

Helms True Value Hardware moved into a new, larger location in Selah. Wa. ...

Tabet Lumber Co., Belen, N.M., lost a lumber warehouse in a Jan. 28 fire

Lafayette Ace Hardware, Lafayette, Co., is liquidating after five years

Home Depot opened a new 99,500-sq. ft. store with 24,000-sq. ft. garden center Feb. 18 in N. Auburn, Ca. (Garrett Churchill, store mgr.; Leonard Schaefer, asst. store mgr.; Adam Lauder, operations mgr.), and has purchased 15.5 acres in Grants Pass, Or., from Timber Products, Springfield, Or., to build a 102,513-sq. ft. store with 28,086-sq. ft. garden center ...

Wnor:snrns/lhlturlcunrns

Big Horn Lumber Co.,Laramie, Wy., is shutting down this summer after 49 years

Timb e r S I Lw o o d D i s trib ut i on California has been launched in Placentia, Ca., headed by Gary Chopic, to supply TimberSIL glass

wood products to Southern California (www.woodwontburn.com),..

Sunset Moulding, Live Oak, Ca., relocated its pine solid lineal moulding production line from Cottonwood, Ca., to Chico, Ca. ...

SierraPine's MDF mill in Rocklin, Ca., has ceased thick board production until market conditions improve; the thin board line continues operating

Idaho Veneer Co., Post Falls, Id., has temporarily idled its two sawmills and planer mill until the market rebounds

Humboldt Redwood Co., Scotia, Ca., laid off 30 employees in Feb. and will also reduce staff at sister company Mendocino Redwood Co.,ForI Bragg, Ca. ...

Weyerhaeus er Co., Federal Way, Wa., indefinitely eliminated the 67-man second shift at its sawmill in Dallas, Or., and indefinitely idled its veneer and lumber mills iil Pine Hill, Al., laying off 300

Contact Industries, Clackamas, Or.,laid off 45 employees from its facility in Prineville, Or. ...

Boise Cascade, Boise, Id., temporarily ceased plywood production Feb. 2 at its facility in Oakdale. La. ...

Harwood Industries' shuttered lumber mill in Branscomb, Ca., suffered a Jan. 28 fire: the 58-vearold facility was closed in2AQi and had been partially dismantled ...

L.J. Sntith, Inc., has opened a new stairway components manufacturing plant in Anaheim, Ca., specializing in styles popular in the western U.S. ...

Pap6 Group, Eugene, Or., has acquired Bobcat dealerships in Reno, Nv.; Portland, Or., and

Hubbard, Or., for its Bobcat West chain; the Reno facility has been relocated within its local Papd Material Handling location

Hacker Industries has relocated to larger offices in Newport Beach, Ca....

Pacffic Western Wood Works Ltd., Delta, B.C., has been FSC and PEFC certified

Las Plumas Lumber & Truss. Riverside, Ca., has completed F,SC chain-of-custody certification

Capital Lumber, Phoenix, Az., is now distributing TruWood products from Collins Cos. throughout Northern California ...

B lueLinx Holdings, Atlanta, Ga., has signed a three-year deal to be the exclusive two-step distributor of Georgia-Pacific's GP LAM LVL, Wood I Beam joists, and FiberStrong rim board in the U.S. and Canada

Setzer Forest Products, Sacramento, Ca., has enlisted Coastal Forest Products, Bedford, N.H., to distribute its ponderosa pine mouldings in the East ...

Huttig Building Products' Phoenix, Az., DC this month begins distributing ZP SmartSide sidings and trim; it already carries LP SolidStart EWP, LP TechShield, and LP TopNotch ...

Anniversaries: Burnett & Sons Planing Mill & Lumber, Sacramento, Ca., 140th ... Bennett Lumber Products,Princeton, Id., 70th ...

Housing starts in January plunged 16.8%o to a record low annual rate of 466,000 ... singlefamily housing starts fell l2.2%o in to a 347,000 annual rate nationwide, while creeping up 2.5Va in the West permits dropped 4.8Vo to a 521,000 pace.

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

lhmcn

Los Angeles Hardwood Lumberman's Club - March 12, golf, Black Gold Golf Course, Yorba Linda, Ca.; (714) 611-3079.

Tacoma Remodeling Expo - March 13-15, Greater Tacoma Convention & Trade Center, Tacoma, Wa.; (800) 374-6463.

National Lumber & Building Material Dealers AssociationMarch 16-18, legislative conference & green building forum, Marriott, Washington, D.C.; (800) 634-8645.

Moulding & Millwork Producers Assn. - March 17-20, winter business meeting, Lake Las Vegas, Nv.; (800) 550-7889.

Mountain States Lumber & Building Material Dealers Assn.March 19-20, expo, Denver Merchandise Mart, Denver, Co.; (800) 36s-0919.

Redwood Region Logging Conference - March 19-21 , Fairgrounds, Eureka, Ca.; (707) 443-4091

International Home & Housewares Show - March 22-24. McCormick Place, Chicago, Il.; (847) 292-4200.

American Architectural Manufacturers Assn. - March 24-26, westem region spring meeting, Oakland, Ca.; (847) 303-5664.

Greenprints - March 25-26, Atlanta, Ga.; (404) 872-3549.

International Wood Products Association - March 25-27, annual convention,Indian Wells, Ca.; (703) 820-6696.

Arizona Home & Garden Show - March 27-29, Phoenix Convention Center, Phoenix, Az.; (877) 663-6186.

Portland Renovation & Remodellng Show - March 27-29, Portland Memorial Coliseum, Portland, Or.; (800) 374-&63.

True Value Co. - March 27-29, spring market, Ernest N. Morial Convention Center, New Orleans, La.; (773) 695-5000.

International Wood Composites Symposium & Technical Workshop - March 30-April l, Red Lion Hotel, Seattle, Wa.; (509) 335-2262.

Mmcr

Kitchen & Bath Industry Show - April 1-3, Georgia World Congress Center, Atlanta, Ga.; (800) 843-6522.

Remodeling & Decorating Show - April 3-5, Pasadena Conference Center, Pasadena, Ca.; (8 I 8) 557-2950.

Pacific Coast Wholesale Hardwood Distributors AssoclationApril 5-7, annual convention, Cordeville Resort, San Martin, Ca.; (925) 245-4320.

Fire: Flammability & Combustilbility in Building MaterialsApril 6-7, conference, Chicago, Il.; (703) 264-1690.

Lumber Assn. of California & Nevada - April 16, golf tourney, Black Gold Golf Course, Yorba Linda, Ca.; (800) 266-4344.

Structural Insulated Panel Association - April 17-20 annual meeting, Chicago, ll.; (253) 858-1472.

Los Angeles Hardwood Lumberman's Club - April 18, day at races, Santa Anita Racetrack, Arcadia, Ca.; (7 14) 67l-3079

American Institute of Timber Construction - April 19-21, annual meeting, Rancho Bernardo Inn, San Diego, Ca.; (303) 792-9559.

American Wood-Preservers' Association - April 19-21, annual meeting, San Antonio, Tx.; (800) 356-1974.

American Hardware Manufacturers Association - April 1922, technology forum, Philadelphia, Pa.; (847) 605-1025.

Transload Distribution Association - April 20-22, conference, Green Valley Ranch, Henderson, Nv.; (503) 656-4282.

Western Red Cedar Lumber Association - April 20-23, cedar school, Vancouver, B.C.; (604) 891-1231

California Forestry Association - April 21, legislative reception, Mason's Restaurant, Sacramento, Ca.; (916) 444-6592.

Inland Empire Hoo-Hoo Club - April 24, golf tournament, San Dimas Canyon Golf Club, San Dimas, Ca.; (760) 324-0842.

Mountain States Lumber & Building Materials Dealers Association has adopted the theme "Born to Be Wild" for its annual products expo March 19-20 at the Denver Merchandise Mart, Denver, Co.

Western Building Material

Association installed Jason Sackmann, ProBuild, Meridian,Id., as president of its Young Westerners Club during the 36-and-under group's recent annual conference in Coeur d'Alene, Id.

New YWC v.p. is Kelly Fox, Dunn Lumber Co., Seattle, Wa.; secretarytreasurer Karnell Steele, OrePac Building Products, Tacoma, Wa., and immediate past president Aaron Newhouse, OrePac Building Products, Boise,Id.

Trustees are Karen Trulson, Western Materials, Pasco, Wa.; Blake Montgomery, Boise Building

Materials, Woodinville, Wa.; Melissa Page, McFarland Cascade, Tacoma; Jason Coleman, ProBuild, Sandpoint, Id.; Stuart Dutton, Sliters Ace, Somers, Mt., and Jameson Kersey, ProBuild, Moses Lake, Wa.

Lumber Association of California & Nevada has rescheduled its Government Affairs Day to March 25 at Sheraton Grand, Sacramento, Ca. Afterwards is the Annual Legislative Reception co-hosted with the California Forestry Association at Mason's Restaurant in Sacramento. April 1 is the date for "Money Matters h 2O09" at The Clubhouse, Rancho Solano Golf Course. Fairfield. Ca.

April 16 is the annual PAC Golf Tournament at the Black Gold Golf Club. Yorba Linda. Ca.

A "Train the Trainer" seminar on

forklift safety will be offered April 21 at the Holiday Inn, Rancho Cordova/Sacramento, and April 23 at the Courtyard by Marriott, Riverside.

Western Hardwood Association has scheduled its annual meeting for June 2O-23 at Sunriver Resort, Sunriver, Or.

North American Wholesale Lumber Association's annual executive conference is Aptil 26-28 at Loews Lake Las Vegas Resort, Henderson, Nv. The theme this year is "Stacking the Deck for Your Business Success."

Regional meetings are scheduled April 9 at the Portland City Grill, Portland, Or.; April 30 at the Vancouver Club, Vancouver, B.C., and May 13 at the DoubleTree Hotel, Monrovia, Ca.

Get ready for reen home builders

By Jay Tompt

]-IHIS year may be remembered for I its gargantuan financial meltdown and economic crisis.

It may also be remembered as a foundational year for green home building for two big reasons.

First, energy and water conservation are even more important issues than ever before. With government incentives, such as rebates and weatherization financing, and water rationing looming in some regions of the country, energy and water efficiency are top of mind concerns for homeowners and new homebuyers.

Second, green homes are selling faster than non-green homes. The LEED for Homes program is barely a year old and already there's a ten-fold increase in new homes slated to be certified this year. With production home builders now taking notice. you can bet that a dramatically larger per, centage of new housing starts will be green.

If a rebound in new home construction will be led by green, how can retailers position themselves to benefit? To get a broader perspective on this question, I organized a virtual roundtable discussion with some green building professionals. It seemed everyone wanted to talk about LEED for Homes and rising consumer demand. Why? While it's not necessarily a good fit for every project, it's a national standard and a strong brand, which is especially good for production builders. New homebuyers are already looking for energy efficiency and healthy indoor air quality, so a credible national green certification for homes helps builders sell their green homes quicker.

To meet the growing demand for green homes, the new professional credential, LEED AP + Homes, is rolling out this year and will dramati-

LEED* FOR HOMES

cally increase the number of professionals working in the area. This is precisely where retailers should take notice.

"Retailers who are serious about serving their pro customers need to get themselves educated about the changes transforming the home building industry," says Michael Strong, president of GreenHaus Builders, Houston, Tx. He has been buildine green for years. was one of the first t6 build a LEED for Homes project, and was the 2008 NAHB Green Buildins Advocate oF the Year. He recoml mends that retailers have at least one staff member go through the LEED AP + Homes training and then bring the rest of the staff up to speed.

"Nothing's more frustrating than to spec a product, educate my supplier, and come back for a second ourchase to find they no longer stock the product because they didn't understand it," says Strong.

Education and trainins is also a main theme for Heather dadonniex. LEED AP, and president of Green It Group, a sustainability consultancy. "When I meet with maior retailers or distributors looking for frelp gerring into the green building market, I find there's enormous confusion about green building guidelines and product

certifications," she says.

Part of the blame must go to product manufacturers whose sales and marketing people often add to the confusion. But retailers must ultimately know about the products their pro customers want and develop the exper-tise to anticipate their needs as technologies, green building guidelines, and product certifications evolve.

"Retailers should look for products from manufacturers who provide back-up documentation to support the validity of their green product claims and, when necessary, obtain third party certification," she says.

While LEED for Homes is a national standard, it includes credit for locally produced materials and innovations appropriate for local conditions. Of course, there are also local and regional green building programs that very often offer a simpler alternative for local builders.

According to Clarke Snell, an author and principal of Think Green Building in North Carolina, thinking local is the right approach. "Building for local climate conditions with locally produced materials is what builders should be focused on. therefore it should be the focus for retailers. too." says Snell. "Selling FSC- certified lumber products from the other side of the planet just doesn't make sense."

While sourcing locally might be hard for big box chains, it could be a valuable differentiator for knowledseable independents.

- Jctl'Tompt is vice president ofgreen product development at Plan-lt Hardware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout CaliJbrnia, und a leading expert in :;ustainable business and suppll'chain issues. He can be reached at info@plan-ithardware.com or (415) 359-9914.

ffiIimbeftrcfi

W LessWork. More Life.

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

onqls

Kevin Paldino, ex-Pacific Lumber Co., has joined the Collins Cos., Portland, Or., as v.p.-sales & marketing.

Tom Comery, ex-Jager Building Systems, has joined Building Material Distributors, Inc., Galt, Ca., as senior v.p. of distribution.

Dennis D'Amato is new to inside sales at Taiga Building Products, Rocklin, Ca.

Dan Kepon, ex-Pacific Lumber Co., has joined the sales team at Zip-OLog Mills, Eugene, Or.

Steven Weisenberg has been named green & sustainable material consultant at Weber Plywood & Lumber Co., Tustin, Ca., heading its new green & sustainable products division.

Luis Montenegro has been promoted to mgr. of Meek's Lumber & Hardware, Chico, Ca.

Kevin Wellington has been promoted to sales mgr. for Sears Trostel Lumber & Millwork, Fort Collins, Co.

Sam Bacogiannis, ex-Falcon Lumber & Wholesale, is now in sales at Swanson Brothers Lumber Co., Noti, Or.

Marvin "Ray" Risco has been named v.p. of international operations for Weyerhaeuser Co., Federal Way, Wa.

Terry Simpson, Matt Dierdorf, Scott McPherson and Gary McPherson, ex-MFP, are now on the trading staff for Buckeye Pacific, Portland, Or.

Seth Beisner, ex-SelectBuild, is the new operations mgr. at Capital, Albuquerque, N.M, Casey Keller, ex-U.S. Timber, is now trading in Portland, Or., for Greenleaf Trading, Denver, Co.

Michelle Menkens, ex-Huttig Building Products, is new to sales at International Wood Products. Tumwater, Wa.

Andy Kirkendall is store mgr. of the new Lowe's Home Improvement Center in Eugene, Or.

Carl Schoenhofer, v.p., California Redwood Co., Arcata, Ca., has joined the board of directors for the California Redwood Association. Chris Brown. California Redwood Co.. will serve as an alternate.

Daniel Boss, ex-US Gypsum, has been named v.p. of engineering for Serious Materials, Sunnyvale, Ca.

Ken Swartz, ex-Cedartone Specialties, has joined the sales and marketing team at Mid Valley Lumber Specialties, Aldergrove, B.C.

Lori Bossmann has been named v.p.supply chain planning for Ace

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

GAtt SAI.ES AT (800) 400-8383 o (951) 681-4707

Rick Anfinson

Ray MacDonald

Steve Lawrence

0utside Sales

Darin Curran (949) 412-1894

Eddie Howdershett (909) 993-2701

Hardware Corp., Oak Brook, Il. John Surane, ex-Robert Bosch Tool, succeeds her as v.p.-merchandi sing/advertising/marketing.

Agnes Flinn, ex-Pine Island Lumber; David Steinman, ex-Grant Forest Products, and Kelvin Johnston are new to the North American sales group of Weston Forest Products.

Charles Jourdain, president, Redwood Inspection Service, Pleasant Hill, Ca., has been appointed chair of the review task group of the Softwood Lumber Standard.

Will Rogers, president and c.e.o. of the nonprofit Trust for Public Land, has joined the board of directors of the Sustainable Forestry Initiative.

Michael O'Brien, National Lumber & Building Material Dealers Association president, was elected to the board of directors of the Small Business Legislative Council.

Eric Bechtle, outside sale rep, Stock Building Supply, Kalispell, Mt., was named Associate of the Year by Flathead Building Association.

Harrold "Jay' Black. environmental, health & safety mgr. for Trex's Fernley, Nv., manufacturing plant, recently was honored as the 2008 KellerOnline Safety Professional of the Year.

Bob Brown, salesman at Hills Flat Lumber, Colfax, Ca., has been named Supplier of the Year by the Contractors Association of Truckee-Tahoe.

Eric Ziedrich, president, Healdsburg Lumber Co., Healdsburg, Ca., was elected to a second term as mayor of Healdsburg.

Tripp Booker is handling travel arrangements for Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

ol the iiriihth

PARTNERS: Hadlock Building Supply recentlv honored Vandermeer Forest Products with iis Vendor Of The Year Award. On hand were (/-rl

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"We don't care about selling the guy a box of nails. We care about selling him every box of nails the guy has to buy for the rest of his life."

- Kevin Palotay, co-owner, Building Solutions LLC, Bend. Or.

Hadlock general mgr. Bill Kraut,

Vandermeer rep Jason Olsen, president Dave Staudacher, Hadlock executive assistant Cassandra Arey-Rogers, assistant general mgr. Jim Strong, and owner Monis James.

McKillikan Buys American

Hardwood lumber and plywood distributor McKillican American has expanded into the Phoenix, Az., market with its acquistion of American Hardwoods from Patrick Industries.

The Phoenix branch, which Patrick had itself acquired just two years earlier, is adding a complete hardware line, additional decorative surfacing and high pressure laminate products, as well as a large assortment of certified wood products.

B ased in Edmonton. Alb.. McKillican operates 2l distribution centers in Canada and the U.S., from Hawaii to Texas.

Northwest Yard Winds Down

After 60 years of business in Bellingham, Wa., BB Lumber & Hardware will close.

"All of a sudden to realize it's gonna disappear is a tough thing, and the hardest thing is of course letting people go," said Wayne Kirk, who has been owner for nearly three decades.

The store once had 18 employees, but lately it's been just him, his two sons, and a couple other workers. When the new housing market dried up, so did lumber sales. "Tapered off

to the point we couldn't afford to keep operating," he said.

Industrials Specialist Formed

Re-Cut Forest Products will open mid-March in Corvallis, Or., to provide material to the industrial pallet and packaging industry.

The company will produce stakes and pallet parts, including 2x4 doublenotched up to l0 ft. Nick Johnson will serve as president, with John Baskin as vice president. Both formerly worked for Willamette Industries, Sweet Home, Or.

Ted Fullmer, New Vision Forest Products, Albany, Or., will serve as exclusive sales agent.

Montana Timberlands Sold

Plum Creek Timber Co.. Seattle. Wa., has completed the second phase of its sale of western Montana forestland to The Nature Conservancy and The Trust for Public Land (see Jan. 2009, p.20).

Plum Creek received $250 million in cash for 112,000 acres. The third and final phase of the deal, covering 70,000 acres valued at $89 million, should be finalized durine the fourth quarter of 2010.

Oregon Green Store May Fold

Your Green Home, which opened four years ago in Corvallis, Or., will have to close unless someone buys the business.

Owner David Graetz blamed the cost of moving the store to a new location and slow business. "We've gotten a lot of traffic in the store being downtown, but overall our sales are down," he said. "Over the years, the store has accumulated too much debt. and it's time to shut it down."

He also cites the challenges of selling new products to what he calls a "risk adverse" industry. "If they have one bad experience with a green product and it doesn't work, they'll write off the whole segment of green products," Graetz said. "Often, conventional products will go through many iterations of failure and people keep trying them."

TimberSlL Passes Fire Tests

TimberSIL glass wood products recently completed and passed Class A fire rating lO-year accelerated weathering "ignition resistance" testing. The approval enables TimberSIL to sell its products into wildfire areas in California.

Simpson Strong-Tie Helps Quake-Test wood Frames

Simpson Strong-Tic and a -uroup of researchers lcd by Colorado State University are constructing what will be thc largest wood-frame building ever tested on an earthcluakc shake table.

"We don't have quantitative clata on h<tw buildings o1' this size actually perform in an earthquakc." said Stevc Pryor, buiiding systems rescarch and development manager for Pleasanton, Ca.-based Sirlpson Stron-e-Tie. "Just expanding on typical one- and two-story dcsign praetices isn't the answcr."

J'his sumnrer. thc seven-strtry condorniniurn tower will be subjected to simulated earthquakes of varf inS intensitl on the largcst shake tablc in the world, which is locatcd near Kobc,Japan. The tablc measures about 6-5 tt. by 49 lt. and can support building cxperiments wcighing up to 2.5 rnillion lbs.

The tests cap a four-ycar stucly funded by l $i 1.4 million grant Irom the National Sciencc Foundation. to dcvelop a new design approach for tallcr wood-frame buildines in earthquake-pronc arcas. NSF cstimatcs that tnore than 7-5 million U.S. citizens in 39 statcs livc in areas iit risk litr earthquake devastation.

