Merchant Magazine - April 2008

Itf,idt Bragging If lt'sTrue

Brands in the family ofWolmanized@ wood products have been recognized with:

Three GreenSpec@ listings for environmentally preferable products

Ijl/DI\{4 acceptance for Hallmarkcertified windows & doors

GREENGUARD indoor air quality certification

)4 NAHB Green IDJffi* l;:,Tgoo?

.Z5@. T\ro Good ({offi* Housekeeping

Okay, it's braggingr, but we offer you products with unmatched environmental credentials. Shouldn't you offer them to your customers?

wood Treated Right*

www. wolmanize dwoo d. com

Ecolife' stabilized wood looks bette[ lasts longer

Whether it's in the back yard, or the lumberyard.

0ver 12 years of severe weather testing have proven that the non-metallic preservative plus wood stabilizer in EcolifeTM wood dramatically reduces cracking, warping and splitting compared to ordinary treated wood.

For contractors it means fewer callbacks - plus improved fastener performance and easier staining or painting thanks to its light color.

For retailers it means fewer culls - and a long-lasting, affordable alternative to composites.

For consumers it means the natural beauty of real wood with less maintenance than ordinarv treated wood. Plus a lifetime limited warranty against decay, termites and the effects of weatherinq. For more information or to locate a suppliel visit treatedwood.com

Stabi I ized Weather-Resistant Wood

STRIIN G ER I

BOI$E

Building Materials Distribution

Albuquerque, NM

505/877-81 50

Fax 5051871-1916

Billings, MT

406t652-3250

Fax 406/656-9969

Boise, lD

208/384-7700

Fax 2Q81345-1517

Denver, CO

303/289-3271

Fax 303/288-0476

Boise Distribution

Grand Junction, CO

970t244-8301

Fax 9101244-8316

ldaho Falls, lD

208/522-6564

Fax 208/524-0308

Latrhop, CA

209t983-4114

Fax 2091983-4119

The Boise logo is your sign that a home has been built with Boise engineered wood products. Products that are backed by a lifetime guarantee of quality and performance.

Locations

Phoenix, AZ

602t269-6145

Fax 6021272-6484

Riverside, CA 95 1/343-3000

Fax 951/352-0652

Salt Lake City, UT 801t973-3943

Fax 8Q1l9l2-1937

Spokane, WA

5091928-7650

Fax 509/922-0599

Vancouver, WA

360/693-0057

Fax 360/693-1049

Woodinville, WA

4251486-7477

Fax 4251402-1291

Yakima, WA

509i453-0305

Fax 5091453-5629

SeBing 13 Western Statos, Including Ala3ka and llawaii

(Sistet publicati1n Building Products jigest serves the East)

PUBIISHER Alan 0akes (ajoakes@aol.com)

PUBLISHER EMERITUS David Cutler

EDIT0R David Koenig (dkoenig@building-products.c0m)

ASS0CIATE EDIT0R Karen Debats (kdebats@building-pr0ducts.com)

C()I{TRIBUTING EDII()RS

Dwight Curran, Carla Waldemar, Roy Burleson

AD SALES MAI'IAGER Chuck Casev (ccasey@building-prodLicts.com)

ClRCUtATl0ll Heaiher Kelly (hkelly@building-pr0ducts.c0m)

AllMINISTRATIOI{ OIRECT()RAECRETARY Marie Oakes (mfpoakes@aol.com)

How to Advertise

C0nlacl 0u advertising olficos f0r rales:

WEST, MIDWEST, $0UTHEAST: Chuck Casey, Newport Beach, Ca.; (9491 852-1990; Fax 949-8520231 ; Email ccasey@building-producls.com

l{0RTHEA$T: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ c0mcasl.net

How to Subscribe

Conlacl Heather at (949) 852-1990

U.S.: 1 year (1 2 issues), $22; 2 years, $36; 3 years, $50

F0RElGll (Per year paid in advance in US funds): $48 for Canada and Mexico, $60 for all other countries; Air rates also available.

Slt{GLE C0PIES: $4 + shipping; Back issues (when available), $5 + shipping www. building-ploducts. com

The front cover is a paid advertisement, this month sponsored by Arch Wood Protection's Wolmanized Wood.

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Rosboro BigBeome'

'this higli slrcrrgth .l(X)lili. l.ll: hclirr i\ rrilnullrcluretl lrl rnatch s(irrtdlrril l-joist depths lrrrci iilrll ll'irnrinr * jJtlrs.'l'ltis shitultl bt vottl Iir'\l ehoiec li,r erttineercrl lli)of s\'5tcnls.

Rosboro Stock Glulonr

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Rosboro Treoted Glulom

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(onrnritted to Product Technkol Supprt

Orir ll'cc lllshoro Kcr'lJclunr sof lwilfc trtkcs irll o1'L1ie guessr,vot'k inri ll' speeilr un lrrrd sclcetilrg rlLrllLnr. 11 ,rllorvs useLs to cltsily' crtlel tltc spiut Iuril lrrltil e(nlriili()ns llirtl lurlonlrlicrllv dctcnline lhc bcst 1'llixltrr:t lirr ltrt Irltplie lu ron.

( )rrr leelrrrrelrl suIporl leinr is lrls(r hcrc l{r hclll irfcllilc(:ls. rlislt ilrtrliit's iutrl ltttiilets.We uill qitiiklr luttl il!curirlelvllltsuctrltteslir'tl\()t ll(rtl blcslrtiot piohlcrrrs liorrr llre jirhsrtc. ('lrll irrrr'leclrnicltl Srrpltot't l-lrllrne I -t77--157 1l r,.)

Iirr(ilullnr Sales: /)rrll1 \'rurli I-51 I-716 II5fi. (-irrrli lLur.4;tlt'r l-5.+ I 7.r(, I I l-1. 'loll-Free' ,-r35- iLr.i-l ji)-l

What a day for a daydream

What a day for a day dream, what a day for a daydreaming boy.

I love that song. So I woke up early Saturday morning, completely exhausted after arriving back late Friday from a trade show. Thinking about business as usual, I opened up the newspaper and read the business columns, which really uphfted my mood. The stock market had dropped again, and retirement was looking like when I am 80.

But when I got to my astrological forecast, I got really excited. Today was going to be a good day! It was the day I have been waiting for. Now, at a time when we are all looking for that je ne sais quoi as the panacea for all the industry ills at the moment, it really caught my attention.

I am on the cusp (no wisecracks, please), split between Libra and Scorpio. When I normally read my daily stars, I decide which is the better-sounding one and go with that one (well, why pick a bad one?). But these

two really intrigued me, as they were both sounding like it was going to be a truly great day.

My Libra read: "You will have at least five brilliant thoughts today."

(Only five?, I thought to myself, coclg as ever.) But even the brightest idea will never blow up bigger than the brain cell it occupied without follow through."

My Scorpio read: "Sometimes you must put out a great deal of effort to eam your way. Not now. You're better off doing less. (No problem there.) Abundance finds you when you're still and quietly optimistic." (For the time being, I'm going to lie about that one).

So now, if I understand correctly, it meant that I was going to have a lot of ideas and all I had to do was follow up, although not too much, as I wouldn't need too much effort to be successful as long as I stayed optimistic. I can do that, I thought. My ideas are going to bring me millions, no problem, easy, peasy!

So, I made my early morning tea (after all, I am a Brit by birth), sat down, and started to think. And think. And think. Nothing came. Okay, I thought, I must be doing something wrong. It had to be easier than this. Maybe I should dredge up some of my old ideas and rethink them. No, they could not have been good ideas, because I couldn't remember them.

So I sat strumming my fingers thinking that at any minute the light bulb would go off. It did not. When my wife got up and wondered what I was doing with pad and pen in hand and a furrowed brow, I asked her, in desperation, if she had any good ideas that I could run with.

"Yes," she replied, "how about going to clean out the garage like you have been promising to do for six months?" Can she never see the big picture? "No," I said. "I have to use this day profitably. Today is when our ship will come in, and I do not even have to work for it. Have faithl"

I went on the Internet, scrolled around hundreds of pages-industry sites, associations' , competitors' , manufacturers', businesses for saleand still nothing in my quest for just one good idea. Nothing! The vacation home in Tuscany was fading faster than housing starts.

So I thought to myself, you are thinking too hard. The only idea that came to me was the restaurant I wanted to eat at that evening. (As my wife would say, I am always thinking of my belly. Well, it is a big part of me and needs feeding regularly). No millions there.

And so, we went to the movies, looked in a few stores. No ideas there. Eventually the day came to an end. It came time for bed, and I was frustrated. No great idea, no easy way to riches, and back to work on Monday, working harder than ever.

And, while this is a somewhat true story with a few embellishments (if Hollywood can do it, so can I), it is a fact of life that nothing comes easy, and there is no reason why we should think it should. Good ideas do not come easy, and implementation comes even less easy. Success takes an awful lot of hard work, dedication and luck. If it was so easy, we would all be successful, wouldn't we?

So,I'm lost in a daydream, dreaming about my bundle of joy, and even if time ain't on my side, it's one of those days for taking a walk outside... and being happy for what I have.

,rr.iii;.

== -''t, syn.chro.nize r'. l.'lo take placc or crusc to tul<c pllrcc itt thc satl-lc fllol.llclll. 2. Ttt ttpcrittc ()r c3ilsc t() ()llcftllc itt tttrisiltr.

Manufacturing . Wholesaling . Distribution...

At Swanson we've synchronized our gears to serve you better. lt's a beautiful thing. Call 1-800-33f-0831 to find out how we can help your business run smoother. www.swa nson grou pl nc. com

Under Pressute Pace of change quickens for wood treaten$ faced with new chemicals and a tough market

A FTER more than 15 years of ranking the Top 25 la,Pressure Treaters, this year The Merchant Magazine has decided, with the treating industry changing so quickly, that instead of looking back, we'll look forward-at what's new and what's ahead for wood preservers throughout the West.

In addition to also treating over 1 billion bd. ft. annually, Universal Forest Products operates an industryleading 23 treating plants. Its offerings include decking, balusters, railing, spindles, fencing, sill plates, fascia, lattice, and other treated lumber products. Treatments are ProWood Micro, borates, ACQ and CCA. Overall, UFPI has 90 locations across the U.S. and annual sales of $2.5 billion from four primary markets-d-i-y, industrial packaging and components, site-built construction, and manufactured housing.

UFPI's diversity helped it remain strong in 2007. "Thanks to our balanced business model, we grew sales in three of our four markets (including d-i-y), despite the impact of the housing market crash on our business, on other markets, and on the economy in general," said Chris Fox. "We were very pleased with the success of our new ProWood Micro and look forward to continued market share gains with that product. We also were pleased to add new customers in 2007 by offering an outdoor living program that covers the gamut of tastes, budgets and styles-from treated wood to wood composite to glass and metals."

Looking forward, UFPI expects continued growth for ProWood Micro as well as its MicroShades wood colorant. "We a.re continually growing our overall d-i-y product portfolio by adding new products or new com-

panies that make strategic sense for our overall growth," Fox said. "Additionally, we are opening a facility in Puerto Rico to serve the Caribbean and Bahamian d-i-v markets."

McFarland Cascade, Tacoma, Wa., treats at facilities in Tacoma, Eugene, Or.; Electric Mills, Ms., and Galloway, B.C. "The number of plants remains stable, though capacity has been added at existing facilities," noted Phil Schumock. "We continue to see transactional business increase in borate business as builders work to become more price competitive."

He referred to 2OO1 as "a year of holding market share and volume in a declining demand year. We have opened a distribution facility in Sacramento for 2008 and plan intense focus on California retailers. We are also focusing on increasing capacity through improved operating procedures and additional capacity at existing sites."

Pacific Wood Preserving Cos. owns four treating plants in Bakersfield, Ca.; Eloy, Az.; Silver Springs, Nv. and Sheridan, Or., as well as a remanufacturing plant northeast of Houston, Tx. PWP is one of the region's largest producers of third-party inspected treated wood, the West Coast's largest producer of hardwood railroad ties, the area's second largest producer of utility poles, and one of the largest producers of boratetreated wood on the mainland. Other products include agricultural posts, timbers, landscape ties, cross arms, tree stakes, and untreated crane mats. Wood preservatives utilized include Pac-Bor, CCA, ACQ, Dricon,

Timber-Saver, copper naphthenate, penta and creosote.

"Pacific had the highest sales and EBITDA performance in its history for its 2007 fiscal year end," noted Elaina Jackson. "We project to exceed this record for the 2008 fiscal year-end. While oil-bome sales continue to grow, waterborne production will likely be significantly below 2007 levels due to the decline in housing starts."

Despite housing starts slowing, changes abound at PWP. It recently automated its Nevada treating plant, significantly upgraded its railroad tie line in Arizona, installed a new dry kiln in Nevada, and added a new remanufacturing line in Texas. It has also recently hired two new salespeople: Sean Coughlin for the Oregon and Hawaii markets and John Davis in Arizona.

Last year, PWP constructed new state-of-the-art laboratories at its California and Arizona plants, began manufacturing crane mats, and went into full production at its year-old pole peeling operation.

Conrad Forest Products operates treating facilities in North Bend and Rainier. Or.. and Arbuckle, Ca., with inland distribution centers in Craigmont, Id., and Butte, Mt. Products include Silbor borate-treated wood, Wolmanized Residential Outdoor Wood, Wolmanized Heavy-Duty Pressure Treated Wood, ACZA Chemonite treated wood, and Dricon fire retardant treated wood. WoodSmart Solutions' BluWood is also applied at all three treating plants and the Craigmont DC.

Conrad has also expanded into distribution of redwood and vinyl fencing, composite decking, iron railing and fencing, redwood and vinyl lattice, and other building products.

"Conrad Forest Products has most likely fared the same as most everyone else in the business," said Don Bratcher. "2007 was a tough year, but the diversity of products helped to minimize the impact of a weakening housing industry."

And what's next? "Conrad Forest Products has always recognized economic slowdowns as an opportunity to expand our customer base and product lines," Bratcher responded. "Arch Chemical has a couple of new products that we will introduce to our customers about mid-year in an effort to remain the pressure treater with the most diverse selection wood protection options available."

Allweather Wood Treaters, Washougal, Wa., currently has treating plants in Washougal, Wa.; Loveland and Fort Collins, Co., and White City, Or., and a distribution center in Ferndale, Wa. Treatments include CCA, copper-based preservatives, carbon-based preservative, borates, and fire retardants. Species include Douglas fir, hem-fir, and southern yellow pine.

"We are pleased with our performance in 2OO7 , and it was consistent with our expectations," Rick Danielson said. "We expect our strategies for 2008 to be consistent with those that have brought success to our customers and, in tum, to us."

LIKE OTHER treaters, Pacific Wood Preserving sees growth in commercial and industrial applications helping to take up the slack from declining resi' dential markets.

Formed in 1911, Thunderbolt Wood Treating Co. has a treating plant in Riverbank, Ca., plus sales offices in Portland, Or., and Sacramento, Ca. Its six retorts specialize in industrial, commercial and agricultural products, with waterborne treatments including ACQ Preserve, ACZA Chemonite, CCA, borates and D-Blaze interior fire retardant. Services include staining for ACQ and ACZA dimensional lumber, two kilns for drying before and after treatment, drying only, and heat treating service.

Early this year, its pole kiln was remodeled to handle poles and pilings up to 80 ft. in length. Last year, Thunderbolt added a new boiler and a 45,000-bd. ft. capacity American Wood Dryers dry kiln. The company is also drawing up plans for additional covered storage to accommodate anticipated growth.

"Although the slump in residential business has greatly affected some of our customers, we have chosen to focus on segments of the industry that show strong, sustainable and profitable growth," explained Jerry Farley.

Thunderbolt has pinpointed that growth to industrials and beginning May I will offer additional levels of wood treatment suitable for marine, aquatic and other heavy industrial applications.

"We have geared our future business towards expanding treatment offerings such as heavy retention Chemonite ACZA for marine and industrial applications," Farley said.

the structural components of a house manufactured using QuanTIM moldresistant wood products will remain resistant to mold growth that can lead to discoloration, odors, deterioration and homeowner concerns," said plant manager Gary Galbraith.

J.H. Baxter, San Mateo, Ca., operates a treating plant in Eugene, Or., specializing in industriallcommercial products such as piling, timbers, lumber, glue-laminated beams, railroad and mine ties, utility crossarms, and ACZA-treated poles. Its five pressure retorts range in length from 50 to 156 ft. and utilize clean creosote, 50/50 creosote-petroleum solution, pentachlorophenol-type A, Chemonite ACZA, and ACe. Services include heat sterilization, kiln drying, storage, incising, and rail.

Last year, Baxter sold Chemonite to Arch, allowing it to concenffate on its Eugene facility.

"New services have included heat sterilization of products required by export regulations," said Sande Lavino. "Treating trials are also underway with new non-metallic wood preservative systems. The company is also focused on expanding the end-use of its timberlands."

"Thunderbolt is the only treating facility in the state of California licensed by Arch Wood Protection to treat with Chemonite ACZA. We have recently added a sales specialist to specifically target marine, industrial and fire retardant business."

