Merchant Magazine - April 2009

WOLMANIZED@ OUTDOOR@ WOOD

cA-c

Wood has features that ensure effective performance, give confidence to purchasers, and reflecl well on the dealers who stock it and the people who specify it.

. Newest presetvative to gain AWPA listing

. Qualifies for the CheckMark l.D. Program

. Effective protection with less chemical

Limited Lifetime Warran$t

Patented co-biocide

Respected brand with over 75 years of wood preserving experience

. Has earned the Good Housekeeping Seal

Wolmanized't'Outdooio Wood protected by the revolutionary CA-C preservative. www.wolma nizedwood.com

$hodTEted Rigf|f otffiB8R

&sced*.* fuffim**a

Why Builders, Conlroclors, & Homeowners Use MicroPro, Pressure Treqted Wood Producls

. The Osmoseo MicroProo Technology is the first treoted wood process to be certified under Scientific Certificotion Systems Environmentolly Preferoble Producf (EPP) progrom bosed on Life-Cycle Assessment.

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

. Building Code Compliont. ICC - ES Reports, ESR - 1980 & ESR - 2240

. lighler, more Noturol Wood Appeoronce.

. lmproved Poinling ond Stoining quolities.

Beller Corrosion Proleclion for code-opproved fosteners ond hordwore, ond Approved for Aluminum Confoct.**

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

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

For more informofion visit www.osmosewood.com

Confused

The MerchantMagazine

Setving 13 Wedom States, IncludlngAlrrt and l|!wall

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

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

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

COl{TRIBUTIIIG EDITl)RS

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

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

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

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

How to Advertise

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

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

IIow to Subscribe

Contact Healhff at (949) 852.1990

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

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

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

About the Cover

The front cover is a paid ad, this monttr

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

sponsor€d by

Wolmanized'CA-C

fromArch.

Smartest antages In Siding

LPo SmartSide@ Thim & Siding products offer the beauty of cedar with the advantages of engineered wood. That means consistent boards with no knots or voids. An industry-leading warranty that provides a S-yea4 100% labor and replacement feature and a 50-Year Prorated Limited Warranty on the substrate. And our proprietary SmartGuard@ process that ensures LP SmartSide products resist fungal decay and termite damage. LP SmartSide Tlim & Siding. All the advantages you need.

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

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

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

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

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

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

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

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

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

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

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

Backed by 20 years of proven performance, and a lifetime limited warranty.

Looking for a treated wood product to sell and install with confidence? Choose Preserveo pressure-treated wood, an environmentally advanced copper-and-quaternary (ACO@) system that provides proven, long-term protection from decay and termites.

. Environmentally preferred wood preservative

. US EPA Presidential Green Chemistry Challenge Award

. Lifetime limited warranty

. Proven performance against decay and termites

. AWPA standardized wood preservative and ICC-ES building code approved

Above Ground and Ground Contact applications

Approved for fresh water immersion use

. AVIIPA use: UCl, UC2, UC3A, UC4A, UC4B

. Preserve Pluso with water repellent also available

. For decking, playgrounds, walkways, benches, chairs, fencing and gazebos

Engineered wood gets even greener

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

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

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

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

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

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

its to secure building construction projects.

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

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

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

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

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

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

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

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

War erupts over micronized wood preservatives

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

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

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

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

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

Is Micronized Treated Wood AWPA Approved?

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

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

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

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

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

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

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

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

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

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

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

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

unless those conclusions wcre contained within the studies themselves.

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

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

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

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

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

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

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

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

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

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

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

www. lif esponouidoor.com

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

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

Unique "glass-wood" poised for comebaclr

r[tIMBERSIL glass-wood products

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

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

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

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

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

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

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

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

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

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

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

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

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

The same properties that confer

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

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

BlulUood fldds Fire Protection

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

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

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

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

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

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

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

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

Primary Applications

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

Alkaline Copper Quat

Ammoniacal Copper Quat

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

ACQ-C, ACQ-D

ACQ.A, ACQ.B

Chromated Copper Arsenate

Poles, pilings, posts, timbers, industrial plywood

Beams, poles, pilings, posts, crossties, timbers

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

Exterior applications including decking, fencing

Poles, pilings, posts, timbers

Micronieed Copper Azole

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

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

Decks, fencing, landscape, joistS, beams, sills

AWPA AWPA, ESR-1 980

AWPA, NER 643

AWPA, NER.62B

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

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

Hoover Treated Wood

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

AWPA Hoover Treated Wood

AWPA N/A

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

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

AWPA, ESR-1721

AWPA, ESR-1 863

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

Copr-Based, $uspenslon Mictoni2ed eopper Quat

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

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

PropiconazoleTebuconazolelmidacloprid

Borates Disodium Ocaborate Tetrahydrate + Polymer Binder

Inoroanic Boron

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

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

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

MCQ MioroPro Osmose

EL2 Ecolife Viance

PTI Wolmanized L3 Arch

ES+ EnviroSafe Plus Wood Treatment Products

SBXAdvance Guard, Hi-Bor Osmose

BoraSolWP Quality Borate Co, Sillbor Arch

TimberSaver PT, TimberSaver 40

Fire Retardants Interior Fire Retardant

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

Exterior Fire Retardant

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

Viance

FR-1 Dricon Arch

FR-2 BoraQuench Quality Borate Co.

D-Blaze Viance

Pyro-Guard Hoover

FirePro Osmose

Thermex-FR. $aferWood Chemco, lnc.

Exterior Fire-X Hoover

FRX Arch

ESR-1980

AWPA, ESR 1851

ESR-1477

Allweather Wood

ESR-1081 Western Enviro-Safe

AWPA, NER-648

AWPA

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

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

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

AWPA, ESR-1626

AWPA

Exterior Wood, Pacific Wood Preserving, Utah Wood Preserving

Patented co-biocide

AWPA Fontana Wood Preserving, Thunderbolt Wood Treating, TrueGuard

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

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

ESR-1159 JasperWood Products

ASTM E-84, ASTM D2898

ESR-1159

Hoover Treated Wood

Produced through arrangement with Arch Wood Protection

Housekeeping Seal

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

etitive ligence

Eye on the end of the tunnel

By Carla Waldemar

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

EWP designers work on projects with dual monitors.

Rrutrtrs

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

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

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

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

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

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

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

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

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

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

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

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

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

WuorrsHrrs/tmutrqurns

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Goodbye, Stock: Wolseley Wants Out

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

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

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

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

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

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

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

Weyerhaeuser Closing 11 DCs, Mills

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

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

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

Since the start of the vear. the com-

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

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

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

Canada Hit With Wood Thriff Penalty

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

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

to survive as an alternative to resumed trade litigation."

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

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

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

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

Apnrr

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

lUlnv

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Wesfem

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

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

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

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

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

Products

Great sales managers walk the walk

By James Olsen

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

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

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

In the field

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

Lead and motivate

. Drive sales growth

. Get valuable information back to upper management.

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

great relationship with this group.

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

Lead and manage current sales force

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

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

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

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

pany directives.

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

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

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

GreatManagers TheRest

In the field 5070 5-10%

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

Communicate 10To w/purchasing (some done

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

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

Communicate 10% 1o/o w/operations

Communicate 5To w/credit

Communicate 1-5% w/rest

Too much or too litlle (War or ignore)

Too much or too little

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

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

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

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

Break the drought

By Jay Tompt

to do well, and do good.

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

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

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

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

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

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

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

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

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

AJter trying to fade our decks the sun finally accepts all day deJeat. long,

Mothcr Naturc is no match for Scnsibuilt''' u,ith patcnt-Pcncling Lunicnittl'' sr-u'{tac:e tcc;linologv thc: ullirnati:1ti:rfi.rrming [tVC] <lccking in thc in<lustrr'. It resists lacling, staining, rnold, scratchcs, heat, <lisapllointmcut, frustration au<l aggrar-atit>n.

1'800' 573'8841 | Jiberondecking.com

Parr Boards Up 3 Northwest Yards

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

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

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

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

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

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

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

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

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

Ridgefield.

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

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

North Pacific Exits Napa

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

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

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

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

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

SPI Shutters More Sawmills

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

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

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

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

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

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

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

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

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

Meek's Refocuses On D-i-yers

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

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

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

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

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

Our products and services include:

flatdwood Lumber & Pine

. flardwood Plywood & Veneers

Melamine Plywood

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

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

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

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

REELSHH#""E

Oor products are widely used in 1321 N. Kraemer Blvd. (Box 879), Anaheim, Ca.92806

Fax714-630-3190

(7r4\ 632-1988. (800) 675-REEL

3518 Chicago Ave., Rivenide, Ce.92507

(es1) 781-0s64

www.reellumber,corn

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

New initials in preserved wood: cA-c

Latest AW PA-li sted prese rvative protects wood with less chemicql

CheckMark identifi cation

To comply with the Intemational Building Code, treated wood must bear the quality mark of an independent agency accredited by the American Lumber Standards Committee (ALSC). This agencymaintains supervision, testing, and inspection over the quality of the treated wood just as similar agencies oversee the grade of lumber.

sound building material. cA-c is the latest innovation in wood preservation.

