Merchant Magazine - April 2005

Why stock Wolmanized' Residential Outdoof wood? lfs real wood.

Some homeowners may want an artificial wood, but most people prefer the looK warmth, workability, and tradition of realwood.

On top of these characteristics are the environmental features of wood - and of Wolmanized@ Residential Outdoor@ wood. Wood, which provides insulation against heat and electricity, is our only maior renewable building material. The wood used for Wolmanized@ lumber grows in managed timberlands and is rapidly replenished.

This brand is protected by copper azole preservative (not acq). The treatment process extends the life of forest resources. lt's real wood, but it has long-term resistance to termites and fungal decay.

Real wood is also strong for its weight, and less expensive than alternatives. A homeowner can get more deck for the same money.

Real wood is one reason to stock Wolmanized@ wood, but not the only one. There's its natural beauty, trusted name, and, most important, the services of the licensed producers and the quality control behind their production.

Heff BuqK

SILVASTAR* FASCIA. REWARDING FtlR Stl MANY REAS[l NS.

SilvaStar'" fascia and trim are made from consistently high-quality SPF fiber. So, they are lightweight with no defects, making them 1OO%o usable. And because they are primed with premium Olympic'latex stain, you'll have the confidence of knowing that your customers will get their hands on a high quality product. So make sure you stock SilvaStar'" fascia and trim, and reward yourself with one less thing to worry about.

With Rosboro Treated Glulam

As the leading producer of glulam products in the U.S., Rosboro has once again responded to customer demand and is now offering a 24F l.8E Treated Glulam.

A Product You Know and Understand

Rosboro Treated Glulam is a24F glulam beam made from Southem Pine and treated to resist rot and decay. Installation is easy because the beam is straight, has no top or bottom, and is manufactured to match standard framing widths.

Treated with Permapost K-8

K-8 is an industrial wood preservative and water-repellent ffeatment containing solubized copper-8-quinolino-late, which provides chemical resistance to insects, decay, mold, mildew and bacterial growths. It is a clean, non-swelling, non-leaching, and non-conosive treatment.

Easy and Safe to Work With

Treated Glulam not only resists rot and decay, but with simple precautions, it is easy to work with. In fact K-8 is low in toxicity to humans and is the only wood preservative approved by the U.S.

Food and Drug Administration as registered by the EPA for treatment of wood products that come in contact with foodstuffs.

Recommended Applications

Rosboro Treated Glulam is recommended for applications such as decks, porches, trellises, and balconies where the member may be directly exposed to the elements but will not reach the equilibrium moisture content level of 16%o (the threshold for wet-use). To leam more about dry vs. wet-use and specific restricted uses, visit the Rosboro website.

Available in Common Sizes

Lengths: 48 feet

Widths: 3 712" and 5 I 116'

Depths: 9 ll2' ,ll 718' ,14' ,16" and 18"

ALAN OAKES publisher ajoakes@aol.com

Refocusing on service while cutting costs. Bealll/?

How many times have you read that headline? It sounds like an oxymoron to me, since the more I see costs being cut, the worse service seems to become. I have no problem with innovation-in fact, there is a complete lack of innovation in most companies-but it seems that all companies focus on today ls cutting costs and, hence, more often than not the level of service declines.

We called the telephone company yesterday and, of course, could not speak to a live operator. We duly left our message only to get an electronic message back the next day that the service we required was "outsourced"(the magical term for "we cannot be bothered to do this anymore, so we have hired someone else cheaper to do it"). Now outsourcing can and does at times work, but in many cases it distances you further and further from the customer.

I read today that one airline plans to refocus on service while

cutting costs. Does that mean that the piece of shoe leather I had been getting for lunch, which changed to a small packet of pretzels, might be reinstated? Or that wonderful Bistro Bag might return? Or, I might get my pillow back? I understand the issues the airline industry is facing, but alienating customers even further seems like a dreadful mistake to me to regain business.

Every month, I call many companies in this industry. Before we get complacent, would you like to know how many voice mail trees I end up going round the maze on? How many times I have to contact the operator anyway or wait on hold for several minutes before an operator might follow up to find why I am still on hold? I wonder how many new or current customers are as patient. Do you want to know the tattle tale of what customers tell me about doing business with certain of our clients in this industry?

Today, corporate leaders at all levels are making decisions on what is right to do rather than what makes the best business sense. Priorities such as serving customers and outshining the competition are taking a back seat. At a time when corporate correctness is taking precedence, too many companies worry about their image over exploiting their competitive product and other sales advantages. Those that stay strategically focused on what makes them better than their competition will win out in the end.

Far too many companies fear growth. If ever you are brave enough, particularly in a large corporation, of going for the gold, I guarantee your plan will be almost certainly knocked down. Why? Because no one wants to take bold risks anymore. Managers fear they will be punished more than rewarded. Now while I firmly believe that doing business today is more complex than ever before due to globalization, technology changes, information availability, corporate consolidations, and ever increasing complexity in the production and supply chain, there is no doubt in my mind that due to the safety-first policy of so many companies, there are ways to increase and improve on results that not only increase sales and profits but also improve customer loyalty and retention.

The Simple Solution to In-Ground Post Decay

POSTSAVER@ is a unique, revolutionary concept for preserving insround wood.

POSTSAVERo is a non-toxic. environmental ly-f riendly barrier for both treated and untreated lumber for belowground posl

fl;i

POSTSAVERo's advanced technology

lumber posts with superior protection. The vulnerable area of the post is shrink-wrapped with a heavy-duty polyethylene boot coated on the inside with bitum€n. The heatshrinking process liquiftes the bitumen and drives it into the wood. This provides a secondary moisture-resistant layer. The polyethylene outer layer provides the tough physical banier,

POSTSAVERo's durability is designed to withstand post.driven applications.

POSTSAVER@ is impervious lo wooddestroying organisms found in the soil.

www.postsaverusa.com

P: 610-681-6451

Your competitive advantage is what every business should be printing on its' foreheads. When you start to lose it, you need to reinvent again and again. Early in my career, I was taught to believe that when you do the right things in business the results come. That winning was key, and everything else did not matter. Now some would take exception to that. But I have worked for a number of companies since, and I have seen the good and the bad. and I know where I would rather be.

While c.e.o.s may argue that more than ever they are held accountable by the investment community, it may be time to have the guts to stand up and tell them that they cannot cut their way any more to sustainable profit growth. They need to make investments in product differentiation and seize business opportunities in new markets, while better valuing their employees who help them succeed.

Lastly, I would like to thank my colleagues here at BPD and The Merchant MagaTine for helping to make this April issue our largest ever. I would especially like to thank our advertisers for their support and loyalty, and to our subscribers and readers we thank you for your continued readership, comments and suggestions. You make it a joy to come to work each and everv dav.

(Sistq puffication Buiwng Prcducts Digest seves he East)

PUBLISHER Alan Oakes (ajoakes@aol.mm)

PUBLISHER EMERITUS David Cutler

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

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

CONTRIBUTING EDITORS

Dwight Cunan, Carla Waldemar

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

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

ADMINISTRATION DIRECTOR/SECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

Conhcl our adveriising otlices for rates:

WEST, MIDWEST, SOUTHEAST: Chuck Casey, Newporl Beach, Ca.; {949) 852-1990; Fax 949852-0231 ; Email ccasey@building-products.com

NORTHEAST: Paul Mummolo, Brick, N.J.; (732) 899-8102: Fax 732-899-2758: Email omummolo @aol.com

How to Subscribe

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Meet Cap Strano, a sales reprc.sentative specializing in nranufactured housing building materials and clealer relations. He is onc of 860 employeeowners of North Pacific and is one of the many reasons our customcrs and suppliers choose to l<eep working with r-rs.

For many years, Landmark Building Products has been an intcgral part of North Pacific's business. Servinc Southern California and Arizona rvith building materials and inclustrial lvood products, they have built a solid reputation for meeting vour necds.

Norv, Lanclm:rrk and our other companies, Iike Schultz, Snyder & Steele, S:rxonville, Allen Timbcr anrl Delta Forest Proclucts, are changing thcir namcs to North Pacific. You'll still work with the same great people offering the samc wicle range of products anci serviccs. Thcy will continue to respond cluickly and makc decisions locally b your benefit. The only change you'll noticer is the nanre.

North Pacific. Taking care of you and your business.

,.=F+€+##1{':' ' ;..

I Cap Strano, Manufactured Housing and Bealer Relations Sates Specialist, 11 years with North Pacific. I

*Jcat)s6arg, CA

Timbers

/ rGm Dried Western Red Cedar Timbers

y' rAf" Dried Douglas Fir Timbers

t-

V Stocking Distributor for Rosboro's Manufaetured Timbers - RMTrM

Nu Forest Products is a full-line distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our higftly skilled millmen can grind the knives and run any pattern that your customers might require.

Custom Sanding . Custom Hming

Douglas Fir Timbers # I & Btr1o0o/o FOHC

Sel Struct DF KD S4S

C & Btr DF KD RGH & S4S

Redwood KI)

Redwood Grn

o Western RedCedar

. Pine

. Douglas Fir Dimension Grn

o Treated Timbers, Dimension & Plywood

. IIem-Fir - Scl Str S4S & Fascia

DURCHASING treated lumber products that are not cerI tified bv American Lumber Standards Committee third-party inspection puts building material dealers, builders, contractors and consumers at risk of receiving treated wood that is not covered by warranties, is not building code compliant, and is at risk of premature product failure due to substandard treatment quality.

Based on the standards written and maintained by the American Wood Preservers' Association and regulated by the ALSC enforcement regulations ("Treated Wood Enforcement Regulations"), third-party inspection provides certification of quality that benefits everyone in the sales chain. According to the National Lumber & Building Material Dealers Association, lumber sales represent 42Vo of the total sales for the average building material dealer. So, it is especially critical for retailers-from top executives to store managers-to be knowledgeable and vigilant about third-party inspection.

nrhd-Pa$y tnspeedon-

The Gold Standefil for ?reated Wood

Third-paty inspection is a common basis for uniform, industry-wide inspection and quality marking of treated wood. "Third-party inspection programs ensure that the preservative retention and penetration in the wood is in compliance with AWPA standards and/or building code specifications," explains David Fowlie, vice president of Chemical Specialties Inc., a leading supplier of wood protection technologies.

The AWPA standards and regulations for treated wood are relevant for most types of structural and building lumber, excluding some lumber categories, such as landscape timbers and proprietary products, which are exempt from these standards.

Only 80olo to 85%, or 6 billion

bd, ft. per year, 0f alltreated wood carrie$ third-party inspection certilication.

ALSC, the non-profit organization comprised of manufacturers. distributors and users that administers accreditation programs for the quality marking of treated lumber, has accredited eight independent inspection agencies that provide certification for all of the treated lumber in the U.S. The rigorous inspection process encompasses an indepth examination of the quality of the preservative treatment to industry standards as well as inspection of treater's equipment, manufacturing records, preservatives, treatment processes, and quality control systems.

This process is significant because building codes nationwide demand that structural building products meet

(Continued. on next page)

( C ontinued {rom pr ev io us p age )

acceptable quality standards. Third-party inspection is the only objective, certifiable proof that treated lumber products meet the requirements for quality under AWPA and building code standards. Yet, according to Tom Searles, president of the ALSC, only SOVo to 85Vo, or 6 billion bd. ft. per year, of all treated wood carries third-party inspection certification.

Third-party inspection also solves a huge logistics challenge, according to Searles, because without a standardized inspection process, each of the 230 wood treatment plants in the U.S. would have to work with the thousands of local code officials throughout the country to make sure their products meet the standards.

Third-party inspection also ensures that the preservatives being applied to the wood are registered with the EPA for the intended end use of the treated wood, according to CSI's Fowlie. "Without the certification of thirdparty inspection," he said, "there is no way to know if the wood products have been treated in compliance with federal law."

Levellng tle Industry P1a$ng Heftl

"Third-party inspection provides assurance to the whole industry that everyone is meeting the same standards in the

Top 25 PreSsure Treaters

Companies are ranked by production of lumber, timbers and specialty products. Firms exclusively treating poles, pilings, raikoad ties, etc., are not included. Abbreviations include NIP (Not for Publication), NA (Not Available), FRT (Fire Relardant Treatment), and WR (Water Bepellent).

All inlormation was provided by the companies themselves. While every effort was made to ensure full accuracy and completeness, several larger treaters elected not lo parlicipate in this survey.

-The Editors

same way," explains the ALSC's Seades.

Todd Greer, vice president of treated wood for Timber Products Inspection, Inc., an AlSC-accredited wood products inspection agency based in Conyers, Ga., concurs. "Third-party inspection levels the playing field for all wood treaters by ensuring that everyone is playing by the same rules."

Treaters have a vested interest in selling products that meet industry standards-and in documenting this fact via independent certification. After all, in the event of a product failure, the treater or manufacturer is ultimately liable.

According to John Stauber, president of Innovative Pine Technology, a division of Lakes States Lumber, a leading Midwestern supplier of treated lumber, "Even though only approximately 5OVo of our customers are aware of and request third-party inspection, l\OVo of all our applicable treated lumber is third-party certified. It's expensive for us to do this, but it's money well spent. For us, third-party inspection is a selling advantage and a very important part of our sales presentations to the big box stores as well as the independent lumber yards."

Rank Company '04 '03

Annual Production (mi[ions bd. tr.)

2004 2003 Chanoe

1 Universal Forest Prodscts

Grand Rapids, Mi.

Third-party inspection also helps to minimize price undercutting, an issue with trickle-down impact on the retail community.

1146 1271

24 plants: Windsor, Co,; Aubumdale, Fl.; Moultrie, Union City, Ga.; Granger, Westville, In.; Belchertown, Ma.; Lansing, Mi.; White Bear Lake, Mn.; Hanisonville, Mo.; Elizabeth City, Salisbury, N.C.; Blanchester, Hamilton, Lodi, Oh.; Gordon, Stockertown, Pa.; New Waverly, Saginaw, ScherE, Silsbee, Tx.; Ranson, W.V,; Janesville (2), Wi.

Trealments: CCA, ACQ, Borates, FRT, WR, Colorant

Products: Lumber, Plywood, Timbers, Speciatties, Posts

2 Great Southern lTood Preserving Nfp Nfp

+1o/o Abbeville, Al.

7 olants: Abbeville, Mobile, Muscle Shoals, Al.; Sumter County, Fl.; Conyers, Statesboro, Ga.; Columbus, Tx.

Treatments: CCA, ACQ, Borates, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

3 GeorgiaPacific Corp. Nfp 953

Nfp Atlanta, Ga.

9 plants: Louisville (2), Nauvoo, Athens, Al.; Middleburg, N.C.; Mineola, Tx.; Rock Hill, S.C.; Rockledge, Fl.; Brunswick, Ga.

Treatments: ACQ, WR

Producls: Lumber, Plywood, Timbers, Specialties

Stauber adds, "If we didn't inspect our lumber at Innovative Pine Technology, we could enjoy increased margins. By offering third-party inspection though, we're showing our customers that we don't cut corners."

llealem ln the llrtvet's Seat

Building products dealers are in a unique position to drive the industry toward more widespread adoption of third-party inspection-with positive benefits for all involved. However, awareness of this issue among the retail community appears to be somewhat inconsistent.

As an inspector, Greer has observed that: "The upper level management at the big box stores require third-parfy inspection. They understand that it is a selling point and that it levels the playing field. At the store level, however, managers may not understand the importance of the quality mark and may not be checking each incoming shipment for proper verification."

By checking incoming shipments for quality certification, managers protect their purchasing power by ensuring

ALT}IOUGH lhe majodty of treated wood is third-pafi inspected, a significant amount of non*ertified lumber is on the market.

Top 25 Treaters

4 4 CulpeperWoodPreserverc NfP 500

Culpeper, Va.

4 plants: Culpeper, Fredeilcksburg, Va.; Shelbyville, In.; Columbia, S.C.

Treatments: CCA, ACQ, Borates, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts F C r'rn Rocky Top Building Prducts NfP

Rocky Mouni, Va.

5 plants: Rocky Mount; Sfeator, ll.; Hagerstown, Md.; Youngstown, Oh.;Fombell, Pa.

Treatments: CCA, CA, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties

6 McFarland Cascade NfP NfP

Tacoma, Wa.

5 plants: Tacoma; Sandpoint, ld.; Eugene, Or.; Broken Bow, Ok.; Electric Mills, Ms.

Treatments: CCA, CA, Borates, Penta, Creosote, WR, Colorant

Products: Lumber, Plywood, Timbers, Speciahies, Pilings, Posts, Cross Ties

f 10 Robbins Manufac-tudng Co.

Tampa, Fl.

5 plants: Tampa, Fort Meyers, Ocala, Orlando, Fl.; Thomaston, Ga.

Treatments: CCA, CA, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

Pageland, S.C.

1 plant: Pageland

Treatments: CCA, ACQ, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties, Posts

Cortland, N.Y.

5 plants: South Lancaster, Ma.; Gortland, Gouverneur, N.Y.; Stony Point, N.C.; Cresco, Pa.

Treatments: CCA, ACQ, CA, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties, Posts

St. Claire, Mi.

3 plants: Seneca, ll.;Lansing, Mi.; Prentice, Wi.

Treatments: ACQ, CA, FRT, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts, Ties

Orangeburg, S.C.

8 plants: Augusla, Ga.; Orangeburg, Eutawville, North, Sumter, S.C.; Coleridge, Cove City, Leland, N.C.