"Previous testing has shown us that our moclelinl procedures are accurate ltrr low-rise wood-framc builclings. but the test in Japan will confirm new moclcls litr micl-risc wood-frame." said Jon van de l-indt. the Colorado Statc University civil enginccrinu prof'essor r"'ho serr,,es as the principal invcstigator 1br thc projcct. "Thc tcst coulcl help thc building industry saf'ely increase the hcight of woodfiame construction to six. possiblv evcn scvcn. storics in seismic zones."

SHAKE STRUCTURE earthquake testing at Colorado State University was conducted by Professor Jon van de Lindt. MnncH

'JLearning from failure

By Dave Kahle

detail the events of my most humiliating failure as a salesperson. It was early in my career, about three decades ago, and I had made the mistake of speaking badly about the competition to a customer. The customer was a personal friend of the competitive salesperson, and was personally affronted by my comment. The dressing down that I received at the hands of that customer remains painfully with me today. I don't believe that I have ever made that mistake since.

D EMEMBER John Delorean? He -[L*ur the suoerstar General lvlotors executive who started the Delorean Motor Co. When the company began to falter, he was anested and charged with complicity in a drug deal that some speculated was an attempt to raise money to prop up the comPanY.

All of this was big news in Detroit, where I was living at the time. One particularly insightful article in the Detroit News theorized that he had been supremely successful his whole life, and thus never learned to deal with failure. His development was stunted by a lack of failure in his life.

Faced with the pending failure of his auto company, he had nothing to lean upon and lost his moral compass. A long string of successes had not developed his character.

Perhaps. There is one thing for certain, regardless of the individual circumstances for Mr. Delorean. If we choose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development.

To this day, I can recall with vivid

Which is one of my points. Our failures are often far more intensely painful than the corresponding highs we get when we succeed. Since the pain is far more intense, the lessons stay with us. Or, they should, if we recognize the part that our behavior played in the failure.

That's a key part of learning from our failures: recognizing the role that we played in bringing them about. Of course, sometimes we are hapless and innocent victims of chance or someone else's misbehavior. But more often than not, we had 4 hand in the development of the sequence of events that resulted in a painful loss to us.

Remember Detective Sipowitz in the TV show NI'PD Blue? In one

episode, at the scene of a murder, he cynically remarked. "There are no victims." In other words. the victim was in some way partially responsible for his own demise. Of course that is not true for every event, but in a sober reflection of my life, which is the only thing I know well enough to make this kind of judgment, I find it to be true more often than not. Maybe, almost every time.

In other words, in almost every career and personal failure in my life, I was, at least in part, a contributor to the chaos that erupted. Once I realize that I am not a victim but a partial contributor, then the way is clear for me to assess my role and to determine never to make that mistake again.

As long as I refuse to acknowledge my role, then I remain a helpless victim, forever chained to the negative consequences of the failure and powerless to do anything about it.

Failure then. when our attitudc is right, provides fertile ground for the sowing of life lessons that often sprout into solid character traits. ln many ways, we become that which we learned from our failures. Show me a man of solid, substantial character, and I'll show you someone with a list of failures in his background.

Failure humbles us. That is one specific character trait that often sprouts from the fertile ground of multiple failures. It is hard to remain proud or arrogant when faced with the truth of several failures.

Maybe that's why the most common defense trait of proud people is denial. One of the most arrogant people I have ever dealt with spent most of his time denying his culpability in even the smallest busrness errors. Quick to point out errors in his customers, he never once said, "l'm sorry. It's our fault." His arrogance, untouched by the reality that he kept at arm's length, grew so insufferable that we could no longer stand to do business with him.

The opposite of denial is, of course, the acceptance of personal responsibility. And it is personal responsibility, coupled with the consequences of our less-than-perfect actions, that help build humility.

While no one should strive to fail, if we look at every instancc of our own failures as opportunities to learn and grow, and if we objectively search to identify our role in that failure. we'll come out of each better and stronger.

Herc's a step-by-step process to turn failure into growth:

1. Objectively analyze your role in bringing about the failure. What did you do?

2. No*, imagine what would have happened if you had done something differently. Is it possible that the sequence of evcnts that brought about that failure could havc been avoided if you had donc something differently?

3. Utrcon". what prompted you to do that. What was the precursor'? What prompted you to act the way that

you did'?

4. No*, decide that when that happens again, you will do something differently. Describe what it is you will do. as specifically and graphically as possible. Decide to change your behavior.

Using this simplc process you'll be able to turn even your most intense failures into stepping stoncs for your growth and developn.rent.

- Dave Kahla, "Thc Growth Coac'h," is a sulas consultont, troiner antl author ctl six books arttl a free rnonthlt' "Tltinkittg About Sttles" e?ine. Rcuch him ut (800) 3 3 1 - I 287 : v,wvt, tlavekahIc.t'om.

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Northern California Yard Bigger, Better

Kelseyville Lumber, Kelseyville, Ca., held a late January grand opening for its new 8l900-sq. ft. building.

"It's a big-box, but it's a little more homey," said general manager and part-owner Mark Borghesani.

The space dedicated to retail increased from 4,000 sq. ft. in its previous location in downtown Kelseyville to approximately 40,000 sq. ft. at its new location a few blocks west. Now there is room for an indoor/ outdoor garden center, an onsite restaurant and coffee cart, and everything from lumber to window glass and garden gloves to sleeping bags.

Employee Lisa Ridgeway said that a major difference is that customers can now walk in with an idea for a project and walk out with the materials they need. "We special-ordered a lot of things, but now we carry a lot of those things on our shelves," she said.

Borghesani said he knows hard times are ahead, but hopes the market will pick up again at the end of this year or the beginning of20l0.

"The demand was greater three years ago. The problem with a project like this is it takes so much energy and

work to get into it that you can't just stop it. We chose to be moving forward when the whole economy is moving backwards."

Borghesani said he is targeting the home improvement and rental markets, as well as providing recreational vehicle and marine supplies. "It's going to be tough because people aren't spending money," he said. "What we feel is that there are a lot of people who are going out of town for a lot of the stuff, who are really going to be supportive of being able to come in and get their cleaning supplies and storage units and chain saws and everything right in town now."

84 Halves Utah Presence

84 Lumber has closed nine more locations, including its yard in W. Jordan, Ut., leaving Spanish Fork as its sole presence in the state.

The Pennsylvania-based chain also began seeking state assistance for its debt financing, following the latest closings in W. Jordan, as well as Ocala, Fl.; Mount Hope, W.V.; Shelbyville, Ky.; Pocomoke City,

"The 84 Lumber people did have a meeting, as they are looking to readjust their financing and they were interested in seeing what DCED has to offer," confirmed Steve Weitzman, spokesman for Pennsylvania's Department of Community & Economic Development.

According to the company, 2008 sales had fallen about 32Vo. to 52.l billion from $3.1 billion in 2OO7.The 2007 safes total was down 20.5Vo from $3.9 billion in sales recorded in both 2OO6 and 2005. Since early 2007, the company has closed at least 87 stores nationwide, laid off 113 employees at its headquarters, and shuttered seven components plants. Last April, 84 Lumber signed new credit agreements totalling $590 million with SunTrust and Wachovia banks.

"People aren't looking for housing to correct before the end of this year or into next," said Dallas, Tx., investment banker Nick Beare. "Companies are having to come to grips with business offperhaps 507o, and their capital structure wasn't built on those kind of numbers."

Green Showroom Shows Off

Stock Building Supply's Home Selections Showroom in Salt Lake City. Ut.. hosted a Feb. l2 green solutlons open house. showing off thc facility's extensive green offerings and its consultant's expansive product knowledge.

"Our objective is to be the premier provider of green solutions," said Gail Kaufman, director of green business and customer programs for parent Wolseley. "Our u:sociales ure c()mrnitted to helping customers make small steps to help the environment."

The showroom, operatcd in tandem with sister company Ferguson, sells a broad range of green products, including doors, windows. fixturcs, czibinets, faucets. lighting and fireplaces.

NAHB Dubs iLevel Green

National Association of Home Builders' NAHB Research Center has recognized structural frame products fiom ilevel by Weyerhaeuser with the first certificates under its new "Green Approved" seal.

The mark provides third-party evidence that LBM nteet the criteria for homes certified to NAHB's National Green Building Standard.

Washington, D.C. The structure-ADA compliant and built entirely ol lumber to protect the surfaces of the Capitol-supporled more than 1,600 people.

Lag screws are old news. Ihe self-tapping GRK RSS is a serious structural screw. It's a high torque, high tensile, high-tech wonder, lt bores through wood with ease and greatly reduces the risk of splitting. Its revolutionary design also eliminates the need for washers. In the time it takes to put in a drill bit, you could be done.

POLITICAL PLATFORM: ldaho Forest Group, Coeur d'Alene, ld., supplied the lumber used to build the 10,000-sq. ft. platform for President Obama's Jan. 20 inauquration in

Green Building Going Strong

Green building continues to be a growing bright spot for the U.S. economy, according to recent surveYs of consumers, homeowners, and commercial real estate executives.

"The future of our built environment clearly centers on energy efficiency, water reduction, systems that encourage cleaner indoor air, the use of recycled and more sustainably developed materials, and communities that coexist with their environments," said Rick Fedrizzi, president, c.e.o. and founding chair of the U.S. Green Building Council. "The key to a prosperous future is sustainability, and the triple bottom line -environmental responsibility, economic prosperity, and social equity-is imperative as we move forward."

According to experts, two million new jobs would be created if a national economic recovery program focused on sustainability and invested $100 billion over 10 years in six infrastructure areas - including retrofitting existing buildings to improve energy efficiency, and investing in wind power, solar power, and nextgeneration biofuels.

Other key findings include:

The credit crunch will not discourage 75Vo of commercial developers from building green.

83Vo said they would be "extremely" or "very" likely to seek LEED certification for buildings they are planning to build within the next three years.

. TOVo of homebuyers are inclined to buy a green home instead of a conventional home.

567o of respondents who bought

Coatings Groups To Merge

The National Paint and Coatings Association is merging with the Federation of Societies for Coatings Technology, creating a single coatings industry association to serve corporate, science and technology professionals.

Since June, NPCA and FSCT have been operating as two seParate but aligned organizations. Now, due to the difficult economic climate and a substantial decrease in both short- and

green homes in 2008 earn less than $75,000 per year; 29Vo earn less than $s0,000.

. More than SOVo of commercial building owners have allocated funds to green initiatives this yeay 45Vo plan to increase sustainability investments in 2009.

. 60Vo of commercial building owners offer education programs to help tenants implement their own green programs in their space. uP 49.4Vo from last year.

. Spending on LEED-certified projects is expected to total more than $100 billion by 2O2O.

long-term FSCT revenues, a full merger is set to be finalized by March 31.

The groups' e-newsletters have been combined into a new semi-montly e-publicati on, C oatings Today.

NPCA's print newsletter, Coatlngs, has been discontinued, with its content moved to Coatings Today. A new industry publication is planned for 2010. Their websites will also be merged into a single site.

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Slowdown Finally Catches Up To Cedar

After holding strong through most of 2008, demand for western red cedar has fallen back in line with the rest of the dismal lumber market.

"We were about a year behind the curve, but now cedar is extremely slow," said Terry Baker, sales manager for Tri-Pro Cedar Products, Orofino, Id. "Cedar was strong while framing lumber prices were low, for about a year, then in the fourth quarter, it hit the wall."

Jim Vandegrift, sales manager for Bennett Lumber Products. Princeton. Id., agreed: "The market is a challenge. Cedar held on longer, until the last 60 days."

Baker lamented, "Wholesalers and retailers don't know what to do. There's no incentive to buy early with prices falling. Retailers are going to use their wholesalers, and wholesalers are going to use us (mills)."

He noted that numerous cedar mills have cut back on production, but that's not stimulating orders. "We're just going to have to wait it out," Baker noted. "It's strictly demand-driven."

According to Random Lengths, continued price cuts have most affected timbers and certain dimension items-a trend that can be used to the advantage of diversified manufacturers such as Tri-Pro. "We make a lot of different items," said Baker. "We can put five or six items on a truck. We can be nimble. Offer variety. Have it on the ground, ready to go."

Similarly, Vandegrift finds "the orders are highly specified. D&Better I can sell every day. Selects are no problem. 3&Better is extremely slow."

Most cedar mills hope the market will begin rebounding by the third quarter, although even more optimistic is Leslie Southwick, marketing and sales manager for C & D Lumber,

Lignum Builds Cedar Force

Lignum Forest Products, Vancouver, B.C., has engaged Tays Forest Products. Vancouver, to assist in developing its western red cedar and specialty products business.

Bruce Tays, principal of Tays Forest Products and formerly with Forest City Trading Group's Olympic Industries division, will act as sales manager. Chris Tays will assist in purchasing and sales.

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"The cedar market was quiet over the winter months; however, over the last few weeks inquiries have begun to pick up, especially for cedar timbers," Southwick said. "C&D continues to have a strong demand for our 514"x6" Port Orford cedar decking and decking accessories. We also continue to have

a strong demand for 2"x6" incense cedar Appearance Plus decking. Hopefully, this will continue to be the case into the summer months. Even though the housing market is down, current homeowners seem to still be investing in the remodeling of their homes, including adding on a deck or replacing an older deck." Remanufacturing

Distributor rolls out certified product

EIOR more than 35 years. East Teak l' Fine Hardwoods has distributed and manufactured a wide range of products -decking, siding, flooring, and architectural mouldings-from a variety of exotic hardwoods. To set itself apart, the company has made offering certified and sustainable wood its top priority.

"We are constantly sourcing new FSC-certified products to guarantee the legality and sustainability of our wood resources," says president Wayne Rogers. Recently, the company's search led to Accoya, a molecularly altered wood developed by

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"East Teak had been looking for a new product for some time that would be unique, FSC-certified as lcgal and sustainable. have the durable qualities of exotic hardwoods, and be moderately priced for all of those qualitics," said Matt Mladenka, East Teak's markctrng and sales director.

Whe n he read an article about Accoya and learned that Titan's U.S. headquarters were right across the street from East Teak's corporate ofTices in Dallas, Tx., he decided to investigate further. "Afier six months of product education. testing and negotiating, both companies believed the partnership was a good fit and moved fclrward," said Mladcnka. "We feel that Accoya is a 'wclnder wood' that would be the pert-ect altcrnative to teak or the other popular cxtcrior woods, such as cedar. redwood, ipe or mahogany."

In January. East Teak entered into an agreement with Titan to import and distribute Accoya in North America, ineluding the Caribbean.

East Teak will be milling Accoya into exterior decking, siding, and custom mouldings at its manufacturing tiicilities in Donalds, S.C., and Sultan, Wa. East Teak will also work with custom doclr and window manufacturing cornpanies, while Titan Wood will work directly with the larger door and window companies.

According to Titan, the non-toxic acetylation process used to produce Accoya was designcd to improve the performancc and appcarance of radiata pine and other sustainably grown softwoods without compromising the wood's stren_tths or rnachinability. The process reduces swellin-q, shrinking. and crackin-t. while irnproving resistance to UV li_rht. insects, and micro-organisms such as fungi.

"Innovative technologies such as that used for the production of Accoya will give end users the confidence to turn to fast-growing, sustainable specics, safe in the knowledge that their performance can match that of

Send us your news!

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the very best tropical hardwoods in demanding applications," said Finlay Morrison, c.e.o. of Accsys.

Accoya is manufactured in Titan's state-of-the-art manufacturing plant in Arnhem, Netherlands. Mladenka says that Titan's long-term goal is to produce the wood in U.S. factories using North American woods such as southern yellow pine.

Mladenka noted that East Teak has high hopes fbr Accoya. "We sell the hi-ehest quality of everything, only the finest hardwoods. Accoya is a 'Cadillac' wood that fits that philosophy."

Old \fforld Crafumanship In Today's Designs

Tm-Dry Timbers

Geo. M. Huff Lumber Company has teamed up with Forest Grove Lumber to become the exclusive Southern California stocking distributor of Tru-Dry Timbers.

All FGL Tru-Dry timbers are dried in "Fleat'Wave USA's RFV' kilns, which use clean, renewable energy and have zero emissions.

Tru-Dry timbers are dried completely and evenly throughout so you won't experience the sticky problems often encountered with beams that are not dried to the core.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one ofthe best resources in Southern California.

Stimulus plans will indirectli affect the wood pr6ducts industry

By Gary Zauner Crow's Weekly Market Report, RISI

rnHE political posturing and philoI- sophical debate pertaining to the $787 billion "American Recovery and Reinvestment Act of 2009" is behind us now that President Obama signed the bill into law on Feb. 17 in Denver, Co. In a few strokes of a pen, the nation crossed the point of no return, staking its future in large part on a potion consisting of l3Vo spending and277o tax cuts.

Promising that the bill was only the beginning of a road map to recovery, the President took another step the following day by laying out a plan

to resuscitate housing. Unlike the economic stimulus bill, which will dole out billions to programs ranging from Head Start to NASA, the housing stimulus appears devoted to keeping folks in their homes.

What is in the economic stimulus bill and the housing stimulus for the U.S. wood products industry?

By June, $29 billion of the economic stimulus package is expected to be in the system, helping to modernize roads and bridges. Another $17.7 billion is set aside for mass transit and rail and another $18.8 bil-

lion is for drinking water and flood control projects. While using a significant amount of cement, blacktop and steel, it is likely that these projects will have a minimal influence on the wood products industry.

Another $5 billion of the bill will be used to upgrade Defense Department facilities and housing for troops. This will impact lumber and panel markets positively, as considerable need for lumber, flooring, roofing and myriad other products is likely. Unfortunately for the industry, school construction money was

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removed from the bill in the Senate.

The National Association of Home Builders pressed hard for a $15O00 tax credit available to all purchasers of a principal residence for one year after the date of the bill's enactment. Unlike the 2008 stimulus bill, this one had no payback provision.

By the time the bill was signed, it had been trimmed to $8000 (lowering the bill total by an estimated $33 billion) and was available only to firsttime homebuyers, who in 2008 made up 4l7o of all home sales. Consistent with the previously written bill, this one has no payback provision. The tax credit is intended to give fence sitters added incentive to dive into the housing market. How first-time homebuyers will come up with the down payment in order to take advantage of the tax credit could be problematic.

The bill's somewhat limited attempt to increase home purchases is expected to, in turn, help curb the rapid rate of home price declines. A halt to declining home prices would prompt new homebuyers now awaiting a price bottom to enter the market. The sooner the inventory of new and existing homes can be purchased, the

sooner builders can begin constructing new homes at a greater rate than the measly 466,000 reported for January.

While the economic stimulus plan tries to encourage new home ownership, the primary intent of the housing stimulus plan is to keep homeowners in their homes. The blueprint is for the government to spend up to $275 billion to help alleviate the rising number of home foreclosures, focusing much of the money on homes where mortgages are higher than the value of the home.

President Obama said that the plan will "make it possible for an estimated four to five million currently ineligible homeowners who receive their mortgages through Fannie Mae or Freddie Mac to refinance their mortgages at lower rates" and "create new incentives so that lenders work with borrowers to modify the terms of subprime loans at risk of default and foreclosure." He added that the government would also take steps to keep mortgage interest rates low. Fannie and Freddie would also have to discontinue their practice of financing mortgages that are no more Ihan SOVo of a home's value. In order to do so,

both Fannie and Freddie will receive an injection of $200 billion from the Treasury.

Another key component to the housing plan is to use federal money to buy down three to four million mortgages so they make up around 377o of a homeowners' income. On the face, this would appear to help homeowners who made the decision to direct 40Vo or more of their income toward their home mortgage. The President stressed that only those who "played by the rules," meaning homebuyers who acquired mortgages responsibly, would be eligible for this subsidy.

Rep. Neil Abercrombie of Hawaii said, "We're going to see what we can do to enable people to be able to bridge the mortgage gap that they have to handle right now because of unemployment, because of under employment (or) because of rate changes that they hadn't anticipated." Whether those folks enduring "rate changes not anticipated" fall under the "responsible borrower" category remains to be seen.

As a result of the plan to subsidize mortgage payments, several banks, (Please turn to next page)

Stimulus Plans Affect Industry

( Continued from previous page )

plus Fannie Mae and Freddie Mac announced Iast week the suspension of new home foreclosures until early March or until the new plan can take hold. The announcements give borrowers more time to work with mortgage lenders in an attempt to keep borrowers in their homes.

Several other pieces of the economic stimulus bill will influence various aspects of the wood products industry, helping small businesses and projects through tax incentives and loans. The plan intends to extend 2008 loan limits of $729,15O through the end of the year, which will help borrowers in high-cost markets, and allots $2 billion for funding of affordable housing projects.

The bill also delays the start of a 3Vo goverlment contractor withholding requirement, whereby the government withholds 3Vo of a payment to

contractors for a set amount of time.

Other provisions of the bill will affect taxes, as in providing up to a l0-year deferral of taxes due to business debt restructuring. The bill will also expand the net operating loss carry back period from two years to five years and extend economic incentives for installing energy-efficient home improvements. The bill also increases tax credits for investment in low-income communities.