PRESURE-TREATED wood is an environmentally

For several decades, CCA preservative cruised along as the preservative of choice for a wide variety of residential construction applications. Over the last 5-10 years, other formulations have been introduced, each one intended to meet the needs of lumber dealers and their customers.

After years of developmant by the intemational leader in wood preservation technology, a new enty has emerged. It's called CA-C for Copper Azole type C, and it boasts an impressive list of feahres:

. LatestpreservativetogainAWPA listing

. Qualifies for the CheckMark Identification Program

. Effective protection with lower chemical retention

. Patented co-biocide

. Lifetime limited warranty

. Respected brand name on the preserved wood

AWPA listing

The American Wood Protection Association establishes standards for the wood treating industry.

Before AWPA lists a preservative in its standards, the candidate must satisfu a critical membership that includes treated wood users, academic experts, wood scientists, and manufacturers of competitive products. Convincing this audience requires a persuasive package oflaboratory and field data.

Because of the intensive process involved, AWPA standards are accepted by the Intemational Code Congress for its model code, the International Building Code (lBC).

In January 2009, CA-C preservative was accepted for listing by AWPA, as were its treating requirements. and will appear in the 2009 Book of Standards.

The agency's quality mark appears on a tag or stamp on treated wood. This mark includes various information including the preservative, minimum retention level, applicable standard, intended use, name of the treating company, and name of the third-party inspection agency.

Because the agency's logo can get lost in this mass of abbreviated information, the Western Wood Preservers Institute created the CheckMark Identifi cation Program. By looking for the checkmark s)"mbol, a buyer can quickly see the Iogo ofthe inspection agency and know that the wood complies with building code requirements for appropriate uses. Because wood treated with CA-C preservative is listed in AWPA standards and is mandatorily monitored by an accredited third-party inspection agency, the wood qualifies for the CheckMark program and carries the CheckMark insiertia.

Low retention levels

In preserved wood, chemical retention is defi ned as the amount of preservative retained in the wood after treatment. It is measured in pounds of preservative per cubic foot of wood, or pcf. For different preservatives, different retention levels may be necessary for particular applications. Preservatives do not have the same degree of effectiveness.

The following table, derived from AWPA standards, shows the required retention levels for wood treated with three common preservatives and intended for two common applications.

LOWER CHEMICAL RETENTIONS add to the environmental desirability.

As is clear from this comparison, it takes considerably less CA-C to meet standards * less than one-fourth the amount for ACQ used above ground and just slightly more than one-third of that required for ground contact.

Moreoveq reduced copper content results in less galvanic corrosion.

Patented co-biocide

Contributing to the lower retention levels is the synergistic effect of the two co-biocides, tebuconazole and propiconazole. These two azoles, when used together, are more effective than the sum of them used separately.

Incidentally, the workhorse ingredient in CA-C is copper, a very effective fungicide a well as a useful metal foreveryday uses ranging from pennies to pipes. Some fungi can tolerate copper, however, so a co-biocide is needed to control them. The azoles provide protection against copper-tolerant fungi.

Respected brand

Wood treated with CA-C preservative is sold as Wolmanizedo Residential Outdoor* wood. The Wolmemizedname is a respected trademark that has symbolized high-quality Seated wood for a century.

Over the decades, the developers of Wo Im aniz e d pressure-treated wood have introduced num erou s innovations - from new preservatives to lifetime limited warranties. It is not surprising that CA-C is part of the Wolmanized wood family of products; Wolmanized wood has long been the leader in reliable, responsible, and effective wood preservati on.

As did previous types of Wolmanized wood. wood treated with CA-C carries a lifetime limited warrdnty against termite damage and fi.rrgal decay. For wan-anty details and limitations, visit wolmanizedwood.com. It is also backed by the Good Horsekeeping Seal.

And it is wood

In addition to longevity, conveniance, aesthetic value, and often lower cost, this product has the environmental and sustainable advantages of wood. Its base is a renewable resource using plentiful species and requiring less energy to produce than alternative materials. Growing forests absorb carbon dioxide and wood products sequester carbon, thus reducing greenhouse gases.

is available from leading wood treating companies.

Wolmanizedo wood treated with CA-C preservative

OUTDOORO WOOD

onqls

Brian Johnson, ex-Sierra Pacific Industries, has joined the lumber sales and marketing team at Idaho Timber Corp., Boise, Id.

Jim Miller has joined Fasco America as western regional sales mgr., covering Alaska, California, Hawaii, Nevada, Oregon and Washington. Dimitrios "Dimitri" Kontakos is the new southwestern regional sales mgr.

Jim Alexander has been named director of sales for Precision Lumber Co., Vancouver, Wa.

Mark Goodwin has joined the sales staff of Kuzman Forest Products, Hillsboro, Or.

Anthony J. "Tony" DeCarlo, president and c.e.o., Lumbermens Merchandising Corp., will retire Dec. 31 after 32 years with the company. An executive search committee is seeking a successor.

Jack Merry has semi-retired from APA-The Engineered Wood Association, Tacoma, Wa., after 28 years with the organization, the last 17 in communications. He will continue some contract work with the Engineered Wood Technology Association.

Thomas Rice, president, Greenwood Products, Portland, Or., will add the duties of chief financial officer for parent Jewett-Cameron Trading Co., North Plains, Or., following the layoff of c.f.o. Terry Schumacher.

Ken Swartz is new to sales at Mid Valley Lumber Specialties, Aldergrove, B.C., working out of White Rock, B.C.

Stephen Sandor has been appointed general mgr. of Asian operations for Smith & Fong Co., San Francisco, Ca.

Robert Glowinski has been appointed group v.p for forestry & wood products at the American Forest & Paper Association.

Ric Wise, ex-MFP of Oregon, has opened Wise Forest Products, Fayetteville, Ga.

Tony, Joe and Henry Novak, Dunkley Lumber, Prince George, B.C.. will be feted as 2009 Lumbermen of the Year by the British Columbia Wholesale Lumber Association.

Tom Hanneman, retiring Quality Services director for the Western Wood Products Association, Portland, Or., was presented a Master Lumberman award, along with Carl Buchanan. Swanson Group, Glendale, Or.; Kimmy Burnette, Fort Apache Timber Co., Snowflake, Az.; Patrick Grady, Bennett Lumber Products,

Princeton. Id.: Richard 56Rick"

Magee, Simpson Lumber, Shelton, Wa.; Earl Robinett, Yakama Forest Products, White Swan, Wa., and Shane Young, Sierra Pacific Industries, Anderson, Ca.

Ed Hendrix, Longview Timber Co., Longview, Wa., was installed as president of the Oregon Logging Conference, along with lst v.p. Eric Thompson, Thompson Tree Farms, Corvallis, Or.; 2nd v.p. Ken Wienke, Boise Building Solutions, Medford, Or.; treasurer Mike Randall, Swanson Brothers Lumber Co., Noti, Or., and conference mgr. Rikki Wellman, Eugene, Or.

Steve Parkinson, South Beach Trading Co., Coquitlam, B.C., was elected president of the British Columbia Wholesale Lumber Association. Jack Hetherington, Evergreen Empire Mills, Burnaby, B.C., will remain on the executive board as past president.

Stan Still is the new union coordinator at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Co-op Wins Service Award

For the second year in a row, Ace Hardware Corp. appeared in the top lO of BusinessWeek's "Customer Service Champs" ranking-the only home improvement retailer to be included.

"Our retailers have always provided top-notch service to their customers," said president and c.e.o. Ray Griffith. "These entrepreneurs have the support and strength of a strong national brand while localizing their businesses to meet the needs of the community."

According to the magazine, Ace has cut costs but maintained service levels by using technology that helps store managers determine the best times to stock shelves and clean restrooms based on past shopping patterns. Also, by consolidating its call centers, the chain now offers customer service hours later in the evening and longer on the weekend.

"Our retailers and store associates work hard to ensure their customers receive the helpful hardware advice they need," said Griffith.