Its TSO treating and drying facility will be able to process Chemonite marine piles, foundation piles and utility poles up to 80' in length with retention levels ranging from 0.40 to 2.5 lbs. per cu. ft.

Based in Coos Bay, Or., with sales offices in Eugene, Or.; Lewiston, Id., and Prunedale, Ca., Coos Bay Lumber Co. operates three cylinders on its 30plus-acre site, offering ACQ, borates and CCA. The company treats lumber, plywood, round posts and poles, shakes, shingles, laminated beams, and guardrail products.

Coos Bay remains positive. "Our 200'l sales were up over 2006 and our 2008 sales are expected to be higher than 2007, due to our diversified markets and the addition of personnel to maintain company accountability for a higher level of customer service," said Ron McCormick.

Founded in 1978, Western Wood Treating, Inc.'s treating service only facility in Woodland, Ca., encompasses 15 acres of treatment, drying and storage areas. WWT has just become the first pressure treater in the West to introduce QuanTim mold-resistant wood, offering the new product to dealers and wholesalers in California and Nevada.

"This protection provides long-term peace of mind that

SIIADOE'TNACK

Easy to install

No splinters, hamnrer marks

Safbr more durable deck

No unsightly screws

Splices and joints can be made without splitting

'Galvanized, Stainless Steel and Powder Coated track

Prevents rotting at screws or nails

. Eliminate nail/screw 'pop-ups' creating a longer lasting deck

AilV}ilDT$ D:CXIXG TAYSE I'sEO.

Itls not the only way to build a deck,.. but possibly the BE$T!

nailsd tojoisb

Screws secure each deck boad tom below

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Keeping up with treated wood

By Huck DeVenzio Arch Wood Protection

\ZOU practically need a scorecard I to keep track of the growing number of choices in treated wood.

Where once there was a single preservative for almost all residential uses, there are now several, including different variations of the same types. Even disregarding senior moments. it has become nearly impossible to remember all of the associated retention levels.

Changes in preservative formulations are not unusual. In fact, a lack of change would be an exception. However, the current number of options in

wood preservatives and the pace of their modification are unprecedented in the industry's history.

For an historical example, take the industry stalwart, CCA. Chromated copper arsenate was created in 1933. Its original formulation, type A, was followed by types B and C. Eventually, CCA type C (CCA-C) became predominant among waterborne preservatives, and it held that position for more than five decades. Some refinement continued, nonetheless, such as when CCA ingredients went from salt compounds to oxides. But

the type changes and oxide formulation amount to three product revisions over a 7O-year period.

One of its successors for residential applications has been copper azole preservative. The original European formulation, CBA, included a borate-an ingredient determined to be unnecessary for North American applications. As a result, CBA gave way to copper azoletype B (CA-B).

Since then, scientists working for Arch Treatment Technologies found an effective combination of nonmetallic co-biocides that allow for a reduction in copper content. This is type C, which can be produced using either dissolved copper (CA-C) or micronized copper particles (CA-C).

Likewise for alkaline copper quaternary. In the relatively brief time since its introduction, ACQ has been produced in types A, B, C, and D. In addition, it has had a type D carboquat version and, most recently, a micronized copper formulation (MCQ).

INote: Micronizing refers to a process whereby particles are reduced in size to approximately one-millionth of a meter (a micron) in diameter. Micronized copper preservatives are suspensions of very small copper particles in liquid solutions.l

There is a trend toward preservatives containing less copper, or none at all. Totally non-metallic preservatives have been introduced, one of which already has been accepted for listing in the Book of Standards of the American Wood Protection Association (AWPA). These preservatives rely on carbon-based ingredients

POSTS supporting this copper azole{reated deck are examples of Use Category 44; decking is UC3B. Appropriate Use Categories are shown on lumber tags.

rather than copper or other metals. The elimination of copper results in several desirable characteristics, although current formulations are suitable only for wood that is used out of the ground.

It is very unlikely that preservative evolution will end soon or that retention levels will become the same for all treatments. There could be future types of existing chemicals and, certainly, there will be new chemicals. The treated wood market will continue to push for preservatives with features that users want. and manufacturers can be expected to develop formulations which address those desires.

Hemembering Retention Levels

Retention level is the amount of preservative retained in a given assay zone following treatment. This level is measured in pounds of preservative per cubic foot of wood, or pcf. Different applications pose different hazards from wood-destroying organisms, so wood needs diJferent levels of protection.

When CCA was the sole preservative for most uses, remembering its minimum retention levels was relatively easy-0.25 pcf for above ground, 0.40 pcf for ground contact, and something more for critical structural members and saltwater immersion.

Those days are gone. Nearly each of the new preservatives has unique retention requi-rements. This makes

sense since the chemicals are not alike, but it can be trying for specifiers who are accustomed to referring to retention numbers.

Simplifying the growing number of retention numbers is the Use Category system, now being used by the American Wood Protection Association and gaining acceptance by code and construction professionals.

Instead of remembering the levels for individual preservatives, specifiers need only refer to the Use Category for the intended application. Use Category designations should appear on all treated wood tags, along with the abbreviation for the preservative. See the table below:

Service Sonditions for AWEA use Gategories: Simplified Descriptions

DESCRIPTION

Interior, not in contact with ground or foundation

Interior, subject to dampness

Exterior, above ground, coated

Exterior, above ground, may be finished

Exterior, ground or freshwater contact

Exterior, ground or freshwater contact, severe environments, high potential for deterioration

Exterior, ground or freshwater contact, very severe conditions, or very critical structural components

Saltwater exposure-north of San Francisco and New Jersey

Saltwater exposure-south of San Francisco on West Coast, New Jersey through Georgia on East Coast

Saltwater exposure - south of Georgia, Gulf Coast

Fire protection, weather-shielded

Fire protection, exterior

EXAMPLES

Interior furniture, millwork

Interior beams, flooring, sill plate

Coated millwork, siding, trim

Decking, walkways, railings, fence pickets

Fence posts, deck posts, poles in areas with low risk

Utility poles, building poles, Permanent Wood

Foundations

Freshwater piling, foundation piling, utility poles in semi{ropical or tropical environments

Piling, bulkheads

Piling, bulkheads

Piling, bulkheads

Framing

Siding, shakes, stainrays

- Huck DeVenzio is manager of marketing communications for Arch Wood Protection ; www.wolmanized wood.com.

NEW in the growing range of treated wood products is lumber treated with non-metallic preservative, such as Wolmanized L3 Outdoor wood.

Preservative supplier expands its metal-free offerings

(JINCEthe treated wood industry \)voluntarily agreed to discontinue the use of chromated copper arsenate (CCA) for residential applications at the end of 2003, chemical producers have sought effective alternatives to protect wood against weathering, biodegradation and termites.

In 2OO7, Viance LLC released Ecolife Stabilized Weather-Resistant Wood, which is wood treated with a stabilizing polymer to enhance the long-term aesthetic appearance of treated wood in service. With the approval of the patented new EcoVance preservative by the Environmental Protection Agency for use as a wood preservative for above-ground

and ground-contact applications (EPA Reg. No.101-307). Viance is incorporating it as the current nonmetallic system in its Ecolife II product for above-ground applications.

Ecolife II currently is under review with the International Code Council Evaluation Service (ICC-ES).

EcoVance was developed to inhibit the growth of decay fungi and surface mold, enabling wood to retain its strength and appearance longer with less maintenance. EcoVance is biodegradable and does not accumulate in soil, is less corrosive to metal fasteners and connectors. When tested using standard industry procedures, it also leaches less.

Combined with the insecticide Imidacloprid and a wood-stabilizing polymer, which minimizes water absorption and therefore prevents cycles of shrinking and swelling, Ecolife not only protects against decay and termites, it also mitigates weathering processes that contribute to warping, cracking and splitting.

The active component of the EcoVance preservative system is 4,5dichloro-2-n-octyl-4-isothiazolin-3one (DCOIT), which earned Viance's joint venture partner, Rohm & Haas, the first Presidential Green Chemistry Challenge award in the "Designing Greener Chemicals Award" category in 1996. Chemical Specialties Inc. (CSI), Viance's other joint venture partner, also is a Green Chemistry award recipient.

Rohm & Haas' development of the biocide DCOIT was the result of research to create a marine antifoulant that is free of toxic tin-based compounds. In addition to marine anti-foulant paints, DCOIT was applied to Rohm & Haas' architectural coatings and plastics compounds product lines. Recognizing the value of this biocide in wood preservation, Rohm & Haas sought a channel into the wood-treatment market and entered into a joint partnership with CSI to launch Viance LLC in January 2001.

The partnership of Rohm & Haas' biocides technology and CSI's experi( Please turn to page 48)

CUP.FREE: The top sample is conventionally treated wood, which has warped with exposure t0 weathering elements. The lower sample was treated with a wood-stabilizing polymer.

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f N GRADE school. teachers lfocused on the three R's as the key to successful learning. Reading, writing and arithmetic were a student's foundation for all intellectual growth and career development

In a similar fashion, when it comes to serving the structural framing needs of residential contractors, lumber and building material dealers can create a solid basis for profitability by focusing on three S's-strength, straightness, and sustainability. Keeping these attributes in mind when working with remodelers and builders can help dealers better position themselves to retain and capture customers. as well as boost sales amid the ups and downs of the housing market.

Of the range of structural framing products available, engineered wood products (EWPs), in particular, are well suited to the three S's. EWPs retain the inherent advantages of wood as a building material-ease of use, wide availability, and affordability-and expand upon them through engineering and technology. These materials help builders meet their structural framing challenges for both home additions and new construction in the following ways:

Strength

A primary benefit of EWPs is their exceptional strength and stiffness.

The alignment of individual wood strands in materials such as laminated strand lumber (LSL) and parallel strand lumber (PSL) is designed to help maximize strength across the entire cross section of each framing member and in all dimensions. In essence, the raw logs are taken apart and reassembled in a way that produces a product that performs better than the original.

In addition, the manufacturing processes help eliminate the natural defects found in wood, such as knotholes and voids, resulting in a finished material of uniform consistency and strength. Examples of these materials are TimberStrand LSL and Parallam PSL.

The superior strength and consistency of LSL and PSL make them well suited for a number of structural framing applications, including beams and columns. Both materials are available in longer lengths than are typically available with solid sawn lumber. allowing for one-piece construction.

LSL and PSL beams and columns can be used in either new homes or remodels. In remodels, particularly renovations or upgrades of older homes, contractors will often replace old timbers with an EWP beam. The This Old House television crew completed a project in 2001 in which they removed a large floor beam from an

1897 shingle-style home in Newton, Ma., and replaced it with a TimberStrand LSL beam. The EWP beam provided a level of strength previously available only with larger size solid sawn beams.

Straightness

A second notable feature of EWPs is their exceptional straightness. The production process for both PSL and LSL allows for long-length materials that are consistently straight and resist bowing, twisting and shrinking. Because of these properties, EWP studs - typically LSLare often specified for applications where flat, straight walls are especially important to the homeowner. such as kitchens and bathrooms.

LSL provides a straight and stable framed wall, helping reduce the potential for cracks in finished walls, including tile. It also provides a uniform surface for installation of cabinets and countertops, helping them hang straight and level while reducing the hassle of shimming.

LSL is also well suited for tall walls-increasingly popular in foyers, family rooms, and great roomsgiven its availability in long lengths. The single-piece studs eliminate the need to stack shorter walls on top of one another, which creates a hinge point that can lead to leaks or cracks in drywall.

Straight and stzrble walls are important to homeowners. especially those moving up frorn starter homes, or for those undertaking upgrades to their homes. Replacing existing studs with LSL when rebuilding kitchen and bathroom walls. or when constructing an addition to the home. can bc a good way for builders to further boost the value to homeowners of a remodel.

Beyond wall applications. EWPs are also wcll suited for floors. Engineercd wood I-joists. such as TJI joists, arc also straight and stable. helping to reduce annctyin-{ squcaks and bounce. Oriented strand board (OSB). such as Structurwood Edge Gold floor panels, work well with Ijoists to creatc a tcttal floor system solution. Such OSB panels remain flat long afier installation and resist buckling and edge swell, which can create uneven floors.

Sustainability

As builders respond to homeowr"rers' growing desire fbr green hornes, dealers can be a valuable resource to thcm by providing inforrnation on

how wood structural framing can be uscd to support sustainable construction. EWPs as well as solid sawn Iumber- provide several green building bencf-its.

The first environmentally beneficial aspect of wood products is that they comc from a renewable, natural resource. Similar to fbod crops, trees can be -qrown in very efficient ways and harvested in rotating cycles to hclp ensure long-terrn forest availability. Irr uddition. growing trees in sustainably managed forcsts can help ofiset thc adverse environmental effects ot othcr hurnan activities. Notably, as trees grow. they pull large amounts of carbon dioxide a ercenhouse gasout of the atmosphere and store it. Even after the tree is harvested. approximatcly one-third of the carbon remains in thc final wood products.

EWPs takc the sustainablc attributcs of wood even further. LSL, PSL and OSB can be rnanufactured from lo-ss that are too sn.rall fbr solid-sawn lumber, and thc manufacturing proec:sc\ use virtullly crery porlion of cvery log to produce strong. :truight irnd eonsislent liaming mcm-

bers. For example, Weyerhaeuser on average uses 997c of each log to produce iLevel building products and other wood products. as well as energy to power mills.

E,WPs also help optimize the use of wood through improved product design. For cxample, wood I-joists are engineered into a structuriilly efTicient shape that can do more work whilc using less material than would otherwise be possible with a typical rectangular joist.

Regardless how the housing market evolves. dealers continue to play a valuable rolc to builders in helping them identif,v solutions to thcir building ch:rllenges. Dcalers arc expert sources of infurmation. and by keeping in mind the three S's of engineered wood products, they can help builders find solutions to their full ran-Ee of structural fiaming needs and chal lenges.

- Don Schwubc is r,.p. o.f ertgineercd produ(ts Irtr iLcrel b.t' Wcyerhueuscr. Rcttc:lt him ut (888) 153 8-J58 or llrr

ENGINEERED wood l-joists, such as TJI joists, are straight and stable, helping to reduce squeaks and bounce in floor applications

etitive ligence Values added

By Carla Waldemar

owner, Stan Ingalls... otherwise known as Dad. Okay, it's time to let you know that Genn, along with her brothers and cousin who also work here, is a fourth-generation member of the family, who grew up sweeping the store for 50 cents but had no intention, as we've learned, of getting sucked in. But listen to her now: "This industry is second to none," she insists. "I wake up every day challenged and excited."

But never coasting. "I really had to prove myself. Because I'm the owner's kid, I had to work harder. This 'owner's daughter' stuff is b.s.! I'm held to the same standards-and I expect that! I worked my way from the ground up. I give 15070, and I take pride in it."

ff ENN Hagan studied advertising \Iand marketing in college-a career path aimed at Madison Avenue, where she'd conquer the concrete canyons in her business suit. Insteadmuch to her own surprise-she headed back to upstate New York.

Pulling a reverse Cinderella, the attractive, talented and ambitious young lady abandoned the Information Superstrada for the Blue Highways of Greenville, where she signed on with GNH Lumber Inc. and now serves as advertising and promotions manager.

What was she thinking?

Thinking of how she wanted to spend her waking hours for the next couple of decades, that's what. Fending off possible hoots from her classmates, she chose to align her future with an industry that, she says, is a "best-kept secret." But she's eager to spill the beans.

Working in a small business rather than a large New York office, cruise control is not an option: "The challenges and satisfactions are different every day as you jump from one facet of the operation to another. It's an industry that puts you right to workone where you can make a difference," she testifies-"an industry where you interact with the owner every day. Where integrity is more

than just a slogan. Where family, and family values, prevail over greed. Where the competition's not cutthroat. If I run into a problem, I can call up Curtis Lumber and ask, 'How do you handle this?"'Genn recounts. "My friends cannot believe that!"

Nor could they believe (even Genn admits to some advance hesitation) that, as a new board member of the Eastern New York Lumber Dealers Association, the good old boys were quick to turn to her with, "You're 30 years younger: What's your perspective?"

"They always show this respectwhat a good feeling!" she recounts.

"What sets you apart from a larger corporation is, it's family-owned and operated. Sure, we've got to grow and make money, but we're not going to sacrifice our employees and our employees' families to do so. (That's why so many have been here 15, 20, 30 years.)"

Integrity, she documents, is key"for instance, whether to compete in a price war. Or follow-through. Don't promise what you can't deliver. If a new employee says, 'Well, why not just tell them what they want to hear?' it's 'No. We're not going to play that game.' As another dealer once told me, 'You'll never find a man with more integrity"' than third-generation

To counteract any perception of special treatment, she keeps the relationship below the radar. "I call my dad 'Stan.' I use my married nameanother best-kept secret. In fact, one contractor I'd known a long time came up to me the other day and said, 'l had no idea!' Or, if an employee asks me, 'Can you tell your father...?' I say, 'Hey, it's your job. I don't have any pull; he'll tell me 'no' just as quick as he'll tell anyone else." Yet, she adds, "Dad and I complement each other, like when one of us gets an idea, 'We could try that, but this is what might go wrong...."'

INTEGRITY is what Genn Hagan has built her DUSrness on.