Treatments: CCA, CA, Penta, FFT

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

12e nrm*therwoodrreaters

Washougal, Wa.

161 15e +i%

5 plants: Washougal, Ferndale, Wa.; Fort Collins, Loveland, Co.; Medford, Or.

Treatments: CCA, ACQ, Borates, ACZA, FRT, WR, Colorant

Products: Lumber, Plywood, Timbers, Specialties

Myrtle Beach, S.C.

2 plants: Conway, Camden, S.C.

Treatments: ACQ, WR

Products: Lumber, Plywood, Timbers, Specialties

14zl pacincWood Preserving Co.

Bakersfield, Ca.

Is Your Lumber Third-Party Inspeeted?

(Continued from page 1 2 )

that they're getting what they're paying for. Likewise, this also protects the dealer's reputation by maintaining high levels of customer trust. Lastly, in terms of product liability, verification through third-party inspection minimizes returns and customer issues associated with product failures. It provides protection in case of product failure by showing that the dealer took every possible step to ensure the quality of the treated lumber.

"If it's not third-party certified, the liability, in the event of product failure, is shared with the retailer," explains Rick Green, president of Anthony Wood Treating, Hope, Ar. "Retailers need to demand third-party inspection from their vendors in order to protect themselves and their customers."

lleliverlng Added Value to Gnstomen

Ricky Stroup, assistant director and senior product line manager of lumber for Stock Building Supply, the largest supplier of building materials to professional home builders and contractors in the U.S., admits, "It's important for customers to understand third-party inspection for treated wood, but most probably do not. Stock Building Supply mandates third-party inspection to ensure that the treated wood products we sell comply with industry and building code standards and will perform in the long term to meet the expectations of our customers."

"In order to meet building code requirements, contractors have to use quality products," explains Green of Anthony Wood Treating. "Third-party inspection provides measurable standards by which to guarantee quality."

"Without third-party inspection, the contractor may have difficulty proving that his treated wood complies with the applicable building code standards for quality," cautions Fowlie.

Most product warranties also require certification. "Without third-party protection, most product warranties are null and void," Fowlie explains. He points out that the warranty for CSI's Preserve treated wood products states, "Each piece of wood covered by this warranty... must bear the logo of an inspection agency that is sanctioned_by the American Lumber Standards Committee."

Therefore, by purchasing only certified treated lumber and by educating builders and contractors about the value of certified products, dealers add value to their customer relationships.

Implemen 'ng Change

There are several ways that building products dealers can make a change to increase usage of third-party inspection for treated lumber:

130 10g +26ok

4 plants: Bakerslield, Eloy, Az.; Silver Springs, Nv.; Sheridan, Or.

Trealments: CCA, ACQ, Borates, Penta, Creosote, Copper Naphthenate, FRT, Colorant

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts, Ties

Require third-party inspection on all treated wood: "Retailers need to require third-party inspection on all treated wood products. Be specific, not just 'treated wood.' Make sure 'third-party inspected' is on the invoice," explains Greer of Timber Products Inspection. . Mandate vendors to provide proof of inspection: Make sure that every piece of treated lumber is properly tagged and marked with the appropriate quality marks and AWPA specifications.

Change product mix, if necessary: Many building products dealers offer their customers a range of lumber products to meet their various needs. If the product mix

includes non-inspected treated wood or proprietary composite lumber, be sure the benefits of each individual product outweigh the potential risks associated with sub-standard preservative treatment and educate customers to make the best possible choice.

. Challenge or change vendors: Reputable wood treaters should be able to comply with dealers' third-party inspection requirements. Be prepared to challenge or change vendors if necessary.

Build customer arvareness about the benefits of third-party inspection: By educating professional contractors, dealers have the opportunity to promote thirdparty inspection as a cost-effective, sensible value-added service.

"The bottom line is that dealers and contractors alike need to know that they can trust the products they're buying," summarizes Rick Green. "There's a watch dog out there that they can trust-it's third-party inspection."

Ileeoding the Tag

Lumber produced and inspected in accordance with the AWPA standards and ALSC enlorcement regulations is marked or tagged by the third-party inspection agency.

Information on the tag will include:

Treater's name and location of home office and/or company number

Exposure category (e.9., Above Ground, Ground Contact, Permanent Wood Foundation, etc.)

Preservalive used

Preservative retention (the amount of preservative retained in the wood in a specific assay zone-measured in pounds per cubic foot)

Year of treatment (if required by AWPA standards)

Applicable AWPA commodity standard or use category

ldentifying symbol, logo or name of accredited agency

Moisture content after treatment

Length or class (if applicable)

Interpreting a Quality Mark

Top 25 Treaters Company

aF I C tg Curt Bean Lumber Co. 125 130 -4o/o

Glenwood, Ar.

3_planls: Glenwood, Amily, Ar,; Buckner, Mo.

Treatments: CCA, CA, Borates, WR

Products: Lumber, Plywood, Timbers, Specialties

I O t 6 Conrad Wood Preservers NfP NfP 0o/o

Norlh Bend, Or.

3 olants: North Bend, Rainier, Or.; Arbuckle, Ca.

Trearnents: CCA, CA, Borates, ACZA, FRT, Colorant

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts, Cross Ties

1 7 *o BB&S Trated Lumber 120 NA NA

Davisville, R.l.

1 olant: Davisville

Treatments: CCA, ACQ, WR

Products: Lumber, Plywood, Timbers, Specialties, Pilings, Posts

lSrgGaliforniaCascadelndustries 115 110 +5o/o Sacramento, Ca.

2 olants: Fontana, Woodland, Ca,

Treatments: ACQ, Borates, FRT, Colorant

Products: Lumber, Plywood, Timbers, Posts

19 r z Coastal Lumber Go. tol

Weldon, N.C.

5 plants: Havana, Fl.; Weldon; Hopwood, Oxford, Pa.;Belington, W.V.

Treatments: CCA, ACQ, FRT

Products: Lumber, Plywood, Timbers, Specialties, Posts

19zo Madison wood Preservers107 109 -zo/o Madison, Va.

ldanl: Madison

Treatments: CCA, CA

Products: Lumber, Plywood, Timbers, Specialties, Posts

21 raCorronwealthwood 104 125 -17o/o Hamoton. Va.

1 plant: Hampton

Treatments: ACQ

Products: Lumber, Plywood, Timbers, Specialties artt

4,22 ExteriorWood lnc, 100 80 +25o/o Washougal, Wa.

1 plant: Washougal

Treatments: CCA, CA, FRT

The identifying symbol, logo or name of the accrediled agency.

The applicable American Wood-Preservers' Association (AWPA) commodity standard and/or Use Category or applicable building code.

The year of treatment if required by AWPA Standard/Use Category.

.fhe preservative ustd, which m.ry be abbrevrdt&j ie.q. ACQ, C(Al.

The pres€ruative retention.

The expo5ure (ate.lory (e-q. Abovr: Ground, around ConlJ(t, {:t(.)

The company name and location of home office; or company name and number, or company number, lf applicable, moisture content after treatment.

l:,:rr,r;1;r, i', ::,

'Sodelnrpection(8D) A ' Nonhern Softwood Lumbs Eurea! (NSLB)

' Gnadian Softurcod Insp(tion Agency (Csl) , PFS Corpontion {PFS)

Northean Lumber ManufachJre/s Assiation Southem Pine Inspection Bureau (SPl8)Slli. (NeLMA) limber Products Inspectbn (IP) n

Products: Lumber, Plywood, Timbers, Specialties

BuEastex Forest Products 96 125 '23To Houslon, Tx.

1 plant: Houston

Treatments: CCA, ACQ, Borates, FRT, WR

24nDurawood

Products: Lumber, Plywood, lmbers, Specialties, Pilings, Posts 95 112 -15To

rreating

Coos Bay, Or.

1 plant: Coos Bay

Treatments: CCA, ACQ, Borates

Products: Lumber, Plywood, Timbers, Specialties, Posts

ttE

aP23 Fofiress Wood Inc. 80 Greensboro, N.C.

3 olants: Greensboro, Henderson, Elizabeth City, N.C.

Treatments: CCA, ACQ, Borates

75

and well in glulam tnarket

1/-|NE of the complaints often heard \-lin the building material industry is the decline of customer loyalty, as some buyers move from one supplier to another in search of the lowest price.

However, surveys of engineered wood suppliers reveal a surprisingly high percentage of long-term relationships between distributors, dealers and glulam producers that date back for decades. One wholesaler noted that "once you establish a strong connection with a laminator, you develop mutual trust and tend to stay with them a long time as a reliable supplier of glulam beams."

Distributors and dealers comment that they like to maintain contacts that have built up over the years because "if there are any problems, you know where to go to get them resolved."

Other distributors report that they don't shop around for different producers because they want to be a preferred customer when glulam supplies are tight.

Alliance Lumber, with three locations in the Phoenix, Az., area, has been buying stock and custom glulam beams from the QB Corporation for l5 years.

QB has been a major producer of glued laminated timber in Salmon, Id., for the past 25 years.

Alliance's Jim Ruminski said, "Phoenix is a'big beam' town with high demand for glulams, and we like the service and the quality products we get from QB." Alliance sells the

a strong connection with a laminator,

develop mutual trust and tend to stay with them a long time as a reliable supplier of glulam beams."

glulams from QB to builder customers who use them in both residential and commercial construction.

Many of the QB glulams sold by Alliance are stock beams used in applications such as patio covers, garage door headers, and floor beams. "We appreciate the competitive price and on-time delivery we get from QB," Ruminski said.

Other beams are sold to contractors involved in school, shopping center, and general commercial construction.

"We're seeing increased demand for glulams each year," he added.

Builder customers often call on Alliance Lumber to provide specifications for special glulams when they have questions about the length, depth or width required.

Phelps & Sons, a major Arizona truss manufacturer, has been a consistent customer of Imperial Laminators, Eagar, Az., for six years because they get customized service and competitive prices from Imperial.

Imperial Laminators specializes in glulam headers and custom beams as well as design, engineering, manufacturing and pre-assembly of glulam trusses, timber bridges, and laminated log home packages.

Based in Cottonwood, Phelps & Sons produces roof and floor trusses and wall panels for residential and commercial builders. Owner Marvin Phelps said his company has stayed with Imperial Laminators over the years because Imperial manufactures glulam beams to their specifications in exact width, depth and length for door and window headers.

"Once you establish

you

"We've never had an issue or problem with Imperial-they cater to our needs," Phelps said.

For example, Phelps & Sons can specify glulam headers from Imperial Laminators in 3-112" and 5-112" widths so they are flush with the width of the wall framing. "The glulams give us kiln-dried stability without the warp or twist you may get with green lumber headers," Phelps said.

Associated Roof Structures, Mesa, Az., has been buying glulam timbers from Imperial Laminators for about nine years. Associated's Jack Ramsey said his company stays with Imperial and a limited number of other laminators "because we get dependable delivery and competitive price on glulams."

Associated Roof structures special-

izes in panelized roofs for commercial buildings and the glulams they purchase from Imperial are primarily 50 to 60-ft. support beams for roof trusses. "We're seeing a consistent demand for glulam beams," Ramsey said.

Nationally, the year 2004 set a record for glulam production. Over 400 million bd. ft. of laminated timber was produced, which represents the highest total on record.

The controlled l2%o moisture content of glulams helps reduce callbacks, and many laminators also produce cambered glulam beams to eliminate deflection.

Numerous Features and Benefits for the Wood Industry

The Queen of Batt-and-Blow

By Carla Waldemar

If IHEN Rachel Combs was hired Y Y to launch an insulation division for a building materials retailer in her native Texas, what she knew about the niche operation could be engraved on the head of a pin (with room to spare). Three days later, she was good to go.

Thanks to Guardian Building Products' training program, she says, "I now knew how to batt a house, how to blow a house. how to use a computer, and how to do take-offs." So, a decade later, when Marylandbased Builders FirstSource (BFS) decided to enter the Houston. Tx., market, where she'd made herself a name, they tapped the lady to build such a program up from scratch again.

"I'd built a division from the ground up, so I had that behind me," Combs justifies their choice. But far more valuable than all that batt-andblow know-how were the relationships she'd insulated with her builders. "They know that when I say I'll do it. I'll do it-even if I have to batt the house myself."

Starting over presented yet another challenge. "People didn't know what

Builders FirstSource was-a new name in Houston, which is a very, very competitive market. It took a lot of hard work, starting something up and then meeting some kind of expectations, but you don't let that deter your spirit. When you knock on doors, doors will open," she declares.

Her most important asset was her reputation. So when she moved, her builders moved right along with her. She'd won them the first time around by cold-calling, letting them know what her division had to offer. "I did a couple of free houses to establish a background. I'd go out there, visit all the subs."

The same strategy worked at BFS. Starting with zero on the ledger three years ago, Rachel has doubled sales every year; driving 2003's numbers to l32%o of 2002's already enviable stats. Last year, she beat her own sales record by 3237o, making her number one in Guardian's insulation sales nationwide and its Installer of the Year-the first person to achieve the goal in a quick three years and the first woman ever to score top honors.

Beins based in Houston makes

those numbers even more remarkable. The city's insulation market had been dominated by two industry giants, and competition runs fierce to gain the accounts of the tract builders upon which BFS depends. "It's tooth and nail," she notes. "Those tract builders squeeze every last dollar and cut costs as much as possible."

But Rachel doesn't play that game. "We don't offer better deals; we're not price-based-anybody can do that. Instead, it all comes down to customer service. Our jobs don't get hung up, and they pass on the first inspection so nobody falls behind.

"Tract builders are more demanding Ithan custom builders]," she demonstrates. "They can't have lag time. So we're part of a team with our builders and with our install crews; everybody works together for one goal-coordinating with the supers and knowing what the building inspectors want. Supers like us because if, by chance, we can't do it [on time], we'll call and work with them, check with everybody, let people know. We have to make sure everyone involved knows what's required and what they're doing."

The system pays off. "If a super leaves to go to a new builder, he'l1 call us; he likes working with us."

Success through Solid Teams

Rachel understands that her division is as good as its installation teams. Once again, she's forged relationships. She partners. And these players stay on board. "I hire all the employees," which today number 11 crews, she notes. "I treat them with respect, like they're people, not disposable. When they do a good job, I reward them with t-shirts, hats, gift certificates. When I noticed some of them shivering, I got them heavy jackets and skull caps for Christmas. And if they need some equipment on

INSTALLATION manager Rachel Combs at work on a set of blueprints while doing an estimate.

thejob, they get it.

"I bring out Gatorade, chicken, pizza. And we 'meet' at each close of day by NexTel, so they know what to expect on the jobs tomorrow. In return, they take pride in their work.

"They have it all organized, how to look out for one another, how to work as a team, and it makes a big difference," she testifies. "If I'm hiring, I always ask if they know somebody. I have the new guys go out with different crews so they learn what different builders want. If they've never done this kind of work before, I put them with almost every crew so they can see different techniques and choose what works best for them. I don't tell them what to do, just look at the end results. The crews offer each other suggestions, show guys easier or better ways of doing things. And they get paid as a team (unless someone is new or not pulling his weight)."

Rachel is a believer in paying for piece work, and so are her crews. "They like it better. Some do multiple houses a day; they don't want to leave at 3 p.m., they want to finish the day and make money."

Last year's frantic pace of insulating six houses a day has escalated. Today BFS completes 17 homes per day and counting. Rachel uses Guardian's installation videos to jumpstart the training process, but, she says, "We're basically self-sufficient. Each tract builder has his own idiosyncrasies, so it's always something different. We check with each building inspector too-'What exactly do you want?'-to find out his pet peeves. It's an ongoing thing; we're constantly interacting and checking Websites for coding. It's not a 9 to 5 job," she laughs-"more like 2417,I can tell you that! A lot of hard work."

BFI also installs the windows it manufactures in two plants, and again Rachel teams up to piggyback sales of both products. "I partner with the window salespeople to talk about opportunities, like, 'I'm dealing with so-and-so builder; want to place a bid on windows, too?' Customers get a better deal if they join more than one program. They're always asking, 'What more can you do for us?' They want us to install other things, but right now that would represent more growth than the company can handle with the kind of service builders have come to expect from BFS," she feels.

Okay, a reporter just has to ask: What's it like beine a woman-and a

petite blonde at that-in a he-man's field? "There are very few women," she acknowledges, "so heads do turn. Certain people look at you like, 'What do you know?' But I can get around that. My guys say they enjoy working for me because I care about what they say and about their environment. I have a good rapport."

When it comes to builders, "Everybody knows me," she laughs again. "And if I don't get their business at first, I'll pursue it."

To be knighted Retailer of the Year "was fun!" she glows. "They didn't expect it of a woman. But I

give credit to my company; they'll do everything in their power to let you grow the business, open doors for you."

Next year? "The Houston market's good-lots of open space, and we're back on a boom again, after oil. Now, there's diversity. So we'll continue to grow," the lady pledges. Keep tuned. Or, if you're a competitor, prepare to scramble.

- A Jbrmer award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the building material industry. Contact her at cwaldemar@ mn.n.com.

BFS' INSTALLERS-'Ih|s is the group that makes it all happen," says Combs. Most have been with the team over two years, and several have been with Combs for over eight years, dating back to an insulation division she launched for another company.

Oregon operator resurrects mothbal led mills

fEFF Garver is a man with a misJ sion: to bring old mills back to life and to build new mills that will process what is often seen as waste.

"Our plan is to create small-scale mills where there is a need for ecological restoration of forests," said Garver, president and c.e.o. of Savannah Pacific Corp., Corvallis, Or. Three new and proposed projects in Oregon and Arizona illustrate the company's concept.