Another piece of the economic stimulus bill that could filter back to the industry is income tax breaks for what is reported to be 957o of all Americans. This year and in 2010, individuals will receive a tax credit of up to $400 in their paycheck, while married couples will get $800. Whether the $8.00 per weekly paycheck the average recipient is expected to receive will spur the economy has been a subject of debate-as have many of the other measures within the

Concerns are numerous, as would be the case with any plans of this magnitude. One concern is that the economic stimulus plan is heaped with an abundance of measures, yet absent of any specific plan to carry them out. Another is the dollar amount of the economic stimulus, which is often described as 5.5Vo of the 2009 GDP, when actually the estimated $787 billion will be spread out from now until the year 2019. That is a primary reason why some economists are saying the $787 billion is not enough to reinvigorate the economy and that more stimulus is likely in our future.

- Gary Zauner is the editor, Crow's Weekly Market Report, published by RISI, the longest-running source of prices in the North American lumber and panel industry. Reach him or sign up for a free trial subsc riptio n at www.r i s iinfo.c om.

AWPA Lists Arch's CA-C

Arch Treatment Technologies' new dissolved copper azole preservative, Copper Azole type C (CA-C) has been approved by the American Wood Protection Association for listing in the AWPA Book of Standards.

The preservative couples dissolved copper with an azole co-biocide, featuring two azoles, propiconazole and tebuconazole, which have a synergistic fungicidal effect that has been patented. Retention levels for CA-C are lower than most comparable preservatives-0.06 lbs. per cubic ft. for above ground use and 0.15 pcf for ground contact.

Dissolved CA-C is one of two copper azole formulations used to protect wood sold as Wolmanized Residential Outdoor wood, for decking, fencing and other residential and commercial applications.

and only green building rating system approved by ANSI, making it the benchmark for green homes," said Ron Jones, who chaired the consensus committee that developed the standard.

"The standard provides homebuilders and remodelers with a much more expansive third-party rating system that they can use to achieve green certification under NAHBGreen and the National Green Building Certification Program," said Mike Luzier, c.e.o. of NAHB's research center. "Consumers are looking for authentic, verifiable green building practices, and now they'll find them with a true industry consensus standard for residential green building."

According to NAHB, the standard defines what green practices can be incorporated into residential development and construction and how homeowners can operate and maintain their green homes-but it also allows homebuilders and homebuyers to make green choices based on climate and geography, as well as style preferences and budget.

Green Standard Recognized

The American National Standards Institute has approved the National Green Building Standard developed by the National Association of Home Builders.

"The National Green Buildins Standard is now the first

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HOT SHOTS: Los Angeles Hardwood Lumberman's Club held its annual pool tournament Feb. 12 at Danny K's, Orange, Ca. (1) Alan Arbiso, Marty Fox. (2) Paul Pendergast, Bob Mitchell, Jim Gaither. (3) Kevin Trussell, Charley Fiala, Deonn DeFord. (4) Walter Maas, Dan Bohannon. Winner of the double-elimination comoetition was Ganison Cox, GLC Millworks.

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Fostering career develo ent

By Amy M. Schuman

commitment and intent by regularly asking about and discussing leadership and career development. Board members regularly check in on the topic with the c.e.o. and other key executives by asking, "What are you doing about developing your successors?"

Where active boards exist, they have the final responsibility to select successors for key company positions. Board members can make it known that they want to interact with highpotential candidates who have the performance record, skills, knowledge and experience to fill future strategic needs. Indeed, presenting to the board is an outstanding developmental experience.

LTOTHING could be more imporI \ tant to the continuity of a family business than the preparation of next generation leaders-both family and non-family.

Yet, career development is often neglected in family firms. Family business founders frequently take an attitude of sink or swim toward the next generation. That's how I did it, they may say. Many family business leaders want to nurture next generation development, but do not know where to begin.

Sink or swim is unlikely to provide an expanding and increasingly complex business with the leadership required for continued success. Talented leaders may emerge on their own, but the odds don't favor that result. To improve the chance of survival and success across generations, a family business should engage in a deliberate program of planned, strategic career development.

Most everyone plays a role in career development in a family business. Here is how those roles shape up:

The family serves as the guiding light. It provides the overall vision and values that frame the entire process. If the family holds a strong belief in work-life balance, it might encourage family members to consider working part-time while their children are young. By contrast, another family might say that anyone who chooses to work part-time will never be seriously considered for a top management position. Another family might place great emphasis on community involvement, by expecting its leaders to serve the community in some way. If so, voluntary activities would become a part of career development.

The family also establishes, hope-

fully in writing, the policies that govern employment and promotion of family members in the business. An employment policy sets forth answers to such questions as: Do we always want to develop a family member as the c.e.o., or will we select the best person for the job, family member or not? Do we want to actively encourage the next generation to work in the business? What are our requirements for family members who want to join the business? What are our criteria for promoting family members? Shall we make internship opportunities available early on to kids, whether or not they are motivated to work in the business?

If a board of directors has been charged with the responsibility of choosing successors for top leadership positions, family members need to resist lobbying the board. It's important that they accept and support the board's decisions, even when outcomes are not precisely what family members hoped for. If there's no board, a fair career-development process itself helps to lessen family politicking around promotion decisions. However, the family needs to agree to abide by the results of the process and to avoid behind-thescenes maneuvering. It helps to devote time at family meetings to explain the career-development process so that family members fully understand and give it their full support.

The board of directors holds the company's top management accountable for defining competencies needed for the future and for making career and leadership development a priority. It supports management's efforts to devote adequate resources, time and attention to the process. It shows its

The individual whose career is the subject of development is responsible for his or her own learning and growth. If that's you, it means pursuing development and growth through education, job experience, and community service wherever you can find opportunities to stretch yourself. You must understand yourself; define your talents as you see them, think about what you really want and what makes you happy. Seek feedback and act on it. Be willing to try something new and be willing to change. Be open to the fact that you can change even if you're 50 years old or more. It's never too late.

Even if you get discouraged and upset, try to maintain a positive attitude. One family member became very discouraged by the feedback she received but she finally made the decision that she wanted to continue with the process. I can do better and I want to do better, she said. She knew the responsibility was in her hands.

The organization, meaning top management in the family business, is responsible for initiating, designing and implementing a career-development process that will assure future leaders for the organization's needs. Top management may delegate the actual responsibility to someone else, such as a human resources director, but management is ultimately accountable for results.

Management must define the key competencies called for by the company's strategic plan. They must make development and growth opportunities available and budget for them. Management makes sure that people get support for their education in terms of time and financial resources. Management also makes sure people are mentored and coached as needed.

And, most important, management sets the bar by providing honest, constructive feedback to individuals who report to them.

The Role of Non-Family Executives

The support of non-family executives is essential to successful career development in family businesses. In many family businesses, family members are expected to hold top positions. In these cases, non-family managers must understand and accept with grace the fact that they will never be c.e.o. They must truly be devoted to the development of the family's next generation. These non-family executives are to be prized and shown appreciation by the family. The teaching they offer and the feedback they give to young family members reflects incomparable generosity. Reward such non-family executives well.

Be aware, however, that this kind of support for career development is not always present, particularly when it comes to preparing family members for future leadership. A non-family manager may not have his or her heart fully engaged in the process of bringing young family members along in their careers. Often such non-family managers cling to an ill-founded belief that they will one day be c.e.o., no matter how clear the family thinks it has made itself that only a family member will hold the top position.

When non-family executives nurture this illusion, they may sabotage the development of high-potential, next-generation family members. They may assign family members to tasks beyond current abilities or withhold

support or information needed for success. Non-family managers also have been known to foster dissent or gossip to worried parents unnecessarily.

Be clear with non-family executives when the family has set a goal of keeping family members in the top spot. Be prepared to take action if a non-family manager doesn't get it and,

as a result, undermines the careerdevelopment process.

- Amy M. Schuman is a principal of the Family Business Consulting Group, (800) 551-0633. She can be reached at schuman @ efami ly b u s ine s s .c o m.

Reprinted with permission from The Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

Proadly grown and manataclared by the Eolville Indian fti e ColvtiLid InpdN

Ponderosa pine"boade"& "'" industrials;. D.ouglaslk"*,,.., lamstock, dimension & indu5tfialSTiolii"Uffielt, Wa.' halt Roh BreE ( 222-fssA" f6$@tl//;zfit

Producerc of high qaality Plywobd & Dry Ven6Ci 'from Omak, Wa.

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lmproved Mudsill Anchor

Simpson Strong-Tie's MASA mudsill anchor offers increased load capacity for framing and concrete appllcatlons.

driftwood. redwood and cedar-are protected by Lumenite, a fusionbonded surface technology.

- Call (800) 573-8811 or t;isit www Jiberc ompo s it e s .c o m

Water-Saving Head

Moen's Envi Eco-Performance showerhead strives fcrr water efficiency, while delivering a satisfying shower exoerience.

The thr^ee-tunction head uses a spiral-shaped nozzle pattern to provide full-body coverage with 30olc less water.

Tropical Composite

Latitudes Capricorn composite decking from Universal Forest Products rcplicatcs the look of tropical hardwoods.

Fortified with Strandex technology, the decking is also co-extruded for low maintenance.

The improved design reportedly saves time over anchor bolts. Key areas of the anchor have been reinforced and tasteners have been added.

Since the product can be installed up to 6 ft. on center, the same load capacity reportedly can be achieved with fewer mudsill anchors.

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AlI-PVC Decking

Fiberon Sensibuilt PVC deckinc from Fiber Composites reportedl! never requi.res painting. staining or power wasnrng.

The product's heat-reflective surface reportedly is moisture, impact and slip resistant.

Four available colorsmocha.

Available finishes include regular and brushed chrome, brushed nickel, and oil-rubbed bronze.

- Call (800) 289-6636 or visir www.moen.com

Greener Finish

Penofin's Verde semi-transDarent oil finish reportedly has no VOCt because it contains onlv veeetablebased ingredients.

Both slotted and standard olanks feuture woodgrain pattern on both sides, in lengths of 12", 16' , and 20' Slotted planks feature the Equator hidden f'astener.

- Vi.sit www.u.fiti .tttm

Deck & Rail Lighting

Decklites are desisned to illuminate Timbertech's composite decking, fencing, and ornamental rail systems. The line includes lights for posts, balusters and stair risers that are easy to install, use minimal electricity, and increase nighttime safety.

- Vi s i t www .t imbe rtech.com

Designed to resistant humidity changes, the penetrating finish can be used both inside and out.

E,ighteen colors are offered, in both quart and gallon sizes.

- Visit wtw.perulfin.c'om

New MetalTrim

Nichiha U.S.A. now offers metal trim for corner details, windows, and door transitions for its fiber cement panels.

Accents is available in 10-ft. lengths and 1l different profiles. Finishes include mill, powder coat, Kynar and anodized.

Two stock colors, bronze and beige, as well as a full range of custom colors, are also offered.

- Please visit www.nichiha.com

Mobile Storage Options

DeWalt has partnered with Thule on a new line of aluminum boxes and adjustable steel and aluminum racks for jobsite vehicles.

The truck boxes have a one-piece base, a fully insulated lid, and an enclosed locking mechanism to prevent bending or jamming of the locking system.

lnsulated Building Panels

Structural insulated panels from Premier Building Systems offer an alternative to traditional stick-frame construction.

Manufactured with expanded polystyrene, the panels reportedly remain stable and offer long-term energy savlngs.

- Call (800) 275-7086 or visit www.pbssips.com

Stylish Eye Protection

Gateway's Luminary safety eyewear are designed for style and comfort. as well as safetv.

and requires no pre-drilling.

The decking contains no organic fillers, providing a solid-core PVC material with moisture resistance and consistent density throughout.

The steel racks reportedly can safely carry up to 1,800 lbs., while the aluminum racks can carry up to 750 lbs. Both types have stainless steel mounting hardware, power-coated zinc die-cast feet, and four adjustable load stops.

- Visit www.dewalt.com

A large, one-piece polycarbonate lens is lightweight, but has an integrated brow guard and wrap-around design for protection against workplace hazards.

- Call (800) 822-5347 or visit www.gateway safety.c om

Visionary Decking

TAMKO Building Products now offers Envision PVC decking that is lightweight, reportedly easy to install,

Deck boards are offered in 12' , 16' and 20' lengths, in three colorstaupe, sand and gray.

They offers UV protection and high-heat resistance for a cooler deck during hot summer months.

- Visit www.tamko.com

Colorful Stone Veneers

Ply Gem's United Stone Veneers division has introduced stone and brick veneers in eight styles and more than 38 color options.

Molds of natural stones are used to create such styles as field stone, shadow ledge stone, cobblestone, cut cob-

blestone, ridge stone, river stone, and Tuscan field stone. Custom finishes are available.

The veneers are reportedly lightweight and easy to install.

- Please go online at www. unite dstonev ene e r .c om

LUMBER Composite Porch Floorino

Planthtion composite porch flooring Irom Koma Trim

Products has the look of traditional 1"x4" toneue-and-

groove boards, but reportedly will not splinter, crack, split, or buckle under resular use.

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Available in lengths of 8', 10', 12' , and 16', the product has a medium-gray color that can be painted.

- Please visit www.komatimboards.com

Thicker PVC Trimboard

Versatex now offers a PVC 614" panel with fine cellstructure consistency from front to back, to eliminate the need to laminate multiple sheets together to achieve thicker stock.

. Various grades and widths

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The panel is l-l/4" thick, in 4'x8' and 4'x10' sheets as well as nominal 10" and 12" boards.

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SUPERIOR UV RESISTANCE

Curtis Crane, Earl Downing. (3) Clay Hock, Stefanie Snyder. (4) Lynn Rhow, David Willey. (5) Jack Lorenz, Kari Hutson. (6) Teri Halek, Carl Miller. (7) Beth Kelly, Joe Kardesich. (8) Gallo Garcia, Darren Skaggs, Steve Heaton,

Oscar Prieto. (9) Dave Heine, Nick McDowell, Scott Enright. (10) Mindy Byers, Dan Thomas, John Galbraith. (11) Rick Johnson, Tim Miller, Jay Brown. (12) Roberta VanRossen, Dave Rupp. (13) Sarah Ann Corbin, Jennifer Moreno.

D0 lT BEST held its winter market in San Diego, Ca. (1)Wade Frazier, Scott Sanford. (2)

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Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): 965 if we set the type, $55 if ad is fumished "camera-ready" (advertiser sets type). Phone number counts as I word. address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660,Fax 949-852-0231,

dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: I Sth of previous month.

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

WELL ESTABLISHED lumberyard/home center in Northeast California is looking for a general manager. Minimum 5 years experience in retail hardware management with extensive knowledge in hardware, building materials, and computer operations, OR a minimum of l0 years experience as an assi5tant manager in retail hardware sales with demonstrated experience in all aspects of margin and inventory control, retail pricing, computer operations, and associate supervision. Benefit package available. Salary is commensurate with knowledge, experience and ability. All qualified applications, please contact me at Box 713, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ building-products.com.

LUMBER TRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.607o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

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Depot Out As Olympic Patron

Home Depot has ended a sponsorship program that supported Olympic athletes with part-time jobs, flexible hours, and full-time pay and benefits.

"At this economic time, we are looking more closely at all our programs and marketing sponsorships," said spokesperson Jean Niemi. Over a four-year period, sponsorship cost the company from $15 to $20 million.

Since the program started 16 years ago, it has benefited 600 athletes from the U.S. and Puerto Rico Olympic and Paralympic teams, who have won 145 medals. Each was required to work about 1000 hours a year to maintain a salary of about $25,000.

Darryl Seibel, chief spokesman for the U.S. Olympic Committee, said the committee is sorry to lose Home Depot as a sponsor. "They have been a fantastic partner and have done a great deal for America's athletes."

He also said that HD is the first top-level sponsor to leave the USOC since General Motors dropped out in 2007. Seibel said l6 other major sponsors have renewed for the 20092012 cycle.

Athletes now employed by Home Depot can continue working flexible hours on a part-time basis and retain health benefits, but their salaries will be halved. They can apply for fulltime jobs at stores with available openings, but no new athletes will be accepted into the program.

u0 rues

Kenneth William Tinckler. 89, longtime California hardwood lumberman, died Feb. l7 in Los Angeles, Ca.

Mr. Tinckler was born in Liverpool, England and served in the British Army's Long Range Desert Group during World War II.

In the early 1950s, he formed Stahl Lumber with Ken and Milan Michie. After the Michies retired in 1985 and closed the yard, he operated Tinckler/ Squires Lumber for several years from his home office.

In 1969, he helped founded the Los Angeles Hardwood Lumberman's Club, serving as its first president and longtime scribe. In 2OO7 , he received the group's first Founder's Award.

John Brazier,75, retired owner of Brazier Forest Products, Seattle, Wa., died Feb. 5 after an eight-month battle with pancreatic cancer.

Mr. Brazier graduated from the University of Washington in 1956 and spent four years in the U.S. Navy.

He founded the company in 1965 and served as c.e.o. for 3l years. He had worked in the lumber industry for 45 years.

Bruce Valentine, 77, owner and president of OG Valentine Lumber, Denver. Co.. died Feb. 5 in Denver.

After graduating from Yale University, Mr. Valentine served as a lieutenant in the U.S. Air Force. He then went to work at his father's lumber firm, which he took over in 1967.

William Ray "Bill" Peppard, 88, longtime Oregon lumber grader, died Jan.24 in Cornelius, Or.

After serving in the U.S. Army, he worked as a grader for Gales Peak Lumber Co., Pratt Lumber Co., and Columbia Forge Machinery. He retired in 1980.

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Wood Solutions Iwww.tenonusa.com]....................................33

Fontana Wholesale Lumber [wwwJontanawholesalelumber .com] ...22

Forest Products Sales [www.forest-product-salescom] .......................51

Fred C. Holmes Lumber Co............,,....... .....................40

GAF-Elk [www.gaf.coml ....................30

Gemini Forest Products Iwwwgeminiforest.com] .....................42

Golden State Lumber [www.goldenstatelumbercom] .........................42

GRK Fasteners [www.grkfastenersrom]

[wwwstrongtierom]

Siskiyou Forest Products [wwwsiskiyouforestproductsrom] ,......29,41 .............15

Sunbelt [wwwsunbeltrackscom]

Swan Secure Products Iwwwswansecure,com] ....................................41

Swanson Group Sales Co. [wwwswansongroupincrom] .....,.............Js

Thunderbolt Wood Treating [www.thunderboltwoodtreatingcom] ..53

TimberTech [wwwJimbertech.com]............ ...............27

TruWood-Collins [www.truwoodsidingcom] .............13

Vaagen Bros, Lumber Inc. [www,vaagenbros.com] ....--.,...-.-..-......31

Van Arsdale-Harris Lumber Co...................... ,...........S3

Western Red Cedar Lumber Association [www.wrcla.org]......Cover II

Western Wood Preserving Co. [www.westernwoodpreservingcom] ...5

Yakama Forest Products Iwww,yakama-forest.com]...........................43

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Confused

The MerchantMagazine

Setving 13 Wedom States, IncludlngAlrrt and l|!wall

(Sistet publicati1n Euilding Prcdurts olgest seves the Eest) PUBLISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EIIIERITUS DAVid CUIIET E0ITOR David Koenio (dkoenig@-building-products.com)

ASS0CIATE EDIT0R Karen Debats (kdebats@building-products.com)

COl{TRIBUTIIIG EDITl)RS

Dwight Cunan, James 0lsen, Carla Wddemar, Jay Tompt

AD SATES MAI|AGER Chuck Casev (ccasey@building-proddcts.com)

CIRCULAT|0ll Heather Kellv (hkelly@building:products.com)

ADMII{ISTRATIOlI OIRECT|IR/SECRETARY Marie 0akes (mfpoakes@aol.com)

How to Advertise

Contacl our advodishg oflicm l0r ralos: WEST, MIDWEST, SOUTHEAST: ChucK Casey, Newport Beach, Ca.; {9f9) 852-1990; Fax 949-8520231; Email ccasey@building-products.com

I{0RTHEAST: Paul Mummolo (N.J.); (732) 899. 8102; Fax 732-899-2758; Email mummolop@ comcast.net

IIow to Subscribe

Contact Healhff at (949) 852.1990

U.$.: 1 year (12 issues), $22; 2 years, $36; 3 years, 950

F0BElGll (Per year paid in advance in US funds): $48 for Canada and Mexico, $60 for all other countries; Air rates also available.

SlltGLE C0PIES: $4 + shipping; Back issues (when available), $5 + shipping www.building-produch.com

About the Cover

The front cover is a paid ad, this monttr

Magazine (USPS 796-560) is published monthly at {i00 Canpus 0r., Sto. 180, tle*porl Boach, Ca. 92660-1872 by Cutler P.ublishing, Inc. Periodicals.Po$aSe pqr.d at Newpod Beach, Ca., and additional post ofiices. lt is an independentlyowned publication for the retail, wholesale and distribution levels 0t the lumber and buildihg products markels in i3 westein states. Copyrigit@2o0g by Cutler Publishing, Inc. Covef and entire contents are fully protected and must not be reproduced in any.manner without written p€rmission. All Rights Beserved. lt reserves the right t0 accept 0r reiect any editodal oi adverti$ing matter, and assumes no liability tor mateilals furnished t0 it.