An awful lot has gone right, however. In this trying 21st century, the company has grown from 30 to 80 employees and doubled its sales staff; moved the flagship store to a new, more advantageous location; branded itself as a company; and added a third location with l6 new employees.

"We haven't had any issues with safety, but as we've grown, we realized we needed to pay attention to it," Genn continues, "so we recently added safety incentives, to counteract things like broken bags of concrete or forklift damage. Negligence can result in damage, which costs us-so we asked our people, 'How do we stop this?' With the new safety incentive based on financial paybacks, "they hold each others' feet to the fire. It's worked like a charm!"

In dealing with the current economic downturn, "Yes, we're cost-cutting, but not cutting employees," Genn insists. "Instead, we're asking them for ways to save, looking for items where we can cut the fat. This industry is focused on budget and lives off a spreadsheet, so we're trying to do it better. And our drivers are not just 'steering wheel holders' -they've come forward with suggestions, such as not idling trucks in the yard, or bundl ing loads together.

"In today's economy, some dealers are hunkering down," she notes, "but we believe in getting ready for when the market opens back up. We're very pro-active with training. Every company sals that its employees are its best asset, but we actually address that from the get-go. We help them and we listen to them."

And customers, too. "We poll our contractors annually on what we're doing right or wrong. We think we're doing 1 lOVo , all arrows up, but in truth it's maybe only 957o. If you don't know something, you can't fix it," she reasons.

GNH boasts a solid customer base. Here's a good part of the reason: "We service the hell out of them, know what they need. If there's an issue, we address it, find out what happened and how can we fix it-let them know we care about them. It's like Cheers here-we know our customers by name and project, and say 'How can we help you?"' (Still, she knows full well the occasional bad apple "will try to play you like a fiddle, maybe trying to return a custom order. Customers have been educated by Home Depot that they can bring everything back.")

The Depot marched in in 2004, and Lowe's and WalMart soon followed. But GNH's business never took a dip. "Unfortunately for them, they go for the cheapest price. Home Depot's growth was huge [nationally], but now they're coming back down the other side. People are realizing you get what you pay for." she notes.

And sometimes a whole lot more, such as in GHN's Home Plannins Center, which offers pros and homel owners alike services ranging from CAD plans and advice on everything from procuring loans to masonry, flooring, and kitchen items.

"When we ask a homeowner if they

have any idea of how to get started on the permit process, it's like a deer in the headlights. We help them with that, and it's worked to our advantage," she reports.

Genn's husband, a teacher, "sometimes thinks I'm crazy-the owner's kid working just as hard as, or harder than, anyone else. But I do it for myself. I take pride in what I do. I live, eat, breathe and sleep the industry, and I still enjoy it at the end of the day."

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

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Who's afraid of the big bad customer?

By James Olsen

I f /HAT do we feel for the fearful?

Y Y We pity them, we feel sorry for them, right? These are not the feelings we want our customers to feel for us. We respect and revere the fearless. Don't we want our customers to respect us?

If we are fearful , our customers will feel it. When my son was four, I took him to swimming lessons. The pool was just a big bathtub-a little deeper maybe-but not scary. Dad was there. He's learning to swim and having a great time with it. After six lessons we thought it would be great for my wife to come along to see how our big boy was learning. My wife is deathly afraid of (deep) water. When she got in the pool with us, my son was fine until she touched his arm. I felt her fear course from her through his body and to mine like an electric shock.

What does this have to do with sales? Fear kills sales. Our customers

will feel our fear just as my son felt his mother's fear. Working with salespeople, I find that fear of upsetting, bothering, negotiating withreal give-and-take negotiation -the customer is the number one emotional problem for struggling sellers. When we feel fear, our customers feel sorry for us and may pity us. When we are fearful, customers will not respect and revere us, much less treat us like a partner. When customers feel our fear two things will happen. They will take advantage or they will want to get away.

I work with charming, likeable, hardworking salespeople who understand sales techniques and strategies, but all this charisma and sales knowledge is wasted because of the fear these salespeople have of their Big, Bad Customers !

How many of us married the yesman or yes-woman? When I ask for a show of hands on this question in classes across the country no one ever raises their hand. Why? Wouldn't it be easier to spend our lives with someone who always gives us our way? Of course not. It would be deathly boring. We want someone who has his or her own ideas and maybe someone to keep us in check from time to time, right? Sales, like marriage, is a relationship. Our customers don't want to buy from a Yesman or yes-woman. (They maY throw'em a bone now and then to keep them giving numbers, but these fearful salespeople will always underachieve and get the leftovers.)

Customers will buy from sellers who know who they are, what theY have to offer, and are willing to stand up for it.

Here are some solutions to overcome our fear of our B .B .C's:

. Prepare. Don't just call-pre-

pare everythingl

. Prospect. Talk to new customers and practice a confident approach. Fake it 'til we make it. Prospecting will help us build our account base. A big reason sellers are afraid of losing accounts is because they don't have enough of them. How can we win a negotiation when the other negotiator knows we've got no place else to go?

. Prepare and offer product. Back to the marriage metaphor, nobody wants to be with someone who always says, "I don't know, what do you want to do?" Offer product and solutions on every call. No more "What do ya need today?" calls. Call a friendly. Start our day with the accounts we do have a good relationship with. The best time to call a B.B.C. is right after we have sold something.

. Psyche up. Self-talk works. We must convince ourselves before we put ourselves in front of a customer. (Many sellers are embarrassed by self affirmations-"And Gosh Darn It, People Like Me!" I agree that it seems corny, but it works.)

. Smile. Smiling before and during the sales call will make us feel more confident. Humans are drawn to and are more comfortable around people who smile.

Technique is important. Sales skills are necessary to maximize our efforts. But as the saying goes. we must gel our hearts rlgftt before sales techniques will be effective.

Salespeople unite! Let's buck up, screw up our courage, and approach our customers with confidence.

- James Olsen, Reality Sales Training, specializ.es in sales training for the lumber industrl-. Reach him at james@reality' sale strainins.com or ( 503 ) 544-3 572.

Rrrrntrs

Kuiper Lumber Supply has relocated to a larger facility in Scappoose, Or.

84 Lumber Co. has opened an 8.4-acre yard with rail spur in Hesperia, Ca. (Jorge Espinoza, store mgr.)

Denair Lumber, Winton, Ca., earned approval to relocate to a larger site ...

Ace Hardware,Oto Valley, Az., held a grand opening Feb. 29 for the new 16000-sq. ft. store (John and Anne Piccoli, owners; Justin Piccoli, mgr.) ...

Paul's Ace Hardware, Fountain Hills, Az., is considering expanding after a neighboring business vacates this month

Westwoods Ace Hardware, Arvada, Co., has been opened by Tim and Tom MacDonnell ...

Orchard Supply Hardware anticipates a July opening for a new 51,969-sq. ft. store in Fairfield, Ca.

Ace Hardware, Keauhou, Hi., is closing at the end of May after failing to reach a deal with its landlord ...

Home Depot opened a new store April 2 in Penis, Ca.; hoPes to build a 106,000-sq. ft. store with 3500-sq. ft. garden center on a former Kmart site in Oxnard, Ca.; submitted plans to build in Cameron Park, Ca.; is adding a new unit in Warrenton, Or.; withdrew plans for North Bend, Or., and delayed its lawsuit over a proposed store in Sunland-Tujuna, Ca....

Lowe's Cos. won approval to build in Moreno Valley, Ca.; Eugene and Springfield, Or., and Elko, Nv., and has started building

in anew shopping center in Madera, Ca.

Wrottslrrrs/trrutlcun:ns

Weyerhaeuser Co., Federal Way, Wa., is exploring the sale of its technology used to create wood-plastic composites; the unit is based in Kent, Wa. ...

Portac Inc., Tacoma, Wa., restarted its sawmill in Beaver, Wa., and planer mill in Forks, Wa., for one week early last month, then idled the facilities at least two weeks, affecting more than 100 employees...

West Wind Forest Products, Eugene, Of., has expanded its Alaskan yellow cedar operations at its plant in Jasper, Wy.; Andrew Jones, sales mgr. ...

Boise Cascnde temporarily curtailed production last month at its La Grande, Or., sawmill and Elgin, Or., stud mill ...

TECO, Sun Prairie, Wi., has formed a partnership that transfers its test machine business to Metriguard, Pullman, Wa. ...

Access Systems Division of Overhead Door Corp., Dallas, Tx., has acquired the assets of Attrn'ten' s CladP anel composite garage door division, Sweet Home, Or.

Sure Power Industries Inc., Tualatin, Or., has been acquired by Cooper Industries Ltd., Houston, Tx....

Gorreclion

Norton Lumber continues doing business in Phoenix. Or.-not Phoenix, Az., as incorrectly stated in March, p. 34-despite closure of its yard in White City, Or.

TruStile Doors will open a $3.3-million facility this spring in North Denver, Co., providing packaging, shipping and corporate office space

Potlatch Corp., Spokane, Wa., is permanently closing its lumber mill in Prescott, Ar.

HD Supply's waterworks business has acquired fire protection fabricator D&M Fabrication, Lodi, Ca. ...

Hunter Douglas consolidated its Sacramento and San Jose, Ca., operations into a new 208,000-sq. ft. facility in West Sacramento

S imp son Strong -Tie, Pleasanton, Ca., now offers Deck Spacers for composite decks

Master Halco, Orange, Ca., and FiberTech Polymers, Santa Ana, Ca., have partnered to market and distribute TimberWolf Pro-Series wood-composite fencing

SienaPine Lrd., Roseville, Ca., has achieved Forest Stewardship Council chain-of-custody certification

Contact Industrie s. Portland, Or., is now ISO 9001:2000 certified by the International Organization for Standardization

Bodyguard Wood Products' treated sidings have passed testing in accordance with the new California fire code

Temperate Forest Foundation is looking for sponsors and participants for its summer Teacher Forestry Tours, including lune 24' 27 inPortland. Or. ...

Hoasing starts in February slipped 0.6Vo to a seasonally adjusted annual rate of 1.065 million, buoyed by a l47o jwp in

(Please turn to page 4l )

FF,L

*ffiMprffiTffitY flN#ffiA$ruffim.

lnnovation and dependabiLity make up the f ibers of our company and the products we create.

We understand that your customers count on you to seek out the most distinctive and retiabte new products. That's why we've ted the industry in devetoping innovative timber products, [ike Accuruff ', our rough-sawn product with a uniformty appl.ied rustic f inish, and Tru-Dry.; the most consistentty and eventy dried Dougtas fir product avaitabte. We are committed to providing you with outstanding forest products that remain strong and beautif uI for generations.

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

Apnrr

Remodeling & Decorating Show - April 1L-13' Pasadena Conference Center, Pasadena, Ca.; (818) 557-2950.

Western Red Cedar Lumber Assn. - April L4-17' cedar school, Pacific Palisades Hotel, Vancouver, B.C.; (604) 684-0266.

Lumber Association of California & Nevada - April 17, PAC golf tournament, Black Gold Golf Club, Yorba Linda, Ca.; (9l6) 369-750L

Inland Empire Hoo-Hoo Club - April 18, lst annual Don Gregson Memorial Golf Tournament, San Dimas Canyon Golf Course, San Dimas, Ca.; (714) 526-4496.

North American Wholesale Lumber Association - April20'22, executive conference, Loew's Ventana Canyon, Tucson, Az.; (800) 527-8258.

Pacific Coast Wholesale Hardwood Distributors AssociationLpril 20-22, annual meeting, Princeville Resort, Princeville, Hi.; (925) 24s-4320.

Transload Distribution Association - April 2l-23, conference, Green Valley Ranch, Henderson, Nv.; (503) 656-4282.

American Hardware Manufacturers Association - April 2124, technology forum, Memphis, Tn; (847) 605-1025.

Wood Machinery Manufacturers of America - Aptil 23-26, conference, Palm Desert, Ca.; (215) 564-3484.

Remodefing & Decorating Shows - April 25-27, Los Angeles Convention Center, Los Angeles, Ca., and South Town Expo Center, Sandy, Ut.; (8 I 8) 557-2950.

American Institute of Timber Construction - April 27'29,56th annual meeting, Naples, Fl.; (303) '792-9559.

OSB World Symposium - April 28-30, San Antonio, Tx.; (905) 475-l 100.

thv

Association of Millwork Distributors - May L-4, leadership conference, Savannah, Ga.; (727) 3'72-3665.

Remodeling & Decorating Show - May 2-4' Orange County Fairgrounds, Costa Mesa, Ca.; (81 8) 55'7 -2950

Material Handling Equipment Distributors Association - May 3-7, annual convention & expo, Orlando, Fl.; (8a7) 680-3500.

Hardwood Plywood & Veneer Association - May 4'6' spring convention, Tampa, Fl.; (703) 435-2900.

Kitchen Cabinet Manufacturers Association - May 4-7, annual convention, Palm Coast, Fl.; (703) 264-1690.

Tacoma-Olympia Hoo-Hoo Club - May 6' meeting, Tacoma Elks Club, Tacoma, Wa.; (253) 688-1834.

National Hardware Show - May 6-8, Las Vegas Convention Center, Las Vegas, Nv.; (847) 605-1025.

North American Building Material Distribution AssociationMay 7-8, management conference, The Homestead, Hot Springs, Ar.; (888)'7 47 -7 862.

National Association of Home Builders - May 11-13, national green building conference, New Orleans, La (800) 368-5242.

Smallwood 2008 - May 13-15, Madison, Wi.; (608) 231-1361

JLC Live Show - May 13-L6, Long Beach Convention Center, Long Beach, Ca.; (800) 261-7769.

North Cascade Hoo-Hoo Club - May 15' golf tournament, Avalon Golf Course, Burlington, Wa.; (360) 391-1860.

Do It Best Corp. - May l7-20' spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300.

American Wood Preservers' Association - May 18-20, annual meeting, Maniott Downtown, Portland, Or.; (800) 356-1974.

Composite Panel Association - May 3l-June 3, spring meeting, Hilton Cancun, Mexico; (301) 670-0604.

Lumber Association of California & Nevada has slated its annual 2nd Growth mill tour for May 19-20. The tour departs from Eugene, Or., and proceeds to Roseburg Forest Products, Roseburg, Or.

June 5 is the Dealer/Associates Golf Tournament at Rancho Solano and Paradise Valley golf courses in Fairfield, Ca.

The 2nd Growth Summer Conference will be July 17-19 at La Quinta Resort, La Quinta, Ca.

Western Wood Products Association installed new officers and bestowed awards at its annual meeting in Scottsdale, Az.

Eric Schooler, The Collins Cos., Portland. Or.. was elected chairman. Other officers are 1st vice chairman Allan Trinkwald, Simpson Timber, Tacoma. Wa.. and 2nd vice chairman

Bob Lewis, Columbia Vista Corp., Vancouver. Wa. Mike O'Halloran was

reelected president and c.e.o.

New directors are David Weza, Rosboro, Springfield, Or.; Jim Vandegrift, Bennett Lumber Products, Princeton, Id., and Jason Spadaro, SDS Lumber, White Salmon, Wa.

Honored as Master Lumbermen for 2008 were Jimmy Bridge, Mescalero Forest Products, Mescalero, N.M.; David Farley, Guy Bennett Lumber, Clarkston, Wa., and Mark Luster, Siena Pacific Industries. Lincoln. Ca.

Pacific Coast Wholesale Hardwood Distributors Association will celebrate its 85th annual convention

April2O-22 at The Princeville Resort, Princeville. Kauai. Hi.

Roger Rutan, v.p.-marketing & business development, Timber Products, will discuss "The Green Movement & Wood Products: What You Need to Know." Other speakers include Bill Altman, president of the Hardwood Plywood & Veneer

Association, and George Barrett, president of the Hardwood Review.

Social activities include golf and tennis tournaments, a beach party, and a cocktail reception and dinner dance.

Western Red Cedar Lumber Association reserved July l7-19 at the Delta Victoria Ocean Pointe Resort, Victoria. B.C.. for its Cedar Summit Conference.

A golf tournament at the Olympic View Golf Club starts the event, followed by a reception and hosted BBQ. A chairman's reception/banquet ends a second day packed with programs.

Los Angeles Hardwood Lumberman's Ctub will hold a general meeting Aug. 14 at Steven's Steakhouse, Commerce, Ca.

Oakland Hoo-Hoo #39 will meet for its annual luncheon May 2O at Francesco's. Oakland. Ca.

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lolled es Tough timesooo or great times?

By Carlton Smith

EIOR salespeople and managers

I-' alike. it's no secret that these are challenging times in the residential construction industry. And that includes installed sales. Yet how you respond can make the difference between them being tough times or great times for your business.

Here are a few thoughts to consider: If your business experienced significant growth over the last few years, it was most likely due to a combination of the following:

. The market expanded rapidly in your area.

You had sales reps out in the field talking about your company and product offerings.

ered and installed at acceotable service levels.

. Your company was place at the right time. You managed your service the growth.

in the right business to

. Your company enjoyed a reasonable amount of customer loyalty.

. You paid your bills on time and had solid vendor relationships.