The first Oregon operation is in Molalla, on part of a 1l0-acre complex owned for 60 years by Avison Lumber Co. and sold to Floragon Forest Products in 1998. When Savannah Pacific arrived, two old sawmills on the site had been torn down and the beam plant was unused.

"We sold Savannah our slulam

equipment and they leased the building for three years," said Howard Page, a Floragon partner and sales manager. Floragon had produced laminated stock for export to Japan, but closed the plant when business fell after Sept. I l, 2001.

The new operation's focus is 60ft.,4" x l2" laminated beams primarily used for garage door headers and roof supports. Glulam stock is the sort of value-added product, Garver said, that takes advantage of trees thinned from forests to protect them from fire, drought, and insects.

Ten employees opened the plant in Molalla, but the total should reach 25 when a swing shift is added this summer. "It could go up from there," predicted Garver, fueled by the highest level of housing construction in 2l years.

"Molalla is the first step in proving our concept can work at mothballed mills," Garver said. It also illustrates Savannah's philosophy of operating appropriately sized mills that are "scalable," he said, meaning they can "run efficiently and profitably in a single shift, but more shifts can be added as needed." APA-The Engineered Wood Association has certified the Molalla facility, which gets its raw materials from area sawmills.

A second mill, formerly owned by Kinzua Corp., will open this summer in Heppner, Or. The facility will use small-diameter ponderosa pine

thinned from the surrounding area to make glue-laminated products. "Ecological restoration of overly dense forest is our goal," said Garver. "Thinning will make the forest more vigorous, and more drought and fire resistant."

In Arizona, Savannah hopes to open a new sawmill in Bellemont, just six miles from Flagstaff. Construction

was expected to begin this summer, but has been pushed back at least a year.

Here, the focus will be using small-diameter trees thinned from public forests to reduce the risk of wildfires. The trees will be used to produce 2x4s, beams, and mulch.

"We've been working very hard at the

SAVANNAH Pacific clamps glued beams into a cold-set rack at its Molalla, Or., facility.

COLD-SET RACKS hold the beams for eight hours, while the glue dries and cures.

sawmill configuration to make sure everything gets used," said Garver.

"We've had a lot of conversations with the Forest Service and everyone wants to get to the same place," said Garver, who formerly worked for the Forest Service in the Pacific Northwest. Public-private partnerships such as this will probably become even more common, he said, as the Forest Service looks for profitable uses for thinned trees and forest waste.

"This is part of the evolution of

how to deal with the biomass issue," he said. Garver studied this problem when he was a member of the forestry faculty at Oregon State University, Corvallis. "One third of what's taken out of the woods won't be sawlogs," he told an Arizona group last year. "It will be biomass."

At completion, the new mill is expected to add up to 100 new jobs to

lN

department, beams

the local economy and will indirectly create an additional 75 jobs through subcontracting work, according to Jeremy Christopher, director of business development with the Greater Flagstaff Economic Council. "We really hope it comes to fruition," he said.

The project has the support of U.S. Rep. Rick Renzi (R-Flagstaff), who sees the plant as an economic

benefit to complying with the Healthy Forest Restoration Act. This landmark initiative, he said, empowers local experts to actively maintain national forests to reduce the risk of wildfires.

"These private projects in our forests mean more jobs," he said, "so we must encourage participation from the private sector." Renzi said his goal is to re-introduce a "sustainable and ecologically sensible timber industry" to rural Arizona.

WesternWoods, Inc. has been changing with the times and we remain focused on the question * What can u'e do for 1ou totht! Our highly qualified lumber usociates are quqil{tblt to qnswer )oLLr questions at l-800 -822-8 1 57.

NEXT STOP is the conveyor, which runs each beam through the Buss planer.

"Molalla is the first step in proving our concept can work at mothballed mills."

THE FINISHING

are cut to length and wrapped according to customer specifications.

Rrrrrrrrs

Califurnia Do-it Center opened its l1th store in March at a former Kmart in Moorpark,Ca. ...

Hardware Hawaii has acquired 7.3 acres in Kapolei, Hi., to build a new $12 million lumber DC and sales facility to replace its Kailua, Hi., operations ...

Deer Creek Lumber Co.. Rocklin, Ca., is winding down operations with the retirement of owners Pete and Gene Gieck ...

Cascade Home Center relocated its Creswell. Or.. location to a larger, 20,000-sq. ft. store with lumberyard; Gene Gilett, contractor sales mgr. ...

Supply Hardware, North Highlands and West Sacramento. Ca.. owner Tom Carpenter is opening 17,274-sq. ft. Rocklin Ace Hardware in September on 1.84 acres in Rocklin, Ca.

Ace Hardwcre owners Brent and Jody McKeever are seeking rezoning approval to build a larger replacement store in Wickenburg, 42....

Orchard Supply Hardware is seeking planning commission approval to build a 55,000-sq. ft. store in Vacaville, Ca.

Ace Hardware has been opened in Salt Lake City, Ut., by Hurst Co., St. George, Ut., which also owns stores in Cedar City and Heber City, Ut.

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine. Just FAX vour news to 949-852-0231.

(a free seNice)

84 Lumber Co. will open a 91,000-sq. ft. truss manufacturing and retail yard this summer on 20 acres in Post Falls, Id. ...

Grainger relocated its Glendale, Ca., branch to a larger facility in nearby Burbank, Ca. (Nicole Poe, branch mgr.), and opened a Grainger Express in the Wilshire district of Los Angeles

Rncor,t has opened building material re-use locations next to the Eagle County and Wolcott landfills in Wolcott, Co. ...

Lowe's opens new stores in the fall in Pocatello, Id., and Simi Valley, Ca. the chain is expanding installed sales services to include decking, water filtration, landscape lighting, siding and moulding...

Lowe 's has purchased 12.5 acres in Salt Lake City, Ut.; has applied to anchor a new retail center planned for Ontario, Ca.; expressed interest in a 135,000-sq. ft. building in Turlock, Ca., and won city council approval to build a 163,851-sq. ft. store on 14 acres in Redding, Ca. ...

Home Depot has begun construction on a former Big Kmart site in Seaside, Ca.; is seeking approval to build a 115,000-sq. ft. store in West Sacramento. Ca.. to open in January, and is reportedly considering a former Kmart building in Crescent City, Ca.

Home Depot is negotiating to build a store in Phoenix, Or.; is facing local opposition to its plan to open at a former Kmart in Sunland, Ca., and by 2007 wants to open a second store in Concord, Ca., on 14 acres next to an Orchard Supply Hardware

Wrorrsrrrrs/lhrrurlcrunrns

Neiman Reed Lumber Co. completed a new 17,000-sq. ft. plywood warehouse and 28,000 sq. ft.

of new storage sheds at its Panorama City, Ca., yard ...

Adams Lumber opened a new 20,000-sq. ft. mill in Centralis, Wa., doubling capacity to a combined 55 million bd. ft.

J.E. Higgins Lumber Co., Livermore, Ca., is negotiating to lease 66,744 sq. ft. of industrial space in Santa Fe Springs, Ca., for a Golden State Flooring facility...

Yaknma Forest Products, White Swan. Wa.. added a new shift and five new dry kilns ...

TriStar Transload PNIV has begun construction on a new 12acre site at the Port of Vancouver, Wa., to replace its current 6-aqe facility; move-in will be early this summer, with phase two to include addition of a 15,000-sq. ft. storage building

Taylor Lumber's defunct sawmill in Sheridan, Or., caught fire March 19; equipment and everything else of value had been removed since Taylor went out of business in 2000 and sold property across the street to Pacific Wood Preserving, Bakersfield, Ca.

Fields Co., Tacoma, Wa., has agreed to be acquiredby GardnerGibson,Tampa, Fl.

Skeena Cellulose sold its mill in Terrace. B.C.. to Mo Takhar and John Ryan, contingent upon approval by the B.C. Supreme Court; the mill will be renamed Terrace Lumber Co....

Housing starts inFebruary (latest figures) rose 0.5Vo to a seasonally adjusted annual rate of 2.2 million regionally, starts climbed 0.7Vo in the West

(Please turn to page 9I )

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\alional \\'ootl l:lourirrg \ssociatiort - \plil l-J-l(r..rrrrLrri r,,rr rentiorr & crpo. HLrnolrrlu. Ili.:r(,.1(rt-r9i -5 l6l.

I-untber -.\sstt. of Ctrlifornia & Nerada - April l.l. Loll tournu rrrcnt..Arro\o'l lrbuco. lVlission Vicjo. ( u.:(8(X)) 16() -1.1+1.

\\'ttod*orking Shows - Allril l-i-17. C'lrl Irrpo. SrcTllrrre nto. Ca.: April 22-2.1. Srintu Clura ('onr cntion ( cntcr. Santu C'lrrlu. Ca.: .\pril 29-\lar l. Fairplcr,. I)()nronit. ( a.:tS(X))82(r ltl57.

Norlh American \\'holesalc Lunrber Association - April l7-19. lrnrtLurl ntcctinu. Illatt. Sulr ,,\ntonio. l\.:(3(X))-517 Sl5S.

\\'oorllrorking Industrl'(lonfererrce - April 20-23. I)cstin. l;1.: ('{10)93 I 8l(x).

South*est Pinc.\ssociation -,\pril 2l-23. gol1" Scottsdalc. At.: (+S0 ) 96i)-SlSil

Association of Nlillrlork Distributors -,\pril 2l-2'1. rllnrrgcnrettt corttcrcncc. I'ucson. A/.: (flO0)736 717+.

Transkrarl l)istribution .\ssociation -.\pril 2l-2J. annual nrccl rrg..\lcrr: Pat k Rc:ort & C'()nl!'r'enrc Cerrter'. l-as Vesas. Nr.: tSllr 677,1511.

\l'est Coast Lumber Inspection llureau -,.\pril 22. uirnLurl mccting. Riverplacc I Iotcl. Por'lluntl. Or.: r501 I 619-065 L Black Bart Hoo-Hoo Club - April 2-1. poker nir:irt. Srrnor.ur. C'rr.: (7071 -1(,1-.17(X).

Pacific Coast \\'holesale Hardrvare l)istributors Assn. - April 2-1-26. urrntrrrl rneeting,. Mauna Lani. Kona. Hi.: t9l-5 r l-15--1110. (iomposite l'ancl Associatiun- April 2.1-27. spring nrecling. Lrs Vcgas. \r.: (-l0ll670 060-+.

\laterial Hanrlling Equipment Distributors Assn. - April 30Nlal' ;1. lirrrtrrll convcrrtiorr. l'hocnrr. Az. ( 8.17) (r80 .150{ ).

Mnv

Alnerican Harrlware Nlanuflcturers Assn. - NIay l-5. hulcllinc: technolor_r tirnrnt. \cr Orleans. Lu.:(lJ'17) 605 l()15. LI(;N.\ Forestr.r rt Wood l'air - NIay 2-(r. Hrrrrnuvcr'. (iclrrrrnr: -+9 (0)-5 I l-ll9.l ll(X).

'l'acorn:r ()11'mpia Hoo-Htto ('lub - \Iar 3. nrcL-ting. Tlcrrnra Elks C'lLtb. TacornrL. \\'u.: tl0(rt .199-0001.

Luntber Associalion of Cnlifirrnia & Nevada - NIa.r 5. lntl Cirorrth meeting. Anaheim. ('a.t(S(X)) 26(r ljll.

JLC l.ire Sholv - N{a.v 5-6. .\nahcinr (onrcntion ( cntcr'. Arlrhcirn. Ca.: t E()() I )61 -ll 69.

National Association ol' \l-holcsale-l)istributors - N'Ia.v- l0-l l. H.Il. nctiiorking errrrlcrcnce ( hicago. Il.: (201)871-0885.

\\'indon ct Door NIanul'acturers ;\ssociation - NIal' l0-lJ. annurl tcchrrical conlt'rcncc. Sclnrrnrburg. Il.. i30()t lli-l-l0 l

North Cascade Hoo-Hoo Club - NIar 13. goll toLrrnanrcnt. Eiiglcnront CiollCoLrr.c. \lount Vcrnon. Wa.: ('125t 2-59-3E36. National Hoo-Hoo-F.tte (lonrcntion - N{ay l3-15. King: Inn Hotc-1. Sitn l)icgo. C'ir.: l7l'1)2-5(r -5310.

Woodworking Shorv - NIal l3-l-i. NcrLl S. Blli'rlell Centcr. Honolulu. IIi.: tE00t Sl6 3157.

Do It Best C'orp. - Nlal l{-17. sprrng nurkct. Indiarrupolis. In.l (ll9)7-+s-5.r(x).

.\nrerican Wrxrd Presen'crs' Associalion - NIa1 l5-17. rnnrLal nrccting. Ncw Orleans. I-a.:(3(X))-156 I971.

North American lluilding Nlate rial l)istribution Association\lar 15-I7. cor)\cntion. Iroltsnrouth. \iu.: (lJ88) 111 -136).

l,unrber Association o{'Calilirrnia & Noada - NIal l(r-ltl. rnill & lirrt-st tour'. r\fcata. C'rr.: \Ia1'20-22. plunninu rc'sion. Rcsor-t at Sclrriru.' ('r'ce k. Olr nrpie Vuller ( r.: (8(X) ) 166-l.lll. Nationll Hardrrare Shorr - NIa.r l7-19. Lrr: \'csirs Conr.crrtiorr ( cntcr. [-as VccrLs. Nr.: tE-l7t(r05 l0]-5.

Sring oul fhe Victorian in o Vicforion. When inslollers wonl to creote eloborote lrim {eolures, they Jemond AZEK, ihe #l brsnd of irim. From irimbaord io beodboord, sheels, cornerbocrd ond rniliwork, AZEK brings oui ihe besl in lrim - while bringing yor.r loyol cusiomers ond hugc profits.

To beconre on ,{ZEK de*ler, coll 877-ASK-AZEK or visil www.ozek com

TRIMBOARDS

Once fou look, it's oll you'll seel

Mountain States Lumber & Building Material Dealers Association had 1,300 attendees at its building products buying show March 24-25 in Denver, Co. (see photos, p.86-87).

Awards went to (best single booth) Timberline Fasteners, Commerce Citv. Co.: (honorable mentions) General Building Materials, Denver, and European Sheds. Boulder. Co.: (besr double booth.l Colorado Forest Industries. Denver: (honorable mention) Rocky Mountain PreStain, Denver; (best multiple booth) Cargotec Inc., Perrysburg, Oh.; (honorable mention) Bluelinx Corp., Englewood, Co.

Next year's show will be March 9-10 in Denver.

MSLBMDA executive v.p. Geri Adams also became the first woman to be named Colorado WOOD Council's 2004 Lumberman of the Year.

Western Wood Products Association presented its 2005 Master Lumberman Award during its annual convention in San Diego, Ca. (see photos, p.84-85).

This year's honorees were: Terry S. Collins, Collins Pine Co., Chester, Ca.; Jerry A. Divis, Vaagen Bros. Lumber Inc., Colville, Wa.; Cliff J. Greenhaw, Bennett Forest Industries, Grangeville, Id.; Michael J. Kelley, Sierra Pacific Industries, Lincoln, Ca., and Harpbert Sanchez, Fort Apache Timber Co., Whiteriver, Az.

WWPA also has created a new orsanization for industry veterans "to coniinue the bonds of friendship and fraternalism." Membership in the Lumber Pioneers is open to anyone employed for 20 years or more in the westem lumber industry or the WWPA. Honorary members include all past chairmen, vice chairmen and presidents of WWPA.

Lumber Association of California & Nevada will lead a 2nd Growth forest & mill tour May 16-18 in Arcata, Ca.

After breakfast at the historic Samoa Cookhouse, the first day is a tour of Simpson Timber. Participants will walk in their redwood forest, learn about the wildlife management program, tour the

seedling nursery, hear about the replanting program, and visit the state-of-the-art sawmill and remanufacturing facility. An evening program will cover rejuvenation of forests and the value of reforestation.

The next day features a visit to Britt Lumber to see how technology has increased production at this mill specializing in fencing, posts and rails. Registered foresters will talk about sustained yield, replanting and renewal of the redwoods.

LACN's annual golf tournament is June 9 at the Rancho Solano Golf Course, Fairfield, Ca. Some of the proceeds will go to the Bob Patterson Memorial Scholarship Program and LACN educational programs.

Western Hardwood Association celebrates its 50th anniversary during its annual meeting June 25-28 at the Sunriver Resort, Sunriver, Or. A special reception will honor past association leaders.

National Hoo-Hoo-Ettes is holding its annual convention May l3-15 in San Diego, Ca.

New officers are president Beverley Sperry, Lacey, Wa.; v.p. Iva May Van Noy, Eugene, Or.; secretary Lynn Keller, Seneca Wholesale, Springfield, Or.; treasurer Norma Gavotto, Mullin Lumber, San Diego; directors Julia Keller, Keller Lumber, Roseburg, Or., and Linda McGinnis, Keller Lumber, Roseburg, Or., and junior past president Gayle Denman, Johnson Postman Stairways, Tacoma, Wa.

Should lnsist On Treated Wood

hat ls Produced Under an ALSG*

-ccredited Third-Party Inspection - rogram.

ALSC Third-Party Inspection Programs:

. Gonfirm that the preservative retention and penetration in the wood is in compliance with AWPA standards and/or Building Gode specifications' Without third-party inspection, treated wood may not comply with applicable building codes"

. Ensure that the preservative used is EPA approved, WithCIut certification of third-party insp*etionn wood nnay not have been treated in compliamce with federal law.