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confidence and motivate people, or,,. How to not succeed in business

These two headlines are interchangeable. Of course, we have the opposite task as managers or salespeople, and perhaps at times many of us do not do a very goodjob at it.

In light of what is happening in the economy and perhaps in our own private lives, it is hard not to give in to the environment around us. Certainly there's good reason to not feel happy right now. I don't know about you, but I am fed up with taking the negativity pills. It is time to start taking the happy pills again. Yes, there are going to be some withdrawal symptoms for a little while, but it is time we all start talking it up again, instead of staring at and talking to our feet (much easier, of course, if I could see over my belly). I want to be happy again! I am not going to take it anymore!

Now is the time that to stop showing indecision and uncertainty. We must start leading again and drag everyone else with us even if they are kicking and screaming. We have to change the sentiment in this country to one of positive outcomes versus the negative outcomes of the recent past.

There has not been a better story over the last months than that of Chesley "Sully" Sullenberger III, the

pilot who ditched his US Airways plane into the Hudson. I was in a hotel room that day and watched as the story unfolded. What a tremendous act of skill and leadership. I have listened over and over again to the voice recording with the pilot calmly going through his options and his instant decision to ditch his plane. I cannot believe anyone could stay as calm as he did, and when you ask him now, it is clear he believed that he could land the plane safely when all odds defied that logic.

His "can do" philosophy is one that we all need to adopt. I have the utmost respect for this pilot and if ever skill and training came in to play, it was that day. Do you think there is any passenger who would pass on flying with him? And it is the same for good managers. Bad managers are a dime a dozen,but good ones will be followed.

There is absolutely nothing to be gained from acting indecisive and with uncertainty. While deep down we may be overwhelmed as we struggle to find the right answers we should keep this to ourselves and not make it for public consumption. If we sound tentative, it will just spread to those around us. Most of us have more time than Sully

to make decisions. We certainly have more time to get input from others, which can give us increased confidence in our decisions. As we formulate the best plan we have the responsibility to communicate in the most positive terms what actions we are taking, why, and what outcome we anticipate. Most people are not stupid. They know what is going on in the office. They hear the rumors over the water-cooler. They want straight talk and confidence that their leader has thought everything through, understands the path to be taken, and is looking after them-even when such decisions may be difficult for a number of people.

Anything we do has a risk of failure. From crossing the road to flying, there is the possibility something can go wrong. The same is true in business. And when things do go wrong, there will be plenty of blame to go around from the nay-sayers, who, if only they had spent their time trying to make the plan work instead of undermining it, might have generated a different outcome. The more confidence you have, the more confidence others will have in supporting you.

Lastly, the mess we now find ourselves in was created by government policy over a long period. If you are given enough rope, you will hang yourself. So while bank management and investor fraud have certainly played a part, they are not entirely to blame. Government has a role to play in creating an environment of change, but it is going to be business that gets us out of the mess we are in. When doing business becomes a dirty word, the whole fabric of what makes this country great will disintegrate and believe me, we will have a much bigger mess to deal with than we do now. So as I've prescribed, on to the happy pills-with double dosage to start!

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Engineered wood gets even greener

II/HAT'S all this "green" nonY Y sense about?

It's everywhere. I'm sure you get questions everyday from your customers like, "Do you have NAUF plywood?" or "Is the lumber and hardwood panels you stock Forest Stewardship Council-certified?" And, oh yeah, "What green products do you have that will help me achieve LEED credits?"

Today, most distributors have answers to these questions. However, the question that still stumps most people is "Where can I get green engineered wood products?" Now that's a tougher question to answer.

The fact is, EWPs are innately green, for a lot of reasons. Yet often they do not fit within today's textbook definition of a green product. Yes, they are NAUF. Yes, they meet California CARB Phase 1. And yes, they utilize smaller, faster growing species of trees, which is better for our environment.

What most people don't understand is they are not required to be NAUF or CARB Phase I compliant. And, by design, EWPs require much less wood to achieve the same load-bearing capability of solid sawn lumber. The fact is these are all good attributes that make it a socially responsible product, which leaves a neutral carbon footprint on the environment. So then all EWPs are equally green by today's standards-or are they?

There are two important characteristics that can make engineered wood a true green product by today's standards: third-party certification and contributing to achieving LEED credits. Certification by a third party such as FSC ensures the wood used to produce the I-joist or laminated veneer lumber (LVL) comes from well-managed forestlands. Contribution to achieving LEED credits is important because your customer needs the cred-

its to secure building construction projects.

Unfortunately, only a handful of EWP producers appear to be FSC-certified. Pacific Wood Laminates, Brookings, Or., has a mixed credit chain-of-custody certification to offer FSC-certified LVL, upon request.

Roseburg Forest Products, Dillard, Or., also has certified its line of Rigidlam LVL under the mixed credit system. LEED grants 1007o credit for mixed credit products.

"Certifying our Rigidlam LVL has been a high priority," noted Bob Berch, EWP national sales manager for Roseburg. "Our timberlands in California have been certified since 2000, and we have offered FSC-certified plywood products since that time. FSC-certified Rigidlam LVL is an important addition to our green product line, which is the largest and most diverse offered in North America today."

Nordic Engineered Wood, which had been FSC certified for mixed sources as well as ISO 14001 certified, just had its EWPs certified as a "system."

"This includes complete maufacturing operations-from harvesting to end product," explained Walter Hayduk. "Products include all Nordic glulam lines. Nordic I-joists fall under this jurisdiction as well, since the flange of the Nordic I-joist is essentially pure black spruce wood fiber, which is considered a glulam application."

Several glulam producers are also FSC certified, includingAmerican Laminators, Drain, Or., and Unadilla Laminated Products, Unadilla, N.Y.

As the demand for more green EWP increases, expect more manufacturers to begin certifying their products. But as for now, the hunt for an FSC-certified EWP supplier can be a difficult one.

EWP producer Nordic is pushing green, including through its EnviroWall framing.system, which features hybrid studs, plates and headers to create a thermal banier in exterior walls.

War erupts over micronized wood preservatives

A WAR of words is waging in the .Cl,world of pressure treated wood. as the originator of ACQ aggressively attacks the effectiveness of newer "micronized" treatments.

ACQ stepped into the void as preservative of choice when CCA was banned from residential uses in 2003. Three years later, Osmose introduced MCQ, which contains tinier, submicron-sized copper particles that make the preservative less corrosive to fasteners. Micronized products have

since displaced ACQ as the top-selling type ofpressure treated wood.

ACQ maker Viance LLC, however, claims that micronized products were rushed to market without proper testing, and that its own testing has shown MCQ-treated wood may be subject to premature decay.

"The failures of these micronized copper-treated wood products pose serious safety concerns for consumers," said Viance president and c.e.o. Steve Ainscough. "Viance is

Is Micronized Treated Wood AWPA Approved?

Among Viance's criticisms of micronized products is that they have never been subjected to proper testing by the American Wood Protection Association.

AWPA agreed that while it has studied micronized products to confirm the presence and amount of the preservatives, the association has never evaluated or approved the effectiveness of the preservatives.

MCQ manufacturer Osmose says its products utilize proprietary manufacturing technology and chemistry formulations. According to Osmose, "The AWPA procedures for preservative standardization do not provide preservative manufacturers with adequate 'confidentiality' protection. Due to its confidentiality concerns, Osmose chose to submit the MicroPro technology for evaluation to ICC-ES (International Code CouncilEvaluation Service,Inc.). The ICCES evaluation and approval process has become an industry-accepted alternative to AWPA standardiza-

tion, and ICC-ES approval is recognized by all major building codes. Importantly, the ICC-ES approval process allows a manufacturer to maintain confi dentiality."

Building codes require that treated wood used in a permitted project bear a "quality mark"either an ICC-ES Report number or an AWPA Use Standard number. "It is important to note," Osmose explains, "that the building codes do not require both."

For CA-C maker Arch, its formulation is too new. "We plan to submit our dispersed copper azole for AWPA listing as soon as we have sufficient test data to gain acceptance," says Huck DeVenzio. "AWPA requires a minimum of three years of pertinent data, which is then scrutinized by AWPA membership (chemical companies, treaters, users, academics, other interested parties). We aren't quite there yet with our formulation, but we think AWPA listing is the best assurance of preservative performance."

deeply committed to the wood protection industry and follows a comprehensive long term performance evaluation process before bringing new preservatives to the market."

Last spring, Viance launched an aggressive marketing campaign that includes sensational "Treated Wood Alert" ads, press releases, and personal calls on treaters and dealers to handdeliver their warnings.

Last month, Osmose filed suit to stop Viance from continuing the "negative public relations campaign intended to scare users of treated wood," because it "falsely attacks the effectiveness and safety of wood treated with micronized copper wood preservatives."

"We filed this lawsuit to protect the integrity of our company, the quality of our products, and the credibility of the treated wood industry," said Osmose president Paul Goydan. "We intend to put a stop to Viance's mischaracterizations and unfounded attacks."

According to Osmose, two weeks after the filing, it received a temporary restraining order prohibiting Viance from publishing its own broad conclusions about the results of its studies.

PRODUCER Osmose stands behind the performance of industrv-leadino micronized MCQ-treated wood.

unless those conclusions wcre contained within the studies themselves.

Osrnosc h()pcs t() rceeivc a c0ntinuing in.junction at a hearing scheduled to begin May 19.

The last straw appeared to come when Viance publicized the results of tests it hired Timber Products Inspection (TP) to perform on MCQtreated posts Viance selected fron'r one-1 cirr-.rld huilding projr'cts in Atlanta, Ga.. and Baton Rougc. La. According thc Viance. TP's findings showed unucceptuhle detcriorution on several of the posts tested.

The announcement was decried by not only Osmose, but also competitor PhibroWood, which for years had been locked in its own bitter strugglc with Osmosc ovcr thc devclopment of the two companies' micronized technolo-sics. PhibroWood's defe nse of MCQ noted that thc unsatisfactory posts were nclt treated at ground-contact retention levels and that the "report seems to support the supposition that MCQ. when treatecl to prescribed retentions, performs well."

TP also issuecl a prcss releasc to distance itself from Viance's interpretation of the findings. stressing that the posts did not represent a scientific random sampling and that its decay ratings were subjective.

Although Viance's campaign specifically targcts MCQ. it also airns to brings into qucslion other micronized prescrvativcs. such as micronized copper azolc from Arch and PhibroWood.

By exlen:ion. the uccusutions implicate most of the nation's largest wood preservers-and they're none too happy about it. Recently. l7 of the

biggest treaters. including Great Southcrn Wood Preserving, Universal Forcst Products, Biewcr Lumber, ancl Hixson Lumber Sales, published an open lctter to Viance. expressinr concern "about the negative impact this campaign is havin-g on our industry."

The letter argued that "this is not about competition; this is about a sclfserving markcting crusade that thfeatcns thc reputation and questions the integrity of the entire industry."

"Thc fact that l7 treaters-some of whom don't even treat with MCQwould lock arms on this. spcaks volumes," says Universal's Dick Gauthier. "We all signed it becausc we

think the campaign is damaging to thc treated wood industry as a whole. Viance has widely distributed an alarmist message based on unconventional, non-peer reviewed approaches. while continuing to ignore years of test data based on proven methods for deter rnining preservalivc pcrlbrmance. They've shouted. 'Fire!' in the the ater. while trying to li-ght the rnatch."

For rnore in.fbrntutiort on Viartr:t"s c lu tn.s, t' s t t t \t .t r e u te (l \: ( tt td u I e r t t o nt To r'1erl Oslriorr,'.r r('sp()rtse, yi.sit tttlw.lrcutctltt'tntdtrutltlottt. Tlte Mcrcluttt Muga:.itrc luts ra.t'fused trt tttct'1tt utlrertising attatkittg tctntpe t i rt g p n ttl uc t.s tu tl c o rt pu rti t'.s, nc I ud i n,q t lt e "Treuted Wood Alert" ud und pres.sure tredler.\'lctt(r.

www. lif esponouidoor.com

Bosed in Anncpolis, MD, Fletcher Wood Solutions@) is the lorgest manufocturer of defect-free, oppearonce grcde rodioto pine products in New Zeclond. Distributing our cleor boords, mouldings, LIFESPAN'r treoted wood, ond lumber to the North Americon morket through our proven ond completely integroted supply choin, Fletcher Wood Solutions'! mointcins direct occess to one of the lorgest FSC certified@ pine plontotion forests in the world.

MARKETING CAMPAIGN by chemical maker Viance is the subject of a lawsuit by Osmose.

Unique "glass-wood" poised for comebaclr

r[tIMBERSIL glass-wood products

I are back in the marketplacewith a new sales and marketing partnership, an improved manufacturing strategy, and certified effectiveness.

Last June, TimberSIL Products, Springfield, Va., tapped American International Forest Products, Portland, Or., as its strategic partner

for sales, marketing, and new business development. So far, the two companies have signed up a network of dealers and distributors across North America.

"We work together to set up and support new dealers and distributors," explained founder and c.e.o. Karen Slimak. "Our current distributors vary

in size, with some serving more than 1.000 stores. and new distributors are welcome."

Another important development is that all "manufacturing and processing is now performed solely in our company-owned facility in Greenville, S.C., under tight quality controls and high standards," said Slimak.

The company has also "dramatically increased the strength and fire resistance by adding more of the sodium-silica formula during processing," which involves soaking wood in the proprietary solution and then heating it until the wood fibers are encased with microscopic layers of amorphous glass.

TimberSIL made the decision to handle all processing itself after an agreement with Northern Crossarm, Chippewa Falls, Wi., proved unsatisfactory to both parties. When production problems arose, a national distribution agreement with Huttig Building Products also fell apart.

Proof of the products' effectiveness has come in many forms. The Environmental Protection Agency concluded a four-year assessment of TimberSIL in May 2008, after determining that the product is exempt from its pesticide regulations because it qualifies as a non-toxic barrier product. According to the company, TimberSIL is the only protected wood product that has earned this approval.

In December, the products passed a rigorous Class A fire rating and accelerated-weathering. ign ition-resistance test. As a result, all TimberSIL

RESISTANCE to fire, rot, decay and insect damage makes TimberSlL ideal for decks and other exterior applications.

products can now be sold in wildfire areas in California. The city of Chicago, I1., has also approved the products for all fire-retardant applications.

"In tests lasting over 1.5 hours in which TimberSIL products were directly exposed to flames, there was essentially no progress of the flame," said Slimak. "The designation of 'ignition resistant' means that Timber-SIL will not catch fire and burn up, and is safe to use in high fire hazard areas."

The same properties that confer

fire resistance also deter the organisms that cause rot, decay, and insect damage. "Our process makes the wood fiber unavailable to pests so they don't recognize it as a food source," she said.

However, the product is not corrosive and will not harm fasteners, nails and screws-and can be worked with ordinary tools. Most importantly, said Slimak, the wood cannot harm either installers or end users. The wood also stays cool to the touch-a real plus when the sun hits a deck built with TimberSIL.

BlulUood fldds Fire Protection

WoodSmart Solutions is rolling out the next generation of its BluWood treated lumber and wood components, now featuring fre-protection properties.

BluWood Plus incorporates MSE Enviro-Tech Corp.'s Hartindo AF2l Fire Inhibitor to add fire safety to wood components that are protected against mold and mildew, rot and termites via the BluWood process.

"We see the combination of BluWood and AF21 changing the wood protection industry, as well as how homes are built," said WoodSmart president/c.e.o. Charles A. Morando. "People now ask why the wood is blue; five years from now, they'll ask why it isn't blue."

When it comes to green building, TimberSIL glass-wood products qualify for LEED points because they are non-toxic and non-polluting, long lasting, and effectively sequester carbon to combat global warming.

"The great advantage of super strength is that buildings can be designed using less materials, saving on materials and labor, while saving further with increased durability and longer useful life," said Slimak.

She added that third-party testing has shown that "TimberSIL is approximately 107o stronger than kiln-dried southern yellow pine, 50Vo stronger than wet-treated wood, and 607o stronger than incised wood."

As for the future, the company hopes to up production to 150 million bd. ft. this year and gradually open regional plants. "There are some startling developments underway that we will announce to the public soon," promised Slimak. "You might want to check back with us in a month."

TIMBERSIL glass-wood products are showcased at the entrance to the company's own processing and manufacturing facility in Greenville, S.C.

Primary Applications

Copper-Based, Solution Acid Copper Chromate Industrial applications, docks

Alkaline Copper Quat

Ammoniacal Copper Quat

Decking, fencing, outdoor structures, retaining walls, sill plate, permanent wood foundations

ACQ-C, ACQ-D

ACQ.A, ACQ.B

Chromated Copper Arsenate

Poles, pilings, posts, timbers, industrial plywood

Beams, poles, pilings, posts, crossties, timbers

Decking, fencing, outdoor structures, retaining walls, sill plate, permanent wood foundations

Exterior applications including decking, fencing

Poles, pilings, posts, timbers

Micronieed Copper Azole

Decking, fencing, outdoot structures, retaining walls, sill plate, permanent wood foundations

Decking, fencing, outdooi $tructures, playyad structures, retaining walls, sill plate, permanent wood f oundations

Decks, fencing, landscape, joistS, beams, sills

AWPA AWPA, ESR-1 980

AWPA, NER 643

AWPA, NER.62B

Allweather Wood, California Cascade Industries, Hoover Treated Wood, Simmons Wood Products, TrueGuard, Western Wood Preserving, Western Wood Treating, Universal Forest Products

Coast Wood Preserving, Fontana Wood Preserving, Pacific Wood Preserving, Thunderbolt Wood Treating, TrueGuard, Superior Wood Treating, Western Wood Treating

Hoover Treated Wood

AWPA Conrad Forest Products, Exterior Wood, McFarland Cascade, North ldaho Wood Preserving, Pacific Wood Preserving, Cos., Ruby Valley Pressure Treating, Simmons Wood Products, Thunderbolt Wood Treatino. Western Wood Products

AWPA Hoover Treated Wood

AWPA N/A

AWPA Gebhardt Post & Pole, Hoover Treated Wood, Jasper Wood Treating, Pacific Wood Preseruing, Ruby Valley Treating, Superior Wood Treatino

AWPA Conrad Forest Products, J.H. Baxter, Thunderbolt Wood Treating

AWPA, ESR-1721

AWPA, ESR-1 863

Conrad Forest Products, Exterior Wood, McFarland Cascade, Pacific Wood Preserving Cos., TrueGuard, Utah Wood Preserving, Western Wood Products

Copr-Based, $uspenslon Mictoni2ed eopper Quat

Decking, fencing, outdoor structures, retaining walls, sillplate, permanent wood foundations

Garbon-BasedDCOI+ lmidacloprid 0ut-of-ground exterior applications, including deck platforms, railings, stairs, fence boards, trim, siding

PropiconazoleTebuconazolelmidacloprid

Borates Disodium Ocaborate Tetrahydrate + Polymer Binder

Inoroanic Boron

Out-of-ground exterior applications, including deck platforms, railings, stairs, fence boards, trim, siding

Fencing, studs, sill plates, framing, floor joists, roof rafters, trusses, plywood, sheathing, funing strips, decking, trim

Interior and exterior applications protected from direct contact lo water, including sill plates, trusses, framing, joists, beams

MCQ MioroPro Osmose

EL2 Ecolife Viance

PTI Wolmanized L3 Arch

ES+ EnviroSafe Plus Wood Treatment Products

SBXAdvance Guard, Hi-Bor Osmose

BoraSolWP Quality Borate Co, Sillbor Arch

TimberSaver PT, TimberSaver 40

Fire Retardants Interior Fire Retardant

Roof/floor trusses, sheathing, subflooring, beams, purlins, studs, paneling, joists, architectural millwor*. trim. exterior loadbearing walls

Exterior Fire Retardant

Exterior lumber/plywood products, including balconies, stairuays, siding, soffil, fascia, roof sheathing, decks, framing, trusses, and other weather-exposed applications that would benefit from reduced flame spread and smoke

Viance

FR-1 Dricon Arch

FR-2 BoraQuench Quality Borate Co.

D-Blaze Viance

Pyro-Guard Hoover

FirePro Osmose

Thermex-FR. $aferWood Chemco, lnc.