For sales representatives, the hectic pace was challenging. Measuring jobs, meeting deadlines, solving problems, dealing with material shortages, price increases, installation errors, etc. To be blunt, many weren't even selling. Frequently, they were highly paid customer service reps that were taking orders and maintaining relationships. Buying meals and playing golf were the most sales-related activities they had. I know I may have oversimplified the activities, but the reality is that selling was easy.

Fast forward to today.I'll bet most salespeople are shell-shocked. Business has fallen way off and their commission checks are shrinking. The sky is falling and things are terrible out there! Well, things may be terrible, but there are still 800000+ (annualized) single-family housing starts in the U.S. right now. That's 66,666 per month!

There are also a lot of light commercial, multi-family, and good specialty sales opportunities out there for those that are willing to put forth a little extra effort and pursue non-traditional channels.

Are salespeople really pursuing these opportunities? Are

they aware of who is cunently building and whom they use for the products and services your company could be providing? Have they identified competitive target accounts and discovered what it's going to take to get their business?

In many cases,I would bet the real answer is no. Cold calling and new business development has not been their strong suit in the past and is uncomfortable for them now, when it's most important.

As you position your company for the recovery, here are some questions that salespeople and managers need to consider:

Specifically, why do your customers buy from your company?

. What sets your company apart from your competition? Can you quantify it?

Are you partnering with the right suppliers?

. What are you doing to protect your good customers who pay on time?

. What customers do your competitors have that you would like to have?

. What do those customers value in your competitor that keeps you from getting their business?

. What is it going to take to get those customers to switch their business over to you?

What are you doing now to get new business and to position yourself for the recovery?

. If you're a business managerl owner. what are you doing to position your business to rise with the new tide when it finally does come in?

Does your competition know your customers better than you do?

. Do you know the competition's customer(s) better than they do?

I hope you have good answers to these questions and are positioned to take full advantage of new business opportunities as you uncover them. Validate the effectiveness of your current employees, streamline and position your businesses for the recovery, and make necessary adjustments that will have a positive impact on your bottom line not only today, but well into the future.

- Formerll: the owner oJ a successful instaLled sales business in Atlanta. Ga.. Carlton Smith offers sales training and business development consulting for owners of installed sales operations. He can be contacted at csmith360@ hotmail,com or (678) 982-5852,

Your product offering was good enough.

. You had a decent operations team that deliv-

Honmuch shouldyou ilend onmaftelingfl

By Greg Stine Polaris, Inc.

fN ALL my years speaking with clients, workshop attenldees, and other business leaders, one of the questions I am asked most often is, "How much should I spend on marketing?"

Over the years, I have read books and heard other consultants and "experts" make broad statements regarding marketing budgets that, honestly, never made any sense to me. Businesses are so very different, I thought. Industries are different, for that matter. So for years I never attempted to answer that question directly in front of a group of business leaders or an audience because I figured, "It depends on your situation..."

Well,I was wrong.

And to go one step farther, anyone making a general statement about marketing budgets that isn't what I'm about to tell you is flat wrong.

A few years ago while I was working with a particularly analytical client (John Apgar, president of Owens Design), I was once again faced with this darn question, "How much should we be spending on our marketing?" Not only did he want my recommendation, but he wanted thoughtful evidence that it made sense for his company.

What surprised me was that in answering John's question, I also answered the question for almost everyone else: "About 57o of gross margin."

Wnu this malos sense.

First, let me tell the story of how I figured it out. (And when I say this, please understand that while I'm often humbled and confused about many things, this one 1 do have figured out, and it's pretty cool!)

To answer John's question, I did some research with companies I knew very well. I pulled together data for all the companies I have ever worked with and knew their internal revenue and profitability figures. I narrowed the list to companies that I knew had sustainable marketing programs-programs that function well and successfully do their jobs within a successful and profitable company.

Aside from great marketing programs, what did these companies have in common? Other than profitable bottom lines, not much. They ranged in size from a $2-million software companies to $200+ million manufacturers of near-commodity products.

Some of these companies had marketing budgets that were a very low percentage of sales (i.e., commodity manufacturers) and others had a very high percentage as compared to sales (i.e., software firms); thus' the ratio between marketing and total revenue was all over the map. This was no surprise and was why all the typical responses by "experts" make such little sense. However, the picture changed completely when I added an additional column to my spreadsheet: gross margin.

What I found was that for these successful companies. their annual marketing budgets all fell between 47o and 67o of their gross margin. Since I did the original analysis, I have mentally tested this model with a few dozen companies in a variety of industries and it has always held up. Allow me to explain further...

Flip it over and think of gross margin as the sum of a company's overhead plus profit. Companies with highmargins need more marketing (as a percentage of total revenue) to push their unique products and services successfully into the market, which requires powerful branding. They also have a business model able to provide the marketing budget. Companies with low margins typically are selling near-commodity products and services and there is less of a need (as a percentage oftotal revenue) for marketing or, honestly, differentiation.

Because all of these very successful companies are pri-

ratclr ou'nccl I arrr not ut libct-tr trr shalc theil l'irrancirLl clata. but I'r c sccn rlozens ol conrl-rur.tics. closc Lr1t. that all lall into this plofiie:

Annultl Rcrcnuc: fllrngin!' liorrr 5l nrillion to o\ cr hl(X) nrillion rcvenrrc.

Gross Marsin: Rlnging ll'onr l0'l to ll-i'i ol fc\cnuc.

\ct l)r.ofit: E ll?i ol lcvcnuc.

Annuul Irarketing bLrcl!tct 1-6(r l)elccnt ol lrnnruLl gross nrargin (S).

llow whatfl

Is this tltr- cncl o1' thc stor.,r"l Ol \'r)tlt\e ltol. Bttl il's lr Ltt'ttl rllttill: pllee lnrl rr r clr roocl rcllin e lreck. Sinec I l'ir.st tliscor crcd this tbrruulu. I hurc uscrl it to tcrrch clicrrts and lrclp thcrrr builrl succcs:llrl nlrrkctinL pr-oqfrinrs thut lit rr cll into thcir- busincss rttotlcls itntl contplLrrr gorrls. It': rr grcilt \\ a\ 1o tiikc lL biu-1-rictLrlc look lrt u ltut's happcning.

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Mendocino Redwood Keeps After Pnlco

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Weyco Shuttering 2 NW Mills

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Tum-A-Lum Leaves Nevada

Tum-A-Lum Lumber Co., Bend. Or., has closed its Copeland Lumber Yard in Carson City, Nv.

The March 7 closure leaves TumA-Lum with five yards in Oregon and California.

The chain is attempting to sell the 50-year-old yard, which employed I 7

P&T Wins Filing Extension

Pope & Talbot, Portland, Or., has won a 75-day extension to file an exclusive Chapter l1 liquidation plan and solicit approval votes without the threat of rival plans.

The court gave P&T until June 2 to file and until July 30 to get votes, allowing the company time to complete asset sales and negotiate terms of liquidation with its creditors.

In January, International Forest Products won court permission to buy three of P&T's lumber mills and related assets for $69 million. In February, Indonesia's PT Pindo Deli Pulp & Paper Mills, an affiliate of Sinar Mas Group, won court approval to purchase P&T's paper business for $105 million.

Both sales are expected to close in early April.

Recovery Predicted For 2009

Western mills should see signs of recovery in 2009, although this year could be the worst since World War II for new construction, according to a new forecast from the Western Wood Products Association.

"The next three or four quarters are going to be shaky for the U.S. economy," said WWPA economist Kevin Binam. "Housing is just going to limp along until foreclosures subside and the mess in the financial markets is cleaned up."

Lumber production at western mills is forecast to slip by 11.57o this year, ro l4.l billion bd. ft. This would be the lowest since 1982, when just 13.7 billion bd. ft. was produced in the West.

Housing starts for 2009 are forecast at 1.17 million. with lumber demand ar 41.7 billion bd. ft. "After this year, the worst should be behind us," said Binam. "The slow recovery for housing and lumber markets should continue for the balance of this decade."

More Green At Parr

Parr Lumber, Hillsboro, Or., has completed a green remodel of its store in northwest Portland, Or., and plans to remodel its other 27 stores in Oregon and Washington to make them more sustainable.

Originally opened in 1946 as the company's second location, the remodeled store is the only one in metro Portland that stocks lumber certified by the Forest Stewardship Council.

During the remodel, the store operated out of an adjacent warehouse. Green improvements include floors made from recycled tires, LED lighting, cement composite siding, and solar panels on the roof that will provide 30Vo of needed power. Because of energy savings, the company expects to recoup remodeling costs within four years.

Inside, about lOVo of the products offered for sale are sustainable, according to store manager Marshall Smith. To earn Parr's "Get Real" green label. products must be certified sustainable by the Forest Stewardship Council or the Sustainable Forestry Initiative, be at least partially made with recycled materials, or contribute to clean air or energy efficiency. "There's a lot of consumer demand for certified oroducts." said Smith.

TluCnorcE-

Murphy Unveils Oregon LVL Plant

Nearly three years after fire destroyed Murphy Plywood's mill in Sutherlin, Or., the company has opened a new 200,00-sq. ft. laminated veneer lumber plant at the same location.

"The fire that destroyed the plant did not destroy our dreams or dedication, as this new plant testifies," said president John Murphy, who hosted an open house at the new facility on March 17.

The first regular shift at the new plant was added in early January; a

second shift was added last month. Murphy, who has plans for a third shift once conditions improve, said he is confident the current market slowdown will not last forever.

The original plywood mill was built in the 1940s, although additions were added over the years. Murphy said that the new plant is more efficient and has a lot of enhancements, including a new veneer dryer that does the work of three dryers from the old plant. Annual production is estimated at 4.5 million cu. ft. of LVL.

Mill Layoff Puts Biomass Expansion At Risk

Warm Springs Forest Products will lay off half of its I l5 employees April 29 and put its mill in Warm Springs, Or., in "conditional shutdown" mode. The move could hinder the company's planned $50 million expansion of its existing biomass facility, which relies on an adequate supply of wood waste from the adjacent sawmill.

"We're still very positive about biomass," said c.e.o. Mark Jackson. "But it would be very difficult to

make it work without a mill. The mill and the biomass plant would be synergistic together."

He also said that the "company is in jeopardy. If it wasn't in jeopardy, you wouldn't have seen the layoffs."

Started in 1966, the mill is owned by the Confederated Tribes of Warm Springs.

Jackson said that any remaining logs will be sold to other mills or ground into chips and sold to paper

and pulp companies. "It would be difficult to support all those people on revenue from chips," he said. "We saw the need for a large layoff to make it through this downtum. I hope it's the only layoff this year."

Tolko Settling OSB Lawsuit

Tolko Industries Ltd.. Vernon. B.C., has reached a tentative settlement in an OSB class-action lawsuit concerning alleged antitrust violations, according to Random Lengths.

Documents filed with the U.S. District Court for the Eastem Division of Pennsylvania showed that Tolko agreed to pay $4,325,000 and to cooperate in litigating claims against the remaining defendants. Similar agreements have already been reached with defendants J.M. Huber, GeorgiaPacific, and Ainsworth.

Although the company denied allegations of wrongdoing, it agreed to settle to avoid further litigation expenses.

On March 24, District judge Paul Diamond held settlement conferences between plaintiffs and defendants Grant, Potlatch, and Weyerhaeuser. A trial is scheduled to besin June 3 in Philadelphia, Pa.

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Miguel Gutierrez, ex-Adobe Lumber, has joined the sales staff at Thunderbolt Wood Treating, Riverbank, Ca., specializing in marine and industrial sales.

Lance Lozano has joined the sales staff at Greenwood Products. Lake Oswego, Or.

Kaylynn Poplawski, ex-Home Depot, has joined Fiber Composites LLC, New London, N.C., as the company's first builder accounts specialist, focusing on contractors in the Pacific Northwest. Terry Anderson is new as a Home Depot account mgr., and Carol Kelly is now director of national builder accounts and specialists.

Rick Hermanson, ex-Bluelinx, is now branch mgr. at PC Wholesale, Rancho Cordova, Ca.

Scott Moe is new to the Lake Oswego, Or., office of Pacific Western Lumber.

Joe Clegg retired April4 from Simpson Timber, Tacoma, Wa., after 3l years with the company and 36 with the industry.

Doug Nelson, ex-ilevel by Weyerhaeuser, has joined Capital Lumber, Denver, Co., as an account mgr.

Robert Burgess has been appointed associate v.p.-consumer marketing at Orchard Supply Hardware, San Jose, Ca. Janis Healy has been appointed associate v.p.-visual merchandising.

Dave Lockart is store mgr. of the new Lowe's Home Improvement Center in Redmond, Or.

Howard Cohen is serving as chairman of the board and interim c.e.o. of Bluelinx Holdings Inc., Atlanta, Ga., following the resignations of chairman Jeffrey Fenton and c.e.o. Stephen Macadam, who has joined EnPro Industries.

Laura Iten has joined Pennsylvania Lumbermens Mutual Insurance Co., as its new field representative in Arizona. New rep Karin Bruhn is now covering Washington, Idaho, Oregon and Montana.

Robert Husk has been appointed national sales/technical mgr. for Met-Tile, Ontario. Ca.

Rob Mitchell has been promoted to president of BW Creative Wood Industries, Maple Ridge, B.C.

Curt A. Barker is now v.p.-salesNorth American building materials distribution for Owens Corning. Scott G. McDonald has been named v.p.-business development for residential insulation.

Albert 6'Al" P. Carey, PepsiCo, has been elected to the board of Home Depot, Atlanta, Ga.

Dorvin D. Lively was promoted to chief financial officer of Ace Hardware Corp., Oak Brook, Il.

Edward Matsuyama is the new director of the American Forest & Paper Association's office in Tokyo, Japan.

Gary Gessel has rejoined Masco Corp., as president and chief operating officer of Milgard Windows & Doors.

Alan Barry, retired president and c.e.o., Masco Corp., was recently presented City of Hope's Spirit of Life Award.

Misty Dawn Boy6, co-owner, Ace Hardware, Canyonville, Or., was honored as the town's woman of the year for her role in local events, charities and youth activities.

Carey Quick is now in charge of deliveries at Mungus-Fungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.

l{ews Briefs

(Continued from page 24)

multi-family starts single-family activity fell 6.77o to an annual pace of 707,000 ... regionally, starts climbed 5.IVa in the West permits continued to slide, decreasing 7.8Vo to a 978-million rate-the lowest pace in nearly two decades

Viance's Ecolife treated wood is now listed in the GreenSpec directory of the "best of the best" environmentally preferable building products ...

Pavestone will sell its concrete landscape business to CRH/Oldcastle for $540 million, to focus on its stone veneer business ...

Weston Forest Group, Mississauga, Ont., was named one of Canada's 50 best managed companies by Deloitte, CIBC Commercial Banking, Queen's School of Business, and the National Post ...

Universal Forest Products, Grand Rapids, Mi., was listed among Fortune's 2008 Most Admired Companies ...

Powermate Corp. has filed for Chapter ll bankruptcy

Dixieline Lumber & Home Centers, San Diego, Ca., now carries the full line of 3Blind Mice Window Coverings.

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84 Consolidation Continues

84 Lumber continued its cut-backs, closing nine locations nationwide and terminating 25-some employees at its headquarters in Eighty Four, Pa.

The closures came in markets served by multiple locations.

"These consolidations give us a stronger and more efficient presence in markets that have exhibited strong growth in the past, and that we believe will post high growth again when the housing market turns around," said Frank Cicero, executive v.p. of store operations.

The Colorado Springs and Loveland, Co., yards were closed and operations merged into the Henderson, Co., location. The store and truss plant in Sacramento, Ca., were consolidated into Auburn, Ca.

Other consolidations include the Tampa unit into Plant City, Fl.; Sarasota into Bradenton, Fl .; Covington into McDonough, Ga.; Frederick into Mount Airy, Md.; Seabrook into Upper Marlboro, Md., and Omaha into Lincoln. Ne.

In addition to those terminated in

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mid-March, another 20 office personnel have transferred to other positions, while l5 unfilled positions were eliminated, according to spokesman Jeff Nobers. Over the last 12 months, the chain has released about 80 headquarters employees.

Early this year, 84 mothballed l0 other stores and two components plants. The chain has also formed an Atlanta Construction Service Hub. combining a door shop, engineered wood center, installed insulation, and whole-house installed sales program.

APA Warns Of Chinese LVL

Non-certified Chinese laminated veneer lumber used as scaffolding planks failed safety evaluations conducted by APA-The Engineered Wood Association.

"This does raise concern for life safety issues," said Dr. Borjen Yeh, director of APA's technical services. He said that even though the sample size was limited, the performance of the tested planks was substantially below the value proclaimed by the manufacturer. As a result, he advised end users to be cautious of all non-certified product.

APA evaluated LVL scaffold planks imported into the U.S. from China to compare their adhesive and mechanical properties to similar products manufactured in the U.S. and Canada. Although the imported planks were labeled 2.28, the 30 test specimens averaged 1.8 million psi-about 2OVo below the proclaimed value.

In two adhesive durability tests, the imported LVL planks did not meet U.S. Voluntary Product Standard PS I for glue-bond durability. The delami nation results indicated that the panels were probably manufactured with waterproof adhesives but the glue bond quality was inconsistent.