. Are a requirement of most treatedwood warranties. Without third-panty inspection, most treated wosrd warranties are null and void"

. Gertify that treated wood will provide long-term performance. Without third-panty in*pection, retailers and consumers may not be getting what they paid for.

lf your treated-wood supplier does not participate in an AlSc-accredited program, you should be asking them WHY?

*For more information on ALSC and third-party accreditation programs, visit www.alsc.org

sensible ronmentqlist

By Dr. Patrick Moore

Dear Dr. Moore:

What does it take to be a "sensible" environmentalist?

I began calling myself a sensible environmentalist because I saw the environmental movement becoming too extreme-falling prey to misguided priorities and refusing to evolve beyond confrontation.

When I helped co-found Greenpeace, our goal was to raise alarm. People were causing harm to this planet and giving little thought to the environment. As the first activists, we used confrontation to make people notice. Although there are still important issues, environmental protection is now fully entrenched in North American law. Environmentalists are

consulted and asked to shape policyand that's good. But one mark of a sensible environmentalist is a willingness to stop shouting at the gates and come inside, so we can work on solutions together.

To me, sensible environmentalists are guided by:

l. Sustainable development. Simply put, this means balancing environmental protection with the social and economic needs of humans. Six billion people live on this planet. Any agenda that doesn't account for this reality is impractical.

2. Renewabilif. Sensible environmentalists use renewable materials and energy whenever possible. This is not always obvious. Unlike many extremists, I'm a strong proponent of

wood use, providing it comes from sustainably managed forests.

United Nations data supports this: forested land is expanding on continents where people use the most wood, and shrinking where people use less. Demand for wood in the market provides incentive to plant more trees and leads to greater forest abundance.

3. Sound scientific evidence. Sensible environmentalists are sticklers for facts. For example, I don't believe in blanket opposition to genetically modified foods. World populations are growing and GM foods help produce more food on less land, while reducing the use of chemical pesticides. This saves us from having to convert additional forests to farmland.

The larger environmental groups do have members who are sensible. They rely on scientific evidence and work hard to find constructive solutions to real issues. I hope these individuals will reclaim the movement from those whose priorities are political and have little to do with the environment.

- Dr. Moore has been a leader of the environmental movement for more than 30 years. A co-founder and former president of Greenpeace, he holds a PhD in ecology and a BSc inforest biology. Send questions to patr ic k@ s e ns ib le e nv ironme ntali st.com.

GeoDeck-Not Your Normal Composite Deck

Pacific Northwest DC for Ace

Ace Hardware will start construction of a 788,000-sq. ft. regional distribution center on a 74-acre site in Moxee, Wa.

Just l0 miles l-rom its existing center in Yakima, the new facility could be expanded to 1.2 million sq. ft. and will include the latest warehousing and distribution technology. It will house an estimated $40 million in inventory for distribution to the more than 400 Ace retailers in Alaska. Idaho, Montana, Oregon, and Washington.

"Ace's 506,500-sq. ft. Yakima

RDC, rvhich opened in 1984, has been operating at maximum capacity for some time," said Bill Bauman, v.p. for retail support. "Building a new and significantly larger facility is critical in order for Ace to respond to growing retail sales and to serve the increasing number of Ace retailers in the region."

When the new location opens in early 2006, the Yakima RDC will close and its staff will transfer to the new location. "We expect that our existing workforce of more than 300 employees will eventually work at our new Moxee facilitv." said Bauman.

Historic Mill Winding Down

A sawmill in Yakima. Wa.. that dates back to the birth of Boise Cascade LLC is permanently closing.

Two years ago, as it increasingly focused on consumer and office products. Boise sold the venerable mill for $3.25 million to Melvin L. and Norman N. McDougal, timberland and mill owners in Eugene, Or. In February 2004, they then began leasing the facility to Yakima Resources LLC to operate.

According to Yakima Resources' Jeff Demers, the shutdown will result in the loss of as many as 116 jobs, although a plywood mill in the same complex will continue to operate. It employs 248.

"So far, the plywood plant has performed well," Demers said, "and we think its prospects are good."

He attributed the sawmill's closure to an anemic market for shop lumber, a scarcity of raw logs, and the age of the machinery. "Boise had not invested much into the mill," Demers said.

The mill complex was formed alongside the Yakima River in 1902 as Cascade Lumber, a principal forerunner of Boise Cascade.

Arsonist Given The Max

A disgruntled employee has received the maximum allowable sentence of seven years in prison after confessing to setting fire to Stock Building Supply, West Jordan, Ut.

Justus Ireland,24, pleaded guilty to one count of destruction of property by fire, explaining that he was a diagnosed pyromaniac. According to his attorney, Ireland set the fire soon after Stock fired him, and he stopped taking his medication for anxiety and depression and ingested a high dose of painkillers.

To divert suspicion, Ireland spraypainted "ELF'-for Earth Liberation Front-at different locations in the lumberyard and faxed a letter claiming responsibility by ELF.

"He wanted to set a fire," said prosecutor Robert Lunnen. "He wanted to see something burn."

The June 2004 blaze caused $1.5 million in damages. Yet reportedly Stock has not been able to collect money from its insurer because of initial suspicions of terrorism.

Ireland agreed to share information with the company to help resolve the dispute.

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Eel River Liquidates A Little At A Time

Five years ago, Eel River Sawmills had 550 employees. Today, after the majority of its assets have been sold, it employs 24-22 of them at subsidiary Fairhaven Power Co.

Eel River is forced to sell because it is held primarily by the late owners' trust, which stipulates all assets be transferred to a non-profit foundation. Due to legal requirements restricting how much stock can be owned in a non-profit, the trust's shares must be redeemed, according to Dennis Scott, president of Eel River Sawmills.

"That means we have to sell the assets of the company and we have been trying to sell it for six years," Scott said. "It's been difficult to sell because there have been two major lawsuits filed against the company that have had an adverse effect on the sale of the company's assets."

So far, Eel River has sold two sawmills, auctioned off a third. and has been steadily selling off its timberlands. It still holds about 19,000 acres of land and the power company.

The Grace & Melvin McLean Foundation has given away about $1 million to needy individuals. But for-

mer employees say the Mcleans' legacy has been tarnished.

"The money held and distributed by the foundation is, in the eyes of many people in our region, considered to be tainted with the broken promise made to the employees with the blood, sweat and tears of those employees who helped enrich both the trust and the foundation," said former mill worker Dean Blake.

Workers filed two lawsuits in 2001-one a class action suit brought by at least 450 plaintiffs who claim the Mcleans promised to transfer ownership of the company to the employees upon their death.

Scott said the claim is inaccurate. "The stock had to be purchased, not given," he said. "The money to purchase the stock had to come out of company profits but because we were running out of logs, the stocks could not be purchased. We had to curtail our operations because of lack of logs. The company could not generate enough profit to buy any stock."

Yet, such information was kept from employees, said attorney Bill Bertain, and "employees proceeded to

work for many years under the assumption that [Mcl-ean's] promise would be kept."

The second suit accuses the company of mismanagement. Scott considers both suits frivolous and taxing to the the company's limited resources. "Our board of directors did a review regarding mismanagement as required by law and there was no mismanagement," he said.

Bertain expects the class-action trial to begin by March 2006.

"Mailman" Starts Timber Firm

After 19 years in the NBA, Karl Malone has retired from basketball and started his own timber company.

The former Utah Jazz and Los Angeles Lakers player will personally run Malone Timber Co., Choudrant, La., with his son, Darrell Ford, who has a forestry degree from Louisiana Tech-the same school where Malone started his basketball career.

Malone got the idea for the business while clearing the woods near his new home in Choudrant. His company was then hired by the housing subdivision to thin trees on unsold lots and future development property.

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High Sierra Buys Lampe

High Sierra Lumber, Woodlake, Ca., purchased Lampe Lumber in Tulare, Ca., just days after Home Depot's announcement that it would open a new store in town.

"We've been competing against the big boys for years," said Tom Griesbach, a member of the Lampe family who will stay with the new company.

Jerry Kramlich, one of High Sierras' two managers in Woodlake, will relocate and manage the Tulare store. A spokesman for the company said most of Lampe's current workface-about 20-will remain and about 15 new workers may be added.

High Sierra, recently honored as Woodlake Business of the Year, was formed by local investors in mid-2003 to open a building supply company after the last one left town.

Used Material Outlet Grows

In its just-completed expansion, a North Portland, Or., used building material yard practiced what it preaches-almost exclusivey using recycled products off its own shelves to build two additional warehouses.

The nonprofit ReBuilding Center's

existing 24,000-sq. ft. facility was "almost full," according to executive director Shane Endicott. Last month, construction was completed on new 17,000-sq. ft. and 11,000-sq. ft. warehouses featuring pre-owned doors, windows, siding and plywood.

"You've got to see it to believe it," said Endicott. "It's all salvaged wood and salvaged windows. In between the steel beams, the panels are actually salvaged materials. There's a lot going on there."

Ace Buyers Meet At NHS

For the first time, Ace Hardware is holding an "open buying" event at the National Hardware Show in Las Vegas, Nv.. May l8-19.

In private meetings with the company's merchandise managers, vendors will be able to pitch their latest and best products.

The largest retailer-owned hardware cooperative in the industry, Ace wants to expand product choices for its 4,800 independent stores. Product categories for the two-day event include lawn and garden, outdoor living, electrical, plumbing, housewares, tools, and paint supplies.

To be considered, companies must

send contract information, background on the product(s) being offered, and company details to openbuying@acehardware.com. Ace will then schedule first-come, first-served appointments for interested vendors.

Prr-co Secures More Permits

The North Coast Regional Water Quality Control Board approved new timber harvest permits for Puco, Scotia. Ca.. in the Freshwater Creek and Elk River watersheds.

The board voted 5-3 to allow Pe,rco to log up to 75Vo of the timber spread across the 1,100 acres in the two disputed areas-more than 25Vo more than was allowed by the board's executive director last month (see March, p.5).

Although this decision could boost Pelco revenues by $20 million, it may not be enough. "I don't think much has changed," said Pelco president Robert Manne. "We still need all the plans. Our lenders are not likely to be satisfied."

As part of the deal, Pe,lco must take steps to limit flood damage and provide drinking water to residents downstream in case of flooding.

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Diebold Lumber Expands

A $5.5 million expansion at Carl Diebold Lumber Co., Troutdale, Or., is expected to put 25 more workers on its payroll and boost sales at least2o%o annually.

Seven acres were paved and a twostory building was built to house stateof-the-art equipment: three new kilns, a stacking machine, a boiler, and a cooling shed.

Previously, Diebold's custom millwork customers had to truck their wood to kilns in Eugene, Or., and Washington state for drying. Now the company can do more for existing customers, attract new customers, and, according to president Jim Patrick, keep "the valleys and peaks a little more steady."

Diebold decided against buying older kilns at auction from closed mills. "You can buy them fairly cheap, but you don't get up-to-date technology," said Patrick. "You have more problems. In the long run, we have found, it's more advantageous to buy new."

The new stacking machine reduces what used to be a daylong job down to an hour. The new kilns boost energy efficiency and cut emissions.

lers

The Merchant Magafine welcomes your comments. Please write to Editor, Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660; Fax 949-852023 I, or dbenig@buiding-products.com.

SUPPORT THE TROOPS

I just read your editorial (March, p. 8) and I just wanted to say "good job." We, as a nation, need to follow your outline. If enough of us see the message coming at us from different directions, it can become reality.

My pet charity is the Wounded Warrior Project at www.woundedwarriorproject.org. Thanks again for your timely editorial.

John Ferguson

Great Western Lumber Co. P.O. Box 730 John Day, Or.97845

FIGHTING BACK

On a recent trip to Sequim, Wa., I saw this ad (at right) in the local paper. It's one way local merchants are competing with big boxes.

Wal-Mart moved into Sequim just a couple of months earlier.

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11051 Cherry Hill Dr. SantaAna. Ca.92705

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New ldaho Treater Opens

Roundwood manufacturer Parma Post & Pole, Inc. has launched a pressure treating business at its 25-acre site in Parma. Id.

Idaho Wood Preserving began operations in early March treating with Osmose's NatureWood ACQ in its single cylinder.

The facility offers TSO services, as well as treats Parma Post & Pole's own production. "We originally designed it as an in-house service for ourselves," said owner Mike Sterling. "There wasn't a treating plant within 350 miles of us, and the cost of diesel kept rising. We were trucking everything out to be treated and then trucking everything back."

The expansion might be the biggest risk since Sterling's father founded the business in 1982. "This is a big step for us," he admitted. "It took a lot of soul searching. It took about a year and a half of planning, and then to build the plant. It's been a challenge."

Court Gets Depot's Attention

Home Depot learned the hard way that it's expensive to ignore Alan

Sporn, a businessman from Laguna Hills, Ca. After trying to get the company's attention for nearly two years, he has won a $l million court judgment against the company.

The problem started when Sporn learned the reason he was denied a home refinance loan was that Home Depot had made at least a dozen inquiries regarding his credit worthiness. When Sporn asked why, Home Depot reported that a person in Virginia was using his social security number to apply for credit at the chain. Multiple inquiries to credit agencies can lower an individual's credit rating.

When Spom asked for the culprit's name, Home Depot refused to tell him. The company also ignored a request to stop checking his credit rating.

"I didn't even have a credit card with Home Depot," said Sporn. He added that except for the "occasional garden hose or light bulb" he doesn't shop at the store very often.

Unfortunately, Home Depot also ignored a lawsuit Sporn filed for compensation: for the the higher interest rate he paid on his home loan and the damage a lowered credit rating did to

his business reputation. When the company didn't show up for court hearings, Sporn was awarded a default judgment that included interest and other collection expenses.

After seven months passed with no word from Home Depot, Sporn and his attorney requested that Los Angeles County sheriffs deliver a court order to the bank that handles Home Depot's payroll accounts. This time, the company paid attention, by filing an appeal that maintained Sporn had "obtained by stealth" an "excessive" default judgment.

The court disagreed and scolded the company for seeking to "escape the results of its own carelessness."

"An obvious gap appears in the evidence," wrote the presiding judge. "There is no statement that the [court papers sent to Home Depotl were lost, stolen, forwarded to the wrong person, or eaten by the dog."

Home Depot said it was "disappointed in the decision" and was reviewing its appeal options. However, Sporn and his attorney were very happy. "I feel vindicated," he said. "They're such a huge corporation, and we are just little people."

California Cascade Industries

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Fence

Howto keep

quality people

By Marsha Lindquist

f OSING talented. quality employI-lees is always difficult for an organization. Noi only does it mean finding and training replacements, but also losing all the knowledge and understanding of the corporate culture those people take with them. While it is true that in today's environment no organization can realistically believe they will keep an employee for twenty or thirty years. companies can reasonably expect people to stay for four to six years.

Essentially, you need to keep your people as long as they fit within what your company is trying to accomplish, and as long as they add value. You want to maximize the relationship as long as employment is productive for both sides. And you certainly don't

want people leaving because they become disenchanted with the job.

Many employers believe that people get seduced away by the allure of larger companies, greater benefits, more pay, or a desk with a window. But those factors are rarely the reason people choose to leave. What really causes people to change jobs is that they don't understand where they fit and how their role impacts the organization's overall goals. They may feel like they do busy work that doesn't affect the company's success, or they don't develop mutually respectful and open relationships with their bosses and managers. When employees start feeling this way, then they start shopping around for other jobs. Unfortunately, many times people are

seduced away by another organization that promises all these things, but doesn't actually deliver them. Then the process begins again.

So how can you keep your quality employees for as long as possible? You must make their impact on the organization's success clear by building a corporate culture around the right mindset. Use the following process to refocus your organization so your employees don't feel compelled to changejobs so frequently:

1. f,"y the Foundation

The mindset you create in your organization will permeate everything you do. It will impact your strategies,

(Please turn to page 42)

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KeepingQuality People

(Continued from page 40)

the type of clients you go after, and the kind of people you hire. For example, many leaders focus frantically on fire drill types of tasks, or the things that need to get done immediately. In the process, they allow the tasks that need to be planned and prepared for to go unattended and uncompleted. When the leaders operate in this rush, rather than in a coolheaded manner, they spread it through the entire organization.

Your actions and mannerisms reveal the mindset you maintain from day one. Even when you interview people, you communicate the corporate culture to them. So set your intrinsic values right away to avoid bringing in people with a work-herea-year-and-leave mindset. Rather than just covering benefits, rules, and vacation time. the most important part of your orientation process needs to focus on your culture, how you work with one another, how you cooperate with one another, and what kind of clients you pursue. Spend less time on the rules and more on the way of thinking.

The foundation of every organization is the attitude of the people within it. Therefore. the senior managers and leaders of your company must create the right mindset for the entire staff. They must determine how the organization's goals are established and communicated, the importance of those goals, and the way the employees work with each other.

a Z. Strenglhen the Structure

A strong organizational structure stems from strong focus. To strengthen your focus, set goals and objectives and then communicate them clearly throughout the organization. Limit your list to two or three realistic goals, rather than a laundry list of items. This focuses your employees on the most important things, rather than a cadre of different things. Then hire people who are open to changes, can focus on these goals, and can adhere to the culture you maintain. Many times people hire the skill set first and the attitude second. but it needs to be the other way around. You can teach skills. not attitude.