WESTERN WOOD Products Association met March 7-10 at Doubletree Paradise Valley Resort, Scottsdale, Az., for its annual meeting. (1) Russ & Linda Hobbs, Tim Cornwell. (2) Chris Ketcham, Kevin Binam. (3) Shane & Sally Young. (4) Craig & Janice Larsen. (5) Tom & Lynn Hanneman, Mike & Gretchen O'Halloran. (6) Jim & Linda Scharnhorst. (7) Ed Matsuyama, Mark Denner. (8) Ted Roberts, Bonnie & Sherm Anderson. (9) Duane Vaagen, Jim Petersen. (10) Hector Dimas, BillWhite, Mark Porter. (11)Jeff Setzer, Chloe & Frank

TsB Mnncuaxr Mlclzrur Apnt 2009

Pearson. (12) Matthew Goughnour, Mike Rios. (13) Eric Schooler, Pat Grady, Jim Vandergrift. (14) Debbie Vaagen, Sharon Lewis, Monica Stormoen. (15) Mike Fitzgerald, Mark Elson. (16) Rich Geary, Wade Mosby. (17) Jim Mathews, Russ Tuvey. (18) Jamie Trenter, Steve Zika, Mike North. (19) George Emmerson, Steve Swanson. (20) Frank Campbell, Lee Hackbarth.

(More photos on next page)

WWPA ANNUAL MEETING bontinued from pirevious page); (1) Jon Anderson, Mike Phillios. Mike Durga. (2) Jeff & Susie Webber. (3) Tim Hunt, Brad Tu rner, Alex Rapoport. (4) Max Blatt, Claude Gregory, David

Ray

Jesseau. (5) Bill Goodman, John Deisher. (6) Charlie Fox, Tom Shaffer. (7)

Tennison, Scott Elston, Allan

Trinkwald. (8) David Jackson, Bob Lewis. (9) Steve Schmidl, Laurie Creech. (10) Susan Mosby, Penne Setzer. (11) Melody Ren,

Tomoko lgarashi. (12) Anne Erickson, Rusty Looney. (13) Chuck & Laurel Casey.

Big Creek Relocates Yard

Despite the bad economy, Big Creek Lumber, Davenport, Ca., closed its yard in Santa Cruz, Ca., and moved into a new, larger location with a 19,000-sq. ft. building that is closer to the freeway.

"It really points out the difference between locally owned and a large corporation," said general manager Jim Johann. He said that owners Bud McCrary, 82, and Lud McCrary, 80, come to work in Levi's and Pendletons and take a "long-term view. We're not run by suits."

Started by the McCrarys' father in 1946, Big Creek grew to 235 employees at six locations. However. the recession has reduced the work force to 195. Ellen McCrary Rinde, Lud's daugher, is the third generation involved in management of the company.

The new building is four times larger than the old one, so there is more room to showcase products that customers have requeste d. "I'll be able to do window displays," said buyer Rachel Thompson. There's also more space for environmentally

Old World Crafumanship In Today's Designs HandHewn Distressed Timbers

Geo. M. Huff Lumber Company is now offering Hand Hewn Distressed Timbers in a variety of sizes, shapes and lengths.

All our distressed beams are WCLIB grade stamped and will meet structural and architectural applications. All are hand tooled and can be ordered with custom stains and Old World finishes.

We can supply timbers to any specification, whether it is Dense, Free of Heart Center, #l/Btr, Select Structural, Green or RFV Kiln Dried.

When a plan calls for exposed posts and timbers, count on us to provide you with a product that will last a lifetime.

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

responsible products eligible for points toward certification.

The new location also provides a covered space to protect both lumber and workers from the elements. There's room for a new load-building machine designed by Bud to tote orders to a truck for delivery. The machine, constructed at Big Creek's truck shop in Davenport, can carry up to 5 tons and uses less fuel than a forklift. A third version of the machine is under construction, part of the company's efforts to comply with California's new clean air regulation.

Green Power For Stoltze?

F.H. Stoltze Land & Lumber Co.. Columbia Falls, Mt., may receive federal economic stimulus money to build a cogeneration plant.

"lt definitely would be considered a green project-we are making electricity from a renewable resourceand there is a possibility that there would be some funding available through the recently passed stimulus program," said plant manager Joe O'Rourke. The company's current boiler uses 100-year-old equipment that needs to be replaced.

O'Rourke said that the proposed 20-megawatt plant could burn byproducts created at the sawmill and woody biomass. It could also provide at least eight new jobs, plus an alternative revenue stream for the milling company.

"In effect," he noted, "it's a complementary business to what we're doing now, but it's also a different business-one that won't move in tandem with the lumber market."

Once funding is secured, the plan could be operational in l8 to 24 months. "This could help us and this valley through tough times," O'Rourke said.

"One thing about the down economy is, you have to really limit your inventory a little more. We have to keep everything a little less than we usually carry."

-

owner, Backstr om B uilde rs C ente r. Bend. Or.

Susie Backstrom,

"We Treat Wood Right"...Quality Wood Treating Services Since 1977

iil &Pattern Markingwith Confidence

When you deliver sheathing and wallboards with nail and pattern marks printed by Matthews' ink-jet systems, the returns yield more than value-added solutions for your customer. These innovative systems introduce new and cleaner ways to mark building products, increase production efficiencjes and decrease the overall cost of inks and supplies,

Avoid the mess of atomizer sprayers and paint systems that are prone to clogging, consumable waste, and overspray. With our Drop-on-Demand ink-jet, you'll experience a flexible system that has the ability to integrate directly into your PLC or other board-driven production setup. For printing with confidence while providing environmentally friendlier solutionl turn to Matthews Marking Products for your most challenging applications.

logo & Unit'Association & Grading End Striping

Nail & Pattern V0C-Free lnks

matthewsmarking,com

,",i:,.., ltZ-SO5-2500

Lumber Markets Face Historic Lows Before Recovery

Demand for lumber in the U.S. in 2009 will slide to the lowest level in modern history, then move toward a slow recovery starting next year, according to a new forecast by Westem Wood Products Association.

The poor economy and a housing market that has plummeted to historic lows are the chief reasons for the remarkable decline in lumber demand. WWPA predicts U.S. lumber demand will slide this year to just 28.9 billion bd. f.t, down almost 307o from 2008 totals.

Since reaching an all-time high of 64.3 billion bd. ft. in 2005, U.S. demand for lumber has dropped by more than 55Vo- the steepest decline in the history of the industry.

Home construction traditionally accounts for more than 457o of the lumber used each year. WWPA estimates just 432,000 houses will be started in 2009, down more than half from 2008 totals and one-fifth of what was built in 2005.

The volume of lumber used in new home construction is expected total 5.3 billion bd. ft. this year, compared to the 27 .6 billion bd. ft. consumed in

home building in 2005.

In 2010, housing is forecast to improve modestly to 553,000 starts, bringing lumber consumption to nearly 30 billion bd. ft. WWPA does not expect housing starts to exceed I million units until2012.

The unprecedented decline in demand has taken its toll on lumber producers. Western lumber production is forecast to decrease nearly 267o to 9.7 billion bd. ft. That volume is the lowest since the 1930s and represents a little more than half the volume western mills produced five years earlier.

Mills in the South will see production declines as well, falling to 10.9 billion bd. ft. in 2009. In all, U.S. lumber production will total 21.8 billion bd. ft. this year, down 25Vo from 2008. As markets start turning up in 2010, U.S. production will rise to22.4 billion bd. ft.

Poor markets have been even tougher on Canada and other foreign lumber suppliers. Lumber imports from Canada are predicted to total 7.6 billion bd. ft. in 2OO9, a decrease of 34.7Vo from the previous year. Since

2005, Canadian lumber imports have declined by nearly two-thirds, or some 14 billion bd. ft.

Other imports, including lumber from Europe and Latin America, should decline by double-digit percentages for the fourth straight year and lose more market share to domestic producers.

Top Grades For West Mills

Setting the standard for lumber grading accuracy in 2008, 10 western lumber mills have been named by WWPA as Hi-Q mills, recognizing superiority in accurately grading lumber.

One new mill was honoredHills Products Group, Spearfish, S.D.-along with nine repeat winners: Boise Cascade, Kettle Falls, Wa.; Hampton Lumber, Tillamook, Or.; Idaho Forest Group, Laclede and Moyie Springs, Id.; Stimson Lumber. Forest Grove and Plummer, Id.; C&D Lumber. Riddle, Or.; Columbia Vista Corp., Vancouver, and Idaho Veneer Co., Post Falls,Id.

Affiliotions: AWPA, WWPI, lRG, LACN, HLPA

Assotialion llews

( Continue d from pa ge 2 3 ) single booth) Austin Hardwoods, Denver (double), and Bluelinx (multiple). (Photos of winners below)

North American Wholesale Lumber Association will hold its annual executive conference April 26-28 at Loews Lake Las Vegas Resort, Henderson, Nv.