In addition to their poor strength and durability performance, the tested samples did not bear the mark of an independent certification agency. According to the OSHA scaffold plank regulations and the American National Standards Institute A10.8 Standard for scaffolding safety, "All laminated scaffold shall bear the seal of an independent nationally recognized agency certifying compliance with the design criteria referenced in the standard."

The full product advisory,Imported Chinese LVL Scaffold Plank (Form No. SP-1139), is available online at www.apawood.org.

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Lowe's Slows Expansion Pace

The nation's fastest-growing home improvement chain, Lowe's Cos., Mooresville, N.C., will delay opening 20 new stores in several economically hard-hit states-including California and Florida-due to a soft housing market and tight credit.

President Larry Stone said the company must take steps to improve profit, rather than wait for the "housing gods to help us."

"We're not going to sacrifice long-term success to drive short-term results," he continued. "For example, we're not going to cut staffing in our stores to the point that it impacts service. But we are managing payroll to the current sales environment."

Analysts predict that home improvement companies face tough conditions this year. "We just simply can't be more optimistic about the overall industry until we see clear signs that the credit crunch is over and the recession is shallow and short-lived," said Stephanie Hoff, a senior retail analyst at Edward Jones.

She said that tightening credit is hurting home improvement retailers in particular. "Most people would either refinance their homes or tap into a home equity loan to be able to finance a $3090 kitchen remodel. Now it's harder and more expensive," she said.

Distributor Brands Green Flooring

EarthSource Forest Products, Oakland, Ca., has introduced the latest new product under its EarthSource privatelabel brand: exotic hardwood floorins that is either FSCcertified or salvased.

"These are beautiful exotic woods that have been sustainably harvested from tropical locales around the globe," said president Jeff Hunt. "And they are priced competitively with North American solid-strip products."

The new flooring is available in Guatemalan machiche and plantation teak, Australian cypress, Hawaiian lace-

wood and Robusta eucalyptus, African afzelia, and plantation-grown Honduras mahogany.

Custom widths, plus standard sizes of 2-114",3", and 3114", are available in 314" thickness. Matching trim and accessories are also available.

Other EarthSource-branded products include ip6 and machiche deckine and outdoor fumiture.

PeNNSyLVANrA LuvreeRMENS Muru,a.l

We've been protecting businesses like yours for over L0O years and we're still growing strong.

At PLM, we understand that you need an insurance company with property and casualty insurance products and services thatyou can trust. For over 100 years, our experts have been providing quality claims and risk management services to the lumber, woodworking and building material industries. Remember, "you get what you pay for." We understand wood. We know your business... because it's our business too.

lf you're looking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8OO.752.1895 or log onto www.plmins.com.

Yesterday, Today, Tomorrow... grow knowing you're covered.

fohn K. Smith, CPCU President and Chief Executive Officer

Pennsylvania Lumbermens Mutual Insurance Company One Commerce Square, 20O5 Market Street, Suite 1200 Philadelphia, PA 19103

PLANTATION-GROWN mahogany from Honduras is just one of the exotic hardwoods offered underthe EarthSource brand.

explsure of your clmpany and p r o ducts thr oughout the distribution ch annel,

Select the best advertising vehicle for your conpany to target-market a particular region or market segment-or choose nultiple publications to reach the entire industry, natianwide,

The Merchant Magazine,

8S-year-old trade magazine reaches LBM dealers and wholesalers West of the Rockies. Ihe Merchanft Magazine is primarily a paid publication, ensuring high readership.

Buitding Products Digest.

25-year-old sister magazine reaches LBM dealers and wholesalers East of the Rockies. EPOs controlled circulation guarantees it reaches every dealer and wholesaler in the South, Midwest and Northeast.

Trader's Preview: NAWLA Traders Market

Each year, a special supplement targets LBM buyers in conjunction with each fall's NAWLA Traders Market. The supplement is inserted into the October issues of both BPD and The Merchant, providing circulation of over 21,000. Discounted advertising rates include an expanded company and booth listing.

Deluxe lndustry Calendar of Events.

The Deluxe Industry Calendar of Events is packed with hundreds of industry events, encouraging buyers to retain and constantly reler to it throughout the year, Consequently, each month's sponsor receives a full month of exposure. The full-color, 12month wall-hanging calendar is inserted into the December issues of both BPD andThe Merchant , providing a circulation of 21,000+.

For rates and more intormation, contact Alan Oakes or Chuck Casey at (949) 852-1990 ajoakes @ aol.com, ccasey @ building-products.com

pcr'\on for'-thc .job ihoulcl ulu'uvs bc r orrr pr-inlrrv crrte r-ia. bLrt in thc sltcciul e rrsc o1' lr nrelgcr ()r' rcorg. ti I)cr'ecption tlrut both sicles get rcllrcsenlltiort is inrportirnt to cclnsidcr. to().

Lcading through organrzational change

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\\'lrerr mcctinc u ith cntyrlolce !r'()r.rl)s. ucknou,lcrlgc vour- rlcsilc to nrakc it u nrcr-gcr ol ctluuls. bLrt thlt r ou rrnrle rstllnrl sornc lnar bc skcPticul.lrr-rrl thut's okut Ask tlrcnr to .itrcllc r ott lrncl tltc ploccss rrn u hlrt the,r :cc. trot u hut thcv ntav ltick Lrlr via thc lurlrol nrill. Lct thcnt krrorr rorr rr ill pr-ornotc ancl suppor'1 errrltl0r'ccs busccl on skill sct ancl uttitrrrlc qoing lot'r.i ltrtl rcgalrlle ss o1' u hie It rroulr thc,r ne rc ril'filiritetl n ith oliginlllr'. Bl cloing this. vou ri ill bcgin scttin! thc c\l)cctrrtions lnrl r-cuching tltosc rl ho alc ri illing to givc this chtrngc rr slrot il propcrll lccl.

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possible, spend time face to face inside and outside the office with potentially key people. Find out what makes them tick-their values, their work ethic, how they think and make decisions. Make your assessments based on direct experience as much as possible.

3 . Post-merger especially, pay attention to the psychological, not just the logical, aspects of change.

Pre-merger activity is filled with logical analysis. Everything from geographies, facilities, technical expertise, market share, and supply chain logistics are gone over with a finetooth comb, as indeed they should. Often, the "soft" side of the deal (i.e., culture and people) gets short shrift. After all, it's hard to get stuff like that on a spreadsheet. Yet all of your finely honed analysis will come to naught if you don't get people to act in accordance with your logical assumptions once the deal goes through. Ignore the soft side of the deal and you run the risk of watching your logical plans sink into a psychological swamp, swallowed up by employee fear and resistance.

To avoid this outcome, actively involve people in making the change

happen as much as possible. Get them so busy in meaningful activity around executing the change they don't have time to worry or complain about it. Getting them involved on teams and focus groups will not only help you make better decisions (after all, they know their day-to-day business better than you do), but employee buy-in and commitment to decisions will increase.

4 n, honest: Share whut's in it for them, both the good and the bad.

Leaders assume people will naturally see the inherent benefits of change. or they emphasize aspects employees care little about. For example, to tout the benefits of the change to stockholders is all well and good, but will do little to calm the fears of employees who may feel threatened by what the change portends for their personal welfare.

Make sure you can clearly articulate how benefits will accrue to employees who embrace the change. At the same time. be honest about the potential downside: if the change will result in some pain and sacrifice (loss ofjobs. positions. a change in geography) be up front about that, too. Early on in any change process the same

question is paramount on people's minds: "What is this change all about and how will it impact me?" Until you adequately answer those questions, anything else you share will be tuned out or, worse, misinterpreted as fulfilling workers' worst fears.

5. Passion plus patience equals long-term success.

It's normal for senior executives in the power seats, those actively involved in making decisions up and down the line. to feel more passionate about change. After all, they have been actively involved from the get go, can see the benefits and how it can work long-term, and feel personally invested. For many of the rest, they can feel as if they are just along for the ride. sometimes on a journey they did not ask for, nor necessarily agree with. They may have heard the rumors, but have felt powerless up till now to do anything about it.

Let patience be your guide. If you follow the steps outlined above, most will get on board.

- Dr. Garlt Bradt is a popuktr speaker and author ry'The Ring in the Rubble: Dig through Change & Find Your Next Golden Opportunity . Reach him via www.parybradt.com.

Metal-Free Preservative

(Continued from page 16)

ence in the wood treatment market was intended to create wood preservation technology that would respond to the demands placed on the industry by environmental regulation and consumers who are seeking durability, attractiveness and lower maintenance in outdoor structures made of wood.

The cooperative development of products like Ecolife through the partnership of Viance LLC is based on extensive field testing conducted by Rohm and Haas and CSI.

Ecolife-treated wood, for example, has been subjected to rigorous field testing in tropical conditions in Hilo, Hi., and in other locations in North America and Australia. According to Dr. Kevin Archer, product development manager for Viance, the tests

show that EcoVance combined with the Ecolife stabilizer system provides broad-spectrum protection that significantly extends the service life of wood.

"After extensive field testing at multiple test sites throughout the world." Archer said. "the Ecolife Preservative system has demonstrated outstanding long-term performance against decay and termites.

"Additionally, the benefit of the wood-stabilizing polymer in Ecolife was reduced warping, cracking and splitting caused by weathering. This enables the homeowner to avoid the premature replacement of unsightly wood decking. Ecolife-treated wood provides the beauty of natural wood and enhanced durability that homeowners have come to expect."

SPI Parts With Timberland

Sierra Pacific Industries, Redding, Ca., has agreed to sell roughly 56,300 acres of timberland in southwestern Washington to real-estate investment trust Rayonier, Jacksonville, Fl. Expected to close in the second quarter, the $215-million acquisition increases Rayonier's holdings in the state to 426000 acres.

B1,lD distributes quality APA certified products

o Jager and QBI l-Joist (PRI)

o Rim (wL & OSB)

o Glulams-Port Odord Cedar & Doug Fir

o West Fraser LVL

o GL3OOO by Calveft

. Hoover Fire Treated Lumber & Plywood

o FSC Ceftified

Lumber Association of California tr Nevada's 2nd Growth

Fifth Annual Forest tr Mill Tour

May IB-20, 2008

Eugene - Roseburg, Or.

Tour one of North America's largest EWP facilities, Roseburg Forest Products, covering over 70 acres, with over 500,000-sq. feet of manufacturing space. See the state-of-the-art complete processing facility from drying and grading veneer to final packaging and shipping.

Attendees will also tour Roseburg's stud mill, hardwood plywood plant, and particleboard/pre-finish faci I ities.

See how more than 750,000 acres of timberland in Oregon and California are managed to supply the majority of the wood fiber needed to produce these products.

For more information on attending this mill tour or other upcoming LACN events, please contact the Lumber Association of California & Nevada at (800) 266-4344 or visir us ar vt/ww.lumberassociation.org

Is the price right? Top 10 pricingmistakes

r[tHERE are good pricing policies

I. and bad pricing policies. Here are l0 of the most common mistakes companies make when pricing their products and services.

Mistake #l: Compunies ba.se their prices on their costs, tlot their customers' perceptions ol value.

Prices based on costs invariably lead to one ol-the following two scenarios: (l) if the price is higher than the customers' perceived value the cost of sales goes up, discounting increases, sales cycles are prolonged and profits suffbr; (2) if the price is lower, sales are brisk, but companies are leaving money on the table, and

therefore are not maximizing their profit.

Results: Higher c:ost, lower reverttte, lower profits.

Mistake #2: Companies base their

By Per Sjofors

prices ort "the marketplur:e."

The marketplace is ofien cited as the "wisdom of the crowds," the collective judgment of the value of a product. But by resorting to "marketplace pricing," companies accept the commoditization of their product or service. Instead, management teams must find ways to dif-ferentiate their products or services so as to creatc additional value fbr specific market segments.

Results: Products soltl on price alone leads to lower profits.

Mistake #3: Ctmpattie.s (tltetnpt t()

(Please turn to page 52)

Top l0 Pricing Mistakes

( Continued from page 50)

achieve the same profit margin ecross dffirent product lines.

Some financial strategies support a drive for uniformity, and companies try to achieve identical profit margins for disparate product lines. The iron law of pricing is that different customers will assign different values to identical products. For any single product, profit is optimized when the price reflects the customer's willingness to pay.

Results: Companies are unable to optimize their pricing, leading to lower profits

Mistake #4'. Companies fail to segment their customers.

Customer segments are differentiated by the customers' different requirements for your product. The value proposition for any product or service is different in different market segments, and the price strategy must reflect that difference. Your price realization strategy should include options that tailor your product, packaging, delivery options, marketing message, and your pricing structure to

particular customer segments, in order to capture the additional value created for these segments.

Results: Companies fail to maximize their market potential leading to lower revenue and profits.

Mistake #5: Companies hold prices at the same level for too long, ignoring changes in costs. competilive environment, and in customers' preferences.

Most companies fear the uproar of a price change and put it off as long as possible. Savvy companies accustom their customers and their sales forces to frequent price changes. The process of keeping customers informed of price changes can, in reality, be a component of good customer service.

Results: Companies endures everreduced profits, and when they make a price change, it is large an.d they may lose their customers. Each loss leads to lower revenues and lower profits.

Mistake #6: Companies often incentivize their salespeople on revenue generated, rather than on profits.

Volume-based sales incentives create a drain on profits when salespeople are compensated to push volume at the lowest possible price. This mistake is especially costly when salespeople have the authority to negotiate discounts. Companies need to redefine the salesperson's "job" as maximizing profitability, and incentivize profitability, while also providing the salespeople the necessary "tools" to do so.

Results: Higher sales volume on lower-cost products and overall lower profits.

Mistake #7: Companies change prices without forecasting competitors' reactions.

Any change in your prices will cause a reaction by your competitors. Smarl companies know enough about their competitors to forecast their reactions, and prepare for them. This avoids costly price wars that can destroy the profitability of an entire industry.

Results: Danger of costly nonprofitable price wars

Mistake #8: Companies spend insfficient resources managing their

prtctnS pracilces.

Cost, sales volume and price are the three basic variables that drive profit. Most management teams are comfortable working on cost reduction initiatives and have some level of confidence in growing their sales volume. Many companies, however, only utilize simplistic price procedures.

Results: Lower revenue and lower profits.

Mistake #9'. Companies fail to establish internal procedures to optimize prices.

In some companies, the hastily called "price meeting" has become a resular occurrence- a last-minute

Split Seconds

Start on the left with the number given and follow the instructions as you go across. Beginners have 30 seconds to complete their row, Intermediates have 45 seconds to complete theirs, and Advanced players have 60 seconds

meeting to set the final price for a new product or service. The attendees are often unprepared, and research is limited to a few salespeople's anecdotes, perhaps a competitor's year-old price list, and a financial officer's careful calculation of the product's cost structure across a variety of

(Please turn to page 57)

for their row.

For an extra challenge, complete both the Beginner and lntermediate rows in 45 seconds or the Intermediate and Advanced challenges in 60 seconds. Answers on page 59.

S&P Predicts Tough Year For LBM

Because the decline in housing starts in 2OOl was sharper and quicker than expected, Standard & Poor's Ratings Services sees the U.S. building material industry as in the midst of the most difficult market conditions in more than a decade.

With a further decline in starts expected this year, how the industry manages any potential moderation in the commercial, remodeling or infrastructure markets will be critical in determining credit quality within the sector over the next year.

S&P economists recently examined the top trends that could affect credit ratings for LBM companies:

A recession of unknown depth and length in the U.S.

S&P places the industry at the beginning of a mild recession and believes it will become more difficult for companies to continue cost-cutting measures, disciplined production, higher productivity, and solid pricing that kept profits and cash flow at acceptable levels for most companies in 2O07, despite lower volumes. Market conditions were relatively stable for LBM companies with diverse

end markets or concentrations in commercial and infrastructure sectors. while companies with a significant presence in new residential construction experienced steeper drops.

While new residential construction will likely remain depressed, a general recession could also lower demand in the commercial and repair-and-remodeling sectors.

. The housing slump could spread to repair, remodeling and commercial

S&P's baseline expectation is for more than a 30Vo drop in annualized housing starts in 2008, to approximately 930000 units. Factors include a reduced level of permits, tighter mortgage lending standards, and the prospect of further foreclosures.

As a result. S&P does not see a meaningful recovery in LBM pricing in the near future. Meaningful production cuts to align with demand should provide a pricing floor, and prices should rise modestly as the spring building season ramps up. In addition, many companies benefit from largely variable cost structures that help them adjust to lower volumes. Still, at fewer than 1 million housins units. even

companies with low fixed costs may have difficulty covering overhead.

S&P's believes housing will not begin to rebound before 2009. While companies are either slowing down output or temporarily closing facilities, they have not, for the most part, been permanently reducing overcapacity, because the long-term fundamentals for housing remain positive and the companies want to be positioned to participate in the eventual upturn.

The conventional wisdom has been that, as new home sales decline and the prospect of trading up diminishes, homeowners take greater interest in remodeling and repairing existing homes. However, behaviors could be altered, as consumers become concerned about job security, the inability to tap home equity sources due to the drop in home values, and increased worries about the extent of recession. Building products that can be repaired, such as air conditioners. should benefit, while more discretionary products, including kitchen cabinets and spas, will experience wider swings in sales.