What about the people who have been in your organization for a few years and are already with the pro-

gram but seem to be veering off course? If you're trying to change the organization's culture or make an impact on it because you're headed in a downward direction, then you need to communicate and work with everyone to show how things are changing.

Most importanl. communicate to your employees how they contribute to the new goals. What do the employees need to do to continue to grow with the company? What skills do they need? What attitude do they need to adopt? What personal investment do they need to make? How will the organization support that? While most organizations only cover these issues once a year, you should communicate this at least twice every year to maximize effectiveness without it becoming a burden.

^l J. Add the Finishing Touch

Once you've created a mindset and strengthened the focus of your organization, you must maintain these elements by staying involved with your employees. The employees need to trust that honest conversations can occur. Talk to them about what you

(Please turn to page 44)

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Depot Verdict Doesn't Stand

Home Depot won a $5.7 million appeal after being accused of copying a heavy-duty Christmas tree stand designed by Decorations for Generations. Turlock. Ca.

The previous finding in May 2003 was "not supported by substantial evidence," ruled the Court of Appeals for the Federal Circuit in Washington.

The tree stand was designed in 1988 by James Boucher, DFG's c.e.o., from scrap steel parts in his garage. During the next holiday season, DFG sold the stand through various outlets-including Home Depot.

In 1990, Boucher applied for a design patent for the stand, which was granted in November 1992.

In 1999, according to court documents, Home Depot designed a stand "whose design was roughly similar to DFG's stand" and arranged to have it manufactured in China. When Home Depot discovered that DFG's stand was covered by a design patent, "it developed another design for its tree stand...to avoid infringing the DFG patent."

DFG sued Home Depot and its partners in February 2001 for infringement of its design patent.

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trade dress infringment under the Lanham act, and unfair competition under common law and California statute.

DFG had won a jury trial in May 2003.

Keeping Quality People

(Continued from page 42 )

see for them in the future and ask how they want to accomplish that, not, "This is what you need to do; now go do it."

Also, go beyond business and the bottom line. Take an interest in what they do to be happy and healthy outside of work. Many organizations see that healthy, happy people have the right attitude at work.

Staying involved should filter down through all levels, from the executives, to the senior managers, to the department directors, to management. It shouldn't be a huge load for one single person. When you do this, you also instill responsibility to the lower supervisory levels, which helps them become better managers. Trusting the lower levels to become involved also builds the mindset.

Keeping Your Employees through the Years

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Even though you may be able to hire an equally skilled replacement for less money, the knowledge your organization loses when an employee leaves is extremely difficult to replace. While no one stays with the same company for their entire career anymore, you can expect to keep employees for a few years. But you need to make them clear on how their job and responsibilities impact the company's success.

Start by creating a mindset in your organization, and then develop goals that everyone can focus on. Let your employees know how they contribute to those goals and the organization's success. Finally, stay involved with your employees and allow them to have open conversations with you to build relationships. When you follow these steps, you will create a corporate culture that inspires your employees to stay with your organization long into the future.

- Marsha Lindquist is a successful business strategist, author, speaker and c.e.o. of The Management Link, Inc. Reach her at www.marshalindauist.com.

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HOt LUn

nber Market Might Gool Slighily

The red-hot lumber markets of previous.

,umber production in 20L4are lg.g 2004 will cool slightly this year and In2005, lumberdemandisforecast billion ba. rt., the highest volume into2006,accordingtoanewforecast at 59.6 billion bd. ft., down 3.5%, since lgg0. production at western by the Western Wood Products while 2006 demand should slip ro sawmills isforecasttoslipto l8.l bilAssociation. Despite the decreases, 58.9 billion bd. ft. Alrhough lower, lion bd. ft. in 2005 and lj.9 billion lumber demand should remain at his- the 2005 and 2006 demand- volumes bd. ft. in 2006. toric highs' would be the second and third highest Mills in the U.S. South should see

The Portland, Or.-based trade asso- in history. output decline as well, moving from ciation reported preliminary totals

All of the growth in lumber con- ts.i Uiltion bd. ft. in 2004to t7.: uitshow lumber demand in 2004 reached sumption came in residenrial con- lion bd. ft. in 2006, predicts WWPA. a record 61.8 billion bd. ft.,an struction and repair and remodeling. The U.S. impoited 3gvo of the increase of 8.47o above the previous Housing starts roared to 1.96 miltion lumber used in the country last year, high of 57 billion bd. ft. set the year units in 2004, pushing residential mostly from Canada

l!,'lBirn

lumber use to a record 26.J billion bd. Lumber imports in 2004 totaled ft.. Use of lumber in repair and remod- 23.5 billion bd. ft., with nearly 2l biIeling also reached all-time highs of lion bd. ft. originating from canada. 19.5 billion bd. ft., fueled by record other imports, mostly from Europe, numbers of existing home sales. Latin America and New Zealand. wwPA anticipates housing starts totaled a record 2.54 billion bd. ft. and remodeling activity will decline Lumber imports should decline

over the next two years as interest with the markef in 2005 and 2006, but

rates begin to move higher. Since could gain market share. By 2006,

both markets together comprise nearly importls are predicted to comprise

annual lumber consumption, 38.57a of the U.S. lumber suppfy, ot Be,evue,

ii:, qlop in housing and remodeling 22.7 billion bd. ft. ABC

year ancl next. ofl.ers quality standards and technical

Preliminary estimates of western support r"rui.", to the industry.

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Lori Armstrong has joined the trading staff at Neiman Reed Lumber, Van Nuys, Ca.

Devlin Daniel is now with Reliance Specialty Building Producrs, Spokane, Wa.

Jay Lapata has joined 84 Lumber Co., Colorado Springs, Co., as a contractor sales associate. Patrick Ballard is a new mgr. trainee at the Henderson, Co.. yard.

Bruce Merino, western division president, Home Depot, Orange, Ca., is relocating to Atlanta, Ga., Hq. along with central division president Troy Rice and southern division president Paul Raines. Other regional executives and support personnel will remained in the downsized regional offices.

Bitl Craig has retired after 37 years with Par Dee Sales Inc., Bellevue, Wa. Jim Clements is new to inside sales.

Aaron Anderson, ex-Lignum Ltd. and Riverside Forest Products, is the new v.p. of marketing at Pope & Talbot Inc., Portland, Or.

Al Marsh has been named president of Futter West, Portland, Or. New lumber traders are Dene Deleon, Zack Drew, Ken Smith, and Mike Turigliatto.

Gail Watson has retired after 2l years with Plum Creek, Columbia Falls, Mt.

Grant Pearsall has been promoted to sales mgr. for Capital Lumber Co., Chino, Ca. Adam Sherwood, exFasten-All, is a new sales trainee. Bill Bieker, ex-Idaho Timber Corp., is a new account mgr. in Boise, Id., and Nicholas Suazo, exJames Hardie Building Products, is now account mgr. in Salt Lake City, Ut.

Pat Bieschke is now general mgr. of Barr Lumber Co., Long Beach, Ca.

Jan Cross has joined Pacific Rim Manufacturing, Jasper, Or., as general mgr.

Dick Poppe, panel sales, retired March 29 from Weyerhauser Co., Federal Way, Wa., after 30 years in the industry.

John Clapp has joined Do it Best Corp. as merchandise mgr.-plumbing products.

Tom Keils has joined Builders FirstSource, Dallas, Tx., as director of internal audit.

Bryan Ableidinger, Parkrose True Value, Portland, Or., has been reelected chairman of True Value's board of directors. Re-elected outside directors include Laurence Anderson, Judith S. Harrison, David Schwartz, Gilbert L. Walshman, and Tom Hanemann, who also serves as interim president and c.e.o.

Peter Quig has been promoted to v.psupply chain for Deceuninck North America.

William Nahill has joined GeorgiaPacific Corp., Atlanta, Ga., as chief procurement officer.

Scott Stockton, ex-Welco Lumber, has joined the sales staff at Selkirk Specialty Wood, Revelstoke, B.C.

Nathan Kalenich \\'as prontotc(l to v.p. of U.S. Plastic [-Lrnrbcr Colp. Jim Hackett. Jen-Wen Inc.. Klanrath Falls. Or.. has bccn electccl to tlrc Windou & Door Manul'acturcrs Association board of dircctrlrs. along ri,ith Eric Rapp. Cardinal Glass lndustries. and Rick Kon. Masonite International. Chris Simpson, Pella Corp., r.vas re-elccted chairman; Dave Beeken. Eaglc Windorv & Door. is vice chair: Robert Doyle, Therma-Tru Doors. door division vicc chairman. and Linda Semling, Scrnling-Menke Clo.. trcasurer.

Bill Hayward. prcsident. c.e.o.. and chicf sustainability' officer of llay."vard Lurtrbcr-. Montclct. Ca.. rvas appointecl to thc board of directors of the lrorcst Stc*ardship Council-U.S. The conipitn) \\'as California's first full linc lurnber'yard to stock FSC-certif icd lutnbcr.

John Evanhoff w'as rccentlv nan'rcd employee of thc rnonth at Mcck's I-umber & Hardivare. Redcling. C'a.

Robin Banks is a nerv security tuarcl at Mun_qus-Fungus Forcst Products. Climax, Nv., accclrcling to co-owners Hugh Mungus ancl Freddy Fungus.

Potlatch lmproving ldaho Mills

Potlatch Corp.. Spokane-. Wa.. is upgrading its lumbel facilitics in northcln Idaho.

At its Clcurriatel sannrill in [.oviston. S-5(X).(X)0 riill be spcnt on a ncw' knot-clctection svstclr. Another' lli7.5 nrilliorr ri ill be spcnt on fir,'e highlv autonratc(l killts to replace 32 kilns irrstallccl u hcn the ntill ivas built in the latc l9l0s.

l'hc rrcw kilns alc cxpcctcd to "inrprovc thc cluality' anrl cosl cl'l'icicncl of our clrling proccss ancl rvill lesult in incrcasccl output duc to a reduction in ol'l' quality rnatcrials." said spokesrnan Mikc Sullivan.

The rnill has an lnnunl caltacitv ol' 175 million bcl. ft. ol'dirncnsional Iumbcr. inland red ccdar sirlins altrl decking, and gluecl lutribcr plotlucts.

At its sar'vrnill and pll,wootl ntill irr St. Marics. Potlatch will spcncl S2..1 rnillion to improve a lathe. S l.l ntillion for a ne\\' drring kiln. ancl $875.(n0 to rcplace a 27-inch clcbarker. A ncrv knot-detection s1stcm riill cosr li-5(x).(xx).

tsoth St. Marics ntills l'ere built in thc 1960s. Thc sa*ntill has an annual capacity' of I l-5 rnillion bcl. ft. and thc ply*'ood plant 160 nrillion sq. tt.

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lfarresling Plans Co€ilis

The average cost to prepare statemandated harvesting plans in California has increased more than l,20O7o over the last 30 years, according to a study released by California Polytechnic University, San Luis Obispo, Ca.

The study found that the typical harvest plan costs about $30.000 to prepare, not including expenses related to public challenges of plans and appeals, public hearings, and modifications that reduce the value of a timber harvest.

"It's the regulations themselves that are driving up the costs," said Richard P. Thompson, a licensed forester and Cal-Poly forestry professor who co-authored the study. "The time constraints keep the forest land owner from being able to time the sale for optimal market conditions," he said.

California's approach to protecting the environment, the study found, is to impose a system of process-oriented regulations on every aspect of the harvest. In contrast, other states focus on environmental outcomes. Thompson said that regulators in Oregon say, "You know what the law

is. If anything happens, you're in deep trouble."

But no matter what approach is used, Thompson said, "planning is needed and is appropriate for environmental protection."

As costs increase, less timber is harvested in California, particularly in urban areas. In 2003, just 1.66 million bd. ft. was harvested in the state, down from 4.67 million bd. ft. in 1988. With fewer trees being harvested, companies are forced to close their mills.

"Ultimately, you're seeing families being forced out of the business, much as you see in agriculture," said Donn Zea, president of the California Forest Products Commission. An affiliate of the commission, The Forest Foundation, paid $8,000 of the $25,000 cost of the study. The rest was paid by the California Institute for the Study of Specialty Crops, which is based at Cal-Poly.

Zea said that California's regulatory costs exceed other states and nations, which means "environmental protection then becomes the cause of environmental damage" if forest is converted to other uses and business leaves the state.

l-ogging To Triple In Sieras

Current logging levels will triple in the ll.5 million acres of national forest in the Sierra Nevada, according to a Bush Administration official.

After three months of review, Agriculture Undersecretary Mark Rey upheld guidelines that dropped Clinton-erarestrictionson timber cutting and increased wildlife protection. The Bush Administration believes that such restrictions make it impossible to thin dense growth that fuels forest fires.

Fights over logging in the Sierra forests have been waged for the past decade, and more battles are underway. Conservationists and California Attorney General Bill Lockyer have sued to block the Bush Administration changes, saying they will harm the environment.

The California Forestry Association has also sued, on the grounds that the Bush guidelines didn't increase logging in the area enough.

In the meantime, the Forest Service will just keep doing its job. "We are very pleased here in California and will continue to implement the decision," said regional spokesman Matt Mathes.

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The Steel Framing Alliance's "How to Build with Steel: Interior Walls," an illustrated 4-page guide that covers basic steel framing stud and track details, reviews tools and fasteners, and outlines the steps for stick-built steel-framed construction, is available online at www.steelframingalliance.com.

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Avoiding the 10 biggest marketing mistakes

By Peter Koeppel

f f AVE you noticed a slumP in Your H |' .lsales? Are you having trouble establishing your new business in the marketplace? Or maybe you're established, but you just can't seem to get the word out about your new Product? If these situations sound familiar, then your marketing may be to blame.

New businesses may not know how to market themselves properly to get the results they want. But marketing challenges are actually quite common among businesses of all sizes. In today's competitive business world, many small and mid-sized companies lose sight of the marketing practices that made them successful in the first place. And even the large, established companies tend to let their good marketing practices slide sometimes.

So what can you do if You suspect your marketing efforts are less than satisfactory? First, understand the 10 biggest marketing mistakes businesses make-and then learn how to avoid them.

Misrake $ -ruot developing a marketing plan

A marketing plan is a critical Part of every successful business. It helps you design your product and service to fill a market niche, identify your target audience, and then see what You need to do to get your target audience to buy your product or service. Also, when creating a marketing plan, you design the objectives and tactics to further develop your marketing efforts in the future.

Mistake 2 - ruot planning a marketing budget

You need to spend money to Publicize, market and advertise your business to make it successful. As a general rule of thumb, you may spend at Ieast l07o of your revenue on marketing efforts. Essentially, these costs keep your company going and Your products selling. No matter what size your company, you need to have a marketing budget.

Misrakeffi-ruottargeting aspecific audience

You need to understand that Your market doesn't include everyone' No matter what product You have, not (Please turn to Page 56)

nn""keting Mistakes

(Continued from page 54)

everyone is going to want to buy it. So decide your target demographic and use appropriate media outlets to reach that audience. Trying to appeal to everyone doesn't work.

Mistake 4 - ruot developing a clear message

All your marketing materials, advertisements, and promotions need to convey a consistent look and message. You want your target audience to know what you do or sell no matter where they see your name; you want to be recognizable. This helps you achieve more from your marketing budget because the message is reinforced throughout all the mediums you advertise in.

Misrake C - Believing your product will sell itself

Many companies make the mistake of thinking that their product is so great and so different that they don't need to market it at all. However, no one will know how great your product is, or that it even exists, if you don't

tell them. Word of mouth and referrals can only take you so far. No matter how great your product, you need to advertise and market to get it sold.

Mistakeb-Notclearly defining product benefits

The highly competitive marketplace is constantly changing and offering consumers more and more choices. For example, if you need laundry detergent, you have a whole aisle of different brands to choose from. So how do you base your decision?

Something has to get your attention to make you choose one brand over another. And, you need to create this differentiation in your product as well.

Defining the unique selling proposition for your product will help your target audience differentiate it from your competitors. Then work this uniqueness into your marketing plan and strategy to reach the specific audience who will buy your product.

Mistake / - Not diversify. ing your media mix

At one time, you could advertise on the three big tv networks and reach 807o of the population. But now viewers have hundreds of different net-

works and channels to choose from just on television. Plus, consumers can choose from satellite or cable tv, print, radio. satellite radio. and the internet. Media today is very fragmented, so you need to reach your audience through more than one outlet.

Misrake8-ruotunderstanding the lifetime ualue of a customen

If you can earn a customer and keep him or her for life, then the value of that customer multiplies. For example, imagine you sell cars. If you have a customer who spends $10,000 a year to drive one of your cars, then over the lifetime of the relationship that customer will have given you $200,000. So what is it worth to earn that customer's business? If you spend 107o, or $20,000, to get the customer's business, you'll eam a 10 to one return on your investment.

Mistake9-ruothauing a back-end revenue program

A back-end revenue program creates additional streams of income for (Please turn to page 62)

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Leaders With "P,O.W.E.R."

By Jim Dawson

Willingness-to do things differently, to persevere, to help others, to do what's right, to learn new skills, and to acknowledge greatness in others expands your ability to influence and empower the people around you.

Are leaders born or made? If they are made, can anyone become a good leader?

If you want to become an effective leader, or if you are in a leadership role and want to heighten your team's productivity, what can you do? How can you become the kind of leader that people look up to, tum to, go the extra mile for, and rely on to get things done?

The answer? Look to the leaders you admire and learn to do what they do. Study the characteristics they have in common and make their habits your own.