Aubra H. Anthony Jr., president and c.e.o. of Anthony Forest Products, will be honored with the Mulrooney

Award during the conference. A regional meeting is slated for April 30 at the Vancouver Club, Vancouver, B.C. Speakers include NAWLA interim c.e.o. Mark Palmer; Mike Wisnefski, v.p., Bloch Lumber; Ken Shields, c.e.o., Conifex, and Paul Quinn, forest products analyst, RBC.

MOUNTAIN States Lumber & Building Material Dealers Association handed out booth awards at its recent buying show to (1) Austin Hardwoods' Ricky Valdez, Jack Liebsock, Dan Steiner, Nancy Shumbat, Randy Hass, Chris Stypinski, Don Herbel, Nadine Herbel.

PeNNsyLVANtA LuvteERMENS Murunl

Penrirylvan ia [.u urberntt't.ts !r,lutua I Insurancc (iotnltanv 0nc Comtntrcc Sclttart 2(X).5 \larket Street, Suitc 1200 lhilacielphia, I),'\ 1q IO:l

Serving Continental United States

At PLM, we understand that you need an insurance comPany with property and casualty insurance products and services that you 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 tor." We understand wood. We know your business... because it's our business too.

lf you're tooking for quality and value from your insurance provider, please contact the PLM Marketing Department at 8O0.752.1895 or log onto www.plmins.com.

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

president and Chief Executive Officer

(2) Bluelinx's Bryan Bangs. (3) Bluelinx's Chris O'Donnell, Dan Ford, idny Crawford. (c; atuelinx's Brett Bleichrodt. (5) Simpson StrongTie's Jason Swooe, Jim Feren, Scott Tomamichel.

r ness Getting a career back on track

By Craig Aronoff

ly impacts the next-generation member as well as other employees.

The best solution is often a decision by the young person to work elsewhere, at least for a period of years. If they are not capable of making that decision on their own, a family member may need to intervene to help in the decision-making process.

A YOUNG. next-generation family .Clmember joins the family's business. In the best-case scenario, he or she arrives with some skills and outside work experience, a good attitude, and an appreciation for the opportunity presented. Sometimes, though, this isn't what happens.

There are several ways that nextgen members get off to a bad start. In some cases they are put in positions for which they are unqualified. In others, they bring an attitude of superiority and entitlement. They may hesitate to interact with co-workers because they feel that all eyes are on them. These situations undermine a next-sen

member's credibility with the people with whom they work.

Unfortunately, these early mistakes may be compounded by dad's and mom's reaction to them. If the oarents ignore performance problems. other employees will complain of unfair treatment, and rightly so. Business rules that are followed by everyone else-but are bent or broken for junior-will undermine the culture, image and respect that senior family members have worked to establish.

While the intent is to do what's best for all, avoid conflict, and keep all happy, allowing performance or attitude problems to escalate negative-

If the exit is managed well, there can be the possibility for them to return after gaining the knowledge, experience and maturity to allow them to make a meaningful contribution to the business. A graceful exit requires that the next-gen member and his or her parents understand what has happened and why, everyone accepts appropriate responsibility, and appropriate communications are made to other employees.

At the same time, management should learn how to better manage these situations-particularly if other siblings or cousins might be waiting in the wings. Clear employment policies and procedures should be developed and implemented to minimize the probability of repeat occurrences.

In their own family business world, young family members are like celebrities. They attract tremendous

attention, become the focus of the rumor mill, and suffer close scrutiny of all their actions. Many times they are unable to develop relationships with co-workers because they are unable to trust the motives of those who seek relationships with them. This circumstance is one of the uncomfortable realities of being in the next generation of a business-owning family. It goes with the territory. But if things aren't going well, it makes things much worse.

Coming back from a work situation that has gone bad for a young, nextgen employee is similar to a celebrity who's had public problems and has to make a comeback. The seven steps to a successful comeback are:

.Own up to what's been happening. Show that you get the problem; apologize, exercise humility, take your share of responsibility.

. Disappear for a while. Step out of the family business. Give yourself a break to regroup and refocus.

Avoid negative attention. Keep a low profile and be particularly careful not to say or do things that would add to the negative perceptions or get in the way of any opportunities to build new, more constructive perceptions.

. Be seen and not heard. Over time, begin to reintegrate into the family business. Attend business functions where the family is involved, but keep it low key as you raise your profile.

. Align yourself with causes you believe in. Find your passion and follow it both at work and in other activities. By focusing on your passion, you are most likely to be motivated to achieve results, make a difference, and be a contributor. Such achievement can build credibility for the long term. Choose the right career project. By finding an activity where you can achieve success, you'll build the confidence of everyone-especially your own. We know young family-business members who have joined the military, led community campaigns, gotten new jobs and earned promotions. started their own businesses, and taken other actions that have led to great things in the family business and out.

Reemerge with a new image. Take your time and take advantage of the experience, knowledge and maturity that time-properly used-can provide. After achieving success, developing maturity. gaining perspective. and finding knowledge, a young family member can change from being a

perceived liability to being seen as an essential asset for sustaining the business across generations.

Problems of the past then become a fading, slightly amusing memory as the now-not-so-young family member becomes a real contributor to the team that carries the business forward.

- Craig E. Aronoff is co-founder and principal of Family Business Consulting Group, Marietta, Ga.; (800) 551-0633.

Effective selline begins*iii6 rmation

By Dave Kahle

orientation is one of the characteristics of a sales personality. A day sitting behind a desk is our idea of purgatory. Unfortunately, this activity orientation is both a strength and weakness. It provides some of the energy to move us to sales success, but can also be a major obstacle.

Far too often, we're guilty of going about ourjobs directed by the credo of "Ready, shoot... aim." This kind of unfocused activity is a casualty of the Information Age. Yet to be effective, you must be focused and thoughtful about everything you do. Activity

without forethought and planning is a waste of time and energy.

If you were going to build a home, you'd want to know about the nature of the ground on which the home was to be built. You'd need to have a good idea about what kind of weather conditions the home would be enduring, what the building codes were, what materials were available, what they cost, what kind of skilled workmen were required. The list could go on and on. The point is that you wouldn't be able to build a home very effectively if you didn't have good information on which to base those plans.

The same principles apply to delivering effective sales performance. In both cases, good planning requires good information. It may be that your company provides you with all the information you need. It's more likely they don't. If you're going to work with good information, you must be the one who collects that information. That means you must create systems to collect, store and use the information that will be most helpful to you. Since our world is constantly producing new information, the system you create isn't something you do once and forget. Rather, it has to be a dynamic sys-

seeing people, solving problems, putting deals together. This activity-

tem that is constantly processing, storing and using new data.

Creating and maintaining your system is a matter of following several specific steps:

Step One. Start by listing the kinds of information you think will be most useful to you. Think about your job and determine what kinds of information you'd like to have to help you deal effectively with your customers. Here's a partial list that would fit most salespeople:

. Info on customers and prospects.

. Info on competitors.

. Info on the products, programs and services you sell.

Step Two. Once you've categorized the kind of information you'd like, think about what information would be ideal to have in each category.

Start at the top and work down. Look at customers and prospects first. What, ideally, would you like to know about them? Typical pieces of information include information about the

account's total volume of the products you sell, dates of contracts that are coming up, vendors from whom they are cuffently buying, etc. All of that seems pretty basic. However, most salespeople have no systematic way of collecting and storing that data. So, while you may occasionally ask a certain customer for parts of it, you probably aren't asking every customer for all the information. And, you're probably not collecting it, storing it, and referring to it in a disciplined way. Do you think your competitors know exactly how much potential each of their accounts has? Do they know other useful information, like, for example, how many pieces of equipment each customer has, and the manufacturer and year of purchase of each? Probably not. If you collect good quantitative marketing information, you'll be better equipped to make strategic sales decisions and create effective plans. You'll know exactly

(Please turn to next page)

Effective Selling

(Continued from previous page)

whom to talk to when the new piece of equipment from ABC manufacturer is finally introduced. And, you'll know who is ripe for a new cost-saving product that's coming, or the new program your company is putting together.

Step Three. Develop a system and some tools. The single most effective tool is an account profile form. It is a form full of questions or. more precisely, spaces for the answers to questions. The questions are all about each of your accounts. It's the document on which you store that useful information. It can be paper or electronic. If you're using contact-management software, then the account profile form can be several screens for each account. If you're not computerized, create it on paper. Regardless of the media, the principles and processes are the same.

A well-designed, systematically executed account profile form provides you a way to collect quantitative information to know your customers more thoroughly than your competition. All those pieces of information that you said were potentially important to you can be collected and stored in the

blanks on the account profile form. Create a one-page form with blanks in it for each of the quantitative pieces of information you want.