Although 2008 should see stillhealthy commercial activity, after year-over-year growth of l27o in 2001 and 8.47o in 2006, there are isolated

Some contractors dont think twice about treated lumber. But, look at the trend and it! clear consumers are srarring to. They're not only looking for eco-friendly products, they want to buy from eco-friendly companies. Give them what they want. McFarland Cascade has been treating wood since 1915. In that time weve learned a lot. Our treated wood is as eco-friendly as they come and our treating faciity has won an eco-award for the steps we've taken to safeguard the environment. It's one reason we're one of the largest distributors and manufacrurers

of treated wood on the West Coast. Another is our commiu ment to quality and service. If you're interested in ExtraGreen Construction Pro* lumber or Outdoor Select* decking and accessories, call us today at 8A0-426-8430. We offer a full line of sizes and lengths, You can also check out our T?opical Hardwoods, StoneDeck'tiles and Composites on our website.

Eil McFo

the best outdoor projects start with the best materials

signs that are cause for concern, causing S&P's to forecast flat nonresidential construction activity for 2008.

The most prevalent cause of concern is the prospect that the current tight credit markets will result in the shelving of planned projects as financing and refinancing become less available and more expensive for commercial owners and developers. In addition. credit availability to small and medium-size businesses, often the sponsors of individual projects, has clearly tightened in recent months. Higher borrowing rates, more collateral, and smaller loan amounts are apt to reduce activity in this sector and further crimp revenues and profits for building material suppliers.

A second concern is the lag effbct of sharply lower housing starts 0n commercial construction. After new communities are built out. big-box retailers, malls, offices, restaurants and other services and amenities folIow. With the buildout of large communities unlikely in Arizona, Nevada, California and Florida, for example, a ripple effect could delay or shelve commercial projects in these regions. While this may not be as much of an issue during 2008, given the current

backlog of commercial projects, the state of this market will come more into focus as 2009 approaches.

Still-voletile raw material and energy prices

Price volatility of raw materials continues to be a risk for the sector. While prices for steel, copper, aluminum and resins have declined somewhat in the past few quarters, they continue to be volatile and near historical highs. Over the past few years, many LBM companies largely offset raw material price escalation by raising product prices, reducing costs, and improving productivity. In fact, in periods of strongest demand, price increases outpaced higher raw material costs. However. with volume now retreating, companies will find it more difficult to raise prices to offset the expected clirnb of material costs.

Energy can also be a cost factor, particulally for companies with energy-intensive manufircturing processes. Such costs include natural gas for wallboard producers. asphalt fbr roofing-shingle makers, and resin for siding manufacturers. The cornbination of lower volumes and continued high energy prices are likely to constrain

operatlng margtns.

, Tighter credit

With many banks and other lenders experiencing large losses, the climate for companies with housing exposure has become less amenable to negotiation of amendments and waivers. The result is deepened concern about liquidity as lines of credit become limir ed or unavailable. Comoanies at the lower end ol' the speculative-grade scale will face the most Dressure as rel'inlncing options become limitecl.

Because many smaller players will find it harder to compete, S&P fbresees larger LBM companies pursuing acquisitions and attempting to broaden product, manufacturing. geographic and end-market diversity. However, the extenl to which trensactions are funded with debt will be a key rating determinant for potential acquirers, particularly given expected lower levels of internally generated cash flow compared to 2OO1

With little optimism for the housing market in 2008, S&P foresees LBM companies conlinuing to scramble to bolster other areas of their business, husband their resources. and artfully manage their credit needs.

$TANTED BY IIATUNE, FITITSHEII BT BOIIYEUNRD'

MacBeath Lands In San Jose

MacBeath Hardwood, Berkeley, Ca., has opened a 34,000-sq. ft. leased warehouse in San Jose, Ca.

"MacBeath has always been known for hardwoods since it started in 1954," said branch manager Manuel Gutierrez, "but we've added panel products such as MDF, composite, particleboard, and melamine at this location."

Two trucks will deliver to customers in the South Bay, from Fremont to Monterey, Ca. Sales manager Paul Kiernan is based at the new San Jose location, as is inside salesman Jaime Estey. Dennis Hipolito runs the warehouse.

As the economy picks up, said Gutierrez, the warehouse will expand into additional space at the site and hire more employees.

Jeld-Wen Opens Showroom

Door and window manufacturer

Jeld-Wen Inc., Klamath Falls, Or., opened a showroom in downtown Portland, Or., March 17.

The 1,200-sq. ft. showroom, situated on the second floor of Portland's largest tower, is part of an existing training facility for company sales

associates and partners.

"It's a convenient location in the heart of the city to see and feel the quality of our many window and door options before making buying decisions." said Bill Hueffner.

Jeld-Wen has five other showrooms, including Lake Oswego, Bend and Medford, Or.

Firms Win Biomass Aid

The USDA is awarding $4.1 million in grants to help 17 small forest products businesses and community groups in the West find innovative uses for woody biomass from national forests, including new products and renewable energy.

Ed Schafer, USDA secretary, said the grants will help create markets for small-diameter woody material, damaged and other low-valued trees removed to reduce the risk of fire hazard. insect infestation. or disease. "The renewable use of shrubs and underbrush removes unhealthy overgrowth in our National Forests and creates local opportunity for new products and energy sources," said Schafer.

Receiving 2008 Woody Biomass Utilization Grants are:

. Bear Mountain Forest Products,

Portland, Or., $250000;

. Big Sky Shavings, Hall, Mt., $250.000:

.

Coquille Tribe of Oregon, North Bend, Or., $250,000;

. Diamond Ridge Lumber, Caldwell,Id., $168,000;

. K&B Timberworks Inc., Reserve, N.M.. $250,0001

. Marks Ranch & Lumber, Clancy, Mt., $21 I,500;

. Nevada Division of Forestry, Carson City, Nv., $250900;

. Northridge Forest Products, Mora, N.M., $250,000; Osler Logging Inc., Bozeman, Mt., $250O00;

. Perkins Timber Harvesting, Williams, Az., $250,000;

. Quicksilver Contracting, Bend, Or.. $250O001

. Renewable Fiber Inc., Fort Lupton, Co., $250900;

. Sandford Logging, Spearfish, S.D., $250,000;

UpStream 2l Corp., Portland, Or., $250000;

. Watershed Research & Training Center, Hayfork, Ca., $245000;

. Winner's Circle Soil Products, Taylor, Az., $250900.

The recipients were among 92

AT LP, }vE ENGINEERED oun LP Sor,roSranr

I-Jorsrs ro sr 66% wrDER THAN YOUR TYPICAL LUMBER JOISTS. THAI MEANS MORE STABLE FLOORS WITH LESS BOUNCE AND FEWER HEADACHES FOR BUILDERS.

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TEcHSHTELo' I surnrsror' I sor.rosnnr' I torlvorcx' I crtexrr I wrrrn:nBssr' Fon uonu rNroRMATroN oN orHER LP pnooucrs, vrsrr LPcoRP.coM.

applicants seeking over $20 million in aid. The grant program will be administered by the Forest Service's State & Private Forestry, Technology Marketing Unit, at its Forest Products Laboratory in Madison, Wi.

Top l0 Pricing Mistakes

(Continued from page 5 3 ) assumptions.

Results: Lower revenue and lower profits.

Mistake #10'. Companies spend most of their time serv' ing their least profitable customers.

Most companies do not even know who their most profitable customers are. While 8O7o of a company's profits generally come from 2OVo of its customers, failure to identify and focus on these 2OVo leave companies undefended against wilier competitors. Such failure also deprives the company of the loyalty that more attention and better service would provide.

Results: Lower revenue and lower profits.

The optimization of pricing strategy is as important as the management of costs and the growth of sales volume. Since most companies have never done it, rigorous price optimization has emerged as an important source of competitive advantage and increased profitability.

* A professional speaker with more than 20 years oJ'executive management experience, Per Sjofors is managing partner oJ strategic price consultant Atenga, Inc., Westlake Village, Ca. He can be reached at (999) 280-825 L

,, BORATE TREATED WOOD

i- Hi-bor' brand treated wood is a borale treated

oduct desimed for interior house framing in Hawaii. -boro trealed wood resists attack bv Formosan and bterranean termites and numerous hbusehold insects

flJf,du

*'o u

Mouldings

.

Iil lOr

B le: rillr rilar rlrlrrmler

By Voss Graham

D) ECOMING a sales superstar is all Llabout the choices you make as a salesperson.

Sales superstars don't just suddenly show up or arrive out of nowhere. They design their paths to superdom using hard work and thinking about their choices all the timet They develop a winner's edge on the mental side and learn the skills to ensure winning.

To become a sales superstar, you must decide to improve your skills in l0 critical areas:

Learning - Sales superstars have one thing in common: they are always learning. Their learning can take several avenues. One, they learn about their customers, in depth, so they can understand the current and future situations they will face.

They are also readers. They read about selling, business trends, leadership issues, economic trends, and industry trends. They are the first to sign up for extending training and development sessions. They know that they need to sharpen their skills every day if they want to keep winning in the game of selling.

Business Acumen - In the modern world of selling, salespeople must be able to speak in terms that are important to customers and especially the "C" level customers. These terms are the world of business acumen-rev-

enue growth, cost ofgoods sold, gross margin, related costs, turnover ratios, velocity and net income. If you are just talking about features and benefits, you are in the world of commodity selling and price alone rules.

Preparedness - Like the Boy Scout motto, "Be Prepared," top salespeople know that customer research is done before meeting with customers. You validate what you have learned while in the presence of customers-which shows the customer that you are different and will not waste their valuable time. Using web search engines to find information about your customers, their customers, financial data, and trends allows you to be more knowledgeable than your competition.

Industry Knowledge - This should be a no-brainer; however, you will still find salespeople with little industry understanding. To be a sales superstar, knowing the industry is a requirement. It assists you in understanding trends, cycles, what is old or new, best practices, and who are their customers.

Industry knowledge allows for knowing the little secrets of success and most importantly the ability to anticipate trends within the industryallowing you to guide the customer to better decisions about their business.

Questioning Skilts - Here is the big one. Most salespeople talk too much. Yes, they talk too much and actually bore the customer. Why? Because the customer will have opinions about things and they will believe their own thoughts over yours.

This is a form of bias, yet, the best salespeople have learned this fact. They use questions to uncover these biases, use different questions to guide or educate the customer, and even different types of questions to learn what specific benefit or advantage certain solutions would provide for that specific customer.

The key is using questions to become customer centric rather than boasting about what you think you know. This is a required skill in modern selling. This is the land of the sales superstar, and they have learned the importance of this skill.

Listening - Closely related to the questioning skills is the ability to actively listen to the customer. Focusing on exactly what the customer is saying opens the door to understanding what is going on in the customer's world. The sales superstars have taken listening to a higher level. They listen for things that are not clearly defined by the customer, what should have been said-but was not. They hear general statements and

fespon(l with l clarilyinl qucstion lbr specil'ics and cle uf r.urrlcr-stancling ot the sitLrltion.

Anothcl intclcsting clle ct corncs

ll-orn lislcning to the custonrer thc)

likc vou nrorel

'I'hink like an Ou,ner 'l'his lllcans connecting all thc rlots. Hou ilocs r oLll tcilnr linish thc sule u'itlr

lhc e ustorncr"l Docs thc crrstorner li'cl satisl'iccl irl'tcl thc sulc or rlocs doubt artrl l'r'ustr-ution r-Lr lc.) Coor-dinating othcr l'unctiorral ur-clrs to sutisf'v thc cLrsl()rner is urtothcl clitical issuc thut nrost salespcople or e rlook ) e t it is thc orrc that irrl'luenccs llre ncrl sirlc to thut cr.lstonrcf the nr()st. Takc tilrc t() think ubout cust()nlcr sutisfaction ancl \\'hat it tilkcs to insulc succcss

*,ith clch cLlstonrcr.

Creative Problenr Sohing

Thc kc1 hclc is "crcutive."

This is not bv-thc-book or policr n'1.rc of proble nr solr inq. It is about Iooking at tlrc custorrer's siluatiorr irncl thinking lubout clif lcrent \\ ir\ s to solr c thc problcrn thcv havc. J-hcn choosirrg tlrc onc idca that rr ill cfcatc thc nrost c1'lcctive soiution lbr both the custorner lnd \ our- conrl)llnY.

Ilint: Youl biggcst oppoltr.l nitr custorrrcrs n ill tcst I'oLr

!{)rt\'r'r'rtirt! |ti'hletu :ol1 i11. bclirrc thev bu1' .just 1o scc il' \,()u ure lookirrg t1'tcr thcir bcst rntcrcsts. -['his is a gulrantcc(l tcst.

P ra ctic e. Practice, Practice - Thc salcs sr-rper stars (lo not P|lrctice il nc\\' or i|tt1,t,ri r'(l teul)nirluC iltl il ! t'iti cul customer. 'l'hey w,or-k on the skills using folc l)la) s. application crcrciscs. and crcn Vicico a cuslonler sirDr,rlalion. LIsing viclco in thc prlctice scssions is thc fastcst nrctho(l to gain imnrccl iate irnprovcnrcr.tl in scllin-e skills. vct it is thc lcast rrscd clrrc to cgos attcl lear of 1'rrilurc.

Self Confidcnce Thc finul cliticll factor.is both u nrclrns ancl urr encl to sltcccccl irrr irr thc rrlltcl rtirtr'l'lltttrr'.. Corrlidcncc is the kcr to har ing tltc r', inncr's edgc. Most i nrltor'(antlv. cLlstonrcrs \\'lnI to ',r'ork r.r,ith conficlcnt peclplc to gct thc rcsults ancl outcomes they nced. Il' yor.r ckr thc first

ninc. conl-itlcncc u ill conre. ()r use sclf conlirlcncc in clenronstrating the rlisciplinc ncctlcrl to nlrkc the choiccs that IclLtl t() sueecss antl slrlcs sr-rpcr'slrtf stlrtr-ls.

'l-hc torlcl ol'sulr-s is chansin! rupicllr. ,,\s a salcs;rerson. \,oLl rtcctl to tlccicle il you want to stav in salcs li)r' tlrc long [cnn or rlo sonrcthing clsc. Stlong uorrl s. rct trutlrluI r.r.'ortls blrscrl upon thc chungc tlrat lrus lullcurlv stultctl in scr cral inrlustlics. ('onrnrorlitr sclling rrill bc rtrlecl b1" tlrc Irrte lnct rrnrl pr-icc tlccisions lathcr' than bcs( r'lrluc solrrtions. Vl lrkc lr dccisiLrn torlrrr to bcconrc ir salcs

superslur tncl ntrster thc l0 critical l lrctors ()l sLlcce ss.

(irnrcs ol Sclling. llctrt h lrirtt ttl l()0 1) 757 Jl3l or yrts\@ rnrt(rutntt'Lorl .sttlltttq.t ttttt.

Beginners: 11

Intermediate: 800

How much do you pay whom?

fN DEVELOPING policy concernIing compensation for family members, the first step is to adopt a compensation philosophy-principles that guide compensation decisions. In general, there are four basic compensation philosophies: market pay, equal pay, flexible pay, and tailored pay. Each approach has its pros and cons.

Market Pay

With a philosophy of market pay, compensation is determined by breaking down jobs into various elements that are graded in terms of value. Compensation is generally based on

By Norbert E. Schwarz

the difficulty of the job, as well as the background and experience necessary to function in the position. Positions normally are assigned a salary range with low, midpoint, and high indicated levels. The assumption is that an individual may begin at the low point and progress to the high point if he or she is performing well in the position.

Compensation is based on what similar companies are paying for similar positions, comparing geographical area. industry. and company size. Thus, pay is determined by merit within a market. In addition to base salary, some studies also give information on performance-based compensation such as bonuses and stock options.

The market pay compensation philosophy tends to eliminate subjective judgment from the process. Decisions will be more easily accepted because they are based on non-emotional, rational criteria. What can be a very personal issue is thus depersonalized.

What market pay does not, however, take into account is unique individual contributions to an overall effort, longevity, or a company's capacity to pay competitive wages. Nor are other

perks and benefits taken into account, although some studies do include data on benefits normally available. In a family business, this approach does not accommodate the concept of equality for family members, nor does it take individual needs into account. Finally, it would not take into account a family owner's desire to pay less or more than market standards.

Equal Pay

Some family businesses believe in equal pay for all. All jobs held by family owners get the same amount of pay, regardless of position or complexity (sometimes pay is adjusted for longevity). Those who adopt this philosophy generally place equality at the top of their priorities. Their belief is that the business exists for the benefit of the family and every family member should benefit equally. In multifamily companies, this philosophy may also tend to minimize conflict between families due to perceptions of compensation favoritism. This philosophy tends to work best when family members have very similar responsibilities and contribute equally to the success of the overall business.

This philosophy's downside arises when positions do not carry equal responsibilities or equally affect the overall success of the business. Even in cases where jobs are similar, individuals often believe their own jobs to be more important and therefore worth more. Generally, this philosophy tends to favor those in lesser positions and may de-motivate those aspiring to greater responsibilities and rewards.