Primarily, good leaders have personal P.O.W.E.R., whether they are conscious of it or not. This doesn't mean they lead by telling people what to do, although they might. Having personal power means having mastery of self, it means mastering certain behaviors and attitudes that, as a natural consequence, draw to you the people, talent, and opportunities you

need to succeed. If you have a well developed sense of personal power, by definition you are in a leadership role and you are a role model to those around you.

Developing your personal power takes work and it's a life-long commitment. But every triumph along the way will bring you satisfaction, opportunity, and a step closer to being the best leader you can be.

Here are five behaviors that are guaranteed to P.O.W.E.R. up your leadership abilities.

Positive approach-in thought, word, emotion, expression, and posture. Maintaining a positive approach energizes you, keeps you ready for new challenges, and strengthens your ability to manage change.

Openness-to new ideas and people. Exposing yourself to all kinds of people and philosophies, and being knowledgeable on many subjects, increases your versatility and ability to see new possibilities.

Employing-tact, common courtesies, sincerity, tolerance, humor, hope, and patience earns you respect and increases your ability to attract the right people at the right time.

Remembering - your purpose. Knowing yourself, being honest with yourself, doing your best, and believing in who you are enhances your ability to inspire higher performance in others.

When you think of the leaders you admire at work, in political, religious, or social arenas, what score would you give them on a scale of 1 to 10 in terms of having personal power? What score would you give yourself? If you want to grow as a leader and increase your sphere of influence, you must continually find ways to nurture and strengthen your personal power. Research shows that true leadership is a learned ability. Therefore, you can, with deliberate intent, master

(Please turn to page 60)

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It's the business software you've been waiting for. bisTrack manages all buying, selling, inventory tracking and invoicing for your lumber and building materials supply business.

Progressive Solutions also integrates bisTrack to Great

Plainso for a seamless, comprehensive solution to all your business and financial management needs. Our customers will tell you that bisTrack is powerful, yet incredibly easy to use. You really must see it to believe it.

Our industry leading Lumber Track inventory and sales order management software helps wood products manufacturers and wholesale/distributors standardize and streamline operational procedures, eliminate redundancy and errors, and improve turnaround times. The results - higher customer satisfaction, lower costs and higher profits.

An investment for efficiency, growth and profit

An investment in Progressive Solutions' software solutions is an investment in efficiency and strategy-enabling information. Some ofthe industry's top names use Progressive Solutions' products to improve their business and their bottom lines. You owe it to your business to see how Progressive Solutions can help you'

Leaders With "P.O.W.E.R."

( C ontinued from pa ge 5 8 ) the habits, characteristics. and attitudes shared by all good leaders.

For example, good leaders:

. Build trust by doing what they say they will do

. Build loyalty by being of service to those they lead and follow

. Solicit the input of people who have the skills and knowledge they may lack

. Stand by their decisions

Have a sense ofurgency

. Use authority only as a backup and use it sparingly

Most importantly, good leaders know what leadership is:

( ti.ttit,t\ trtttl ly,,!tl itt.q yil,ii;n, People need to understand the "why," as well as the "what," "when," "where," and "how." A leader communicates the "why" in a way that engages the passions of others and compels them to take up the charge.

l)tt',.'liiltittg itt'u1tlL,. A leader is a catalyst for releasing human potential

through encouraging others, setting an example, and celebrating individual and team accomplishments. As a result, those they lead show more initiative, take greater responsibility, and become more productive.

ll i tt i r itti t t,g tt tt i l r, r t t ry i ^.i t t,g t't I t ( t. \. A leader has good interpersonal skills, the ability to adapt to different people and situations, and to recognize and address political and interpersonal sensitivities. He or she is a team player, acts on suggestions when possible, and makes work enjoyable for the people in their organization.

'l'ukirtg respotr sibililr.. A leader treats people with respect and does not shift blame to others, show favoritism or prejudices, or carry a grudge.

I'lottttiru! Ior tht .fulru't. Taking the time to establish a course of action while looking for potential problems, then handling them proactively, with good judgment. and as opportunities rather than irritations, is the hallmark of an effective leader.

I'. s I rt b I i s h t r g stru ( I u re. Organizational structure makes it possible for individuals to work together. A leader has the ability to create an organizational structure that allows

people to work in teams as eff'ectively as they may work alone.

\lttt t'utq l;rtov!t,dgt i'l;:l i t lt, , i t'ut'( A leader never hesitates to share what they know fbr fear that others might use that knowledge to threaten his or her leadership position. In fact, a good leader ensures that others can take the lead whenever necessary.

Itrtllttx ittg dirt'. ltritr. l\ h cll (.\ sL,ltitr,g dirL,ttiotr. Knowing how to take direction and relay the information in a manner that gains group consensus and encourages creative thinking is a leader's trump card.

,Ilukittg tltt hoss look gttrtti. lt's not "brown nosing" when a leader consistently does a good job and finds ways to make his or her boss's life easier. It's good business sense, profitable for the organization, and creates more potential for advancement up and down the line.

When you work for a true leader, you can feel the difference. You feel happy and productive. As leadership is individual and personal, people may not be able to easily define what good leadership is. However, they

(Please turn to page 62)

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1O U."keting Mistakes

(Conrinued.futm page 54 )

your business. For example, if you sell someone a cosmetic product on television, a back-end revenue would be to sign thcm up for a continuity program where you send them more of the product on a regular schedule and charge their credit card automatically. This type of program allows you to bring in additional revenue and maintain your customer relationships.

Mistake 1O - Not upselling the customer

Up-selling means taking advantage of the sales opportunity and incremental revenue by adding additional or related products to a customer's purchase. For example, adding fries to an order at a fast food restaurant or adding additional features, such as a sunroof on a car sale, are up-sells.

Marketing is critical to the success of every business. Unfortunately, many businesses discount the effect it can have, and they forego their marketing efforts for other activities. Or they make one or more of these mis-

takes, and their marketing efforts become ineffective. Perhaps this is why nine out of l0 businesses end in failure.

But your business doesn't have to be one of the nine that doesn't succeed. When you avoid the ten biggest mistakes, you can market your business successfully and increase your bottom line as a result.

- Peter Koeppel is founder and president of Koeppel Direct, a leader in direct re.\ponse media buying, marketing, c.ampaign management, and creative strategies. For more information, visit www.koeppeldirect.com or call (972) 7326t10.

Leaders With "P.O.W.E.R."

(Continued from page 60)

can identify it when they encounter it. So perhaps it's time to ask yourself: "Why" do I want to be a leader? "Who" are my coaches and mentors? "What" are my goals and objectives? "When" will I take the first steps'/ "Where" will I be in three years, in five years? "How" will I measure my effectiveness?

There are plenty of big jobs awair ing men and women who have the power to turn challenges into opportunities for success. If you want to be counted among them:

Make a habit of reading books and attending workshops on leadership and communication development.

' List the qualities of leadership that are important to you and make an effort to embody them.

Ask leaders you know and respect to spend time with you and help you navigate through the waters of greater responsibil ity.

Do the same for others.

And finally, ask yourself every day, "Do I do what good leaders do?" When your answer is "yes" on a regular basis, you will find yourself on the way to more exciting leadership roles and greater personal power.

- Jame:; Dawym i.t u munaging, purtner oJ ADI Performance, which develops and delivers progroms to improve business practit'es and organiz.ational t:ost efficiencies. He can be reached at (770) 640-0840.

Treaters Give Posts The Boot

Looking for value-added opportunities beyond the basic wooden post, pressure treaters, wholesalers and dealers have begun offering posts with their in-ground "rot zones" sealed in polyethylene.

This month Conrad Forest Products, Arbuckle, Ca., is installing the equipment to apply PostSaver polyethylene boots, is already taking orders, and should begin production by May l.

"The whole idea is not to replace pressure treated wood, but for a value add-on," explains Conrad's Don Bratcher. "We're looking at doubling or even tripling the in-service life of

posts against rot and decay."

The system consists of a specially formulated polyethylene boot lined with an inner layer of a meltable bituminous sealant that protects the lumber across a wide range of operating temperatures and moisture contents over a long period of time.

PostSaver can be applied to treated wood or durable untreated species such as cedar and redwood.

The boot provides a double-barrier system to protect the post from the elements that cause decay and premature post failure. This requires that only the vulnerable, in-ground area of the post be "shrinkwrapped" with the

boot. The heat-shrinking process liquefies the bitumen and drives it into the wood. This provides a secondary moisture-resistant layer while the polyethylene outer layer provides a tough physical barrier.

Bratcher doesn't blame pressure treated wood for its sometimes shorter lifespan. He says that with rot on treated wood, "95Vo of the time the post was installed improperly. PostSaver eliminates that."

Hal Bumby, Maine Wood Treaters, Mechanic Falls, Me., agrees: "I look at [PostSaver] as a treatment-you don't have a preservative. As a wood treater, my purpose is to increase the durability of wood using an exterior application. Whether it's ACQ or PostSaver. I don't have a conflict."

Environmental advantages are a major consideration for Bumby, whose territory includes a number of organic gardeners fearful of chemically treated wood.

"The pressure treated wood industry has and is losing market share to composites and alternative productsmaybe for the wrong reason," notes PostSaver's John Makuvek. "Lumber is a renewable resource. Lumber makes better sense. Here's a chance for the lumber industry to regain lost ground."

In doing so, the entire distribution chain can profit. Bumby estimates the new process "adds from 257o to 30Vo to the cost of wood, similar to pressure treating."

Adds Bratcher, "There are margin opportunities for the dealer. If a guy's working on a 207o mark-up, like they say , 20Vo of $ 1 0 is better than 2O7o of $6." Still, it's not a large enough difference to scare off the buyer. "From a consumer standpoint," he continues, "if they're replacing 100 feet of fence, it would add maybe $60 or $70 to the total cost-for a fence they'll probably never have to replace."

"The post and pole industry is a commodity-oriented business and adding value is a real challenge," Makuvek says. "Compare a dealer's sell prices to purchase prices of posts.

Dealers sell truckloads of posts, but the big profit comes from the accessories such as fasteners, non-structural composites, stain, etc. The PostSaver boot provides the dealer with a value added product to offer. It gives them the opportunity to sell a'long-life post system.' The end user's perception of the product is extremely high, and we see easy upsells every day."

APPLYING polyelhylene boots to the bases of posts adds value, protects the wood, and keeps chemicals away from the soil. The PostSaver PS-2000 automatic post booting machine utilizes high-intensity infrared heat lamps which causes the inner layer of bitumen tohelt and become fluid while the polyethylene outer layer shrinks tightly to the vulnerable portion of the post or pole.

EMAND A HIGHER LEVEL OF LUMBER'" GET A HIGHER LEVEL OF PROFIT.

demand a higher level of lumber'". www.canfor.com

$

products

FireResistant Cedar

SaferWood decking and siding panels from Potlatch offer fire protection without eliminating the natural beauty, durability, decay and moisture resistance of inland red cedar.

Treated by Chemco Inc., SaferWood is suitable for Class A-rated applications, has no need of future retreatment, and is environmentally friendly. The product reportedly complies with new, stricter code regulations regarding fire resistance.

- Please contact (360) 366-3500 or v isit www.s aferw ood.com

Beaded Vinyl Siding

LP Vinyl has redesigned the 6.5" panel in its Northem Star siding line, giving it a full beaded board look.

Drier Decks

Rot-Not Joist & Pier Cap system from Jonuco diverts water from the horizontal surfaces of deck substructures, to keep them dry, ventilated, and free of rot.

The patented design works with wood and composites and comes in 8ft. lengths. It is manufactured with a UV-protected material that self-seals during installation.

- Please contact (905) 786-2903 or visit www.rotnot.ca

lmproved Drywall

Temple-Inland has introduced an new Type TG-C formula for its firerated gypsum wallboard, which meets or exceeds most specifications.

tion, for faster and more efficient shipping.

- Contact (877) 746-4774 or visit www.pro gr e s siv e - so lutions.c om

Treated Composite Panel

A new treated wood composite panel from CMI resists moisture, rot, and termites. Extira panels can be used inside or out in a range of nonstructural, paint-grade applications.

The line also includes double 4" and double 5" clapboard and dutchlap profiles, all with a low-gloss wood look in a broad selection of solid or multi-tone colors.

* Pleqse contact (888) 820-0325 or visit www.lpvinyl. lpcorp.com

The new formula will be available in ll2" and 5/8" thicknesses, a 4" width, and lengths from 8' to l4', all with traditional tapered edges. A 54" width and other formulations are available by special order.

- Please contact (800) 231-6060 or visit www.templeinland.com

Software That Packs A Load

Load Track software from Progressive Solutions maximizes space utilization in container and railcar shipments of wood products.

The software also speeds creation of loading diagrams and documenta-

The panels are also smooth on both sides, come in a variety of dimensions and thicknesses, and carry a five-year limited warranty.

- Please contact (866) 382-8701 or visit www.extira.com

The Wrist Rules

Wrist Rule from Great Neck Saw features a 16-ft. tape measure and pencil that are attached to the wrist with Velcro, for hands-free measuring and marking.

- Please contact (516) 746-5352 or visit www. gre atne c ks aw.c om

CHEThONITE'

Hidden Screening

A retractable, nearly transparent screen door from Peachtree Doors & Windows works with most of the firm's standard-sized entry doors.

Quick Drywall lnstallation

A new autofeed screw system for use in drywall and other applications has been introduced by PAM Fastening Technology.

Lightweight to reduce fatigue and fit into tighter work areas without difficulitv. the PI3KUE comes with a removible universal extension to provide the flexibility of a two-in-one unit. Bit changing is said to be simple, through a tool-free process.

- Please contact (704) 394-3141 or visit www.pamfast.com

When not in use, the screen coils inside a circular housing chamber that extends from the sill to the top of the door frame. It closes by sliding across the threshold track until the magnetized handle makes contact with the frame.

- Please contact (800) 732-2499 or v i sit www.p e achtr e e do or.com

House Wrapping

WeatherTrek housewrap is engineered with Val6ron's patent-pending EVD Technology to promote drainage and lessen the chance for moisture and mold to form in exterior walls.

Lightweight and translucent, it is easier to handle for quicker installs. The material is also tear, snag, and puncture resistant and comes in standard 60" widths for 1,000 sq. ft. of coverage.

- Please contact (713) 996-4260 or visit www.valeron.com

Enviro Friendly Treated Wood

Fletcher Wood Solutions has developed Armourwood, real wood products that are pressure treaied with an organic biocide to prevent infestation by fungi, borers and termites.

i-bor

BORATE TREATED WOOD

Hi-bor' brand treated wood is a borate treated

designed for interior house framing in Ha treaied wood resists attack bv Formosan termites and numerous hbusehold i

rru16F

*EffirePRO' brand interior fire retardant is the construction Jndustrv's newest and most advanced fire Drotection s6tem for wodd. The unique FirePro chemisw i5 a patent pehdins formulation that con'tains no phosphorou's-based comlounds. ;

An EPA-approved alternative to CCA, the active ingredients reportedly are insoluable in water and will not leach from treated product. Unlike CCA, the new formula is said to be easier on fasteners such as screws and galvanized nails.

Initially, Armourwood will come in pre-primed exterior house trim, fascia, and siding made from fingerjointed radiata pine. In time, the product will expand to millwork products such as door and window components.

- PLeuse contact (866) 372-9663 or visit tenonusa.com

Colored Shingles

Elk Premium Buildine Products and 3M's Industrial Mineral Products Division-have developed what is reportedly the first colored asphalt shingle to offer energy efficiency in a choice of earth-toned colors.

rd9 iorate pressure treatcd lumber for ioisils, stuils, rooftzusses, rafters, b€ar :rior framing and sill plate applicatio

75 McMinnville, OR 97128 Phone: 503-434-5450 FAX: 8[I8-TSO-WOOD (888-876-9663)

Call tod.ay and. see just ubat Ro1al Paci.fic Ind.ustries

Formerly, shingles that met the requirements of the Energy Star program were only available in white. Elk Cool Color shingles are offered in weatherwood, antique slate, and barkwood.

Elk also offers Domain Winslow in its Cool Color Series, a large-scale, wood-shake look shingle available in the browncastle shade.

- Please contact (972) 851-0453 or go online at www.elkcorp.com

Beautiful Garage Doors

Clopay has introduced three new residential garage door lines.

Part Shoji screen, part '50s-era garage door, the Avante collection combines aluminum and glass in a sleek, modern design. Glass options control the degree of light transmission and privacy.

ture, Gallery collection doors feature the appearance of an old-fashioned swing-out wooden doors without the problems of maintenance, rot and fadlng.

- Please contact (800) 282-2260 or visit www.clopay.com

Stop That Mold

EnviroCare Corp. has introduced a mold protection product that is applied like paint or stain.

ForSite can be applied in all wall cavities, usually during the dry-in stage before windows are installed, as well as on porous surfaces such as concrete. It can also be used in conjuction with mold remediation, as a final step in restoring water-damaged build-

ing materials. Water-based for easy cleanup, applications usually dry in a few hours.

-Please contact (877) 463-2628 or v i s it www.e nv ir oc ar e c orp.c om

Lots of Sunshine

New polygon-shaped windows from Integrity by Marvin Windows & Doors are more than 60Vo larget, fitting rough openings ofup to 49 sq. ft.

The Brilliance series, developed with 3M, gives the look of beveled glass at a more affordable price. Accentrim technology optically enhances the window surface to create the illusion and depth ofcut glass.

Crafted of pre-painted steel embossed with natural woodgrain tex-

They are available in a variety of shapes for sidelites, transoms or to flank large picture windows. All exceed the Energy Star rating.