You need another version of the form for each key individual within those accounts. That's called a personal profile, and it is your mechanism to collect personal information about the key decision-makers. You may end up with one document for the company and 10 to 15 personal profiles for key people at that account.

Now, imagine getting ready for the next sales call on that customer and reviewing the things that he likes to talk about, refreshing your memory on the name of his spouse, and the names and schools of each of the kids. As you plan your presentation, review the primary buying motivation for each of those key people. Do you think you'll be better prepared to have an enjoyable, relationship-building conversation with that customer than your competitor will? Of course you will. Do you think you'll increase your likelihood of delivering a powerful, persuasive presentation? Of course.

Step Four. Store it efficiently. You may have done a great job of collecting info, but if you've stored it on old

matchbook covers. coffee-stained Post-Its, and the backs of old business cards on the backseat of your car, it's not going to do you much good.

If you're computerized, your computer can be the super tool that allows you to efficiently store the data. If not, create a set of files (yes, manila folders!) in which to store your info.

Step Five. Use it regularly. Before every sales call, review the information you have stored. That review will help you make good decisions about each aspect of the sales call. Likewise, review the information as you create your annual goals, sales plans, and account strategies, and when you organtze and plan your territories.

Now that you have a system in place to provide good information about your prospects and customers, you need to turn your focus to another area of your business-your competitors. As things change at an increasing rate, you must be aware of what your competitors are doing so that you don't get seriously outmaneuvered.

That happened to me. To this day, I still get a sick feeling in my stomach as I remember the day when I lost my largest account to my arch competitor.

Tleated Glulam Beams and Columns You Can Trust

Rosboro now offers Treated Glulam Beams and Columns with a 25-year wananty. Pressure treating by Permapost gives our treated products resistance to rot, decay, and insect attack including the Formosan termite. Rosboro limits wane and lightly sands the beams and columns to remove excess glue and reduce blemishes associated with Framing Appearance classification.

Beams Tleated with Hi-Clear II

Rosboro Treated Glulam Beams are pressure treated with Hi-Clear II, a clear, non-swelling and non-leaching preservative used for above ground applications. Manufactured in standard framing widths and EWP depths, and wirh a balanced layup (no top or bottom) making installation of the honey colored beam clean and simple.

Columns Approved for Ground Contact

Our Treated Glulam Columns are treated with the K-520 treatment, an oil-soluble preservative that provides an ideal fungicide and insecticide for long-term preservation in both ground contact and above ground contact applications.

For More Information

Contact Rosboro at l-888-393-2304 for rhc authorized distributor nearest you.

Rosboro

When You Need lt To Last

Rosboro PO Box 20, Springfield, OR974'l"l

Technical Support: | -877 -457 -41 39

Email: intb@rosboro.com Web: www.rosboro.com

It was ap account that made tp 20Vo of my total volume. In my blissful ignorance, I was content to grow mY business by calling on the end-users and purchasing department, while my competition was successfully building a relationship with the administration. The result? My best account signed a prime vendor, sole-source agreement with my competitor. Within 60 days,I was almost totally out of that account.

To become good at knowing what your competition is up to, begin bY thinking of yourself a little differently. Here's a similar, three-step process for mastering this competency.

Step A. Begin by consciously collecting little bits and pieces of information at every opportunity. Rather than moping about losing a bid, use it as a learning opportunity. Find out from your customer why they awarded the business the way they did. If it was price alone, try to find out how much lower their price was. If it's something else, find out what. That information may give you an insight into the pricing policies of your competition. Write the information down or put it in your PDA.

Take your good customers to lunch and casually see if you can steer the conversation in such a way as to learn

something about your competition. Keep your eyes open to the coming and going of competitive salesmen. Note when you see them, and in what account. Be sensitive and aware of competitive literature, business cards, and price quotes lying around. And don't forget to talk with the other salespeople who work for your company to get their insights.

By combining these bits and pieces, you may very well see trends, uncover strategies, and discover tactics your competition is using.

Step B. Store the information, whether filed in a manila folder marked "Competition" or entered into a computer database.

Step C. Use the information.

In the Information Age, much of your ability to make good decisions depends on your being able to collect good information. If you are going to take your performance up a notch, you must see yourself as a dealer in information as well as a seller of stuff.

- Dave Kahle, "The Growth Coach," is a sales consultant, trainer and author of six books and a free monthly "Thinking About Sales" ezine.This article is excerpted from his book Take Your Sales Performance Up-a-Notch. Reach him at ( 800) 3

-

287 ; www.davekahle.com.

Northwest Softwood Exports Rise

Exports of softwood lumber from Oregon and Washington were up 26.67o last year, according to a new study from the USDA's Pacific Northwest Research Station.

Softwood exports totaled 293 million bd. ft., up from 231.4 million bd. ft. in 2007. "During this same time period, Oregon and Washington imported 1.7 billion bd. ft. of softwood lumber, mostly from Canada," said USDA economist Debra Warren, who authored the report.

The new publication also includes current information from the U.S. International Trade Commission on lumber and plywood production and prices; employment in the forest industries; international trade in logs, lumber, and plywood, and volume and average prices of stumpage sold by public agencies.

Japan (33.3Vo) and Canada (35.8Vo) each received about a third of the exported softwood lumber. Another 7 .3Vo went to the Philippines,5.9Vo to South Korea, 3.7Vo to China, and l.8Vo to Taiwan.

Douglas fir accounted for 57 .57o of the 2008 softwood lumber exports and averaged $525.14 per thousand bd. ft. Western hemlock accounted for 10.3Vo and averaged $434.52 per thousand bd. ft., while other softwoods made up the remaining32.2Vo and averaged $782.91.

In contrast, the average value of softwood lumber imported during 2008 was $466.91 per thousand bd. ft.

Depot Back To Promoting Bargains

Home Depot has launched a new advertising campaign, with the can-do slogan of "More Saving. More Doing," targeted to bargain-seeking shoppers.

SIMMEN LUMBER, Sacramento, Ca., held a giant yard sale March 21 that raised $2,400 for employee Jesus Mejia'i foui-year-old daughter (second lroq left, above, with rest of the fAmily), wfio has been diagnosed with leukemia. A donation account set up at the Bank of Sacramento now totals $5,000. Anyone who wishes to contribute should contacl Simmen at (800)916-8072.

"We knew the consumer was hunkering down and making fewer trips to stores, and only going where the dollar went the furthest," said chief marketing officer Frank Bifulco.

"We were the original home improvement warehouse, so we're comfortable in our own skin," he said. "If a paint associate has a little bit of paint on his apron, it's because

Build in savings.

A smart and economical choice for interior applications where ire retardant construction materials are specified. D-Blaze@ treated lumber and plywood are highly effective in controlling the soread of flame, smoke and devastation caused by fire. And in most applications, it offen a lower installed cost than noncombustible classified materials.

he knows how to get color right." He added that the campaign emphasizes value and a return to Depot's core of "being real, authentic and genuine."

The new ad campaign also jabs at Lowe's, which is considered more female-friendly and style-oriented and is Depot's biggest rival.

"Stores that look more like a warehouse than a Lowe's are at an advantage," said retail consultant Howard Davidowitz. "Right now, what the consumer is responding to is value. Frankly, it's the only thing."

Last fall. Home Depot cut prices on certain items and discontinued unprofitable promotions on others. Lowe's fought back with its own taglines of "Everyday low prices" and "new lower prices."

"Lowe's is a formidable competitor," said Bifulco. "We want to make

the Home Depot different and better and special, but we don't fall prey to Lowe's envy."

Mixed Pallets From Versatex

Versatex has launched a SmartSize Skidz program that allows dealers to order smaller, mixed-pallet orders of PVC trimboards-and still receive a bulk discount.

Dealers can order up to five different sizes of in-stock PVC trim in a single pallet, which reduces inventory and lowers operating costs.

"Dealers can adjust the tallies and lengths to their specifications, to get the benefit of a bulk buy on five different sizes in one factory-made unit," said Rick Kapres, v.p. of sales. "The fact that the units are factory packaged also benefits the dealer as it keeps the product clean and protected."

MIXED PALLETS let dealers order five diJferent types of Versatex trimboards.

Cut your taxes exceSs I inventory bv using your

Bv Emilv Collins

can put advertising and promotional dollars where they'll do the most good. on your star performers.

Avoid problems involved with liquidating those overstocks. Liquidators tend to pick and choose. They may not want to buy all of your non-movers, leaving you with the problem of what to do with the leftovers. Donating can often clear all of your problem products at once.

Help deserving schools and nonprofit organizations. This good deed can translate into good will. You might ask the recipient group to call the local newspaper to publicize the donation.