While this method might seem feasible for a second generation of two or three siblings and two parents, as the family grows and generations pass, few companies can financially support equal pay for a growing base of cousins. Equal pay may also tend to

encourage entitlement. Moreover. the distinction between rewards for ownership and those for performancc can be distorted.

Flexiblc Pay

This philosophy relates to compensation determined by a board or individual based on a variety of factors. Some companies that use this method maintain that it provides greater flexibility and allows subjective iirctors as well as objective methods to be used in determining compensation. This method will fiequently combinc market study inftrrmation with individual company cultural mca\urcs to arrive at compensation. It also allows for thc farnily to make allowances for differing needs within its ranks. Many tamily business owners tend to favor this method because of the f'lexibility and authority it ofl'ers the senior milnrger or board.

In cases where the decision-making authority rests with an individual. such as with a parent. perccived favoritism can cause conflict with thc parent as well as within the family. The parcnt is placed at the center of this sensitive issuc, with a real prospect of being the sourcc of family disharrnony. In many cases. final decisions are arrived at through individual negotiation, which increases pcrccption of lack of fairness. Likewise, because thc family system is based in part on equality and part on emotionally based dccision making, justification of individual compensation becomes difficult.

'Iailored Pay

ln some cases, companies combine r arious factors in determining compensation. To accommodate the desire to support all family members of the coming generation. a base dividend or related compensation is set at a level that enhances the standard of living and can be distributed consistently year to year. The amount is generally kept low enough to avoid the development of a sense of entitlement.

Those employed in the business receive salaries that are determined by market conditions. They also receive performance compensation based cln achieving personal goals as wcll as on the overall performance of the company. Inactive family members also may have ;lrr oppoltunity to participate in exceptional company perfbrmance via extra dividends or distributions.

Before adopting a philosophy. the board and senior managers should understund shareholder exoeclutions

and compensation guidelines. lf unrealistic or potentially detrimental rules exist. the board should negotiate an acceptable solution with shareholders. None of the foregoing philosophies is guaranteed to eliminate dissent within the ranks of the family. One can only strive to minimize conflict arising fiom compcnsation.

Pcrhaps the most potent tool for minimizing conflict is to clarily family valucs and family philosophy toward the business and to educate the family on thc conccpt of compcnsation. Management and the board should also understund the reulistie exoectalions

of shareholders for dividends and the prospect for an acceptable increase in value for their investment. Managing expectations and limiting attitudes of entitlement can be the most effective tools in motivating management and rewarding shareholders for their patient provision of capital.

- Norbcrt Schwar?. i.s a senior atlt'isor of the Fatrtilt Brrsurr:ss Consulting Group, Marietta, Gu.; (800) 551-0633. He can be reac h ed at s( h'rara.@ eJArn Iybusi ne ss.com. Rcltrittted tith pcrtnissitttt lr<tn llte lantilt Ilttsirtess Atlt,i.str, a copvri,qltted publicutin of Fuuilt F)tterpri.st Publislrcrs. No portitrt o.f this rtrticla nurt' Ix,repntduced witlutut pcnnissi<tt ol Familv Enterprise v

TECHNOLOGY'S ASSURANCE

www. ifesponouldoor. com

.;l[TCHTR. 30IRDS -,

Bosed in Annopolis, MD, Fletcher Wood Solutions is the lorgest monufocturer of detect-tree, oppeoronce grode rodiotc'FIETCHER' pine products in New Zeolcnd. Dis- MoUtDlNGs tributing our clecr boords, mouldings, LIFESPAN treoted wood, cnd lumber to the Norih Americon morket throuqh our proven ono comprerery Inregrcreo G'- gu supply choin, Fletcher Wood Solution, F*l l--.' supprv cnorn/ wooo )orutrons o I ' '"r['*,ru.FIETCHIR, mointoins direct cccess to one of the :l,Ar,,k - t --,Ut"ill' lorgest FSC certified pine plontotion forests in the world.

'F1ETCHER. ffi ffi WOOD SOI.UTIONS

producls

Solid-Wood Decking

Premium Plus solid-wood decking from Teal-Jones has a clean. decorative finish.

Produced from Wolmanized oressure-treated hem/fir. the product is profiled with a ribbed finish that helps

prevent checking. The other side is flat and smooth.

Each board measures 514"x6" in lengths from 8' to 20'

- Please call (888) 995-8325 or v is it www.t e a I i one s .c om

Locked AtThe Hips

The THJU hip/jack hanger from Simpson Strong-Tie is designed to handle both right- and lefrhand hips. The product can be ordered to fit a

range of hip skews, as well as various single and two-ply hip/jack combinations.

- Please visit www.stronptie.com

Solar Cap

A white solar cap is the latest addition to the Latitudes line of ornamental railing from Universal Forest Products.

The product's solar lens becomes fully charged after a day in the sun, to provide subtle lighting after dark.

- Please call (877) 463-8379 or visit www.latitude s.com

New And Alluring Mouldings

KOMA's Allure Collection now includes nine types of standard extruded moulding and four specialized versions.

Each employs a backband-style profile that clips over the edge of flat trimboards and sheet. With the use of three or four styles, users can construct a variety of finished trim styles.

- Please call (800) 330-2239 or v i s it www .komatr imboar ds .c om

Hanging For One

Hang-N-Nail reportedly allows one worker to complete even the toughest siding projects.

The system uses patented lapgauge hanger technology to eliminate the need for additional workers to hold, adjust and fasten any size of cement-board siding. It also reduces the time and complexity of door and window cutouts.

- Please visit www.hang.nail.com

Raised Panel Doors

Crossmore is the first non-raised panel door in CMI's Craftmaster interior door line.

The doors feature two, long, flat vertical panels for simple, straight lines that compliment both Craftsman and Mission styles.

The D55 gas-powered series have a forced-air cooling system that enables the pump to operate 100' cooler than previous models. Three-piece, oil-con-

trol rings reduce the amount of oil consumed in the unit.

- For more information, please visit www.dewalt.com

Both 6'8" and 7"0" standards heights are available. in passage widths of l'6" to 3'0". Bifolds fit standard openings from 2'to 6'.

- Please call (800) 405-2233 or visit www.cmicompany.com

Portable Compressors

DeWalt has improved its portable gas and electric compressors for residential applications, including framing, roofing, remodeling, deck building, and trim cabinetry.

D55 series electric models have redesigned pumps that run more longer and more efficiently. The 12" semi-pneumatic tires are punctureresistant and ideal for jobsite mobility.

noturolforest

We con help you find the right product mix fo ochieve LEEDe ce*ificotion points.

Greener Kilns

Green-Dri dry kilns reportedly use less energy to dry wood faster than conventional kilns.

Developed in Japan, the kiln uses water channels in cell membranes to biologically remove the water from wood. Because the cell structure is not destroyed, wood dried in this way reportedly will last longer.

- Please visit www.egreenstone.com

Professional Fencing

Timberwolf Pro-Series FiberTech is designed to fence installers.

wood composite meet the needs of fencing from professional

The product is made from wood fibers, rather than wood flour, and needs no painting or staining. Pickets measure 6"wide by 6' tall, while posts are 4"x4".

A full range of components allows construction of any style of fence.

- Please call (888) 262-2070 or go online at www .t i m be rwo lfcompos i te s .co m

Cedar Composite

AERT's MoislureShield composite decking now includes a Juniper collection that uses organic cedar.

The water-resistant decking has a deep-grain texture for the look of wood but never needs staining, painting, or sealing to maintain its natural beauty.

It also does not need or contain mildewcides, insecticides, or coloring agents because it is made of natural cedar.

- Please call (866) 729-2378 or 8o online at www .moisture shie ld.com

Concrete Mix

Sakrete's 5000 Plus concrete mix is formulated for high-strength applications in slabs, walkways, and repairs. The product reportedly is also ideal for concrete countertops in kitchens and baths. Each 60 lb. bag requires only the addition of water.

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

Sturdv Escape Route

Wellciaft Egress Systems from Tapco provide escape routes from basement livinq areas that even children can operate on their own.

Constructed of polyethylene with UV inhibitors, each window features a built-in stepladder and lightweight well cover.

Color choices include sandstone and granite gray.

- Please caU (888) 812-9545 or go online at www .w ellc raftw e ll s .c om

holes, shear-type cutting blades, and Comfort Grip curved handles.

- Please call (800) 553-4676 or v i s it www.kle intoo I s.com

PVC Planks

Azek PVC porch planks provide a low-maintcnancc surfacc that rcDortedly resists stains. mold and mildew, and abrasion.

Available in brownstone and slate gray, the 1'x4' tongue-and-groove planks can be installed with traditional woodworking tools, yet are up to 4O7o lighter than wood composites.

- Please call (877) 275-2935 or visit www.azek.com

Extreme Railings

TimberTech now offers railins for its new line of XLM deckins.RadianceRail is consiructed of composite capped with a durable PVC layer in colors that mix and match with the decking. All are available in 6' and 8' kits with all components needed for straight, angled, and stair rail sections.

Additional items such as post caps,

covers, and post skirts are available separately.

- Please visit www.timbertech.com

Bent-Nose Strippers

Three new bent-nose cable strippers from Klein Tools allow users io work more easily in confined spaces. Each tool features a black oxide finish, precision ground stripping

Pressured By Borates

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WESTERN WOOD Products Association gathered western lumber wholesalers and producers to the Doubletree Paradise Valley Resort, Scottsdale, Az., for its March 8-1 1 annual meeting. (1) Butch Bernhardt, Lynn & Tom Hanneman. (2) Mark Porter, John Branstetler.

(3) Bonnie & Sherm Anderson. (4) Sean Tighe, Ariana Ahmadzadeh, John Rafleto. (5) Bob & Sharon Lewis. (6) Russ Vaagen, Jamie Trenter. (7) Jeff & Sandy Miller. (8) John Burnside, Mike

Phillips. (9) Mike & Gretchen O'Halloran. (10) Susan & Wade Mosby. (11) Bob Shepherd, Ken Caylor. (12) Jim & Linda Scharnhorst, Ted Roberts. (13) David Weza, Rick Kelly. (14) Steve & Jennifer Fetrow. (15) Wes Bush, Tom Shaffer. ('16) Tom & Edna Searles. (17) Kris & Steve Zika. (18) Jeff & Penne Setzer.

(More photos on next page & annual meeting coverage on page 28)

DESERT-BOUND WWPA attendees included (continued from previous page) (1) Wally

Von Valkenburg, George Emmerson. (2)

Mark Brinkmeyer, Duane Vaagen. (3) Karin Bruhn. (4) Eric Schooler, Dave Dickman. (5)

Casey Dean, Nancy & Mike Colgan. (6)

Kevin Binam, Greg Carter. (7) Bill White, Craig Larsen. (8) Laurie Creech, Susie Webber. (9) Stephanie & Kurt Blagen. (10)

Jim Vandegrift, Janna Fairley, Steve Dezwarte. (11) Joel Osterloh, Bob Mai. (12)

Russ Vaaoen. Pat Harris.

t"mfsers*l

Jim

DECK EXPO 2008 recently hit Orlando, Fl. (1) Patti Pellock, Bryan Hamilton. (2) Dan Schiefer, Dan lvancic. (3) Joe Ghiringhelli, Kelli Griffis, Mark Romano. (4) Rich Melton, Erin Prichard. (5) Tom Davis. (6) Dan Kukol. (7) W.C. Lltzinger, Kevin Trippie, Brad Walker, Bill Dell

Boyd. (8) Mike Descoteaux, Ashley Gerry, Marty Grohman. (9) Jay LaHanzio, Stacey Glassman. (10) Ken & Kim Panitl, Huck DeVenzio. (11) Jennifer Girard, Bill Toedtemeier. (12) Kim Drew, Wendy Burnett. (13) Arden Fullen, Carol Kelly, Jennifer Hill, Jerry Tracy. (14) Kim Pohl, Jamie Kreiser. (15)Michael Rodenhaus, Bob Pelc. (16) Kaylon & Greg Harris. (17) John Green, Bob Simon, (18) Dave DeRogatis, Chris Duncan, Todd Christiansen, Keith DeGroat, Jim Slauson. Dan Ball. (More photos on next twa pages)

DECK SHOW (continued from previous page) drew dealers. distributors. manufacturers and contractors to Orlando's Oranoe County Conventi6n

Cente r March 4-6. (1) Carol Lvnn Groce. Paul Mummrilo. (2| Mike Rydberg, Allen Ellis. (3) David Schiavi. Serqe Therrien. (4) Dar-n

Kuches,

supBR.roR sERyrcE, PRDDUCTS AND SUPPORT 100% OF THE TrME

B.)r$EBCI@ Joists, VTRSA-LAM@, Boise Rimboard

Erin Canosa. (5) Jason Foura, Ty Jones, Drew Knox, Jeff Palleschi. (6) Eill Schalfer, Chuck Klopp, Sacha Norman. (7) Sara Buck, Brent Gwatney, Theresa Adams, Jim Precht, Renee Robinson.

(8) Kevin Morse, Theresa Morse, Michael Morse. (9) Chris Childs, Chris Flake, Shannon Zemcuznikov, Jim Sparling, Bob McGrath. (More photos on next page)

MORE DECK EXPO (continued from previous two pages): (1) Jelf Richards, Chris Shadday, Darby Darbyshire. (2) Racy Florence, Joe Holland. (3) Tom Horvat. (4) Greg Parker, Seppo Paavilainen, Mark Gagnon, Ron Long. (5) Vern Vincent, June Vandermause, Keith Weathers. (6) Doug Blonshine, Mark Buchan, Brian Lotz. (7) John Green, Tom McClain, Peter Friedli. (8) Phil Lail, Ted Gething. (9) Josh Stark, Bill Tucker, Rich Oblak, Glenn Eberle.

Weyco Selling Division To lP

Weyerhaeuser Co., Federal Way, Wa., has agreed to sell its containerboard packaging and recycling unit to International Paper Co. for $6 billion in cash.

The unit employs 14,300 at nine containerboard mills, 7 2 packaging locations, l0 specialty-packaging plants, four kraft bag/sack locations, and l9 recycling plants.

Weyco had been looking for a buyer for the division so it could pay down debt and concentrate on its timber, wood products, and real estate operations.

The deal is expected to close in the third quarter.

Deck Show Taps Neighbor

Starting next year, DeckExpo and the Remodeling Show will take place side-by-side, offering attendees and exhibitors increased opportunities to grow their businesses. While the two shows will take place simultaneously, each will keep its separate and unique identitiesincluding marketing, show-floor features, and conference programs. Location and show dates are still being planned and will be announced shortly.

for a pool tournament. (2) Charley Fiala. (3) Alan Bohnhoff, Mike Bohnhoff. (4) Hostess, Mark Michie. (5)Jim Gaither, Bill Fitzgerald.

SHARPSHOOTERS: (1) Los Angeles Hardwood Lumberman's Club members recently gathered at Danny K's Billiards, Orange, Ca.,

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we set the type, $55 if ad is fumished "camera-ready" (advertiser sets the type). Phone number counts as I word, address as 6 words. Headline or centered copy. $9 per line. Border, $9. Private box, $15. Send ad copy to ,1500 Campus Dr.. Ste.480, Newport Beach, Ca. 92660, Fax 949-852-023 |. dkoenig@building-products.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: l8th ofprevious month.

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

TREATED LUMBER SALESPERSONS

WANTED: West Coast wood treater looking for experienced salespersons with established customer base in Oregon, Washington, Idaho, Califomia or Nevada. Salary plus commission, medical and dental benefits. Please send resume to Box 712, c/o The Merchant Magazine,4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660: Fax 949-852-0231 ; dkoenig@buildingproducts.com.

EXPERIENCED LUMBER TRADER

Wholesale lumber company looking for experienced trader with an established clientele. No mill base or customer restrictions. No relocation. 507o split for trader. Draw and expenses negotiable. Call Karen, Parker Trading, (503) 309-5056 or email kns.parker@parkertrading. net.

SALES MANAGER

Shamrock Building Materials is seriously looking for the right individual to head up the sales staff at our Sacramento distribution and reman facility. If you know the California and Nevada markets, and are willing to lead by example, this could be a financially rewarding position. We offer health and retirement benefits, and are anxious to make this venture successful. If this sounds interesting, give me a call or send your resume. Dave Gambee, president, (888)'742-6163; Shamrock Materials, P.O. Box 80128. Portland. Or. 97280.

LUMBER TRADER

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

WELL ESTABLISHED Southern California wholesale distribution company is looking for a sales management trainee. Candidate must have a minimum of 5 years experience in wholesale distribution of lumber and panel products. Solid communication skills and product knowledge are a must. Salary is commensurate with experience. We also offer medical and 401/k retirement packages. If you are a salesperson who wants to make the move up to management, or are currently in management and want to make a change, contact us at Box 708, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660; dkoenig@ building-products.com.

Richard R. "Dick" Hogan, 85, principle with Van Arsdale Harris Lumber Co., San Francisco, died Feb. 2l in Palo Alto, Ca.

After serving in the U.S. Navy during World War II, he graduated from Stanford University in 1948. He then went to work at Sonoma Wood Products in 1950. and later moved to Higgins Lumber. He became a principfe with Van Arsdale in l95l

He was also a retired captain in the U.S. Naval Reserve and a past president of the San Francisco Hoo-Hoo Club #9.