- Please contact (800) 328-0268 or v is it www.inte grityw indow s.c om

Flexible Order Picker

A ner'v Kombi lifi truck has been developed by Junghcinrich Lift Truck Coru.

Cooler Heads

Workwear that helps ventilate the wearer has been introduced by Gorgonz.

fhe Performance Work Hat is made of DuPont CoolMax fabric to pull srveat ar.vay from the head and keep the wearer cool and dry. It is available in navy or khaki, rvith or r'vithout the Gorgonz logo.

The Pcrformance Work Shirt features a lightrveight fabric that dries faster, breathes better, and lasts longer than a standard cotton t-shirt.

EKX 410 can stack and retrieve full pallets or individual iterns from both sides of the zrisle. Its patented 180' swing reach mast and AC drive control are suited to narow aisles and confined spaces.

- Please conlact (888) 3-13-2641 or v is i I www..j ung lte inrich.cotrt

It also comes with multiple, secured pockets for holding smaller items that cannnot be easily stored in a tool belt or pants' pocket.

- Please contact (877) 725-1386

o r v s it fi'lr'v'. gor go n :,.(' ot17

Guides can also be customized to fit specific workplace environments.

- PLease contact (512) 560-6385 or go online at www. thecommunicard.com

Smooth & Glossy Surfaces

Pour-N-Walk from Garon Products is a self-leveling epoxy-strength floor resurfacer. The IOO%o solids formula provides a smoooth, glossy, uniform surface for damaged concrete floors.

Virtually impervious to dirt and bacteria, the thick resurfacer withstands heavy traffic and needs no topcoat.

- Please contact (800) 631-5380 or go online at www. garonproducts.com

Keeping Dry Outdoors

Easy to install, the RainEscape Deck Drainage System uses downspouts and troughs to drain water away from covered outdoor living areas.

The entire system can be concealed with a soffit. Lighting fixtures, ceiling fans, and entertainment systems can also be installed.

- Please contact (877) 348-1385 or go online at www.rainescape.com

Pocket Translators

Communicard language aids help employees and employers who don't speak both English and Spanish communicate on the job.

The laminated, passport-sized guides fold out to show illustrations of tasks and tools specific to different workplace environments. Topics such as painting, drywall, cleanup and demolition are addressed.

Warm

Heavy Lifting

A full line of lift trucks from Toyota Material Handling U.S.A. can be ordered with CNG fuel systems that carry the UL listing and meet new EPA regulations.

Dependable Pertormance

RMT ceftified glued lumber is superior to solid sawn timber for a number of reasons.

Kiln dried to a moisture content below 15%

Twisting, splifting, cupping and warp in g virtual ly elim inated Waste due to fall down is viftually eliminated

Code Becognind

The CNG tank has a one-touch latch design for access to the engine. An anolog CNG tank pressure is standard; an optional digital gauge for the dash is available.

- Please contact (800) 226-0009 o r v i s it www.t ott ot afor k I ift. c om

Tape Standing Up

A new tool from Firestone enables roofers to install seam tape from a standing position, reducing fatique.

Manufactured to meet or exceed the published design values of solid sawn tinber of the same size and grade

The WWPA certification complies with American Lumber Standards

Oidributed By P.O. Box 1802, Medford, (541) 535-3465

QuickTaper is adjustable for precise application of 3", 6", or 7" Firestone QuickSeam tape.

- Please contact (800) 428-4442 or v i s it www.fire stonebpco.com

Low VOC Sealant

Formulated to meet new low VOC regulations, OSI's Pro-Series Quad Advanced Formula Sealant has a large color palette to match new siding.

Its multi-polymer formula orovides all-weather adhesion and easy extrusion, resists mildew. and won't crack or yellow once cured. For ease of use, it features a break-a-way seal th.at makes high-height JOOS easler.

- Contacr (888) 445-

Custom Millwork - Patterns in Softwoods & Hardwoods - Custom Runs of Paint Grade

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douelas Fir - Pine - Hardwoods - Westem Red Cedar

.''."""

CPR For Composite Decks

Gemini Coatings offers CPR, Composite Products Repair, a complete solution for composite decks and accessories. The line includes touch-up pens, epoxy repair sticks, and custom aerosol paints and stains to repair screwholds, sawcuts, gouges, scratches, and other general touch-ups and repairs.

- Please contact (800) 742-8516 or go online at www. c ompo siteproduct s r epair.com

Trimboard For A Lifetime

Expanded, rigid PVC trimboard from Kleer Lumber looks, feels, and works like wood, but has weather-resistant features and a lifetime warranty.

It doesn't need to be painted, but it can be. With standard construction adhesives, it can be glued to wood, masonry, and a variety of substrates.

It is also engineered to be fire-resistant and self-extinquishing.

- Please contact (866) 553-3770 or go online at www. kleerlumber.com

Sidinq lmprovements

Truedomfo'rt Insulated Sidins from CertainTeed now includes a Dorible 6" Cedar Board engineered to look like wide board wood siding. Its polystyrene insulation backing adds strength, rigidity and increases R-value. The rigid foam backing is treated with insect repellant and fire retardant, to meet a Class I (A) fire rating, and helps block exterior noise.

Its Studfinder installation system allows fast, accurate and secure installation.

Also available are Double 4" Clapboard and Double 4-ll2 Dutchlap, in 12 colors with coordinating trims.

- Please contact (800) 233-8990 or visit www.certainteed.com

New Tile Gizmo

Multi-purpose and reusuable, the Space-It-Right tile-gauging tool eliminates the need for conventional molded spacers that are usually discarded after use.

grooves on both sides, which is prefinished with a five-coat rust protection process.

An exclusive process applies a woodgrain look before a final finish of white, almond or sandstone is added.

Doors can be ordered up to 14' high by 16'2" or as narrow as 8'2" wide. Standard panel heights are 18", 21" , and 24"

- Please contact (800) 248-3600

o r v i s it www.tay lordoor.c om

Block Windows That Open

Operable acrylic block windows from Hy-Lite Products offer privacy, sunlight and airflow.

Custom-made with white. tan or driftwood vinyl frames, they are offered in casement. awning and base-

Attached to the index finger, it can set the grid for ajob, space tiles evenly and quickly, and removes excess adhesive in joint lines.

It is available in sizes from l/16" to 3/8".

- Please contact (847) 370-4647

Toilets in Tight Spaces

A macerating toilet from Saniflo looks like a conventional toilet and takes up the same floor space. But instead of routing the flush water through a floor drain, it is routed to a macerator that liquefies the waste and discharges it under pressure through a discharge line as small as3l4".

Properly sized, the macerating system can handle waste water from all the fixtures in a bathroom, even on a septic system.

A smaller Sanipo as well as a larger Saniplus are available.

- Please contact (800) 363-5874 o r v i s it www.s aniflo.c om

Doors With Texture

Taylor Door has expanded its selection of textured woodsrain steel garage doors.

CommCore Series doors come in a nominal 2" insulated panel with V-

ment hopper styles.

Custom features are also available.

- Please contact (877) 712-4013 or visit www.hy-lite.com

Quolity Weslern Cedor Products

lx4 B0ARDS in 4, 5 ond 6'lengths

;.'ii ,Ji\ ffii TI

DO lT BEST staged its winler conference & expo Jan. 26-28 in San Diego, Ca.:(1)Chris Swanson, Bob Maurer. {Q Jerry Becker,Anark Stobps. (3) Darcy Ashby, Steve Foth. (4) Eric Johnson, Terry Hathaway. (5) Rick & Marlene Enos. (6) Scott McAdory, Ken Meyer, Lany Fitzgerald, David Woody. (7) Ron Gardner, Shawn O'Conner, Jarnbs Minton. (8) Bruce Shade, Scott Enrighl,Kyle Vieina. {9) Steve Hardin, Mike Jones, Jell Locke. (10) Mike Wu, Jeff Dietrich, Eric

THr: Mr:nculrr MacnzINn Apntl 2005

Krauter. (11) Dan Hagedorn, Brent Kreutzer, (12) Nancy & Jefllan Well. (13) Rob Williams, Tom Molloy. (14) Sharon Schiffbauer, Tom Bartell. (15) Debra Federspiel, Rosie Wibon. (16) Jefl Frazier, Michael McCoy, Dave Heine. (17)PhilKoenig, Dennis Smith. (18) Rene & Roqei borqman. (19)'St'eve Shirey,iammy Zacharias. (20) Bob Scuieman,'Sally &'Ed'Sanders, Pat & George-Miller. (21)John & Lisa Holmes, Melinda & Darryl Linder. (22) Richard Riley.

Women Take To Tools

Three-quarters of American women ages 25 to 49 say they are tackling more home-improvement projects than five years ago, and 80Vo plan to start at least one homerelated project in the next year.

"Women are very influential and powerful consumers when it comes to home improvement projects around the house," said Rob Cappiello, industry v.p. of the National Hardware Show.

One reason is the increasing number of homes purchased by single women, up from 606,000 in 1989 to 903,000 in 2003-a jump of 497o. Within the first year of ownership, single-women homeowners spend almost $9,000 on home improvement projects.

Planned projects range from simple paint touch-ups to replacing a door or installing a light fixture. The number one reason for doing it themselves, versus hiring a contractor, is saving money. Before they start a project, nearly half of these women seek assistance at a local home center or hardware store, or watch a home-improvement program on televison.

Retailers are paying attention to this trend. At Home Depot, both store displays and lighting have been improved. More than 200,000 women nationwide have attended the chain's free "Do It Herself' workshops.

"Our female participants are very interested in purchasing the products and services they saw demonstrated," said John Costello, executive. v.p. of merchandising and marketing at Home Depot.

Lowe's has made similar changes and also offers monthly how-to clinics that appeal mostly to women.

"Women like to feel they're given the same attention as a male customer," said Lowe's spokeperson Julie ValeantYenichek. Lowe's also has introduced "recipe cards" that explain projects that take just one weekend.

One word of caution for retailers: Don't overdo the gender angle. A quarter of sales at home-improvement retailers come from contractors, who are mostly male. The trick, experts note, is to strike a balance between men's and women's interests.

2004 Vendqr of the Year

WESTEEN distributor BMD, Galt, Ca., recently honored Johns Manville as its 2004 Vendor of the Year. On hand at the presentation (l-r): JM senior sales rep Sandi Black, JM western regional sales mgr. Robert Haupert, BMD president Steve Ellinwood, JM mgr.-retail national sales Lynn Barstad, BMD executive v.p. Garry Tabor, BMD purchasing Ben Campos, and JM director of marketing Baz Malik.

Itn coastal construction or when using pressureI treated wood, you need connectors, anchors and I fasteners with oreater resistance to corrosion.

For extra protection, Z-MAXrrv (G1 85) connectors have a zinc coating two times thicker than standard products. 0r, in severe exposure, choose Strong-Tie stainless stee (SST300) connectors for even longer life.

Helping to build better buildings.

tt's what y^u'd expect lrcn the leadet in connecto0 lot wood construction.

www.stlongtie.com

# Tn, Wortd'r "ttlo-Equal" Structural Connector Company

Take responsibility for salessuccess

By Dave Kahle

rI-tHAT we live in a time of relentI- less and pervasive change is no longer news to anyone. But there is one important implication of this situation that continues to be a challenge: that our employees need to continually change their behavior to adapt to the world around them.

My work of helping companies develop more effective sales organizations always involves making changes in the company. And sooner or later, that means that some employees must significantly change the ways that they think about, and do, theirjobs.

This is particularly true of the salespeople, who must decide to change their behavior and to implement the best practices that I teach. Beyond that, ultimately, helping people change is the work ofevery executive, manager, consultant and trainer.

What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? What is the fundamental building block for individuals that, more than anything else, equips them to implement change?

It is something that is becoming increasingly rare-a motivating sense of personal responsibility. That is, a deep and imbiding belief that one is responsible for one's own behavior as well as the consequences of that behavior. Over and over in my work in developing salespeople and their managers, I'm struck by how many people fail to accept responsibility for their own success or lack of it.

It's far more popular to be a victim. Yet as long as we view ourselves as victims, we're unable to change ourselves or our circumstances and achieve better results. It is not our fault that we're not doing better, we tell ourselves. Someone else caused it. And because it's someone else's doing, the power to fix it and make it better is with someone else. We're powerless to fix it.

This "victim attitude" is especially true of salespeople, who could always do better if only something were different-something that someone else controls. If only... we had lower prices... our quality was better... the boss was more understanding... customer service was more responsive...

you know the litany.

My wife is a crisis counselor. The biggest eye-openers for her occurred when she realized she was counseling the same people over and over again. You'd think, as she did, that a crisis would be an isolated event. Not so. Many of her clients find themselves lurching from one crisis to another. Why? Because they don't make the changes in their behavior and character that got them into the crises in the first place-because they have no sense of personal responsibility.

I had a personal experience that brought this lesson home to me in a way that I will never forget. I had been the number one salesperson in the nation for a company-my first full time professional sales job. I had it made: adequate salary, good benefits, company car, bonus potential, and the respect of my employer and colleagues. But the long-term opporlunities were limited, and I decided to move on to a job that was 180' different. I took a position selling surgical staplers to hospitals. It was a leap from the secure job I had to one that paid straight commission, required you to buy your own samples and literature from the company, and provided only six months of a draw to begin.

But I was cocky, filled with the success of my previous job, and sure that I could make this work also. It wasn't hasty. I looked at the amount of existing business in the territory I was slated to get, and determined that if I could double the business within six months -a doable task, I was assured-I'd be back making about what I was used to. Then, as I increased the business, my income and lifestyle would show the difference.

It all sounded good, so I left my old job and arrived in New York City for six weeks of intensive training on the new one. During the time that I was there, my district manager moved on and was replaced. When I arrived home after the training, he was anxious to meet with me. In our first meeting, before I had a chance to begin working, he informed me that he had revised the sales territories. The territory that I thought I had-the one I was hired for-was not the one I was going to get. Instead, I was going to receive just a fraction of that.

The new territory only contained about a third of the existing business of the previous one. This change meant my plans for making a living were shot. It now became an impossible task. I was upset and angry. How

could they do that to me? I immediately began to look for another job, determined to quickly leave this unethical, uncaring company.

Things got worse. As I interviewed several companies, I discovered that they saw me as the problem. Instead of understanding what the company had done to me, they thought I was an opportunist who was looking for an easy way out. It became clear that no one else was going to hire me!

I grew angrier and more bitter. In addition, I had little success selling the staplers. After six months, my temporary draw came to an end. I owed the company $10,000, was making almost nothing, and had no prospects for another job. I felt squeezed between the proverbial rock and hard place. I was a victim of a dirty deal.

Then, out of the blue one day, I had an inspiration. It was me! The problem was me! Yes, the company had treated me poorly. Yes, they had been unethical and uncaring. But, the product was still exciting, and the opportunity still great. The real problem was my attitude-my bitterness and anger were getting in the way of everything.

I was responsible for my own behavior, thoughts and attitude. When I had the realization that it was me, I felt like a thousand pounds had been lifted from my shoulders. If the problem was me, then I could change! If the problem was somebody else, then I was a victim and powerless to do anything about it.

I began to work on my attitude. I began to take control of my thoughts. I looked up Bible verses that were very inspiring. Verses like, "If God is for you, who can be against you?" "If you have faith like a mustard seed..." I wrote them down on 3x5 cards. Then, as I drove into my territory every day along I-96 in Detroit, I held them in my hand on the steering wheel and

read them over and over to myself. Slowly I began to do away with my bitter attitude and replace it with hope and expectation.

My results began to change also. Things began to go better. Six months later, I had paid off the debt to the company and was making more money then I thought possible. The job became more fun, more financially rewarding and more fulfilling then anything I ever expected.

Your struggle to bring about significant change in your organization will depend on the depth to which your employees embrace their responsibility to make personal changes. Your efforts to improve the productivity of your sales force will ultimately depend on the degree to which your sales force accepts personal responsibility to make the changes in behavior that will improve their results.

Can you instill a sense of personal

responsibility if it is lacking? This is one aspect of character that is always easier to hire then to instill. In other words, if you hire people who already have a sense of personal responsibility, your job will be much easier.

However, if some of your current employees lack this characteristic in sufficient quantity, it is not hopeless. By understanding the importance of this quality of character, and regularly making it a part of your conversations, you can raise the awareness of this fundamental building block for implementing change. Talk about it, write about it, and preach it in company meetings in the hope that many of your employees will see the light, in the same way that I did.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books, including Ten Secrets of Time Management for Salespeople. Reach him at ( 800) 3 3 1 - I 287 ; www.davekahle.com.

OPEN HOUSE at Capital Lumber, Healsburg, Ca. (continued from previous page), was followed by dinner and a show, and the next day attending the annual Barrel Tasting event in Sonoma, Ca. (1) Millard & Sue Meeks. (2) Tracey Yates, Sam Sanregret. (3) Shiela Johnson, Meeks Yreka. (4) Kristie Elsmore, Ron Haskett. (5) Brian Zambor, Sandra Queen. (6) Dan & Dixie Hopple. (7) Jerry & Linda Hurst. (8) Amandine & John Dearcos. Bob Brown, Christie Fain. (9) Scott & Melissa Kassahn. (10) Theresa & Ron Horton. (11) Rob & Tracy Roberts. (12) Leanne & Anthony Sparvel. (13) PhiiBianco, Christinl Hartley. (14) Todd Petersen, Lindsey Brant. (15) Bruce Meinberger, Mike Rivara, Carl Widder.