Exterior Fire-X Hoover

FRX Arch

ESR-1980

AWPA, ESR 1851

ESR-1477

Allweather Wood

ESR-1081 Western Enviro-Safe

AWPA, NER-648

AWPA

Allweather Wood, California Cascade lndustries, Hawaii Planing Mill, Honolulu Wood Treating, Royal Pacific lndustries, Universal Forest Products, Western Wood Preserving, Western Wood Treating

AWPA Conrad Forest Products, J.H. Baxter. Simmons Wood Products, Utah Wood Preserving, McFarland Cascade

AWPA Coast Wood Preserving, Fontana Wood Preserving, Pacific Wood Preserving, Superior Wood Treating, Western Wood Treating

AWPA, ESR-1626

AWPA

Exterior Wood, Pacific Wood Preserving, Utah Wood Preserving

Patented co-biocide

AWPA Fontana Wood Preserving, Thunderbolt Wood Treating, TrueGuard

ESR-I791, CASFM Coos Head Forest Products. Hoover Treated Wood

AWPA Allweather Wood, California Cascade Industdes, Royal Pacific, Universal Forest Products, Westem Wood Preserving

ESR-1159 JasperWood Products

ASTM E-84, ASTM D2898

ESR-1159

Hoover Treated Wood

Produced through arrangement with Arch Wood Protection

Housekeeping Seal

Wolmanized" Outdoor" Wood protected by the revolutionary CA-C preservative. Proudly produced

etitive ligence

Eye on the end of the tunnel

By Carla Waldemar

A NYONE can sell 2x4s. and sell .Clthem cheaper. But. despite its name, that's not what Massachusettsbased National Lumber is about. Not anymore, anyway: That's not how you plant your flag on the pinnacle as the largest independent building material outfit in New England.

Says Manny Pina, hired in 1987 as v.p.-operations, who moved to the president's office in 2001, "I revitalized the lumber business. We're no longer a lumberyard, we're a building business. Nowadays, we sell everything. We've added product lines like I-joists, pre-manufactured stairs, trusses, LVL panels, custom cabinets, and millwork," and more, much of which is manufactured in National Lumber's own facilities, to cut down on middle-man mark-up and curtail errors. Plus, National installs what it sells, using a vetted crew of subs in a strategy aimed at paring back on added payroll bites like health care and 40 l/k contributions.

Those bold moves call for thinking outside the box. But then, that's what National has been good at since its inception in 1934 (not a stellar year to inaugurate a business, if you recall your history), when a Russian immigrant with little command of English but a tremendous business vocabulary launched what would grow into six retail stores, panel manufacturing, a millwork and truss operation, kitchen showrooms, and counting. (Many of those plants were purchased during the bleak, belt-tightening days of the late '80s, another tumultuous time when visionaries such as the folks at National could pick up good properties going fbr a song-plus a buck or two-with a keen eye focused on the

inevitable light at the end of that gloomy tunnel. Holds true today.

In the meantime, starting in 2003 under Pina's watch, the first of the company's signature Kitchen View stand-alone showrooms openedplanned, he says, to capture "vertical growth in sales from everyone who buys lumber from us." Pina is able, of course, to leverage favorable prices from the volume buying these operations afford.

Yet, they're far from cookie cutter kitchen displays. Each is designed, as are the retail stores. to cater to the differing demographics of the New England communities they anchor. Thus, the New Bedford, Ma., showroom serves the inner city, while the New Hampshire audience is rural. "In

Mansfield, Ma., houses are 2,500 to 4,000 sq. fr., while in Newron, rhey range from 2,500 to 27,000," Pina explains.

In fact, the town of Newton merits two separate Kitchen View showrooms-one for the standard builder and another for the high-end, custom customer. The reason: National had been losing a part of the business because it wasn't able to get those high-end homeowners to look at kitchens in a lumberyard. "We needed a better atmosphere," he says.

So National renovated an historic stucco storefront, posting state-of-theart vignettes to line the perimeter of the 6,000 sq. ft. site, showcasing everything from French Country hand-glazing to the urban posh of stainless steel. As well as kitchens, the showroom serves as a panorama for custom moulding and other architectural millwork National can provide, from Corinthian columns to basic balusters.

Centerpiece of a Kitchen View showroom is a fully-equipped, working kitchen, marrying the look of Boston's gentrified Beacon Hill with the technology of the new millennium. The word was spread via radio ads, plus targeting the company's database ofdesigners and architects in the area.

"We're always looking for the right fit," Pina offers. Which means that, even in this deep recession, if another acquisition opportunity made sense, National would forge ahead. In

KITCHEN SHOWROOMS allow clients to select and shop for big projects in the proper setting, assisted by design specialists.

fact, the company has recently expanded its sales force at a time when others are contracting. "Sales and estimating are the areas to strengthen, especially in this economy," he attests. "I believe you add to volume that way, but without taking on additional support staff. 'Sales cure all ills,"' is the maxim by which he operates.

That's not to say he knows the glass can be half-empty, too. "We're reducing our staff by attrition and adjusting hours. And when we hire, we hire experience, so they can hit the ground running." Becoming more technologically efficient throughout the operation also has shaved the cost of doing business. (An aside: Pina is the only one, in all the years I've had the pleasure of writing this column, who advised me via an electronic meeting-planner pop-up, "Your interview is scheduled to begin in six minutes.")

Two years ago, Pina saw yet another opportunity and acted on it, courting the underserved remodelers of the area. National Lumber established a Remodelers Pro Force, the first of its kind in the region, to address the unique needs of the smallto-medium-sized remodeler, "who doesn't feel loved. We'll do their take-offs, greet them and guide them around the store, then follow up." In other words, "Pay attention to them.

We're growing the business by serving them better, and that's paying off in loyalty. Certainly, in this economy, even remodeling has leveled off, but it will gain market share as people are able to get loans," he's confident.

Commercial turnkey packages represent another innovative marketing program offered to contractors. "We offer builders a fixed price for thejob, with a single bill each month, which

means a guaranteed job with no surprises," Pina elaborates. Is it working? Big time. In 2008, National saw its commercial business rise to over 25Vo of overall sales.

What also drives market share, Pina is convinced, is "direct sales. That's what we believe in. Educate the customer in what we can do for him, and they'll keep coming back"and back to the same people.

As the company founder's grandson, Steve Kaitz, once put it, "They appreciate the consistency of our personnel, seeing the same people there every day for l0 or 20 years. When people walk in and see the same faces, they develop relationships. Plus, they can count on that built-in knowledge, both of products and of our own systems. Clients know we speak their language and enjoy working on their projects."

That's key to survival in what Pina paints as "a battle" among keen competitors in these parts. "It used to be, you'd concentrate on two legs of the [proverbial] stool to excel. Now," he sighs, "it's all three.

"Eventually, I think, the competition will thin out, and we'll supply even better service to our customers. There are no secrets to it, just the oldschool clich6s. But we walk the talk. We'll come out ahead."

- A former award-winning LBM trade maqazine editor, Carla Waldemar writes frequently on the industry. Contact her at cwaldemar@ comcast .net

KEEPING TRACK: Outside salesman visits a jobsite for which National supplied turnkey materials.

EWP designers work on projects with dual monitors.

Rrutrtrs

Close Lumber is shuttering its Colusa, Ca., yard, reducing the chain to six Close and Corning Lumber locations

Wilbur Building Supply, Wilbur, Wa., has been acquired by Tom Mills, Mills Construction, and is once again stocking lumber

ProBuild closed its pro yard in Hamilton, Mt., March 12, with three of its six employees transferring to Missoula, Mt. ...

F oxw o rth- Galbr ait h Lumb er has closed its Nogales, Az., lumberyard

Friedman's Home Improvement, Santa Rosa, Ca., is seeking approval to build an 80,000-sq. ft. store and lumberyard in Petaluma, Ca., the city the company was founded in, but Le&in 1976 ...

Austin's True Value Home Center, Carpinteria, C&., closed March 29

Tweedy & Popp Ace Hardware began relocating merchandise to a new facility across the street from its Wallingford, Wa., store, but is still working to secure the proper permits to begin retail sales at the newfacility...

Ace Hardware anticipates a June 19 grand opening for its new 33,000-sq. ft. store in Ferndale, Wa.; Gordon Merritt, owner; Ron Eheman, partner/asst. mgr.

San Andres Hardware, Santa Barbara, Ca., may close this summer due to big-box competition, while owner Mohammad Hormozfar seeks a new owner to take over his lease ...

Island Lumber & Hardware, Vashon, Wa., has begun stocking automotive goods following the closure of a neighborhood auto parts stofe

Lowe's Cos. is fighting local opposition to its plan to build a 155,000-sq. ft. store in Santa Rosa, Ca., and hopes to break ground in 2010 on a 94,000-sq. ft. store on 11 acres in Klamath Falls. Or..

Dolan's Lumber, Sacramento, Ca., officially closed in December, but continues selling off remaining inventory to contractors ..

Malibu Lumber Co., Malibu, Ca., closed since 2005, has been replaced by The Malibu Lumber Yard, a chic, eco-friendly retail/ dining center that has nothing to do with lumber...

WuorrsHrrs/tmutrqurns

Stockton Whole sale Lumber Co., Stockton, Ca., closed March 3 I after 33 years

Golden State Reload, Fontana, Ca., has been opened on-site at Peterman Lumber ...

FJI. Stoltze Land & Lumber Co. restarted its Columbia Falls, Mt., sawmill March 23 after a sevenweek shutdown to optimize its log inventory...

Boise Cascade eliminated the 30-man second shift April 6 at its stud mill in Elgin, Or. ...

Plum Creek Timber Co. rcsta(red its sawmill in Columbia Falls, Mt., sawmill March 16 after two months, citing a modest uptick in demand for pine boards

Swanson Group, Glendale, Or., laid off 43 workers from its Glendale plywood mill, a 45-man shift at its Roseburg, Or., stud mill, and 24 otherc in operations companywide, effective April 1

Correct Building Products is discontinuing its "first generation" CorrectDeck rail, dock and lumber products, to simplify ordering and

SKU management for distributors and dealers and focus on its newer CorrectDeck CX lines ...

Masonite International and its U.S. subsidiaries filed for Chapter 11 bankruptcy protection

Serious Materials, Sunnyvale, Ca., has acquired Republic Windows & Doors, Chicago, Il., and reopened the former Kensington Windows plant in Vandergrift, Pa., March 16, five months after its closure and two months after its purchase from Jancor

LifeTime Composites, San Diego, Ca., has had the recycled content of its LifeTimber Lumber decking, dock and fencing products certified by Scientific Certiftcation Systems

U niversal Fastener Outsourcing's Ballistic NailScrews have been approved by IAPMO ES under AC120 as a substitute for 8d common nails in subfloors and shear walls

Tiger Deck, Portland, Or., has earned Forest Stewardship Council chain-of-custody certification for its imported hardwood decking ...

Deltalok USA, LLC, Ferndale, Wa., has been formed by Asiabased Deltalok to manufacture and market its slope stabilization products in the U.S.; Randy Nulle, c.e.o....

Lumber Products, Tualatin, Or., is now distributing ?ex composite products in ldaho, Washington and Oregon

New websites: Van ArsdaleHarris Lumber Co., Brisbane, Ca., www.vanarsdalehanis.com

Anniversaries: Chino Lumber, Chino, Ca., 50th Seljax,l5th

Housing starts in Feb. jumped 22.2Vo to an annual rate of 583,000, though the figure is 47 .3Vo below Feb. 2ffi8 ... singlefamilv starts climbed l.l%o to a 357,0b0 annual pace ... permits rose3Vo to a 547.000 rate.

Goodbye, Stock: Wolseley Wants Out

Stock Building Supply, Raleigh, N.C., will be sold or closed by August, according to U.K.-based parent company Wolseley.

"We continue to have approaches and we're in discussions with a number of groups," said Chip Hornsby, Wolseley's c.e.o. "It's proceeding well. We are in the due diligence process and we anticipate making a decision by no later than the end of April."

Ferguson Enterprises, Wolseley's plumbing and heating business in North America, will remain open.

Since August 2OO7 , Wolseley has cut 17,000 jobs and closed 713 branches at Stock-includine 3.000

job cuts announced last October. Sales were $5.3 billion in the fiscal year ended in July 2006 and $3.5 billion just two years later. In fiscal 2008, the company lost more than $200 million.

With little sign of a turnaround in the housing market, Wolseley said it has no choice but to get rid of the U.S. division. "The market moved so quickly. Everything stopped," Hornsby said. "We began to see jobs stopping in midstream because of lack of financing."

Previous attempts to sell Stock Building Supply failed. Last summer, HD Supply, Pro-Build and Builders FirstSource showed interest, but a deal was not reached.

Weyerhaeuser Closing 11 DCs, Mills

Weyerhaeuser Co., Federal Way, Wa., this spring will indefinitely close four engineered wood products plants and permanently shutter two lumber mills and five distribution centers, including Albuquerque, N.M., and Las Vegas and Reno, Nv.

Temporarily idled will be ilevel veneer and engineered wood mills in Evergreen, Al., and Dodson and Simsboro. La.. and a TimberStrand mill in Chavies, Ky. Also permanently closing are DCs in Cincinnati and Columbus, Oh.

In mid-March, Weyco closed its ilevel lumber mills in Dallas, Or., and Wright City, Ok.

Since the start of the vear. the com-

pany has closed l0 mills. The latest round of cuts affect nearly 800 employees at ll locations.

"Demand for wood products continues to decline due to a slowdown in the housing market, and virtually all of our operating facilities are experiencing reduced operations," said Tom Gideon, executive v.p.-forest products. "As a result of these challenging market conditions, the four manufacturing mills will close for an indefinite period of time to balance supply with our demand."

Customers will be served from from other ilevel facilities. The cutbacks will leave Weyerhaeuser with 26 DCs in the U.S.

Canada Hit With Wood Thriff Penalty

In late February, the Court of International Arbitration in London, Ont., ruled that in 2007 lumber producers in Canada shipped to the U.S. over their quota levels under the U.S.Canada Softwood Lumber Agreement. As a result. Canada was ordered to impose an additional 107o export tax until an imposed remedy judgment is collected.

This is good news for the U.S. Coalition for Fair Lumber Imports, which had protested the shipments. Chairman Steve Swanson said that "this arbitral decision is a clear step in the right direction, but better overall Canadian compliance is a must if the Softwood Lumber Trade Asreement is

to survive as an alternative to resumed trade litigation."

He said that significant compliance problems remain because Canada is violating the trade agreement both by breaching export measure commitments and by circumventing those commitments through additional subsidies and related actions.

"All that the U.S. industry and workers have ever asked for is that Canada live up to its commitments under the Softwood Lumber Trade Agreement," said Swanson. "U.S. companies and workers should not be forced to suffer additional harm in these difficult times as Canada skirts its trade agreement obligations."

Wolmanized" Outdoor^ Wood protected by the revolutionary CA-C preservative. Proudly produced by:

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

Apnrr

Lumber Assn. of California & Nevada - April 16, golf tourney, Black Gold Golf Course, Yorba Linda, Ca.; (800) 266-4344.

Structural Insulated Panel Association - April 17-20 annual meeting, Chicago, Il.; (253) 858-1472.

Los Angeles Hardwood Lumberman's Club - April 18, day at races, Santa Anita Racetrack, Arcadia, Ca;(714) 67 1-30'79.

American Institute of Timber Construction - April l9-21, annual meeting, Rancho Bernardo Inn, San Diego, Ca.; (303) 792-9559.

American Wood-Preservers' Association - April 19-21, annual meeting, San Antonio, Tx.; (800) 356-1974.

American Hardware Manufacturers Association - April 1922, technology forum, Philadelphia, Pa.; (84'7) 605-1025.

Transload Distribution Association - April 20-22, conference, Green Valley Ranch, Henderson, Nv.; (503) 656-4282.

Western Red Cedar Lumber Association - April 2O-23, cedar school, Vancouver, B.C.; (604) 891-1231.

California Forestry Association - April 21, legislative reception, Mason's Restaurant, Sacramento, Ca.; (916) 444-6592.

Inland Empire Hoo-Hoo Club - April 24, golf tournament, San Dimas Canyon Golf Club, San Dimas, Ca.; (760) 324-0842.

Remodeling & Decorating Shows - April 24-26, South Town Expo Center, Sandy, Ut., and Los Angeles Convention Center, Los Angeles, Ca.; (818) 55'7-2950.

Hardwood Plywood & Veneer Association - April 26-2E, spring conference, Atlantic Beach, N.C.; (703) 435-2900.

North American Wholesale Lumber Association - April26-28, executive conference, Loews Lake Las Vegas, Henderson, Nv.: (800) 527-8258.

National Paint & Coatings Assn. - April26-29, annual meeting & technical conference, Indianapolis, ln.; (202) 462-6272.

National Wood Flooring Association - April 29-May 2, annual conference & expo, Long Beach, Ca.; (636) 391-5161.

Wood Machinery Manufacturers of America/Woodworking Machinery Industry Association - April 29-May 2, annual conferences, Ponte Vedra Beach, Fl.; (215) 564-3484.

National Kitchen & Bath Association - April 30-May 3, annual conference & show, Atlanta, Ga.; (800) 843-6522.

lUlnv

Remodeling & Decorating Show - May 1-3, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

Material Handling Equipment Distributors Association - May 2-6, annual convention & exhibition, JW Marriott Desert Springs Resort, Palm Desert, Ca.; (847) 680-3500.

National Hardware Show - May 5-7, Las Vegas Convention Center, Las Vegas, Nv.; (847) 605-1025.

JLC Live Show - May 5-8, Long Beach Convention Convention Center, I-ong Beach, Ca.; (800) 261-7769.

National Association of Home Builders - May 8-10, national green building conference, Dallas, Tx.; (800) 368-5242.

Forest Products Society - May l1-12, international conference on wood composites, Madison, Wi.; (608) 231-1361

Los Angeles Hardwood Lumberman's Club - May 14, ladies night, Pomona Valley Mining Co., Pomona, Ca.; (7 14) 61 l3079.

Portland Hoo-Hoo Club - May 15, blood drive, World Forestry Center, Portland, Or.; (503) 647-5011.

Seattle Hoo-Hoo - May 15-L6, regional mini-conference, Seattle, Wa; (425) 883-2777

Do it Best Corp. - May 16-19, spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

Umpqua Valley Lumber Association has cancelled all events for 2009, but hopes to reinstate Mill Week in 2010.

Lumber Association of California & Nevada will gather for a 2nd Growth meeting for May 7 at the Holiday Inn, Long Beach, Ca.

Seattle Hoo-Hoo Club is hosting Hoo-Hoo International's Jurisdiction III Northwest regional mini-convention May 15-16 at the Residence Inn by Marriott, Seattle, Wa.

Social events will include a firstnight dinner, buffet breakfast, and a dinner cruise aboard the SS Vireinia V Steamer.

National Hoo-Hoo-Ette Club is holding its annual convention May 15l7 at Kings Inn Hotel, San Diego, Ca. Highlights include a guided tour of the U.S.S. Midway aircraft carrier and lunch at Seaport Village.

Lumbermen's Underwriting Alliance has awarded over $350000 in returned premiums to National Hardwood Lumber Association and its members who participated in LUA's Partnership program in 2008.

Wesfem

The return is based on the commendable loss ratio of 387o.

"The VIP Program was started in 2006 to recognize NHLA members who share the same commitment to property conservation as the LUA," said LUA president and chief operating officer Michael North. "In these challenging economic times, it is gratifying to reward our customers and directly have an impact on everyone's bottom line."

Mountain States Lumber & Building Materials Dealers Association has three webinars lined up"Increasing Your Commercial Business" with Ted Garrison May 8, "Chain of Custody" by Craig Webb May 13, and a l0-hour OSHA course starting May 15.

Upcoming seminars include "Great Ideas from America's Lumberyards" by Craig Webb June 11 at Little America, Salt Lake City, Ut., and "Management: Back to the Basics" by the Mountain States Employers Council Jlune 26 in Denver, Co.

MSLBMDA's recent LBM expo in Denver sold out 93Vo of its booths. Outstanding booth awards were presented to Simpson Strong-Tie (best ( Please turn to page 4 I )

Products

Great sales managers walk the walk

By James Olsen

SALES managers are pulled from \)the top and the bottom. Most often. sales managers are given informational directives from upper management that could be handled by a $12-anhour employee or by upper management themselves!

Many sales managers have gone into sales management because they no longer have the desire to sell. They hide behind non-sales growth activities. It is difficult to lead and motivate a sales team when they know you don't want to, or can't, sell with them!

Great sales manager possess a complex set of skills. They know how to sell. They know how to lead. Leadership takes emotional sensitivity and internal fortitude. The great sales manager cannot be too hard or too soft-a delicate mix. They must manage. More than the salesman on one side or the operations man on the other, the sales manager must know who, what and how we are selling and why.

In the field

Spending time in the field-selling alongside our team-is the one activity, more than any other, that will:

Lead and motivate

. Drive sales growth

. Get valuable information back to upper management.

Retain key customers as company assets. Many companies are held hostage by salespeople on key accounts. The salesperson is the only one who pays attention to the account, so that's where the account's loyalty lies. Sales managers should have a personal relationship with the customers who represent his "Pareto's Peak." Of the total number of accounts being sold, 20Vo represent 8070 of the profit. Sales managers must have a

great relationship with this group.

(Note: Having a non-salesperson as a sales manager won't work. There may be the odd person who hasn't had to develop a territory and support his or her family over a period of years as a salesperson, who can lead a sales team, but this is a high-risk hire. Not all good salespeople make good sales managers, but possessing all the other skills needed to be a sales manager, without being able to sell, just won't work.)

Lead and manage current sales force

1. Activity management and leadership. Good sales managers know what activities their sales team is executing on a daily basis. There are many "false friends" in the sales game. These are activities that look like sales activities but don't lead to sales. Good sales managers make sure their team is spending time on the right activities to maximize sales.