Once you've decided that donating inventory might be a smart move for your business, how do you identify which merchandise to clear? Here are some types of products to consider:

Slow-selling or non-moving SKUs (stock keeping units). Just as it is dangerous to keep a stock or mutual fund and be reluctant to unload it when it is not performing, it is equally unwise to hold on to stagnant inventory. Wholesalers and catalog businesses are well aware of the need to constantly review their offerings, weed out the slow-movers, and concentrate on popular, top-selling items.

VOUR business may be sitting on I an important tax deduction and you probably don't even realize it.

The deduction lies in your excess, overstock inventory. By donating that nonmoving merchandise to charity, your company can earn a federal income tax deduction under Section 170(e)(3) of the U.S. Intemal Revenue Code.

The IRS Code says that regular (C) corporations may deduct the cost of the inventory donated, plus half the difference between cost and fair market value. Deductions may be up to twice cost.

For example, your business (a C corporation) sells a product for which it pays $1. Retail price is $2. Your deduction is $1.50. If you pay $l and that item sells for $4, your deduction is $2 (limit of twice cost).

S corporations, partnerships and sole proprietorships qualify for a straight cost deduction.

Even if your business realizes only a straight cost deduction, it may be to your advantage to donate your stagnant merchandise rather than clear it

through a liquidator. Since a liquidator looks for the lowest price they can get, their offer may be less than your cost-substantially less. When you are faced with the choice of liquidating this merchandise, dumping it and writing it off as a loss, or donating it and taking a straight cost deduction, donating may be the preferable choice.

Investigate donating inventory before negotiating with a liquidator, however, to be able to justify the product's fair market value with the IRS.

Besides the tax deduction, there are many other great benefits of donating your excess inventory:

Free up needed warehouse space. Whether you own your warehouse or are renting space, storing product can be expensive. Insurance, utilities, labor, and shrinkage all factor in. It doesn't pay to hold stagnant inventory that isn't earning its keep.

Put your marketing focus where it should be: on your top sellers. Non-moving inventory can consume a disproportionate amount of money, time and effort to clear it. By donating those items to charity, your business

. Unsuccessful product introductions. Despite extensive studies and market research, some new products simply do not go. By donating them, instead of selling them to a liquidator, your business may do better on the bottom line and donation will keep them out of the consumer market.

r Returns. If returns are not damaged, they can be a good candidate for donation. By donating, you will avoid the costs and labor involved in returning those items to stock.

Cancelled orders. Again, donating avoids restock costs. If the product was custom made, it may be difficult to sell anyway.

. Packaging changes. If package graphics are updated, you may want to keep products in old packaging out of the market as you introduce the new. Donating is also a good way to clear products with packaging that promotes rebates or contests that have expired.

Discontinued models, styles, colors. As an example, software publishers may donate the previous version of a program that has been updated, to keep the earlier version from competing with the update or to keep it out of the hands of liquidators. Trendy items that are no longer selling are also can-

NAEIR

didates for donation.

Misprints or seconds. Businesses that make or sell promotional items frequently have misprints on products that are still serviceable. Seconds can be donated as well.

To earn this deduction, companies must donate to a charity or a public or private school. In the case of nonprofit organizations, make sure that the nonprofit is a 501(c)(3), since only that IRS classification of nonprofits qualifies as recipients.

You should have your accountant or tax adviser instruct the recipient group as to what information they need to include in the documentation they furnish you as proof of the donation. You will have to include the recipient's letter on your corporate tax forms as support for claiming the deduction.

If your business has a small quantity of merchandise to donate, you will need to select the recipient(s) carefully to avoid the appearance of favoritism. By the same token, if you have a large quantity of product (a semi-trailer or more), you will have to instruct the recipient groups that under IRS regulations, donated merchandise may not be bartered, traded or sold. Charities or schools may not auction or sell donated merchandise to raise cash.

To avoid having to deal with many of these issues, consider a gifts-in-kind organization, such as the National Association for the Exchange of Industrial Resources (NAEIR), which redistributes donated goods to other nonprofits and qualified schools.

The donation process is simple. To begin, a company sends in a written proposal or list of product they want to donate, including a short description, quantities and a value. A committee reviews the proposal and notifies if it is approved. The donor then sends shipping instructions and labels. Although the donor company is responsible for the shipping cost, that is also a tax-deductible expense of the donation process.

i-bo

BORATE TREATED WOOD

.,,

Hi-boro brand treated wood is a borate treated i oroduct desisned for interior house framinq in Hawaii " ili-bor" trealed wood resists attack by Foimosan anr termites and numerous h'ousehold gwgll q$lsaldecar.

.l$firepnO" brand interior fire retardant is the construction -industrt's newest and most advanced fire protection $slem for wuid. The unique Fireho dremistr li a paent peirdins form' rlalion that con'tains no phosphomui'hased mmpounds.

From coast to coast, 501(cX3) nonprofit organizations have opened hundreds of retail stores specializing in donated building materials. The list includes the RE Store in Seattle and Bellingham, Wa.; Stardust Building Supplies in Phoenix and Mesa, Az., and Habitat for Humanity, which operates 535 ReStores in 48 states, including 96 in the West-a quarter of them in California.

Contact your nearest location for their exact procedures.

'do..borate pr€ssure treated for iogts, slals, nnf F$ses, nd :rior frarning and sill plate.al ^Sb

- Emily Collins is the communications associate Jbr the nonprrfit NAEIR. Reach her at (800) 562-0955 or donor@naeir.org.

producls

Greener DeckTiles

EcoShield deck tiles from A.E.R.T. snap together for easy installation on level concrete or sravel surfaces. such as patios. verandis and rooftops.

it snaps on and off for easy maintenance of gutters.

Three colors are available: white. tan and dark brown.

- Please call (800) 327-7077 or v i s it www .p lastic c omp o ne nt s.c om

Waterproof Wood Coating

Bluwood's factory-applied coating has been enhanced with a water repelfency additive:XP-26.

Trim With An Edge

A precisely cut and sealed edge is now standard on all AZEK's cellular PVC trim profiles and cornerboards.

Manufactured of wood fibers encapsulated in recycled polyethylene plastic, the tiles resist rot, decay, moisture and insects.

Two sizes- 12"x12" and 2'x2'are available in three colors: mahogany, terracotta and desert sand.

- Please call (866) 729-2378 or v i s it www .mo i s t ur e s hie ld.c om

Gutter Protection

GutterGuard Pro is desiened to keep debris out of gutters.

Developed by Plastic Components Inc., the product fits most 5" and 6" gutter systems. Constructed of plastic,

The new additive is desisned to protect OSB. plywood, and-dimensional lumber against moisture, mold and fungus growth, and wood-ingesting insects, including Formosan termrtes.

- Please visit www.bluwood.com

One Tough Deck

Tuf Deck from Inteplast Group is made of cellular PVC in four colors.

The new edge treatment will ensure that AZEK products stay cleaner at the dealer and on the iobsite.

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

lmproved Maple Flooring

Ecotherm Wood from Future Alternative Wood Products is now available as thermally modified birdseye maple flooring.

Also available are reversible finishes for design flexibility and matching rail systems.

- Please caU (800) 452-2117 or www.tufdecking.com

The flooring is available in random lengths, in 2-l/2",3-112", and 4-I/2" widths.

A semitransparent finish enhances the natural beauty and rich texture of the wood.

What Lies Beneath

Uncoupling membranes from Schluter Systems allow for even transitions between tile and other floorins materials, to simplify installations.

DITRA membranes minimize tile assembly thickness and reduces transitions to lower surface coverings such as carpet, engineered wood, and vinyl flooring.

Green Insulation In A Can

BioBased Insulation now offers two soy-based spray foam insulation products in a can.

Soy Seal for Gaps & Cracks is a closed-cell, sealing foam.

Soy Seal for Windows & Doors is a low-pressure foam formulated to prevent moisture and mold problems by repelling water, without bowing or distortins windows or doors.

DITRA-XL helps provide even transitions between tile and 314" hardwood flooring.

- Please visit www .schluter.com

Safety Headgear

Venom visors and headsear from Gateway Safety offer piotection against workplace hazards, yet are comfortable enough to wear for extended periods.

The visors are constructed of polycarbonate that is molded for complete facial coverage. The headgear has a soft brow pad and nape strap, plus tension adjustment.

- Please call (800) 822-5347 or v i s it www .gat e w ay s aJb ty.c om

Both products reportedly exceed the USDA's bio-content standards and have been certified to Greensuard standards.

- Please call (800) 803-5189 or visit www.soyseal.net

Disodium Octaborate Tetrahydrate (DOT)

Free-flowing, white powder. Dissolves quickly and easily.