Tom C.W. Pray Jr., 82, founder of Inland Millwork, Spokane, Wa., died March 2 in Hayden, Id.

Mr. Pray served in France with the U.S. Army during World War II. After graduating from Carleton College in Northfield, Mn., he entered Weyerhaeuser's corporate training program and worked in Potlatch, Id., Snoqualmie Falls, Wa., St. Paul, Mn.,

and Rock Island,Il.

In 1950, he went to work for Metropolitan Lumber in Chicago, Il. He moved to Boise, Id., in 1965 to become sales manager of Meridian Wood Products. In 1978, he moved to Coeur d(Alene. Id.. and went to work for Louisiana-Pacific.

In 1983. he launched Inland Millwork, Spokane, Wa., selling the business in 1988.

Edmund F. "Pat" Cardin Jr.,95, founder of Pat's California Plywood, Emeryville, Ca., died Feb.26 in Lafayette, Ca..

Mr. Cardin graduated from the University of Washington, then he and his wife moved to Lafayette in 1941 . His company operated for 40 years, distributing wood products to lumberyards and builders.

Kenneth Brauner, 84, former sales manager for Giustina Bros. Lumber & Plywood, Eugene, Or., and an artist known for his forestry related scenes, died March 8 in Eugene.

Mr. Brauner was a life-long resident of Eugene, and attended the University of Oregon. During World

War II, he served in the U.S. Army in the South Pacific.

He worked at Giustina from 1965 to 1975. and became a full-time artist the next year. In recognition of his artistic contributions. he was awarded an honorary life membership in the Oregon Logging Conference. He was also active in the North American Wholesale Lumber Association. and served on an advisory board in the American Plywood Association.

Harold ((Giz" Garrison, 77, former owner of True Value Hardware. Esparto, Ca., died March 9 in Esparto. He owned the store for 15 years.

Send us your news!

Have your recent expansion, promolions or other company changes published in the next issue ol The Merchant. Just Fax your news to 949.852-0231 or send by email to kdebats@buildingDr0ducts.com.

(a lree se|ice)

Sournrnn Clurontn

LOS ANGELES AREA

Anfinson Lumber Sa|es......................,..,...,..,(800) 660-8680

Berkot Manufacturing C0,..............................(323)

Fontana Wholesale Lumber, Inc. ..................(909) 350-1214

Hampton Distributi0n.,...................................(949) 752-5910

lnland Timber C0.... ......(909) 783-0470

Kelleher Corp. (Ontario),....,.,........................(909) 635-1 560

Kelleher Corp. (Rancho Cucamonga)...........(909) 476-4040

Kelly-Wright Hardwoods,.,...,.,.,..,..................(714) 632'9930

North Pacific-So. Ca. Distribution,.................(800) 647-6747

OrePac Building Products.,.,.,.......................(909) 627-4043

Pacific Wood Preserving.....,....,.... ................(7 1 41 701-97 42

Parr Lumber C0...... ......(909) 627-0953

Jones Wholesale 1umber.......,.,....................(323) 567-1 301

Rio Tinto Minerals .....(661 ) 287-5400

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

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

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

Weyerhaeuser Building |V|ateria|s,,.,..,..,.,......(877\ 235-6873

ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Products.....................,.,.....(909) 627-8551

Anfinson Lumber Sales.,...............................(951 ) 681-4707

Austin Hardwoods & Hardware ..................,..(71 4) 953-4000

Bear Forest Products.......,..(877) 369-2327 (951 \ 7 27 - 17 67

BMD (Riverside)..... ......(951) 341-0708

Boise (O.C.)...........,. ....,(714) 255-1949

Boise (Riverside) ................(800) 648-91 16 (909) 343-3000

852-1 990

Buildrng-Products.com

California Timberline, Inc,....,.........,...........,...(909) 591-481 1

C&E Lumber Co. .... ......(909) 624-2709

Capital LumberCo.. .....(909) 591-4861

Creatus Wood Products......(866) 974-0180 (909) 974-0180

Peterman Lumber C0................,...................(909) 357-7730

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

Reel Lumber (Anaheim),.....(800) 675-7335 (71 4) 632-1 988

Reel Lumber Service (Riverside)..................(951) 781-0564

Regal Custom Millwork.......(71 4) 776-1 673 (71 4) 632-2488

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

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

Stone Castle TradinS,...,................................(909) 466-6300

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

Weber Plywood & lumber,.,.,....,...................(714) 259-1 100

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

SAN DIEGO AREA

Anfinson Lumber Sa|es.,.,.....,.,.....................(61 9) 460-5017

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

BMD (Visalia) ...............(559) 625's050

Dixieline Lumber Co. ..........(800) 823-2533 (951 ) 786-91 77

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

Jlonru & Crnrnn Clutonnn

ARCATA / EUREKA / FORTUNA

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

California Redwood Co. ................,.,,....,....,..(707) 268-3000

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

CLOVERDALE

All-Coast Forest Products.........................,...(707\ 854-4281 Redwood Empire..... .....(707].854-4241

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

FRESNO

DMK-Pacific............. ...../559\ 225-4727

iLevel by Weyerhaeuser.....,.......,..,..,............(800) 292-0704 North Pacitic............ .....(559) 994-1393

OrePac Building Products.............................(559) 291-9075 Taiga Building Products................................(800) 348-1400

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

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

REDOING / RED BLUFF

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

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

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

Shasta Green Inc. .........................................(530)

Quolity Weslern Cedor Products

rough

surfoced Cedor 4x4

44lB Nt kller Rd., Rosebu4,0R97470 ' FN,541'672-5676 Don Keller, SolesMonoger ' (541) 672-6528

WASHINGTON

SEATTLE / TACOMA AREA

guide

Plcrrrc Jlonrtwrsr

Hampton Lumber Sales Co .(800) 637-0992

APA-Engineered Wood Association.........,..,(253) 565-6600

Boise Disvibution (Woodinville)........... ..........(425) 486-7 477

Capital Lumber Co.. ......(253\779-5077

Kelleher C0rp........, ..,....(206) 735-5780

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

Lumber Products.... .......(800) 677-6967

Manke Lumber Co.. .......(800) 426-8488

l\,lason County Forest Products.....................(866) 336-9345

l\,lcFarland Cascade .....,(800) 426-8430

OrePac Building Pr0ducts.............................(253) 582-9500

Simpson Timber Co .......(206) 224-5000

Welco Lumber........ .......(360) 681-7444

Western Wood Preserving C0........, ..............(800) 472-771 4

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

Weyerhaeuser Structunvo0d.........................(800) 523-0824

Louisiana-PacificC0rp............,.,..,................(503)221-0800

Lumber Products..... .....(800) 926.7103

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

OrePac Building Products,..................,.........(503) 682-5050

Pacific Wood Preseruin9..........,.,.............. ....(5031 843-2122

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

Thunderbolt Wood Treatrn9...............,...........(503) 936-9976

Western Wood Products Association............(503) 224-3920

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

ROSEBUBG

C&D

COLORADO

Rocrv illounnlts

BMD (Denver)......... .....(303) 427-9333

Boise Distribution ............,... ,.,,.....(303) 289-3271

Capital Lumber Co. ......(303) 286-3700

Industrial Resources .....(303) 333-0387

orePac Building Products.......,.,.,.................(303) 363-1300

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

GFAND JUNCTION

) 756-2595

Coos Head Forest Products,,......................,,(800) 872-3388

Warm Spring Forest Products (Bend)...........(541) 553-1 148

EUGENE / SPRINGFIELD

American Laminators (Drain) .......................(541) 836-2000

Cascade Structural 1amina1ors....................,(541) 726-9836

Coos Head Forest Products.................,........(800) 382-3388

J.H. 8axter..,........... ..,...,(541) 689-3801

Lumber Products.,., .......(541) 687-0411

l\,lcFarland Cascade ......(800) 426-8430

Rosboro Lumber..... .......(541 ) 746-841 1

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

Weyerhaeuser Euilding l\4aterials..................(877) 235-6873

MEDFORD / GRANTS PASS

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

Eagle Plywood Specia|ties...........................(800) 547-5991

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

l\,lalheur Lumber Co .......(541) 575-1 148

Norman Distribulion Inc.................................(541 ) 535-3465

Pacific Wood Laminates...........,....................{541 ) 469-41 77

Swanson Group Inc .......(541) 956-4300

waldron Forest Products.......,,,.....................(541 ) 474.3080

MCMINNVILLE / CORVALLIS / SALEM

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

Forest Grove Lumber C0...............................(503) 472-31 95

l\,|ary's River 1umber.........,...........................(800) 523-2052

Royal Pacific 1ndustries.................................(503) 434-5450

Weyerhaeuser Co. (Albany)..........................(541) 926-7771

GREATER PORTLAND AREA

Adams Lumber, |nc,....,.......(800) 298-4222 (5031 245-17 96

80dy9uard........,..... ......,(503) 643.8800

Collins Pine C0........,..........(800) 758-4566 (503) 227-1 21 9

Disdero Lumber Co .......(800) 547-4209

by Weyerhaeuser..........,.,.,.................(888) 453-8358

Lumber Products..... .....(208) 336-3911

orePac Building Products.,..,........................(208) 345-0562

QB Corp................. .......(208\756-4248

Thomas Forest Products, J.M..,.,.,................(800) 962-8780

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

COEUR D'ALENE

Bennett Forest Industries (Coeur d'Alene)....(208) 664-3299

Braided Accents...,., .....(966) 440-9663

LEWISTON

Bennett Forest Industries (Grangeville)..,......(208) 983-0012

Coos Head Forest Products.....,.,.,.,..,..........(866) 590-0088 (208) 799-3388

MONTANA

BILLINGS

Boise Distribution.... ....,(406) 652-3250

Lumber Products..... .....(406) 522-0435

Weyerhaeuser Burlding Materia|s..................(877) 235-6873

OGDEN

UTAH

0rePac Building Products.....,.,.....................(801 ) 782-1 997

Thomas Forest Products, J.M...........,..,........(800) 962-8780

SALT LAKE CITY

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

Boise Distribution.... .....(801) 973-3943

BlrD ....,..,..,............. .....(801 ) 23 1 -7991

Capital Lumber Co. ......(801) 484-2008

Forest Products Sales .........(800) 666-2467 (801 ) 262-6428

Lumber Products..... .....(800) 888-9618

Thomas Forest Products, J.l/.,.................,...(800) 962-8780

Utah Wood Preserving.........(800) 666-2467 (801 ) 295-9449

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

FAX to 949-852-0231 or call (949) 852-1990 or mail to BPD, 4500 Campus Dr., Ste.480, Newpon Beach, Ca. 92660. Name (Please print)

For nore irllintnutiott Jfunn ldt (rtisers

rnore inlornution from otlvrtisers, use the Web sitc in brsckets.

Ainsworth Lumber [www-ainsworth.ca] .....-........... -----.----.....',,42

Anfinson Lumber Sales [www.anfinson.com] ........6,52

Arauco Wood Products Iwww.araucocl] ................'...........'..."...........37

Arch Wood Protection Iwww,wolmanizedwood.com]'....'..........Cover I

BC Wood [www.bcwood.com] ................38

Beaver Lumber ....'.....57

Bodyguard [www.bodyguard.com] .........................55

Boise Cascade Iwww.bc.coml.

Building Material Distributors Iwww.bmdusa.com] ..'...............'..'..'...48

Cal Coast Wholesale Lumber ...................66

California Timberline Iwww.caltimber.com] ............................'...........72

C&E Lumber Co. [www.lodgepolepine.com]. .......'.....21

Canfor [www.canfor.com] ...........'..."35

Want to Subscribe? chect< the appropriate boxes to begin receiving your monthly issues.

E I Year ($22) tr 2 Years ($36) tr 3 Years ($50)

E Bill Me tr My Check Is Enclosed

Capital Lumber Co. [www.capital-lumber.com] .................'...'67,73,77

Cascade Structural Laminators [www.cascadeslcom] '.'.................'.'.47

Cedar Valley [www.cedar-valley.com] '........'.............53

Colville Indian Precision Pine [www.cippinerom] .'......................'.....69

Coos Head Forest Products [www.cooshead.com]...........'......'.............23

DMK Pacific Corp.........,...,.. ...............78

Fletcher Wood Solutions [www.tenonusa.com] ...'......................'........'61

Fontana Wholesale Lumber [www.fontanawholesalelumber.com] ..'26

Forest Grove Lumber Iwww.fglco.com] ..............'.........'....'..................25

Hoover Treated Wood [www.frtw.com] ............ .'..'.....29

Huff Lumber Co...................., ..............56

Ipe Clip Co., The Iwww.ipeclip.com] .....................'...'.........................51

J.H. Baxter [www jhbaxter.com]................ ......'.'.'.........8

Keller Lumber Co. ................... ...'..".'.76

Klausner [www.ktausner-group.com] ......'......'......31

Krauter Storage Systems Iwww.krauter-storage,com] .......................59

Lewis County Forest Products [www.titanstuds.com] ............Cover IV

Lumber Assn. of California & Nv. Iwww.lumberassociation.org]......49

M&M Builders Supp|y..,.,,..,,,,. ........'..75

Manke Lumber Co. [www.mankelumber.com] ..........64

Matthews International Iwww.woodmarking.com]......................'......50

Maze Nails [www.mazenails.com] ..........'.. .'.................17

McFarland Cascade [www.mcfarlandcascadecom] .'.'.'......................54

Natural Forest Distribution [www.fscsales.com] .'................'.......'.......63

Norman Distribution Inc, Iwww.normandist'com] ........,.'.."...............71

Osmose [www.osmose.com],,..,....'.-...... ..'..'.......Cover II

Pacific Wood Laminates [www.pwlonlinecom]."'...'................Cover III

Pacific Wood Preserving Cos. [www.pacificwoodcoml .......'..............49

Pennsylvania Lmbrmns. Mutual Insurance Co. [www.plmins.com] "44

Quality Borate Company Iwww.qualityborate'com] .................'.'......'.40

Redwood Empire Iwwwredwoodemp.com] '...........'................'.'.'.........3

Reel Lumber [www.reellumbercom] ........... '..............65

Rosboro [www.rosboro.coml ......,.....,.... ...............'.........7

Roseburg Forest Products [www.rfpcocom] ......'..............'.."................9

News or Comments? We welcome comments on articles or news of your company such as new hires or expansions (a free service). Email dkoenig@buildingproducts.com, or Fax this form: ..........'...........57

Roy O. Martin [www.royomartin.com] ................'....39

Royal Pacific Industries

Simpson Strong-Tie Iwwwstrongtie.com] ..'...............-....'.....-...........36

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

SkuttleTight Inc. [wwwskuttle-tight.com].. ....'......'....66

Summit Imex [www.cumarudeck.com].. .'..'................34

Superior Wood Treating Iwwwsuperiorwoodtreating.coml ..........."'63

Sure Drive USA [wwwsuredrivecom] ........................13

Swan Secure Products Iwwwswansecure.com] .....'..'..........-........'......67

Swanson Group Sales Co. Iwwwswansongroupinc.com] .'...'..............10

Thunderbolt Wood Treating Iwww.thunderized.net] ........................'.51

TMI Forest Products Iwww.tubafor.com] ......46

Universal Fastener Outsourcing [www.9ll-nails'com] '..............'.....'..28

Utah Wood Preservinq C ............................73

Yan Arsdale-Harris Lumber Co..............

Viance [www.treatedwood.coml ................'...... .......4,43

Weatherbest Decking & Railing [www.weatherbest.com] .............."..27

Western Wood Treating [www.treatedwoodrom] .................'.'..........43

Wynndel Lumber [www.wynndellumber.coml .'.."...33

LIT SOCOM I E0mffi

FOR YOU

When it comes to swinging the big lumber, you con't beot Teom Socomi's Never-Out Logistics.

We con help you monitor your inventory, ond deliver just whot you need, iust when you need it.

Coll us up for o scouting report.

We'll help you

keep the boses looded.

PRODUCTIIST

. 2", 3" & 4" Green Douglos Fir Timbers, Dimension & Studs

PS l-95 Roted Plywood

PocRim-" RimBoord Plus

o LVL Lineol Edge Form

PSF, HDO & MDO Concrele Forms

o Cleorlom@ Fqscio, Soffits & Trim

r Socomilomo Foscio.Soffits & Trim

. Rough-Sown Fir Siding

CleorSide'" Primed, Eds+. Wropped LVL V-Ruitic Siding

. MDO-Foced Plvwood Siding

Woodruff fence components are rated "Best in Showl' Our fence board is thicker than second growth Western Red Cedar and compares favorably for longevity. Woodruff is strongor and more stab/e than lmported "Cedar" or White Woods, and it doesn't mold like Incense Cedar or Whtte Woods.

Woodruff Stabilized fence components take a bite out of the competition. Join the Pack and take a walk to your Bank with a Kennel full of bottom-line monev.

Clockwise around Mick starting from the top: Larry Bowden, Brent Mattison, Steve Hart, James Phelps, Fred Sutton, Andrew Kntght, and Denny Reinwald.

The Pack: Mick, Woodruff , and Rusty