2. Emotional management. Salespeople need to talk to someone about business, motivation, personal problems, goals, dreams, and the great sales call they made or the tongue lashing they took. Going to lunch with the member of your sales team-not a review lunch,just a lunch to talk about what the salesperson wants to talk about-is part of great sales management.

3. Search and find sales talent. Working with HR or on their own, great sales managers must find sales talent.

4. Drive sales per company directives. It is not enough to sell; sales managers direct sales efforts per com-

pany directives.

5. Work with credit, operations, purchasing and other parts of the company to drive sales.

Most sales managers spend 507o of their time communicating with upper management-reports, meetings and discussions. Few spend time selling with their team. Even fewer reach SOVol The leaders/managers who do spend the time in the field will create results and loyalty that many talk about but few achieve.

Below is a chart that shows the difference in time spent between how great sales managers lead and how the rest spend their time.

GreatManagers TheRest

In the field 5070 5-10%

Lead team 1V/' (some done in field)

Communicate 10To w/purchasing (some done

Too much or too little 1.2To or too much in field)

Communicate 10-15o/o 50o/o Wupper mgt.

Communicate 10% 1o/o w/operations

Communicate 5To w/credit

Communicate 1-5% w/rest

Too much or too litlle (War or ignore)

Too much or too little

There are few perfect sales managers, but the road to great sales management begins in the field selling alongside our team.

- James Olsen, Reality Sales Training, specializes in sales training for the lumber industry. Reach him at james@realitysalestraining.com or (503 ) 544-3572

Itr/ITH April comes Earth Day and V Y a host of local events all over the country and of every description, from creek cleanups to huge music festivals. The media is full of green stories and more people than ever want to know about green building, saving energy, solar and wind power, retrofitting, etc.

But often overlooked and underreported is the water crisis and what homeowners and builders can do about it. While those in regions used to drought and limited fresh water supplies might be prepared, communities in regions just coming into drought could use some help in becoming more water self reliant. For retailers, this represents an opportunity

Break the drought

By Jay Tompt

to do well, and do good.

There are many products and practices available for reducing household water demand, many of which can earn sizable rebates. Highlighting these products, with signage that details benefits, cost savings, and local rebates can boost your sales. And make sure you have the rebate forms on hand.

Weather-sensing irrigation controllers, such as Cyber-Rain (www. cyber-rain.com), offer cool, Internetenabled products for both homeowners and landscapers. Dual-flush toilets also qualify for rebates that can sometimes cover the entire retail price of the product. Caroma's (www.caromausa.com) new Profile Smart toilet uses just 1.28l0.8gpl and even incorporates a sink on top of the tank, capturing and reusing that graywater for even greater savings.

Another water-wise strategy is rainwater harvesting. an emerging opportunity for retailers. Regions of drought and abnormally dry weather are spreading across the West, Midwest and South, so it makes sense to capture water when it rains for use in garden irrigation and other non-potable applications. Innovative products now make it easy for a homeowner to install their own system, eliminating the mosquito and debris clogging problems of home-grown rigs.

Starting at the gutter, RainTube (www.raintube.com) offers an enclosed system that lets water in and keeps debris out. Next, cutting the downspout and fitting diverters is where many homegrown projects go wrong, but a slick new kit makes it easy to get it right. The RainReserve Diverter (www.rainreserve.com) incorporates a filter, is mosquitoproof, comes with tools, and is made from recycled and biodegradable plas-

tics. Homeowners can use the RainReserve website to locate their own used barrel to reuse. A cool alternative to the barrel is the RainWater Hog (www.rainwaterhog.com), which looks like a piece from giant construction set and is designed to be sited almost anywhere. An in-store display incorporating products like these, with useful information about your local drought conditions and benefits of rainwater harvesting, could prove valuable to your community.

For the more committed, graywater systems and composting toilets are two other water conservation strategies that are gaining some mainstream momentum and are worth learning more about. Graywater systems capture and reuse water that's already been used for bathing, cleaning, laundry, etc. Often, local codes can be very restrictive, but they're beginning to be reviewed and modified in response to current and forecasted drought conditions.

Composting toilets, of course, use no water to begin with and that's generating more interest in them. As people learn to overcome their fears and misconceptions about how they work, the retail opportunities will grow. And while the systems can be expensive, there are rebates available. SunMar (www.sun-mar.com) offers a program for non-stocking dealers. Even better, a demo unit on your store floor would be a nice way to test the water, so to speak, in your local market.

- Jay Tompt is vice president of green product development at Plan-lt Hardware, San Francisco, Ca., which distributes green products for hardware and home improvement stores throughout California, and a leading expert in sustainable business and supply chain issues. He can be reached at info@plan-ithardware.com or Gl5) 359-9914.

RAIN WATER HOG can be installed almost anywhere to capture and store rain water for non-potable applicatiaons.

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Parr Boards Up 3 Northwest Yards

Parr Lumber, Hillsboro, Or., closed three of its retail lumberyards-on March 16 in Madras and Redmond Or., and April 10 in Woodland, Wa.

"Our economy has forced all businesses to look at their operating models to review efficiency," said c.e.o. David Hamill. "We found that we can service our valued customers in these

Smarter Energy For Parr Parr Lumber has been selected by its natural gas supplier, NW Natural, to participate in the Smart Energy program, to offset natural gas usage at its Hillsboro, Or., headquarters and 17 Portland-area facilities.

"The Smart Energy program allows Parr Lumber another opportunity to reduce our impact on the environment and support environmental efficiencies in our communities," said marketing director Jennifer Swick.

Smart Energy is designed to support projects that reduce greenhouse gas emissions, including a

key markets without the costs associated with a traditional retail storefront."

Customers in Central Oregon will be served by the company's locations in Bend, Prineville, Burns and Klamath Falls. Customers throughout SW Washington will be served by the locations in Vancouver and

biodigester at a farm in Boardman, Or., that captures methane gas from cow manure, keeps it out of the atmosphere, and uses it onsite as a renewable energy source.

Participating in Smart Energy is part of Parr's sustainable leadership plan. Other portions of the plan include green initiatives that help construct homes that are healthy, energy efficient, and environmentally sound; stocking green products in its stores; adding energy conserving lighting in 64Vo of its stores; purchasing wind power for 4OVo of its stores, and converting 70 of its fleet vehicles to biodiesel.

Ridgefield.

"In good times and in tougher times we have strived to size our company's operation to fit that of the market," said Hamill. "We will continue to support our valued customers and as always the welfare of our team members and their families continues to be a top priority."

The company has 37 facilities in Oregon, Washington, California, Arizona, and Utah.

North Pacific Exits Napa

North Pacific closed its distribution center in Napa, Ca., and will serve the Northern California market from its trading office in Portland, Or.

"I understand the huge impact this closure has on the employees of our Napa operation and their families," said president/c.e.o. Jay Ross. "These are highly valuable professionals who have remained loyal to North Pacific and committed to servicing their customers during a very difficult time."

North Pacific will continue to operate its DCs in Sacramento. Ca.. and Southem California. It expects to sell many of the assets of its Napa operations to other distributors in the area.

Available in wire coil, plastic sheet coil, and plastic slrip collations; torx, philips, pozidrive, and square head types; electro-galvanized, Saddle Brown, Winchester Grey, and FasOoatrM finishes; and fine, coarse, and BeckDeckrM double thread types.

When it comes to setting homes, curb appeal is criticatty important. That's what makes Canfor SitvaStartprimed fascja and trim such a great choice. SilvaStart detivers exceptionaI quatity at a much more affordabte price than cedar or composites. Made from premium grade KD-SPF [umber and factory coated with premium 0tympic latex primer-, SilvaStar@makes homes look their best and se[[ faster.

SPI Shutters More Sawmills

Sierra Pacific Industries, Anderson, Ca., will shut its mill in Camino, Ca., its mill and biomass-fueled electric power plant in Sonora, Ca., and its small-log mill in Quincy, Ca. A large-log mill and biomass electric generation plant at the Quincy site will remain open.

"It's a matter of poor lumber markets juxtaposed with other factors such as log availability and regulatory problems," said spokesperson Mark Pawlicki. "We have timberland in those areas, but not enough to sustain all of our mills. We had been relying on outside log purchases from the Forest Service and others, but that supply has diminished."

Pawlicki said that the mill in Quincy is scheduled to close May 4. The Camino mill is set to go down June 12, and the Sonora mill will stop production in mid-July.

The Quincy mill was built after a forest recovery act was passed in 1998 to promote tree thinning on national forest timberlands, reduce the threat of wildfires, and provide raw material for local manufacturing. However, appeals and lawsuits filed

by environmental activists have drastically reduced the amount of federal timber available for harvest. Nearly two-thirds of the current year's timber sale program has been withheld from sale pending the outcome of litigation.

"The reduced availability of national forest timber resulting from litigation forced SPI to transport logs over long distances at greater cost to keep the mill running," said area manager Matt Taborski. "Today's lumber prices are not sufficient to cover these increased costs. To make things worse, environmental litigation has not only reduced the mill's raw material supply but also increased the risk of wildfires in the area."

Pawlicki said there are no plans to sell the mills in Sonora or Camino, which SPI has owned since the early 1990s. "They are considered 'permanent' closures, but the equipment will be left in them," he said. "However, we have no plans for reopening them at this time."

In January, SPI cut production at its mills in Anderson, Burney, Quincy, and Sonora. On March 17, the company reduced production at its

Arcata mill. Since the first of the year, SPI has announced plans to eliminate 484 jobs, which is ll%o of its workforce.

Meek's Refocuses On D-i-yers

After laying off four more workers in February, Meek's Lumber, Grass Valley, Ca.. is now focusing more on do-it-yourselfers rather than general conractors.

"In the past, it was upgrade to a new home," said store manager Dean Kruschkle. "Now, it's upgrade what you have."

He estimated that, before the market soured, about lj%o of the store's business came from professional builders and contractors involved in new construction. These days, he said, the customer walking in the door is more likely a do-it-yourselfer than a licensed professional. To survive, he and the remaining 20 or so employees now focus on home upgrades and remodeling.

"We're just trying to stay competitive. If it's a customer with a specific request, we do what we can," said Kruschke, who has worked at the store for nine years. "We're definitely a relationship-driven business."

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

Our products and services include:

flatdwood Lumber & Pine

. flardwood Plywood & Veneers

Melamine Plywood

Ffardwood Moulding (alder, cherryo mahogany, MDF, maple, red oak, paint grade, pecan hickory, white oak, walnut, beech)

Milling (moulding profiles, S2S, SLRIE, SLR2E, & resawn lumber)

. Voodworking Accessories (appliques, ornaments, butcher blocks, corbels, etc.)

. Woodworking Supplies (deft ffnishes, color putty, adhesives, etc.)

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

New initials in preserved wood: cA-c

Latest AW PA-li sted prese rvative protects wood with less chemicql

CheckMark identifi cation

To comply with the Intemational Building Code, treated wood must bear the quality mark of an independent agency accredited by the American Lumber Standards Committee (ALSC). This agencymaintains supervision, testing, and inspection over the quality of the treated wood just as similar agencies oversee the grade of lumber.

PRESURE-TREATED wood is an environmentally

sound building material. cA-c is the latest innovation in wood preservation.

For several decades, CCA preservative cruised along as the preservative of choice for a wide variety of residential construction applications. Over the last 5-10 years, other formulations have been introduced, each one intended to meet the needs of lumber dealers and their customers.

After years of developmant by the intemational leader in wood preservation technology, a new enty has emerged. It's called CA-C for Copper Azole type C, and it boasts an impressive list of feahres:

. LatestpreservativetogainAWPA listing

. Qualifies for the CheckMark Identification Program

. Effective protection with lower chemical retention

. Patented co-biocide

. Lifetime limited warranty

. Respected brand name on the preserved wood

AWPA listing

The American Wood Protection Association establishes standards for the wood treating industry.

Before AWPA lists a preservative in its standards, the candidate must satisfu a critical membership that includes treated wood users, academic experts, wood scientists, and manufacturers of competitive products. Convincing this audience requires a persuasive package oflaboratory and field data.

Because of the intensive process involved, AWPA standards are accepted by the Intemational Code Congress for its model code, the International Building Code (lBC).

In January 2009, CA-C preservative was accepted for listing by AWPA, as were its treating requirements. and will appear in the 2009 Book of Standards.

The agency's quality mark appears on a tag or stamp on treated wood. This mark includes various information including the preservative, minimum retention level, applicable standard, intended use, name of the treating company, and name of the third-party inspection agency.

Because the agency's logo can get lost in this mass of abbreviated information, the Western Wood Preservers Institute created the CheckMark Identifi cation Program. By looking for the checkmark s)"mbol, a buyer can quickly see the Iogo ofthe inspection agency and know that the wood complies with building code requirements for appropriate uses. Because wood treated with CA-C preservative is listed in AWPA standards and is mandatorily monitored by an accredited third-party inspection agency, the wood qualifies for the CheckMark program and carries the CheckMark insiertia.

Low retention levels

In preserved wood, chemical retention is defi ned as the amount of preservative retained in the wood after treatment. It is measured in pounds of preservative per cubic foot of wood, or pcf. For different preservatives, different retention levels may be necessary for particular applications. Preservatives do not have the same degree of effectiveness.

The following table, derived from AWPA standards, shows the required retention levels for wood treated with three common preservatives and intended for two common applications.

LOWER CHEMICAL RETENTIONS add to the environmental desirability.

As is clear from this comparison, it takes considerably less CA-C to meet standards * less than one-fourth the amount for ACQ used above ground and just slightly more than one-third of that required for ground contact.

Moreoveq reduced copper content results in less galvanic corrosion.

Patented co-biocide

Contributing to the lower retention levels is the synergistic effect of the two co-biocides, tebuconazole and propiconazole. These two azoles, when used together, are more effective than the sum of them used separately.

Incidentally, the workhorse ingredient in CA-C is copper, a very effective fungicide a well as a useful metal foreveryday uses ranging from pennies to pipes. Some fungi can tolerate copper, however, so a co-biocide is needed to control them. The azoles provide protection against copper-tolerant fungi.

Respected brand

Wood treated with CA-C preservative is sold as Wolmanizedo Residential Outdoor* wood. The Wolmemizedname is a respected trademark that has symbolized high-quality Seated wood for a century.

Over the decades, the developers of Wo Im aniz e d pressure-treated wood have introduced num erou s innovations - from new preservatives to lifetime limited warranties. It is not surprising that CA-C is part of the Wolmanized wood family of products; Wolmanized wood has long been the leader in reliable, responsible, and effective wood preservati on.

As did previous types of Wolmanized wood. wood treated with CA-C carries a lifetime limited warrdnty against termite damage and fi.rrgal decay. For wan-anty details and limitations, visit wolmanizedwood.com. It is also backed by the Good Horsekeeping Seal.

And it is wood

In addition to longevity, conveniance, aesthetic value, and often lower cost, this product has the environmental and sustainable advantages of wood. Its base is a renewable resource using plentiful species and requiring less energy to produce than alternative materials. Growing forests absorb carbon dioxide and wood products sequester carbon, thus reducing greenhouse gases.

is available from leading wood treating companies.

Wolmanizedo wood treated with CA-C preservative

OUTDOORO WOOD

onqls

Brian Johnson, ex-Sierra Pacific Industries, has joined the lumber sales and marketing team at Idaho Timber Corp., Boise, Id.

Jim Miller has joined Fasco America as western regional sales mgr., covering Alaska, California, Hawaii, Nevada, Oregon and Washington. Dimitrios "Dimitri" Kontakos is the new southwestern regional sales mgr.

Jim Alexander has been named director of sales for Precision Lumber Co., Vancouver, Wa.

Mark Goodwin has joined the sales staff of Kuzman Forest Products, Hillsboro, Or.

Anthony J. "Tony" DeCarlo, president and c.e.o., Lumbermens Merchandising Corp., will retire Dec. 31 after 32 years with the company. An executive search committee is seeking a successor.

Jack Merry has semi-retired from APA-The Engineered Wood Association, Tacoma, Wa., after 28 years with the organization, the last 17 in communications. He will continue some contract work with the Engineered Wood Technology Association.

Thomas Rice, president, Greenwood Products, Portland, Or., will add the duties of chief financial officer for parent Jewett-Cameron Trading Co., North Plains, Or., following the layoff of c.f.o. Terry Schumacher.

Ken Swartz is new to sales at Mid Valley Lumber Specialties, Aldergrove, B.C., working out of White Rock, B.C.

Stephen Sandor has been appointed general mgr. of Asian operations for Smith & Fong Co., San Francisco, Ca.

Robert Glowinski has been appointed group v.p for forestry & wood products at the American Forest & Paper Association.

Ric Wise, ex-MFP of Oregon, has opened Wise Forest Products, Fayetteville, Ga.

Tony, Joe and Henry Novak, Dunkley Lumber, Prince George, B.C.. will be feted as 2009 Lumbermen of the Year by the British Columbia Wholesale Lumber Association.

Tom Hanneman, retiring Quality Services director for the Western Wood Products Association, Portland, Or., was presented a Master Lumberman award, along with Carl Buchanan. Swanson Group, Glendale, Or.; Kimmy Burnette, Fort Apache Timber Co., Snowflake, Az.; Patrick Grady, Bennett Lumber Products,

Princeton. Id.: Richard 56Rick"

Magee, Simpson Lumber, Shelton, Wa.; Earl Robinett, Yakama Forest Products, White Swan, Wa., and Shane Young, Sierra Pacific Industries, Anderson, Ca.

Ed Hendrix, Longview Timber Co., Longview, Wa., was installed as president of the Oregon Logging Conference, along with lst v.p. Eric Thompson, Thompson Tree Farms, Corvallis, Or.; 2nd v.p. Ken Wienke, Boise Building Solutions, Medford, Or.; treasurer Mike Randall, Swanson Brothers Lumber Co., Noti, Or., and conference mgr. Rikki Wellman, Eugene, Or.

Steve Parkinson, South Beach Trading Co., Coquitlam, B.C., was elected president of the British Columbia Wholesale Lumber Association. Jack Hetherington, Evergreen Empire Mills, Burnaby, B.C., will remain on the executive board as past president.

Stan Still is the new union coordinator at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Co-op Wins Service Award

For the second year in a row, Ace Hardware Corp. appeared in the top lO of BusinessWeek's "Customer Service Champs" ranking-the only home improvement retailer to be included.

"Our retailers have always provided top-notch service to their customers," said president and c.e.o. Ray Griffith. "These entrepreneurs have the support and strength of a strong national brand while localizing their businesses to meet the needs of the community."

According to the magazine, Ace has cut costs but maintained service levels by using technology that helps store managers determine the best times to stock shelves and clean restrooms based on past shopping patterns. Also, by consolidating its call centers, the chain now offers customer service hours later in the evening and longer on the weekend.

"Our retailers and store associates work hard to ensure their customers receive the helpful hardware advice they need," said Griffith.

WESTERN WOOD Products Association met March 7-10 at Doubletree Paradise Valley Resort, Scottsdale, Az., for its annual meeting. (1) Russ & Linda Hobbs, Tim Cornwell. (2) Chris Ketcham, Kevin Binam. (3) Shane & Sally Young. (4) Craig & Janice Larsen. (5) Tom & Lynn Hanneman, Mike & Gretchen O'Halloran. (6) Jim & Linda Scharnhorst. (7) Ed Matsuyama, Mark Denner. (8) Ted Roberts, Bonnie & Sherm Anderson. (9) Duane Vaagen, Jim Petersen. (10) Hector Dimas, BillWhite, Mark Porter. (11)Jeff Setzer, Chloe & Frank

TsB Mnncuaxr Mlclzrur Apnt 2009

Pearson. (12) Matthew Goughnour, Mike Rios. (13) Eric Schooler, Pat Grady, Jim Vandergrift. (14) Debbie Vaagen, Sharon Lewis, Monica Stormoen. (15) Mike Fitzgerald, Mark Elson. (16) Rich Geary, Wade Mosby. (17) Jim Mathews, Russ Tuvey. (18) Jamie Trenter, Steve Zika, Mike North. (19) George Emmerson, Steve Swanson. (20) Frank Campbell, Lee Hackbarth.

(More photos on next page)

WWPA ANNUAL MEETING bontinued from pirevious page); (1) Jon Anderson, Mike Phillios. Mike Durga. (2) Jeff & Susie Webber. (3) Tim Hunt, Brad Tu rner, Alex Rapoport. (4) Max Blatt, Claude Gregory, David

Ray

Jesseau. (5) Bill Goodman, John Deisher. (6) Charlie Fox, Tom Shaffer. (7)

Tennison, Scott Elston, Allan

Trinkwald. (8) David Jackson, Bob Lewis. (9) Steve Schmidl, Laurie Creech. (10) Susan Mosby, Penne Setzer. (11) Melody Ren,

Tomoko lgarashi. (12) Anne Erickson, Rusty Looney. (13) Chuck & Laurel Casey.

Big Creek Relocates Yard

Despite the bad economy, Big Creek Lumber, Davenport, Ca., closed its yard in Santa Cruz, Ca., and moved into a new, larger location with a 19,000-sq. ft. building that is closer to the freeway.