. EPA Registered.

Etfective against termites and decay fungi.

Non-corrosive to allfasteners.

Lifetime Limited Warranty.

0dl1 certified plant faclllty.

Rack lt Up

Wine rack components from The Wine Rack Co. are a nice addition to kitchen and bath showrooms.

The company produces a full range of wine storage products, from small countertop racks that store l2 bottles to11-114" racks for wine cellars.

In-house designers can also create custom wine racks.

- Please call (888) 687-2517 or visit www. t hew ine rac kc ompany.c om

Heavy Lifting

New heavy-duty lift trucks from Hyster are the latest addition to the Fortis line.

The Hl70-190FT reportedly accommodates loads up to 19,000 lbs., with a longer wheelbase, more powerful drive train, improved mast, upgraded drive axel, and oil-cooled brake system.

- Please visit www.hvster.com

Building A Better Stair

Iltriltlirrr sllrif sr \lcnt\ lr()nl .\irrs*oltlr': I)rrnrstllltl

l)l()(luet\ eiIt \ll\c til|e iiltrl lll()l]c]

lutrl rcLlLtec \\iL\1!'ll thc lohritc.

l'lte rtcrr ltltl.litrrlirrrt -r,rtt-

birte: ().S[: I )LIllr:trrrrrrl ( )Sl. Rrrrr''":'r',1. :l]rlrl,'r.,i t"

Ll\e it\ \litir :tt inlcrs. u itlt

l)tr' fltl)tir'lt1C(l :1lttt'

tlt.l.l. lll.t\lr' Il(rlll

Slrrrtlj l lt'rl plrntlr.

l'lt,ttt r ttll

r'\,lt(t(tl .i)oo

i)/' l/\11 l1 11 ll ',",'rt,t,'r",",' ,, -n",''Fz?

New Composite Decking

I-il.'l'irr.' ,1.'.king !()ntirins |() \\()(xl or'|111q1i.. lrtrl lIrr

Ir';1.'l (rOl / l r'e\ r'lC(l ( ()n1!'111.

l)tirtlLttttl lr,r I -ilL'-[irrrt' ( onrPo:ilt's. llte Iro,111. 1'r .,,',, |osctl ol llr lr:lr lrnLi Lrr.'lllrnc lrntl is::rirl lr) \\r'i!lt ill)oLrt

l5' , lcr: liliLtt rtto:t ri ootl lll:i:tie ! ()rlll)()\ila. II ..rn lre uolkerl likr'urrotl. uillr:llrntllrrrl t,rols. lrntl llrs errt'ncrl lr ( llr::..\ ltre lutin!.

SizL: lLlr' l"r(r" 111111 i -1"i.(r". tr itlr J'r-1" |o'ts lrntl elllt'. C'r,lors 'llc lrl()\\ n. f liL\. ri ltite slr!.' lLntl lrllr.k. Itlrrt.:t tttll r7(tOl(tO.l 9lO() ttt rrrilrr rr\\.1 tluutl)('t .(()ttl

Safer Jobsite Power

I.,ntltt l,"r l)orie t( ta\\ l)l'()\ it].': l rltle r |ttrre r :oltttiott Ior .irrlr:ilr l)()\\ cr l)()\e \.

.#'',l,teq!1s{ii@@wq**Wwmw4*4f,

'l'hc Itotlttet Ilt: IrrLtt (il:( [Plotcetcti eler'lriclrl otrllr'ts tltirt i)l()\ irlc I5 ltrrIs o1 l)oi,, ar' lrrI o|e |lr1in!, l()()]\ i|It(l crlttiPnre nt ()r' r'lliutin! hlLtltric:. ,\ I5-lrntl'r Iu\t' Pf()lart\ l)r'c\cttt oret lrtlrtl l)r'olctlrolr. l[trl lltr' $ ]rolr Lrnit r'0ntIlit's u illr OSII.\ te:t 'turrtlrrrtl:. l)ltrt:t r tLll r\( )Otl.i/l l,\/1.i rrr lr,ri1 rlrr'1 ./.rrrlrtr'/..r'rrrir

2ND GROWTH'S March 5 meeting at Radisson Suites Hotel, Buena Park, Ca., focused on "Money Matlers in 2009.' (1) Bob Schmidt, Craig Larson, Chris Garcia. (2) Kevin Mitchell, Janeece Lowder.

(3) Louis Rojas, John Neel, Danny Sosa. (4) Frank Youngman, Mike Mische, Chris Freeman, Brad Strosahl. (5) Omar Diaz, Michelle Chase. (6) Mario Casteneda, Adam Tones, Jason Womack.

(7) Rex Klopfer, Al Reed, Bill Ferguson. (8) Alan Nevin, Ken Dunham. (9) Will Lone, Kyle Rossi,

Kyle Lazou. (10) Ron Souto, David Abbon. (11) Ed Wyche, Jim Taft. (12) Shannon Mott, Tom Angel, Scott Whitman, Ana Ramirez, Seamus O'Reilly. (13) Scott Derham, Chad Kidder, Mark Ganahl. (14) Doug Willis, Bill Humphrey. (15) Jim Nicodemus, Bob Derham. (16) Jean Henning, Barrett Burt. (17) Randy Jackson, Dan Croker. (18) Marlene Grove, Chris McDonough. (19) Ryan Mitchell. Sheni Kirbv.

Glulam Beam Guide

A single-sheet flyer and tear sheet pads illustrating how to properly size Power Preserved Glulam Beams for deck applications are free from Anthony Forest Products, (870) 221 -2326; www.anthonyforest.com.

New APA Reports

Subscriptions to monthly housing market and quarterly engineered wood production reports are offered for $600 and $250 by APA-The Engineered Wood Association ; www.apawood.org.

Benefits of Southern Pine

An updated, 24-page Southern Pine Use Guide details the advantages of using Southern pine is free from the Southern Pine Council,2900 Indiana Ave., Kenner, La. 70065, (504) 443-4464; www. southernpine.com.

Building Green For Builders

The 8-page "Dealer Tool Kit for Builder Profitability & Green Building" and l2-page "21 Ways to Build Profitably & Green" are free from Boise Cascade. (800) 232-0788.

All About Softwood Industry

The 300-page 2008 Yearbook is $46.95 and 896-page 2009 Big Bookfor the North American softwood industry $239.95 from Random Lengths, P.O. Box 867, Eugene, Or. 97440, (5al) 686-9925; www.randomlengths.com.

Concrete, Masonry & Stucco

Guide to Concrete, Masonry & Stucco Projects is $19.95 from Quikrete (800) 282-5828; www.quikrete.com.

pluce

Rates: $1.20 per word (25 word minimum) or, if contains artwork or oversized type, rate is by the column inch (2-l18 inches wide): $65 if we set the type, $55 if ad is fumished "cameraready" (advertiser sets type). Phone number counts as I word, address as 6 words. Headline or centered copy, $9 per line. Border, $9. Private box, $15. Send ad copy to 4500 Campus Dr., Ste. 480, Newport Beach, Ca.

9266O, Fax 949-852-023I, dkoenig@buildingproducts.com, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th ofprevious month.

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

CENTRAL CALIFORNIA lumber supplier is looking for an experienced, aggressive salesman. Bilingual (English/Spanish) a plus. Great salary potential, full benefit package. Email resume to craftcas@yahoo.com.

LUMBERTRADER

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

uo nes

Gerald "Gerry" W. Tompkins, 95, retired owner of Cornelius True Value Hardware, Cornelius, Or., died March l6 in Hillsboro, Or.

Mr. Tompkins attended the University of Oregon and served in the U.S. Army's General Hospital during World War II. He worked in wholesale hardware for many years, and owned the hardware store for l0 years before retiring in 1980.

Richard B. Malone, 83, longtime lumber Portland, Or., wholesaler, died Feb.26 in Vero Beach, Fl.

Mr. Malone served with the U.S. Army during World War II. He earned his bachelor's degree in business administration at Indiana University and then worked 30 years as a lumber wholesaler with Continental Forest Products and Cascade Empire in Portland.

LeeRoy George Montoya, 61, longtime lumberman, died Feb. 23 in Albuquerque, N.M.

Mr. Montoya served in Vietnam with the U.S. Marines. He worked more than 35 years in the industry, most recently for B luel-inx, Albuquerque.

Stewart Leavitt Kincaid, 61, president of SLK Inc., Gladstone, Or., died Feb. 15 in Gladstone.

Mr. Kincaid had worked in the industry for more than 40 years and formed his own management consulting service for the LBM industry in 1989.

lumber grader, primarily at Davidson Industries, Mapleton, Wa., died March 8 in Florence, Or.