Susan Mosby, Dann6 & Jack Greene. (2) Jon Howard, Jim Enright. (3) Mickee & James Rarick. (4) Mike Phillips, Butch Sager, Wayne Miller. (5) Mona & Jerry Johnson. (6) Russ Tuvey, John Malloy. (7) Ava Chapman, Janet Corbetl. (8) Chris Ketcham, Larana Stevens, Sheldon Howell. (9) Barbara & John Ferguson. (10) Kim Trenter, Cindy North, Lilian Mosher. (1'l) Dee Shaffer, Renee Wilson, Rick Palmiler, Russ & Cristi Vaagen. (12)Cherie & Doug Hanson. {13) Julie Longanecker, Greg & Judy Ryback.

(More photos on nextpage)

t${PA in San Diego (continued from previous page)'. (1) Denny & Linda McEntire. (2)Jill&Jerry Davis. (3) Kip Bums, Sco-n fttis. (4) Rcib Brown, Allan Hurd. (5) Joshua Tyler, Terry Kuehl. (6) Fernanda Vale, Karen & Lionel Landry. fi) Laurie Creech, Jim & Linda Scharnhorst. (8) Joanna Ward, Rich Geary. (9) Robert West, Kent Duysen, Gayia& Rock Belden. (10) Sally & Loren lrving. (11) PaulJorgirnsen, Cal Camarda.

(12) Casey Dean, Janet & lke Anttila. (13) Craig & Janice Larsen, Kevin Cheung. (14) Wes Bush, Tom Love, Tom Shatfer. (15) Jim Pepple, John Branstetter. (16)Jheri Ketcham, Judy Lockey. (17) Kevin Binam, Steve Cole, Bob Shepherd, Tim Cornwell. (18) Bob & Margaret Bretz. (19) Mike & Gretchen O'Halloran.

ilOUNTAIi{ STATES dealer associalion held its annual buying show recently in Denver, (1) Jason Duffy, Geri Adams, Jessica Duffy, Kimberly & Jacob Kent. (2) Kevin Daugherty, Mike Young, Bob Mauer. (3) Troy Mason, Dan Sleiner. (4) Bob East, Phil Schumock, Roy Zimmerman. (5) Curt Piper. Brent Gwatney, Gary Roth- {6) Shirmin Evans, Mark Conklin, Allison Swope. (7) Larry Slonum, Steve Page. (8) Rick Hogue, Jetf Scherr. (9) Robert Hulson, John Powell. (10) Dave Bueche, Chris Jennings. ('11) Keih Simpson, Stacy Baldzicki, Tim Gleason. (12) Pete & Whilney Hawkins. {13) Jared Melocco, Jon Murphy, Bryan Peterson. (14) Charlie Schadewald, Debbje Gamer. {15) Kent Bond, Chad Fowler, Jeff Mclaughlin. (16) ScottBecker,SharonJensen. (Morephotosonnertpage)

Mike Bland, Lance Devol, Terry Ganett. (6) Hugo DelCid, Jean Brunton. (7)Chris Freeman, Rex Klopfer, Jim Burns, Mark Kleps. (8) Mark Ganahl, Scott Whitman. (9) Nick Lan, Jacquie Castrorao, Joe Allotta. (10)Banett Burt, John Neel. (11) Johnny Pringle, Chris Huntington. (12) Chad Barclay, Pete Ganahl, Tom Barclay, Dave Temple. (13) Scott Durham, Manuel Alvarado. (14) Chris McDonough, Steve

Zanco. (15) Mike Born, Gerry Perez. (16) Brandon Bonzoumet, Hines. (17) 18) Craio Larson. Looez. {19) Mike

Brandon Bonzoumet. Daniel Hines

Greg Stout, Deonn DeFord. (18) Craig Larson, John Lopez. (19) Muzzy,

(20) Kristin Bucy, Ar

Shawn Knight, Rich Stamsek.

LUIIBER Association of Califomia & Nevada's 2nd Growth group met March 3 in Buena Park, Ca. (1) Jan Hansen, David Abbott, Bodine & Sandy Balasco. (2) Bill Humphrey, Jerry Pugmire. (3) Rodger Monis, Bev Can. (4) Marc SpiE, Ralph Garcia. (5) Michael Rawls, Sherri Kirby,

Andree

Primrose, Janeece Lowder. (21) William Wona, Mike Ganity. (22) Luis Mendez, Dominick Cosolo.

LUMBER INDUSTRY veterans hit the streets of San Francisco March 9 lor the 32nd "Good Guys" lunch at Johnny Foley's lrish House (formerly Bardelli's). (1)

Kevin Paldino, John

Helela, Dan Kepon. (2)Jim

Lewman, Rick Hogue. (3)

John Reger, Richard

Higgenbottom, John

Russell. (4) Douo Willis.

Ted Gilbert. David Cutter.

(5) Len Viale, Joe

Bowman. (6) Jim Ramsev.

Gil Sissons, Clifl Smooi.

(7) Pete Kepon, Andy

Ersek. Dennis Richardson.

Paul Ward. (8) Roqer Burch, Chris.tepsen. jg)

Will Riegel, Marty Olhiser.

(10) Bill Gittings, Keith Kersell. (11) Sean Burch, John Loftus.

Rates: 25 words for $25, additional words 700 each. Phone number counts as one word, address as six. Headline or centered copy, $6 per line. Private box or special border, $6 each. Column inch rate: $45 camera-ready, $55 if we set the type. Send ad copy to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660,Fax949-852-0231, or call (949) 852-

ENGINEERED WOOD SALES REP

Northern California Wholesale Distributor is seeking an experienced salespenon in EWP. Must be strong technically, self-motivated and have a strong belief in customer service. This is an outside sales position working with retail lumberyards, architects, engineers and framers in the North Bay and South Bay area territories. We offer an excellent compensation and benefits package. Salary + commission. Please send your resume to All-Coast Forest Products, P.O. Box 9. Cfoverdale. Ca. 95425.

Ju$ 515 for l2 monthly issues

Coll pf9) t5t-ltt0 . tfl( 949-852-0231

1990. Make checks payable to Cutler Publishing. Deadline for copy: l8th ofthe previous month.

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

INDUSTRIAL WOOD PRODUCTS SALES

Universal Forest Products is seeking an experienced industrial salesperson for the company's Riverside, Ca., facility. Candidates must have comprehensive knowledge of industrial sales processes. We need a highly motivated, selfstarter, willing to do what it takes to land new business in a fast-paced competitive environment. Generous salary and benefit package commensurate with knowledge, experience and ability. If you are interested in joining what Forbes magazine calls "One of America's best managed companies," please e-mail your resume to Tim Gaffney at tgaffney@ufpi.com or Fax to 951-826-3013. All replies will be kept strictly confidential. Universal is an equal opportunity employer.

Northern California, 5 acres or more, plus rail. Long-term business, established customer base. Great opportunity to expand and/or diversify. Owner retiring. Reolies held confidential. Email fellowlumbermen @ aol.com.

uqlres

Piatt "Pi" Bliss, 81, former manager of Neiman Reed Lumber Co., Van Nuys, Ca., died March I in Anacortes, Wa.

Mr. Bliss won a Bronze Star for valor in battle during WW II. From 1947 to to 1957, he worked in lumber sales at Anderson-Hanson, Studio City, Ca. He joined Neiman Reed in 1957, retiring in 1983.

John Borgenr 52, sales manager since 1998 at Olympic Wholesale Building Materials, Olympia, Wa., died March 3.

Prior to Olympic Wholesale, Mr. Borgen worked as operations manager at Borgen Building Supply, Olympia, and as a building contractor and remodeler. He served in the U.S. Army in Korea.

Theodore ttTedtt Ben Basaraba, 48, an information specialist for Home Depot, died of a brain hemorrhage February 7 in Wilsonville, Or.

News Briefs

(Continued from page 22 ) building permits slipped 2.7Vo to 2.07 million yearly pace

Royal Pacific Industries, McMinnville, Or.; United Pacffic Forest Products, St. Helens, Or.; Pony Lumber Co., Tacoma, Wa., and Timberlake Forest Products, Spokane, Wa., recently acquired grade printing systems from Northwest Machinery Supply Co. LLC, Newberg, Or.

Dow Chemical Co. had several of its Sytrofoam insulated sheathing products third-party certified as "weather-resistant barriers" for residential construction .,,

Trex Co. has changed the name of its new tropical hardwood composite decking from Trex Exotics to Trex Brasilia ...

Exterior Wood, Inc., Washougal, Wa., was named 2004 Vendor of the Year by Hadlock Building Supply, Port Hadlock, Wa.

Hayward Lumber, Monterey, Ca., is now the exclusive central California distributor of Crestline and Vetter windows and patio doors...

Canyon Creek Cabinet Co., Monroe, Wa., honored Cabinet Connection, Monroe, Wa., as 2004 Dealer of the Year and Rancho Kitchens & Bath, San Diego, Ca., as 2004 Rookie of the Year ...

CertainTeed, with a siding plant in White City, Or., and a roof shingle facility in Portland, Or., has been honoredby Oregon Business magazine as one of Oregon's top 100 companies to work for

Deceuninck Nv, Belgium, formed Deceuninck North America by integrating the businesses of Dayton Technologies LLC and Vinyl Building Products LLC

Anniversaries: Asphalt Roofing Manufacturers, 90th ... Hitchings Lumber Co., Santa Rosa, Ca., 50th ... Universal Forest Products, Grand Rapids, Mi., 50th.

Purchasing: We provide a listing of more competitive and reliable vendors.

Credit: We empower you with tools that help you make good credit decisions.

Marketing: We supply the requisite information for effective marketing and sales initiatives.

BMD

Sournrnr Cmronrn

Producl Sales C0.................(800) 660-8680 (714) 998-8680

Hedwood Empire..... ......(909) 296-961 1

Reel Lumber Service (Anaheim).......,....,......,(800) 675-7335 (714) 632-1988

Heel Lumber Service (Riverside) ...................(909) 781 -0564

Regal Custom Millwo(k........\7 1 41 776-1673 (7 1 41 632-2488

Reliable Wholesale Lumber, Inc.....................(800) 649-8859

Simpson Strong-Tie Co. ......(800) 999-5099 (714) 871-8373

Taiga Forest Pr0ducts....................................(800) 348-1400

universal Forest Products,.,...........................(909) 826-3000

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

SAN DIEGO AREA

Anfinson Lumber Sa|es...........................,..,...(619) 460-501 7

Austin Hardwoods & Hardware......................(858) 536-1800

Burns Lumber Co.... ......(619) 424-4185

Dixieline Lumber Co ......(800) 823-2533

1aneStantonVance......,.,.,............................{619)442-0821

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

llonrn & Crrrnn Cnrrontn

ARCATA / EUREKA / FORTUNA

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

Britt Lumber Co. ....,. ......(707) 822i779

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

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

CLOVERDALE

All-Coast Forest Pr0ducts ..............................007\ 894-4281

Redwood Empire.,... ......(707]|894-4241

Fontana

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

FRESNO

DMK-Pacific............. ......1559il 225-4727 0rePac Building Products............................(559) 291 -9075

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

Forest Pr0ducts..................................630\ 223-7 M0

Wood Preserving,.,.,.,.........................(530) 824-9400 Shasta Cascade Forest lndustries,

sgu$v!$

tro'est prodJcts.

Waldron Foresr ProdLcrs... .

McMINNVILLE / CORVALLIS / SALEM

Forest Grove Lunber Co.

l\.4ary's R ver Lunber....

Royai Pacific IndJst'es

Weyerhaeuser Co. lAlbary)..

GREATER PORTLANO AREA

Adams Lumber, hc .$A0)298-4222

Coll ns P ne Co. ... .... .....(800) 758-4566

Hampton Luroe' Sa es Co.....

LJB Lumber Sa es.. ....(800) 552-5627

Lewrs County Foresr o'odJcrs..

I ouisiana-Pacrlic Corp

I umber Producls..

OrePac Bur d ng ProdLcrs.........

Paci{ic Wood Preseryirg

Vanpol G'oup.

West'dge Foresl P'0ducts........

Pncrnc llonrnwrsr

Weyerhaeuser Buildrng lVlatenals

ROSEBURG

C&D Lumber Co. (Rrddle) .

Herbert Lumber Co. (R'ddte)

Hoover Trealed Wood ProdLcls.....

Jol'lsor l umber Co., D.R...........

Kel.er I umber Co.....................

Flncohr rrn trnroct Prnrlr rnic

WASHINGTON

Rocxv MouHrnrns

Weye'hde->e' B- ldrng l\,4aterra1s

GRAND JUNCTION

Bo'se D st'brl or....

lvlonl'ose Reload Inc. (\,40'rl ose)...........

MONTANA

FERNOALE

A'lweatr'rer Wood Treaters..

SEATTLE / TACOMA AREA

APA-Engineered Wood Associario1 ........

Borse Distribution (Woodinville)

Buse Timber & Sales....

Caprtal Lumber Co..

Eco Chemical Inc. ...............

Godirq Sullivan Lumber Saes..

Kelleher C0rp.

Lumber Products....

[,4cFanand Casca0e.................

o'ePac Buildinq Products. ........

Screw Products- lnc.

Sin pson Timber Co

Western Wood Preserv ng C0....

Weverhaeuser Buildinq l,4ate'ials

Weyerhaerser Structuiwood

SPOKANE

Boise Distnbutron (Spokane)...

Boise Distnbutron (Yakina)..

Capital Lumber Co..

Colville Indian Precision Pine Co. (Omak)

Coos Head Forest Products.....

LJmber Products.....

OrePac Building Products

Weye'haeuser Co.

Yakama Forest Products...(509) 874-1 1 63

VANCOUVER

Allweather Wood Treaters (Washougal)

Borse Dislribulion

K Ply. Inc................

BILLINGS

Boise Drstrrb-tron

Weyerl^ae.lse' Bui drrg Materia s

UTAH

OGDEN

O'ePac Bu ld rg o'oducls..

Tuoras Fo'esr Products, J.l\1.

SALT LAKE CITY

Al -Coast Forest Products..(877) 263-7848

Bo se D st'butior....

BMD...

Cao ta Lumber Co

Foiest Products Sales.......(800) 666-2467

L"nber P'od,cts

N.4essre's.

Thomas Forest P'odrcts. J.[/.

Utah Wood Preserving......(800)

Weye.haeuser Bu ld rg l\.4are' als

IDAHO

666-2467

OUI)E Boise

Borse D,:1r.b-t,on (Botse)

Bo.e Drstrroutror (ldal.o Falls)...

Cap ta I -nbe Co.

ldaho Wood P eservi't9......

O ePac B.l ldrrg o'od.cls...

Pa'ra Po>t I Pole, lrc.......

F ey C'eet

Thona> troresl o odLcls. J.l\il.

Weye'hde,ser Bd ld rg lvlale|als

For more inforrution from advertisers, use FAX Response numbers in brackels. Ainsworth [www.ainsworth.ca] ..........,...... ................,..,f4

Allweather Wood [www.allweatherwood.com]...............................28, 7 2

Anfinson Lumber Sales Iwww,anfinson.com] .....................................,.48

Anthony Forest Products Iwww.anthonyforest.com] ..,..,.,...................30

Arauco Wood Products Iwww.arauco.cl.corn] ..,..............,....................55

Arch l{ood Protection [www.naturalselect.com]........................Cover I Auto-Stak Systems [www.autostak.com]

READER SERV'GE

FAX to 949-852-0231

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

Name (P/ease print)

Want

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

Nu Forest Products Iwww.nuforestproducts.com] ...............................10

Osmose [www.osmose.com]...---.--,-,- .-,.---.--,..,...39

Pacific Wood Laminates Iwww.pwlonline.com]........................Cover III

Pacific Wood Preserving Cos. [www.pacificwood.com].......... .............24

Ply-Trim, Inc..........

PostSaver USA [www.postsaverusa.com]

Product Sales Co........... .........................6

Progressive Solutions Iwww.progressivesolutions.com].......................59

QB Corp. [www.qbcorp.com]................... .........,.......,..19

Redwood Empire [www.redwoodemp.com] ..................5

Reel Lumber Service [www.reellumber.com]. ............58

Regal Custom Millwork [www.reellumber.com].,......,,........................58

Reliable Wholesale Lumber [www.rwli.net] ...............54

Riley Creek Lumber [www.rileycreek.com]..... ..........,43

Rosboro [www.rosboro.com]................... .......................7

Roseburg Forest Products [www.rfpco.com] .37

Sunbelt Iwww.sunbeltracks.corn]

Superior Wood Treating [www.superiorwoodtreating.com]...............87

Swan Secure Products [www.swansecure.com] ....76,83

Swanson Group Iwww.swansongroupinc.com],,...,.....,,......................,.31

Thunderbolt Wood Treating Iwww.thunderized.com]....................,....77

Truwood Collins Iwww.truwoodsiding.com]...,..........,..........................61

Universal Fasteners [www.9l l-nails,com] t)

Utah Wood Preserving................ ..................81

Van Arsdale-Harris Lumber

Warm Springs Forest Products Iwww.wsfpi.com].,,,....,,......................74

Western Wood Preserving [urvw.westernwoodpreserving.com],..,...,56

Western Woods, Inc. [www.westernwoodsinc.com] .............................21

Westridge Forest Products [www.westridgefp.com] ............................52

Weyerhaeuser Co. [www.structurwood.com].........,..................Cover IV

Weyerhaeuser Co. [www.weyerhaeuser.com],....,...,,..............................3

Woodguard [www.wood-guard.com]........,. .................52

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