"It really points out the difference between locally owned and a large corporation," said general manager Jim Johann. He said that owners Bud McCrary, 82, and Lud McCrary, 80, come to work in Levi's and Pendletons and take a "long-term view. We're not run by suits."

Started by the McCrarys' father in 1946, Big Creek grew to 235 employees at six locations. However. the recession has reduced the work force to 195. Ellen McCrary Rinde, Lud's daugher, is the third generation involved in management of the company.

The new building is four times larger than the old one, so there is more room to showcase products that customers have requeste d. "I'll be able to do window displays," said buyer Rachel Thompson. There's also more space for environmentally

Old World Crafumanship In Today's Designs HandHewn Distressed Timbers

Geo. M. Huff Lumber Company is now offering Hand Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old World finishes.

We can supply timbers to any specification, whether it is Dense, Free of Heart Center, #l/Btr, Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, count on us to provide you with a product that will last a lifetime.

Combine our selection of Douglas fir timbers along with our skilled milling staff and you've got one of the best resources in Southern California.

responsible products eligible for points toward certification.

The new location also provides a covered space to protect both lumber and workers from the elements. There's room for a new load-building machine designed by Bud to tote orders to a truck for delivery. The machine, constructed at Big Creek's truck shop in Davenport, can carry up to 5 tons and uses less fuel than a forklift. A third version of the machine is under construction, part of the company's efforts to comply with California's new clean air regulation.

Green Power For Stoltze?

F.H. Stoltze Land & Lumber Co.. Columbia Falls, Mt., may receive federal economic stimulus money to build a cogeneration plant.

"lt definitely would be considered a green project-we are making electricity from a renewable resourceand there is a possibility that there would be some funding available through the recently passed stimulus program," said plant manager Joe O'Rourke. The company's current boiler uses 100-year-old equipment that needs to be replaced.

O'Rourke said that the proposed 20-megawatt plant could burn byproducts created at the sawmill and woody biomass. It could also provide at least eight new jobs, plus an alternative revenue stream for the milling company.

"In effect," he noted, "it's a complementary business to what we're doing now, but it's also a different business-one that won't move in tandem with the lumber market."

Once funding is secured, the plan could be operational in l8 to 24 months. "This could help us and this valley through tough times," O'Rourke said.

"One thing about the down economy is, you have to really limit your inventory a little more. We have to keep everything a little less than we usually carry."

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Lumber Markets Face Historic Lows Before Recovery

Demand for lumber in the U.S. in 2009 will slide to the lowest level in modern history, then move toward a slow recovery starting next year, according to a new forecast by Westem Wood Products Association.

The poor economy and a housing market that has plummeted to historic lows are the chief reasons for the remarkable decline in lumber demand. WWPA predicts U.S. lumber demand will slide this year to just 28.9 billion bd. f.t, down almost 307o from 2008 totals.

Since reaching an all-time high of 64.3 billion bd. ft. in 2005, U.S. demand for lumber has dropped by more than 55Vo- the steepest decline in the history of the industry.

Home construction traditionally accounts for more than 457o of the lumber used each year. WWPA estimates just 432,000 houses will be started in 2009, down more than half from 2008 totals and one-fifth of what was built in 2005.

The volume of lumber used in new home construction is expected total 5.3 billion bd. ft. this year, compared to the 27 .6 billion bd. ft. consumed in

home building in 2005.

In 2010, housing is forecast to improve modestly to 553,000 starts, bringing lumber consumption to nearly 30 billion bd. ft. WWPA does not expect housing starts to exceed I million units until2012.

The unprecedented decline in demand has taken its toll on lumber producers. Western lumber production is forecast to decrease nearly 267o to 9.7 billion bd. ft. That volume is the lowest since the 1930s and represents a little more than half the volume western mills produced five years earlier.

Mills in the South will see production declines as well, falling to 10.9 billion bd. ft. in 2009. In all, U.S. lumber production will total 21.8 billion bd. ft. this year, down 25Vo from 2008. As markets start turning up in 2010, U.S. production will rise to22.4 billion bd. ft.

Poor markets have been even tougher on Canada and other foreign lumber suppliers. Lumber imports from Canada are predicted to total 7.6 billion bd. ft. in 2OO9, a decrease of 34.7Vo from the previous year. Since

2005, Canadian lumber imports have declined by nearly two-thirds, or some 14 billion bd. ft.

Other imports, including lumber from Europe and Latin America, should decline by double-digit percentages for the fourth straight year and lose more market share to domestic producers.

Top Grades For West Mills

Setting the standard for lumber grading accuracy in 2008, 10 western lumber mills have been named by WWPA as Hi-Q mills, recognizing superiority in accurately grading lumber.

One new mill was honoredHills Products Group, Spearfish, S.D.-along with nine repeat winners: Boise Cascade, Kettle Falls, Wa.; Hampton Lumber, Tillamook, Or.; Idaho Forest Group, Laclede and Moyie Springs, Id.; Stimson Lumber. Forest Grove and Plummer, Id.; C&D Lumber. Riddle, Or.; Columbia Vista Corp., Vancouver, and Idaho Veneer Co., Post Falls,Id.

Affiliotions: AWPA, WWPI, lRG, LACN, HLPA

Assotialion llews

( Continue d from pa ge 2 3 ) single booth) Austin Hardwoods, Denver (double), and Bluelinx (multiple). (Photos of winners below)

North American Wholesale Lumber Association will hold its annual executive conference April 26-28 at Loews Lake Las Vegas Resort, Henderson, Nv.

Aubra H. Anthony Jr., president and c.e.o. of Anthony Forest Products, will be honored with the Mulrooney

Award during the conference. A regional meeting is slated for April 30 at the Vancouver Club, Vancouver, B.C. Speakers include NAWLA interim c.e.o. Mark Palmer; Mike Wisnefski, v.p., Bloch Lumber; Ken Shields, c.e.o., Conifex, and Paul Quinn, forest products analyst, RBC.

MOUNTAIN States Lumber & Building Material Dealers Association handed out booth awards at its recent buying show to (1) Austin Hardwoods' Ricky Valdez, Jack Liebsock, Dan Steiner, Nancy Shumbat, Randy Hass, Chris Stypinski, Don Herbel, Nadine Herbel.

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(2) Bluelinx's Bryan Bangs. (3) Bluelinx's Chris O'Donnell, Dan Ford, idny Crawford. (c; atuelinx's Brett Bleichrodt. (5) Simpson StrongTie's Jason Swooe, Jim Feren, Scott Tomamichel.

r ness Getting a career back on track

By Craig Aronoff

ly impacts the next-generation member as well as other employees.

The best solution is often a decision by the young person to work elsewhere, at least for a period of years. If they are not capable of making that decision on their own, a family member may need to intervene to help in the decision-making process.

A YOUNG. next-generation family .Clmember joins the family's business. In the best-case scenario, he or she arrives with some skills and outside work experience, a good attitude, and an appreciation for the opportunity presented. Sometimes, though, this isn't what happens.

There are several ways that nextgen members get off to a bad start. In some cases they are put in positions for which they are unqualified. In others, they bring an attitude of superiority and entitlement. They may hesitate to interact with co-workers because they feel that all eyes are on them. These situations undermine a next-sen

member's credibility with the people with whom they work.

Unfortunately, these early mistakes may be compounded by dad's and mom's reaction to them. If the oarents ignore performance problems. other employees will complain of unfair treatment, and rightly so. Business rules that are followed by everyone else-but are bent or broken for junior-will undermine the culture, image and respect that senior family members have worked to establish.

While the intent is to do what's best for all, avoid conflict, and keep all happy, allowing performance or attitude problems to escalate negative-

If the exit is managed well, there can be the possibility for them to return after gaining the knowledge, experience and maturity to allow them to make a meaningful contribution to the business. A graceful exit requires that the next-gen member and his or her parents understand what has happened and why, everyone accepts appropriate responsibility, and appropriate communications are made to other employees.

At the same time, management should learn how to better manage these situations-particularly if other siblings or cousins might be waiting in the wings. Clear employment policies and procedures should be developed and implemented to minimize the probability of repeat occurrences.

In their own family business world, young family members are like celebrities. They attract tremendous

attention, become the focus of the rumor mill, and suffer close scrutiny of all their actions. Many times they are unable to develop relationships with co-workers because they are unable to trust the motives of those who seek relationships with them. This circumstance is one of the uncomfortable realities of being in the next generation of a business-owning family. It goes with the territory. But if things aren't going well, it makes things much worse.

Coming back from a work situation that has gone bad for a young, nextgen employee is similar to a celebrity who's had public problems and has to make a comeback. The seven steps to a successful comeback are:

.Own up to what's been happening. Show that you get the problem; apologize, exercise humility, take your share of responsibility.

. Disappear for a while. Step out of the family business. Give yourself a break to regroup and refocus.

Avoid negative attention. Keep a low profile and be particularly careful not to say or do things that would add to the negative perceptions or get in the way of any opportunities to build new, more constructive perceptions.

. Be seen and not heard. Over time, begin to reintegrate into the family business. Attend business functions where the family is involved, but keep it low key as you raise your profile.

. Align yourself with causes you believe in. Find your passion and follow it both at work and in other activities. By focusing on your passion, you are most likely to be motivated to achieve results, make a difference, and be a contributor. Such achievement can build credibility for the long term. Choose the right career project. By finding an activity where you can achieve success, you'll build the confidence of everyone-especially your own. We know young family-business members who have joined the military, led community campaigns, gotten new jobs and earned promotions. started their own businesses, and taken other actions that have led to great things in the family business and out.

Reemerge with a new image. Take your time and take advantage of the experience, knowledge and maturity that time-properly used-can provide. After achieving success, developing maturity. gaining perspective. and finding knowledge, a young family member can change from being a

perceived liability to being seen as an essential asset for sustaining the business across generations.

Problems of the past then become a fading, slightly amusing memory as the now-not-so-young family member becomes a real contributor to the team that carries the business forward.

- Craig E. Aronoff is co-founder and principal of Family Business Consulting Group, Marietta, Ga.; (800) 551-0633.

Effective selline begins*iii6 rmation

By Dave Kahle

orientation is one of the characteristics of a sales personality. A day sitting behind a desk is our idea of purgatory. Unfortunately, this activity orientation is both a strength and weakness. It provides some of the energy to move us to sales success, but can also be a major obstacle.

Far too often, we're guilty of going about ourjobs directed by the credo of "Ready, shoot... aim." This kind of unfocused activity is a casualty of the Information Age. Yet to be effective, you must be focused and thoughtful about everything you do. Activity

without forethought and planning is a waste of time and energy.

If you were going to build a home, you'd want to know about the nature of the ground on which the home was to be built. You'd need to have a good idea about what kind of weather conditions the home would be enduring, what the building codes were, what materials were available, what they cost, what kind of skilled workmen were required. The list could go on and on. The point is that you wouldn't be able to build a home very effectively if you didn't have good information on which to base those plans.

The same principles apply to delivering effective sales performance. In both cases, good planning requires good information. It may be that your company provides you with all the information you need. It's more likely they don't. If you're going to work with good information, you must be the one who collects that information. That means you must create systems to collect, store and use the information that will be most helpful to you. Since our world is constantly producing new information, the system you create isn't something you do once and forget. Rather, it has to be a dynamic sys-

seeing people, solving problems, putting deals together. This activity-

tem that is constantly processing, storing and using new data.

Creating and maintaining your system is a matter of following several specific steps:

Step One. Start by listing the kinds of information you think will be most useful to you. Think about your job and determine what kinds of information you'd like to have to help you deal effectively with your customers. Here's a partial list that would fit most salespeople:

. Info on customers and prospects.

. Info on competitors.

. Info on the products, programs and services you sell.

Step Two. Once you've categorized the kind of information you'd like, think about what information would be ideal to have in each category.

Start at the top and work down. Look at customers and prospects first. What, ideally, would you like to know about them? Typical pieces of information include information about the

account's total volume of the products you sell, dates of contracts that are coming up, vendors from whom they are cuffently buying, etc. All of that seems pretty basic. However, most salespeople have no systematic way of collecting and storing that data. So, while you may occasionally ask a certain customer for parts of it, you probably aren't asking every customer for all the information. And, you're probably not collecting it, storing it, and referring to it in a disciplined way. Do you think your competitors know exactly how much potential each of their accounts has? Do they know other useful information, like, for example, how many pieces of equipment each customer has, and the manufacturer and year of purchase of each? Probably not. If you collect good quantitative marketing information, you'll be better equipped to make strategic sales decisions and create effective plans. You'll know exactly

(Please turn to next page)

Effective Selling

(Continued from previous page)

whom to talk to when the new piece of equipment from ABC manufacturer is finally introduced. And, you'll know who is ripe for a new cost-saving product that's coming, or the new program your company is putting together.

Step Three. Develop a system and some tools. The single most effective tool is an account profile form. It is a form full of questions or. more precisely, spaces for the answers to questions. The questions are all about each of your accounts. It's the document on which you store that useful information. It can be paper or electronic. If you're using contact-management software, then the account profile form can be several screens for each account. If you're not computerized, create it on paper. Regardless of the media, the principles and processes are the same.

A well-designed, systematically executed account profile form provides you a way to collect quantitative information to know your customers more thoroughly than your competition. All those pieces of information that you said were potentially important to you can be collected and stored in the

blanks on the account profile form. Create a one-page form with blanks in it for each of the quantitative pieces of information you want.

You need another version of the form for each key individual within those accounts. That's called a personal profile, and it is your mechanism to collect personal information about the key decision-makers. You may end up with one document for the company and 10 to 15 personal profiles for key people at that account.

Now, imagine getting ready for the next sales call on that customer and reviewing the things that he likes to talk about, refreshing your memory on the name of his spouse, and the names and schools of each of the kids. As you plan your presentation, review the primary buying motivation for each of those key people. Do you think you'll be better prepared to have an enjoyable, relationship-building conversation with that customer than your competitor will? Of course you will. Do you think you'll increase your likelihood of delivering a powerful, persuasive presentation? Of course.

Step Four. Store it efficiently. You may have done a great job of collecting info, but if you've stored it on old

matchbook covers. coffee-stained Post-Its, and the backs of old business cards on the backseat of your car, it's not going to do you much good.

If you're computerized, your computer can be the super tool that allows you to efficiently store the data. If not, create a set of files (yes, manila folders!) in which to store your info.

Step Five. Use it regularly. Before every sales call, review the information you have stored. That review will help you make good decisions about each aspect of the sales call. Likewise, review the information as you create your annual goals, sales plans, and account strategies, and when you organtze and plan your territories.

Now that you have a system in place to provide good information about your prospects and customers, you need to turn your focus to another area of your business-your competitors. As things change at an increasing rate, you must be aware of what your competitors are doing so that you don't get seriously outmaneuvered.

That happened to me. To this day, I still get a sick feeling in my stomach as I remember the day when I lost my largest account to my arch competitor.

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It was ap account that made tp 20Vo of my total volume. In my blissful ignorance, I was content to grow mY business by calling on the end-users and purchasing department, while my competition was successfully building a relationship with the administration. The result? My best account signed a prime vendor, sole-source agreement with my competitor. Within 60 days,I was almost totally out of that account.

To become good at knowing what your competition is up to, begin bY thinking of yourself a little differently. Here's a similar, three-step process for mastering this competency.

Step A. Begin by consciously collecting little bits and pieces of information at every opportunity. Rather than moping about losing a bid, use it as a learning opportunity. Find out from your customer why they awarded the business the way they did. If it was price alone, try to find out how much lower their price was. If it's something else, find out what. That information may give you an insight into the pricing policies of your competition. Write the information down or put it in your PDA.

Take your good customers to lunch and casually see if you can steer the conversation in such a way as to learn

something about your competition. Keep your eyes open to the coming and going of competitive salesmen. Note when you see them, and in what account. Be sensitive and aware of competitive literature, business cards, and price quotes lying around. And don't forget to talk with the other salespeople who work for your company to get their insights.

By combining these bits and pieces, you may very well see trends, uncover strategies, and discover tactics your competition is using.

Step B. Store the information, whether filed in a manila folder marked "Competition" or entered into a computer database.

Step C. Use the information.

In the Information Age, much of your ability to make good decisions depends on your being able to collect good information. If you are going to take your performance up a notch, you must see yourself as a dealer in information as well as a seller of stuff.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books and a free monthly "Thinking About Sales" ezine.This article is excerpted from his book Take Your Sales Performance Up-a-Notch. Reach him at ( 800) 3

-

287 ; www.davekahle.com.

Northwest Softwood Exports Rise

Exports of softwood lumber from Oregon and Washington were up 26.67o last year, according to a new study from the USDA's Pacific Northwest Research Station.

Softwood exports totaled 293 million bd. ft., up from 231.4 million bd. ft. in 2007. "During this same time period, Oregon and Washington imported 1.7 billion bd. ft. of softwood lumber, mostly from Canada," said USDA economist Debra Warren, who authored the report.

The new publication also includes current information from the U.S. International Trade Commission on lumber and plywood production and prices; employment in the forest industries; international trade in logs, lumber, and plywood, and volume and average prices of stumpage sold by public agencies.

Japan (33.3Vo) and Canada (35.8Vo) each received about a third of the exported softwood lumber. Another 7 .3Vo went to the Philippines,5.9Vo to South Korea, 3.7Vo to China, and l.8Vo to Taiwan.

Douglas fir accounted for 57 .57o of the 2008 softwood lumber exports and averaged $525.14 per thousand bd. ft. Western hemlock accounted for 10.3Vo and averaged $434.52 per thousand bd. ft., while other softwoods made up the remaining32.2Vo and averaged $782.91.

In contrast, the average value of softwood lumber imported during 2008 was $466.91 per thousand bd. ft.

Depot Back To Promoting Bargains

Home Depot has launched a new advertising campaign, with the can-do slogan of "More Saving. More Doing," targeted to bargain-seeking shoppers.

SIMMEN LUMBER, Sacramento, Ca., held a giant yard sale March 21 that raised $2,400 for employee Jesus Mejia'i foui-year-old daughter (second lroq left, above, with rest of the fAmily), wfio has been diagnosed with leukemia. A donation account set up at the Bank of Sacramento now totals $5,000. Anyone who wishes to contribute should contacl Simmen at (800)916-8072.

"We knew the consumer was hunkering down and making fewer trips to stores, and only going where the dollar went the furthest," said chief marketing officer Frank Bifulco.

"We were the original home improvement warehouse, so we're comfortable in our own skin," he said. "If a paint associate has a little bit of paint on his apron, it's because

Build in savings.

A smart and economical choice for interior applications where ire retardant construction materials are specified. D-Blaze@ treated lumber and plywood are highly effective in controlling the soread of flame, smoke and devastation caused by fire. And in most applications, it offen a lower installed cost than noncombustible classified materials.

he knows how to get color right." He added that the campaign emphasizes value and a return to Depot's core of "being real, authentic and genuine."

The new ad campaign also jabs at Lowe's, which is considered more female-friendly and style-oriented and is Depot's biggest rival.

"Stores that look more like a warehouse than a Lowe's are at an advantage," said retail consultant Howard Davidowitz. "Right now, what the consumer is responding to is value. Frankly, it's the only thing."

Last fall. Home Depot cut prices on certain items and discontinued unprofitable promotions on others. Lowe's fought back with its own taglines of "Everyday low prices" and "new lower prices."

"Lowe's is a formidable competitor," said Bifulco. "We want to make

the Home Depot different and better and special, but we don't fall prey to Lowe's envy."

Mixed Pallets From Versatex

Versatex has launched a SmartSize Skidz program that allows dealers to order smaller, mixed-pallet orders of PVC trimboards-and still receive a bulk discount.

Dealers can order up to five different sizes of in-stock PVC trim in a single pallet, which reduces inventory and lowers operating costs.

"Dealers can adjust the tallies and lengths to their specifications, to get the benefit of a bulk buy on five different sizes in one factory-made unit," said Rick Kapres, v.p. of sales. "The fact that the units are factory packaged also benefits the dealer as it keeps the product clean and protected."

MIXED PALLETS let dealers order five diJferent types of Versatex trimboards.

Cut your taxes exceSs I inventory bv using your

Bv Emilv Collins

can put advertising and promotional dollars where they'll do the most good. on your star performers.

Avoid problems involved with liquidating those overstocks. Liquidators tend to pick and choose. They may not want to buy all of your non-movers, leaving you with the problem of what to do with the leftovers. Donating can often clear all of your problem products at once.

Help deserving schools and nonprofit organizations. This good deed can translate into good will. You might ask the recipient group to call the local newspaper to publicize the donation.

Once you've decided that donating inventory might be a smart move for your business, how do you identify which merchandise to clear? Here are some types of products to consider:

Slow-selling or non-moving SKUs (stock keeping units). Just as it is dangerous to keep a stock or mutual fund and be reluctant to unload it when it is not performing, it is equally unwise to hold on to stagnant inventory. Wholesalers and catalog businesses are well aware of the need to constantly review their offerings, weed out the slow-movers, and concentrate on popular, top-selling items.

VOUR business may be sitting on I an important tax deduction and you probably don't even realize it.