He began his lumber career at Coos Bay Lumber Co., Coos Bay, Or., and then worked for PLIB for 40 years, before retiring in 1989.

Jimmy Wilson Cline, 76, 25-year employee of Ganahl Lumber Co., Anaheim. Ca.. and co-owner of Walter & Cline Architectural Millwork, died March 12 in Orange, Ca.

Mr. Cline went to work for Ganahl in 1956 and became vice president of architectural millwork in 19'71 . He left the firm in 198 1 and started Walter & Cline, which closed in the late 1980s. He then worked as a construction consultant for a law firm in San Diego, Ca., before retiring.

From 1969 to 1983, he served on the board of the Woodwork Institute of California. He served as president from 1978 to 1083.

Mystery Raid At True Value

Salida True Value, Salida, Co., reopened March 4 after it was closed and searched the day before by local law enforcement officers and investigators from the district attorney's and state attorney general's offices.

The store is owned and operated by Jim and Anne Fontana, who said they were not told the reason behind the investigation or what the investigators were looking for.

Officials did not release a statement, other than to say that the search warrant wasn't filed locally and it wasn't the result of a crime against a person.

Anne Fontana said the store was burglarized Oct. 31, but she was not aware of any arrests having been made in the case. Officials removed merchandise from the store during the search, including at least six riding lawn mowers that were hauled away on a flatbed truck.

BVC Doweled

Lodgepole pine post, poles & rails

l-112" to 12" Diameter in Stock

Doweled Rail Fencing

2" BVC Tree Stakes

3" BVC Tree Posts

.

. Light Posts

Standard and Fancy Bollards

Special Milling: Split, Quartered, Slabbed, Sanded, Smooth Peeled & Hand Peeled

. Available Textures

Natural (No Bark)

TREATERS

ACQ.BORATES.D-BLAZEo

HEAT TREATING.CUSTOM DRYING ISPM I5 COMPLIANT. RAIL SERVICE (BNSF)

Wiltiam H. Makey, 85, retired Pacific Lumber Inspection Bureau

WITH INTERITY, TAKING CARE OF TOMORROW'S NEEDS TODAY

Sourttrnr Cluronrn

LOS ANGELES AREA

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

Chozen Trucking Co .....(5621 427-5672

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

Huff Lumber C0.................(800) 347-HUFF (562) 921-1331

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

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

ORANGE COUNTY & INLAND EMPIRE

All-Coast Forest Pr0ducts.................,...........(909) 627-8551

Anfinson Lumber Sa|es................,..,.............(951) 681 -4707

Austin Hardwoods & Hardware.........,...........(714) 953-4000

Bear Forest Products..........(877) 369-2327 (951 | 7 27 -1767

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

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

Boise (Riverside)................(800) 648-9116 (909) 343.3000

Building-Products.com..................,..,.,..........(949) 852-1990

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

C&E Lumber C0..... ......(909) 624-2709

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

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

Hampton Distribution ....(949) 752-5910

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

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

North Pacific-So. Ca. Distribution,.................(800) 647.6747

Pacif ic Wood Preserving.............,. ................(7 1 4') 701.97 42

Pan Lumber

Nonru & Crnrmr Cluromn

Sourrwrsr

T T I

Manufacturers and Distributors of:

CEDARPRODUCTS t_I ROUGH TIMBERS

TENCING II{ATERIALS f] UTILITY POI.ES

C OMPLETE REI\{AI{UEAC TURING

T PRESSI'RE TREATED LUMBNN @ T DRICON FIRE RETARDAhIT reffF**

Gall the experts:

r Randy Jensen r Jim Duckworth

I Gordon Watts r Tom Butterfield

Forest Prod.rrcts Sa,leg

249 W. Vine St., P.O. Box 57367, Murray, Utah 84107 (800)666-2467 (801)262-6428

Fax801-262-9822

guide

Plcurc l{onirwtsr

WASHINGTON

COOS BAY / NORTH BEND

Warm Spring Forest Products (Bend).....

EUGENE / SPRINGFIELD

J.H. Baxter..............

.....(541) 553-1148 .....(s41) 689-3801

Lumber Products.... ......(541) 687-041 1

McFarland Cascade .....(800) 426-8430

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

Western Woods, Inc..........,....,......,.....,.........(800) 822-8157

MEDFORD / GRANTS PASS

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

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

Malheur Lumber Co ......(541) 575-1148

Norman Distribution Inc......(800) 365-4627 (541 ) 535-3465

Pacific Wood 1aminates................................(541 ) 469-4177

South Coasl Lumber Co...........,....................(541 ) 469-4177

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

MclrllNNVlLLE / CORVALLIS / SALEM

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

Forest Grove Lumber C0....(888) 201-3754 (503) 472-3195

irary's River 1umber..........,....,.....................(800) 523-2052 Royal Pacific Industries......(888) 876-9663 (503) 434-5450

547-8440

OREGON

FAX to 949-852-0231 or call (949) 852-1990 or mail to BPD.

Name (Please print)

Company Address

Phone

E-mail address

Want to Subscribe?

State FAX zip

tl I Year ($22) tr 2 Years ($36)

E Bill

Me E My

Check tr 3 Years ($50) Is Enclosed

News or Comments? we welcome comments on articles or news of your company such as new hires or expansions. Just email dkoenig@building-products.com or Fax this form to 949 -852-023 I :

For more informationfrom advertisers, use the Web site in brackets.

Anfinson Lumber Sales [www.anfinson.com]

Arch Wood Protection [www.wolmanizedwood.com] Cover I, 13, 15, 17, 2I, 23, 32-33, Bear Forest Products Iwww.bearfp.com] .......................................44

Beaver Lumber ...,................. ....,...,,.62

Cal Coast Wholesale Lumber .....-..........57

California Timberline

C&E Lumber Co. [www.lodgepolepine .com1.....................-.........59

Canfor [www.canfor.com]...

Capital [www.capital-lumber.com] ........45,49

Colville Indian Precision Pine [wwwcippine.com]............... .........47

Conrad Forest Products [www.conradfp.com] ..............................13

Exterior Wood [www.exteriorwood.com]..... ..........15

Fasco America [www.fascoamericarcom] .............28

Fiber Composites LLC [wwwJiberondeckingcom] ---............27

Fletcher Wood Solutions [www.tenonusa.com] .............................11

Fontana Wholesale Iwww.fontanawholesalelumberrcom] ...........59

GAF-Elk [www.gafrcom]

Keller Lumber Co.

Krauter Storage Systems [wwwJrrauter-storage.com] ................22

Lifetime Composites [wwwJtlumber.com]

LP Building Products [wwwJpcorpcom]

Lumbermen's Underwriting Alliance IwwwJumbermensunderwriting.com] .......................,..........,...,.8

McFarland Cascade [www"rncfarlandcascade.com]......................17

M&M Builders Supply......... .............6

Manke Lumber Co. [www.rnankelumber.com] ...,.......................,54

Matthews Marking Products [www.matthewsmarkingcom]......39

Norman Distribution Inc. [www.normandist.com].................,,.,..37

Osmose [www.osmose.com],,.............. ..........Cover II

Pacific Wood Preserving Cos. [www.pacificwood.com].........21, 40

Pennsylvania Lumbermens Mutual Insurance Co. Iwww.plmins.com] ...---.--..............

Quality Borate Co. [www.qualityborate.coml

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

Poplar Mouldings a Specialty

Mouldings - Siding - Trim Pieces

Wholesale Lumber - Redwood - Uppers

Douglas Fir - Pine - Hardwoods - Western Red Cedar

BEAVE,R

COMPANY

1400 Orchard. Hollister, CA95023 (831) 636-3399 . Fax 831-636-3335

Roy O. Martin [www.royomartincom] t<

Roval Pacific Industries I

Simpson Strong-Tie Iwwwstrongtie.com] .....................................34

Superior Wood Treating [wwwsuperiorwoodtreatingcom]........45

Sure Drive USA [wwwsuredrivecom] .................55

Swan Secure Products [www.swansecure.com] ............................34

Swanson Group Sales [wwwswansongroupinc.com] ........Cover III

Temperate Forest Foundation [www.forestinfo.org]....................58

Thunderbolt Wood Treating [www.thunderboltwoodtreating.com] .............39

TimberTech [www.timbertech.com] .....-....-.........3f

Ty-Lan Enterprises Iwww.bestdeckfasteners.com] ......................55

Utah Wood Preserving Co. .................. .............23,60 Van Arsdale-Harris Lumber Co. [www.vanarsdaleharris.net]...57

Viance [www.treatedwoodcom]....,..............

Wynndel Lumber Iwww.wynndellumber.com].............................35

A member of the Swanson Group, Inc.