The deduction lies in your excess, overstock inventory. By donating that nonmoving merchandise to charity, your company can earn a federal income tax deduction under Section 170(e)(3) of the U.S. Intemal Revenue Code.

The IRS Code says that regular (C) corporations may deduct the cost of the inventory donated, plus half the difference between cost and fair market value. Deductions may be up to twice cost.

For example, your business (a C corporation) sells a product for which it pays $1. Retail price is $2. Your deduction is $1.50. If you pay $l and that item sells for $4, your deduction is $2 (limit of twice cost).

S corporations, partnerships and sole proprietorships qualify for a straight cost deduction.

Even if your business realizes only a straight cost deduction, it may be to your advantage to donate your stagnant merchandise rather than clear it

through a liquidator. Since a liquidator looks for the lowest price they can get, their offer may be less than your cost-substantially less. When you are faced with the choice of liquidating this merchandise, dumping it and writing it off as a loss, or donating it and taking a straight cost deduction, donating may be the preferable choice.

Investigate donating inventory before negotiating with a liquidator, however, to be able to justify the product's fair market value with the IRS.

Besides the tax deduction, there are many other great benefits of donating your excess inventory:

Free up needed warehouse space. Whether you own your warehouse or are renting space, storing product can be expensive. Insurance, utilities, labor, and shrinkage all factor in. It doesn't pay to hold stagnant inventory that isn't earning its keep.

Put your marketing focus where it should be: on your top sellers. Non-moving inventory can consume a disproportionate amount of money, time and effort to clear it. By donating those items to charity, your business

. Unsuccessful product introductions. Despite extensive studies and market research, some new products simply do not go. By donating them, instead of selling them to a liquidator, your business may do better on the bottom line and donation will keep them out of the consumer market.

r Returns. If returns are not damaged, they can be a good candidate for donation. By donating, you will avoid the costs and labor involved in returning those items to stock.

Cancelled orders. Again, donating avoids restock costs. If the product was custom made, it may be difficult to sell anyway.

. Packaging changes. If package graphics are updated, you may want to keep products in old packaging out of the market as you introduce the new. Donating is also a good way to clear products with packaging that promotes rebates or contests that have expired.

Discontinued models, styles, colors. As an example, software publishers may donate the previous version of a program that has been updated, to keep the earlier version from competing with the update or to keep it out of the hands of liquidators. Trendy items that are no longer selling are also can-

NAEIR

didates for donation.

Misprints or seconds. Businesses that make or sell promotional items frequently have misprints on products that are still serviceable. Seconds can be donated as well.

To earn this deduction, companies must donate to a charity or a public or private school. In the case of nonprofit organizations, make sure that the nonprofit is a 501(c)(3), since only that IRS classification of nonprofits qualifies as recipients.

You should have your accountant or tax adviser instruct the recipient group as to what information they need to include in the documentation they furnish you as proof of the donation. You will have to include the recipient's letter on your corporate tax forms as support for claiming the deduction.

If your business has a small quantity of merchandise to donate, you will need to select the recipient(s) carefully to avoid the appearance of favoritism. By the same token, if you have a large quantity of product (a semi-trailer or more), you will have to instruct the recipient groups that under IRS regulations, donated merchandise may not be bartered, traded or sold. Charities or schools may not auction or sell donated merchandise to raise cash.

To avoid having to deal with many of these issues, consider a gifts-in-kind organization, such as the National Association for the Exchange of Industrial Resources (NAEIR), which redistributes donated goods to other nonprofits and qualified schools.

The donation process is simple. To begin, a company sends in a written proposal or list of product they want to donate, including a short description, quantities and a value. A committee reviews the proposal and notifies if it is approved. The donor then sends shipping instructions and labels. Although the donor company is responsible for the shipping cost, that is also a tax-deductible expense of the donation process.

i-bo

BORATE TREATED WOOD

.,,

Hi-boro brand treated wood is a borate treated i oroduct desisned for interior house framinq in Hawaii " ili-bor" trealed wood resists attack by Foimosan anr termites and numerous h'ousehold gwgll q$lsaldecar.

.l$firepnO" brand interior fire retardant is the construction -industrt's newest and most advanced fire protection $slem for wuid. The unique Fireho dremistr li a paent peirdins form' rlalion that con'tains no phosphomui'hased mmpounds.

From coast to coast, 501(cX3) nonprofit organizations have opened hundreds of retail stores specializing in donated building materials. The list includes the RE Store in Seattle and Bellingham, Wa.; Stardust Building Supplies in Phoenix and Mesa, Az., and Habitat for Humanity, which operates 535 ReStores in 48 states, including 96 in the West-a quarter of them in California.

Contact your nearest location for their exact procedures.

'do..borate pr€ssure treated for iogts, slals, nnf F$ses, nd :rior frarning and sill plate.al ^Sb

- Emily Collins is the communications associate Jbr the nonprrfit NAEIR. Reach her at (800) 562-0955 or donor@naeir.org.

producls

Greener DeckTiles

EcoShield deck tiles from A.E.R.T. snap together for easy installation on level concrete or sravel surfaces. such as patios. verandis and rooftops.

it snaps on and off for easy maintenance of gutters.

Three colors are available: white. tan and dark brown.

- Please call (800) 327-7077 or v i s it www .p lastic c omp o ne nt s.c om

Waterproof Wood Coating

Bluwood's factory-applied coating has been enhanced with a water repelfency additive:XP-26.

Trim With An Edge

A precisely cut and sealed edge is now standard on all AZEK's cellular PVC trim profiles and cornerboards.

Manufactured of wood fibers encapsulated in recycled polyethylene plastic, the tiles resist rot, decay, moisture and insects.

Two sizes- 12"x12" and 2'x2'are available in three colors: mahogany, terracotta and desert sand.

- Please call (866) 729-2378 or v i s it www .mo i s t ur e s hie ld.c om

Gutter Protection

GutterGuard Pro is desiened to keep debris out of gutters.

Developed by Plastic Components Inc., the product fits most 5" and 6" gutter systems. Constructed of plastic,

The new additive is desisned to protect OSB. plywood, and-dimensional lumber against moisture, mold and fungus growth, and wood-ingesting insects, including Formosan termrtes.

- Please visit www.bluwood.com

One Tough Deck

Tuf Deck from Inteplast Group is made of cellular PVC in four colors.

The new edge treatment will ensure that AZEK products stay cleaner at the dealer and on the iobsite.

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

lmproved Maple Flooring

Ecotherm Wood from Future Alternative Wood Products is now available as thermally modified birdseye maple flooring.

Also available are reversible finishes for design flexibility and matching rail systems.

- Please caU (800) 452-2117 or www.tufdecking.com

The flooring is available in random lengths, in 2-l/2",3-112", and 4-I/2" widths.

A semitransparent finish enhances the natural beauty and rich texture of the wood.

What Lies Beneath

Uncoupling membranes from Schluter Systems allow for even transitions between tile and other floorins materials, to simplify installations.

DITRA membranes minimize tile assembly thickness and reduces transitions to lower surface coverings such as carpet, engineered wood, and vinyl flooring.

Green Insulation In A Can

BioBased Insulation now offers two soy-based spray foam insulation products in a can.

Soy Seal for Gaps & Cracks is a closed-cell, sealing foam.

Soy Seal for Windows & Doors is a low-pressure foam formulated to prevent moisture and mold problems by repelling water, without bowing or distortins windows or doors.

DITRA-XL helps provide even transitions between tile and 314" hardwood flooring.

- Please visit www .schluter.com

Safety Headgear

Venom visors and headsear from Gateway Safety offer piotection against workplace hazards, yet are comfortable enough to wear for extended periods.

The visors are constructed of polycarbonate that is molded for complete facial coverage. The headgear has a soft brow pad and nape strap, plus tension adjustment.

- Please call (800) 822-5347 or v i s it www .gat e w ay s aJb ty.c om

Both products reportedly exceed the USDA's bio-content standards and have been certified to Greensuard standards.

- Please call (800) 803-5189 or visit www.soyseal.net

Disodium Octaborate Tetrahydrate (DOT)

Free-flowing, white powder. Dissolves quickly and easily.

. EPA Registered.

Etfective against termites and decay fungi.

Non-corrosive to allfasteners.

Lifetime Limited Warranty.

0dl1 certified plant faclllty.

Rack lt Up

Wine rack components from The Wine Rack Co. are a nice addition to kitchen and bath showrooms.

The company produces a full range of wine storage products, from small countertop racks that store l2 bottles to11-114" racks for wine cellars.

In-house designers can also create custom wine racks.

- Please call (888) 687-2517 or visit www. t hew ine rac kc ompany.c om

Heavy Lifting

New heavy-duty lift trucks from Hyster are the latest addition to the Fortis line.

The Hl70-190FT reportedly accommodates loads up to 19,000 lbs., with a longer wheelbase, more powerful drive train, improved mast, upgraded drive axel, and oil-cooled brake system.

- Please visit www.hvster.com

Building A Better Stair

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New Composite Decking

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Safer Jobsite Power

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2ND GROWTH'S March 5 meeting at Radisson Suites Hotel, Buena Park, Ca., focused on "Money Matlers in 2009.' (1) Bob Schmidt, Craig Larson, Chris Garcia. (2) Kevin Mitchell, Janeece Lowder.

(3) Louis Rojas, John Neel, Danny Sosa. (4) Frank Youngman, Mike Mische, Chris Freeman, Brad Strosahl. (5) Omar Diaz, Michelle Chase. (6) Mario Casteneda, Adam Tones, Jason Womack.

(7) Rex Klopfer, Al Reed, Bill Ferguson. (8) Alan Nevin, Ken Dunham. (9) Will Lone, Kyle Rossi,

Kyle Lazou. (10) Ron Souto, David Abbon. (11) Ed Wyche, Jim Taft. (12) Shannon Mott, Tom Angel, Scott Whitman, Ana Ramirez, Seamus O'Reilly. (13) Scott Derham, Chad Kidder, Mark Ganahl. (14) Doug Willis, Bill Humphrey. (15) Jim Nicodemus, Bob Derham. (16) Jean Henning, Barrett Burt. (17) Randy Jackson, Dan Croker. (18) Marlene Grove, Chris McDonough. (19) Ryan Mitchell. Sheni Kirbv.

Glulam Beam Guide

A single-sheet flyer and tear sheet pads illustrating how to properly size Power Preserved Glulam Beams for deck applications are free from Anthony Forest Products, (870) 221 -2326; www.anthonyforest.com.

New APA Reports

Subscriptions to monthly housing market and quarterly engineered wood production reports are offered for $600 and $250 by APA-The Engineered Wood Association ; www.apawood.org.

Benefits of Southern Pine

An updated, 24-page Southern Pine Use Guide details the advantages of using Southern pine is free from the Southern Pine Council,2900 Indiana Ave., Kenner, La. 70065, (504) 443-4464; www. southernpine.com.

Building Green For Builders

The 8-page "Dealer Tool Kit for Builder Profitability & Green Building" and l2-page "21 Ways to Build Profitably & Green" are free from Boise Cascade. (800) 232-0788.

All About Softwood Industry

The 300-page 2008 Yearbook is $46.95 and 896-page 2009 Big Bookfor the North American softwood industry $239.95 from Random Lengths, P.O. Box 867, Eugene, Or. 97440, (5al) 686-9925; www.randomlengths.com.

Concrete, Masonry & Stucco

Guide to Concrete, Masonry & Stucco Projects is $19.95 from Quikrete (800) 282-5828; www.quikrete.com.

pluce

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

9266O, Fax 949-852-023I, dkoenig@buildingproducts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th ofprevious month.

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

CENTRAL CALIFORNIA lumber supplier is looking for an experienced, aggressive salesman. Bilingual (English/Spanish) a plus. Great salary potential, full benefit package. Email resume to craftcas@yahoo.com.

LUMBERTRADER

We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation.607o split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

uo nes

Gerald "Gerry" W. Tompkins, 95, retired owner of Cornelius True Value Hardware, Cornelius, Or., died March l6 in Hillsboro, Or.

Mr. Tompkins attended the University of Oregon and served in the U.S. Army's General Hospital during World War II. He worked in wholesale hardware for many years, and owned the hardware store for l0 years before retiring in 1980.

Richard B. Malone, 83, longtime lumber Portland, Or., wholesaler, died Feb.26 in Vero Beach, Fl.

Mr. Malone served with the U.S. Army during World War II. He earned his bachelor's degree in business administration at Indiana University and then worked 30 years as a lumber wholesaler with Continental Forest Products and Cascade Empire in Portland.

LeeRoy George Montoya, 61, longtime lumberman, died Feb. 23 in Albuquerque, N.M.

Mr. Montoya served in Vietnam with the U.S. Marines. He worked more than 35 years in the industry, most recently for B luel-inx, Albuquerque.

Stewart Leavitt Kincaid, 61, president of SLK Inc., Gladstone, Or., died Feb. 15 in Gladstone.

Mr. Kincaid had worked in the industry for more than 40 years and formed his own management consulting service for the LBM industry in 1989.

lumber grader, primarily at Davidson Industries, Mapleton, Wa., died March 8 in Florence, Or.

He began his lumber career at Coos Bay Lumber Co., Coos Bay, Or., and then worked for PLIB for 40 years, before retiring in 1989.

Jimmy Wilson Cline, 76, 25-year employee of Ganahl Lumber Co., Anaheim. Ca.. and co-owner of Walter & Cline Architectural Millwork, died March 12 in Orange, Ca.

Mr. Cline went to work for Ganahl in 1956 and became vice president of architectural millwork in 19'71 . He left the firm in 198 1 and started Walter & Cline, which closed in the late 1980s. He then worked as a construction consultant for a law firm in San Diego, Ca., before retiring.

From 1969 to 1983, he served on the board of the Woodwork Institute of California. He served as president from 1978 to 1083.

Mystery Raid At True Value

Salida True Value, Salida, Co., reopened March 4 after it was closed and searched the day before by local law enforcement officers and investigators from the district attorney's and state attorney general's offices.

The store is owned and operated by Jim and Anne Fontana, who said they were not told the reason behind the investigation or what the investigators were looking for.

Officials did not release a statement, other than to say that the search warrant wasn't filed locally and it wasn't the result of a crime against a person.

Anne Fontana said the store was burglarized Oct. 31, but she was not aware of any arrests having been made in the case. Officials removed merchandise from the store during the search, including at least six riding lawn mowers that were hauled away on a flatbed truck.

BVC Doweled

Lodgepole pine post, poles & rails

l-112" to 12" Diameter in Stock

Doweled Rail Fencing

2" BVC Tree Stakes

3" BVC Tree Posts

.

. Light Posts

Standard and Fancy Bollards

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

. Available Textures

Natural (No Bark)

TREATERS

ACQ.BORATES.D-BLAZEo

HEAT TREATING.CUSTOM DRYING ISPM I5 COMPLIANT. RAIL SERVICE (BNSF)

Wiltiam H. Makey, 85, retired Pacific Lumber Inspection Bureau

WITH INTERITY, TAKING CARE OF TOMORROW'S NEEDS TODAY

Sourttrnr Cluronrn

LOS ANGELES AREA

Anfinson Lumber Sa|es.................................(800) 660-8680

Chozen Trucking Co .....(5621 427-5672

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

Huff Lumber C0.................(800) 347-HUFF (562) 921-1331

Jones Wholesale 1umber....................,.,.......(323) 567-1 301

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

ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Pr0ducts.................,...........(909) 627-8551

Anfinson Lumber Sa|es................,..,.............(951) 681 -4707

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

Bear Forest Products..........(877) 369-2327 (951 | 7 27 -1767

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

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

Boise (Riverside)................(800) 648-9116 (909) 343.3000

Building-Products.com..................,..,.,..........(949) 852-1990

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

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

Capital LumberCo.. .....(909) 591-4861

Fontana Wholesale Lumber, Inc. ..................(909) 350-1214

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

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

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

North Pacific-So. Ca. Distribution,.................(800) 647.6747

Pacif ic Wood Preserving.............,. ................(7 1 4') 701.97 42

Pan Lumber

Nonru & Crnrmr Cluromn

Sourrwrsr

T T I

Manufacturers and Distributors of:

CEDARPRODUCTS t_I ROUGH TIMBERS

TENCING II{ATERIALS f] UTILITY POI.ES

C OMPLETE REI\{AI{UEAC TURING

T PRESSI'RE TREATED LUMBNN @ T DRICON FIRE RETARDAhIT reffF**

Gall the experts:

r Randy Jensen r Jim Duckworth

I Gordon Watts r Tom Butterfield

Forest Prod.rrcts Sa,leg

249 W. Vine St., P.O. Box 57367, Murray, Utah 84107 (800)666-2467 (801)262-6428

Fax801-262-9822

guide

Plcurc l{onirwtsr

WASHINGTON

COOS BAY / NORTH BEND

Warm Spring Forest Products (Bend).....

EUGENE / SPRINGFIELD

J.H. Baxter..............

.....(541) 553-1148 .....(s41) 689-3801

Lumber Products.... ......(541) 687-041 1

McFarland Cascade .....(800) 426-8430

Rosboro Lumber..... ......(541) 746-841 1

Western Woods, Inc..........,....,......,.....,.........(800) 822-8157

MEDFORD / GRANTS PASS

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

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

Malheur Lumber Co ......(541) 575-1148

Norman Distribution Inc......(800) 365-4627 (541 ) 535-3465

Pacific Wood 1aminates................................(541 ) 469-4177

South Coasl Lumber Co...........,....................(541 ) 469-4177

Swanson Group Inc..,....................................(541) 956-4300

MclrllNNVlLLE / CORVALLIS / SALEM

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

Forest Grove Lumber C0....(888) 201-3754 (503) 472-3195

irary's River 1umber..........,....,.....................(800) 523-2052 Royal Pacific Industries......(888) 876-9663 (503) 434-5450

547-8440

OREGON

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

Name (Please print)

Company Address

Phone

E-mail address

Want to Subscribe?

State FAX zip

tl I Year ($22) tr 2 Years ($36)

E Bill

Me E My

Check tr 3 Years ($50) Is Enclosed

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

For more informationfrom advertisers, use the Web site in brackets.

Anfinson Lumber Sales [www.anfinson.com]

Arch Wood Protection [www.wolmanizedwood.com] Cover I, 13, 15, 17, 2I, 23, 32-33, Bear Forest Products Iwww.bearfp.com] .......................................44

Beaver Lumber ...,................. ....,...,,.62

Cal Coast Wholesale Lumber .....-..........57

California Timberline

C&E Lumber Co. [www.lodgepolepine .com1.....................-.........59

Canfor [www.canfor.com]...

Capital [www.capital-lumber.com] ........45,49

Colville Indian Precision Pine [wwwcippine.com]............... .........47

Conrad Forest Products [www.conradfp.com] ..............................13

Exterior Wood [www.exteriorwood.com]..... ..........15

Fasco America [www.fascoamericarcom] .............28

Fiber Composites LLC [wwwJiberondeckingcom] ---............27

Fletcher Wood Solutions [www.tenonusa.com] .............................11

Fontana Wholesale Iwww.fontanawholesalelumberrcom] ...........59

GAF-Elk [www.gafrcom]

Keller Lumber Co.

Krauter Storage Systems [wwwJrrauter-storage.com] ................22

Lifetime Composites [wwwJtlumber.com]

LP Building Products [wwwJpcorpcom]

Lumbermen's Underwriting Alliance IwwwJumbermensunderwriting.com] .......................,..........,...,.8

McFarland Cascade [www"rncfarlandcascade.com]......................17

M&M Builders Supply......... .............6

Manke Lumber Co. [www.rnankelumber.com] ...,.......................,54

Matthews Marking Products [www.matthewsmarkingcom]......39

Norman Distribution Inc. [www.normandist.com].................,,.,..37

Osmose [www.osmose.com],,.............. ..........Cover II

Pacific Wood Preserving Cos. [www.pacificwood.com].........21, 40

Pennsylvania Lumbermens Mutual Insurance Co. Iwww.plmins.com] ...---.--..............

Quality Borate Co. [www.qualityborate.coml

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douglas Fir - Pine - Hardwoods - Western Red Cedar

BEAVE,R

COMPANY

1400 Orchard. Hollister, CA95023 (831) 636-3399 . Fax 831-636-3335

Roy O. Martin [www.royomartincom] t<

Roval Pacific Industries I

Simpson Strong-Tie Iwwwstrongtie.com] .....................................34

Superior Wood Treating [wwwsuperiorwoodtreatingcom]........45

Sure Drive USA [wwwsuredrivecom] .................55

Swan Secure Products [www.swansecure.com] ............................34

Swanson Group Sales [wwwswansongroupinc.com] ........Cover III

Temperate Forest Foundation [www.forestinfo.org]....................58

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] .............39

TimberTech [www.timbertech.com] .....-....-.........3f

Ty-Lan Enterprises Iwww.bestdeckfasteners.com] ......................55

Utah Wood Preserving Co. .................. .............23,60 Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net]...57

Viance [www.treatedwoodcom]....,..............

Wynndel Lumber Iwww.wynndellumber.com].............................35

A member of the Swanson Group, Inc.